Merchant Magazine - February 1980

-:erving the lumber, building materials and home improvement markets in 13 Western States-Slnce 1922

Seruing the lumber. building materials and home improvement markets in 13 Western Sfafes - Since 1922

FEBRUARY, I 98O

VOTUME 58, No. 8

MAJ0R NEWS and FEATURES

CASH IN ON TOOL SAFETY, HELP CUSTOMERS SHARE YOUR PRODUCT KNOW HOW FOR PROFIT SECURITY, GOURMET GADGETS LEAD MARKET

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation Manager

Linda Romanowski

The Merchant Magazine (USPS 196-560) is published monrhly at 4500 Campus Dr., Suite 480, New-port Beach. Ca. 92660, phone 17l41 549-8393. bv The Meichanr Magazine, Inc.' Second-class Postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM NORTHERN CALIFORNIA & THE PACIFIC NORTHWEST: contact 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660. Phone Ql4) 5498393.

FROM SOUTHf,RN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4723113 or (714) 549-8393. f ROM THE MIDWEST: contact Charles L. Lemperly, 1230 Brassie Ave., Flossmoor, Il. 60422. Phone Qt2) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Include address label lrom recent issue if possible. plus new address and zip code. Subscription RatesU.S. and Canada: $6-one yearl $9-two years: $12-three years. Foreign: $12-one vear: $18-two years.single iopies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-owned publication lbr the retail. ttholesale and distribution levels q/' the lumber, builcling materials ond home improvenent business in the l3 Western states: concentraling on merchandising, plus induslry news and interpretation.

WeFloot lemloclt

When you need lumber for a large project, or just a good selection for the neighborhood shoulder trade, our Tahsis Hemlock offers quality and price rarely found today. Barges with over 5 million feet are received by us every six weeks which means the selection of grades and dimensions is excellent including timbers. It also makes us very competitive, and customers can pick the items to meet their specific applications. In many instances, Hemlock can be

substituted for higher priced species, often with little or no change in code requirements. Another plus is that you can depend upon consistent supply and grade from one of the best mills in the world. Our local drying, planing and convenient pick-up facilities are additional reasons to call Fountain first.

Ed Fountain Lumber Company

6218 S.Hooper Ave. Los Angeles, Ca. 90001. (213) 583-138 r. (7 r4l 97 2-9107

ED FOUNTAIN LUMBERCOMPANY

DAVID CUTLER editor-publisher

EDilTORIAL

The Long Distance Runner

1\NE OF the likely results from what promises \-/to be continuing shortages of gas. electricity and other energy sources will be more people spending more of their time at home. Grounded by gas shortages and stuck at home, it seems inevitable that yet another major surge in home fix-up enthusiasm is upon us.

It represents a major opportunity for the alert retailer and his suppliers, but preparation is a must. Business as usual is just not going to make it.

As this is our annual Hardware/Housewares Issue, let us consider those departments as they are among the key elements to the do-it-yourselfer. Start your preparations for this business increase by doing some basic, clean sheet thinking. Try and look at these areas or departments in your store as you would if you were looking at them for the first time. Ask yourself some hard questions. Be honest. Do they really meet fully all phases of a critical examination?

Next, ask others to be as honestly critical as you have been with yourself. Seek constructive, helpful ideas, but don't be too quick to discard

negativism. It may contain a key to improvement. Ask friends, other management and employees at all pertinent levels. Then decide whether the expense and time of hiring an outside consultant is justified. Take advantage of wholesaler and management advice and backUD,

Then make the changes that you feel, after reflecting upon the advice received, will produce a positive improvement. Don't be afraid to experiment. It may be that you will have to start at square one with your housewares or hardware departments. Or you may feel that a little tightening up and polishing may be all that is reasonably needed.

Follow up the changes, of whatever magnitude, with a oeriod of evaluation. Give the new wrinkles a fair-chance to Drove themselves. Rate therr effectiveness continually and with objectivity. Otherwise, it will all be for nothing. Continue to fine tune and re-evaluate.

Keep running hard, because when you stand still, even for a moment, you are really falling behind.

SeNing the lumbeL building maletials and home imprcvemenl ma*ets in 13 Westem States-Since 1922

$ilTD

When you call, we deliver. Fast. And we deliver darn near everything. Lumber. Plywood. Timbers. Fencing. Masonite. Hardboard. Particleboard. Roofing. Hardware. No other distributor in Southern California comes close to handling as many products. That's why we are the Super Supplier. Slip into the nearest phone booth and call. We'll deliver full or mixed loads to

your yard or your customer's job site. Super? You said it. Louisiana-Pacific Corporation, Crown Distribution Center, 900 West Taft, Orange, California. Phone 714-998-6500 or 213-598-9675.

ilfisuPlnsuPPllln

Ways to sell hand tool safety

Lr ELP YOUR CUSTOMER and I I you help yourself as a retailer. This can be especially true when you enrphasize safety in using hand tools.

Your sales people can provide safety tips to customers purchasing hand tools and possibly keep thenr from beconting one of the 30,000 injured each year while using basic tools such as hamnrers. Your sales

people also can often ring up addon sales by suggesting safety goggles, new tools to replace tools made unsafe by damage or wear, or the proper tool to do a job safely. A nail hamnrer in disrepair can be a hazard to the user as well as anyone standing nearby. A hammer should be inspected before each use. A hammer face with signs of chipping, spalling, dents, cracks, or

excessive wear should be discarded before a flying metal chip causes eye damage or serious injury.

Injuries also can be prevented by using the correct hammer for the job.A common nail hammer should never be used to strike hardened masonry nails, chisels, or other hardened metal objects. Correct use of a hammer also is essential to safety. Blows should be struck squarely to reduce danger of chipping and one hanrmer should never be used to strike another. A hammer with loose or damaged handle should not be used.

A hammer face should have a convex shape with a bevel around the edge for maximum safety. This standard has been established by the American National Standards

Story at a Glance

Safety first...a good merchandising tool for retailers. recommendataons for guiding customers in selection and use of hammers... suggestions for promotang safety and sales in hand tools.

Institute. Hammers meeting it are required to carry a warning statenrent alerting the user to the danger of eye damage and the use of safety goggles. A sales person should point out this warning to a purchaser.

Another essential of the safety message is the need to keep tools in good condition by storing them properly. Again this is an invitation for add-on sales in peg board,

(Please turn to page 97)

SAFEIY RUIES of goggles worn while using hammer, correcl hammering technique, and proper slorage of tools learned lrom home

center sales person are observed by father and son in their home workshoo.

I?ALCO GARDEN REMOD

Manufactured with the Precision and Quality Control characterizing Palco Lumber Products for over 100 years.

Outdoor living is becoming increasingly popular; the decks, patios, fences, and the wide range of garden structures also increase the value of a home.

Redwood lumber is the traditional choice for these structures. And Redwood commons with their rich rustic appearance are ideal to make the structures harmonize handsomely with gardensand with any type of housing construction.

Palco Garden Redwood's important advantages:

o Unique natural beauty with redwood's color (not discolored like preservative treated species), attractive grain and knot characteristics.

o Naturally resists weathering.

o Dimensional stability with minimum warping, checking, or cupping. More stable than chemically treated wood of other species.

o Decay and insect resistance of redwood heartwood make it very durable-naturally durable, without chemicaltreatment.

o Redwood can be left unfinished for minimum maintenance-will bleach naturally to driftwood grey.

o lf finish is desired, redwood has a superior finishholding. Due in part to its cellular structure and lack of pitch or resins.

See reverse side for additional information.

Products of

Description and Uses of Palco Garden Redwood

PALCO GARDEN REDWOOD_ MADE OF GREEN REDWOOD LUMBER

1. Construction Heart-consists of all heartwood (reddish-brown colored) which provides resistance to decay and termites; contains knots that are tight and firmly fixed (when mill graded), only occasional pieces with smallknotholes.

2. Construction Common-similar to Construction Heart except that sapwood (cream colored wood) is included. Sapwood is not as decay and termite resistant as heartwood. Sapwood and heartwood together provide an attractive color contrast.

3. Merchantable-includes sapwood. Allows larger knots and more imperfections than the above two grades. Loose knots and knot holes occur in some pieces.

WHERE TO USE THE ABOVE GRADES:

Construction Heart is ideal for all types of garden structures and decks. And, because Construction Heart is resistant to decay and insect attack, it should be used for those pieces which are in contact with the soil.

Construction Comrnon is also ideal for all types of garden structures and decks and can be used to particular advantage by utilizing the interesting color contrast of heartwood and sapwood. Construction Common should not be used for those pieces which are in contact with the soil.

Merchantable is frequently used for fences, railings, trellises, etc. Can be economically trimmed to remove undesirable characteristics and be used on other garden structures and decks. With the sapwood, it should not be used in contact with soil.

Local building codes which include landscape structures must be complied with.

TWO SPECIALTY GRADES OF PALCO GARDEN REDWOOD ARE AVAILABLE ON SPECIAL ORDERS:

1. Setect Heart-consists of all heartwood and is the next higher grade above Construction Heart with smaller and tighter knots.

2. All Heart Merchantable-consists of all heartwood and is otherwise similar to Merchantable.

PATTERNS:

Palco Garden Redwood's standard inventory consists of surfaced four side pieces. A special feature is that edges are eased which prevents slivering.

A variety of patterns are available on special order including 2" nominal thickness resawn to l" nominals with one side surfaced, other saw-textured.

SIZES:

1"x4" through 12";2"x4" through 12"; 4"x4";4"x6";6"x6". Standard lengths are random 6'l20'; restricted lengths may be ordered 1O'l20'.

SHIPPING INFORMATION FOR DISTRIBUTORS:

Garden redwood is available in straight or mixed truck and railcar shipments. Mixed shipments can include items from a wide range of redwood lumber including uppers, Douglas fir uppers and plywood.

Units are available with protective wrapping.

Available deck plans make it easy for Do-lt-Yourselfers as well as carpenters to build a variety of deck types. Finishing recommendations are available.

Build with Palco Garden Redwood, enjoy its beauty, be comfortable with its durability, and relax with its lack of maintenance.

Design-a-Deck Kit

Product knowledge can boost tool sales

RE YOUR SALES people pre- f'l pared with the correct answer and the right tool for the customer who says "l'nr looking for a hammer to put up sclme shelves in nry garage" or "l need sonrething to drive stakes for my garden"? The sale depends on their knowledge.

Story at a Glance

lf they can't supply the needed tool with information on its proper use, you need to start an education program. For example, there is a basic set of hanrmers which almost any householder needs to do the usual chores. For the more serious. better equipped handyperson, an advanced set of striking and struck tools is desirable.

Be sure your employees are familiar with the tools needed for various jobs. To help thenr as well as the custonrer who likes to figure out things for himsell, a poster hung prominently in the tool section can detail the needed tools.

This chart listing the five basic hammers for the beginning handyman and six additional seleclions for the more advanced d-i-yer is an illustration of the type of informa-

(Continued on next page)

SIARIER SET of f ive hammers f or jobs done by the beginning handyperson is an example of type of information you can provide

lor customers. Guidance and direction helo to boost sales.

Right answer and right tool for perplexed customer can make a sale...educate sales staff. dis- play information to help beginning d-i-y. fit tool to individual and iob.

PRODUCT KNOWLEDGE

(Continued from previous page)

tion you can provide.

There are other snrall tools to fit various jobs and individuals. Your sales people should stress that the individual take care to fit the tool to himself as wcll as the iob to be tack led.

Potpourri of New Housewares

STARTER SET Basic Hammers

(l) A medium weight (16 oz.) nail ljuu,qLsl - lo acconrprrsh rne many household pro.iects re- projects quiring the use of the relatively soft common nail. Not for: nrasonry nails, cold chisels or other metal.

(2) A medium (16 oz.) ball neiO hammer - lor stflkrng the very small hand chisels and punches and for riveting, shaping and straightening unhardened metal.

(3) A three nound hand drillins hanrmer - for use with metal striking i66T such as cold chisels, bricI chisels. star drills and for har_ dened nrasonry nails.

on one,end.i before driving lhe crther..end,.

Its striking face can.be used for driving common nails.

ADVANCED SET Other Striking and Struck Tools

(l) A 20 ounce rirrrrins hammer - to elp with rough, heavy work. Its straight claw helps in prying boards and nails.

{2) A soft faced hanrmer of gent

by a nretal striking face. Helpful for gluing furniture, closing doweled joints, replacing hub caps, etc.

(3) @)

An 8 nound sledee - for heavier Filffivo-iiEiT-t ri k i n g wood. nretal. concrele or stone. A 24 ounce brick hammer - for ffiocks. use for while its blunt end can be used for driving wooden stakes.

(6) An 8 nound woodchonners'maul ffi

is for splitting snrall logs and for starting a notch in larger dianreter logs into which a wood splitting wedge is placed. The wedge is then driven by the striking face of lhe maul.

l'f EW OR IMPROVED honre-use l! products to tenrpt consumer spending in the early'80s include honre security products ofall kinds and new and innovative gournlet lood preparation itenls.

A potpourri of new housewares was introduced a1 the recent National llousewares Manulacturers Association National Housewares Exnosition at Chicago's McCornrick Place. Morc than 60.000 visitors attended the show with 1,811 exhibitors showing the lalest housewares trends.

Anrong the itenls attracting attentlon were:

o A water alarnr to warn of flooding or water damage. It is activated by as little as a teaspoon of water to set ofl a loud beeping signal which goes on for 48 hours or until resel: the alarm floats and continues to beep as the water r ses.

. An electrical pot-scrubber cleans all pots and;rans: operates with all scouring powders, liquids and detergents, and has three interchangeable scrub pads adaptable to all cooking surIaces.

o A cordless, battery-operated whirlpool is completely inrnrersible in the bath tub, with a special suction device 1o secure it to the wall of the tub, as well as rubber feet so it can be used on the bottonr ol the bath. An overnight battery charge gives 20 to 30 nrinules of whirlpool action.

o The Rangetoppers cookware line has glass ceramic body with alunrinunrclad bottom. although designed specitically for use on the top of the stove, the cooking pieces also can be used in the oven or under the broiler.

. An electronic mixer/blender operates with an infinitely variable, single-knob speed control instead of nush-buttons. and conres with its own coffee nrill attachnrent.

o A handi-sweep broonr with an adjustable handle that goes fronr 30 to 48" in length, and a broonr head that swivels I 80 degrees so it can reach into tight places lor sweeping or dusting floors, walls and ceilings.

o The Le Foil reusable/disposable foil cookware line has a baked-on black, heat-absorbent coating for better cooking results.

. The gournret Chop-er-Block is an end grain hardwood cutting board with a steel blade knife attached directly onto the board. The knife nray be pivoted in all directions for easy chopping, slicing. and mincing. while the end of the blade is held in nlace.

An electric egg scrambler scranrble/blends an egg inside its own shell in less than five seconds.

. A five-minute bell timer, for precision short-tinre cooking procedures with blenders and food processors. is nrarked off in seconds up to five nrinutes.

Story at a Glance

Home security, gourmet food preparation items are leaders at Chicago housewares show.. . new products include water alarm, electronic mixer, electric egg scrambler, adjustable broom, electrical potscrubber.

o A photo-electric smoke delector has a solid state chamber and sees even nricroscopic snroke particles to trigger a loud warning alarnr.

. A battery-operated quartz bedside alarm clock features an ascending three-stage alarm volunre which begins beeping softly to awaken the light sleeper. After eight seconds the alarnr sound autonraticillly increases to its middle level, and eight seconds later goes to its loudest level.

o A portable Yard 'n Garden steel storage chest nrounted on a metal pole that has a garden hose hook and a tool clamp attached. The unit can be placed anywhere in the yard or garden for easy access to needed accessories.

o Finally, a novelly Lox 'n Bagel deli coaster set made up of four ceramic coasters stacked to form a sculpture on a plate. lt resembles a sliced bagel filled with lox. cream cheese and onion.

ffie$*ctr

A DIVISION OF BELLINGHAM LUMBER COMPANY

BELLINGHAM, WASHINGTON EST. I 9l 7

Jim Weeks, Mgr. 895CountryClub Rood Suite B-lOO

P.O. Box 7395

€ugene, OR 97401

(5O3) 484.0713

{0oo) 547-2so2

iob Pollow,Mgr. 1442 lrvine Boulevord

tuite2l5 P.O Box l3l9 Tuslin. CA 92680

{7r4) 73r.73Ss

{2t3) 6t8-rE88

Corporole Office

2O5 N. Commerciol Slreet

P.O. Box 96 Bellinghom, WA98225

(206) 733.6460

(6oo) 426'8874

John sforey, Mgr. 55O lndustry Drive

Iukwilo, WA 98']88

PO. Box 88103 Seottle, WA 981 88 (206) s7$rs6O

Merchandising tips to increase hardw are, housewares prof itability

ll ERC'Fl AN DISING is the lul 5L-c191 of' prolltability in hardware and housewares, bLrt it doesn't .just happen. Finding the best displa1, areas, arranging the nrerchandisc to bring best scllers or higher nrargin itenrs into thc belt-to-cye level or rcach arca, grouping relatecl ilenrs together, shrinking artd expanding classes of goocls t() relatc to expeclecl or potential sales arc a result ol'careful plannirrg atrd constant vigilance.

ll/hen ntarchandisin,q a lixturc, try sampling, putting onl.t' one q/ cac'h mert'hattdist' sclt't'lion or assorlm(nt irt its plannt'd arca to see thc ot'crall dlec't o/ thc atrangcmcnt. This tttokt's it passible to chec'k /or spocing and arrgngmlrtr bc/brt' lotal sto(k ql each it('th^ is put .on displuv.

.t;

Awareness' ol' what othcrs are clorng irncl thc lirtcsl trertds lrclps yoLl to update y0ur t.ttCrcthitnclising. For strrrtcrs check ot-tt thcse suggcslions.

I''amiliarit.t' vitli tha newcr t.t'pcs of .lixture s v'ith addcd rersalilily, qnd ./laxibilit.t' hclps .v'ou to tak<' a ./reslt look al .y,ottr nt(rchandising. Appraisal o.l'the sales p0tential o/ cach mr r<'ha nd ise (a te g,or), a n d de pa rt nr c n t aids in ad.iLrsting lhe anrount o.f spaca allotted to t'(rt'h. Space betu'ecn shelv'es. u'idth o/' shcltes, and .lacings (number o/ packagt's exposed on a shcll') o.f' nterchandisa, all shotrld be nall thtttrgltt ottt.

Use platlilrnrs lor large ilents putting in an unclercover ol carpeting. tile, grass. crushecl rock, clr redwood chips 1o r.rpgrade the visr.ral i nr pact.

Usc color lo command all(ntion. Group mcrchandise in colorJful artant(m(nls. Evcn ittnts sut lt as garden tools ar(' bright thcse da.t's. 14/hcrc an itcnt is colorless usc bri.qhl signing and tolor ilrips ort cd.ges Ql bin s.

Havc a slrowroonr, upstairs or at tlre rcar of'the storc. u'here custonrers rlra!'irrspect nrOdcl bathroonrs. kitchens. and fireplace displays, Accessorizt- tlte scttings for true nrodc'l hclntc- altpearance.

Capitalize on relaled tlterchatldising b1, arranging gondclla ends with ciisplays that conlplenretlt each other. Cookbooks, at)rons, Pcl1holclers. cookware, atrd nricrowave oVens lOgether, lbr instance. Or power nrowcrs, fertilizers. garde n hose. spri nklers, hose hatrgers. sprayL-r and luel cotrtaincr groupecl with sonte plattts for a cotrlplete lawn care look.

Put oltt plastic containers ./illed v'ith samplt's ql bagged itenrs sttch as redn'oorl chips, crushed roc'k, and (omposl so that thc customer can s(c and ./eel u'hat hc is ptrrchasing.

Schadule chan,qas o.f gondola cnd displa-vs raguletrl.t'. Kccp in tottth u'ith the scasonal nt'cds. Knou' th<' lot'al markct end li/c st.t'las o.l (uslottt(rs anel aK'omodata thent.

Display boards arc intportatlt l'or service ntcrchandise. l'lttw-to instructions arc rreedecl bi" a high percerrtagd ol'the d-i-1, tracle. Take-one leallcts for use at hon-re also are custollef plcitscrs.

Usc cross-cis lc ntt'rt'handising tr:itlr r<,latecl itams displarecl on Iacing ,qondolas to help cttstomers locate n e erl a dgo od s q Lr ic k l!".

Bc creative with backgrounds tbr ilisplal's orr gondola ertds. Use aclhesive papers to adcl color, lexture. and irrterest. Carpeting, wood paneling. brick. stone. tilc pancls, or labrics arc all suitable. ll'pcrf hoirrd is nccrlcd lirr hitrtging. pirint it a bright color.

Use glass shelvin,q on gili tables.lbr aclcled sperrklc. A sqli mood lighting, carpcting, and u Y'Qrm vtall t'rtvering sttch crs u'ood brings oltt the color and appeal ql gili merchandist'.

Fac'ilitate comparison shapping b.t' a r ra n gi n,q, nr e rc h a n cl i st' ./i'o m d ilJ c re n t manu.faclurers tog(th(r on Q gondol(l end. Sit:ning to poinl rttrt spt'cial ./eatures anrl prices also helps thc (lts!0m(r.

Pronrotc your lreehies. llave l'ree gil't wrappirrg. Ot'fer free consultation lirr d-i-1, rentodelitlg. or decorating. llave il bridal corrsultanl and registrl irr the gift seclion. Oflcr a gift to a bride-to-be whcr rcgislers her gift chcliccs with yot"t. Include a coupor.l itt your advertising for a f'ree gift or discount ;rrice on spccill ilcnrs.

O,ller c'lasses ,lbrd-i-.t' or crqlis. Clrurge a small regislration .lee to insurc interestad students. Scrl'c

Plan an advertising mix includ. ing newspapers. direct mail, radio. television, and Yellow Pages. Keep ' a file of ads. note results, sales increases, nunrber of coupons returned.

Identify your service department. Put it in a pronrinent location. and staff it with warnt. friendly" knowledgeable freople.

Bring in an unusual item such as a peddler's cort to display merchandise. The use oJ'the unexpected attracts atlention and is pleasing to tha c.ve.

Put colorful shirts or vests on men employees, blouses, aprons or smocks on women so that customers can readily identify those who can serve them.

If your srore is in a shopping cenler. be sure your sign is displayed prominently on the street.

lJse samples oJ'fencin11 to corral rnaterials such as doneling which are stored vertically.

Try to have an architectural feature which is unique to your store and becomes a landmark such as a working fountain, a lovely atrium or a gazebo.

l)se manequins in suitable cos,i,!o:t ,o dramatize use of' merchan:,, ,:,.. t,,,,,,. 'r, ,t,,,,t -"t, 'tt: ':: ':t '

Get more nrerchandise in less space by using vertical display: Twelve hammers in two venical rows rather than two rows of six each across.

Let your customers knou'they are appreciated. A large "thank you" type sign across the exit and a smiling thank you from the cashier rein/brce the thought.

colors. Mercury vapor is expensive. but emphasizes all colors equally. Incandescent. also nrore expensive. is warnr and most closely resenrbles household lighting. For this reason it is a good choice for areas with decorating producls. Spotlights will draw custonters to special areas or display. but they must be located so that they do not shine in their eyes.

Combinc consumet' education with merchandise displays to

impulse sales.

adhesive papers or nrirror riles in

to showcase special

Story at a Glance

Sales productivity in hardware and housewares depends on merchandising... careful planning results in more sales. . ways to use fixtures, increase display poten- tial...upgrade housekeeping and appearance.

Use a wooden pyranrid with dowel pegs to hang a variety of coffee nrugs or sinrilar itenrs. lt nrakes a compact display with visual r nteresl.

l/'storage is a problem. use semitrailers parked in back o.f the store or on parking lot Jbr bulk storage.

Pur housekeeping high on your priority list and assign the responsibility so that you can check on it. A well nraintained store is ntore

Hardware manufacturers' aids for dealers

Ei ETAILERS CAN make their fl ioU easier and more effective by leanlng on the nranulacturers for every bit of backup offered.

Using the broad lines of products, pronrotions, advertising helps, and display aids available, a snrart dealer can save hours und dollars for hinrself while doing a bang-up job of nrerchandising.

Many manufacturers offer space saving headers and racks designed to nrake products easily visible with convenient self-service. These units also are usually designed to include an easv to use reorder

Story at a Glance

Hardware retailing made easier with help of manufacturer. broad product line, display aids, promotions, co-op advertising offered. . . smart retailer who uses them can come out ahead.

system. Available in a colorful variety ofsizes and shapes, they can be coordinated with your pernlanent fixtures for effective nterchandising. In addition, many of the displays and nrerchandising arrangements are approved by the National Retail Hardware Association.

Help in warehousing. pricing. and re-ordering also is often yours for the asking. Color coded systenls facilitate the necessary procedures. Easy-to-use preprinted reorder forms provided by nrany of the manufacturers speed up the reordering process and save the long and tedious job ol handwriting orders.

Cooperative newspaper ads are

available fronr nunrerous nranufacturers. If you use the ad nrats or ad slicks provided in your advertising,

they will often pay for 50{1, of the space charge. You also save on the cost of art work and preparation. Dealers also can take advantage of national advertising by using signs. posters. and ad mats to tie in with magazine, newspaper, radio, or tv promotions. Advertising and pronrotion for special give-awaY offers by manufacturers also are available to help you take advantage of a large scale push for the Droducts.

An example of a manufacturer who provides support and merchandising backup for retail dealers is The Stanley Works, an old line manufaclurer of hardware and hand tools. They have broadened their product line to include not onlY tools, but the fasteners and hardware products used with the tools. They have kept up with the growing do-it-yourself market, striving to help retail dealers meet the needs of their custonler and nterchandise the products.

One of the world's largest screw users due to the nuntber of fasteners sold with the millions of hardware products produced every year, Stanley had never sold a complele program of screws, nuls and bolts by thenrselves to consumers, but with the growth of do-it-Yoursell markets. packaged screws, nuts and bolts were frequently Purchased along with Stanley hardware and hand tools.

It was logical. therefore, that Stanley Hardware offer a line of packaged fasteners to the consumer market. The line was differentiated from competition by packaging them in reusable plastic boxes which become drawers for an inexpensive $1.79 Workshop Organizer Cabinet. lt is purchased by the consumer who then can buy uP to 15 different drawers holding the fasteners he wants. lt solves real consun.rer needs for storage of

(Please turn to page 100)

(ltYMPlC HATS are examples of premiums offered by some hardware manufacturers t0 customers when specif ic items of merchandise are purchased. Dealers profit from the p.o.p. (point of purchase) exposure as well as the nalional advertising and promotion.

PARTICLEBOABII

You'd call a wood products manufacturer a reliable souDce that produces almost 6-million board feet of interior and exterior particleboard monthly.

And delivers- dependably, at competitive prices-a complete line ofsuperior quality wood products including lumber, plywood and laminated beams, you'd also call it So call it. BOHEIIIA Outside Oregon (800) s47-606s O 1979 Bohemia lnc.

sams reliable souDce

NEWS BRIEFS

Despite mixed signals of good & bad news from the economy in general and home building in particular, a no. of industry observers have tentativ,ely begun to make some optimistic noises. . while spotty across the West, many have found conditions not as bad. so .l'ar. as anticipated. . .

The usually pessinristic Nt'1. Assn. of Home Builders hikecl its forecast for'80 housing starts fronr 1.1 nrillion to 1.35. others including American Plywood Assn. spokesmen are saying 1.5 million: the Nt'l Savings & Loan League guesses 1.6 nrillion. builders are described as "guardedl): optimistic". . .

Surprising strength in hor-rsing starts surfaced in Dec. : 1,527,000 on a seasonally-ad- justed annual basis, up 0.301,. with single family units rising 8.7()l,. multis droppinB l5(}l,... bldg. permits, however, were a1 their slon't'st rete in 3t/: \)ears: that's 3406 behind the vear earlier pace.

Georgia - Paci/ic's proposed acquisition of Kinzua Corp., Hepner, Or., is off, at least lbr now. the Federal Trade Commission has lnlted its cemcnt pricing probe. after deciding state actions were sufficient. . . National Gypsum has agreed in principle to sell its cement div. to General Dynamics for about $100 million...

Union Pac'ific plans to nrerge the Missouri Pacific RR into its lines in a $950 nrillion cleal: it also intends to acquire the Westarn Poci/ic for approx. S25 million. both transacti<;ns are expected to cause a long bitter

battle before the Interstate Commerce Commission... UP also plans a record capital investnrent program in'80, including $368 nrillion for additions and expenditures.

Burlington Northcrn, /ric. plans to buy the Milwaukee Road's lines in Mt.. Id. & Wa.. for approx. 52l million. the bankruptcy overseer Ior The Rot'k Island Line proposes a severe clltback to a profitable nridwest "core".

Valle.v Wood Preserlln.q, tho it has quit treating and is site seeking for a new plant, is still "very nruch in business," selling fiont their big existing inventory at their Turlock, Ca., plant... Sunrise Forest Products has opened a distribution yarci in Modesto, Ca. (see story, p. 4s). .

l,,lorth Ba.v Forest Products is a new Ilealdsburg, Ca., wholesale firnr begun by Ron Lewnran, Dave Damon and f)ave Le Beck. Gary Stewart has gone into business for himself with the opening o|Steu,art Hardu'ood Lumber Co.. Fremont. Ca.,. .

Belco-Eugene is Bellingham Lumber's new Eugene, Or.. branch office. . James M. Thompson Corp. has moved to 5661 Kalvin Ave.. Woodland Hills. Ca.. . Cqrter Forest Products is a new wholesale firn-r dealing in redwood. fir and agricr,rltural wood products started by Bill Carter, who is celebrating 25 years in the business. .

Pacilic Lumber Co., San Francisco. has elevated Robert B. Hoover to chairman (he corr-

tinues as c.e.o.) and Gene G. Elanr to pres.: fornrer chairnran Edward M. Carlrenter rcnrains on the board. the American Pl.t'tt'ood -lssrt. hegan its lrc\\ nationwide serics of nreetings with wholesalers and clistribr,rtors, explaining APA progranrs, with an Oaklancl. Ca., kickoff nreeting.

Delan0 Building Materials, Delano, Ca., has been sold to Lionel Beyer, Patrick Shalfer and Thonras Hocking... Johnson Lumber Co. is a new Morgan Hill, Ca., retailer begun by Keith Johnson... Mike and Lincla Massa arethe new owners ol Ace I'lome (-enter. Hirmilton, Mt..: new nunte is Massa Home Center.

lndian Itill Hardn'ood ll4illins is a new Santa Ana, Ca.. detail nrilling firnr begun by "Pete" Peternran and "Manny.. Flores. Samons has openecl its 5th unit in Salt Lake City. the chain has 13 in all. . Huch M. Woods, Denver. has closed its Odds & Ends Lumber outlet.

Chandler Corp., Boise. Id.. has relocated its Sacramento. Ca. sales and truss nrfg. to a 57.000 sq. ft. plant in ncarbl,' Rocklin. . Diamond Home CenIer is the new nanle fbr the Payless I{ome Center. Riverton, Wy., recenlly acquired by Diamond International, which also plans a new unit for Everett, Wa...

Ha.qle Lumber, Thousand Oaks, Ca., has cor-ttpleted a tripling of its Sonris. Ca., facility. . .Mulholland Funding Group, Los Angeles, headed by Mike I-lynes, Jess Ruf and Tinr Knox (all ex-Coopers) has purchased Sunset Industries'last 2 Ca.. stores. one in L.A. and one in San Diego.

Ole's Home Centers has purchased Corb's Home Cenrcr, Las Vegas, ancl has opened a new store in Covina, Ca.. with plans to open other units in Stockton.

(Please turn to page 58)

No veneer or simulated wood here. RSW means real solid wood. Made for do-it-yourself installation, lhese easy-to-apply planks are designed with finished cost in mind. That means flexibility in meeting various length requirements. Whether it's 3-foot wainscoting, 7, 8, or 9 foot ceilings or stainvalls of unlimited heights, RSW panel planks can be used just about anywhere, attached

vertically, horizontally or diagonally, positioned in even rows side by side or staggered at random. There are no unsightly joints since each piece is end matched and edged with a shiplap V joint. Each plank covers exactly 1 square foot. Face width is 4" nel, length 36" net and thickness is 9/32". The backs are rough sawn. Packaged 32 pieces or 32 square feet per package, the planks are protected by

heavy duty corrugated cartons. Each package weighs approximately 25 lbs., is easy to lift and fits easily into the trunk. Available in a variety of species. For further inlormation write Contact Lumber Co. 819 Corbett Building, Portland, Oregon 97204 or call toll free 800 547-1038

Set Your Sights on UALTTY

Lumber Association of Southern CaliforniaFeb. l4-16. board of directors and general membership meeting, Ojai Valley Inn and Country ClUb, Ojai. Ca.

Dubs Ltd.Ieb. 15. lunrbermen's golf rournantent no. 366. Pitchy Selects. Peacock Gap, San Rafael, Ca.

Los Angeles Hoo-Hoo Club - Feb. 15, Valentine's Day dinner dance, Luminarias Restaurant, Montery Park, Ca.

Oakland-East Bay Hoo-Hoo Club - Feb. 19, nreeting. Francesco's Restaurant, Oakland, Ca.

Wood Moulding & Millwork ProducersFeb. 20-23, annual meeting, Pointe West, Phoenix, Az.

National Building Material Distributors AssociationFeb. 20-24, business perpetuation and estate planning workshops. McCormick Inn. Scottsdale. Az.

Montana Building Material Dealers' AssociationFeb. 2l-23, annual convention, Colonial Motor Inn. Helena.

Northwest Hardwood AssociationFebruar-v 2l-23, gracling school, nreeting roonr, International Paper Cabinet Division. Longview. Wa.

Black Bart Hoo-Hoo ClubFeb. 22. industry night, tour (begins at I p.m.) of new Georgia-Pacific milll dinner 6:59 p.m.. Ft. Bragg, Ca.

San Joaquin Valley' Hoo-Hoo Club No. 3lFeb. 22. ladies night. Roger Rocka's Good Conrpany Music Hall. 1226 N. Wishon Ave.. Fresno. Ca.. "Fiddler orr the Roof'."

Western States Hardware ShowFeb. 24-26. Brooks Flall. Civic Center. San Francisco. Ca.

California Retail Hardware AssociationFeb. 24-26. convention and show. Brooks Ilall, Civic Center. and Golden Gateway Floliday Inn, San Francisco. Ca.

Intermountain AssociationFeb. 24-26. convention. Covey's Little Anrerica, Salt Lake City. Ut.

Humboldt Hoo-Hoo Club No. 63Feb. 28. crab feed. Eureka Inn. Eureka. Ca.

MARCH

American Wholesale Hardware Co.March 2. sales galaxy, Exhibition Flall, Long Beach Convention Center, Long Beach. Ca.

National Home Center/Home lmprovement Congress & ExpoMar. 2-5, 5th annual nreeting, Dallas Convention Center. Dallas. Tx.

Lumber Association of Southern CaliforniaMar. 5. Second Growth dinner, llyatt House Hotel, City of Commerce. Ca.

Dubs Ltd.Mar. 14, lunrbermen's golf tournamenl no. 367, Claremont Country Club. Call Knute Weidman @15) 342-4178 for directions.

Oakland-East Bay Hoo-Hoo ClubMar. 18, redwood night, place to be announced.

Western Wood Products Assn.Mar. t8-21. annual spring meeting, St. Francis Hotel, San Francisco, Ca.

APRIL

Los Angeles and Orange County Hoo-Hoo Clubs - April, date to be announced. conrbined nreeting.

Humboldt Hoo-Hoo Club No. 63 - April ll. ladies night. nlace to be announced.

Oakland-East Bay Hoo-Hoo Club - April 15. to be announced.

Hardwood Plywood Manufacturers Association - April l6-18. spring convention, Mills I Iouse. Charleston. S.C.

Dubs Ltd. - Apr. 18, lumbermen's golf tournament No. 369, Contra Costa Country Club. Pleasant Hill, Ca.

FRANK DAVIS executive vice president

El ERHAPS the nrost frustrating

F lspect ofdirecting an association is one that concerns nonnrenrbers of our individual federated association.

I have no conrplaint. as far as ALBSA is concerned, regarding the excellent support we have fronr 90'1, of all the firnrs eligible as nrenrbers.

My big beef is the l0()l, who are not supporting ALBSA in Arizona.

In 1979, ALBSA spent $35,000 in getting the Mechanics and Material-

nren's Lien Law passed. This, prorated, amounts to $160 lor every nrenrber and nonnrenrber of ALBSA.

Average dues are $400 per year, so every nonnrenrber received $160 ol free association benefi ts. Aclding dozens of other benefits, the figure would be nrany tinles the $160.

Nclnnrenrbers are excluding thenrselves fronr 0ne of the greatest benefits. the benefit of being "part of an industry."

I sonretinres wonder how those nonnrenrber individuals think. Flow do we keep the flow of lunrber to the

ntarketplace? Flow do we prevent nlore regulation ol the free enterprise systenr? How do we keep a good intage of our industry? llow do we educate our enrployees to do a better job for their enrployer? These things do not just happen, they are done by association nlenrbers. Without thenr, we would have a sad industry.

I have no oalience with those who clo not support ALBSA. For every reason they nray give nre for not being a nrenrber, I can give thenr a dozen why they should.

Bcing an association exccutive, perhaps, nrakes nre a biased indiviclual in nry thirrking orr associltion nrenrbership.In sunrnrary, nrenrbership pays. You who do not su1'rport ALBSA. think about it. You nray receive a cliviclend of satisfirclion by being part of il great teanl.

Thirrk about it.

30-year olds. the prinre honre buying age. will increase fronr 32 to 42 million in the next ten years.

CHUCK LINK executive director

ll OST OF the reports we are lUl receiving indicate that the Northwest's leading mortgage people have stopped making commitments for residential construction unless the builder has a commitment for a take-out loan to finance the house buyer.

It would be inviting big trouble for a lender to encourage a builder to go ahead without this. Would it be any less prudent for a building material dealer to do so? Many builders are looking to their suppliers and sub-contractors to fill the financial gap voluntarily or involuntarily through extended terms. It's a crilical time for dealers to enforce their credit lerms and definitely know where and for how much the take-out

loan is committed before supplying the material. llhe doesn't. he nray lose the builder's business or even his own through insolvency.

Hopelully, it will be only a little while until mortgage money again is available and interest rates relurn to normalcy.

"Despite current high interest rates and housing prices. America stands on the threshold of her greatest housing boom in the 1980s." This was the prediction of David O. Maxwell, chairmarr and chief executive officer of Ticor Mortgage Insurance Co. and fornrer general counsel of the U.S. Department of Housing and Urban Development. Maxwell said that population trends, economic conditions. new sources of mortgage finance, and the sheer ingenuity and drive of Anrerica's builders are the important factors leading to that prediction. The nunrber of

The economic elenlents such as rising family incomes, tax incentives for home ownership, and the Anrerican people's faith in home ownership as a hedge against inflation will increase demand. The developnrent of new mortgage instrunrents and new sources of nrortgage finance will help nleet the demand for mortgage financing requirenrents.

Maxwell predicted that fewer singlefanrily honres will be built and they will be smaller. We will see nrore clustered housing, condontiniunrs. ntodular conslructlon.

Social Security Tax changes becanre effective Jan. 1.. 1980, with the rate unchanged at 6.l3rX, for 1980. The amount of wages subject to the 6.l3r)l, rate increased fronr $22.900 to $25.900.

Federal Mininrunr Wage has increased from $2.90 to $3.10 an hour.

The new FTC Rule on Labeling and Advertisins. of Flonre Insulation becomes effecltive Mar. l6 1980. not Nov. 30. 1979 as originally announced.

(Please turn to page 101)

Satellite Hardware Stores

Satellite stores in outlying areas offer a way of expansion for a well-established hardware business.

In contrast to the main store with broad lines and full stocks of hardware, housewares, gifts, gardening, and sporting goods, the second store can have a merchandise mix in less depth. Selection can be tailored to the growing family wiih a new home. With the main stor! for backup, the smaller store can concentrate on an inventory of baslc most needed merchandise. If an item not stockeb is needed, .it usually can be brought from the main store rn a few mlnutes.

Location of a second store is all important. An area with a growing population and promise of continued growth over a period of years is essential. Situating the store in a shopping mall or center where customers come for other needs also is advisable. New industry located nearby will help to insure population growth.

Catering to the homeowner and do-it-your-selfer, a satellite store, because it is small, must have a well organized floor plan. Self-service requires neat, well orlanized. fully stocked gondolas and wall dispiays. Efficient use of space for display becomes very important. The young, often first home owner, customer likes to try the merchandise. He also appreciates demonstrations, helpful counseling from sales people, and informative displays including educational literature.

The well established hardware store thinkine of expanding would do well to consider opening a sa-tellite 'operation.

E ARLIER THIS year. I mentioned E in this column that I was looking forward to working with our LMA nrembers in a nunrber of areas. One very important area is getting more of our members involved in local. state and national legislative matters and politics. A very effective way to be influential in national legislative issues is visiting with your congressnlan, your senators and others in their Washington. D.C. offices.

Plans are now being formulated for our 7th annual trek to Washington, D.C., known as our "Conlerence With Congress." Our National Lumber and Building Material Dealer's Association has put together an excellent two day program. This year's conference will be held on Wednesday and Thursday, March l9 and 20. On Wednesday morning, Milt Stewart of The Small Business Administration will brief us. In the afternoon we will have briefings by other key persons regarding those issues that we will discuss with our legislators.

On Thursday, everyone goes up "on the hill" to the offices ol our senators and representatives. Everyone, including wives and children, has the opportunity to discuss with their legislator, the legislation, programs and problems most inrportant to them.

I assure you, it is a tremendously effective way to influence your congressman or senator. They realize that you have taken your time and money to come to Washington, D.C., and they pay attention to what you tell them.

A good illustration ol this was our meeting with Senator Cranston last year. Our meeting, the second with him in as many years, was at 6 p.m. His office is in the Capitol Building. There were 25 of our LMA people, 22 men and women and three young adults. With the senator were three key staff nrembers. We discussed inflation: the economic outlook; the federal budget; government wastel wage and price guidelines; Rare Il; and other important issues

Believe me. the senator and his staff listened, The year before they spoke and we listened. but last year, because of Prop l3 and more and more pressures from us, we spoke and they listened. Our wives and our three young adults were particularly effeclive. The senator is a very powerful politician so when you can be effective with him it is well worth the effort. All felt they had a positive effect with the legislators that they visited.

We start several weeks in advance of our visit writing for appointments. Several visit each legislator together. We are well briefed. We put over our points well. We counter well. The legislators are impressed and they remember us.

This is government at the grass roots level. There is no way to be more effective. After you rrreet with these legislators "on the hill" in their offices, your following Ietters and phone calls are effective!

Visiting Washington. D.C., is another bonus. It is a most interesting city with hundreds of exciting things to do and to see. This iear our LMA group is leaving six days before the conference. We will visit Armstrong Cork at Lancaster, Pa., and take a bus tour through the Pennsylvania Amish country, visiting Valley Forge and Philadelphia. Then on to Washington, D.C. with stops at historic places enroute.

theoreninqdt our neiu whdlesale lumber distribution center inModesto.

Stafing this location are people experienced in the North Central California market being served, Theyare: Ron Robbins, Manager; Judy Murphy Sales; Ernie Badel, Yard Manager, We are happy to present them as new members of our Sunrise team, Give them a call (209) 521-6890,

Darrell Robinson, President Sunrise Forest Products Co,

Western Hardware Show

More than 400 exhibits by manufacturers and wholesalers will fill the 100,000 sq. ft. Brooks Hall at the San Francisco, Ca., Civic Center Sunday through Tuesday, Feb. 24-26, for the Western States Hardware Show.

The 3lst annual show, under the direction of William R. Maze, will run concurrently with the 79th annual convention of the California Retail Hardware Association. Convention headquarters will be at the Golden Gateway Holiday Inn.

Senator Milton Marks will speak at opening cerenronies at the Civic Auditoriunr on Sunday nrorning. That evening. following a reception and dinner for the industry, the CRHA convention session will be called to order by president Glenn Jones, G rass Valley Hardware, Grass Valley, Ca. Keynote speaker will be Paul Gann, author of Prop. 4 and co-author of the Jarvis-Gann Prop. 13, both widely publicized legislation in California.

Senrinars will follow the breakfast session on Monday with Williant G. Mashaw. nranaging director. National Retail Hardware Association speaking. Mashaw also will chair a senrinar. "Governnrent Agencies Answer You r Ques-

tions," with representalives of San Francisco. Ca.. and the Federal governnrent taking part. Thonras F. Gilde. estate attorney, will lead a seminar on estate planning, and conredian John Cleese will star in an audio-visual presentation in the third senrinar denronstrating how not to exhibit.

Seminars will be held on Monday. 8:30 to I l:30 a.m. Show hours are Sunday, l0 a.m. to 5 p.m.l Monday, 12 noon to 9 p.m.. and Tuesday. l0 a.m. to 5 p.m.

Job Move Not for Money

Money is usually considered the incentive for executives changing jobs, though surveys show it is the reason for a move only 906 of the time.

Principal reasons for an executive making a switch include better long-term career opportunities in another company or industry (4201,): uP-grading title, status, responsibility (2301'), escape from personality or operating clash with management (1601,)l relocating for health, climate, family responsibility. other reasons ( l0'l ).

Californian at White House

Mary Ann Petery, president of Selma Pressure Treating Co., Selma, Ca., was one of the 2,100 delegates at the white House conference on Small Business producing an agenda for federal policies in the 1980s.

Delegates spent four days deliberating issues including capital formation and retentionl government regulations and paper work', women in businessl minority business development: international trades: inflation; economic policy and government programs; federal procurementl veterans in business: energy, innovation and technology; entreprenurial education and management assistance.

President Carter delivered the opening address with William Miller, Secretary of Treasuryl Alfred Kahn, assistant to the President on inflationl and Luther Hodges, Jr., acting Secretary of Commerce, speaking at following SCSSIONS.

At the conclusion of the meetings, delegates made proposals which may be enacted by executive order. legislation. or initiatives taken bv the orivate sector.

treat your lumber right." Our CCA Salt Treating cylinder is one of the largest in the West; more than 30,000 board feet capacify per charge

STEVE RYAN General Manager

Hlf.fi #.""it

After work, Don really relaxes and becomes an orchardist in Washington's lush, Cashmere Valley. He knows he can leave office worries behind. Ask him about it. He'll tell you how Willamette makes his job a lot easier by efficiently filling re- quests for top quality lumber and plywood products... sheathing, underlayment, studs, dimension, clears, boards and timbers. No matter how large or small the order, he and 1,000 otherwholesalers -count on us to deliver the goods right when they're needed.

Ourvast timber holdings provide more than 50 percent of our timber needs fdt our building mate-

rials plants. This gives us the capacity to keep them supplied through the toughest assignments and most demanding requirements. And we can meet industrial specs for cutting, routing and shaping.

We depend on distributors for their knowledge of the market. And we're always there at the other end of the line, ready to back them up when they need it. We're pleased when we can make their lives a little less hectic...with more time to relax. So at the end of the day, folks like Don Hansen can stop worrying about plywood and think apples and pears.

Don Hansen, Presidenl nmberland Forest Products Seaftle, Washington

Pacific Northwest still number 1 in plywood

Neglectful nranagenrent clf' national forests is the nruin reason fbr problenrs of Pacillc Northwcst plywood nranufacturers- not growth cll'the sor.rthcrn pl1'woocl indr"rstry as U.S. Rep. Jinr Wcaver. (l)-Or.), charged rccently-accorcling to the Antcricirrr Plywootl Associirtiort.

"Mr. Weaver is unfortunutely using r,'ery inaccurate figurcs," said APA executive v.p. Bronson J. Lewis in response to conrntents nraclc by the Oregon (iongressnran.

"llc usecl tolrrll\ inirccurirtc statistics lo support alr errolreous assunrption that growth of'thc southern plywooocl incluslry is hurting pll,woocl nranufacturcrs in the Pacillc Northwcst." Lewis said. Weaver's collnrelrts rcccivecl wicle coverage in the Pacific Northwest news ntcclia.

Ile was quoted as saying, "Tlre capital fcrr plywood plants has bce n nroving sor"rth. and there have becn 6l rrrills constructecl in thc Sor"rth in the last tw0 vears."

"Actually," Lewis said. "eight ncw plywoocl plants have opened in

the South during the last two years. Perhaps Mr. Weaver was confused, because in 1978 tlrere was a total of 6l plywood nrills operating in the South. "

Lewis saicl, however. "confusion alone coulcl nol accoLlnt" Iirr another statenrent attributecl to Rep. Weaver: "lt usecl to be that Washirrgton was the leacling producer of' pl1'woocl ancl Oregon was secorrd. Now thc leaclirrg producer is Louisiana."

Accordirrg 1o plywood production clata frorr APA. Oregon is still fur artd away the leadirrg plywoocl producirrg state-a position it's helcl since 1953. Washington has been seconcl in plywood productior.r lor tlrc last 27 ycars. Lor,risiurra is a distant thircl.

"ln fact." Lewis said, "llrore plywood was produced irr Oregon during 1978 (latest figures available ) than was nranufhcturecl in the l2 southerrr plywoocl producing states conrbinecl."

The APA execlltive released the firllowing I 978 pl1'woocl procluctinn

statistics as reported to APA by plywood nranufacturers: Oregon, 76 nrills, total production of 8.2 billion sq. ft.l conrbined total for 12 southern states, 6l mills, 7.9 billion feet: and Washington,27 mills, production 2.1 billion feet.

Plywood production in the Pacific Northwest has rentained fairly crlnstant since the nrid-1960 s. Lewis said, while the southern plywood industry has been growing dranratically. Four new southern plywood nrills are scheduled for construction in 1980 and two structural unveneered panel nrills will open this year in the Great Lakes regr on

"Over half the conrnrercial tinrber in Washington and Oregon is in the national forest systenr,"Lewis said. "Because the federal governnrent will not, or cannot, properly manage our national forests, the industry is expanding in regions of the country where tinrber is available. "

Rep Weaver has suggested a setaside plan olfederal tinrber to keep Northwest plywood nrills in busiNCSS.

"A nruch better.solution," Lewis said, "woulcl be'for Congress to authorize the U.S. Forest Service to sell national forest tinrber at least at the level reconrnrended in the national Resource Planning Act."

Th e Congressi onally-appropriated level for national forest tinrber sales in the currcnt fiscal year is 12.2 billion board feet. The RPA goal for fiscal 1980, as established by the f'ederal govenrnrent, is l4 billion board leet.

Plaza Designed For D-l-Yer

The do-it-yourself approach to honre inrprovenrent and nraintenitnce continues to prosper in thc Wcst with retailers vying to serrc their custonrers with demonstrations, seminars. and libraries of helpl'ul inforntation.

An example of an innovative approach is the builder's plaza under construction in Springfield, Or. Being built at a cost olS500,000, the L-shaped two story structure is planned to provide onestop shopping Ibr customers involved in home improvement pro- jects. Space in the plaza will be leased to firms caterinc to the doit-yourself clientele wiih plunrbing. electrical supplies, honre accessories, carpeting and similar nrerchandise.

The 16.000 sq. fi. building is said to bc designed with no intcrior bearing walls in order to provide flexibility in nreeting the space needs of tenents. Sixty parking spaces will serve customers.

Completion is set for March..

USFS Ghief to Speak

The Chief Forester of the Urritcd States, Max R. Peterson, will be the Iunchcon speaker March 20, at the annual s;lring nreeting of the Western Wclocl Products Associatiorr. March l8-21 at the St. Francis Ilotel. San Francisco, Ca.

A Ilow To Export Western Lunrber serrinar will be nart clf the

nrecting that is tracl itionally attended by over 1,000 individuals fronr lunrber nrills, wholesalers arrd other related wood products service ittdustries. The senrinar is designed to cover all facets clf the lunrber exporting business.

President of WWPA, Robert Il. O'Neill, president and chairnran of Henrphill-O'Neill Lunrber Co., Chehalis, Wa., will lead indr.rstry representatives in discussing strategies and operating plans for 1 980-81. Individual conrnrittee nreetings are set frlr econonrrc services, quality standards, technical, resources. transp()rlati()n. exl)ort. nrarketing, occupational safety. nrachine stress-rated lunrber and WWPA associate nrenrber wholesalers.

Hampton Affiliates' New Hq.

Hampton Affiliates, Portlandbased forest products corporation is now in new headquarters at 9400 S.W. Barnes Road. 400 Sunset Business Park. Affiliates affected by the move are Willamina Lumber Co.. Hampton Lumber Sales Co.: Hampton Tree Farms. Inc. and Hampton Hardwoods, Inc. Offices for Hampton Power Products and Hampton Industrial Forest Products will remain in their Dresent locations.

Hampton Affiliates will continue its expansion with the scheduled early completion of its $10 million veneer mill complex in Willamina, Or. Coming at a time when many companies are curtailing operations rather than expanding them, the new mill, according to John C. Hampton. "represents our continuing commitment to the expansion ol the company within the Willanrina community." The new complex will include a veneeer mill with steam dryers, a twin band smallwood mill and a waste-fired boiler systenr. It will be located iust north of the presenr high iecovery Willamina quad band mill operation and will be equipped with the latest in computerized process control

components. The new operation will add 40 people to the Willamina payroll and will allow the company greater flexibility in effectively utilizing the wood supply tributary to Willamina.

New Futures Contract

Government approval to trade a new lumber futures contract has been granted to the Chicago Mercantile Exchange.

The amended contract will allow delivery of Canadian-produced western spruce-pine-fir and U.S. alpine fir and other woods in addition to the hem-fir two by fours allowed under the existinc, contract.

Other changes incriase the delivery unit to 130,000 BF from 100.000 feet but stipulate deliveries are to be paper-wrapped on flat railcars instead of shipped at sellers option by either boxcar or flatcar. The breakdown of various lensths of lumber in a shipmenr wilf be changed to conform with industry practice.

The proposed terms were submitted to the Commodity Futures Trading Commission last spring after a hot debate between ex-

change members and users of Iumber futures.

The CFTC and some market users held that the existing contract could be manipulated because the supply of hem-fir deliverable against it is small and uncertain. Many traders contended that hemfir supplies and rhe existing contract were adequate and that the new contract could actually damage the market because buyers might not know which species of wood they would receive.

They also maintained that the use of Canadian woods increased the possibility of international complications.

Grading School Date Set

The Northwest F{ardwood Association Grading School is scheduled for Feb. 2l-23 in Longview. Wa.

The session. 9-5, Thursday and Friday, 9 to noon on Saturday, will be in the nreeting roonr of the main olfice building at the International Paper Cabinet Div. Because of restricted work space. the nuntber of students will be linrited. A srade rule stick is required.

Ponderosa

Hardware Show Ups Store Traffic

For the seller of hardware looking for a way to attract customers and sell increased amounts of merchandise, the do-it-yourself show can be a solution.

Held on the parking lot, in a tent if the weather is not cooperative, or in the warehouse, such a promotion offers the'opportunity for product demonstrations as well as sales. Manufacturers are usually cooperative in demonstrating their products and providing give-away literature. Cooperative advertising also is a possibility. Radio, tv, newspaper and special circular advertisements all help to draw crowds.

Entertainment for every member of the family, especially the kind that will attract children and amuse them while their parents watch demonstrations or shop, is another attraction. Give-away prices on refreshments such as hot dogs, coke, and popcorn also draw people.

Drastic price cuts are part of the package and make it a sood time to close out damaged, shop worn, and seaso"nal merchandise. Manufaciurer's 6verruns bought especially for the sale also are profitable. Success of the promotion depends on drawing large numbers of people with a small profit margin offset by volume. Some home centers have reported as many as 120,000 people attendine their shows. In addition, increased store traffic and siles usually result.

Customers attracted by special shows often become valued long time supporters of a store.

Link Chairs Conference

The seventh annual Conference with Congress of the National Lumber and Building Material Dealers Association will be Mar. 19-20 at the Capital Hilton Hotel, Washington, D.C.

Charles E. Link, executive director of the Western Building Material Association, Olympia, Wa., is chairman of ihe meetins. He also is chairman of the NLBMDA Legislative and G-overnment Agency Affairy Committee, as well as providing a monthly column for The Merchant Magazine.

Joseph McCaffrey, Washington political analyst and congreisional reporter, will keynote the conference which offeis retail lumber and building material dealers the opportunity to visit the capital and be briefed on timely legislative issues of special concern to the industry. They also are able to personally confer with their elected officials and government agencies.

Joe Hobson, NLBMDA staff v.p., and Lee S. Briggs' president, anticipate a large deiegation dealing with issues such as transportation deregulation and timber supply.

Home Center Sales Still Climb

A five year uptrend for sales in hardware and home improvement centers continued over the summer months' Sales are expected to account for close to 4OVo of the annual total instead of the 35Vo usually produced in the May to August period.

Customeis made fewer trips to shopping centers because of the gasoline situatibn, but sibnt-considerably more on each trip, the National Retail Hardware Assn. reports.

Our quality is great, Our service is good, This is the place You should buy Yourwood...

Lemmie C. Morewood Consulting PhD.

*Phact Director

6', - 76',. eapped for easy to q Bevel iftn.at a

We buy it right You can sell it right

Sounds simple but you know it takes persistance, knowledge, talent. lt's a full time job for Mel Montierth andT buyers. Each working day they scout the market to find the right product, at the right price, at the right time.

This is why 35,000 items or more are always in stock and your order is f illed promptly, accurately. This is why you can be most competitive without sacrificing prof its.

And, it's one more reason why Mallco is the Southwest's largest distributor of Lumber, Building Materials and Sporting Goods. Call for a Mallco man now.

ldeas to Sell Cabinets

With more agressive promotion, a home center or building material dealer can expand his kitchen and vanity cabinet market to include "other room" installations with profitable sales.

The customer's need for sturdy, readily available, low-maintenance furniture is an important market factor. Since most dealers stock assembled or KD furniture. finished or unfinished. in addition to kitchen and vanity cabinets, it is an advantage to educate customers to think of cabinets as a solution to their special storage-type furniture needs.

Merchandising suggestions include establishing "other room" settings to demonstrate that cabinets can provide custom-made additional storage including the popular vertical wall design units. Room dividers. bookcases. storage units, desks and bars are some of the built-ins possible with cabinets. If you do not have room for actual settings, use colored photos of cabinets in "other room" settings to stimulate the imagination of customers.

Free "whole house" consultation service can be offered with a trained employee visiting a customer's home and helping them plan additional storage using cabinet units.

Sales and training aids to be used in tapping this source of additional business are available from the National Kitchen Cabinet Association. Box 2978. Grand Central Station. New York. N.Y. 10017.

Tame the Rule Bender

The freewheeling salesperson can be a big asset to your conlPanY, but he also can be a pain in the neck unless he is controlled.

When he ignores standard office practices and plays loose with conrpany routine, it is ttme to appeal to his respect lor the company. its products, and product support.

Praise his good work and ingenuity in presenting the products in new ways and keeping a high sales profile for openers. Then point out how his behavior is disruptive. Pinpoint specific exanrples and ask him to figure out a solution or alternative.

315

mBecause this type of salesperson knows he can readily find entployment with another conrpany. it is important to stress his value to your company and challenge hinr with projects which will motivate him to follow procedures.

Positive Steps to Gurb Theft

By Saul D. Astor President, Management Safeguards, Inc.

ETAIL THEFT loss estimates

fI vary by the type of operation and the efficiency of management. They range, for example, from about 0.70lo of sales for the wellmanaged department store to about 4.50/o for the loosely controlled operation. Dishonest employees account for about two-thirds of the retail theft, according to one estimate. You can blame another onethird on shoplifting.

The encouraging thing is that even though you cannot eliminate stealing entirely, you can take positive steps to keep it to a minimum. The key lies in the proper mix of the right controls.

The best profit safeguard you can have in a store is the employee whose integrity is beyond question. The trouble is too many retailers t4ke integrity for granted. "lnnocent until proven guilty" is a meaningful and deep-rooted American principle. But it doesn't preclude .the need to install effective theft deterrents and to take measures to track down dishonesty.

Case after case points up this need. All too often, the biggest crook turns out to be the most trusted employee, the hard worker who has been with the company "umpteen" years, the one aboui whom you are most likely to exclaim, "Not Charley! Anyone but Charley!"

The problem is that Charley, with his long experience, knows store procedures backwards. Because he is so knowledgeable and well trusted, he is in a better position to steal than anyone else. And all it takes to get him started is one weak moment, one time of need, one dishonest friend, or one temptation that is too hard to resist. And once he's started - it's like being on dope.

An example is a trusted store manager, who was on the payroll for years and had often been a guest in the owner's home. Undercover investigation to determine the reason for inventory shortages

revealed the following: The store manager had altered reports to indicate that the store received more goods than was actually delivered. He was in collusion with a vendor who split the extra payments with him. Also he stole merchandise and carried it away from the store in his aptomobile on Sundays.

o Steps To Take

One fact is obvious. The store with the greatest proportion of honest employees suffers the least from theft loss. The trick is to take every precaution to ensure that the people you hire are honest to begin with. Then, take pains to maintain the kind of store climate that will encourage them to stay honest.

Sfory at a Glance

Key theft hazards spelledout...preventive measures detailed. safeguards against employee dishonesty. shoplifting controls. .. undercover investigations.

"front" he puts on dull your caution. His appearance, experience, and personality may all be striking points in his favor. And he may still be a thief. Or he may be an alcoholic, drug addict, or other high security risk. Remember that the man you easily pick may just be looking for easy pickings.

One hiring mistake could prove to be a devastating profit drain for months or years to come. No matter how urgently you may need additional personnel, it does not pay to loosen your screening and hiring procedures. When you compromise your standards of character and integrity, you also compromise your profit position.

Don't take chances. Run a conscientious reference check on euery new employee. No security measure is more important than this.

Lack of knowledge about the store's routine usually restricts a new employee's stealing to what he can slip from the cash register or conceal on his person. You can detect either by close watch of daily receipts and a personal scrutiny of the new employee until you are satisfied that you can trust him.

. Set the Tone

Checking out new employees is only the beginning of upgrading your personnel. Another important step is setting a tone or atmosphere which will encourage honesty in your store.

In doing it, shoot for excellence of conduct and performance. Because people respect high standards, you should not settle for less. They also tend to copy the individuals who set such standards and require that they be met.

It is important to adopt a "Zero Shortage" attitude. If you feel that a "reasonable write-off' due to pilferage is all right, keep it a secret and hammer away at shortage control, even when losses diminish.

Upgrading the level of retail personnel is largely a matter of careful personnel screening and selection, including careful reference checks, credit checks, psychological tests, polygraph lie-detector tests, and personal character examinations. Doing these things and sticking to the basic tenets of employee motivation can help you to generate a store atmosphere which discourages employee theft.

o Screening Applicants

Just like a book, a job applicant can't be judged by his outward appearance alone. Don't let the

The owner-manager should also avoid setting a double standard of moral and ethical conduct. If an employee sees a supervisor in even a minor dishonest act, he is encouraged in the same direction. Return overshipments, or overpayments, promptly. When you set rules, have them apply to everyone. The owner-manager cannot expect his people to set standards that are any higher than those he sets for himself.

Preserving the dignity of employees is essential if you expect your people to respect you and the store.

(Continued on next page)

PREVENTING THEFT

(Continued from previous page)

Employees should be treated with courtesy and consideration. Show an interest in them as individuals. Then back that interest - to mention an example or two - by keeping restrooms and other areas clean and attractive and by providing fresh uniforms, if your business uses them. Respecting employees may not reform the hard-core thief. But it will help keep many others from straying.

Finally, the owner-manager should not expect his people to achieve the impossible. Giving an employee an unrealistic goal is an invitation to cheat. When you do, you give no alternative. It is either cheat or admit failure and risk losing his job.

. Provide the Incentives

A third step in upgrading personnel is to enable employees to live up to your expectations. The following practices can be helpful.

Make certain each person is matched to his job. An employee should not be put in a position where he is forced to lie or cheat about his performance because he is unable to do his work. Lying and cheating, even on a small scale, is just a step away from theft.

Set reasonable rules, and effirce them rigidly. Loosely administered rules are more harmful than no rules at all. The quickest way to undermine employee respect for you and for the store's assets is to show softness and permissiveness.

Set clear lines of authority and responsibility. Each employee needs a yardstick by which to measure his progress and improve his performance. To fulfill this basic human need, his duties should be spelled out - preferably in writing. When he does not know who does what. there will be error, waste, and the kind of indifferent performance that breeds dishonestv.

Employees should be given the resources they need to achieve success. Whether he is a salesperson, or stockboy. nothing is more frustrating to any employee than to

see his goal blocked by circumstances beyond his control. To perform well, an employee needs the proper tools, the right information, and guidance when it is required. Denying such support and expecting him to produce is a sure way to weaken morale.

Be fair in rewarding outstanding performance. The top producing salesperson who receives the same treatment as the mediocre employee is apt to become resentful. Individuals who make a worthwhile profit contribution are entitled to, and expect, a fair share of ego and fi nancial satisfaction. Honest recognition of merit by the owner-manager triggers more honest effort on the part of the employee.

Finally, you should remove the templalion to steal. One organization is noted for its good employee relations. It treats people fairly. It displays faith in their integrity and ability. But it also provides uniforms without pockets.

Remove the opportunity to steal and half the battle is won. There is (Please turn to page 85)

TIIE WAY IT WAS-circo188?. This isthe Valley Lumber Co., corner of H & Mono Streets in Fresno, Ca. Our thanks to Mr. Robert Kinble, Sequoia Lumber Co., Visalia, Ca., whose grandfather F. Dean Prescott appears in the photo, for this rare look at our western past.

Good service is as important now as it was in the past. As a new company, we made sure that customer service was the keystone of DMK-Pacific's foundation.

O Whether you are our biggest customer, smallest, or in between, we'll take extra special care of you. () For all your needs in western softwooddand plywood, try DMK-Pacific, the company that was born with sawdust in its veins and is staffed by people who share your enthusiasm for this business.

Ilwight Cunan

Staunton Dave Valton Hank Aldrich Eric Everson Dwight Cutran

"Every Stick a Masterpicce"

Sawmill Employment Off

A new lumber industrv survev of a sample of wesrern milis indicires their employment was off about 15%r and production l3%r ar rhe year's end 1979, as compared with normal. But indications are also that n.rost producers are carefully tailoring operations to nratch what the current econonric situation warrants.

The first in a series of monthly reports to the Western Wood Products Association, covering 225 mills in l2 western states. shows 4,453 workers in those nrills have been temporarily idled by industry cutbacks.

These are prinrarily the result of a decline in the nation's homebuilding caused by federal monetary policies, WWPA said.

H.A. Roberts, WWPA executive vice president, noted "the imnortant fact is that 24.263 people were continuing to work in those nrills at the year's end in spite of the facr that the lunrber industry's most lmportant nrarket was slowine dranrat ically. "

As of Dec. 31, 16 of rhe reporting mills had halted production to await the return of better markets, while 7 5 reported nraking

adjustnrents in shift hours. in cutting back the number of workers per shift, or in eliminating shifis from the work day.

For 1979, WWPA preliminary estinrates are that the western lumber industry production will be only about five t)/r, below the 1978 volume oi 18.9 billion board feet.

Positive Thinking for Firm

The best way to stop recession is to talk good times. get away from the pessinristic attitude rhat helps create a decline in business. according to Dave Ferrari. the head ntan at Virginia Harcl woocl Co., Monrovia. Ca.

To back his thinking. he has all employees, including the head honchos, wearing large blue and white buttons with the phrase "Busirress is Goocl" encirclecl by the company nanre, address, and telephone number. Badges along with a copy of A Parable ./br Our T-imes are being distributed to custonrers as well.

The parable, which brings a chuckle with a solid business philosophy, tells of a mitn with a thriving hot dog business and a son

DISTRIBUTION

IS OUR GAITIE

PGLs yellow and green painted rigs travel the highways and byways of the West Coast delivering direct to dealers, dropping loads at PGL warehouses or picking up orders at suppliers.

Trucking is an important PGL customerconvenience. That'swhywe maintain a growing fleet of 45 tractors. and 103 trailers . to provide reliable. courteous service when vou want it.

BU$rHt$ t$ c000

predicting depression. He follows the son's advice and prepares for slack business by cutting supply orders ancl advertising. Alnrost overnight his sales lirll and he realizes that his son is right. They are headed for a clepression.

This ginrntick to keep enrployees thinking positively nrust be working, because according to the top brass at Virginia llardwood, business is great.

ATIRACTIUE A00lTl0ll located at the front 0f the Lodi Lumber Co., Lodi, Ca., will house a showr00m of merchandise for the contractor, homeowner and do-it-vourselfer. Con-

Lodi Firm Adds Showroom

Construction ol'a 7.800 so. it. central showroonr at Locli Lunrber Co.. Inc.. Lorli. C ir.. is rrclring conrpletion. The aclclition will be a showcase of rettil nrerchanclise for the contractor, honreowner arrcl doi t -yo u rsel fe r.

Already in operltion arc t\\'o warehouses offering coverecl storage space, convenicnt loacling area,

structi0n by Howard Elkins Corp. is nearing completion. Warehouse and saw shop are behind new showroom.

ancl access to a rail spur. A coverecl saw shop of 30'x40' arrcl a black-to1r parking lot with sptcc lor 40 r'chicles conrplete the operation housed orr 4.6 acres. Post f-rarre conslruction was hanclled by the Ilon,irrcl Elkins Corp., Locketorcl. Ca. Richarcl F. Evans ancl Stanlc'1' [). Foster are the prirrcipal owrrcrs of' Lodi Lr.rnrber Co. [)ennis Sinrs is llanager, irncl Norrrrarr Flectchcr. assrslanI nranager.

L00KlNG UP from a blueprint is ltopl Stan Foster. the man who runs Lodi Lumber Co. He is seen llower photol on the lef t along with Howard Elkins, whose company built the facility, at last summer's groundbreaking.

FOR THE HOME BUILDING TRADE

This combination teaman ldaco Rip Saw with an ldaco Texturing Attachmentallows simultaneous riDping and roughing in one operation to give the finish effect so popular in modern constructio4. lt eliminates the necessity for re-sawing and adds the savings to your production profits. Why not inquire about it today?

New Mt. States Executive

Frederick C. Caruso. a Denver association executive and governnrent relations specialist, has been nanred executive secretary of the Mountain States Lunrber Dealers Association. He succeeds Kent Moxey of Littleton.

wide water user association. for the past four years.

Caruso. 38. nroved to Denver in late 1975 fronr Washington, D.C., where he had served for two years as director of the state legislative affairs for the Manufactured ljousing Institute, a national trade association of building nranufacturers.

Ile is a certified association executive (CAE), accredited by the Anrerican Society of Association Executives in Washington, D.C.

Caruso is the author of a book entitled, The Challencc al Association Management, and is a graduate ol the University of Montana School of Journalisnr at Missoula. Fle worked for six years in Montana specializing in the nranagenrent of snrall trade associations and professional societies prior to his nrove to Washington, D.C. in 1973.

He is nrarried and resides in Arapahoe County southeast of Denver with his wife. Ellen. and their two daushters.

A three day retail managenreni seminar designed for principals and managers is scheduled for March 3, 4. and 5 at the Executive Tower Inn, Denver, Co. Registration for the class, taught by instructors from the Arnrstrong Cork Co.'s training and development section, is lintited to 30 participants.

A basic nraterials estimating school, two days with hands-onworkshops, will be taught by O.K. Stookesberry, owner-nranager of a retail lumber business and instructor from the University of Denver, on February 25 and 26 at the Airport Marina, Albuquerque, N.M., and March 3 and 4 at the Inn at the Mart, Denver, Co. A previous session was held in Salt Lake City.

He began duties as chief executive officer of the five-state regional trade association on January 2. He had been executive director ol the Colorado Water Congress, a state-

MSLDA Training Schools

The Mountain States Lumber Dealers Association is sponsoring three training schools in their region through March.

Retail selling skills will be enrphasized at a one day workshop for retail sales personnel actively involved in selling building nraterials. Co-sponsored by the ceiling tile division of the Arnrstrong Cork, Co., the class will be taught by their instructors. February sessions are being held in Grand Junction, Pueblo. and Denver, Ccl. On March 11, the workshop will be given at the Hilton Inn, Salt Lake City, Ut. Albuquerque. N.M. was the site of ln earlier nreetins,.

h

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CONTINUING TO GROW STRONGER

We are pleased to announce our newest product

SONOMA THIN PANEL

4" and 6" tongue and groove in 3 of the most popular woods

REDWOOD o PINE WESTERN CEDAR

Call us for details

Doug, John, Sully, Roger, Jim, & Dennis

SPECIALISTS IN REDWOOD aNd WESTERN RED CEDAR AND NOW FEATURING

PINE, SPRUCE, INCENSE CEDAR & FIR

WE WELCOME YOUR INQUIRY WE WANT YOUR BUSINESS

Sunrise Expands Distribution

Darrell Robinson, president, Sunrise Forest Products Co., has announced the opening of a wholesale lumber distribution center in Modesto. Ca.

Sunrise is a national sales organization with headquarters and its Northwest distribution center in Portland, Or. lt has sales olfices in San Clemente, Ca., and operates a cutting plant in Spokane, Wa., which produces Iumber rrroducts for the home center inclustrv nal ionally.

The new Modesto distribution center will serve all of North Central California: Ron Robbins is the manager; Judy Murphy, salesg and Ernie Badel, yard manager.

Strong Built-ln Market Seen

An optinristic outlook for sales of built-in housing products in the 1980s. despite the presenr downturn in home building. was projecred by at least one manufacturer at the recent National Association of Homebuilders Exposition in Las Vegas.

"We're looking at a short-tern.r slunrp in housing starts because present denrand for single-family homes is so great," said Janres A.

Rankin, Scovill exec. v.p. of its Housing Products Group. "Not enough houses were built in the 1970 s." he added. pointing out that the current housine recession diflers fronr rhar of 1974-75 in rhat today's unsold home inventory is low. "Barring world disasler," he added, "industry, fi nancial institutions and the government will find ways to provide money to finance home buying in the 1980s."

America is facing an acute shortage of single family homes right now. he said. And in the '80s there will be 40 million more prime home buying candidates in the 3O-yearage range. The longer the present slump in new housing continues, the more urgent will be the pent-up demand.

He feels the demand for buildins, such as radio interconrs. central cleaning systents, food centers and security systems, will continue. Builders will provide these features to attract buyers and improve proftS.

Further into the decade the Scovill executive foresees new homes being built with fewer square feet to offset higher building costs. Increased livability will accrue from the greater use of space-saving built-ins.

Thol's How lt Goes!

"[ can't give you a raise, but I can give .vou your sevarancc pa)."

The Merchont Mogozine

Sales Tips for Wood Windows

AUALITY WOOD windows

\fsolve many energy conservation problems in the home today. You can use these selected sales tips to increase your sales and serve your customers well.

Poorly built and designed windows may be responsible for as much as 300/o of the heat loss after a house has been fully insulated. Well-built and designed windows using wood, the natural insulator, can limit this heat loss.

In conjunction with a wood frame and sash, insulating glass (two panes of glass with an insulating air space in between) will reduce heating and cooling costs.

Cracks around the edges of inefficient windows are sources of wasteful air infiltration. Modern factory-made units have built-in weatherstripping designed to reduce infiltration to % cu. ft. per minute, the maximum allowed by

industry standards. The factory installed weatherstripping on quality wood windows can limit this infiltration to less than l/3 cu. ft. per. minute, a substantial energy savrng.

Well-designed windows, despite preconceived ideas, do not contribute to radiant heat loss in cold

Sfory at a Glance

Sales tips to increase sales of quality wood windows... heat loss notions debunked. specifications for energy saving detailed. . . vital role of windows defined.

weather. On the contrary, windows which admit the sun's heat trap radiated heat. The larger the window, the more radiation captured. Solar heat, which costs nothing, reduces fuel consumption.

Location of windows is important to energy conservation. Windows on the north have no solar heat gain and should be kept to the minimum required for ventilation and light. Windows facing east also have less solar heat gain in winter because the sun rises later and has less warmth. Western exposure because the sun is lower in the sky during cold months doesn't provide a great amount of solar heating. Windows facing south gain the most solar heat. Careful design, selection and placement of windows on the south can save energy.

Quality wood windows eliminate (Please turn to page 48)

WINDOW SALES TIPS

(Continued from page 46)

many problems of the 300/o relative humidity desirable for indoor comfort in winter. The higher humidity makes a lower temperature tolerable, but without the thermal barrier provided by a wood window fitted with insulating glass annoying condensation results. The problem of windows dripping onto sills and walls, staining wallpaper,drapes, and carpet, can be eliminated since indoor humidity can reach 660/o with an outside temperature of l5 degrees before a wood sash even feels damp.

Comparisons made between two fully-insulated homes in Chicago, identical except for the number and size of windows, show that a house fitted with quality, insulated wood windows could have 200/o window area and be heated for less than its twin with only 100/o window area fitted with non-thermal single glazed metal windows. Even in areas with winters less severe than Chicago, the homeowner with quality wood windows can save on heating bills.

In summary, windows should have three vital elements to provide against heat loss: insulating

glass, frame and sash of wood, and factory-insulated weatherstripping. Wood windows can provide natural light, ventilation, and a view of the outdoors in a wide range of styles and sizes. Completely assembled and ready to install, they fit into virtually any architectural style and are ideal for both new construction and remodeling.

Ways to Move for Less

Planning is the key to efficiency and economy in making a corporate move.

A major move should be mapped out at least a year in advance with a move overseer appointed from management or an outside consultant hired to coordinate the entire project in time and budget.

The first step, site selection, requires careful investigation using brokers, published information, and the grapevine to learn of upcoming vacancies through moves of other companies. New premises can not be judged on square footage alone. A preliminary drawing

The Merchant Magaztne should show how the space can be adapted to fit needs.

Negotiations for a lease depend on the vacancy factors of office space for basic terms, but there is room for bargaining in alterations made at the expense of the landlord. Construction for a new tenant is agreeable to some landlords if the improvements and the quality of the tenant upgrade the worth of the building.

Alterations to be made by the landlord should be detailed in a work letter. Desirable features left behind by the previous tenant such as paneling also should be listed as not to be altered.

Company financed alterations should be closely supervised to eliminate overtime and duplication of work. Unsupervised contractors and improper scheduling can often run up the costs on a nrove.

Advance planning and housecleaning for the actual physical move will prevent nroving unneeded items.

Costs for a move usually run from $20 to $30 per square foot from site selection to final truckload. Careful planning and overseeing can keep figures within this range,

IMPCOMakes Sawdust Collection Easy and Clean!

IMPCO can solve your sawdusl and shavings collection problems. As engineers and manufacturers of dusl collection equipment for over 25 Vears nationwide, there is no job too large or too small foi our total system design. Our "versatile" heavy industrial blowers are unsurpassed in performance and rugged durability, and are the heart ol every quality system. IMPCO spans the wood processing industry with a wide variety o{ equipment, so whalever your requirements look to IMPCO for satisfaction!

As experienced., professional lumbermen,', we deliver top quality, plus service and the Iargest diversified lumber and lumber products inventory in the West.

Our consistent delivery of prime quality hardwoocls and softrvoocls since lBB3 is no acciclent. Because at J. E. Higgins Lumber Company you do business with professional lumbermen who care about controlling the r, quality of our multimillion dollar stock every step of the way. Buying, stacking. G erir seasoning, kiln drying. milling. custom coating. selling, loading and ;4.

delivering. All these operations f q are supervised by Iumbermen ,g,* ii you have met in the coursc o[ f ' r tradeactivities...men you respect. $' S

Choose from 250 specics of ;$ hardwoods und sof t woods. $' domestic or imported. Floorinq. m" :' butcher blocks. mouldings. and even glues, stains and finishes. Also plywoocls. medium clensity fiberboarcls, hardboards,

and particle boards, available now, too. with custom coatings.

Looking for good old-fashionecl service'l Lumber distributors outsicle our marketing area can get it. together with prime lumber, by calling Verlon McKinneyl at our National Sif es Division. Call him at (1151 4ll9330. Retail lumber yarcls, cabinet shops ancl specizrlty shops. contilct your nearest J. E. Higgins

yard/service center:

Union Cityr CA . (.115) 171-1900

Sacramento. CA (916)921-2727

San Francisco. CA . (-115)

821-8711. Reno. NEV o (1fl1l 33r-3033

J.E.HIGGNS LUMBER COMPAI\IY

1399 Ygnacio Valley Road. PO. Drawer HL Walnut Creek. CA 9,+598

Tel: (.115) 938-9300

A Personal Stat'ernent froln a Ner,rr Company

Dear Friends:

Effbctive January 2, 1980, I have established my own business, "stewart Hardwood Lumber Company." This has been a long time coming. But, maybe, appropriate in starting with the beginning of a new decade.

I would like to relate my appreciation to the many who have supported me during the last 24 years in the lumber business, both customers and suppliers alike.

My primary goal is toremain in personal contact and to emphasize service, quality and competitive prices. I do not believe personal attention can be emphasized too strongly.

I also intend to diversify the product line I have been supporting.

Once again I thank each and every one of you, and ask that you please direct your inq[uiries, r€q[uirements and offbrings to me as you have in the past.

Thank you.

Sincerely yours,

San Diego LWPA Elects

Donald W. Olson, general manager and president of La Mesa Lumber, La Mesa. Ca.. is rrresident of the San Diego Luniber and Wood Products Association for the second time, according to Ralph L. Ullum, executive director. He previously headed the group in 1965.

James C. Gilchriest. H.C. Snrith Lumber Co., is v.p. and Gordon T. Frost. Sr.. Frost Hardwood Lunrber Co., is treasurer. Thonras P. Burke. Critique Corp., George M. Hart, San Diego Cabinets; John L. Maxwell, La Mesa Planing Mill, Inc., and Frank Youngnran, Georgia Pqcific Corp., are new nrenrbers of the board of directors with three year terms.

Others comprising the board are G.O. "Bud" Baker, pres.. Baker Hardwood Lumber Co., William S. Cowling ll, pres., Dixieline Lunber Co., a Weyerhaeuser company, O.J. Evenson, v.p. American Mill and Manufacturing, Inc., Henry

Garnjobst, Jr., pres., Helix Wholesale Co.. Inc.. Herschell G. Larrick, Jr., pres., Solana Lumber Co., Vincent E. Mullen, v.p., Valley Cabinet Shop, and Robert E. Walters, pres., Ed Walters & sons, Inc.

Larger Hq. for Koppers-

Western Wood Products Division of Koppers Co., Inc.. Pittsburg, Pa., has nroved to larger adnrinistrative headquarters in West Sacramento. Ca.

Coming less than a year after the initial opening of the Western division, the nrove, according to Jantes R. Batchelder, v.p. and general manager, is due to the steadily increasing West Coast denrand for pressure treated wood products for industrial. comnrercial and residential application.

Koppers' major treating facilities are located in Denver, Co.. Oroville

and Ontario, Ca. Lumber and pole procurement offices are in Portland. Or.. and Denver with sales officers in Denver and Burlingame and Wilmington, Ca. Also within the division is the wholly-owned Koppers subsidiary. Honolulu Wood Treating Co., Ltd., with treating and sales facilities on OaLiu. Maui and Hawaii islands.

Hire Retirees Part-Time

Retirees from your company or competing companies ntake good temporary or part-tinre help.

With the income ceiling for Social Security raised to $4,500 per year, nrore retired workers are able to return to work on a part-linte basis.

Advantages for you as an en1ployer include no benefit costs, and utilization of previous training plus the respect most older workers have for craftsnranship.

R00FlNG AlRl-ltT by helicopter delivered 500,000 lbs. of aluminum Zip-Rib roo{ing from Kaiser Aluminum for re-roofing almost 0ne million sq. ft. at Boeing Aircraft, Rent0n, Wa. The largest installation project ol its kind t0 date, the project used roofing in panel lengths ranging trom 42'to 65' in length. The helicopter was able t0 place the material n0 more than 20'away from where it was nsta led.

Disputed Account Collection Tips

Caution is necessary when a check is received from a customer who is disputine the amount owed on an account.

Sometimes they will i*ue a check for the lesser amount and mark it "paid in full." If you deposit it, the account is considered paid in tull and you will not be able to collect the balance. If you return the check hoping to collect the entire amount, you may end up with nothing.

Suggestions from Dodge Construction News for handling this problem include:

o Write the words "without prejudice and under protest" next to the words "paid in full" to indicate that the amount is not acceptable.

o Make a photocopy of the tiont and back of the check for your records.

. Take the check to the debtor's bank and have it certified to guarantee payment. The endorsement must carry the words "'without prejudice and under protest" before it is certified to indicate that the amount is not acceptable.

a Write a letter to the customer requesting the balance due. Keep a copy for your files.

o Deposit the check in your bank account with the "witl-iout prejudice and under protest" notation to indicate the unacceptable amount.

Plus Features of Redwood

AII redwood lumber grades offer low-maintenance, long-lasting beauty because redwood resists checking, warping, splitting. shrinking and swelling better than most other woods.

Good Looking & Hard Working

Of all the many types of buildings San Antonio constructs, one of the most popular is the lumber shed.

The two views here show the new lumber shed we recently built for Saddleback Lumber Co. in El Toro. Ca.

Recognizing the increasing importance of a good appearance for yard buildings, we used Texture I -l I siding on three sides so that it is as handsome as it is functional. The wide spacing of the poles gives easJaccess while retaining the strength needed.

San Antonio specializes in affordable, long lasting buildings, .just the kind you need to increase efficiency and profitability.

We can build whatever type of building you want; quickly and at a reasonable price.

Let San Antonio solve your building problems today.

Ways to Check Phone Bills

These six practices will help you Spot errors or abuses on Vour telephone bills.

( I ) Record exact dates of service or equipnrent cancellations bv writing a lctter or issuing a change order. Since service is billed in advance, you should receive a credit on the next bill fronr the dare of cancellation to the end of billins period.

(2) Log service ourages inclucling WATS, tie lines and foreign exchange service and clainr credit for thenr. Chcck ourgoing circuirs periodically. Installation of beehive lanrps will enable users ol tie-lines. FX or WATS circuit t0 nreasure usage of'the circuit and verify telephone bills.

(3) Ilave the telephone conrpany nrake a yearly inventory of thc phone equipnrent (it's free) and check your service bill for extra equipnrent charges.

(4) Check nressage units. Ilave employees report wrong nuntbers for credit. lfoffice is snrall. ask each

enrployee 1o keep a tally of local calls. Conrpare figures and ask for verification if nuntbers do not nratch.

(5) Review third nunrber calls (where nrain office is charsed for a call placecl elsewhere) on long-distance statenrent. If calls seenr unreasonable, refuse to pay until telephone contpany verilles thenr. Solve the problenl by refusing to authorize third nunrber calls and issuing credit cards chargeable to their honre phones for employees who travel.

(6) Check all long distance bills for expensive or lengthy calls to areas where t.he conrpany has little business or no representation. Have the telephone conrpany verify any dubious calls.

Ways to Get Off the Phone

A few sinrple techniques can get you off the phone fast when a conversation becomes a marathon.

Preventive measures include telling the caller that you have to finish an assignment intmediately

and will call him back. Place the return call just before his quitting time.

Also successful at stalling a long conversation is the setting of a time limit. "Sorry, but I can talk for only three minutes."

Other effective methods are sig- naling the end with "Before we hang up. " or asking the caller to estimate the time needed for the discussion. Then suggesting a shorter limit.

lf all these fail, start talking of your problems or ask questions that the caller can not answer.

Desperation solutions are hanging up in the middle of your own sentence since no one would cut himself off, or having your secretary call you on another extension.

Bill Walters is the new v.p.. operations. for Denair Mfg.. Inc., Turlock. Ca., according to Gerald (iiesbrecht, pres.

Dennis A. Kloes is now director of merchandising services and distribution for Wickes Lumber. Saginaw. Mi., according to C.C. Bender, v.p. and gen. merchandise mgr. Robert E. (iarrity is new mgr. of merchandising services.

Jim Winegar is now mgr. of the Potlatch Corp. lumber plant. Kamiah. Id.

William Collins is new nrgr. of induslrial relations, Georgia-Pacific Corp.'s western div. wood products mfg. group.

John Sleighter is the new senior sales rep for Simpson Timber Co.. Seattle. Wa.

Robert T. O'Keefe is the new associatc director. National Sash & Door Jobbers Assn., according to Carl W. Nagle, exec. v.p.

Bill Scott is the 1980 pres. of Humboldt Hoo-Hoo Club; Larry Johnson, v.p.; Bob Thomas, sec.; Ken (iradek. treas. Board of directors: Lynn Richardson, Virgil Nesbitt, Phil Dubaldi, TonJ' (iilbert, Augie Rocha, Rod Wooley, Corky Cornwell, Kip Wandler, Russ Britt. Rich Mitchell.

Paul Mitro is the new director of nrarket services for 84 Lumber Co.

Sam Fineman. president of' Bel-Air Door Co.. Alhuntbra. Ca.. has bccn nanred a director of the National Sash and Door Jobbers Assn.

Rod Heestand. Continental Forest Products, Lake Oswego, Or.. got in a recent Manzanillo, Mexico. vacatlon.

Al Burger. gen. mgr. and v.p.. Oahu Lumber and Hardware Co.. Ilonolulu. Hi.. and Dorothy (i. Hubbard, were marricd Dcc. 1. 1979, at the Unity Church. Las Vegas. Nv.

Michel E. Roberts is the new conlroller and ollice nrgr. f or All-Coast Forest Products. Inc., Chino. Ca., according to Daryl Bond. pres. Leon Lauderbach. All-Coast Forest Products, Chino, Ca., has retired to the ocean. the mountains. and the sky for the second and last time, according to Daryl Bond, pres. Although Leon says this retirement is Ilnal. he will continue as sec-treas. and serve on the board of directors. Lee and Del Daley. Del Daley Forest Products, lnc., Portland. Or., .iust returned from Guam. Hong Kong. Bangkok, and Singapore. They observed bamboo used for scaffold plank and beautiful, clear teak used lor framing plus "A" grade teak plywood for construction barriers and construction of high rise buildings up to 71 stories f'lourishing in all three cities.

Len Di(iiovanni is salcs nrgr. of thc nerv Northrvestern Salcs Div.. RLrbbernraid. Inc.. Sarr Francisco. according to Tom Paul, v.p. sales. IIonrc Proclucts I)iv. Curt Kaufman is district slles nrgr.

Ronald \\'ise is a new sales rep. natiorlal plvwoocl sales. Clrarrcller ('orp.. Boise. Id. Flold Brown, Jr., is neu'to the national retail sales stafT. Paul Waldon III is u rrcu sales rep. Roland \\'elch is ne\\'at thc (listributi0n centcr, Forltana. Cil.

Wilson Nickel i: thc treu tliru'clrrr ol conrnrunications. Stlndarcl Brancls. Torrancc. Ca.

Rich McEIrol is now asst. salcs ntgr. itt McElroy Lunrbcr Co.. San Jose. ('a.

Frank Penberthy. Northern Lunrber Sales. Corona Del Mar. Ca.. and his wifc. Cheryl, are parents of a babY girl born at 6:45 a.nr.. Jan. 2, ,l980. ueighing 8 lbs. l5 oz.

William Causley is the new gen. mgr. of the Ha)ward Lunrbcr & Ilonte Supply', Salinas, Cl.. replacing his uncle, "Woody" Causley. who will retire in Apr.. according to Homer M. Hayward. prcs. Others on thc nranagement teanl are Sherwood Causle]. nlanagement advisor and land developer; Ven Vagin. controller. Vito Mule. asst. controller and olfice nrgr.: Joe DeLappe, irdr ertising und ltromotions nrgr.: Doug McClurg, credit mgr.; Ernie Atkinson, kitchen cabinct nrBr.: Neil Keefer, Pacillc Grove nlgr.: Don Allen. Hollister ntgr.; Howard (iraulich, Salinas nrgr.. Bobby Barnes. pre-hung door nrgr.. Jim Froggatt, Paso Roblcs and Morro Bay supcrvisor: Milt Dueck, Morrcr Bay mgr.: Tom M artin. Paso Robles. nrgr.

Ron Robbins has opencd an ofTice irl Modesto. Ca.. lirr Sunrise Forcst Prodr"rcts ('o.

Rich Stolz is neu' to thc sales lirrce at Prcston Lr"rnrber Co.. Cloverdale. Ca., according to Jack Dal ies. pres. Ile had becn rl'ith Inland Lunrber. David West is new to sales at Olsen Lunrber Co.. San Jose. C'a. He is the son of'Bob \4'est ol'Placcrville Lunrber Co.. Placcrvillc. Ca.

Larrl E. Lefkowicz is thc new asst. rrgr. and secretary of Iltrrley Luntbcr Co.. Denvcr, ('o.. according tcr John A. Hurlel. pres. Robert E. Seaton is excc. supervisor ot'1'ard activitics anci Richard A. Knieht is ne\\'to the ol'llce lirrce.

Bill Sullivan. Colding Lumber Sales, Westminster, Ca.. is back from an ice fishing excursion to Minnesota. Temperature was 28 below zero one mornlns..

February, 1980

Jim Weeks, Doug Gregg, and Mary Lou Moriarty are stalfing the new Belco-Eugene office of Bellingham Lumber Co.. located at Eugene. Or.

Denny McKasson is now selling for Burns Lumber Co.. Tacoma. Wa.

Jim Schnieders is new at FDW Lunrber Ltd.. Eugene, Or., replacing Tony Rivera who has retircd.

Bob Pate is handling sales for Hearin Forest lndustries, Portland. Or.. in the Los Angeles. Ca.. area.

Dick Smallridge has joined sales at Eagle Forest Products, in Sacranrento. Ca.

Don Rust, new salesnran with Golding Lunrber Sales. Westminster, Ca., is concentrating on the Eastern nrarket. according to Bob (iolding.

Lawrence W. Van Delelde is nou gen. nrgr. of Therr-na-Tru Irrc.. ('olorado Springs, Co.. according to Ralph C. Leslie. pres. of L S T. parent co.

Bob Rupp is now thc acting sirlcs nrgr. ol' Cal-Paciflc Manr"rthcturing ('o.. Arcatl. ('a.

Dan Bohrer is now div. mgr., imported products, at Continental Forest Products Inc.. Lake Oswego, Or. Other new div. mgrs., according to Bryan R. Arbuckle. pres.. are Rod Heestand, cedar mfg.. and William Streeter. industrial sales.

Larry Elison has joined Brazier Lumber Co., Newport Beach, Ca., in yard and industrial sales, according to Jack Finnegan.

Bruce R. Johnson is the new flelcl buyer tbr Bendix Forest Products Corp.'s distribr"rtion div., Stocktorr. Ca.. according to William D. More. gen. nlgr.

Dick Bartel is now a sales mgr. firr The Nicolai Co. in Portlancl . Bob Beckstrom is sales mgr. in the Menlo Park. Ca., office. Both report to Norman E. Hascall. national sales nrgr.. according to Leo J. Kobleski, v.p. marketing.

John Reisbeck is now director of nrarketing for Prewal'. Inc.. Wisconsin Rapids, Wi. according to William Thomas, Jr.. pres. William Quinn is now v.p. ol'special accounts: William Naddy is field sales nrgr.

William Burgess is now product n1gr., replace nrent windows. Alcan Windows and Doors Group, Warren, Oh., according to Darid W. Hackbirth. pres.

Richard L. Barker. Paul W. Hylbert and Talmage (J. Rogers, Jr. are new senior v.D.s at the Wickes Corp., San Diego. Ca.. accorcling tcr E.L. McNeely. chairnran arrd c.c.o. New v.p.s are Jeff A. Clevenger, Jack P. Edl, Richard D. Passaglia. Larr.t- Mead is the new sales nrgr. at Oregon Pacitlc Industries in Concorcl. Ca.

Scott Johnson. Georgia-Paciflc. Sacranrento, Ca., is the proucl fathe r of a baby girl, Barbara. born on January ll. 1980, weighing 7lbs. l5ry' oz. FIc also is moving to the Tanrpa, Fl.. branch. John Wydick is rcplacing hinr as lunrber sales nrgr.

Vince Ellebracht is now senior international rep lor the American Plywood Assn., Taconra, Wa., according to Tom Fast, mgr., international marKets.

Robert Douglas Ross is now director of services. North American Wholesale Lumber Assn., Arlington Heights, Il., according to H.M. Niebling, exec. v.p.

Bob Pallow. Belco Forest Products, Tustin, Ca., and his wife, Peggy, are back from a recent Washington State trip.

Roy Stanton, who holds the title ol Seer of thc House of' Ancie nts (elder statesman) ol thc lumbermen's fraternity, Hoo-lIoo lnternational, recently celebrated his 90th birthdav.

Peter Christensen is now director of adnrinistration for Sequoia Supply. Inc., a subsidiary of The Wickes Corp.. Wrlsonvillc. Or.. rcporling to Ernest F. Warns. v.p., Wickcs. and gen. nrgr.. Sequoia Supply, according to Clark A. Johnson, Wickes exec. v.p.

Jack F. DePledge. prelinished paneling products nrgr.. Chanrpion Building Proclucts, Stanrlord. Ct., has been elected to the board of-directors for the Hardwood Plywood Mirn ufttcl urers Assocrrrtion.

Al lloek is nou'in rlor.rlclirrg irncl rrrillit ork slles lor LoLrisiurlt-Paciflc. lrrenront. Cl. Charlel (iardnier has rrorccl l'ronr Re-cl Bluf'l'to clcalcr sirles at Frcrlont.

Bob Riggs is back at Dlrrvillc. Ca.. Flq. irfter a sales swir-rg tor lris Wcsterrr Prodr,rct Slles throLrgh Tr. ancl So. (lLt.

Randv Lambert has ntovcd itrto salcs l'or Bcnclix Forest Prociucts. Ccrritos. ('ir.

A. .l . "Tony" Sweis. r'.p. ancl getr. lrgr. ol' Builclers Errrporiutrt. Irvinc, Ca.. hls bcn nanrccl Wickcs [:xecutivc ot'the Ye ar.

f,.D. "Pat" Reiten. Sit.rpsotr Tinrbcr Co.. is thc new r)rcs. of the At-ne-ricln Woocl ('ourrcil. succeccling John O. Batson. Batson Luntbcr Co.: Nlatthew R. Pratt. Benclir I:orest Products ('orp.. rs v.p.: C'arl E,. f)arrow, AW(' cxec. \.p.. scc.: !'ern Veron. Boise ('lsctcle C'orp.. stcerrrrg t olttrttittcc chuirtrtlrtt. .tteccccling John Schick. Lor-risiittraPrcil'ic Corrr.. lnrl H.C.A. Hunter, St. Rcgis Paper (-o.. r'icc chairntatr.

MoRE PERSoNALT \N\ SEE PAGE 58 UU

PERSONALS

(Continued from previous page)

(iage McKinney has been pronroted to v.p. of the MacBeath Hardwood Co., San Francisco. lle nranages the firnr's Monlebello, Ca., branch.

Richard Ell, new nrgr. of the Boise Cascade service facility, Rohnert Park. Ca., has announced the pronrotion of Tom Maglietta to area nrerchandise mgr.: Doug Erker, sales nrgr.. and Dave Batty, store supervisor. David Cullen is now nrgr. at the Flealdsburg, Ca., luntber plan1.

Tom Lapinski is new to industrial sales al Gilbert Forest Products. Lake Oswego, Or.. according to John P. (iilbert. prcs,

B. Scott Stanford is now rrarketing research n1gr. at The Wickes Corp., San Diego, Ca., reportirrg to Lloyd J. Russell. v.p., corporale developnrent, according to E.1,. McNeell'. chairnran.

Charles J. Schuler, v.p.. proclucts group, Medford Corp., Medlbrd, Or., has been elected president of the National Kitchen Cabinet Assn.

Charles R. Robbins is uow rrgr. ol' purchasirrg ancl central warehousing tirr J.E. Iliggins Lurlber ('o., [Jnion ('it1'. ('a.: Robert P. Hall is nrovirrg t'rorrr the Sirrr Francisco. ('a., cliv. t<r clir'. sirlcs nrgr. irt LJniorr ('itr'. lccorclirrg to H arrrl- S. Anthon.v-. ll rL-s.

,iim Carnahan and Brett Rogers are nrarraging the Portlancl. Or., tircilities acquired fronr Prentir"rrrr Kiln Specialties by Johrrson Intenlatiorlal (1o., Kent. Wa.

Bruce Johnson is rrow a redwoocl tlelcl buyer tor Benclix Forest Proclucts ('orp.'s clistributiorr div., Stockton, ('a.

Ken l,audenschlager is rrow with Reicl & Wright Intenrationill. Arcata, Ca., handling overseas shipnrents. Ile is the ttrrnrer export silles nrgr.. Arcala Reclwood. Arcata. ('a.

Samuel Fineman, pres., Bel-Air Door Co., Alhanrbra, Ca., has just returned from an extensive busirress trip to the Philiptrines, Taiwan, and Korea.

Rosemarl- Kitchen, tornrerly of Bllck [)ianrond Lurlber ('o., Sacrlrrento. ('1.. is nou' u'ith John T. ('ole & Assoc., Portlarrcl. Or., lirrcst proclucl persolr nel recrrriters.

Robert Peach. J.E. Iliggins Luntber ('o., Sarr Francisco. ('a.. cliv., was l.rorrored tirr his 50 years in thc lr-rrlber busirrcss lt il retirenrent clinncr recerltly. Ilc is retLrrning to Taconra. Wa.. where he will act ils a corrsultant to the corrlnrry.

NEWS BRIEFS

(Continued from page 18)

Rowland Heights and Chino, Ca., . . . GAC Hardware,Salem, Or., has been sold to Estol and

Viola Human. who have renamed it Human's Hardware.

Payless Cashways plans to open one of its Furrow Building Materials stores in north Phoenix. Az.. in '80. . National Lumber has purchased a $1 million, 13.23 acre site in Ontario, Ca.; plans include sale of 8 of the acres. . . Coquille Supply, Coquille, Or., has added 5,800 sq. ft. of storage. .

Dry Creek Lumber, Rio Linda (Sacramento). Ca.. suffered a $200,000 fire, believed to be arson. Pozzi Buildin+ Materrals, Oregon City, Or., has gone out of business. western railroad plans include a 2oh rate hike this mo. . . Portland Paneling Cols decorative wall paneling div. has been merged into Trimac Panel Products. Portland.

Pope & Talbot has become no. I in alder wood chip export with its l0 year agreement with Marubeni Corp. of Japan. M. Roach Forest Products is a new Arcata, Ca., firm begun by Mike Roach. .

Inland f,umber is big orr Timber.

Our people are big on serviGG.

When you need fast delivery on timber, call Inland Lumber.

Our people are ready to process your order and in most cases will deliver it to your yard within 48 hours.

Fast? You bet that's fast!

More important than speed, is the quality of timbers we'll deliver.

Since we specialize in full-sawn, old growth timbers, you can order it "rough" and mill it yourself or have us custom mill it for you. Either way, you are assured of top quality timber, processed and shipped to your exact specifications.

We handle over 720 different sizes and dimensionsfrom 2 x 2 through12xL2 roughin 8 to 40 foot lengths.

So, whether you need one piece or a trainloadcall usour people will take good care of you.

Southern CA (7L4) 783-0021

Northern CA (916) 666-1991

CONTEMPORARY CEDAR CONCEPTS

UllLlMlTE0 P0SSlBlLlTlES of using western red cedar in home constructi0n, both interior and extenor, make it a fast-moving prolitable wood lor retail lumber dealers and h0me centers and their suppilers.

ITITTRODUGTTIIE ilE ITIIDUSTRU'S FnSr lur0illrE sT0p-fillm sTFGllER... lrom llORFlElD ol course!

Leave it to the leader to come up with the pre-hung door industry's first automatic, magazine{ed, stop-jamb stitcher.

NORFIELD'S Model 3400 has a singte operator capacity of up to tourteen completed stop/jamb operations per minute. Stitching is done from the bac ksid e, using twelve "toe-nailed" T-nails at six locations along the length of the stop. Allows assembly of soft pine wood products as well as hardwoods. There's no longer any need to putty and finish surface nail marks!

The Model 3400 features the same heavy-duty, high-quality workmanship which has made NORFIELD the teading supplier to the pre-hung door ' manufacturing industry.

Call us. Let us show you how our new Model 3400 can help you increase your efficiency.

Switch to LIFO Cuts Tax

With the cost of raw materials and components continuing to rise, companies will save tax money by switching from FIFO (first-in, firstout) inventory accounting to LIFO (last-in, last out).

With LIFO, the nlaterial bought last at a higher price is used first. Thus even with a price raise. it makes less profit than if the lowerpriced FIFO were used.

For example, if a ntanufacturer pays 400 per unit for raw material and sells the product for 800, he has a gross profit of 40Q. When the material costs rise to 500. he raises the price to $1. but continues to use the 400 raw material left in inventory. This appears to raises his profit to 600. Even though the apparent large increase in profit is due to higher inventory values caused by inflation, the conrpany will pay tax on the higher profits.

If LIFO was utilized with the last material purchased being used first. the gross profit would be 500 per unit. The result would be lower reported profit and lower inconte taxes.

This is made clearer if you visualize a factory receiving raw

ntaterials and components at the front door. With FIFO, they proceed along an assembly line with the finished product shipped out the back door. The raw materials are used in the order received.

On the other hand. LIFO can be visualized as a pile of sawdust with nraterials dumped on and taken off the top. The sawdust at the bottont of the pile may never be used.

Evaluate Sales Skills

If the answer to any of the following questions is yes, you or the salesman you are quizzing may be annoying customers and missing sales.

Do you use your sales visit to find out what the competitor is doi ng ?

Do you fail to do your homework on your product and the operation ofthe buyer so that you nriss relating the two?

Do you forget to have the service department follow up with promised calls after the sale?

Do you fail to brief the buyer on any problems which may arise as the itenr is phased in?

How To Keep Good Employees

Turnover in personnel can be distracting and non-productive. These suggestions can help you to hire good employees and keep them.

o Keep company PaY scales conrpetitive with others in the i ndustrv.

o Provide an accurate job description lor a prospective employee; a major cause of turnover is disappointment with actual duties.

o Be realistic in establishing nrininrunr requirements. overqualilred people are poor risks.

Confer with an employee frequently to keep him aware of how he is doing.

o Be alert to a sudden increase in lateness or absenteeism: talk with employees promPtlY when these slgns occur.

o Disnriss an employee if he cannot reasonably conform to company policy; 1o keep him is to keeP oroblems.

HAMPTON LUMBER SALES COMPANY has moved to its new headquarlers

9400 S.W. Barnes Road 400 Sunset Business Park Portland, Oregon 97225

503/297-7691

Telex: 36-0355

Gordon King

Jim Brasch

Verne Church

Chet Warnock

Tim Stetson

Pete Hanley

Garry Swerdlik

Jim Pilher

John O Connor

Ernie Christison

Mike Phillips

Jeff Montgomery

Kevin Lee

From the mill to the customer, HAMPTON LUMBER SALES COMPANY has provided highest quality service for nearly 30 years.

Now, from our new, modern offices, our experienced team of professional traders will continue the tradition of one-on-one client contact and lollowthrough which have earned us a national reputation as the leading wholesale lumber company.

PLEASE NOTE: Hampton Industrial Forest Products is not affected by this move and remains at 11860 S.W. King James Place Tigard, Oregon97223

A look at a western hardware association

by Otto H. Grigg Managing Director Pacific Southwest Hardware Association Anaheim, Ca.

T HE FIRST thing retailers in the I hardware/home center field ask when considering membership in the National Retail Hardware Association regional affiliate, the Pacific Southwest Hardware Association is, WHAT and WHY? And, Otto Grigg, managing director of this regional affiliate, based in Anaheim, Ca., says, "that is exactly what we hope they ask, and the simple one word answer is EXPERTISE!''

Association programs offer a consulting management skill important to profitable operation. The associaiton, and a staff, along with staff of National Retail Hardware Association, offers hardware/ home center retailers access to over 109 experts in their field. Guidance is available for site selection and location strategies, competitive

analysis, and market share studies, market positioning. strategies. consumer surveys, image studies, advertising effectiveness surveys in the area of management consulting.

Further. the association provides an educational program to develoP management skills by workshoPs, seminars. or visual instruction with tape workbooks.

In the field of education, they provide an introductory basic hardware course developed by the educational department, and graded by the University of Indiana. Over 15.000 individuals affiliated with the industry have taken the Advanced Course in Hardware Retailing. Workbook courses are continually up-graded to Provide needed product knowledge for all areas of retail hardware/home center operations.

In the area ofadvertising, the association has developed, with a number of key manufacturers, a simplified procedure of co-oP advertising, making it simple to apply and collect co-op funds, normally considered a problem in the industry.

areas for greater merchandising clout. Merchandising exPerts are then available to merchandise the sales floor area with comPlete merchandising production.

Management aids are available to assist other service Programs such as modern comPuter accounting. No doubt the most soPhisticated part of management aids, the association computer accounting service provides accounting services programmed to fit the modern retail hardware/home center opera-

Story at a Glance

What's in it for dealers who want/need to ioin a hardware association. wide variety of management aids available.

PACIFIC Southwest Hardware Association managing director Otto Grigg reports that his organization olfers expertise to retailers in the hardware/ home center field. The Anaheim, Ca., based regional affiliate ol the National Retail Hardware Association has access to many programs and services.

Probably the area of most dealer interest on a large scale is the store development department which with trained personnel develoPs new stores and redesigns existing stores. The association,in co-operation with Streater Industries, has developed a line of speciallY designed hardware display fi xtures, entire, and broad in application, and design aspect, according to Grigg. Master Merchant fixtures offer the retail hardware and home center operator the flexibility, and ability of presenting a modern consumer oriented retail operation. Association store engineers are available to design a building, interior layout, traffic flow design, and can color co-ordinate interiors. They can apply modern graPhic treatment on exterior and interior

tion, Grigg reports. Complete accounting service is provided at a low cost to participants.

Although a most vital area of association concern as an active trade association is management improvement, legislative participation is considered most important. The association maintains strong legislative ties at Sacramento, Ca., Phoenix, Az., Honolulu, Hi., and Carson City, Nv., along with a complete Washington counsel office at the nation's capital.

Continued research for the retail industry is conducted by the association through the Russell Mueller Foundation. established bY the total industry to consider improvement projects for the future.

"So, to say what the association

(Please turn to page 101)

We are pleased to ottttouttce thefor*ation of IVORTIJ BAY FOR^EST PRODUCTS

We look forward to serving your needs in redwood lumber and other redwood products as well as a comprehensive line of Douglas fir products.

You have our personal assurance that the products purveyed by North Bay Forest Products will be what you want, when you want, at a fair price. And count on us for the friendly, helpful service others only talk about.

RON LEWMAN

NORTH BAY FOREST PRODUCTS

P.O. Box 933 Healdsburg, Ca. 95448

Please call us at (707) 433-6937

(Ihat friendly voice you'll hear belongs to Sharon Edgar)

DAVE LEBECK DAVE DAMON

Public attitudes on Home

energy problems

A majority of homeowners nationwide recognize their homes waste energy and have reacted by taking conservation measures to hold down energy costs. The implications in such a major shift in public attitudes means a continued growth in sales for those selling energy-related products.

In a national study on home energy issues commissioned by The Dow Chemical Co.. it was learned that 63olt of U.S. homeowners admitted their homes could be more energy efficient. To these homeowners and others. 9401, in all. home energy costs are a problem that has been counteracted by some energy-saving action in the 12 months prior to the study.

"The current energy situation is being taken quite seriously by a vast majority of Americans today. On the average, the typical homeowner took approximately four steps with the intent of reducing energy costs," notes Michael Box. remodeling market manager at Dow.

The survey of homeowners. conducted during the fall of 1979 by Opinion Research Corp., poinrs out the most popular conservation measures undertaken were those that did not require major capital investments. More than three quar- ters of American homeowners lowered their winter thermostats.

55%r added weather stripping and/ or caulking; and another 5l|%, Iowered their water heater thermosrat (or insulated it). Improvements which upgraded the energy efficiency of major home heat loss areas (i.e., walls, attics, windows and doors), and which required a major capital expenditure, were not as popular with homeowners. Only 2l%r of all homeowners added insulation to their home's wall. basement or crawl space area. Slightly ntore

Story at a Glance

What dealers and wholesalers should know about how the public perceives energy problems. surYeys indicate consumer unawareness of insulation costs and benefits.

homeowners (3101,) installed attic insulation. and 39Vr added storm door and/or windows "lnflation and a general lack of knowledge on how to econonrically invest the energy conservation dollar may be preventing homeowners from taking the nrost effective energy-saving action," observes Box.

This situation apparently will continue to exist for the next year or two. Anrong those homeowners planning to take some future conservation measure. most will make non-capital improvenrents. In fact, 560i of all honreowners indicated they were not planning to take further action to reduce home energy costs.

It is the owners of older. existins housing, however. who plan ro undertake additional home improvement nteasures in the name of energy conservation more so than the owners ofnewer honres. In addition. owners of hontes over 30 years old plan to take a greater nunrber of steps in the next year or two. This situation exists despite the nearly identical owner perception of their home's energy efficiency.

"Owners of newer homes nrav be living with the false securiry rhat because their home was built in the 1950s or'60s it possesses adequate

energy-efficient features. Research has shown, though, that many existing homes today are experiencing heat loss of which their owners are unaware," maintains Michael Box. "Furthermore. owners of older homes may have more opportunities to implement energy-saving actions in the future due to the greater general need for aesthetic improvements or remodeling in honres of this age."

Homeowners who are planning to insulate their homes in the near future expressed a willingness to spend an average of $547 for this purpose. If any of these homeowners are also planning to re-side their existing home, for example, they can add %" Styrofoanr'- TG brand insulation under the new siding, spending less than the average investment indicated while upgrading their home's insulation protection.

Of those homeowners (22"1') planning to add insulation 650/r, singled out the attic area for improvement, and an equal number are willing to upgrade either the wall or basement/crawl space areas.

On the other hand, the survey disclosed that 5lolr of U.S. homeowners planning to add insulation had no idea how much thev are willing to spend.

" Homeowners'uncertainty of insulation costs appears to be a somewhat common occurence across the country," concludes Box from the survey findings. "lt is expected that these same homeowners are probably unaware of the savings which can result from added insulation protection "

For example, Styrofoam brand insulation under new siding typicaffy adds 20% to the cost of the standard re-siding project. Yet it can pay for itself in the form of reduced energy cost within five years time.

Payback time can vary depending on household lifestyle, climate, energy cost and existing building components. FTC rulings will soon require all sellers of insulation to provide product "R-value" information to consumers. R-value is a nleasure of a product's insulating ability. The higher the R-value, the greater the insulating power.

Offsetting consumer awareness of insulation costs is a wide-ranging awareness of the Federal Energy Act tax credit lor energy-saving improvements made to an existing home. Three-fourths of all homeowners surveyed were aware that the federal inconre tax credil is available.

IRS officials feel equally strong

about consumer awareness of the tax credit. According to IRS figures, approximately six million Americans filed for the Energy Act tax credit on their 1978 income tax returns. Nearly $600 million in tax credit was claimed by those filing for an average return ofabout $100. The tax credit can total up to $300 and is deducted directly from the annual income tax bill. After figuring his income tax for the past year, the homeowner simply subtracts I 5(l' of the first $2,000 spent on qualifying energy-saving products from the total inconte tax to be paid. A special fornr (No. 5695) is used in addition 10 the regular income tax form. The form and information about which products qualify for tax credit can be obtained from the local IRS office. Almost all energy-saving home improvements qualify for a tax credit.

In addition to the tax credit, most homeowners (83V,) recognized that the addition of energy efficient features can increase the value of an existing home at re-sale time. This is consistent with a previous Dow Chemical/Opinion Research survey in which 66(X, of real estate brokers and 78ol' of appraisers stated well-insulated homes are worth more at resale.

NEW PRODUGTS and selected sales aids

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For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., gr/ite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request tasterl Many thanks!

Hot, Cold Options

A new and expanded series of heat pumps is from the Climate Control Division of The Sinser Co.

In sizes of lVz,2, Zn, 3, 3Vz, I and 5-ton with COP ratinss of 2.2 to 2.8. They are factory Gsted and come with a five-year limited warranty on the compressor.

All-Wood Spiral Stairs

Spiral Mfg., Inc. has a new single pole all-wood stair, internally posttensioned.

The small diameter, 4t/z' to 6', incorporates full, rectangular treads. It fits under high or low ceilings.

Other models include circular for square stairwells, circular to meet restrictive building codes, and 2railing spiral in diameters up to 8'.

Storm Door With Louvers

Eleven clear jalousie louvers for full to zero glass ventilation with the self-storing screen in place are features of the new early American storm./screen door from Season-All.

Finished in electrostatically bonded white baked enamel. it can be ordered pre-hung with four oilite bearing hinge Z-bar frame, or with piano hinge expander frame.

Also new is the air handler, which has slide-in refrigerant coils of from I 7z tons to 5 tons and can be used for up-flow, down-flow or horizontal positions.

Fence Building Kit

Eastgate Mfg. Co., Inc. has a new fence building kit.

Non-corrosive, rust free zinc alloy kit pieces, available individually, include fence caps, bases and l" and 2" brackets.

Fence caps are designed to prevent fence post rot. Bases, in two styles for use in concrete or on concrete or wood platforms, hold 4 x 4 posts and eliminate the need to dig a post hole and use creosote. Anti-rot lifts and drainage holes keep the posts from contact with moisture.

Cross members are installed with brackets.

Winning Flush

Ecology Products Plus has a new water conservation device that reduces water flow without reducing pressure.

The Water Warden cuts water usage for toilets with savings said to range up to 507c. Installed into the top of a flush valve it shortens the flush cycle without reducing the water pressure.

Atrium Drain Grate

National Diversified Sales. Inc.. has a new atrium drain grate that prevents blockage of drains by leaves and other debris.

Molded of virgin high-impact ABS plastic in either green or black, the unit has a raised grille 372" above the base, with 25t/2" of open grate area. It may be inserted directly into a 6" catch basin, or 6" pipe risers on T-fittinss.

It is said to be lighter, easier to install and less expensive than cast iron, and less subject to breakage.

Computerized Phone System

A new computerized telephone switching system offering building supply houses, with from 8 to 55 phones, cost control and time saving features is from Digital Telephone Svstems. Inc.

'Called the DLS-l@ Prorocall@ system, this compact PBX is built around an advanced Texas Instruments' microcomputer. It is said to be easy to operate and permits use without a console or attendant.

It permits calls to be forwarded automatically, has automatic callback, indicates when messages are to be picked up at the attendant's console, night answer modes, conferencing capability, and override capability for use in emergencies.

It's A Gas

Four gasoline powered weed and grass trimmers are new from McCulloch Corp.

The Mac 60, powered by a l4cc engine has a suggested retail price of $129.99. The Mac 70 offers a left side handle and a semi-automatic head with cutoff knife guard. Suggested retail price is $149.99.

A 2lcc ensine is standard on the Mac 80, fea-turing a 16" cutting swath. Suggested retail price, $ 169.99.

The Mac 95 is a straighr-shaft, gear drive unit with U-shaped handle bars, throttle and kill switch, shoulder harness, double-exit, single spool head and steel guard, equipped for conversion to a brushcutter. Suegested retail price, $219.99.

Updated Refrigerators

A new line of refrigerator/freezers, engineered for performance, built-in application and reduced energy consumption, is from Amana Refrigeration. Inc.

3-Door Ice-'N-WateF and Sideby-Side models reportedly were redesigned achieving energy efficiency improvements as high as 2OVa.

Frost free with two automatic cold controls and Energy Saver Control switches, they have storase areas designed for oursized packiges, for holding fresh meat at colder temperatures, and for keeping fresh fruits

and vegetables over long periods of time. Adjustable tempered glass shelves can be moved to any height desired and will hold up to 75 lbs.

Complete Wood Treatment

Varapel Polymer Wood Treatment and Stabilizer has been introduced by the Flecto Co.

Reportedly it is the first decorative interior-exterior wood treatment product marketed in the United States to combine fire retardant. wood stabilizers, and ultra violet absorbers in a non-leaching, water-cleanup formula.

It is offered in four semi-transparent wood tones and five opaque colors as well as a non-yellowing white.

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King Size Whirpool

A new whirlpool, called Tranquil, 6' long x 35" wide by 20" high, comes from Pearl Baths, Inc.

Jacuzzi Bros. hydro-air jets are positioned in the corners for whirlpool action. One suction return with filter screen is used with a V2 HP pump. All components are contained within the dimensions and are preplumbed.

A "porcelain look" finish is achieved with Fiberglass in seven standard colors and white.

New Outlook for Spring

Bel-Air wood windows and patio doors offer a new outlook for spring.

A variety of design possibilities are made possible by grouping standard picture windows, awnings. casement, single-hung, and gliding windows. The simple design of the system lends itself to imaginative use.

All window and patio door products have met rigid performance requirements to qualify for A and B test ratings for strength as well as air and

water infiltration. All basic wood components are pre-treated with antifungus preservative.

Long Life Faucet

New CareFree Dual Plus dualhandled cartridge faucets are from MFI Plumbine Products.

Lavatory fiucets are in sculptured and smooth finished bronze-tone as well as chrome with tub and shower

The Merchant Magazine

units in both chrome and bronze-tone and kitchen faucets in chrome finish. All feature the Celcon@ cartridse. Corrode proof and guaranteed for-10 years against leaking and dripping, it requires only a quarter turn from fulloff to full-on.

Other features are corrosion-resistant waterway. water-saving aerator, non-corrosive base plate, triplechrome-olate construction and extra long spout on all lavatory models. Chrome finish comes with clear acrylic handles and bronze-tone with honey-gold.

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Use casement style horizontally with pict u re wndow to create awning oestgn.

Combine casement style with picture windows.

Enploy gliding windows for natural ventilation.

ldaco Bucking Saw

Idaco has a new buckins saw designed for the cutting of-packaged lumber into rough lengths for easier handling by manufacturers of mass production items.

Aimed primarily at lumber yards, truss plants, and other similar operations, this new saw offers great speedup potential for most pre-cutting. A self-contained unit operatins on a 20' track, it features a mast6r control panel with electric drive and hydraulic operation. The 6' chain saw easily cuts standard 4' packages, and others, into any desired lengths.

Simple strapping is the only requirement before pre-cutting. Savings in time and labor are said to be obvious. As a low-cost item. Idaco's new bucking saw warrants consideration bv most lumber users.

Triple Style Fence

Select-A-Fence from the Home ImDrovement Division of Masonite Cofui., enables the do-it-yourselfer to assemble three different styles, boardon-board, open picket, and solid pnvacy.

Of pressure-treated Southern yellow pine it is based on three common components: dog-eared lence boards (nom. le" x 6"-x 6'), 8' long backrails (lt/2" x 3Vz"), and 8' long posts (372" x 3lz" ). The boards have both smooth and rough-sawn sides to provide an additional option.

It comes KD for store display and storage, as well as take-home or delivery. Detailed installation instructions are included.

Flexible Air Duct

A factory-made insulated flexible round air duct, said to reduce operatins and installation costs while meeting-UL Class I requirements, is from CertainTeed Corp.' s Insulation Group.

Manufactured with a reinforced metalized mylar outer jacket enclosing a IVz" thick fiber glass insulation wrapped around a continuous inner air barrier of double-layer polyester with an encapsulated steel wire helix, it is used primarily for runouts to ceiling diffusers or mixing boxes, or wherever the flexible feature will facilitate duct runs.

It is suitable for use in most supply or return. residential or commercial duct systems, operating at temperatures up to 20ffF. and velocities up to 4,000 fpm.

D-l-Y Re-Key Kit

Change-A-Lock allows homeowners to re-key their own locks in a few minutes.

The patented kit contains instructions, tools, and color coded pins to re-key six locks.

Packaged in a blister pack card with lock identification information, it is. said to encourage on-the-spot DUrCnases.

Decorative Inserts for Doors

Nicolai Co. has introduced the Foxwood series of solid wood doon with glass or carved wood inserts. They are reportedly manufactured from specially selected old growth

vertical grain Douglas fir or western hemlock and have carved lock rails and raised moldings and panels.

The glass inserts include flower designs in beveled or stained glass, and a bird and flower desisn in etched glass.

Patterns available in the carved wood inserts are flowers. an owl. a ship and a lion.

Window Box Hangers

Handy Hangers are metal supports to hang a window flower box without making the installation a permanent one.

The weight of the soil in the box keeps the hangers from being dislodged. If artificial flowers are used, sand, stone, and gravel can be used for ballast.

They can also hold on any lYt" wrought iron rail. Suggested retail price is $6.

Reflector Saves Heat

A stainless steel fireplace insert which reportedly doubles the heat output of any wood-burning fireplace is new from Superweld.

Custom fit to a fireplace. it captures the heat usually lost up the chimney and reflects it out. In addition, it makes fires start f'aster by focusing heat back into the firewood.

Priced from $80.

Bucksaw Inspires Panel

The bucksaw, an important tool in the early days of logging, is the inspiration for a new series of real wood prefinished panels from States Veneer Co.

They are characterized by saw marks printed within the finish. Made with real wood veneers of birch, pine, cedar and fir, the standard size is Yq" x4' x8'.

Spring Cleaning Promo

Rubbermaid's shelf liner is being promoted on orders postmarked through March 15.

Included are the new gingham pattern, cane, floral and solid color shelf liners and shelf and drawer liners. With suggested retail prices of $1.39 each, they have suggested promotional prices of $1.09 each.

Merchandising aids vary from 2' and 4' wood crate displays to wire

The Merchant Magazine

racks for vertical or horizontal onshelf merchandising. Pre-pack and shelf pack assortments are also available.

New "shelf talkers," colorful 10" long signs reading "Sale of the Week" with space for pricing, help draw attention to promotionally priced merchandise.

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Scare'em Off

A flick of the finger activates an innovative pocket alarm and illuminates the flashlight or sounds a loud alarm.

Readily concealed in the pocket, purse, or hand, it measures 47/e" x 2" x l"; is made of impact-resistant plastic; and requires 3 AA batteries. - Retails for about $8.95 from Matuska Entemrises.

Slider Window With Baffle

Season-all's NuPrime Model 133 horizontal sliding window features a wind-actuated air baffle that blocks its weep (drainage) holes when water is not beins drained.

This combination of weep holes and air baffles is said to make it exceptionallv water and air tisht.

The'window is cust6m-fit for installation within existing homes and buildings with no need to modify the wall.

when Lumber Dealers need tt the mostDAIALINE Announces... NOW

The only operational on-line Point-of-Sale System in the country serving independent lumber and building material dealers. Our customer list exceeds 100 lumber yards from Maine to California, with in-house DATALINE

computer systems doing Accounts Receivable, Accounts Payable, General Ledger, Payroll, Sales Analysis, Profit Analysis, Online Perpetual Inventory Control, and Multilocation Perpetual Inventory Control.

MULTITERMINAL POINT OF SALE SYSTEM

Our reference is our entire customer list, and our last 17 installations have experienced a complete return on their investment in less than a year and a half Prolit from Lumber Dealers Experience

"After only three weeks we were invoicing with the DATALINE System. ln addition to handling all our accounting functions the DATALINE System will also provide us with vitally important information about gross margins and inventory levels."

Tom Reeser, President Home Lumber Yard. Inc.. Turlock. Ca.

"We chose DATALINE after an exhaustive search of computer systems and computer companies. We have

had our DATALINE System lor one month and are already on line. We feel that the DATALINE people were extremely helpful and presented the system in the most torthright manner. After attending the DATALINE Users Conference and visiting DATALINE customers we were convinced that the DATALINE System, which is designed exclusively lor the Lumber and Building Materials industry, was the only choice for Central Valley."

Robert Patterson. Jr.. President

Cenlral Valley Building Supply, Inc., St. Helena, Ca.

Natural Look Panels

Georgia-Pacific has two new panelings. Allegheny and Chestnut Creek. Allegheny. a tropical hardwood with a planked maple design finish, offers three shades. Featuring a fineline cut groove r/re" wide -on 3tls" centers, the pattern incorporates knots, heartwood and realistic streakins. It is available in 4' x 8' sheets. 5/sz" or 5.2mm thick.

Chestnut Creek is a wormy chestnut design on wood fiber substrate. It is available in 4' x 8' sheets. 7+" thick.

Universal Corner Cabinet

To reduce the inventory requirements of distributors, Haas Cabinet Co. has introduced a universally de-

signed base corner peninsula cabinet. The unit is 27" wide by 34V2" high by 24" deep. Featuring two drawers, double doors and inside shelves, it replaces base corner peninsula cabinets in widths of 36" , 42" and 48".

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Anti-Draft Kits

Free floor dump and counter displays are available with the new Draft Enders from The Glumen Group. The insulators completely cover open areas of switch and outlet receptacles to keep out drafts. They install by removing the wall plate, placing the cut-to-size insulation gasket in position, and replacing the plate. The invisible gasket cuts heat loss and reduces drafts in winter and in hot weather helps keep cool air in and hot air out.

A kit contains 7 outlet and 3 switchplate insulating gaskets, along with 10 plastic inserts to plug air leaks through outlets not in use. UL listed, they have a suggested retail price of $3.98.

CUSTOM REMANUFACTURING

Fingerjointing

Surfacing (siding, decking & paneling)

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements. 'z Kiln drying ,z Resawing ,z X-chopping ,z Ripping

Boring

Parquet Flooring

Parquet pattern from Sykes Flooring Products is equally at home in a Colonial or traditional room setting.

ln t/2" x 12" x 12" squares, it is available in a smooth finish as wire-brushed. The stain is in the wood. A protective coat of wax adds a satin finish that is easy to maintain.

The flooring can be installed by a professional applicator or do-it-yourselfer.

Water Pressure Regulator

A new pressure regulator designed to provide a setable output pressure from a valve regardless of higher input pressures is from the Rain Bird Sprinkler Mfg. Corp.

Available with a Schrader valve, designated Model "PRS," it may be ordered assembled to the valve or as an individual unit used to convert a Rain Bird valve to pressure regulation.

Constructed of weather-resistant glass-filled nylon, brass and Buna "N" rubber, the new pressure regulator incorporates compatible materials for use in most fluid mediums.

Bel-Air Has New Design

Bel-Air Door Co. has exoanded its Import Entry Door Line with the introduction of nine new desisns.

The new doors are a comibination of plain panel designs and carved panels with plain raised panel backs. All panefs are a full lV+" thick.

It is approximately lSVc larger than the conventional shingle

A heavy three-lb. fiberglass mat replaces the conventional organic f-elt paper. Reinforcing fibers provide extra strength and nail-holding power. -

Weatherproofing asphalt and ceramic-coated granules resist fire, weather and sun.

A safety-seal adhesive strip works with the sun's heat between each shingle, creating the bond needed fbr a single, continuous layer of protection. Tests are said to show the adhesive helps resist winds up to 60 mph.

Rated Class A fire resistence, it carries a 20 year limited warranty.

Pressed-Tin Ceilings

Pressed-tin plated ceiling sheets like those introduced durins the Civil War and popular through- the Victorian era are now available from Chelsea Decorative Metal Co.

A choice of two different wood species is available. Nana, a staingrade hardwood, and Tanguile, a denser mahogany wood.

Some designs are available for glazing with plain glass or leaded glass. Standard size is 36" x 80" x l3/q"

Metric-Size Shingle

Reynolds Aluminum Building Products Co. has introduced a metricsized roofing shingle with a fiberglass base.

Pressed from original dies, they come in styles ranging from Greek revival to art deco in 6", l' and 2' designs on 2' x 8' sheets. The bright silver finish may be treated with clear lacquer, oil-based paint, or left as is.

Cornice also is available in numerous sizes.

Desk End Panel

A new desk end panel is available for all Haas cabinet lines.

The panel, used to support drawer units fbr desk arrangements or vanity dressin-q areas, useful when a customer desires a free-standins desk or vanity, or when a drawer unit-is placed at the end of a bank of cabinets.

Ceiling Diffusers

Lenly Mfg. Co., Inc. is introducing a new series of ceiling diffusers.

besignated the Master-"Aire@ 800 Series, they are designed to provide maximum and adiustable air deflection. Included are both three-way and four-way curved blade diffusers with multi-valve dampers, available on special order with opposed-blade dampers.

Fdaturing stamped steel construction, each is gasketed to eliminate streaking on ceilings or side walls.

Shower in the Round

The Swan Corporation has a new circular fiberglass shower kit suitable for cabin, basement, mud-room, attic or even out of doors.

Packaged in two cartons, it includes a one-piece seamless wall and shower floor, both made of press-molded fiberglass, plus hot and cold valves, showerhead, soapdish, drain and snower curtatn.

Everything necessary to install the shower is included and the onlv tools needed for assemblv are a driil and a screw driver.

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

Insulated Patio Door System

Increased insulation value and added security are two of the many features built into the new French Patio Door System with optional sliding screen unit from Therma-Tru Sales Corp.

The leader in insulated exterior door systems, they engineered the new French Patio Door on the company's proven design features and benefits.

Magnetic weatherstripping seals the unit like a refriserator door to reduce heat loss and-air infiltration. The door has an insulation value of 8.5, higher than any wood or aluminum patio door, they claim.

Features of the new door include sfurdy steel construction, plus an exclusive security strike plate which provides more protection than ordinary sliding doors.

The French Patio Door. available in both the 15 light and single light styles, includes Ford Sunglas, a new energy-saving glass from Ford Motor Company that cuts air conditioning costs and reduces the possible fading of draoes and furniture.

Stain Base Siding

Teton hardboard siding from Georgia-Pacific is now available with a new factory applied stain base. Finished after installation with a semitransparent stain, it has an appearance like real wood.

Staining is said to be easier than applying paint on hardboard and gives a more durable finish than stain on natural wood siding. The stain base accents the depth of grain, knots, and other wood characteristics. The

grooves are random. - Panels are 7lte" and 72" thick, in 4' x 7', 4' x 8', 4' x 9', and 4' x l0' sizes, and in lap siding 12" x 192". It is now available in th. western United States.

cvlinder deadbolt lock now featurins a'full l" brass plated, throw presl sure cast bolt with a l " steel rod insert to deter hacksawing through the bolt.

This, coupled with the patented, drill resistant, 5 pin #8080 Hines Key-System Cylinder, reportedly makes it one of the best security cylinder deadbolts on the market.

Available in either a single or double cylinder model, it features a hardened steel ring and steel pin to prevent drilling through the tumblers. The collar is solid brass, tapered, with a free turning cylinder ring. The turnknob on the single cylinder model is brass plated, pressure cast. Reinforcing strike box, screws, keys and easy to read instructions are included.

Lock Resists Sawing

New England Lock & Hardware Mfg. Co., has a'new "500" series

ASTAYTON WOOD PRODUCTS, INC.

AND COMMERCIAL ITEMS

We have fractional sizes, 1x4 to 4xO up to 100 inches long. We also stock heavy 4 foot and 8 foot (35 million per year)of Western Wood, Douglas Fir and some hardwoods. We will ship by box and by flat rail, or by truck.

Fastener Display pix

Over 200 popular fasteners are displayed on the Assembler fixture from Stanley Hardware.

DeSigned for maximum profit in minimum space, the display uses only l2 sq. ft. of tloor space to show 12 assortmenas of fasteners packaged in drawer like containers which fit into the workshop organizer.

Customers purchase the organizer without drawers and fill it with their own selection of fasteners.

Emergency Lock Release

New from Sterling Hardware is a lock release which allows emergency entrance through a locked bathroom or bedroom door for the rescue of an ill or disabled occupant.

The release replaces the standard lock strike plate but preserves privacy since it holds firm asainst a normal push. Body impact aitivates the release without tools or key.

After an emergency opening, it continues to function without resettine or repair.

Old English Panel

Georgia-Pacific's new Middleton Place paneling reflects the old English design trend.

A maple veneered plywood, it features a grooving pattern lending it the look of inlaid wood. The fine-line

ffi a

double grooves are spaced 16" apart with the natural growth characteristics of the maple highlighted.

Suitable for office and residential interiors, it is available in several warm wood tones, in 4' x 8' sheets, r/t" thick,

KITCHEN KOMPACT CABINETS

OnBattling Absenteeism

An effective weapon in the battle against absenteeism is an explanation of ways in which it hurts the company and affects wages. This information, plus rules with penalties, can bring results.

For example, one manufacturer of industrial equipment announced to its employees that the absentee rate had climbed from6Vo to lTVo in recent years with dangerous side effects of orders being cancelled because of late deliveries, customers looking for more reliable suppliers, and workers being replaced. Employee attendance showed an improvement after this information appeared in the company newsletter.

Basic Forms End Paper Chase

Paperwork for salespeople can be cut by establishing four basic forms that provide the controls and information needed by management.

(1.) Sales-information sheet: records purchasing procedure, sales potential, key people and basic information for customer. Field sales managers file these with call reports. They provide data needed for a sales review as well as a briefins for a substitute salesman.

(2.) Call repdrt: objective of call written out prior to the visit with results and follow-up plans recorded immediately afterward. This pocket-size card should be filed with those showing poor results, improper followup, or failure to meet objective reviewed.

(3.) Itinerary: details time, place, and objective of every sales call. Submitted weekly or biweekly, it is a check on the sales force as it is justification for sales call.

(4.) Expense accountsi with as few categories as allowable by accounting and IRS and ample space for computation and explanation. Submitted weekly to keep expenses current.

Roofing Choice lmportant

Quality roofing is a wise investment which increases the selling appeal and price of a home, in addition to providing long lasting protection.

When homeowners consider putting on a new roof, it is no longer a matter of simply selecting the most durable material at an affordable price. The wide variety of colors, styles and textures available today adds a new dimension to roofing. The concept of blending a roof with the surrounding terrain often can bring architectural sophistication to a home.

In keeping with this concept, asphalt shingles are said to come in more colors, designs, textures and weights than other roofing materials. Used as a waterproofing agent for more than 5,000 years, asphalt offers proven durability, industry spokesmen claim, pointing out walls built with asphalt binder in ancient Babylon are still standing today.

As inflation causes homeowners to seek maximum beauty and value when selecting a new roof, asphalt shingles are reportedly a popular choice because of the wide range of colors, styles and textures available.

WCLIB Membership Broadens

The West Coast Lumber Inspection Bureau is now offering associate memberships to wholesalers, dealerships, users of West Coast Lumber products and other interested firms not engaged in the processing of wood or wood products in the westem states.

The West Coast Lumber Inspection Bureau is a nonprofit lumber grading agency representing approximately 200 sawmills west of the Cascades in Oregon and Washington, and all of California. The Bureau supervises or grades 4t/z to 5 billion feet of lumber per year, the bulk of the production within their area. WCLIB also maintains a technical staff working in wood research and with municipal code and insurance rating groups. For more information, contact Ray Todd, WCLIB, P.O. Box 23145, Portland, Oregon 97233.

Disputed Bill Tactics

Checks to a supplier whose bill is in dispute should be identified with an invoice number or notation of delivery date of the goods the payment covers.

This will prevent the supplier from crediting the pavment to the disputed transaction.

SPECIALIZING IN PINE AND FIR PRODUCTS FOR THE INDUSTRIAL AND RETAIL MARKETS.

Gonstruction Contracts Up 60/o

A modest gain in construction contracting in December reversed a five-month series of declines. reports the F.W. Dodge Div. of McGraw-Hill Information Systems Co.

In the final monrh of 1979, the value of newly started construction projects was $10.5 billion, a gain of 6oh over the year-ago month. December's new projects broughl the 1979 total to a record $166.4 bilf ion, up 4ol, from the 1978 value.

Commenting on the December gain, Dodge chief economist George A. Christie pointed out that "Like many other closely-watched barometers of the economy's condition, the Dodge Index of construction contracting showed unexpected strength in December when a surge of nonresidential building projects more than offset the prevailing softness in homebuilding.

The seasonally-adjusted Dodge

Index (19'12:100) jumped 7701, in December to 183, signaling the highest rate of activity in several months. "Unseasonably mild weather was undoubtedly an enabling factor in December's inrprovement," Christie observed, "but the gain was nevertheless a sign that the underlying denrand for construction remains strong."

Contracting for nonresidential building reached a new seasonallyadjusted high in Decenrber, revealing broad support in both private and public demand.

The final month's $3.6 billion of nonresidential building contracls was an I 8801, gain over the year-ago month. Commercial and industrial projects were up l6(Xr, while institutional building gained 2l percent.

"Nonresidential building was the most aclive construction market all through 1979, by far. The year's contract value of $49.7 billion was l0ol, larger than the 1978 total." said Christie.

A modest rebound in the seasonally-adjusted rate of housing starts, following Novenrber's sharp break. left Decenrber's $4.3 billion of residential building 9(l' below the previous December value.

"lt is highly unlikely that December's 'technical rebound' of home building can be sustained in the months inrmediately ahead," the Dodge economist said. "When interest rates come down, the housing market will make a strong recovery-but that's six or nrore months off."

For the full year 1979, the value of new residential building was $74.7 billion. unchanged fronr I 978 total. "At 1979 prices, however, this amount bought I l{1, few honres and apartnrents than it did in 1978," he pointed out.

Nonbuilding construction (public works and utilities) advanced l9()l' in Decenrber. as $2.7 billion of (Please turn to page 98)

WHOLESALB LUMBER ONLY

4il101{GSI TllE TllR0t{cS ll I were Harrv Anthony, pres., J.E. Higgins Lumber (left) and Ralph Heath, California Cascade Industries, one of the organizers of the annual luncheon. (21 Jerry Evans, Bob Bonner, Jerry Edwards. l3l Gary Hartmann, Jim Fraser, Jack Davies, Bill Carter. [4f Bob Plunkett, El Louise Waldron, Pat Hunter. [51 Hank Feenstra, Rick Rosa, Lowell Wall. [61 Ron DeWitt, Roy Gilmore, Gary Simmen. [7] Bob Eldredge, Bob Glatt. [8] Betty Foster, Ron Lewman, Ben Cassinerio, Claire Myler. l9l Bob Brass, Danny Jenkins, Charlie Sch-

weitzer. ll0l Jim Brown, Wally Bragdon, Joe Lausmann. ll ll Betty Bryson, Jim Murray, Mitzie Finch. ll2l Claude Scott, Merle Tanner, Myrtle Harwood, Jerry Ensworth. ll3l Jack Lawrentz, Gerry Bendix, Dick Cameron. ll 4l Bob Davenport, John Speight, C.B. Belforte, Dick Johnson. llSl Bob Mickey, Doug Westlake, Bud Perkins. {l6l Chad Bulord, Duane Bauch. llTl Kay Burton, Brian Eggiman. llSl Glen Emmerton, Elmer Lewis. Il9l Al Dodrill, Dennis Adkins, Mike Steinbach.

Sacramento, C Lumbermen's

area annual cheon bash

M0ST RECENI winner of lumberman ol the year honors (ll John Casey, presenls award to the latest winner Fred Passmore [2] Bill Anders, Jim Hayes, Harry Lyon l3l Pete Griffiths.0ddie Dalen l4l Jim Grove. Bob Burger, Rick Kellso (5) Gordon Martin, John Souza 16) Ray Lizotte, J0e Bowman l7) Jack Powell (81 Les Doddington. Dennis Nelson. Rod Gasser [9] Drck Smallridge, Nancy Johnson. D ck Jackson. Tom Arsenau t (l0l Bud and Jeanie Moore, Gretchen Bryant {ll) Jim Fyfe, Bob Harvey, Steve J00s0n.

New Standards Use More Softwood

If energy performance standards for new buildings proposed by the Department of Energy are put into effect, a2OVo rise in softwood lumber demand is expected.

A shift to 2x6 framing members to allow greater thickness of insulation in colder climates would be responsible for much of this increase. Standards call for new structures to be 50Vo more energy efficient than those constructed before the oil embargo.

Other impacts forecast by DOE include increasing residential building costs $900 to $1,200, a 37o rise in onsite labor costs, and a 23Vo increase in window and glass sales.

EXCELLENT DESIGI{ and use of wood in residences and commercial buildings is recognized annually by W.0,0.D. Inc., a non-orofit association of lumber retailers and wholesalers based in Golden, Co. Devoted to furthering the use of America's renewable resource, wood, the organization presented awards to eight architects in this 13th year of competition including (top photo) the residence of Dr. Richard Klaas, Larkspur, Co., and (lower pholo) the Tedd Gatteau home, Fort Collins, Co.

G-P's new Wyoming Facility

Georgia-Pacific Corp. has opened a major new wholesale building materials distribution center in Cheyenne, Wy., reports Stanley S. Dennison, senior v.p., distribution div.

It will supply a variety of building materials to building supply dealers, industrial, and mobile home accounts in Wyoming, western Nebraska, and southwestern South Dakota. The new facility includes over 100,000 sq. ft. of warehouse, covered storage and office space. Branch manaqer is Ron Box.

PREVENTING THEFT

(Continued from page 36)

no substitute for rigid, well-implemented preventive measures and controls.

In addition, the owner-manager should use a continuing program of investigation and training. He should train employees on ways to eliminate stock shortage and shrinkage. One small retailer, for example, trains his employees to record items, such as floor cleaner, which they take out of stock for use in the store. "Otherwise, it's an inventory loss," he says, "even though it'sa legitimate store expense." Above all, never stop letting your people know that you are always aware and that you always care.

In preventing theft, you should be aware of certain hazards. Some of them, along with antitheft pointers. are discussed in this section.

o Pricing

Loosely controlled pricing Procedures constitute a major cause of inventory "shrinkage. "

Case in Polnt: Items in a small hardware store were ticketed in pencil. Moreover, some tickets were unmarked. Since the store was inadequately staffed, many customers marked down prices, switched tickets, or wrote in their own prices.

Antitheft Pointers

Price items by machine or rubber stamp, not by handwriting.

Permit only authorized employees to set prices and mark merchandise.

Make unannounced spot checks to be sure that actual prices agree with authorized prices and pricecharge records.

o Refunds

Refunds provide the dishonest employee an easy means to ply his trade. There are more ways to lose money on returns or refunds than the average retailer dreams possible.

Case in Point:ln one store, many returned items were marked down to a fraction of cost because of damage. It was easy for clerks to get authorization to buy "as is" merchandise. When they were armed with an okay, they substituted firstgrade items for "as is" stock.

Antitheft Pointers

Insist on a merchandise inspection by someone other than the Person who made the sale.

Match items to the return vouchers and then return the merchandise back into stock as quickly as possible.

Keep a tight control on all credit documents. Spot check customers by mail or telephone to make sure they got their refunds.

. Popular Salespeople

The popular salesperson is a great asset - providing he is popular for the right reasons. However, many salespeople win "fans" because of the deals they swing and the favors they grant.

Case in Polnl: Customers stood in line to wait for one veteran saleswoman. They refused to be served by anyone else. And no wonder! She switched tickets for many "special" customers, giving them substantial markdowns. Store losses amounted to about $300 a week - not including $25 a week in increased commissions for the crook.

(Continued on next page)

PREVENTING THEFT

(Continued from previous page)

Antitheft Pointers

The popular salesperson may be your biggest asset. But don't take it for granted. Find out for yourself whyhe is so well liked.

Pay special attention to the salesperson who is visited by too many personal friends. To discourage such socializing, some retailers hire people who live outside the immediate store vicinity.

o Cash Handling

The cashier's post is particularly vulnerable to theft. The experienced cash handler with larceny on her mind can rob a store blind in a hundred and one ways.

Case in Point: A store owner's sales were high, but his profits were dragging. The cause was traced to a cashier who rang up only some of the items bought by his customers. In most cases, he didn't ring "putdowns" at all. (A put-down is the right amount of cash which a customer leaves on the counter when he rushes out without waitins for his tape.)

Antitheft Pointers

Keep a sharp eye open for signals - nods, winks, and so on between cashiers and customers.

Pay special attention to cashiers when they are surrounded.by clusters of people.

Be alert to the use of over-rins slips to cover up shortages.

Watch for items bypassed when ringing up sales.

Check personal checks to make sure they are not being used to cover up shortages.

Use a professional shopper to check for violations of cash resister and related procedures.

o Backdoor Thefts

Large scale theft is carried on more often through the back than the front door. Hundreds, even thousands, of dollars worth of merchandise can be stolen within a few seconds.

Case in Point: A stockboy parked his car at the receiving dock. He kept his trunk closed but unlocked. At 12:30 p.m., when the shipping receiving manager was at lunch, the stockboy threw cartons of power saws into his trunk and then slam-

PAUL BUNYAN'S REPUTATION

The name of Paul Bunyan, mythical hero of lumbermen's tall rales, sets a high standard to live up to. For a long time the trademark has stood for consistent quality and service.

PAUL BUNYAN TUMBER CO.

med it locked. Elapsed time: l8 seconds.

Antitheft Pointers

Have a secondary check by a worker or salesperson on all incoming shipments.

Insist on flattening all trash cartons and make spot checks of trash after hours.

Prohibit employees from parking near receiving door or dock.

Keep receiving door lockedwhen not in use. Make sure locked door cannot be raised a few inches. A receiving door should be opened only by a supervisor who remains in area until it is relocked.

Alarm on door should rine until turned off with key held by store manager.

Distribute door keys carefully and change lock cylinders periodically.

Shoplifting is greatest in the selfservice store located in a metropolitan area. But regardless of location, no retailer can afford to leave himself unprotected against shop- lifters. The following actions can

(Please turn to page 89)

FRlEtllttY GAIHERII{G of Black Bart Hoo-Hoo No. 181, Ukiah, Ca., recently,included the ladies for dinner and dancing. Deep in wood producis conversation are Bill Bright and Ken Foster ltop pholol0thers attending included Warren and Joan W:'ittle [center photol and Jean and Gary Gamble llowet pholol.

Use SlowTime for Selling

Slow times can be made profitable by having salesmen try to sell former customers by phone. Situations may have changed with time.

CALIFORNIA FOREST PRODUCTS

436 14tl) St., suite 404 Oakland, Ca. 94612 (415) 465-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items

"Where Dependability is More Than a Phrase"

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Flatbed Specialists! . . . for all your transportation needs, statewide in California.

Gheck Iniury Claims

Although the workers' contpen- sation prenriums for each iob classification are set by state ag'encies, the basic rate can be changed by the clainrs experience of the individual company with some paying as much as one-third less than the basic rate while others pay 5001, more.

Careful monitoring of clainrs can reduce rates. Putling through all claims because of union pressure is wrong because employees are lempted to claim contpensation for off-job injuries.

Claims not verified by a supervisor should be carefully investigated. If a worker does not report an injury until the next day, it is wise to be especially thorough in checkIng.

The nurse should take careful notes when a worker reports to the medical office with an injury. lf a different version of the accident should be given to the supervisor or to a compensation referee, these notes can be inrportant in getting the claim denied or the amount of disability reduced.

All questionable claims should

be challenged. Refuse to put in a claim and contest it if the worker files. Be sure to appear at the hearing. Even if the worker is granted compensation, the word will get around that the company is not an easy mark.

Be certain that the insurance company investigates all claims carefully and rejects doubtful ones.

Establish a vigorous safety program with full management participation. Appoint a management safety committee to review accidents and determine preventive measures.

PREVENTING THEFT

(Continued from page 86)

help to cut down on shoplifting losses.

Keep tight checks and controls on washrooms.

Keep unused checkout aisles closed.

Schedule working hours to assure adequate personnel coverage during peak periods. Keep doors that are used infrequently locked.

Post antishoplifting signs.

Display small inexpensive items behind the checkout counter. Keep small expensive items in locked display cabinets.

Use plainclothes patrols in larger stores.

Make sure employees know what to do when they spot a shoplifter. Turn over apprehended shoplifters to the police.

During busy periods, station a uniformed guard at your exit.

Most people are basically honest. Remove the temptation to steal, and there is every chance that they will remain honest. But unfortunately, the retailer must also protect himself against the minority

who are basically dishonest - the hard-core thieves.

The only way to stop an employee who is a chronic thief is to uncover his method of operation and put an end to both it and his employment before your loss is great. Undercover investigation is the most effective way to do it because the chronic thiefis adept at working around antitheft procedures such as package examinations at employee exits.

Such investigation can be done by (l) developing your own informants or (2) hiring professional investigators.

Although home-grown informants might appear to be less expensive, working with a qualified, reputable investigative firm has advantages. For one thing, the welltrained professional does the job in an objective, impersonal way. He knows what to look for, where to look, and what steps to take to trip up the hard-core thief.

The investigator's function is clear cut - to investigate and to uncover employee and customer theft as quickly as he can. He reports his findings to the ownermanager with documented evidence.

You can also get advice, assistance, and information from a merchants' protective association, a retail credit bureau, a Better Business Bureau, the police department, and the district attornev's office.

Tips on Goal Setting

Goal setting for employees, a sales team. or personal accomplishments should follow certain rules to assure success.

(1) Be realistic. Don't demand more than is possiblel a person should not feel that the task is beyond reason.

(2) Be specific. Establish a clear goal with no chance of misunderstanding what is to be done and the expected results.

(3) Be flexible. Goals must coordinate with those of the employee without conflict.

(4) Measure progress. Criteria for judging progress of the employee should be established.

How cutting affects

decorative hardwood veneer

E IGURE IN DECORATIVE

I hardwood veneer is important since the visual effect of the application depends on the grain pattern and movement in the wood. A variety of visual effects is available, depending on the way in which the veneer is cut. Two logs of the same species with the veneers cut differently will produce veneers of distinctive visual characteristics although the colors are similar. Variegated grain, figure, stripes, straight or varied, rift or combed effects are some of the variations possible.

Five principle methods of cutting are used in veneer manufacturlng.

Rotary

The rotary cut follows the log's annual growth rings to produce a bold variegated grain marking. In this method, the log is mounted centrally in the lathe and turned against a razor sharp blade. The cut, much like the unwinding of a roll of paper, produces exceptionally wide veneer.

ROTARY Story at a Glance

Flat Slicing

The heart side of a half loe or flitch is placed flat against the giide plate of the slicer in flat slicing. The slicing is done parallel to a Iine through the center of the log and produces a variegated figure.

Half-Round Slicing

Half-round slicing is a variation of rotary cutting. Segments of logs or flitches are mounted off center in the lathe. The result is a cut sliehtlv across the annular (yearty) gr5*ttr rings. The figure produced is a modification of the rotary and plain sliced veneer characteristics.

FLAT SLICING Rift-Cut

Various species of oak are used for rift cut veneer because oak has medullary ray cells which radiate from the center of the log like the curved spokes of a wheel. Cutting at an angle about 15oh off the quarter position results in a rift or comb grain effect. The angle is necessary to avoid the flake figure of the medullary rays.

Veneer men emphasize the importance of the figure and grain pattern on the face ofthe veneer by describing the characteristics of the wood in terms of these fieures.

HALF.ROUND SLICING

Quarter Slicing

For quarter slicing the quarter log or flitch is mounted on the guide plate with the growth rings of the log striking the knife at approximately right angles. In some woods this produces a series of straight stripes, in others varied stripes.

How hardwood veneer figure is created. five cutting methods decide visual effect...same wood, different look.

AN ENTERPRISING LUMBER SUPPLIER [9H., WMHHR g$,.INg.

Now seruing Northern ond Centrol Colifornio os o full service independent lumber ond building moteriols supplier chose The Howord Elkins Corporotion to build their storoge ond sow buildings, Howord's sturdy, procticol ond ottroctive post frome construction gove Lodi Lumber the chonce to use for iheir buildings their moin product,.lumber. And the open design lets the Lodi Lumber yordmen lood compony or customers' trucks quickly ond efficiently. Our roil spur (directly into the yord) con occommodote up to 5 flot cors for unlooding ond stocking onto Lodi Lu mber Co.'s 4.6 blockiopped ocres.

s;' {.8%*.^.

lf you ore plonning o new business or wont o new building of your present locotion call or urrite The Howard Elkins People. Theywill be glod to give you the informotion you need to get your projects underwoy.

f2899 Locke Road

Lockeford CA gilziJz

^-The rroward Elkins

R0USlilG WEt00ilE for live new members of Los Angeles Hoo-Hoo Club followed dinner and g0lf at the Flintridge Country Club, La Canada, Ca., recently. ltop-tettl Frank Stangei; Bob Mtirritt, iast president, and Buzz Anawalt, new member. Ken Kenoffel ltop rigitl with Doug Maple, Don Stobaugh, Bud Nelson. New members Tom Thomas, llower lefll with John Hosea and Don Bailev. Brothers, Lindsay and Larry 0lson, llower righll and Terry Listbn, all new members. Joe Schwallie. oresident. ran the meelino.

Reasons for Business Failures

The failure rate for new businesses at latest estimate is 33Vo in a year with SOVo going underin five years.

Most common reasons for failure are:

o lgnorance; starting a business without adequate knowledge, and/or little or no experience.

o Sloppy records: not ke€ping complete and accurate records to warn ot trouble.

o Lack of preparation: undertaking project without sampling for effectiveness.

. Setting prices too low: failing to make expenses.

. Time lag: underestimating time needed to build a market.

a Overlooking competition. Starting with insufficient capital.

a Failure to allow for inevitable setbacks and unexpected expenses.

o Granting credit to poor risks.

o Increasing size of company too rapidly.

Show Fee Legality Probed

Legality of trade shows where exhibitors pay a fee for the privilege of showing merchandise is being questioned bv the Federal Trade Commission.

Brought about by big retailer sponsored shows with the suppliers paying pro-rata cost for display space, the problem seems to be that it is not unusual for chains to skip purchases from manufacturers who do not attend the shows.

To avoid any doubts of legality, a company should pay the entire cost of presenting new lines to its regional managers although it is probably permissable for the manufacturer to provide a display or demonstration.

This map displays several degree-day zonee. In general, it's recommended that homeowners uoe windowe with double-pane ineulating glass inareae above 4,5OO degtee days and triple-glazing in eectore higher than 8,OOO degree days. However, Andereen Corporation, a leading window [laDUfacturer, euggests that triple-glazing ie a good idea wherever heating and cooling coste are unueually high.

Carter announces the formation of

Singapore Hoo-Hoo Formed

Forty-two members were initiated into Hoo-Hoo International, the fraternal order of lumbermen. when Jimmy Jones, the club president, Vallejo, Ca., installed a new club in Singapore with the assistance of Kevin Kelly, an Australian member.

President of the new club is Ho Mun with Charlie Chan as vice president. Membership includes Jennie Lim, timber importer and exporter, accepted into the traditionally all male club because of government regulations in Singapore.

On his return trip to the States, Jones visited clubs and members in Australia with stops in Melbourne, Tasmania, Brisbane, Sydney, and Adelaide. In addition to touring timber companies, plantations, and saw mills, he attended opening ceremonies for Timber Week in Adelaide.

Use Body Language Glues

Reading the body language of the prospect can supposedly give a sales person a reaction to his presentation.

Positive signs include leaning forward, relaxing with an alert expression, or standing with hands on hips and feet slightly spread. When these readiness signals are followed by the prospect moving closer to the sales person, the deal is made, according to some experts. On the other hand. beware of the prospect failing to look you in the eye, turning his body away, touching or rubbing his nose, looking over his glasses or squinting at you. These are indications of suspicion.

Boredom is reflected in doodling, a blank look, tapping foot or fingers, slumping in the chair. turning toward door.

Leaning toward you, tilting his head, rubbing his chin, leaning his head on his hand, putting his hand on his cheek, and sitting forward in the chair are believed to be signs of active evaluation.

Watch the signals and turn thent to your favor by adjusting your sales approach.

gFNPowER cofvrno( nnloln lL,lllitb

/&conpoRerE0

gomnlUlalruale Lunbpl,

Hem-Fir

Hemlock

Douglas Fir

GREEN oT DRY o DIRECT MILL

SHIPMENTS . LCL r CARGO r

RAIL o TRUCK & TRAILER o

PRESSURE TREATED LUMBER

Yard & Olflces: End of Alrport Rd.

P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY, ROGER HOWARD:

MAIAYSIAiI L0GGll{G truck in the area close t0 Malaca, Malaysia, was one of the sights viewed by Hoo-Hoo's Jimmy Jones, who owns Foster Lumber Yard, Vallejo, Ca. He was in the Far East lor the installation o{

the new Singapore Hoo-Hoo Club. Pictured at ceremonies in Singapore (l-r) Kevin F. Kelly, Springvale, Victoria, Australia; Ho Mun and Charlie Chan, president and v.p. of the new club, and Jones.

CONSULTANTS TO THE LUMBER AND WOODWORKING INDUSTRY

"MPC helped me to be a better manager" RICHARD EPP SNOW FOAM PROOUCTS, INC.

25 VEARS AGO fromn the pagcs of

Thomas W. Dant, pres., received guests at an open house celebrating the solden anniversarv of Dant & Russlll, Inc., Portland, Or.

Los Angeles Hoo-Hoo-Ette Club held a dinner meeting at the Mayfair Hotel, Los Angeles, Ca., and named committee chairman Sallye Bissell, employment; Agnes Mclntyre, editor-in-chief; Jane Adams, publicity, and Bessie Stewart, parliamentarian.

Earney J. Thompson and George Tibbets have purchased the Uhler Lumber Co.. Oxnard. Ca.

James B. Wait retired after 25 years of service with Barr Lumber Co.. Santa Ana, Ca.

Hugo Miller, Rockport Redwood Co., San Francisco, Ca. returned to the office after a two-week trip through the southwest.

Ernie Bacon, Dant & Russell Sales Co., Fir-Tex division, returned to San Francisco, Ca., after a business trip to Salt Lake, Ut.

Horace Wolfe, pres. of lVlarquartWolfe Lumber Co., Los Angeles, Ca. is home from a businesl and pleasure trip to Oshkosh, Wi., and Chicaeo. Il. He attended the Northern Sish and Door Jobbers convention in Detroit and visited his old home town. Cleveland. Oh.

Ed Halligan, head man of Roddiscraft, Los Angeles, Ca., declared the fishing and hunting good during his trip to San Francisco and Crescent Citv. Ca.

Georle Clough attended the San Diego Hoo-Hoo meeting as speaker of the evening. He is senior Hoo-Hoo of the International order.

Ray Tierney is new to the Hill & Morton sales staff. Oakland. Ca.. according to Jerry Mashek, sales mgr.

Merle Spence, pres. of Nudor Mfg. Corp., North Hollywood, Ca., returned from an extended trip in the Middle West and East.

Don Bufkin. Hobbs Wall Lumber Co. So. Ca. representative, and Mrs. Bufkin atiended the "Old Catalina Sea Dogs" picnic. Longtime residents of Catalina Island, Ca., they met friends they had not seen for 20 years.

Fred Lamon, Lamon Lumber Co., San Francisco, Ca., has returned from a two-week trip through Oregon calling on mill connections.

Bovard "Bo" Shibley, Union Lumber Co., San Francisco, Ca., is the new president of San Francisco Hoo-Hoo Club.

Bill Tanner, veteran of 18 years with the James E. Stark Co.. Memphis, Tn., has joined the sales staff of the American Hardwood Lumber Co., Los Angeles, Ca., according to Milt Taenzer, v.p.

Francis and Lottie Hanson. West Coast Screen Co., Los Angeles, Ca., celebrated their golden wedding anniversary at Methodist Hospital where Mrs. Hanson was beins treated for an old spinal injury.

Clyde S. Martin, retired forest counsel for Weyerhaeuser Timber Co., has gone to Washington, D.C., to serve in an advisory capacity to the Hoover Commission.

Jerry Essley, D. C. Essley & Son, Los Angeles, is the proud "skipper" of a 28' cabin cruiser.

Zona Melton has been appointed sec.-office msr. to Ted Hovt and Bill Belau, Lfmber Mill & Supply, Los Anqeles, Ca.

Henrl "Hank" Mvers has been named director of sales-for South Bay Lumber Co.. Hawthorne. Ca.. according to Harold M. Frodsham, pres. and gen. mgr.

Ottilia L. "Tillie" Ganahl, v.p. of the C. Ganahl Lumber Co., Los Angeles, Ca., died at 82. A native of Mo., she had lived in Los Angeles 70 years, attending school on Alameda St. where the Union Station now stands.

Vic Roth,Triangle Lumber Co., Oakland. Ca.. attended a Forest Products Research Society meeting in Chico, Ca.

Bill Brauning, gen. sales mgr. of Eureka Redwood Lumber Co., Eureka. Ca.. attended the California Redwood Assn. meeting in Chicago.

5CI VEARS AGO fromn thc pagcs of

mill and logging operation at Crannell. Ca.

H. P. Dutton. well-known Portland, Or., wholesale lumber man, was a visitor to San Francisco, Ca.

H. J. "Bill" Bailey, sales mgr. of the Saginaw Timber Co., Aberdeen, Wa., visited San Francisco, Ca., recently making the Bay City his first port of call on his annual tour of the company's sales agents throughout the country.

Emil F. Swanson, owner of the Eagle Rock Lumber Co., Eagle Rock. Ca.. held his third annual venison barbecue at his lumber plant. A total of 4l including his friends, customers, and employees sat down to enjoy the meal.

Paul Penberthy, sales mgr., W. E. Cooper Lumber Co., Los Angeles, Ca.. has returned from a five weeks' business trip through the South where he visited the hardwood mills. His trip also included stops at Memphis, Tn., and New Orleans, La., where he called on the hardwood trade. Mrs. Penberthy accompanied him on the tnp.

Maurice Jones and Sid Burt of the Jones Lumber Co., Portland, Or., were recent Los Angeles visitors.

Lewis H. Mills, Tidewater Timber Co.. Portland. Or.. was elected pres. of the Pacific Logging Congress at their annual convention held in Seattle, Wa.

Harry A. Lake, Garden Grove Lumber Co., Garden Grove, Ca., was re-elected pres., E. T. Robie, Auburn Lumber Co., Auburn, Ca., was re-elected v.p. of the Northern district; Walter S. Spicer, Barr Lumber Co., Santa Ana, Ca., was elected v.p. of the Southern district, and W. R. Vanderwood, Fox-Woodsum Lumber Co.. Glendale. Ca.. treas.. at the l0th annual convention of the California Retail Lumbermen's Assn. at the Palace Hotel, San Francisco, Ca.

Guy E. Crow of Tacoma, Wa., mgr. of the Pacific-Atlantic Lumber Corp., was a recent visitor to San Francisco.

Mead Clark and Mrs. Clark of the Mead Clark Lumber Co., Santa Rosa, Ca., recently paid a visit to The Little River Redwood Co.'s saw-

Lester H. Elliot, Valley Lumber Co., Lodi, Ca., pres. of the Central California Lumbermen's Club presided at a recent meeting at the Tracy Inn, Tracy, Ca. George Good, Good Lumber Co., Tracy, made arrangements for the meeting including the serving of Tracy-made ice cream in the form of log sections.

R. H. Tschudy, Tschudy Lumber Co., Kansas City, Kn., stopped in Los Angeles, Ca., for a few days on his way home from a trip to Vancouver, B.C.

Frank Park, Park Lumber Co., La Mesa. Ca.. and Earl McCormick. McCormick Brothers, San Diego, Ca., spent several days in Az. where they visited with Hawk Huey of Phoenix and spent a week hunting.

W. D. Martin. sales msr. for the Stange Lumber Co., Merrill, Wi., hardwood manufacturers, has arrived in Ca. and will spend the winter at Santa Monica.

Austin L. Black, formerly advertising mgr. of the California White & Susar Pine Manufacturers' Assn.. San- Francisco. Ca.. has been named advertising mgr. of the General Paint Corp., San Francisco.

Nils J. Blagen, prominent Northwest lumberman, builder, and contractor, died in Portland, Or., after an illness of several months.

A. A. Kayser, Ca. representative of the West Coast Lumbermen's Assn., with headquarters in Los Angeles, Ca., was in San Francisco, Ca., on association business.

P. C. "Pete" McNevin and C. L. Reynolds of the Pacific Lumber Co., San Francisco, Ca., were in Los Angeles the latter part of the month co-nferrins with ^the company's Southern talifornia representative, A. L. ttGustt Hoover.

B. E. Bryan, gen. mgr. of the Strable Hardwood Co., Oakland, Ca., has returned from a business trip to the Eastern states which occupied about three weeks.

HYAMPOM TUMBER COMPANY

Dry Kiln & Milling Division 23fi) Moore Rd.

(P.O. Box 4754) Redding, Ca. 96001

(916) 243-2814

GRAI{0 (lPEl{ll{G of Louisiana-Pacif ic Corp.'s distribution center in Fremont. Ca.. was attended by more than 250 Northern California retailers, wholesalers and sawmill people. Guest enjoyed a barbeque and toured the 11 acre facility which includes 50.000 so. lt. of covered lumber storage and oflice space. Thom Penner and

John Schick, an L-P v.p., lll swap slories; l2l Al Caldwell, Pete Middlekaufl, Eileen Gallegos and Joanne Silva of the Fremont Stall, and Barbara McCurdy tour office complex; [3] Ron and Karen Farrens with Bill Walsh; l4l John Knepp, Sherry Nelson, Bob Park; l5l trucker Joe Casella; 16l Harold Rodgers makes a point t0 Frank Kin-

ney, Jim Kronenberg; (71 Jim DiMatteo; [81 Phil Torres, John Prime behind Paul Ward, Chris Jepsen, Dan Rogers, Bob Roberts and John Kudron, back to camera; l9l Jim Dohertv and Chuck Porro in conversati0n with Barbara Mc0urdy; ll0l Jim Taber and Angelo Mariani.

TOOL SAFETY

(Continued from page 8) hangers, and tool chests. Customers should be advised that everyone in the family should be educated in the proper use of tools.

Safety does not stop with hammers. You can provide safety information for saws, drills, power tools, and ladders. The message of safety can go beyond simple instruction provided by the sales staff. Educational materials are available from the Hand Tools Institute. 331 Madison Ave., New York. N.Y. 10017. It is possible to promote a special week of safety, utilizing your advertising and special promotions. Safety instructions can be posted in your hand tool section. Safety seminars or demonstrations can be staged with the cooperation of your sales reps.

Keep in mind that the person who is able to use tools safely is the person who is going to become more involved in home projects requiring materials and equipment. A safe tool user is a good customer.

Second Term President

Thomas P. Burke. Critiaue Corp., Santee. Ca.. is serving a second term as president of the San Diego Mill Cabinet Association, San Diego, Ca.

Donald D. Paradise, Quality Cabinet & Fixture Co.. is a new member of the board of directors and v.p. Other board members are Morton J. Liebernran, pres., University Casework Systems, Inc., George M. Hart, owner. San Diego Cabinets, and Paul L. Heinr, pres., Architectural Casework Systems.

HAl{DS0illE HEA0QUARIEBS for the new Louisiana-Pacific Corp.'s distribution center in Fremont, Ca., include 50.000 so. ft. of of f ice

space and covered lumber storage on an | 1 acre site. Main building (cenlerl is well landscaped while o{fices (left and rightl are

soacious with natural as well as artif icial lighting. Facility is a pr0t0type for future L- P distribution centers.

Seruing the lumber, building materials and home improvement markets in 13 Westem States - Since 1922

(i i N;i oraer oi Cen;i;ii

To start a subscriptlon to The Merchant Magazlne, or to extond your current subscrlptlon, enter your namo and addreSs below' and check the subscriptlon term you prgfer.

CONSTRUCTION CONTRACTS

(Continued from page 81) work was begun. One large project, a $600 million coal-fired power plant being built in lowa. was a major factor in the month's gain.

Total contract value for new construction of all kinds in 1979 surpassed the 1978 total by 401r, reaching a new high of $166.4 billion. "Most of this work. which was started in 1979, will be brought to completion in 1980, sustaining well into the year the current high volume of output of building materials as well as employment on building sites," believes the Dodge econonr ist.

By region, 1979 showed a continuation of the "heavy tilt" of construction demand toward the South and Westa pattern that was characteristic of the entire decade of the 1970s. According to Christie, last year's national gain of 4()lr was the conrposite of double-digit increases in the South (*18V,) and the West (*10()l,). and declines in the Northeast (-8V,) and the Midwest (-12V,). "The severe cutback in nuclear power plant construction throughout the Northeast and Midwest in 1979 heavily influenced the past year's regional conrparisons.

Ceiling Fan Bulletin

A new home ceiling fan 4-p. bulletin is free from Environfan Systems Inc., 730 Young St., Box 10, Buffalo, N.Y. 14223.

Productivity Assist

A new report, Productivity Starts at the President's Desk, is free for a self-addressed, stamped envelope to Independent Business Report,' Box 159, Akron Oh. 44309.

High Style Doors

A color brochure of new Classical Glass International Doorline is available fiee from Simpson Timber Co.

Inserts Updated

Revised insert catalos is free from Rensen Producrs. 6307 E. 18 Mile Rd., Sterling Heights, Mi. 48078.

Built-Up Roof Manual

The 1980 manual for built-up roofs is free from J-M Service Center, l60l 23rd St., Denver, Co. 80216.

Ladder Safety

Illustrated 24-p. booklet on ladders and safety rules is free from Patent Scaffofding Co., 2125 Center Ave., Fort Lee, N.J. 07024.

Texture for Concrete

A new color data sheet to explain the Bomacron process for imprinting textures onto concrete is free from Bomanite Corp., 8l Encina Ave., Palo Alto, Ca. 94301.

Rust Protection Profits

Profit in Selling Protection and the Rust-Oleum Industrial Coating Systems Catalog are free from RustOleum Corp., ll Hawthorn Parkway, Vernon Hills, Il, 60061.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660

Please mention issue date and page number so we can process your request faster! Many thanks!

Dealer Directory

Annual Buyers' Guide and Dealer Directory is $75 from the Northeastern Retail Lumbermens Assn., 339 East Ave., Rochester, N.Y.

Home Construction Basics

Residential Construction is available for $17.50 plus $2 postage and handlins from Real Estate Education Co.l 500 N. Dearborn, Chicago, il, 60610.

Flyer Pictures Kitchens

A full-color flyer and an envelope stuffer of built-in kitchen conveniences is free from Haas Cabinet Co., 625 W. Utica St., Sellersburg, In. 47 t'72.

Floor Decorating

Decorating With the Floor in Mind, Tips for Consumers and Remodeling With the Floor in Mind are free from Mannington, Box 30, Salem, N.J. 08079.

Finger-Jointed Lumber

A 4-p. Guide to Finger-Jointed Dimension Lumber is free from Western Wood Products Assn., 1500 Yeon Bldg., Portland, Or. 97204.

Cedar Selection Tips

A free brochure explaining cedar woods, and aromatic cedar closets is from Giles & Kendall, Inc., Box 188, Huntsville. Al. 35804.

Warehouse Training

La Belle cartridge, Pattern of A Winning Warehouse Team, $25 plus shipping charges: order from National Buildine Material Distributors Assn., 55 E. Monroe St., Chicago, Il. 60603.

Underground Housing

The Primer To Earth Sheltered Living, basic information on underground housing, is $3 lrom Underground Homes, 700 Masonic Bldg., Portsmouth. Oh. 15662.

Bevel Siding Uses

Uses of cedar bevel siding are described in a free booklet from Western Red Cedar Lumber Assn., Dept. 661, 1500 Yeon Bldg., Portland, Or. 97204.

Western Wood Booster

The Many Faces of Western Wood, an 8-p. color booklet of non-residential projects, is free from Western Wood Products Assn., Dept. P-551, Yeon Bldg., Portland, Or. 97204.

Glulam Systems

A 40-p. catalog, Glulam Systems, is from American Institute of Timber Construction, Dept. M, 333 W. Hampden Ave., Suite 712, Englewood, Co.80ll0.

Projects to Build

For The Paneling Book and Woodworks, 29 Great Projects You Can Build write to Georgia-Pacific Corp., 900 S.W. Fifth Ave., Portland, Or. 97204.

Forest Reflections

GreenAmerica Book: Forest Visions and Reflections, $5.50, is from American Forest Institute, l619 Massachusetts Ave., N.W., Washington, D.C. 20036.

HARDWARE MERCHANDISING

(Continued from page I6) fasteners.

With this merchandising system, retail lumber dealers and honre improvement stores not only can do an effective job of making it easy for the consunrer to select fronr a broad line, but the dealer can also do a nrore effective job of advertising by taking advantage of Stanley's 50/50 co-op newspaper advertising program. Ad slicks are available for honre inrprovenrent, Father's Day and other gifting occasrons.

An example of a special pronrotion is that run by Stanley Hardware on its Weather Station weatherstripping products. National advertising and pronrotion backed up the offer to consumers of hats bearing the official Lake Placid Olynrpic seal. With the purchase of any three products the consunrer sent in a coupon and received the hat of his choice for $2. Retailers who took advantage of the pronrotion are reaping the profits with increased p.o.p. exposure and Iocal advertistng.

l{EW C0ilCEPT in hardware merchandising originating wilh the manufacturer helps the dealer to serve the cuslomer better. Storage module 0f impact resistant plastic is sold without drawers. The customer selects his own fasteners which are packaged in drawers t0 lit the worksh0p organizer. Fasteners are displayed 0n customized merchandisers made available t0 dealers by manufacturer.

Regardless of who the nranufacturer is, the retailer who recognizes the tinre, effort and nroney put into a merchandising and advertising progranr and works with it can come out ahead.

Check For Computer Crime

Computers are honest, but some people aren'l. When the two get together, watch out for:

o Juggling a computer's output so that an employee or supplier is paid more than once.

o Falsifying inventory records so that inventory thievery is not noticeable.

o Manipulating a computer transfer of funds from a company reserve to a personal account.

o Submitting false invoices 1o a computerized accounts payable system.

o Foul-up of a computer system by an unhappy employee.

. Altering of computer records by an employee in exchange for payment from outsider who will benefit from change.

o Stealing computer programs or lists for sale to others.

PAST SINS

Please refer to page 85 of your December issue. You show a picture of the new Therma Tru French Patio Door System, yet the copy reviews the Benchmark patio door system.

Let's be fair - we know we have the best looking French Patio Door Systenl on the market - but give us credit, too.

For your reference. I have enclosed a copy ol the Therma Tru release with photo.

Roland E. Engelke Manager/Marketin g Services

Thernra Tru Sales Corp.

4147 Holland Sylvania Rd. Sylvania, Oh. 43560

Our apologies to ltou and our readers. The correct version you mention, along v'ith the photo, appears on page 77 o.f this issue. We regret the error. - ed.

Look Before You Lease

Selection of the proper location for establishing or expanding a retail business is crucial.

These questions can help you to make a wise decision.

Is the first impression of the site favorable ?

What kind of business was here before ?

What happened to the previous tenant ?

Are there zoning restrictions, actual or proposed, which will hamper your operations?

Will the other businesses be compatible to yours, generate traffic?

Is the traffic count of vehicles and pedestrians passing the location high enough for your business based on industry standards or are

NORTHWEST NEWS

(Continued from page 22)

Betler Homes & Gardens has compiled a list of manufacturers providing information and services to building material dealers for homeowner clinics

For a copy of Survey of Manufacturers Participating in Home Remodeling Clinics, write to: Office of the Publisher. Better Homes & Gardens, 750 Third Ave.. New York. N.Y. 10017.

Some interesling stalistics in the survey: 6006 of the families today own homest the resale home market is lwice that of the new home market and presents the best largel; I in 7 American homeowners move each year; half of all homeowners are between the as,es of 24 and 35.

there any likely changes in traffic?

Will the area attract evening shoppers with adequate lighting?

Are the projected population trends favorable ?

Is there a strong merchant association with advantages of group insurance, trash removal, coopera-

HARDWARE

(Continued from page 64) offers, or does," Grigg explains, "involves many areas of concern on the part of the association. but primarily, you may say, industry inrprovement is of major concern."

Hardware retailers and home center operators who do not take advantage o[such total expertise are passing by one of the best nranagement aids available to any single industry in America today, he continues. "The National Retail Hardware Association and the 25 state and regional affiliates are the nerve center of the industry."

tive advertising?

Are city services such as police and fire protection, sanitation satisfactory ? will the landlord cooperate in needed maintenance and repairs, have reasonable policies?

MARY's RIVER TUMBER CO.

Specialists in Western Red Cedar

GTASSIFIEE

ADVERTISEMENTS

EXPERIENCED SALESPERSON IoT conlractor yard in Riverside/San Bernardino, Ca. area. Knowledge of lunrber, plywood and miscellaneous buildine nraterials. All replies confidentral. To reply. write Bor 350. c/o The Merchant Mrgrzine.

CONTROI-LER

Diversified "mini-conglomerote" with heow emphosis in the Building Mote riols Indusiry desires o condidote with 5+ yeors ot occounling monogement bockground. Duties include hondling inonciol responsibilities for (8) divisions. ond being on integrol port of the monogement feom. Compensotion pockoge in the S30.OO0- S40.000 ronge. For specifics, collorwrite MARVTN SMTTH ot (503) 222-6461.

SEARCH NORIHWESI, INC.

A Professiono Recru ting Agency

600 a word. nrin. 25 words (2,5 words : $15). Phone number counrs ils one word. Headlines. box nuntbcrs. ccntered cop1, and borders: $4 ea. Col. inclt rate: $-10. Nanres of'tdvcrtisers using il box nunrber cannot bc rclersed. Acldress all replies to box nunrber shown in ad in care ol"Ihe Merchanl Magazine.45(ll) ('anrpus Dr.. Suite 4tl(1. Newport Beach. Ca. 9266t). Make checks pal,able ro 'l'he Merchant Magazine. Mtil copv to above address or call (714) -549-839.1. [)eadlinc lirr corrv is the 22n<l <tf the ntontll.

SAI,ES MANAGER

Exceptional Opportunit;- For cxperienced sales manager with housing industrl, following. Top salary ancl/or conrmission lbr tor) man. New yard ancl office facility in Iluntington Beach. Ca. Call Bill Randall. (714) 848-

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter. Hunter Woodworks. 1235 E. 223 St., Carson, Ca. 90745 Qt3) 775-2544.

NO. CA. LUMBER nroducer needs experienced wholesale salesnran lor direct T & T and carload sales. Knowledge of West coast species and nrills required. Salary plus conrnrission. with excellent conlpany benefits. Replies strictly confidential. Louisiana-Pacific Corp., P.O. Box 120. Ukiah. Ca. 95482. Attn: Merle E. Tanner.

LUMBER SALESPERSON needed for established and expanding So. Ca. company. Prefer person with housing industry tbllowing. Salary plus conrmission and benefits. Send resunre or write Box 351. c/o The Merchant Magazine.

THREE RE(;IONAL field Sales DirectorsTexas, Florida, Illinois - for rapidly growing nranufacturer of Medium Density Fibreboard (MDF) mouldings and millwork. Must be highly motivated, have ability to maintain quality sales relationship and knowledge of pre-hung door industry. Excellent growth and conrpensation potential. Reply: FibreForm Wood Products, Inc., 4335 Pacific Street. Rocklin. Ca. 95677.

EXPERIENCED pallet salesman. Ask lor Carl Boesch, Hunter Woodworks. (213) 77 5-2544

-I 620 SW Fifth. Su te 825 llll Porilond, OR 97204

-aAt Fees EmDover poid

WE NEED an experienced counterntan. Excellent profit/pension plan, and benefits. Salarl contnrensurate wilh experience. Don Daile1,, Bayshore Lunrber. 2180 N. Glassell. Orange, Ca. 92655. (714) 998-0700.

LUMBER SALESMAN for our wholesale division. Well-established flrm. San Francisco area. Good salary. Send resume. Write Box 300 c/o The Merchant Magazine.

ASSISTANT MANAGER for contractor 1'ard in Riverside/San BernardinoCa area. Must have nrininrunt 5 years in lunrber business. Salart open. All replies confidential. To reply, write Box 345, c/o The Merchant Magazine.

SO. CALIFORNIA uholesaler with renranutlcturing plant seeks !,ounger ntan with sonre lunrber experience to u,ork with the president in operations and salcs. Salar]'. bonus, benetlts. Writc box 344. c/o The Merchant Masazine.

ASSISTANT MANAGER for medium sized lumber yard in Fairfield, Ca. Manager retiring in about I year. Ifsatisfactory,manager'sjob will be open.Contact: Jim Jones, Foster Lumber Yard, 3280 Sonoma Blvd.. Vallejo, Ca. 94590, 007) 643-2301.

LUMBER PLANIN(; MILL MANA(;ER

Thc Pg151r11 wc ure seeking is expcrienced in all phases of'a lunrber planing ntill enrironnrcnt. including npilr; Psoductiolr background, as well as staffing. training and human resource ntandgenrenl. You will be resnonsible for all phases of nranaging this profit center. Send confidential resunre to. or conttct:

Margaret Anderson (;ANAHL LUMBER CO.

1220 E. B:rll Rt Anaheinr. Ca. 92805 (7t4) 712-5444

EXPERIENCED industrial lunrber salesman needed. Call or see Sierra Madre Lunrber Sales, 1344 East Grand Ave.. Ponrona. Ca 91767, o14\ 623-6611. t7l4) 623-1244.

TWO SALES trainees for long esrablished hardwood wholesaler with distribution vard. Flexible territories. Generous fr-inp,e benefits. Excellenr opporrunities ior the right person. Some experience helpful. Write Box 334, c/o The Merchant Magazlne.

PORTLAND BASED wholesale conrpany with nranufacturing and distribution facilities has opportunity for Western and Eastern hardwood lunrber traders with national sales and ourchasing experience. For further infornration, send resunre 10 Box 353. c/o The Merchant Magazrne.

\Xhy Red Cross CPRtraining is good for your business...

Take it from Andv Machak, autom<>tive electrical plant frrreman: "1'm alive t<xlal because a fellow empkryee q as trained in CPR.

"Cardiopulmonarl resuscirarion rraining *,as onc valuablc ussct that day. I got carrght in some hcavl' machinerl ar rhe plant and blackcd our.

''The1' toltl mc latcr ir rurk six guys to free nrc. I u'asn t brerthrng. Niy hcart str4rprtl. Onc ot rlrc guys. Don ()uarrno, sarcl. I toma

''Thanks to his CPR rraining, hc revivcd me - savcd mf iifc.

'Since rhat happcncd I rcalizc rhar no cmplolec is immunc from hcart rtacks or accr.lcnts. .rn.l r fi'u CPR-trainccl cmplovccs- nt r)bc onc f or cver\' 10 prplc - c.rn rlakc rht rlitflrcncc [trqccn lile,rnr] dcath.

()t// vrr Rr,/ (rol' CltQttr anl liil ,nt ahou (PR !utttil,( lrr \ur Pltilt u ,,Jlit.. aPR ttuutn1 i' ,t tulrtllt atvl l,t tn1 /utiutrt.

GTASSIFIED ADUERTISEMENTS

EXPERIENCED LUMBER trader with accounts - all of Ca. seeks change. Proven producer. Must be solid company. Prefer Sacramento area. Available with two weeks notice. Write Box 347. c/o The Merchant Magazine.

OWNER OF OLD establishcrl nrillwork concern in No. Ca. wishes to retire. Will sell all or portion thereof. Plant in very good shapc. Reply Box 352. c/o The Merchant M asazrne.

TRUCK AND 2 LUMBER trees wanted. Will buy one. two irxle bobtail l6' roller bed. any nrake. 3 years or ncwer. gas or diesel. Excellent to good condition. Two used l6'high. steel. heavy duti. lunrber trees. 4 ba1.s high on each side. Call Frcnront Forest Products. Don Sprague, (21,3) 435-4839.

3x4 AND WIDER and 4x4 and wider twisted and weathered Douslas Fir S4S. Call Wm. Hunter, Hunter Woodworks. (2r1) 77s 2544 or (213) 83s-s671.

I,OCAL LUMBER har.rling Southern Calil'orniir roller bed truck itnd -trlilcrs lnd bobtails radio dispatched. Rail car unloading at our spur in Long Beach. lC Trucking (21.j) 422-0426.

646-6788

CLASSY entertainnrent lirr your classl' occasion. Our woodwincl quintet plays music from the nineteenth centurv. Call (714)

ffiffi

sAlt FRANCISGo

tutSEn-P[fwo00-8urr0rrG

S.F. BAY AREA

Bonninoton Lumber Co..

Calilornia Foresl Products..

Floor Servrce Supply (San Jose)

Georora-Pacific C0r0......

Georoia-Pacific Corb. (San Josel.

Georora.Pacific Corb (Redwoodl

Globe lnlernational

Golden Gale Lumber Co..

Higgrns Lumber Co. (San Jose).

Hiogrns Lumber Co. (Unron Crly).

Higgrns Lumber C0. {Walnul Creek)......

Hobbs Wall Lumber Co., Inc..

Inland Lumber Co. (Fremonl).

Kelleher Lumber Sales.......

Louisiana-Pacrfi c Corp..

MacBeath Hardwood.

Nical. Inc...

Niesen'Ward Forest Prod.. (408) 779-2147

Noyo Timber Products, Inc.

oaklev Plvwood & Doors

P.R.0.D. Wholesale 0rstilbutors

PSF,lnc.. .......

Redwood Empire, Inc

Rolando Lumber Co.. Inc.

Shake& Shrnol€ Panels. Inc.

Simoson Eurldlno Suoolv Co..

Srmlson Trmberto.

Tnnilv Forest Products.

White'Erothers.

Nical Inc...

osgood lnc., Robert S..

598-6651

NORTIIERN

CALIFORNIA

Co

Pacilic Lumber C0........

Co

Co.

Sales

773-2292 (213) 861-6701

oRANGE, RIVERSIDE

Ace Saw & Supply

Al Perrce Co

All Coast Forest Products

Amencan Mrll & Manulaclunng

Beachwood Foresl Producls

Bel-Ar Door Co

Belco. (213) 628,1888

Brush Industnal Drv ([4ac8eath).

Caprlal Lumber Co

Cardwell Forest Products

Carroll Mouldrng Co.

Connor Iumber Sales, Inc

Crown Plywood Co.

0MK-Pacilrc Corp.

Essley E Son. D.C..

Far West Fr Sales.

Frr & Prne Lumber Co

Fountarn Lumber Co., Ed Freeman&Co,StephenG

Fremonl Forest Products

Georgra-Pacrhc Corp.. .

c Manulacturnq. Reid I Wnqht.

Burldrno SuoDlv Co

Trmberto.

Bunvan Lumber Co

Wood Preservinq 0f Bakersjield, Coro

Weslern Lumber Dtv.

clilc0

Norlreld Mlo.

ct 0YE80fi.t-

Bowman Lumber Sales

G&B Lumber Co

Rolando Lumber (Krnlon Div )

Preston Lumber Co

Rounds Disl center (707) 433-4816

Two 0x Trad€rs

Cl|ITING

Crane Mills

Dttlil.t E

Compass Lumber Products

Western Producl Sales

fl.iltRt

Pacrlrc Wood Preservrno Coro.

EUfiEKI

Schm,dbauer Lumber Co

Two 0! Traders

rAtiFtEL0

Pacrl'c Wood Preservrno CorD

Sequora Supply

t0nI BRts0

Georgra Pacrfic Corp {Redwoodl

Niesen.Ward Forest Products

F()STUNI

Crown Redwood Co.

Eel Rrver Sawmrlls

F8H{0tI

0l\,lK Pacrl c Corp

Loursiana-Pacrf rc Corp

Slewart Hardwood Lumber Co

ff,Est0

Georgra Pacrfi c Warehouse

Internalr0nal Foresl Pr0ducts Inc

Kelleher Lumber Co

Lumber oealers Maleilals Co

Pacrlic F0resl Products. Inc

P R 0 D Wholesale Drstflburors

Slandard Slructures. Inc

Gntss UU.EY

R&LWoodProducls

titfi.0s8uR6

Knoilwood Corp

Nonh Bay Forest Producls

South Bay Forest Producls lHealdsburo Drv )

it00tsT0

Sunrise F0resl Products C0

nt00rilG AtEA

Fealher Rrver Mouldrng Co

Hyampon Iumber Co.

L0ursrana Pacrfic Corp {Red Blull).

SOUTHERN CALIFOR

Goldrng tumber Sales

H+M Wholesale Lumber. Inc.

Inland Lumber Co.. .. (714) 783-0021

Inland Lumber Co

Inlernalronal Forest Products, Inc.

Johnston Hardwood, Inc.

Knollwood Corp

Lamrnated Trmber Servrces. Inc

iracBealh Hardwood

iranpower Conlrol Inc

Mailner's Foresl Products

Marquart-Wolte Lumber

Lumber Deale.s l\,4alerial Co

Norlhwood lnc..

Rainlree Lumber.

Reddino Lumber Transoort

sch;ileiForeaaprcduCii tsrot znl.zzoo

Srerra Pacrfic Industries (Mld0s)

Srerra PaOfic lndustrres (Lbr T

Wrsc0nsrn-Calrlornra F0resl Pr0ducts

ntftnSilK

Ihunderbolt Wood Treatrnq Co

R0cil.tl

Norlh Srerra Foresl Products

slit0t

Loursrana-Pacrlrc Corp

sttTt n0sl

Calrlornra Redwood Sales Lou,siara-Pacrfic Coro

SACRA]IIENTO

IACOMA

PACIFIC NORTHWEST STATES

wast{t]{GToN

(800) 426-8874

ur(E 0swE60

C0nlinenlal Forest Producrs (8001 547-8465

Krn2ua Corp.

Srm0n Crabtree E Ryan

ilE0t080

Eyrne Tfuckrng (800) 547-9655

Founlarn LJmber Co. Ed

I urDer P'oducts

l\.ledlo'd Corp

Urron Pacrlrc Battroad

Wedver Foresl Pr0ducts

PONTUNO

Alp,1e Inlernat,onal Corp

Ceddr Foresl Products

Conlact Lumber Co (503) 228-7361

oant & Russell. Inc (800) 547 1943

Enersol Hardwood Co

Far Wesl Frr Sdles Forest F ber Products Co

Flesen Lumber Co (503) 397 1700

Geo'ga Pacrlc Corp.

Hamptol LLrber Sales

Inldrd I Lmber Co

JH Barter E Co

K&SDrslflbulrngCo

Iours ana.Pacr'rc Corp

L0ursrana Pac lrc C0rp (Eedvert0n)

LJmber Products

McCorn'ck & Baxler Creosolrng Co

NiedermeyetrMartin Co. (800) 547 6952

N zich Hdrdwoods, Inc.

Norih Amencan Wholesale Lumber Assn.

COLORADO

c0t 0ito0 sP8il6s

Therma-Tru, Inc

DtilyEn Brown Lumber Sales Co

Denver Reserve Suppty Co

Geofgia-Pacrfic Corp

Gitlrngs Lumber Co

Koppe,s Co l1c

McFarland Cascade

lJ S Gypsum Co..

8il,Ul8S Georg a-Pacrlrc Corp

E0zEitAl [rcFarland.Cascade

BUTTI

MONTANA

Monlana Poie & Trealrlg Pldnl

[Jnron PaciJrc Rarlroad.

tNtss0uu

Loursrana-Pacrlrc Cof p

crsPtn

WYOMING

Dresco Wyomrng UTAH

080ttl

Georgra-Pa0fic Corp

Barlr0ad

EJrns Lumber Co

Galco Lumber

Georgra-Pacrltc Corp.

Loursiana Pac'trc Corp

lvcFarland Cascade.... .. (800) 426 8430

Manke Lurber Co

Ulon Pacrlrc Barlroad.

VANCOUIEE

Inlernalronal Forest Producls, Inc

viltu wAU.l

Union Pacilic Rarlroad.

WENTTCHEE

Palmer G LewrS

Yll(ilt

Palmer G Lewrs il-8fiiY

oREGON

Willarnelle Induslnes, Inc

8Ht0

Unron Pacrlic Rarlroad

c00s 8tY

Coos Head Lumber & Plywood

c0[Itlr.rs

8onnrng16nLumberCo..

l\4arys River Lumber Co.. (503) 752-0218

il|-un[/tYtItt c8Efl(

Frbreboard F0resl Products (Drllard)

EU6ENE

Al Perce Company

Belco . (800) 547-2502

Bohemia, Inc. (800) 547-6065

tugene.Wrllamette Lumber C0

Fremonl Forest Products

Georqra Pacrlrc Corp

Hirt & Wood Lumber Co (800) 547'8927

Lumber Products.

l\.,lcFarland Cascade Pacrlrc Yard S€rvrce

PSF, Inc

Rolaqdo Lumber Co.

Un 0n Pacrlrc Barlroad

Wysong Wood Products

IIEPPIIER Krnzua Corp.

ilil,ts00fl0

Permaposl Products Co.

t(.ltATlt ilu.s

Lumber Producls

Nortlwest Hardwoods Inc

oregon Lumber Export Co

Pacific Commercial. Inc (800) 452-8617

Sunrse Forest Producls C0. (800) 547-1771

Unron Pac I'c Rarrroad

ntD0t E C&D Lumber Co

sttHil

LUmber PrOduClS

Slaylon Wood Producls

sPnrNGflEt 0

Trm0er ProduClS SaleS C0

ilGt80

Fullmer Lurber C0

Pacitrc Yard Servrce

llvEN0uxG

Wendlng.Ndrhan Co

ltlrrt ctTY

Delal. Trmber Pr0ducts

sorsr IDAHO

Georg,a-Pafllrc Corp

L0uisiana Pacrfic C0rp {Coeur d Arenel

L Jmber Producls

P'essure I reated Trnber Co

Unron PacrIc Bar'road

ctREYW000

Cedar Rrdge Lumber Co

r.EwtsT0il

Unr0n Pacrlrc Rarlroad

P0crIH.t 0

Unron Pac trc Ra lroad

sAn0P0txT

lVcFarldnd Cascade

srNEtItSur.r.t

Cedar Rrdge Lumber Co.

ALASKA

sil.I utt crw

Georqra'Pacific Corp.

lmpe(al Wholesale.

MacBeath Hardwood..

lJnr0n Pacrlrc Rarlroad

ARTZOl{A

Plt0ExtI tntt

Caprlar Lumber Co.

Fremont Foresl Producls

Georgra-Pacrltc Corp

Globe Internalional ol

Ariz.. .. .. (602) 252-5854

Goeltl s l!!€tal Products.

Industnal Melal Products

Mallco Drstnbutors

In Az. (800) 352-5530 oul ol Az

Ray Lumber

Soulhwesl Forest Industnes

Specially Forest Products.

Spellman Hardwoods

Vrrqrnra Hardwood Co.

TUSC0I

Wick€s Lumber. .

US YEGIS

tumber Sal€s, Inc

iEl0

Caprlol Plywood. Inc

Higgrns Lumber C0. J E.

Ponderosa Wholesale

[Jnron Pacrfic Rarlroad

r$u0ur[0ur

ltEw MExtco

Caprlal Lumber Co.

Georqra-Pacrlrc Corp

Juslus Lumber Sales

LEWIS A. GODARD

Lewis A. Godard, retired president of Hobbs Wall Lumber Co.. Terra Linda, Ca., died on Jan. 13, 1980, in Oakland, Ca., at the age of 81.

Past director of the California Redwood Association and former vice president of the North American Wholesale Lumber Association: he was a life member ol the San Francisco and Oakland Hoo-Hoo clubs and a nrember of the Supreme 9, the organization's board of directors.

He is survived by his widow, Gertrude, one son, three grandchildren and one great-grandson.

PAUL McCUSKER

Paul McCusker. owner of the Douglas Fir Lumber Co., San Francisco, Ca., died Oct. 15, 1979, of a heart attack while in Vancouver. B.C.

Active in the lumber industry for 6l years, he started at l4 in the woods as a whistle punk. He later worked in the Long-Bell and Bridal Veil mills and in the 1920s in retail in Portland. Or. He was with the J.E. Peggs Lumber Co., San Francisco, before forming his own company in 1941.

He was a member of the San Francisco Lumbermen's association as well as other organizations.

Mr. McCusker is survived by his widow, Mary: a child, and three grandch ild ren

CHARLES M. HINES

Charles M. Hines. 78. former president and chairman of the Edward Hines Lumber Co., Chicago, Il., died of a heart attack Dec. 20, 1919.

Son of the founder of the company, he was very active in industry organizations.

He is survived by his widow, Florence, a son and a daughter.

LESTER G. STERETT

Lester G. Sterett, president, Fresno Planing Mill Co., Inc., Fresno, Ca., died ofa heart attack on Jan. 9. 1980. at the age of 83.

He had served several terms on the board ol directors of the Woodwork Institute of California and as the treasurer for many years. He was nranaging director of the Millwork Institute of California during the late 1920s and '30s until it ceased operation.

Mr. Sterett is survived by two daughters, five grandchildren, and one great-grandch ild.

ANTHONY F. TAYLOR

Anthony F. "Tony" Taylor died recenlly in Fremont, Ca., at the age of

Owner of the former Eureka Lumber Co. in Fremont, he was active in Masonic organizations and various civic groups. He was a past president and member of the Castro Valley Sanitary District for 27 years.

He is survived by his widow, Geneva; one son; six grandchildreni and three great-grandchildren.

LEON L. LAMBACH

Leon L. "Lee" Lambach. an employee of Olsen Lumber Co., San Jose, Ca.. died olcancer on December 13. 1979. He was 58.

A nrenrber of Hoo-Hoo International as well as the Elks and Masonic lodges, he had served over five years as an officer in the United States Army in the European Theater and Philippine lslands. He was part owner of Acme Building Components from 1967 to 1971 and had worked for Redwood Empire, Roseburg Lunrber Co. and West Range Corp.

He is survived by his wife and two children.

ANTHONY BRANDENTHALER

Anthony Brandenthaler died Dec. 13, 1979, in Baker, Or., at 84. Former president of Burnt River Lumber Co., now Ellingson Lumber Co., he is survived by his widow, Mary.

lmmn Co!,rffir

(2ra) 5oa-oe5r (?r4) azl.ArOO

LOUISIANA.PACIFIC DISTRIBUTION YARD

Rocklin, California

44,800 sq. ft. 200'X224' warehouse, semi-clearspan all under one roof.

From rail spur to continuous loading dock with convenient front and rear ramps. This provides fast, efficient total movement of large amounts of material. Single-point for turn-key proiects is nor/y a reality.

I\lewheavy duty ttmbers ln unllmlted lengths tlrat 'dorft cost an afm and a leg'

THE ECONOMICAL ANSWER TO SOLID SAWN WHERE PRETTY DOESN'T COUNT BUT GLULAM PERFORMANCE DOES

Solid Lam is a new structural member with lower fiber stress at lower costs that should be considered where solid sawn timbers have been used for beams, columns, headers, shoring, supports or a variety of heavy-duty construction applications.

Solid Lam,.manufactured under ICBO Research Report 3584, meets the allowable stresses of #1 grade yet offers all the advantages of glued laminated beams.

Low Cost Long Lengths to 72'At No Premium

Sizes comparable to nominal 4x, 6x and 8x.

Kiln Dried-Reduced Shrinkage

Reduced Checking, Warping No Twisting

Available now for immediate pick up or delivery

SOLID LAMThe newest member of SSI's products group: QUICK LAM, STANDARD LAM, XL, MINI LAM, STANDARD PLANK

SOLID LAM DATA

Widths: 31/t" : 1600 F5x psi : 1350 F6x psi 51/att\ 7t' J

Compression, Perpendicular to Grain: Fc : 385 Psi

Horizontal Shear at lnner Core: Fv : 95 psi

Modulus of Elasticity: E : 1.5 x'l0o

Camber: None

Code Aulhority:

ICBO Research Report 3584

Inspection: AITC

Appearance: Industrial f inish only

IT'S AVAILABLE NOW!