Merchant Magazine - February1981

ffi

the lumber, building materials and home improvement markets in 13 Western States-Srnce 1922

Fehru3|ry MONKEY PEGIAL

Energy Saving Celotex

Thclmax'sheathing

PGL brings you a complete pro gram that offers you money and helps you sell.

Hold a Thermax Contractor Meeting

PGL will offer you $40* to assist you in any costs incurred to hold a meeting of this Vpe.

Builder Bucks

As an incentive for your customers to buy Thermax f rom you they are eligible for a $50* rebate direct f rom Celotex for buying at least 100, 4' x 8' pieces (3200 sq. ft.). These purchases can be

accumulated f rom December 1 through May 31 A builder customer can only qualify once for the $50.

Dealer Bucks

PGL will pay you $20* for each one of your contractors that qualifies for $50 builder bucks. That's rightit pays for you to sell Thermax this season.

Money Saving Special be fore March price increase 1/2" to 3" thickness

R Value3.6 to 21 .6

See your local PGL Salesman for special pricingand beat the price increase!

See your PGL salesperson for specific details.

Don't stay out in the coldearn cold cash this month.

*All money will be in certiJicates redeemable directly from Celotex

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DaiVs shatp ideas cornc in all shapcs and size$.

For more than thifi{ive years, companies like up to deliver in twenty-four hours. yours have learned to depend on Daily for sales Daily is a single,-reliable source for all your and service on virtually any kind of cuttlp 199:^- cutting requirements. we sell and service leading made' During that time, we've become [9,11199tt oriilir of equipment, providing expert apptica|1ry ot our ty.pe in the country bv demo.nstrating iioff Engin"ering to assist in your setection. Then unsurpassed responsiveness and capabitities. *!'foif.i* up io"O6;,ft-youi;qrifi;-;t ir'in_""

For..example, Daily can resharpen any- installed and running properly. thing with an edge. Our super-tight quality - o' _ Count on Dailv for sharp ideas to in_ control.Snd precision machines assure .$X NS- crease your produ6tivity and your profits.

Publisher Emeritus A.D. Bell,

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulrdon

Marge Anderson

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone I7l4l 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach. Ca.. and additional offices. Advertising rates upon request. ADVERTISING OFFICES

FROM WASHINGTON STATE & tDAHo: contact John V. MacKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Camous Dr.. Suite 480. Newport Beach- ca. 92660. Phone 014) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano. Dr-, Los Anseles. Ca. 90049. phsng (ltl) 4723113 or (714) 549-8393.

FROM THE MIDWEST: CONtACt Charles L. Lemoerlv, 1230 Brassie Ave.. Flossmoor. ll. 60422. Phone $r2) 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 Iabel from recent issue il possible, plus new address and zip code. Subscription RatesU.S. and Canada: $6-one yearl $9-two years; $12-three years. Foreign: $14-one yeart $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-owned publication lbr the retail, tvholesale and distribtrtion levels o/'the Iumber, bttilding malerials and home improvemenl brrslles.s in the I3 Western states.

When the developers of Marina Pacifica Village in Long Beach, California decided on the extensive use of woods as a means of creating a comfortable, easyto-maintain environment for its many exclusive shops and restaurants, LamLoc Decking was a natural. The wide variety of species, sizes and grades, stocked in our Los Angeles distribution yard, allowed the designers to achieve the desired effect and select the most economical type for each application in the complex. The immediate availability

DECKITTG

of our Western red and Pecky-Cedar, construction lumber and cost-saving Hemlock were other reasons why the dealer serving this contactor was able to get a major share of the business. This kind of profitable project is available to you when you call Fountain /irst. Ed Fountain Lumber Company. 6218 South Hooper Avenue. Los Angeles, California 90001. (213) 583-1381.

ED FOUNTAIN LUMBER COMPANY

DAVID CUTLER editor-publisher EDITORIAT

Put the Pedal to the Metal

I N RESEARCHING and writing the stories for I this special hardware/housewares issue we once again were reminded of how much and how fast things change. We also noted that there are basics in business that will probably always remain.

The electronic marvels of our age zre coming on stronger each year. The capabilities of the machines improve and managers at all levels are learning ways to get more and more output from these quick and accurate performers of the drudgery. Inventory control, pricing, labeling, invoicing, receiving, and sales analysis are just a sampling of areas in which electronics have made significant advances in streamlining operauons.

Yet for all the microseconds, bytes, bits and software, there is an original pillar of business and commerce still standing straight and true, supporting the whole enterprise-our old friend customer service. And, if anything, it appears to becoming more important than ever.

Not onlv on the front lines where the retailer

carries on his never ending battle to provide the highest possible level of service to his customers, but for the wholesaler, the scramble to woo the retaileris ever more frantic.Often only the service aspect sets one wholesaler apart from the other in the eyes of the retailer. Frequently this is the prime ingredient in the transaction that tips the sale from one firm to another.

For all the talk about price, and we certainly don't mean to downgrade its importance, many hardware/housewares retailers told us that service was the final criterion clinching the sale because in the long run the service provided by the wholesaler would allow them to make more net profit.

As competition stiffens, the costs involved in providing various services-not always an easy figure to precisely evaluate-will surely rise. Just as certain will be necessity of having that particular service your customer needs at that certain moment.

Damn the costs, go for it!

SeNing the lumber, building matetials and home imprcyement ma*ets in 13 Westen Statas-Sirca t922

Hardware retailer profits from computer

ll El EST THING we have ever lJdone," Bill Griffin, manager of Griffin Hardware, says, when asked about computerizing the store. "The benefits outweigh any costs and frustrations. "

The store, owned by Harold Griffin, his dad, has been in existence for 28 years, 18 at the present location of 3501 W. First St., Santa Ana, Ca., in Orange County, home of Disneyland. The previous location was just around the corner.

A large warehouse-type building, the store has 15,000 sq. ft. of selling floor and 5,000 sq. ft. of office mezzanine and warehouse. Stocking building supplies as well as hardware and household items, it has a customer mix of '15Vo homeowner and 25Vo small contractors.

With the area change from rural to urban, the Griffins have worked to keep the store modern and functional. Only the atmosphere is old fashioned with the proprietors and clerks greeting everyone, calling many by name.

'Industry leaders categorize the operation as a prototype of computer use. "The store is an outstanding example of what can be done with electronics. " "Other hardware stores

should follow their lead. " These are the comments when Griffin Hardware is mentioned in the trade.

Story at a Glance

Prototype of computer use

. . . helps solve instock problems . . . pinpoints pilferage . . . manages inventory, purchasing, sales analysis, pricing, accounting . does more business with same staff.

Their interest in the computer began in 1975 when the elder Griffin observed a demonstration at the National Hardware Association convention in San Diego, Ca. He and his son discussed the amazing machine and investigated ways of applying the functions to their operation.

With 25,000 different items to keep track of, they felt a computer system

would better their stock position and facilitate inventory control. Back in the mid '70s there were scarcely any hardware stores in the country operating with a computer and few companies qualified to install a system bompatiSle with hardware.

As pioneers in hardware automation, the Griffins worked with a Southern California firm, Basic Time, El Segundo, to put their paint department into a computer system. Gradually they worked dePartment after department into the system, adapting and reprograming as needed. The entire store has been on computer since 1977 with point of sale terminal (cash register), inventory management, pnclng, purcnaslng, recelvlng, sales analysis, and all accounting functions including payroll.

At present 85Vo of the merchandise in the store hasanSKU(stock keeping unit) assigned to it. They are aiming for a XJ-95Vo figure in the next Year although some small items such as nuts and bolts selling individually will never be feasible on the computer, according to Bill Griffin. Latest addition put into service last month is lastin-first-out GIFO) inventory control.

The fint step in the system is the I point of sale terminal which issues a { ieceipt for the customer and records i on cassette tape the usual cash. or i charge receipt' information plus the i identifying SKU number of the item. I The cashier begins this action bY I punching in the six digit SKU Plus i the price. Bill Griffin looks ahead to i a time when this information will be '1 provided by a scanner similar to the i controversial one now in use in some I food markets. !

The next step is to transfer the information electronically from the tape to a permanent disc which resembles an old time 78 rpm phonograph record. The computer has sensorY devices which enable it to recover the information from the disc and display it on a screen or through the printer issue a printout for further use according to the program.

In addition to providing information for inventory management, purchasing, and sales analysis, the system

(Please turn to page 17)

I%LOO-LOC REDWOOD

INTERIOR FANELING

Accenting Redwood Beauty

This California redwood lumber paneling is idealfor interior applications in new construction and remodeltlg.The nominal size is 3/g"x4" in eight foot lengths. Each 8' piece is made up of shorter pieces of Clear grade redwood which have been precision jointed and glued endwise. The contrasting colors of heartwood and sapwood and the different grain characteristics of the individual pieces give a rich and variegated surface that is unique.

IMPORTANT ADVANTAGES

o Redwood's Certified Kiln Dried Clear grade is a high quality product containing heartwood and sapwood, and ensuring maximum stability.

o Economical- Palco-Loc Redwood Paneling gives substantially the same in-place appearance as 1" or 3/q" lumber at considerably less cost.

o Application is easy for Do-lt-Yourselfers or contractors because of the light weight, straightness in length, tongue and grooved pattern. Can be blind nailed, face nailed, stapled or glued.

o Versatile-has a handsomely saw-textured face and the reverse side is smooth surfaced. Product of

All the paneling in this room has the exposed saw-textured surface ot ctgAR qrade.

HOW TO USE PALCO.LOC REDWOOD INTERIOR PANELING VERSATILITY

As shown in the photographs, this paneling can be applied vertically, horizontally, or diagonally which particularly creates an accent wall. Can also be used on ceilings. Can have a saw-textured face or smooth face. Should not be used on exteriors.

APPLICATION

Nailing: Nail to furring strips of blocking spaced 2' or less. Can use 4d finish nails for blind nailing through tongue and for face nailing. lf face nailed, colored nails can eliminate counter' sinking and nail-hole filling. Staples may be used in lieu of nails.

Gluing: Paneling can be easily applied to dry flat surfaces following adhesive manufacturer's directions.

FINISHING

Although redwood takes and holds finishes better than other woods, redwood requires no finishes on surfaces away lrom grease, moisture and dirt, as on ceilings and accent panels. Left unfinished, the paneling will gradually darken in color. To protect and minimize color change, use a dull or satin lacouer, or a clear sealer. A number of clear sealers are available, are economical, and are easy to apply.

In areas subject to soiling and moisture such as kitchens and bathrooms, apply lacquer or clear sealer. For a washable finish, apply one or two coats of flat or semi-gloss varnish. lf other color hues or tones are desired, penetrating stains are recommended. Any color or hue can be achieved. To help retain the initial color, mix small amount of properly colored pigment or compatible semi-transparent stain into a clear sealer.

DETAILED PRODUCT SPECIFICATION

Product Name: Palco-Loc Redwood Interior Paneling

Size: Nominal s/e"x4" in 8' lengths with 28 full length pieces and 4 layers of shorter length pieces per carton. Dressed thickness and width are shown in this sketch:

SHIPPING INFORMATION FOR DISTRIBUTORS

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

Grade:

#220,tongue and grooved, eased edges, saw-textured face and smooth surfaced back. Certified Kiln Dried, Clear, Mixed Grain redwood.

Finger- Glued with water-proof melamine-urea joints: adhesive in non-structural joints (non-structural means not load-bearing).

Cartons are protective and easily handled. ln every cafton is an in' struction sheet including affangements, applications, and finishing recommendations in simPle terms ideal for D-l-Y's.

Close-up photos fo show the saw-texturcd (above) and smooth surtace (below) appearances.

An in-house computer can bring more hardware turns

! I-ECTnOUC data processing

L has been around in the hardware/ home center business since the late 1960s with dealers picking and choosing the bits and pieces that fit their needs.

Some dealers have used association compuler services to take care of their accounting needs. Others have utilized electronic merchandising services offered by wholesalen. Some have replaced mechanical cash registers with electronic models which compute faster but do not store data.

Now with the state of the economy, inflation and expensive money, dealers

Story at a Glance

Computer provides better management increased profitability firms develop systems for hardware/home center retailers.

are looking for ways to increase their profitability. A tool, and it must be emphasized that it is a tool with human effort needed to make it work. touted by many is the in-house computer for better management with increased furns on inventory.

For the hardware retailer to win the inventory game, he must buy the right quantities frequently enough to remain in stock without overburdening himself with excess inventory. Ideally, he should be able to maintain or increase service levels while lowering the number of dollars invested in stock.

Computerization is the answer according to many. At least one computer systems corporation, Triad, of Sunnyvale, Ca., agrees and has developed a point of sale system capable of providing an item inventory for the hardware industrv.

"We're designinj a complete system for hardware operations that are doing as linle as $500,000 a year,"

says Stuart W. Clifton, v.p. and gen. mgr. After launching the automotive after-market jobben in computers with 2000 installations to date, the firm is readying to serve the hardware field "because the retailer is often getting a poor turn rate on his inventor]," Clifton explains. "Often he finds that he can't afford to restock with the same qoods he had before they were sold. We want to help him increase his turns and profits. Our goal in the first year of an installation is to add one-half turn on inventory. "

At present, Triad is installing its svstem packase for the hardware/home ci:nter industri in California and establishing officei in Portland, Or., Seattle and other western states in the coming year. Although they have a national sales and service organization serving the auto parts dealers, they are mo-ving from tlie West Coast to the eastern and southern states with the hardware/home center program.

Cost of installing the system varies with the needs of individual retailers, but falls in the $40,000 and up range including hardware, software, trainine and total support. In addition to thE one year supiort (wananty) which can be extended for a second year, they offer program enhancements. These are revisions and added capabilities to keep the equipment current over the years.

Payback, forecast in a written proposal before a retailer agrees to the program, is projected at twice the cost of the system. For cost justification they feel it should be reached in one year. Equipment also can be leased.

Although Dataline and Epic supply software (program) packages to the lumber and building supply dealers, Triad diffen, according to marketing director John Sayers, in providing both software and hardware (equipment) plus software enhancements. It designs and manufac$res the point of sale terminal and computer with other hardware such as printers supplied to their specifications.

Their system begins with an electronic point of sale terminal to store data for communication with the inhouse computer. From this data a variety of inventory management

reports can be prepared including zero sales and overstock reports, promotion analysis, and a seasonal item report as well as reports on department sales, markdowns, and sales rankings by stock keeping units and departments,

In addition, the system has pricing functions to calculate prices based on desired margins, print price and bin labels, prepare purchase orden, price changes, and complete inventory. Purchasing functions, preparing orden for a supplier, calculating reorder quantities, preparing orders for alternate suppliers, conholling backorder, and preparation of purchasing reports by departrnent, class, and SKU, also are possible. In receiving functions the computer can update inventory records, handle items received by exception for fast entry, and verify vendor invoices by costing each packing slip automatically.

Sales analysis can be based on sales and profitability by deparfrnent, class, and item with reports on charge sales, cash sales, markdown and promo(Please fitrn to page 65) lll-H0USE computer system begins with a point 0l sale cash terminal. This one, with a cash receipt printer, is part of the hardware designed by Triad Systems Corp. for hardware/home centers.

Merchandising tactics for hardware, houser$are$ I

QHOWING a customer how your 9merchandise can enrich his life and stimulating his desire for it is an important part of merchandising. You may have the latest household items, craft materials, pet sup'plies, gardening equipment and plants, as well as lighting fixtures, mail boxes, door mats, home equipment and tools, but if your customers continue to think of your store only in terms of nuts and bolts, you are losing sales.

Emphasize one stop shopping for the home. Offer help for the d-i-y customer on repairs, home improvement, and decorating. Attract the gardener with pruning seminars and pest control sessions. Appeal to

women with craft classes, cooking schools, gSt wrapping, and a gift registrT. Malec your store essential to every resident in your community.

Guide and direct your customers with your arangement of counters, gondolas, and displays. Lead him and direct his attention to items you want him to see as well as those he wants to see. Devices such as broken Iines, rectangles or different colon and arrow-susgesting triangles incorporated iritS the- flooring can channel customers into various departnents. The same is possible with ceiling designs and overhead displays. Showmanship can direct the customer's attention and stimulate impulse buying.

PTEASURABLE relaxation is suggested by this vignette bringing together merchandise from many sections. Wallpaper, floor covering, wainscotting, moulding, windows, furniture, pictures, lamps, accessories, dishes, ahd plants are combined in the attractive sefting which a customsr can visualize and want t0 duplicate in his own home.

Colorfut signing is necessary to identify your departments or sections. If your community is bilingual, consider using pictures or symbols as well as letters or adding a second language label.

Keep in mind the rules about eye level locations for merchandise. Put attractive displays above the customers heads and use the lower "stoop" areas for storage.

Dumpster units placed in the customer's path or at the cash register encourape impulse buvinp. Tm for a dramitic effect by cbnv1rting cbntainers to seasonal decorations such as giant flower pots filled with garden items, or a chimney for Christmasrelated items. A pirate ship filled with picnic goods or a flowercart piled with artifrcial blooms are other ideas.

Promote tlte craft section by showing how crafts can be used in the home. Display macrame plant hanger kits with hanging plants in the garden section. Heap storage units or baskets with colarfrrl yarn or hemp. l,ocate stencil or decoupage kits near the unfinished furniture.

C0LORFUL ltitchen tools have instanl sales appeal in this still life arrangement on butcherblock. Almost every w0man will want them for her own cooking center.

Group related items to suggest add-on sales. Put the remote control elecfical systems near the lamPs, coffee pots, porch and post lights.

Set up an end cap with remedies for drafts such as window sealing kits, weatherstripping, storm windows, storm doors, plastic sheeting, air deflectors. Include on the signing facts and fi^gures emphasizing the importance of energy saving.

lltilize the unusual with a stand of packing crates filled with excelsior to show off the bright colored dinnerware in your househoW secrion.

Unfold a few ladders to make vignettes with hanging baskets, light fixtures, or other above-the-head merchandise. Use another ladder or two as a display rack for small household items or tools.

Creste visual excitement with spashes of color by granping colored items such as extension cords to' gether. Consider package colors in displaying merchandise.

Have a tablesetting contest in your housewares section or a flower show in the garden area.

Use gondola ends to display related merchandise which is sold elsewhere in the store. For example, goup sawblade sharpeners, bil, covers, safety goggles and heavy gloves at the end of the chain saw gondola. Pep up the display with a t-ew small logs.

Create informative displays to help the d-i:y customers.Mount a displpy of components such as those needed to repair leal<y or sagging gutters and rairupouts. Include a Inndy holder for how-n-brochures and a list or disptay of needed tools including a ladder.

Make use of the research manufacturers put into packaging and merchandisin! units. bver-4dwere recognized as outstanding at the Hardware Industry Packaging Exposition. Use their materials to your advantaee when possible.

With the strong emphasis on home securiry, it can be profitable to establish a home security center. Have working models of smoke detectors, window latches, loclcs, communicati.on systems, automatic lights, garage door openers, burglar alarms aia other securiry devices. Display literature which exptains the neidfor security as well as how the items can be insnlled.

_ If one is good, ten is better. Try for a mass efrect,'rather than a spott! single item display in some of 'your merchandising. The impact of a dozen of the same colorful objects will athact attention.

Story at a Glance

Relate your merchandise to your customer. . . guide him through the departments show him what you have and how he can use it. create a desire for products . . . incrcaae in sal€*.

lilAGlllATlVE use of plastic stackers to store craft supplies is a silent salesman. Both the utility of the storage and the satisfaction of creative handwork are conveyed to the customer.

Gather up Eoffie bold colored plastic items plus a few with the nuts and botts industry look, such as mechanics lights, to create a high tech boutique . The look is the latest, especially with the young, because it is practical and inexpensive.

The hand is quicker than the eye and motion attracts attention. Take those ceiling fans out of their boxes and install them near the checkout station. The movement plus the refreshing breeze will arousi interest and sales.

Hang mobiles which wilt sway in the air. Try colorful household items and tools that are light weight. If they tinHe or chime, so much the better.

Don't let kitchen items and housewares sit on shelves in a drab row. Create a gourmet shop. Make kitchenware special with vignettes. Arrange large crocks on a tiered platform and fill them with small items like ice cre:rm scoops and measuring spoons. Go Country Western with granite cookware, pottery, calico and basket accessories. Create a sophisticated display with stainless steel and glass.

Wood burning stoves, fireplaces, and accsssories including arfficial lags go together. Let the customers compare their advantages. Have as meny as possible in working order. Bring in the iron cookware and stovekeeping tools to show how homey and comfortable a wood fire can be.

Hang dre light fixtures from the ceiling and wire them so that they can be nrned on. A sprkling fixture is more attractive and the elow will wann up the surrounding arEa of electrical accessories and shades.

(Jse mannequins to demonstrate merchandise or add ltfe to a vipnette. Three dimercional hands alio are fiective to point out merchandise.

In the tool department set up a metal tool shed, leaving off one side. Equip it with electrical outlets, overhead lights, and a tool bench for a try- it-fu-yourself center. Change the tools frequently or plug in the special one a customer is examining,

DRAMAflZE the trash can and oardening tools by grouping them to- imply pleasant hours sDent outside oardenino. A few ,live plants and packagel of sedd can a00 more zlp.

Use an audio system to provide information to cuitomers in a selfserve situation. Tape a continuaus sales message or have a machine which is activated by a button or an electric eye.

Create specialry shops that vary with the seasons. In spring have an all-white bridal shop wittr eit iOeas and the bridal regi-stry. fo-r Christ-

(Please turn to page 46)

HardwarelHousewares

What's new at the big

Chicago housewares show?

A bellwether indicator of the nation's turnaround economic outlook for the new year, the 74th National Housewares Exposition in Chicago's McCormick Place was the biggestever national marketing showcase of the giant $35 billion-at-retail housewares business.

Coming at a time when everybody is watching to see which way the economy's 1981 pendulum swings, it boasted 1,850 exhibitors using a total of 4.414 individual exhibit booths in 1.2 million square feet of display space with more than 60,000 persons attending.

A greater number of energy-saving home-use products to enable homemakers to hold down fuel and other costs at a time of rising prices were shown. Improved new housewares, many of them with electronic or micro-computer elements to enable greater convenience for homemakers also were in evidence.

o Quartz radiant heaters showed adaptations and deluxe models. One manufacturer introduced a fan-forced unit with a built-in fan to help increase the range of the generated heat, as well as a model with a built-in humidifier. Another exhibitor showed a portable hot water electric baseboard heater, with a permanently sealed liquid medium wlthin the heat exchanger to utilize hot water heat.

o New electronic housewares include a hair dryer with an electronic sensor, an electronic automatic brew coffeemaker with a digital clock that can be set to begin brewing at any

desired time, and a micro comPutercontrolled elechonic clocMimer that has three timing channels to regulate numerous kitchen tasks at the same time.

One manufacturer is inftoducing an electric toaster that takes oversize slices. Another is showing an innovative food slicer plus cutter and shredder which offers three-in-one versatility to the busy cook.

o Other gourmet products include a lid, pot and pan hanger that allows the lid to be hung independently with the pot or pan to which it is a mate; a kansaroo knife set that stores seven steak'knives on the bottom and four kitchen knives on the top, and can nest together or be used separately; and a plastic pasta portion which measures on a sliding scale how much spaghetti or other pasta is needed for generous portions for up to five hungry persons. - A new twist on home and other security products that are of increasing importance in housewares; one manufacturer is introducing a portable luggage safe designed to protect valu-

Story at a Glance

Energy saving housewares popular . . electronic, micro' computer elements offer con' venience . . . iust Plain great or unusual items.

The Merchant Magazine

ables and personal possessions while traveling oi at home-. It is shaped like a coat hanger and can be hidden bY a coat or sweater while securely locked to the closet pole. An elechonic version has an alarm module that goes off when tampered with by intruders.

o A disposable odor eliminator comes in a ielf-contained unit with a vapor-emitting membrane. About the siz'e of a pac[ of cigarettes, it utilizes its own packaging and weighs less than an ounce.

o Electric extension cords available in brilliant contemporary designer colors will stretch up to 8 ft. in length. All are 18 gauge, 3-outlet, 2-conductor, polarized for safety. An enersv efficient window shade features f ipecially formulated material that acts as an insulator and sun reflector.

o A flushable portable toilet is desisned for sanitation convenience anvihere in the home as well as the ouidoors. With a self-contained tank, it requires no hook-up. An upper and lowei tank snap together to form an odor-proof interlocking seal.

o Quiche/flan pans with loose bottom inserts come in three designs for flat, decorative, or embossed designs. An egg peeler uses air pressure to release a hardcooked egg from its shell leaving it whole and intact.

o A shaving brush made of boar's bristle fits onto a polyethylene dispenser cap that will fit all aerosol shavine cream cans. Push the button to pr6vide a barber shop shave at home'

o A planter is designed to discourage root rot and allow for less frequent watering using the principle of Capillary action which also supplys roots with oxygen. A bath scale with a chrome plated mat which is stainresistant and easy to clean weighs in pounds and kilos.

A charcoal lighter is said to be able to save over a million barrels of oil this summer by using newspaper as fuel to start charcoal for backyard barbecues with no fluid or electricity.

Home security accessories include an auto transmitter which works with the home alarm system if the car is parked within 300 ft. of the receiver location.

A fre brick will heat and glow uP to 8 hours, light with one match, Produce 2 to 3 hours of flame with over 150,000 BTUs, and condition the soil with its ashes.

A table top grill gives 160 sq. in. of cooking area and utilizes disposable L.P. gas cylinders. The legs fold and lock the top on for safe storage and carrying.

A weather proof charcoal chest keeps up to l8 lbs. of briquettes dry andhanily outdoors. Moulded of black plastic it has double handles and a pouring spout.

WNearly seven decades have gone by since that bright August morning in 1911 when the boys in the mill stepped out to have thcir picture taken. San Luis Planing Mill in San Luis Obispo, Ca., was a well-run company then and is now. Ifle at DMK-Pacific salute their continuing commitment to service as well as their success.

It was founded in 1883 by H.H. t0faite By about the turn of the cenrury, Lee R. Parsons bought it and by 1916 was the sole owner. His sons, Roy and Gerard Parsons, operate it today as San Luis Mill & Lumber Qo., a growing busines that curently is in the midst of yet another modernization and expansion.

From the start of DMK-Pacific, we've worked hard to emulate the excellence shown by these pioneer firms. So, for all your needs in \Testern sofrwoods and plywood, try DMK-Pacific, the company that was born with sawdust in its veins and is run by people who share your enthusiasm for this business.

The nuts and bolts of hardware wholesale programs

ATHOUGH the hardware busiFlness smnds out as one of the blue chip areas in retailing today, the hardware retailer of the '80s needs all the help he can get to juggle the ever widening responsibilities of his job - purchasing, pricing, accounting, sales forecasting, expense control, inventory management, employee relations, and merchandising. Operating a profitable store calls for a close relationship between wholesaler and retailer.

Each year a higher percentage of retailers is turnins to the distributor sponsored merchaidising program for help. Whether a retailer-owned company such as TrueValue and Ace or an affiliation of distributors such as Sentry, Trustworthy and Pro, the wholesaler distributor program is growing rapidly. The function of providing merchandise has expanded to a wide range of dealer services.

In addition to giving access to an inventory of name-brand as well as private label merchandise, the wholesaler distributors now offer a national identity complete with advertising. Full service programs provide bin tags, price tickets, microfiche catalog service, electronic ordering, computerized systems and documents. Store modernization, employee training, display materials, insurance and systems for detecting bad checks are among other pluses available.

The history of dealer owned wholesale organizations appears to have begun in 1924 when Ace Hardware Corp. was founded in the Chicago, Il., area by four hardware retailers in an effort to pool buying and promotional aCtivities. The company, multiplied to include some 4000 retailers today, is now located in Oak Brook, Il. Next oldest of those strong in the West is TrueValue. Incorporated as Cotter & Co. in Illinois, it was founded in 1948 by John Cotter with 25 members and headquarters in Chicago.

Other buying groups active in the West working with wholesalers and distributors, but not dealer-owned, include Trustworthy Hardware, founded in 1935 as a division of

Story at a Glance

Hardware retaaler of '80s needs strong support wholesale distributors, dealer-owned or atfiliate, provide costs savings, promotion, store management back-up system growing rapidly.

Liberty Distributors, DesPlaines, Il.; Sentry Hardware Corporation, Cleveland. Oh.: and ho Hardware Inc., Stamford, Ct., a twin of the Promart Home Centers.

mThe dealer owned wholesalers are committed to providing their owners with a wide range of merchandise and services at the lowest front end cost. Patronage dividends (profits) are returned to the individual owners on a basis of the volume of their purchases in the form of cash, refund certificates, and stock. If for any reason a dealer drops out of the company, all stock must be sold back to the company or hansferred to another party accepted by the company as a franchised dealer.

In addition to merchandising and dealer service programs, TrueValue has ownership of ttree paint factories producing under the Tru-Test label ind a powlr mower and tractor fac.tory, Lawn Chief. For these oPeratlons, dealers reportedly profit at all three levels, manufacturing, wholesale and retail.

Growth of the wholesaler affiliation program concePt has been remarkable. TrueValue, which claims to be the largest and the fastest growing, lists 5000 stores displaying-its logo in 50 states. Ace counts 4000 dealers and reports sales doubling in the past five years with the $7: billion mark passed in 1978.

Trustworthy is composed of 31 independent hardware wholesalers with 59 distribution centers serving more than 25,000 retailers, accbunting, according to their figures, for 16%o of the nation's wholesale hardware distribution. A Trustworthy wholesaler, American Wholesale Hardware, Long Beach, Ca., reports a 34Vo increase since 1968.

Sentry, which is considerably smaller. has 14 distributors, 20 warehouses, and 4500 dealen operating as Sentry stores. Pro,with 22 wholesalers,claims to be the world's #l voluntary-franchise chain. Figures reported for Southern California show 600 retail customers there.

Since retail dealers can affiliate with more than one wholesaler, there probably is some duplication in the ligures and statistics made public. Dealers also have the option of buying from wholesalers and distributors who are not part of the program.

Savings plus service are the competitive edges of the business with each wholesaler, dealer owned or independent, striving to give the retailers it represents the lowest merchandise costs, most efficient ordering including electronic systems, fastest delivery, effective promotions and advertising, both local and national, plus special services. Pricins. labels, busineis forms, uniforms, arid even door mats are some of the extras promoted. Store modernization and store planning including turnkey operations usually are available.

Annual ionventions and buying shows keep members informed. The independent wholesalers also offer special incentives to those affiliating with them. Cash discounts. cash

rebates, cost plus shipments, and increased profitability through more efficient management are membership pluses promised.

Retailers are represented on the boards of the dealer-owned organizations. The independents seek dealer opinions by establishing dealer's councils and advisory boards. Recognition plaques, dealer of the year, and other honors are part of the system.

The dealer-owned wholesalers have fewer distribution centers than the independents. Ace maintains centers in San Francisco and Los Angeles, Ca., to serve the western states, Hawaii, Alaska, Guam and American Samoa. TrueValue has distribution centers in Los Angeles and Portland. Or.. for their western retailers.

Sentry is represented by Pacific Marine Schwabacher in Seattle, Wa.; Baker-Hamilton, San Francisco, Ca.; California Hardware, Los Angeles, Ca.; Mallco Distributors,

Phoenix, Az.; Zonk Hardware, Albuquerque, N.M., and Townley Intermountain Division, Denver, Co., to serve the West. Trustworthy has five distributors in their western zone, American Wholesale Hardware Qo., Long Beach, and ThompsonDiggs Co., Sacramento, in California; Hunt and Mottet Co., Tacoma, and Jensen-Byrd Co., Spokane, in Washington; and Salt Lake City Hardware in Utah.

Pro in the area west of the Rockies is represented by Budrow & Co., Santa Fe Springs, Ca.; Arizona Hardware, Phoenix, Az.; American Strevell, Utah; Morse Hardware, Bellingham, and Yakima Hardware, Yakima, in Washington.

Retailers appear convinced that the wholesale affiliation has something to offer. With most stores displaying the symbol of one or more, it appears that the advantages of identification in advertising, promotion, efficiency of operation, and cost savings are paying off.

COMPUTER & RETAILING

(Continued from page 8)

handles the printing of bin labels and price labels. Purchasing, receiving, and accounting information also is provided by the computer.

For security and convenience the equipment is located in a small computer room at the rear of the accounting departrnent. Consistent temperature is maintained for the well beins of the equipment.

The computer, the Griffins feel, is definitely paying for itself. Payback for them is figured at one year. The indushy average for payback at this time is estimated to be three vears. Although they paid $50,000 caih for their installation, financing is available through the installing companies or banks. Lease equipment also is available. Life expectancy of the equipment with proper milntenance is said to be limitless, but technolosical advances usually make it obsoleie in five to seven years. The Griffins are seriously considerins the time when they wili convert to i system designed especially for the hardware industry.

They feel the biggest advantage of the system is the improved instock situation. Now there is less chance g{ belng out of stock, according to Bill Griffin. which results in -'increased profitability. " An unforeseen

advantage has been the pinpointing of pilferage which is especially high in their area. With this information, steps have been taken to protect the merchandise. Although it is not part of the computer system, a closed circuit tv provides surveillance of some areas.

There have been few problems with the equipment. Maintenance is scheduled for convenient times so that there is little downtime. In case of a power

failure or other malfunction. cash registers are operated manually with a written record of sales information kept. This is fed into the computer when it becomes operational.

A programmer affiliated with the installing company is kept on retainer. When a change is considered he is able to supply cost estimates so that the improved function can be weighed against the expense before action is taken. Updating the program when necessary keeps the computer functioning at top capability.

The 38 employees at the store received the switch to elechonics well, the Griffins report, with the expected hesitation on the part of the old timers. Most employees were reassured when they discovered, conhary to some concern, that the computer did not replace them, but enabled them to do a better job, often freeing them for customer service rather than tedious detail work. This is a strong factor in favor of computers, according to Bill Griffin. "We can do more business with the same staff. "

The Griffins recommend computerizing to other hardware dealers, especially now that there are firms specializing in computers for the retail hardware industry. They caution that the management should be aware that "you don't just plug in a system and put it to work. " It takes effort and the right attitude. "If you want to make it work, it will. "

UTltlTARlAl{ appearance of computer hardware used by Bill Griffin gives little indication of its capability to increase management efficiency and profitability.

lnventories of softwood lumber at Western mills have dropped to record low levels, breaking the previous mark set in '73, reports Western Wood Products Assn., which blames significant mill closures and curtailments during the past year.

The Western lumber industry ran at only 77.50/o of capacity in Nov. (latest available fig.), ending 6 straight mos. of improving capacity reports; intercst rate flttctuations are blamed.. Pacific Northwest timber interests are fighting a move by environmentalists to immediately designate Mount St. Helens a National Monument.

Contrary t0 erroneous press reports, the Consumer Product Safety Commission did not ban urea-formaldehyde foam insulation, it only proposed a ban, citing health hazards connected with low level formaldehyde exposure. the lst U.S. lumber futures contract calling for Spruce-Pine-Fir (mostly Canadian) has been traded. .

Proposed L-T-L freight increases in Wa., Or., Id., Vy'y., Co., Ut., N.M. & Tx., have been suspended by the LC.C. a construction conversion to metric measure seems no closer following a recent "let's study-it-some-more" meeting of the American National Metric Council...

Single family starts slumped 6.40/o while rnultifamily units rose 9.10/0, their fifth advance in a row: overall. the starts were at exactly the same level as a year earlier. building permits for future construction czme in 9ok below the previous mo.

Preliminary figs. for all of 1980 show total housing starts at 1,291,000, the lowest yearly total since'75's 1,171,400... the '80 pace was 260/o behind '79 and 360/o less than '78's boomy 2,023,000. savings continued to outpace withdrawals at Southwestern s&ls in Dec. reversing the previous mo's outflow.

Palmer G. Lewis Co., Auburn, Wa., has completed its sale to Lanoga Corp., Seattle, of its five Superior Building Supply retail stores in Alaska for an undisclosed amount; PGL also completed its purchase from Lanoga of Galco, a wholesale distributor in Tacoma, Wa... . . Robbins Lumber,Sc/es is a new wholesale firm opened by "Robbie" Robbins, with a sales office in Arcadia, Ca., and distribution and remanufacturing in Fontana, Ca.,.

A domestic plywood wholesale dept. has been opened in Wilsonville, Or., by Oregon Lumber Export Co. . . Santiam Midwest Lumber Co. intends to open a regional distribution center in Tigard, Or... Monarch Mirror Door

,,Iom astounded," said one co., has begun:naking its own economist "i6*i"g tt " luiett mirrors at its Chatsworth, Ca. trousing Jtarr frgsl that showed facility' ' ' only a l% decline for Dec.; the seasonally adjusted annual pace Ames Taping Tool Systems was 1,548,000... it was the 1st Co.,Belmont, Ca., has opened a loss since May and far less than new service center in Fresno, the experts' predictions. . . Ca., . Pope & Talbot is now

The Merchant Magazine operating a modernized sawmill ($15 million worth) at its Port Gamble, Wa., complex. Southwest Forest Indus/ries plans startup of its new Eagar, Az., sawmill in Nov.; annual production capacity: 85 million bd. ft. ..

A new $l million retail facility is being built in Madera, Ca., by Boise Coscade for its Madera Lumber and Building Materials subsidiary, which will drop the old name and adopt the B-C handle when it opens officially in Sept.; on 5.3 acres, it will have 24,000 sq. ft. under roof. .

Fallbrook Lumber Co., Fallbrook, Ca., plans a Mar. 2, opening for its new 20,000 sq. ft. retail store at a new 6 acre site, which more than doubles the size of the old store. Butte Lumber Co., Chico, Ca., has added a retail dept. to its wholesale sales operation.

Weyerhaeuser has agreed to let Amoco Production Co. explore for oil and gas on about 2.7 million acres of Big W. mineral rights in Wa. and Or. . . Champion Building Products has changed its name to Champion International Corp., to coordinate with the parent corp.'s name.

It appears that the Carter Administration budget for '82, made before he left office, drops the planned National Forest timber sales to 11.6 billion bd. ft., another in a series of decreases in thot important wood source.. the City of Los Angeles has indicated that it will adopt the Uniform Building Code (UBC) which is expected to ease wood product requirements in that huge market.

Cement crunch in the 80s?. yes say some noting little real growth in supply in the next 5 years, coupled with an existing shortfall made up only by foreign imports. expect higher prices, reduced availability, experts warn.

All Coast brings hard \ffi. woods and soft woods

from Canada, Washington, Oregon, ldaho and Northern CaliforniaVia water, rail, truck and trailer for distribution to you.

Our new complete remanufacturing and milling facility, distribution center and fleet of trucks enable us to provide dependable delivery service anywhere in the South West U.S.

GALENDAR

FEBRUARY

Set Your Sights on UALTTY

7653Telegraph Rd.

Montebello, CA 90640 (213) 723-3301 o (714) 99a-62a0

930 Ashby Ave. Berkeley, CA 94710 (415) 843-4390

1576 South 300 West Salt Lake City, UT 84115 (801 ) 484-761 6

Main Office 2150 0akdale Ave. San Francisco, C494124 (415) 647-0782

The Mounteln Stetes Lumber Deelers AssociatlonFeb. 9-10, lt, 23-24: basic materials estimating school, Feb. 910, AMFAC Hotel at the Airport, Albuquerque, N.M.; Feb. 23-24, Downtown Holiday Inn, Denver, Co.; security workshop for BMC/HC operations, Feb. 18, Holiday lnn North, Denver, Co.

Humboldt Hoo-Hoo ClubFeb. 15, Crab Feed, place to be announced.

Western Wood Products AssociationFeb. 17 & lE, lumber seminar: Feb. 17, Holiday Inn, Wilsonville, Or.; Feb. 18, Landmark Inn, Lynnwood, Wa.

Orenge County Hoo-Hoo Club - Feb. 18, APA program, Saddleback Inn, Santa Ana, Ca.

Nrtional Home Improyement CouncilFeb. 18-21, Expo/Convention, New Orleans Hilton and The Rivergate Exhibition Center, New Orleans, La.

Oregon Logglng Conference, - Feb.19-21, Eugene, Or.

Western Bulldtng Material AssocietionFeb. 20, safety committee, Salem, Or.

Dubs Ltd.Feb. 20, Pitchey Selects, Sierra'View, Roseville. Ca.

Sen Joiquln Vrlley Hoo-Hoo Club - Feb. 21, Ladies Night

Imported Hardwood Products AssociationFeb. 25-28, 25th annual international convention, Boca Raton Hotel & Club. Boca Raton. Fl.

MARCH

National Associetion of Floor Covering DistributorsMarch 1-4, l0th annual convention, Fairmont Hotel, San Francisco. Ca.

The Mountrln-stetes Lumbdr Dealers AssoclationMerch 2-3, 5, lE, 19-20: basic materials estimating school, March 2-3, Downtown Holiday Inn, Salt Lake City, Ut.; financial management seminar, March 5, Holiday Inn North, Denver, Co.; lumber yard and store layout update workshop, March 18, AMFAC Hotel at the Airport, Albuquerque, N.M.; March l9-29, Holiday Inn

_ North, Denver, Co.

Hardwood Dimension Manufacturers AssociationMarch 4-8, 52nd annual meeting, Aladdin Hotel, Las Vegas, Nv.

is the PR0FESSI0i{AI'S At[ PURP0SE PIASTIC Boat builders. furniture malters, cabinet makers. etc. haie found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

American Wholesale Hardware Co.March 8, Sales Galaxy, dealer hardware, housewares & sporting goods show, Exhibition Hall, Long Beach Convention Center, Long Beach, Ca.

Conference with CongressMarch 9-11, Washington, D.C.

Western Wood Products AssociationMarch 10-13. annual spring meeting, St. Francis Hotel, San Francisco.

Orange County Hoo-Hoo ClubMarch lE, business roundtable discussion. Saddleback Inn. Santa Ana. Ca.

Dubs Ltd.Mrrch 20, golf tournament No. 379, Claremont Country Club, Oakland, Ca.

National Home Center/Home Improvement Congress & Expo - March 22-25, McCormick Pl., Chicago, Il.

l;etlifllfr:r 16 matchins wood corors

San Joaquin Valley Hoo-Hoo ClubMarch 27, Casino Night, Edison Social Hall, Fresno, Ca.

Nstional Lumber end Building Material Dealers AssociatlonMerch 29-31, marketing & merchandising committee, The Broadmoor Hotel, Colorado Springs, Co.

A hardware association's view of electronics

By Otto H. Grigg Managing Director Pacific Southwest Hardware Association

EOR SEVERAL reasons, the ad- I vent of electronic business svstems will not be as difficult in the harbware/ homecenter industry as some leaders felt it would be a friw years ago.

First, the ability of industry dealers to adapt to change has been defined as one of the key factors.

Second, the need for sophisticated controls has been brought to the attention of hardware/home center retailers by other segments of the retail industry.

Third, the results accomplished by pioneering dealers with the application of electronic controls makes such application alluring to other dealers.

Fourth, the trend by the industry to recognize the requirement, not just need, of controls in their business as the result of continued srowth outmoding "dark age" man-ual controls has given dealers the push to seek better controls.

With these four basic reasons enlightening dealers and the industry, the attitude has now reached the acceptance of basic electronic business controls. Naturally, the present climate of the retail industry gives little area for error either in purchase control or sales control, and has acted as a stimuli to makine individual dealers move into proced-ures that best fit their business. You will note the use of the word "individual" dealers. This is the result of a suided action by the association to encdurage dealers to apply electronic controls.

While the industry in total has recog-

nized the use of retail electronic controls, none of the wholesalers have advented to supplying a "total" system to the dealer. They have provided parts such as visable stock control, bin tickets, reorder procedure that supplies performance data, but no total application of an electronic control system applicable to a modern retail hardware/home center operation.

The first word usually heard here is WHY! Well, no doubt a little responsibility can be slanted back to the dealer. The reason is, of course, his access to more than one source for his merchandise, and, in this light, his reluctance to give up some of the advantages to gain a single benefit with questionable total ability; in this case accepting one system of wholesaler program, and attempting to penetrate the system, or program with additional noncompatible SKU numben. Further, the retailer is better equipped to adjudge his stock mix when he does not find himself strapped to an actual non-total functioning electronic system.

- In the past decade the continual

Story at a Glance

Hardware/home center industry ready for electronic systems association encourages retailers necessary in five years to survive.

cry of the total industry has been a guide line of fine line identification. This in total was never actually accomplished because of interventions by components of the industry. As explained, the need for such fine line identification is not too important today if the retailer actually desires to establish his conhols into an operating system. There are now individual manufacturers of electronic equipment who by their interest in the hardware/home center industry have created for the retail industry the necessary systems and programs, and within a price range that almost any growth store (i.e., a store doing at least $500,000 volume) can afford.

One of the most active in the retail hardware/homecenter industrv todav is Triad Systems of Sunnyvile, Ca. Not only working with the industry, they are closely coordinating their work with the various regional affiliates of the National Retail Hardware Association, which in this area is Pacific Southwest Hardware Association.

John Halapoff, my assistant in this association of approximately 700 retail hardware/home center members, reports that about 271 are at fresent ready to go with total application of an "on premises" electronic system with complete "on line" application. The balance of dealers have to determine their current status, subjected to continued importance of controls. The association will aid in the adop(Please turn to page 45)

AGWOOD MILL & LUMBER INC.

Redwood Slims fatten the register.

Redwood Slims are pre-sold because they're ideniified as a Masonite brand product. This means consistent quality; honest grade. It's another reason customers are asking for Redwood Slims by name! And because they're pre-cut, pre-bundled, prelabeled and pre-packaged to order, you have easier handling and fasterturnover. And fast turnover is a fast turn-on! Redwood Slims aren't just the wave of the future. They're the wave of right now. For the name of the nearest distributor serving your marketing area. write or call us.

Redrc<rC Slims and Masonite are registered trademarks of Masonite Corporaton

Redwood Slims are pre-sawn to the following sizes: All dimensions in inches.

Bundling

Redwood Slims are bundled one-length per bundle

Shipping unit descriptions

Bundles of Redwood Slims are unitized in hvo standard methods' Other unitizing methods are available by special arrangement. Random Length units-B/20'. For small quantity order or for re-sale without re-handling.

Unit Size: Approfmately 2' high x 4' wide.

Unit Quantity: Approfmately 1800' BM. Any number of units may be ordered.

Length Content: 16/20' Approx. 40Vo

B' " SVo

L}l1.4', " 55o/n

Length placement of bundles in the unit: L6120' Bottom tol14' Middle 8' OnTop

Each unit is built atop 2" dunnage bottom for stability in handling by forklift.

Group Length units-B/2O' When orders for 10,000' BM or more of the same item oI Redwood Slims are placed' grouped length units can be furnished at no extra charge. Slims are bundled one length per bundle.

Unit Size: Approfmately 2' high x 4' wide.

Unit Quantity: 8' Approx. 1000'BM

10/14' " 1500'BM

16/20' " 2300'BM

Your customers are bending with the times. Are you?

lnquire about Redwood Slims today!

Length group (in each unit): ?'nrro,B:13[:;l"Hll" the unit 16120' bundles grouped in the unit

tength breakdown in quantity ordered (10.000' BM or more).

Special handling and unitizing-Specified lengths

Restricted length assortments

Special packaging

Sometimes available! Special quotations will be olfeted

M asonite Corporation's efficient sawing of Redwood Slims helPs to cut your costs per lineal foot!

ARIZONA SGENE@

FRANK DAVIS executive vice president

THE ARIZONA Deparrment of I Energy has established the Arizona Residential Conservation Services (ARCS). Arizona utilities will be involved in the program by conducting energy audits upon request of the homeowner. The auditor will analvze the costs and patented savings of applicable conservation and renewable resource measures.

The RCS program offers suppliers

increased business opportunities, a marketing advantage, and informed customers as well as additional services.

Energy conservation is an emerging new market area. As a result of the RCS hogram, an estimated $6.7 billion will be invested in the purchase and installation of enersv conservation products and materiil's such as insulation, storm windows and doors, and solar heating systems.

The Department of Energy standards will ensure that the products and materials sold are of consistently high

NEWS

CHUCK LINK executive director

THE GENERAL consensus at I the recent national lumber dealers convention in Atlanta, Ga., was ftat '81 would still be sluggish due to the volatility of interest rates, uncertainty of what is going to happen to traditional banking channels and, like it or not. the abilitv of the aut6 industry to rebound.

Almost every speaker said 1982 is the year when it will all break loose and when it does, building material manufacturers and suppliers will not be able, in most cases, to meet the demand. The point stressed over and over was that now is the time to "secure your source of supply." The

"bigs" are reportedly directing their purchasing personnel to make deals now for '82 deliveries. It's a complex picture with a lot of uncertainties, but those who are prepared to react quick- ly will be the greatest benefactors when things do turn around.

A brochure available from the Department of Labor explains a private employer can save thousands of dollars in taxes and employee costs. The Targeted Jobs Tax Credit (TJTC), and the On-The-Job Training (OJT) projects are designed to include financial incentives to businesses who hire new employees. TJIC can provide tax credits of up to $4,500 over two years, if you hire individuals from seven targeted groups. The On-TheJob Training Project can reimburse you up ta 5OVo of the costs for training new employees.

quality. Customers will find it easy to identify and locate products which are labeled as meeting DOE standards.

Customers who request a home energy audit-one of the RCS utility services-will be told exactly what types and levels of conservati6n materials thev will need to install to increase the energy efficiency of their homes. Customers will also be given a list of firms in their area which sell RCS approved products and materials.

In addition, utilities companies will distibute lists of suppliers, contractors and lenders to interested customers. They will also offer to arrange for the installation and financing of conservation measures by listed firms.

Firms providing lumber and building supplies should find this progmm helptul to them.

It appears these efforts by the Department of Labor are sincerely designed to meet the needs of private industry during the present difficult economic conditions. Minimal paperwork and time are required to take advantage of the incentives.

Be sure your budget and planning for l98l recognize the minimum wage increase from $3.10 to $3.35. FICA increases both ways. The base income limit goes up from $25,900 to $29,700, and the rate increases 6.l%o to 6.657o.

Of interest to Oregon retailers is workers' compensation payroll reporting and the "day-to-day ru1e. " Some employees who are not miscellaneous employees may perform duties directly related to more than one payroll classification. An example is an employee who from time to time interchanges between operations subject to more than one rate classification. When there is such an interchange of labor, the entire payroll of employees who interchange shall be (Please turn to page 46)

ltrElNEWS &VIEWS

THE DEMAND for employee

I training is sweeping through the association as never before.

executive vice president

We might attribute the concern for employee training to a slack year and fear that we must find every conceivable method to increase sales. The product knowledge and selling skills conespondence courses offered by the association have extremely high enrollment. Many dealers are requiring completion of either or both of these courses as a condition of employment after the probationary period.

Our seminars have been filled to overflowing and dealers are calling to find out when future seminars are scheduled. For several years the association has been stressing the importance of a well trained sales and management staff and we are moving rapidly in that direction. It is obvious that it takes a day away from sales to train an employee, but now that customers are not lined up to make purchases it is also obvious that we must SELL the customer and get a return from the salaries paid to employees.

The demand for training has caused the association education committee to reassess the training programs so that they can be handled by the staff effectively. Since the period between November and March is still our slowest period, it is planned to conduct a series of employee training seminars during this time when most permanent employees are available.

The product knowledge and selling skills correspondence courses have such a hieh enrollment that it will be necessary to hold enrollmeit to specified periods during the year. The association will establish approximately four classes each year. These classes will be designated by a number. A bulletin will be mailed to the membership announcing enrollment approximately 30 days prior to the commencement of a correspondence course class.

We do our best to stay in tune with your training needs. You are the best judge of the type of training you want your employees to have. The association has the resources behind it to organize the training you need and to make it available to ill members. Youi ideas are important and we solicit suggestions from you.

Employee and management training is progressing rapidly. It is becoming a key factor in the operation of a retail store and we all must continue to plan for employee training.

Radio Spot Promotes R & R

"Living Better Where You Are" is the theme of a new public service radio spot produced by the National Home Improvement Council.

The four minuie spot features an interview with Council pres. Eugene B. Squires. "Know your contractor," he advises. "Among the best sources for finding a reputable contractor is NHIC which has chapters in 5l major centers throughout the United States."

The interview is being distributed to some 350 stations nationwide.

HOME GENTER MERGHANT

BILL FISHMAN : Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

A LONG Madison Avenue they frlcall it the hat trick. When an account executive or a copywriter is stuck for an approach to the sales promotion of a consumer item he puts on his hat, leaves his ivory tower'and visits the point of purchase. It is here. in the real world, that he is able to take the pulse of the buying public and of the retailer who has the responsibility of making all the markerine elemehts come tostther. There is morE to be leamed by-the marketeer in the few hours out there where the action is than in weeks of reading market analyses and in ceiling gazi-ng wair ing for that creative brainstorm that will make the public beat a path to the retailer's door. I still use the hat trick.

When I find myself in a market where one of my retailing clients has a store unit I allow at least half a dav to drag the store manager, and as many of hiJ deparfrnent heids as possibla trom competitive store to store. As a matter of fact, I also drop in at those retailers considered only fringe competition.

I've also become conditioned to the reluctance of some of the managers to make the tour. Most admit they haven't set foot inside a competitor's showroom in over a year . . some in over 5 years. But, they claim, they've been *atching the cbmpetition's ads, and telephone shopping periodically to determine their price points. That's not good enough. When they are coerced into the hat trick, most of these managers are shocked by what they've learned.

Here are some of the incidents that caused shock reactions durins our 1980 shopping hips.

o The large contractor customer that our manager thought bought exclusively in his store. . shopping at the independent just 4 blocks away.

Competition doing a bang up job with d-i-yers after remodeling his showroom (in 1979) and joining a buying group.

o Evening and weekend shopping hours now being offered by competition.

. Contractors buying take-with dimension lumber and plywoods from the gal at the K-Mart building material counter.

o An expanded paneling department at the competition helped explain why our paneling sales were off.

o The discount house showins a larger selection and lower priies on a brand of ceiling tile that our manager thought we had exclusively in the market. A houseful of windows on our competitor's loading dock ready for shipment to a builder who promised, but never gave us, the oppormnity to bid.

o Our great "special" buy of light bulbs available at almost every other competitor's store.

o Good old Joe, who told us last year he was leaving to go into the contractins business with his brother, *orling as a counterman behind the competitor's counter.

Our line of power tools priced below our cost at a competitor. A product line showing better value in fireplaces at the competition.

Competition offering after hours clinics for their d-i-y customers. Delivery policies that are much more stringent at the competition.

The visits to fringe competition can be very informative. Shopping the local furniture and carpet stores confirms or allows us to question the market acceptance of the colors and types of floor coverings that we stock. The department store merchandising helps us keep a handle on what's happening in home fashion on the local front.

I try to have a tour end with a visit to the newspaper office. It's sometimes helpful to reestablish the company goals with the publisher, editor and advertising director. (Many times the same guy wears all 3 hats.) I am surprised at how many times the newspaper has positioned the building material retailer as a "contractor yard" and how helpful the editorial department and make-up man can be in^changing a store's image. Given

(Please turn to pase 46)

HYAMPOM TUMBER COMPANY

Dry Kiln & Milling Division 23fl) Moore Rd. (P.O. Box 4754) Redding, Ca. 96099 (916) 243-2814

New Plywood Assn. Officers

New officers of the Hardwood Plywood Manufacfurers Association are into the 198 I term with the annual spring meeting on the calendar for April 29-May I at the DeSoto Hilton Hotel. Savannah. Ga.

Robert T. Renfro, Weyerhaeuser Co., Chesapeake, Va., is the new

pres. with Michael L. Speltz, Speltz Plywood Corp, Memphis, Tn., lst v.p.; Bradford Mills, Champion International Corp., Stamford, Ct., director-at-large; Douglas Morgan, Birchland Veneer Ltd., Thessalon, Ontario, Canadian director.

Diane Montoya, pres., States Industries, Inc., Eugene, Or., represents

The Merchant Magazine

the prefinish division on the board; Dick Kiphen, Birchwood of Los Angeles Inc., Commerce, Ca., stock panel div.; Dick Crutchfield, Whiteville Plywood, Inc., Whiteville, N.C., cut-to-size div.; Frank Sheridan, Gross Veneer Sales, High Point, N.C., veneer and affiliate div.

Retiring pres. Jim lrster was honored at the election meeting which was held at The Pointe Resort, Phoenix, Az., under the chairmanship of Bill Rodewald, pres. of Birchwood of Los Angeles, Commerce, Ca. Honorary memberships were presented to George Lester, president. 1954: Robert OrDonoghue. president, 1972; and Will Kornegay, Jr., president. 1973.

lN CHARGE. Clint Ludeman, exec. v.p. and gen. mgr., Davidson Panel Co., Anaheim, Ca., is the newly elected 1st v.p. of the Hardwood Plywood Manufacturers Association Prefinish Division.

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SAVE MONEYCUT

Capit alizing or expensing computer properly can reduce your costs

By Ray Richardson Dataline Corporatlon

IN A RECESSIONARY era when Ibuilding supply firms are trying to make every nickel count, some silver linings make either computer conversion or additions to existing systems not only advantageous, but extremely tempting.

Inventory is historically lower and slower moving during an economic down turn. simplifying conversion. And, while business is down, the margin for business judgement error decreases necessitating the need for immediate, accurate reports on such items as stock reports, accounts receivable, accounts payable, etc. that only a computer can give.

But, probably one of the blggest advantages. right now. ut. tsms favorable methods of writing off a major portion of the expenses at a time when oroductivitv and cash flow are needed ihe most. -

There are a variety of waYs that users write off the purchase of a computer system or system up-grade. The following illustrations are for information purposes only (based on methods currently being used).

Our model assumes a "turn-key" computer system broken down as follows:

5.

At WIW!/ You've gol the top hond on Building Mqteriols !

*Being a direct tax credit this figure should be approximately doubled to indicate the pre-tax advantage.

Keep in mind that several variables develop when you are considering the best method for your firm to use. One is a previous business philosophy regarding capitalization write-offs that only you can decide. The second is the philosophy of the local Internal Revenue office which has jurisdiction in your area. Any firm which has undergone audits understands the lack of consistency from office to office and sometimes auditor to auditor.

For example, you might find item numbrs two and three difficult to defend in one area and acceptable in another. Item one, four and five, however, appear to be pretty acceptable throughout the nation.

Many users do not pay any use taxes on the hardware. Their justification is: a) out-of-state delivery, and b) the system is used primarily to generate service for the sale of taxable items to the end consumer. I am not

(Continued on next page)

When you come to Mollco for building mqferiols lhere's no gomble. You hold the top hond. You gel whof you need in dimension, glu-lom beoms, fimbers, Sunrise boords ond Simpson Strong-Tie Hongers. You get the specie or type, grode ond size in ihe quonfity you con hondle ond oll qt lhe righl price fo turn o prof it for you. Give us o coll!

Arizonian Heads NFPA

A. Milton Whiting, chairman of the board and president of Kaibab Industries, Phoenix, Az., is the new pres. of the National Forest Products Association.

He succeeds William R. Haselton, president and c.e.o. of St. Regis Paper Co., who was elected chairman of the board. William H. Stimpson, Gulf Lumber Co., Mobile, Ala., is lst v.p.; Donald R. Deardorff, pres. and gen. mgr. of Fourply, Inc., Grants Pass, Or., is 2nd v.p. and treas.

The 78th annual meeting in Rancho Mirage, Ca., was characterized as one of anticipation based on hope that the new political climate in Washington, D.C. may see a reversal of policies and programs constraining U.S. timber supply and the productivity of its forest soils.

In resolutions approved by the NFPA Board of Directors, the new Administration and Congress are urged to correct present forest policies, settle use of National Forest lands, control federal spending and, if steps are taken to stimulate the economy, to place particular emphasis on housing needs.

At the meeting, Haselton urged industry members to mount an aggressive program to develop champions for its views among the new federal

WESTERilER and NFPA'S new president for 1981, A. Milton Whiting (left) is conoratulated bv his predecessor William R. Flaselton. new chaiiman of the board.

influentials and decision-makers. "Our political leaders," he said, "and ultimately the consumers of wood products and housing must be made to understand the relationship between timber supply and their way of life. They need to comprehend the tremendous opportunities we have to improve forest productivity to help create a new prosperity for all our people. "

EXPENSING A COMPUTER

(Continued from previous Page)

suggesting one way or another, just passing on information.

According to Revenue Procedure 69-21 of the Internal Revenue Code, IRS generally takes the view that software should be amortized over at least a five-year period unless the user demonstrates and can prove that the software has a more limited life. The users who choose to write off software in the year of purchase are of the opinion that enhancements and modifications made in order to tailor the existing programs to their particular needs will change the usage of the software to such a degree that they are justified in accelerating the amortization. In most "turn-key" systems, there are many programs and reports which, although part of the purchased software "package," are not used by every company purchasing a particular system. This, too, may justify accelerated amortization in the user's mind.

Any decision regarding your business approach to depreciation, amortization, and expense, should be discussed in depth with your C.P.A. (or accountant), tax advisor, and Your company financial management.

MFR.

r DooBS, rNo.

ROY-DEN DOORS

We are now manufacturing Roy-Den architectural doors. Cail us for all your institutional door prices. We want to be your institutional door manufacturer.

ELITE DOOR

Now available at DE Doors Inc. Six panel embossed door with a wood grain texture provides stile and rail look at our surprisingly low prices!

This is available in

We now have our own combination sash and screen door:

door for an entrance application.

DE SUMMER BREEZE DOOR

This is the best quality door on the market! Call us for our competitive prices and immediate delivery.

Home lmprovement Industry Outlook

Home improvements will continue to be the favored child of the construction industry through 1981, according to Eugene B. Squires, president of the National Home Improvement Council.

Remodeling has skyrocketed from barely a $30 billion industry in 1976 to about a $50 billion industrv last year, and there's no end in sighi. For the second year in a row, "Dodge/ Sweet's Construction Outlook" predicts ". conversions and rehabilitation of existing units will flourish in the l98bs. "

The remodeling industry is part of an upward and outward spiral: upward because economic constraints are causing increasing numbers of homeowners to stay put and invest in home improvements rather than move; outward because the effects of the energy crisis mean home improvements that used to be considered unnecessary or even trendy -such as installations of insulatine windows and solar panels-arE becoming commonplace.

Beyond economic and energy factors, there are demographic changes occurring that are sure to have an impact on the home improvement market.

The post-World War II "baby boom" generation is coming of homeownenhip age at the same time a decaying national housing stock is yearning for new life through home improvements. Due to costs and high mortgage rates, many firsttime home buyers will be purchas- ing existing housing rather than newly built homes.

One of the really big question marks, however, will be the availability of monies during 1981. NHIC is hopeful that the secondary market

Denver Trade Assn. Staff

Roberta Andersen, director of pub- lic relations for the Edward Hines Lumber Co., has been elected President of W.O.O.D., Inc.. a trade association representing 75 lumber retailers and wholesalers in Colorado. for 1981.

She is the first woman to hold this position in the 23 year history of the organization. Also elected were John Gunzner, Hartmuller Lumber Co.. Lakewood, Co., lst v.p.; Walter Kellogg, III, Kellogg Lumber Co., Denver, Co., 2nd v.p.; Linda Ulvedal. Wood Master Wholesale Co.. Lake-

operations for home improvement loans, created by the Federal National Mortgage Association (Fannie Mae) and the Federal Home Loan Mortgage Corporation (Freddie Mac), will free up monies so homeowners can more easily obtain remodeling loans through local, approved lenders.

The availability of tax credits for energy-related home improvements provides a further incentive for homeowners to install insulation. storm windows and doors. and insulating windows.

wood, Co., sec.; and Vern Thompson, Gittings Lumber Co., Denver, Co., treas.

Directors are Joe Kerschen, Kaibab Industries, Denver, Co.; Carl McDaniel, U.P.L., Inc., Englewood, Co.; Anson H. Garnsey, Stark Lumber Co., Denver, Co.; Dick Wiggins, 4ast Lumber Co., Commerce City, Co.; and Evan Williams, Enterprises West, Denver, Co.

Herb Hast, Jr., Hast Lumber Co., and immediate past president of W.O.O.D., Inc., will serve as chairman of the board. Byron G. Hooper is mgr. and executive secretary of the Denver-based organization.

Jim Adams Caffall Bros. Forest Products, Wilsonville, Or., is back from the Northeastern lumber dealers convention in Boston, Ma.

Hugh G. Bell and Gerald F. O'Connell are now chairman of the board and pres., respectively, of the Dataline Corp., Wilton, Ct. according to Torn Monahan.

Anne Murray has retired from Roy Forest Products, Colton, Ca., after 25 years with Ted Roy and his company. Anne, who began in the lumber business in the early 30's, is the founder of the Hoo-Hoo-Ettes, a growing sorority for women in the lumber business.

Jim Manning, WWPA transportation director. Portland. Or., has been elected regional v.p. MountainPacific Region of the National Industrial Traffic League.

Mike Howard has joined the wholesale sales staff at O. B. Williams Co., Seattle, Wa.

Dave Wakaga is new to industrial sales at ldaho Forest Industries Inc., Boise, Id.

Harrv James. owner of James Lumbei. Poulsbo, Wa., was elected to the Washington House of Representatives from District 23.

William Dean, editor of Random Lengths, Eugene, Or., will become executive editor of Random Lengths Publications, according to Lesier E. Anderson, Publisher. Burrle Elmore will edit the weeklY report; Jon Anderson, associateeditor, will replace her as editor of Export; David Evans, market editor, will supervise all publications; David Bartel will edit special publications.

Jack Finnegan, Brazier Lumber, Newport Beach, Ca., and his wife, Betty, are back from attending President Reagan's inauguration in Washington, D.C.

William G. Reed, managing Partner, Simpson Reed & Co., Seattle, Wa., and retired pres. and chairman of Simpson Timber Co., has been elected a Fellow of the Forest History Society, according to Thomas R. Cox, retiring President' Keith Shepersky is now a sales trainer for the turf div., Rain Bird Sprinkler Mfg. Corp., Glendora, Ca.

Ernest E. East has joined GeorgiaPacific Corp., Portland, Or., as assistant corporate secretary.

Terry Logan, Dick Fretz, Leon Holch are new salesmen for Ed Holderness Supplies, Inc., Phoenix, Az.

Mark Sparso has joined his father, Paul Sparso, at Agwood Mill and Lumbei. Inc.. Ukiah. Ca. Former assistant golf Pro at the Colorado Springs, Co., CountrY Club, he ear-lier had worked for a number ol years in sawmilling.

Peie Kepon. Arcata Redwood Co', Arcata, Ca., and Ted Gilbert, Products Sales, Orange, Ca., got in a recent Baja California, Mexico hunting trip.

Helen Jo-Whltsell, pres. and c.e.o. of Copeland Lumber Yards, Portland, Or- has been named a director of the First National Bank of Oregon.

Jeffrev F. Kaiser is now a field sales rep-for Dickson Weatherproof Nail Co., in the South Central Region including Tx. and N.M.

Lapselv G. Hope has been aPPointed v.p. bf operatrions for J. H. Baxter & Co., pressure treated wood Products. San Mateo, Ca.

Chuck Lember, Capital Lumber Co', Chino Ca., is the new volunteer chairman pro-tem of the ProPosed Southern California ForestrY Center.

Doug Willis. South Bay Forest Products, Orange, Ca., is the new Pres. of Los Angeles Hoo-Hoo Club; Jon Wilson, D. C. EssleY & Son, Los Angeles, Ca., lst v.p.; Ted MaPle, Coos Head Lumber and PlYwood, Los Angeles, sec.; Andy Ersek, South Bay Forest Products. treas. Chuck Lember, CaPital Lumber

Co., Los Angeles, membership chairman, and Rick Cunningham, South Bay Forest Products, golf chairman.

Edithe Hathaway, 17 year old daughter of Norton Hathaway, Oceanside Lumber & Hardware, Oceanside. Ca.. tied for third place in the recent State Women's Amateur Golf Championship at Pebble Beach. Ca.

Hugh Hurth, Bendix Forest Products, Stockton, Ca.. has retired and is _ indulging in some golf and fishing.

James E. Lawson is the new msr. of the fencing div. of Sunrise Fbrest Products. Portland. Or.. based at the So. Ca. offices in San Clemente, according to Darrell Robinson, pres.

Bob Handegard, Georgia-Pacific, Ft. Bragg, Ca., S.W. region acct. mgr., returned from his Tule Lake duck hunting trip after being pulled out of the mud. Or at least that's what thev told us.

Fred Passmore, Forest Products Marketing, Oroville, Ca., is recuperating nicely after a slight heart attack suffered on New Year's Eve.

Pete Koch has joined the trading staff at Lumber Resources, a new Riverside, Ca., wholesale trading and distribution firm, according to Ronald K. Mauzey, pres.

Bill Bayless is now in sales at the Great Northern Timber. Portland.

John R. Forrest, exec. v.p., Wood Products Group, Boise Cascade Corp., Boise, Id., is the new chairman of the International Trade Committee of the National Forest Products Association.

Bob Van Every, current pres. of HooHoo International, the lumberman's fraternity; past pres. Dave Marteney; and Kevin Kelly, who flew in representing the Australian contingent, gathered recently in San Diego, Ca., for a club board of director's meeting.

John C. Hampton, pres. of Willamina Lumber Co. and Hampton Tree Farms, Inc., Portland, Or., has been elected to the board of directors of Medford Corp.

Edward Y. Hirata is the new pres. of Honolulu Wood Treating Co., Ltd., a fully owned subsidiary of the Western Wood Products Division of Koppers Co., Inc., according to J. R. Batchelder. He had since '68 held various top management positions with the city and county of Honolulu.

Don Pinkerton has moved to Dallas. Tx., from Portland, Or., to be Flintkote Supply's new national director of forest products.

Royce Batey is now sales mgr., national manufactured housing accounts, Chandler Corp., Boise, Id. Larry Taylor has joined sales at Cardwell Forest Products. Fullerton. Ca., according to Ralph Cardwell.

Gary Simmen, Gabbert-Simmen Lumber Co., Sacramento, Ca., recently vacationed in Mazatlan, Mexico. with his familv.

Edward J.'O'Brian is the-new director of training and management development for Southwest Forest Industries, Phoenix, Az., according to James E. McDonald, senior v.p. of human resources.

William J. Gamble, v.p., marketing, McCulloch Corp., Los Angeles, Ca., and William F. Rooney, marketing and sale service mgr., LouisianaPacific Corp., Portland, Or., are new members of the advisory board of the National Home Center/Home Improvement Congress & Exposition.

Curt Copenhagen is the new marketing mgr. for International Paper Co., cabinet division, Longview, Wa.; Richard Sayles, sales, Wa., Wy., Mt., Id., Al. and western Canada; Michael Scully, southwest. Eila Bruce is mgr. of Wilsonville, Or., cabinet center.

Harold Fay is back at Contact Lumber, Portland, Or., after three weeks vacationing in Mazatlan, Mexico. Skip Osborne has joined the lumber div. at Contact.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., have signed D. B. Cooper to open an Oregon office for them. The exact location will be announced later.

San Antonio Rtgld Pole Constl congratulatlng H&]l Wholesal lCCh Annivcrsary in scrvlng I

We built lheir first building shortly ofter estoblishment ond ever building os they exponded in the posl ten yeors, At pre.sent, we ore.ex p<rndinb one of their worehouses to '|8,000 sq. fi, so they con bette serve the retoil lumber industry,

Ed Feduniw, owner of H&M Wholesole Lumber, Inc', wos born on( roised in Winnipeg, Conodo. He worked in the retoil lumber industry fc five yeors until inoving to Southern Colifornio in Ju1y, '1965, and going k worti os on inside solesmon for Terry Lumber Co., Northridge, until 4 967 He then chonged lo outside soles with Inlond Lumber Co. until.1969 when he occdpted the soles monoger position with Hollinon Mockit Lumber Co.

When the compqny wos forced to close ifs doors in December, {97C Ed decided thot the time hod come io reolize the dreom of hoving hi own business, By ioking $'1500 of sovings qnd borrowing onothe $3500, H&M Wholesole Lumber, Inc. wos born. Afler six months, the prc perty he wos teosing wos sold ond fronticolly Ed sought o new locc

H&M Wholesole Lumber boss Ed Fedunlw congroiulotes Sdn Anlonio Pole Conshuction Compony's Mike Esposlto lor q lob well done.

inventory stocked ot H&M's yord'

Mqin office, yord otfice ond newly compleled '18'000 sq. tt. storog{

Solesmen colling occounts. (left to right) Don Honson, Rich Hughes, ond Gordon Pugh.

tlon Co.e lnc. talres prlde In umber; lnco on thelr

lumber lndustr.y of the Uest

His secorxJ loccrtion wos o fwoacre porcel In Etiwondo, ,.which hod on oh Pocific Etechb Roilwoy SXolion, This sto-

become their ffice. We ot Son Antonio Risid pole Con;lion Co. were oble to construcf struoge-buildings ot cost ond delcry which kept them servicing-lheir witho.rt cny interrupfion.

During the following six yeors, with continued suponrt of eir suppliers ond cusfomers, they exponded their producl

twoqcre site ond purchosed thelr pr+

The post ten yeors hove not olwoys been srnooth for H&M .rt, thonks to their customers, suppliers,- Fresent ond post nployees, ond their philosophy to supfly quolity products

"i#flttJ"tleir

service ond fheir integrity, this fenth onnivasory irecome

MIKE ESPOSfTO

Son Antonio Rigid Pote Cqnsrucfion fr., lnc,

Ed Fedunhr, o\ rnar 6nd Nghon Sernbqch, soles monogof, dlscusclng loyouf ot new sloroge shed.

Vles of rom€ roch,vood lnvonfsry slocked of H&Mb yord.

houses cteor plno, mlxcd ond verflcol gqh Oq}gbs m.

ore reody to moke dellverler |n Southcm Oollfornb, Arfzono ond l*evodo.

Vendor Aid Sparks Sale

A recent weekend sale at Learned Lumber, Hermosa Beach, Ca., earned such an overwhelming response that the mid-month promotion was extended.

A combination of newspaper and radio advertising, a coupon offering, and vendor assistance from Simpson

Building Supply Co.'s Los Angeles distribution center supplied the formula for their fust major promotion sale of this type. They took advantage of a Simpson cooperative advertising program which featured redwood lumber, Realwood Paneling and International Doors. A coupon offering of Simpson's Book of Couldl

Book of lVood, a collection of Plans for redwood projects, also Proved popular.

'

Ttre firm, founded in 1924 by George Learned, has held few sales of any type. Dick lrarned took over from his father in 1948 and now owns this store and distribution yard in El Segundo, Co., with sons Mike and Rick. When Simpson Building Supply sales rep Tom Cowart Presented his idea of a sale, they agreed to try it.

Six months of planning paid off. Within the first two hours, most of the redwood decking material had been sold. Half of the International Doors were sold by the second daY. The store hadn't been oPen on a Sunday since the early 1970s, when an experimental seven-daY week proved to be unprofitable. During

RECEI|T SALE at Learned Lumber, Hermosa Beach, Ca., found customers browsino throuoh Simpson lnternational Doors an-d readiig up bn literature provided by Simpson.

the first weekend of this sale, they kept open on Sunday with excellent results. Compared with the firm's experience on normal weekends. sales increased 507o.

Simpson Building Supply sales staff members Cowirt, Pal iaylor, Ray McKendrick, Steve Dart- and Jon Sivers contributed their product knowledge to an increased redwood and door sales effort.

HARDWARE & ELECTRONICS

(Continued from page 22)

tion of control procedures needed. Eventually, the association will act as a 'service center' with on line application to stores, which is saying actually that all successful stores within five years will be required to have such merchandising control programs to survive in the anticipated business climate.

In summary, the retail hardware/ home center business in the basic store with a 40,000 unit inventorv can no longer "eye ball" or "seaf of your pants" operate. Like the airplane they have left the era of open cockpit and propeller, and possibly have passed the jet age. Fortunately there is available knowledge. available professionalism and available leadership to aid them.

Trade Regulations for Dealers

Building material dealers now musl comply with the provisions of the Staff Compliance Guidelines issued by the Federal Trade Commission to aid in interpretation and compliance with the trade regulation rule on labeli1S and advertising of home insulatlon.

Although provisions are now applicable, the enforcement action is not recommended against those who deplete unlabeled or improperly labeled inventory. However, dealers are warned to not accept or sell insulation delivered after thd effective date of the ruling (Sept. 29, 1980) if it violates the labeling requirements.

James M. Goldberg, general counsel to the National Lumber and Building Material Dealers Association, cautions dealers that thev should contact their insulation suppliers and assure themselves that the products being delivered are in compliance with the applicable FTC rules and that the suppliers will hold the dealers harmless from any liability for the sale of improperly labeled product.

Insulation manufacturers must now provide retailers and installers with fact sheets for their products. These must then be made available to consumers prior to sale. If the manufac-

turer fails to supply such sheets or supplies ones which do not meet requirements, they are the ones in violation of the rule. Retailers, however, are advised to not sell the product until acceptable fact sheets are provided.

Individual fact sheets may be provided to consumers or they may be made available in a loose-leaf binder system available in a central location. Fact sheets may be made available in any manner as long as customers are likely to notice them. Recommendations are for prominent siens in areas displaying insulation witli' more than one sign if necessary.

Insulation advertisins directed at the consumer also must"meet the disclosure requirements of the rule if the advertising is for a specific insulation product. Advertising promoting insulation for energy conservation without naming a product is exempt from the rule.

Black Bart Inducts 19

Black Bart Hoo-Hoo, Ukiah, Ca., inducted 19 new members at a dinner meeting at the Manor Inn.

Roy Nielsen was chairman of the meeting which was attended by more than 50 people.

Seruing the lumber, building manrials and home improvement markets in 13 Westem Sars - Since 1922

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HOME CENTER MERCHANT

(Continued from Page 31)

the retailer's objectives, the newspaper can help with better ad locations, inore classic ad layous. more excitine Wpe face selections, and the overall'dlvelopment of a "retail" image.

Some store managers are surPrised to find ttrat the newspapers also have available comprehensive market studies, projecting sales by product categoriea orSIC's, parking lot studies that show shopping patterns and interview and focus group surveys that can tell a store how the consumer compares them to competition. It's not bnly the big city paper that can supply thii input. Even some of the rural newspapers maintain excellent research departmentsand most of the data is avlilable-free. Ask 'em!

NORTHWEST NEWS

(Continued from Page 27)

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SAIF Corp. has an exceptlon to the above rule as follows: The payroll of an individual employee maY be divided and allocated to more than one classification provided the entries on the original reCords of the insured disclose an allocation of each such individual employee's payroll. An estimated or Dercentage allocation of payroll is no^t permitteid. A practical exampte: An employee driving a truck for part of a day and working in the retail store section of the operation for the rest of the day would have to be reported at the truck driving rate. But iT that same employee drives a truck on Monday and works in the store on Tuesday, the retail store rate can be reported for his PaY on Tuesday. How-ever, a record must be kePt to-substantiate such allocation of this employee's pay and duties.

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(Continued from Page 13)

mas, set up a trim-a-home shoP, an outdoor living shop for summer and so on.

Have a sidewalk or Parking lot sale. Truckload promotions create excitement and the urge to buY.

Try for community-related Promotions. Offer a table and sPace for organizations needing !o sigq uP volunteers tor communlty proJecls. Allow youth organizations to sell calenda*, cookies, or other Products in front of your store. Sponsor an athletic team or youth organization.

Roofing, Siding Sales Slow

The market for residential roofing products is forecast to grow at a ZVo annual rate over the current decade. while siding materials remain flat.

Manufacturers' sales of roofing for new and renovated homes will advance from an estimated $2.05 billion in 1980 to $2.5 billion by 1990 (in constant 1979 dollars). At the same time, sales of residential siding will ease downward from $1.85 billion to $1.83 billion, a marketing research study by Frost & Sullivan, Inc. projects.

Both markets will be adversely affected by the anticipated decreaie in average annual housing starts, along with current trends to smaller dwellings and common wall homes. For relief, manufacturers and contractors will instead have to rely upon a projected upswing in renovation activity. Indeed. where renovations accounted for 48Vo of the roofing market in 1980, they'll amount to 63Vo by 1990. In siding, the share is expected to climb ftom 56Vo to 63Vo.

Among roofing materials, asphalt shingles will remain the dominant factor, but will experience a decline in market share from 77Vo to 70Vo as other products advance at faster clips. With rising petroleum prices

potentially eroding price advantage, sales of asphalt shingles are seen increasing just 1.1% annually.

In contrast, promotional efforts and moves to reduce labor costs could propel tile sales even beyond the projected 5.5Vo annual increments.

Annual growth in wood shingles is put at 5Vo, propelled chiefly by promotion of labor-saving multiple-shingle panels, as well as anticipated stides in fire resistance.

Sales of built-up roofing will escalate 47o awnally, the study estimates, benefitting primarily from growth in multi-family and cornmonwall dwellinss.

Shifts in i'roduct specifications will be considerably more evident in the siding market. Most significant is the anticipated drop in aluminum siding from the present 4O%-plus share to about 307o by 1990. Aluminum's loss has been vinyl's gain. Having attained approxi.mat^e^ price parity with aluminum and offering some inherent advantages, vinyl is forecast to increase about 5.5Vo annually through 1985 and then level off to l%o per year for the balance of the decade. With that. it will become the leadins factor in the market.

-the third major siding category, hardboard/plywood is seen increas-

ing about 2.5Vo annually, buoyed by advantages in labor, shipping and initial cost.

Wood shingles/shakes are expecled to build upon their modest base with 6Vo annual gains, benefitting from developments in fue retardants and finishes.

Wood planking, still a slight faclor in new-home siding, will see its share dwindle further as sales slip 5% annually.

Asbestos cement or mineral siding should be phased out by 1985, save for occasional repairs, the study predicts.

Remember this One?

In 1976 an energy savings study labeled the Arkansas Story had an impact on the industry when it credited 2 x 6 studs and R-19 insulation batts with remarkable energy savings.

An instant increase in demand for 2 x 6 suds later died when it became apparent 2 x 6s required special size door jambs and window sills with increased costs.

Builders chose to add insulated sheathing to achieve a R-19 rating with conventional 2 x 4 construction.

Deckote is a watemroof, skid-resisunt coatihg for wood, concrete, asphalt and fiberglass.

Deckote adheres without m!!ing, blistering,, F€gqng, cnangngcolor or leahnq,,r?ter. Ancl lasts longeith,an conventional decl paint.

Deckote apples easilv with a rollef and clearis uo with soaD and water.

Deckote's acceptance after just one year in the market place is phenomenal! Most public-pleasing, profit-minded dealers have it. How about you?

NEW PRODUGTS

and selected sales aids

Colorful Housewares

New products from Rubbermaid include twelve items to help make life easier around the home. A step-on wastebasket holds a standard grocery bag or l3-gal. liner and is all plastic with no parts to rust. It has a suggested retail price of $12.95 and comes in almond, chocolate, gold and yellow with a white lid.

The Catch 'n Carry clothes hamper and laundry basket performs two basic functions. With the lid it stores laundry in the home; lift off the lid and it travels to the laundry. In color

with a white lid, the suggested retail price is $10.95.

Convenient for storage, Stackers mount parallel or at 9CP angles and come in popular colors with a suggested retail price of 94.98 each. They can be mobilized with a caster set available for $2.49 which includes four easy-to-install casters. The offer appears on product labels. Also new is a 30-sal. refuse container in chocolate oi dark avocado with a suggested retail price of 918.95, and a 16-quart Roughneck bucket with a sturdy metal bail. The bucket has spouts on both sides for con-

trolled pouring and recessed grips at the base. Its suggested retail price is $5.49.

Helpers in the kitchen include a basting and pastry brush and also a spreading spatula, available singly or as a set. Both are top-rack dishwasher safe with suggested retail prices of $1.49 for the brush and 98Q for the spatula. The set is a suggested $l.98.

Calico shelf liner comes in blue. burnt orange, gr€en and yellow with a suggested retail price of $1.59 for either the 12" wide x l0' long roll, or the 22" wide x 5' long roll.

A turn top pitcher shaker holds two quarts of beverage. Turning the lid adjusts the rate of flow for pouring and the wide handle provides a comfortable grip. In almond, the turn top pitcher shaker has lids available in several colors. The suggested retail price is $3.49.

Tumblers are also new in four sizes, 6-o2., 9-o2., l2-oz. and 16-oz. with etched floral designs, they come in tints of amber, blue. qreen and smoke. Their suggested retail prices, respectively, are 599, 79q, 89A, and 9%. Also new is a l2-oz. clear stout tumbler at a suggested retail price of 895,, plus a clear l4-oz. mug at a suggested retail price of $1.19.

Keep Home Fires Burning

A new, low cost electronic fuel gauge for residential and commercial wood stoves and furnaces that helps make sure the fire never soes out is from Stove Sentry, Inc.

Model Ssl0i sounds an alarm beeper when the wood supply in a stove or furnace needs replenishing. It has a knob adiustment for settins day or night burning rates.

Powered by one 9 volt transistor battery, the solid state gauge consists of a 43/a" x ZYa" x 2Y2" , 12 oz. control box (wall or table mount), 20' of connecting wire, and a fuel sensor that attaches without tools to anv stove or furnace pipe. Up to 150' oi connecting wire can be used.

Floor Tile Adhesive

3C All-Purpose Floor Tile Adhesive works indoors and outdoors to bond all types of floor tiles.

A thin-coat, brush-on formula is said to give great economy with less squeeze-out because of minimal spread. It adheres to plywood, saturated felt, existing tile and clean concrete floors with a strong initial grab and positive adhesion to prevent slippage.

Wet adhesive cleans up with water. Available in qt. and gal. cans, 3lz and 5 gal. pails.

Just Like A Pro

Vaughan Pro-Rocker wallboard hammers incorporate for the do-ityourselfer features suggested by professional wallboard installers.

The hammer is now made with both l3Yz" and 16" handles to suit individual preferences. Each is best grade white hickory wedeed to the head. The milled fice has-a hish crown to provide nailhead indentition needed for good bonding and smooth finishing of the joint compound.

Hammer head is aneled to the handle to provide knuckl6 clearance and allow nailing close in to ceilings and corners. Heads are full polished; thin blade has a 2Va" c\t, and is provided with a nail slot.

Water Turn-off

The new Gade shower Flo-Control@ unit reportedly reduces water consumption and water heating costs, paying for itself in one month.

It permits complete shut-off of water while soaking or soaping. One flip turns water bac-k on at iis iriginat temperature without need for adjusting hot and cold.

The unit, solid brass, bright nickel or chrome plated, with a no-drip Teflon seal, fits all standard shower heads.

Exotic lmported Doors

Bel-Air Door Co. specializes in stile and rail panel, carved, and other varieties of imported and domestic entry doors.

Some of the doors imported from the Orient have slight irregularities typical of handmade craftsmanship that make them a beauriful additioir to today's homes.

Guide to Caulking

A handy guide to caulking is part of the new Macklanburg-Duncan's caulking display header.

Graphically pinpointing the potential areas of air leaks in a typical home, it also shows your customers which type of caulking will work best to seal each area.

The uses of acrylic latex caulk, butyl rubber sealant and silicone rubber sealant are shown, as well as mortar patch, asphalt cement and tub & tile caulk.

Sprinkler System

An underground lawn and shrub sprinkler system is being inEoduced nationwide by Koonz Sprinkler Sup plv. Inc. ' 'Priced at $89.95 for a svstem that will cover lawn areas of from 2000 sq. ft. to 4000 sq. ft., it has been designed and engineered for do-ityourself installation. The kit contains a two-way shut off valve that screws on to your existing outside water outlet, two pop-up sprinkler heads, a plpe connector, elbows, a pipe line T, and clamps. Flexible polyethylene pipe must be purchased to complete the installation. Using diagrami in the kit to plot ttre insiattati5n, it reportedly takes only a few hours to install.

Solid Brass Hardware

A solid brass decorative hardware carded program is now available to retail hardware outlets and home centers.

Valli & Colombo is introducins two ft., three ft., and four ft. sectioi displays which can be used on existing gondolas, wallboards, or pegboard displays.

For Kitchen Updates

Amana Refrigeration, Inc. has two new appliances styled in elegant black glass, 3* I smoothtop electric range and The Counter Thai Cooks@ cooltop.

The 3* I cooking system includes three Temp-Assuri@- heating elements with built-in thermostats which automatically contol temperatures to within f of the desired settine. The "1" in "3+1" is a MultiparP element, a higher power elerirent without precise temperature control for large ut€nsils.

The range is free standing and features a 3.8 cu. ft., heavily insulated, self-cleaning oven with automatic start and stop cooking, an automatic electric lock, positive door latch and a black glass oven door with window, digital clock, 60-minute timer and full-width fluorescent cooktop lighting.

Of special interest to the kitchen remodeler, the cooktop, measuring 35" in width, features a black glasi control panel of push-to-turn knobs and individual hot lights for each heatlng element.

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Redwood Benderboard

Masonite Corp. has introduced Redwood Slims, a new, upgraded, redwood benderboard that promises almost endless uses in the do-it-yourself market.

The new product combines the desirable, salable qualities of redwood with precision milling and unitized packaging for a better unseasoned bendable redwood product. They can be used by d-i-y-ers for garden projects requiring curves, arches, or rounds.

With Redwood Slims. the retailer is spared the tedious, costly job of cutting his own benderboard. They are sawn from carefully graded genuine redwood stock to produce con-

sistent quality. Because they are redwood, they require no chemicals or pressure treatment, and perform better than benderboard of other species.

The product is easily curved, or used flat to build projects such as basketweave fences, Eellises, patio shelters, dividers, and gazebos. Traditional uses of benderboard also include curved path guides, expansion joints, and paving strips. They can be further cut for use as lath strips.

Slims come in 3", 4" , and, 6" widths; lt" , 7a" , and. r/2" thicknesses; and lengths from 8' to 20'. There is one length per unitized bundle. Bundles are labeled with product name and Masonite's name for increased consumer confidence and recognition. Depending on the size of the order, they can be unitized in either random or group length units.

Video Security System

GBC CCTV has introduced the Look-Out, a security system designed to give the home owner an extra set of eves.

It empowers a television to present regular programming while doubling as a video security system the home owner can activate at anv time.

To provide maximum security and mobility, the system is designed to handle as many as three camera locations with one receiver.

The system consists of a CCTV camera weighing less than 2 lbs., a UHF/VHF ICTV 82 channel l'2" black and white tv receiver, indooroutdoor camera mount. sound module and plug-in cable. It is pre-wired and requires little installation.

Custom Cut Filter

American Air Filter has four new cut-to-size filters for residential room air conditioners.

Available in polyester, latexcoated polyester with net backing, polyurethane foam with a laminated fta'stic support grid, and expanded aluminum mesh, they offer selection to consumers and are said to assist in expanding retail store raffic.

The new filters are designed to trap household dust and lint, yet allow free flow of air through the air conditioner.

They are washable for repeated use, and can be cut to size with household scissors. Formed in pads, they measure 15" bv 24" . '

Suggested retail prices are 92Q for polyester, $1.62 for latex-coated polyesier, $2.38 for supported polyurethane foam, and $2.95 for expanded aluminum mesh.

- Also available are latex-coated natural fiber cut-'n'-fit filters with net backing for use in residential central heatine and air conditionins svstems. Meisuring 20" by 30" 5y -1" deep, they also can be cut to size easily with scissors and are washable. Suggested retail price is $3.89.

Filters are shipped 24 to a carton. except the latex-coated polyester and natural fiber filters. which come 12 to a carton.

Valve Stops Pipe Freeze

A new non-electrical thermostatic valve that attaches to water pipes and goes into action at 35o to prevent water line freeze-ups is new from Shelltech. Inc.

Called Freeze-Gard 35, it is intended for water pipes in extension bathrooms, utility rooms, garage areas and other potential freeze-up areas around the house. When the room temperature drops close to the freezing point, it automatically starts a trickle of water flowing from the pipe through the valve and down an outlet tube to a waste line. toilet tank or drain.

Thermostatically controlled, it costs $6.95. Installation is reportedly simple.

Rack'em Up

The Rack from Valley Industries can increase possible carrying capacity of full-size and mini pickup trucks by two-thirds.

Constructed of a high-strength steel, the modular unit bolts together for pickup rucks. The side chainels, with 2" diameter steel cross tubes. have been static tested to a 5.000 lb" load although manufacturer recommended loads should not exceed twothirds of the vehicle's load rating or 1,000 lbs., whichever is less.

A high-gloss, polyester-powder coatins orotects asainst corrosion and irip?rct, and ttre aerodynamic design minimizes wind resistance. Installation instructions and fasteners are included with The Rack.

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Pine Scented Cleaner

F.O.@ 562, no flash emulsion cleaner-degreaser is now available from the Industrial Chemicals Group, HEXCEL@/Chemical Products.

Formulated with selective emulsifiers and solvents with a mild pine odor, it contains no caustics or chlorinated solvents and is recommended for removing grease, oil, stains, asphalt, protective coatings, inks and various soils.

The cleaner can be used on most metals and painted surfaces with brush-on, mop, pressure spray apparatus or used in a cold dip tank.

P.O. BOX 3175 o NAPA, CA 94SSB

We specialize in: o Redwood lumber products and hard-to-get items.

48 hour service on truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast.

For your inquiries call: RICK ROSA . DAVE SNODGRASS o LOWELL WALL "THE LUMBER NUMBER" is 707.252.6142 "THE PLACE" 5747 Hwy.29, Napa, Ca. 94558

Spring Showers

The Swan Corp. now has a shower surround product manufactured of press-molded fiberglass with a baked on polyurethane coating. Suited for both remodeling and new construction, it's packed, knocked down, in a corrugated carton with materials needed for installation: two-faced pressure sensitive tape, mastic and caulking.

It adjusts to fit all shower base sizes from 30" x 30" up to and including 36" x 36". An optional extension panel allows expansion of the system to fit areas up to 36" x 60',.

The panels which install over existing tile, wall board, plaster or any flat, dry surface come in a wide range of colors.

An in-store merchandiser is available.

Heat Pump

American Air Filter Co. is developing a distributor network to market its

EnerCon@ Ground Water Heat

Pumps to the single family housing marKet.

The heart of the system is a selfcontained air conditioner about the same size as a typical warm air furnace. The heat pump is connected to a source of ground water which remains at a constant temperature year around and provides adequate energy to heat and cool an average size home. The pump on the heating cycle absorbs heat from the ground water and adds it to the heat of compression to produce air temperatures in excess of 10trF. A fan circulates warmed air throughout the residence.

On the cooling cycle, the heat pump removes the heat from room air and transfers it to the water. Discharee water is returned through a separa'[e re-injection well, to a lake, river, or wastewater system. In addition, the heat pumps can be adapted to use waste heat from the air conditioning to supply domestic hot water.

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Home Whirlpool

Pearl Bath's new whirlpool is designed for two to bathe with 6' x 4' x 20" dimensions.

Featuring a Jacuzzi series P 3/q H.P. pump and components, three adjustable, hydro-air jets are positioned to massage the body or permit the bather to relax away from the tlow of water if desired.

Pre-plumbed and self-contained, it may be skirted, sunken in the floor, or installed on a raised olatform. Construction is of fiberglas-s wittr exterior surfaces in a porcelain look finish. Bottom of the bath is skid resistant for safety. Ten color choices are available. Overall, it measures 72" x 48" x 20" and requires a minimum of 50 gal. to operate. Capacity is 90 gallons.

SPECIALIZING IN PINE AND FIR

PRODUCTS FOR THE INDUSTRIAL AND RETAIL MARKETS.

Let Your Light Shine

Westwood Industries is introducing Lampscapes from Westwood, a collection of 20 new lamps.

Traditional, as well as contemporary and oriental, designs inspired floor and table lamps. One features crystal frames with brass bases. Another showcases ceramic with brass base. Most are in a deep tone polished brass or polished bronze finish and are accented with linen shades.

Resilient Floor Designs

Mannington Mills has 10 new designs of resilient flooring including four featuring the never-wax wear layer.

In the Aristocon collection, Rochambeau recalls old cobblestones with a random stone pattern set within a square pebble border. Royal Pavilion offers tfie look of ceramic-tile fired to create a tone-on-tone effect. These patterns feature the never-wax wear layer and foam cushioning.

Waverly Place is new to the Classicon collection with the marbling effect of natural stone. A cushioned floor with the wear layer for long life, it also features the Aquabar moisture barrier and carries a twoyear warranty against moisture problems.

Dolphin Court is reminiscent of handcrafted Italian tiles, with a lacy central motif surrounded by a border of the same color. It offers stain. wear. and moisture resistance and dimensional stability.

Architect's Choice has Segovia, inspired by burl marble and Candida. the look of a stenciled floor.

Villa Savoy, the Million Air introduction. recreates the look of handpainted tiles with contemporary styling. Cushioned for comfort it offers a Dura-Polish wear layer. New in the Marquis collection is Bouquet, a bordered tile with a center motif.

The Vinyl-Ease collection for doit-yourself installations offers two new patterns Crystina and Brockton. Offering a cushioned floor and an easy-care wear layer, it is available in G, 9-, and 12-ft widths and may be installed without adhesives.

Ceiling Fan Control

Hunt Electronics' MO43-T is a solid state unit providing variable speed control for ceiling fans.

With an external low-end adjustment, it is also available in a 3-way unit, model MO43-T3W, for control from two locations.

RMS voltage output is l5-116. Either unit installs in a single gang wall-box.

\.

Thermal Storage System

A new development in solar energy is the Texxor Heat Cell from Texxor Corp., a fully engineered thermal storage system adaptable to residential energy needs.

Based on the compound Bisol II, the heat cell allows rapid charging and discharging. Due to its size and packaging, it is said to be practical in the home for uses such as heating, providing hot water, or maintaining green houses.

A five year limited warranty is provided for the latent'heat storage capacity.

Neat Moulding Display

Southwest Moulding Co. has added a new floor display for its solid, unfinished cut-tojlerigth pine mouldings.

It features the real wood mouldings in 7' and 8' lengths in the most universally accepted patterns and sizes, suitable for showroom exposure.

It is designed for self-service with simple per piece pricing at the checkout counter. Keeping the moulding neat and clean, virtually damage and waste free, it provides a centralized purchase area for the add-on sale.

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illr

I ntermed iate-Wal I Shutters

Phillips Products Co., Inc., has a new line of Dura-Craft intermediatewall decorator shutters.

Made of plastic with a tough acrylic finish that reportedly won't rot, chip, dent or split, they come with color matched screws. All shutters are 14" wide and from 25 to 81" long. Wood-grained finish comes in white, black. brown and sreen.

In-store merch-andising materials include display racks, counter displays, customer hand-outs and a salesman fact sheet.

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Multi-Purpose Wood Stand

A versatile, multi-purpose, all wood stand introduced by Litton Microwave Cooking Products is The Home Center.

Measuring 4' 7Y2" high by 2' 5lz" long by 183/+" deep, it has an ash frame and 3 oak shelves. Its 6l lb. weight and two positioning levels are designed to accommodate the largest countertop microwave oven at either eye level or waist level. In addition, a hinged, flip-up door on the front of the stand converts into a 12" by 27Y2" work surface.

It can also be used to hold up to a 25" television, a stereo and speakers, or as a room divider displaying plants, trophies or knick-knacks in the den or living room. "

With a hand-rubbed oil sells at a suggested retail $239.9s.

finish, it price of

Less Water Per Shower

Flow control attachment from Gadren Machine Co. showers reportedly cuts water heating bills and reduces water consumption by 7 5Vo.

For use on all standard-size r/2," ips, the attachment is solid brass with bright nickel or chrome plating.

WHOLESALE LUMBER ONLY

Fastening Tool

A new low velocity, piston type powder actuated fastening-tool with a semi-automatic power load feed assembly is from Ramset Fastening Systems.

The assembly consists of a feed mechanism and a lO-round, disposable, clear plastic, straw-type magazrne. rastenlng appllcatlons lnclude dry wall track, conduit straps, electric junction boxes and similar components, ceiling hangars, gratinq, ducts and lieht sheet metal work.

*Other feature-s are compact, balanced tool design, strong, solid construction, low noise level, lightweight, fast, easy operator maintenance, and consistent power.

Built-in safety features include an

open breech which allows the operator to visually check if the tool is loaded, and the need for 34 lbs. of pressure to be exerted when the tool is pushed against the work surface before the trigger can activate the firing pin.

Knock on Wood

Two new panels, Mountain Cedar and Mountain Pine, have been added to the States Industries line of real wood paneling.

Both are slightly brushed during the manufacturing process to emphasize the grain patterns of the species. Grooves are scored 6" on center to make them suitable for almost any installation.

Quick Change Artist

Designed as a "man-reach" storage unit with a quick-change patented stud-keyhole arm connection, ButtonOn cantilever from Jarke Corp. reportedly erects in minutes, changes in seconds.

Free standing columns joined by braces complete assembly with no other fittings are required, Arms are available in either 12 or 16" length, level or inclined. and 1.000 lb. capacity.

GREEI{H0USE GARDEII window, deck, portable patio cart, recreation pavilion and other outdoor furniture are included in a package of five prolects from Georgia-Pacific Corp. Complete instructions accompany the plans which are designed to build sales of lumber, plywood, siding, roofing, and other building materials.

gwnlUlnlpualaLunbw

GREEN or DRY o DIRECT MILL

SHIPMENTS . LCL o CARGO .

RAIL o TRUCK & TRAILER .

PRESSURE TREATED LUMBER

Yard & Offlces: End ol Alrporl Rd.

P.O. Box 723, Uklah, Ca. 95482

Phone CORDES LANGLEY.

ROGER HOWARD:

GIGAI{T|C UMBRELLAS covering 425 pleasure boat berths at the 0x Box Marina, on the banks of the Georgiana Slough, lsleton, Ca., utilize 73.500 linear feet of 4' wide aluminum Rainlock-Rib roofinq. Produced bv the Revnolds Metals Co. Architectural and Building Products Dfvision, the material in a diamond embossed pattern is flexible to withstand changes in the weather.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

Heat by the Foot

Frostex II Pipe Heating Cable from Raychem is designed as an alternative to the conventional heat tape for home pipe freeze protection.

It reportedly offers more protection and greater reliability, beihg better suited to harsh winter weather.

A self-regulating heater with parallel circuitry and rugged outer jacket enables it to respond to temperature changes at each point along its length. The self-regulating featuEs will'increase or decrease its heat output in order to maintain the pipe at a Steady even heat.

This allows it to be crossed or wrapped around itself, and even used on heat sensitive plastic pipe. The self-regulating feature also insures the cable uses only as much energy as it needs. The heating element is a semiconductive plastic protected by an outer jacket, both chemically treated to withstand harsh winter weather.

Pipe heating cable is sold cut-tolength at suggested retail prices of $1.61 a foot for the cable and $2.29 for accompanying conneciton kit.

Waterproof Caulk

3C Butyl Caulk Sealant is useful around aluminum gutters, downspouts and siding as well as glass, metal, wood, stone, and other construction materials.

Flexible and waterproof with excellent resistance to fresh or salt water, it is available in white, aluminum gray and bronze in 1l fl. oz. cartridges and 5-gal. pails.

Magnetic Brush Holder

A magnetic paint brush holder which clips to the top of the paint can and eliminates drips onto the floor or down the side of the can is new from Mash Enterprises.

Called the Mount Brushmore. it snaps to the rim. Paint drips from the brush back into the can. It also provides a straight wiping edge for the brush.

To prevent accidental spills. the holder was designed so that it projects

less than an inch outside the edge of the can, and only a few inches above it. The paint brush slips on and off the magnet and stays put even if it is heavily laden with paint.

Suggested retail price is $1.98.

MARY's RIVER LUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or 1':x!2 SLS2E

(Clear Tight Knot €t Standard & Btr.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W 45151 N.E. Elliott, Corvallis, Or. 97330 (so3) 752-0218. (503) 752-0122

FRANK CLEMMONS T BOB AVERY

a new service-oriented wholesalef . .

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in linding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard arnd Plywood.

An overview of African hardwoods

AHOGANY is the most widely lUlrecognized hardwood from Africa, but many imported forest products suppliers include other African hardwoods on their species lists. Obeche, afrormosia, irokb, mansonia, limba, shedua, and zebrawood are important, frequently as teak and walnut substitutes.

African mahogany, KhaYa sPP., is produced by five species found throughout the continent, but commercial timber is mainly K.ivorensis and K.anthotheca shipped from West Africa. Related to Swietenia botanically, the African wood was first used at the end of the last century to supplement the limited supplies of true mahogany from Mexico. Central. South Africa. and southem Florida in the United States. Today it is almost universally accepted as mahogany.

Pale-pink to red-brown in color with a medium texture and interlocked grain with a stripe figure the wood is considered light in weight.

Rated as easy to dry and stable in use, African mahogany is recognized for good working and finishing properties. On the negative side, some timber from the center of large logs maY be brittle and care is needed with quartercut surfaces. It is considered moderately resistant to fungi.

Alttrough the demand for mahoganY furniture has declined, the wood is still used in antique reproductions and office furniture. The veneer is very decorative. Other uses include drawer sides, and in joinery for doors and commercial interiors. Light and moderately durable, it also is a popular choice for boat building. An additional use is for general-purpose plywood.

One of Africa's leading export timbers, obeche, Triplochiton scleroxylon, is commonly found in the Ivory Coast, Ghana, Nigeria and Cameroon areas. The tree grows very large with a long straight tnrnk.

iomi'aratively, ii is oie of the lightest hardwoods in use, generally weighing about the same as the liehtest softwoods, or twice the wEieht of balsa. It is considered very attrlctive with a pale straw-yellow color that has a silky sheen as a result of natural high luster. Decorative-

ness is enhanced by a Pronounced stripe in the quartered sections from the combination of medium texture and interlocked grain.

The wood can be dried raPidlY with very little degradation. It is very stable in use although not strong because of the light weight. Its workability rates well although care must be taken in cutting end grain surfaces as they tend to cmmble. Cutters must be kept sharP to Produce a eood finish. The veneer is considered Excellent.

Story at a Glance

Af rican hardwoods. . good workability. decorative figures. . used in furniture, Yeneer, boat building... look alikes for mahogany, teak, walnut.

The wood is perishable and raPidlY attacked by fungi in conditions favorins decay.

-necau-se it is attractive and easy to work, obeche is desirable for uses where mechanical strength is not important. Cabinetwork framing, drawer iides, mouldings, interior joinery' and plywood are common uses.

Afrormosia, PericoPsis elata, is also known as kokrodua. It is native to the Ivorv Coast, Ghana, Cameroon, the Congo-, and Zaire, with the principal loeging done in the lvory Coast anlO Ctrin-a ieas. The tree is tall with a lons and often irregular trunk.

It is a substitute for teak although it does not have the leatherY smell and sreasiness to touch. Like teak, it is iellow-brown to brown in about the slrne weight with a finer texture. The interlocked grain Produces a striped figure. In moist conditions it is^ know-n to react with iron fixings and blacken in color.

It dries slowly with little degradation and is very stable when dried. A strong wood, it is rated better than

teak in most strength properties. Durable and resistant to both fungi and termites. it saws and works well taking a fine finish. Quarter-sawn surfaies require careful handling because of the interlocked grain.

"Getting hard to get hold of," according to an industrY executive, afrorm6sia has been marketed onlY since World War II. First used as a teak substitute, it is now accePted on its own merit for furniture both in the solid and veneer. Its most imDortant use in the United States is in the boat building industry'

Another teak substitute, iroko, Chlorophora Excelsa and Regia, is known-as kambala when it comes from the Congo. Coarser textured, a little liehter in weight and less strong than teik. it also laiks the distinct odor and feel.

Yellow-brown to deeP brown in color, it has light markings caused by the vessels. The texture is coarse and uniform with an interlocked grain' Weieht is about 40 lbs. per cubic foot.

Tte wood saws and rirachines well. However, stony deposits of calcium carbonate can damage saw teeth and cutters.

Although iroko is not as enduring as teak, it is cheaper, according to an industry spokesman, which makes it suitable fol manv purposes even if it is not particulaily d'ecorative' Not utilized to any great extent in this country, it is suitable for boat building, jdinery, counter and bench toPs, and parquet flooring.

Mansonia, Mansonia altissima, is not readily available here. Produced in West Africa from a tree of modest size, it is a good walnut substitute. Medium brown to dark brown, the wood often has a greY or PurPle tint and is sometimes faintly striped. With exposure it can lose.the dark color and eventually fade to a pale yellowish brown. Fine textured with a straight or interlocked grain, it falls between mahogany and walnut in weight.

Thi w'ood dries quickly wittr tittte degradation although it has a tendency to-split. After drying it is moderately stable. It is a strong wood comparable to beech except for stiffness. Durable, it is resistant to fungi and termites.

Alttrough it saws well and machines

to a good finish, the wood dust irritates the skin, eyes. nose and throat. Because of this, it is not in wide commercial use. Suitable applications would be highclass joinery, furniture, cabinets, and fittings.

Limba, Terminalia superba, is known in most English speaking countries as afara and in the United States as korina, the copyrighted name for selected limba plywood-. Alttrough the tree is found'throushout We"st Africa, most commerc-ial timber comes from Zaire and western central Africa.

Limba varies in color from pale straw to darker with irregular gray markings. Medium textured with a straight or slightly interlocked grain, it usually weighs about the same as mahogany. It dries rapidly and well. Stable, it has moderate strength although this can vary with density and some timber is brittle.

Light limba is a popular general purpose wood in Europe with the darker colors used for veneer. In the United States it is used primarily for decorative plywood. A hardwood importer classifies it as nice, but hard to obtain.

Zebrawood, also known as zebrano, comes from two large trees, Microberlinia brazzavillensis and M. bisulcata, in Cameroon and Gabon. Usually the pale sapwood is adzed off and bnlv the fisurid heartwood is exported.'

Straw colored or pale brown with many dark brown or almost black stripes, the wood varies in appearance from log to log. The method of conversion also changes the appearance. On quartered surfaces. it mav have a rejular and parallel stripi while on flat or rotary cut surface the pattern is less resuiar. With interlocked grain and Eoarse texture, the wood is moderatelv dense and weighs slightly heavier-than oak.

Zebrawood must be dried with care to prevent twisting. Distortion can be kept to the minimum in the solid by quarter sawing. With good strength properties and shock resistance, it works well by hand or machine to a good finish. The wood slices and peels well for veneer although the product tends to be somewhat fraeile. It appears to be fungi resistant.

A very distinctive and decorative wood, it is mainly used as slice veneer in decorative inlav for cabinetrv and furniture. Solid w'ood can be ui"A in brush back, handles, and small turned items which are attractive. Its shock resistant qualities suggest possible use in tool handles and skis.

Shedua is offered bv a limited number of imported woodhealen although there is little technical information available. It is used primarily as a walnut substitute.

NORTH BAY FOREST PRODUCTS

P.O.

"Count on North Bay Forest Products for helpful, friendly service."

Please

Need Clear All Heart Hot Tub Stock?

That's iust one of the items we specialize in from rough K.D. to pattern staves, chime ioist, seat and cover material.

'We maintain an inventory of a million feet or more of redwood kiln dried uppers and kiln dried shop at our distribution yard, located on Humboldt Bay, between Arcata (three miles south) and Eureka, Ca., on Hwy. lO1. Rail or T&T shipment. Call Jerry Guin with your inquiries.

25 YEARS AGO fromn the pages @f

Bob Alcorn, host {br the 338th Terrible Twenty tournament at Wilshire Country Club, Los Angeles, Ca., was the winner with a net 64.

Bob Wright is chairman of the seventh annual Valley Frolic of the San Joaquin Hoo-Hoo Club 31.

John Lipani, snark of Los Angeles Hoo-Hoo Club 2, says that reservations are coming in fast for the first meeting of the season.

Los Angeles Black Cats who plan to attend the 63rd annual Hoo-Hoo convention in Houston, Tx., include George Clough, Don Bufkin, Jerry Essley, Roy Stanton Sr., Dee C. Essley, Bob Osgood and John Lipani. Representing Northern California are Al Bell. Hobbs Wall Lumber Co., San Francisco; Dave Davis, Simpson Logging Co., San Franciscol Duane Bennett, Mead Clark Lumber & Millwork, Santa Rosa; Harry Merlo, Rockport Redwood Co., San Franciscol Bob Middleton, Middleton & Beirne Lumber Co., Redding, and Jim Duart, Tarter. Webster & Johnson, Inc., Fresno.

Forrest Denney is mgr. of the new O'Malley Lumber Co. retail yard and store. Scottsdale. Az.

Dave Graber, sales rep for Koppers Co., announces moving the San Francisco ofl]ce to 55 New Montgomery St.

Jerry Essley, exec of D. C. Essley & Sons, Los Angeles, Ca., and hiswife, are on an extended business and pleasure trip. After picking up a new car in Detroit they will be joined by his father, Dee Essley, and wife, Ada, in New York and head for the Hoo-Hoo convention in Houston, Tx.

Hallinan Mackin Lumber Co. moved into an outlying location with new offices at 1485 Bayshore Blvd., San Francisco, Ca.

Don lilhite, White Brothers, San Francisco, Ca., and his family returned from a vacation in the Santa Cruz mountains.

Larry Hansen, mgr., Hobbs Wall Lumber Co., eastern div., Columbus, Oh., is visiting in San Francisco, Ca., and will spend a few days at the Willits Redwood Products Co. mill accompanied bv Al Bell.

Valley Lumber and Supply Co., Indio, Ca., has expanded its line yard at Palm Desert.

The Lu-Re-Co homes for 1955 have been selected with plans to be ready for distribution during the first quarter.

Industrialist Henry J. Kaiser will dedicate Kaiser Gypsum Co.'s new multi-million dollar gypsum plaster mill and wall board plant in Seattle.

F. F. Momyer is succeeding Jack C. Rassenfoss who has retired as president of Pickering Lumber Corp., Standard, Ca.

J. William Back, pres of Back PIYwood & Lumber Co., Los Angeles, Ca., recently returned from the Orient where he arranged for Japanese plywood and lumber for So. Ca., distribution.

Stanley Brown, pres., Chandler Lumber Co., Van Nuys, Ca., announced the third annual high school plan drawing contest sponsored by the yard with Valley contractors and architects groups.

Lumber Yard Trucks Loaded Without Delay

5CI VEARS AffiCI fromn the pages of

^ B.E. Bryan has been elected pres. of the Strable Hardwood Co., Oakland, Ca.

William L. Aisthorpe, Griswold Lumber Co., Chico. Ca.. was a San Francisco visitor.

Hugh P. Alderman, well-known redwood salesman, sailed from San Francisco, Ca. on the Matson Line steamer Lanoa for Honolulu where he is to be associated with Lewers & Cooke lumber and building material dealers.

, Arthur Bevan, sec.-mgr. of the Red Cedar Shingle Bureau, Seattle, Wa.. was a recent visitor to San Francisco. Ca.

Roy Harrington, head of the Califgrnia Moulding Co., Los Angeles, Ua., ls spending a month in the east.

J.W. Flora from Denver, Co., has started a new yard in Lindsay, Ca.

A large shipment of walnut shipped 9yt 9f Norfolk, Va., to ttre For-syth Hardwood Co., San Francisco. was iost when the vessel carrying it foundered off the Bahamas in the recent storm.

H.W. Bunker is new pres. and gen. T-cr. o-f the Coos Bay Lumber Co., Marshfield. Or.

Warren S. Tilson, Modesto LumLer Co., Modesto, Ca., is pres. of the Central California Lumbermen's Club.

B.W. Lakin, McCloud River Lum- ber Co., McCloud, Ca., has been elected pres. of the California White & Sugar Pine Assn.

_-..Dale Craft, Royal Shingle Co., Whites, Wa., is rhe new prei. of rhe Red Cedar Shingle Bureau.

J.H. Prentice, Bloedel Donovan Lumber Mills, Los Angeles, Ca., made a hole-in-one on No. 6 at Chevy Chase. Witnesses were Ed Culnan. Charles R. McCormick Lumber Co.. Los Angeles. Ca.; A.C. Penberthy, Defiance Lumber Co., Los Angeles, and C.D. Lloyd, Bloedel Donovan, Bellingham, Wa.

Edward Hines. Hines lumber interests, Portland, Or.. has announced that he is planning a new mill to cut fir in Or.

C.N. Ambrose, owner of the Pacific Fir Co., Seattle, Wa.. was a recent visitor to San Francisco and Los Aneeles.

_

R.R. Macartney is mgr. of the new Weyerhaeuser Timber eo. sawmill ar Klamath Falls, Or.

P.R. Smith, M.R. Smith Lumber & Shingle Co., Searrle, Wa.. is rhe new pres. of the Washington & Oregon Shingle Assn.

E.L. "Bud" Reitz has ioined the sales lorce of A.L. Hoover, Los Angeles, Ca., So. Ca. rep for The Pacific Lumber Co. and the'Wendling- Nathan Co

J.J. Farley, The Pacific L-umber Co., San Francisco, Ca., and Mrs. Farley have returned lrom a vacation in California's Humboldt Countv.

J.J. Donovan. mgr.. Dubois-Lumber Co., Vancouver, Wa., was a recent visitor to San Francisco.

Robert C. Parker, mgr., Portland, Or., branch, E.K. Wood Lumber Co., and sales mgr. at Anacortes and Hoquiam, Wa., mills is in Ca. on a sales trip.

Assuring

PROMOT|O}|AL PREVIEW of California Redwood Association plans for emphasizing redwood garden grades was part of iuncheon meeting hostet by Sunset-Magazlne with Jim Ramsey (lett), No. Ca. Div., Georgia-Pacific Corp., turning over the chairmarishio of the CRA promotion committee to Greg Lambert, redwoob sales mgr., Simpson Timber -C0., Seattle, Wa..Redwood tub planter6 were presented to Ramsey in appreciation of his two-year leadership of the committee.

Newsweek Home Remodeling SurveY

A shrdy from Newsweek reporls three out of ten home remodeleis said they undertook the project instead of having to move to a new home, and fully 65Vo said they did aI or part of the work themselves' The study also found that the active home remodelers surveyed generally tended to be affluent, well educated people in the prime of their lives.

The profile that emerges from the study indicates that more than three-quarters are 35-years-old or older; twothirds are college'-educated; mor6 than half have household incomes of $25,000-plus.

Over SOVo of the projects were financed by either cash or credit cards; the median cost for all home remodeling proiects reported was $1,515. Kitchens led the list of ieniodeling- projects, followed closely by roofing, other rooms and bathiooms. Among building products involved, floor coverings were the most frequently purchased item. And, withinlhat category, carpeting is the leader-,-followed by vinyl. The nExt'most ?requintly purchased item was lighting fixtures, followed by insulation'

Home Appliance Sales Increase

Wholesale sales volume for the home appliance industry is expected to rise 4.4Vo thrs year starting with the second half.

Richard F. Zoellner, president of Frigidaire, predicts a sales volume of 29.4 million units for the industry as compared to28.2 million in 1980 and 30.5 million in 1979.

CUSTOM REMAN UFACTU RING

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

;

i

UPPING INVENTORY TURNS

(Continued from page 1l )

tions. Customer sales analysis and seasonal item sales analysis'also are prepared.

Back office functions of accounts receivable, accounts payable, general ledger, payroll and ^LIFO ar"e also accomplished. Clifton stresses that although these accounting functions are often considered the most important, "the real benefits to the dealer will come in the form of better inventory management. "

Each dealer must analvze his needs and make the decision as-to how much electronic help he needs. Associations offer accounting service with the dealer sending in his information for central processing. Wholesalers offer

Try This Sales Bid

Try this approach when you find a sales prospect who buys exclusively from one supplier: What will happen if this supplier has a disaster such as a fire and your supply is interrupted? How long

ordering service with pricing, labels, and a variety of reports for inventory control. For some of these progrnms, the dealer installs a point of sale terminal capable of communicating with the wholesaler's computer via telephone.

Before deciding on a system, a dealer must do his homework. Dealers with partial or complete in-house systems are good sources of information. A cost justification analysis must be prepared. Site planning and preparation is another consideration along with training of management and employees. An installation plan should be developed with a timetable. Adaptability of the system to business growth also should be studied.

The electronic data svstem is a tool which manv in the indusrv consider vital to ttui neAtn of the'hardware/ home center field. Although retailers have utilized it to onlv a fraction of

would it take you to find another source ?

Tellthem: "Let us supply l5o/o of your stock and we will have no problem su.pplying it all in an emergency.

is capability, industry leaders feel that the time for more sophisticated systems has come. The retailer needs help to survive in the present economy and electronic data processing may be the answer.

Thot's How lt Goes!

"How many times must I tell you, Bemish? When the price is extremely high, always print 'Only' before it."

The Merchonl Mogozine

Al{llUAt BASH for mill sales managers by Portland Wholesale Lumber Assn. (1) Jack Bergstrom, Pat 0'Donnell, pres. ol the association. (2) Weynne Ceist, John Nero, Tom Murdock, Ernie Christenson, John Hallberg. (3) Jon Friesen, Dave

Portland Lumberman of the Year

Ray W. Replogle, v.p. and sales mgr. of Stimson Lumber Co., Forest Grove, Or., has been chosen Lumberman of the Year bv the Portland Wholesale Lumber Aisociation, Portland, Or.

In presenting the plaque, Lex Taylor, Pope & Talbot, Portland, outlined the honoree's lumber career which began in the early 1900s. His fint job was as a fireman on a C.W.

Stimson boat plying between Seattle and Hood Canal where the Stimson timber holdings were located. "Rep, " as he is known. left Stimson for a brief time to manage a Seattle, Wa., retail yard, then returned to Stimson's Ballard, Wa., operation. When that closed, he went to Forest Grove in 1933 as sales manager, the same position he holds today.

Still active in the Scroggins Valley

yard and mill at the age of 93 (he was born Jan. 3, 1888), Rep "has always taken time to coach the younger fellows coming up the line. "

The presentation was made at the recent annual holiday season party hosted by the association for mill sales managers from Oregon and Washington. Over 4l mills and associated organizations were represented at the luncheon.

Miller. (4) Steve Nava, Jerry Johnson. {5) 0ddver Nass, Chet Cowan. (6} Brad Wilkins, Doug Gregg, Judd Webber, Brad Buhman, Paul Cockrane, Bob Hasselblad. (7) Dave Craig, Dale Swanson. (8) George

Latimer. (9) Hank Muller, Bill Goudge, Dorothv Robertson. {10) Rav Allan, Bill Monahan. (11) JoAdn'Meldorf, Juanita Estupinian. (12) Don Helmig, Bob Maxwell. (13) Bonnie Sawyer, Ralph Hull, and Al Doogan.

UI{|0UE USE of wood in construction was recognized by W.0.0.D. Inc., a Colorado association of lumber retailers and wholesalers, with the William Gebhardt residence, Ft. Collins, Co., (top) and a mountain residence in Genesee, Co., among those selected, according to Herb Hast, Jr., Hast Lumber Co., Commerce City, Co., president. Eight proiects were selected for honors from a record number of 95 entries in the 14th annual comoetition.

RInril0

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TRflII$PORT

CALIF O RNIA FO RES T PRO D UCTS 436 14tb 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"

Sacramento'Man of Year'

More than 400 lumber persons from California, Oregon, and Nevada eathered for the naming of Jack McKenzie as the lumberrian of the year at the Sacramento Area Wholesalers' 10th annual party.

John Casey, owner-president of Sierra Mountain Mills, North San Juan, Ca., winner in 1978, made the presentation of an engraved plaque. McKenzie. associated with Old Town Moulding, Sacramento, is an ex DG Shelter employee. Previous winners are Fred Passmore, 1979, and Bob Bonner. PFS Inc.. Fair Oaks.

Ca., 1977, the year the honor originated.

According to Ralph Heath of California Cascade Industries, one of the organizers, the luncheon began l0 years ago as a small pre-Christmas luncheon for about six lumbermen. Each year it has grown stronger with the 1980 paffy at the Red Lion Inn, Sacramento, Ca., supported by almost three dozen lumber and wood products firms.

Unrivaled for conviviality, the party is more of an all day gathering than a luncheon with the activity beginning in late morning and continuing until late afternoon.

LOOK|NG TOWARD 1981 are (1) Wes Caudill, Karl Drexel and Ralph Heath, one of the active organizers behind the event with (2) Hank Feenstra, seen here with John Gottwald. (3) Oddie Dalen, Charlotte Bluhn. (4) Rich Sabbagh, John Ahlers, Ted Hewitt, Earl Moore, Dave Seeger. {5) Georoe Stanlev, Lvnn Shurtliff. {6) Hdl Borstdd, Art Guheit,'Frank Antonsscin, Ted Hewitt. (7) Don Cherovsky, Bob Bretz. (8) John Hanson, Judd Webber, Pat Parrack. (9) Myrtle Harwood, Landis Morgan, Hap Hasty. (10) Chris Cornett, Jim Hayes, Mark Malors. (11) Morrie Tisdall, Bill Latimer, Joe Rodriguez. (12) Ed Dier, Mary Caplis, Harry Bleile. (13) Steve Palmer, Jenniler Boden, Steve Lausmann. (14) Glen Deitz, Dick Smallridge. (15) Jim Ed: wards, John Casey, Gary Simmen, Steve Grieb.

GESTURING in delight, (1) Jack McKenzie acknowledges his award as Lumberman of the Year. (2) Walt Farrow, Ron Lewman. (3) Lew McDonald, John Hale. (4) Peter B. Smith, Ralph Heath, Jim Blevins, Lowell Wall. (5) Jim Waterman, Dick Jones, Mark Ardell, Gary Palmer, Rich Stolz. (6) Mark Setzer, Jetf Setzer,

Joe Lausmann lll. (7) John Diederich, Bill Elmore, Dennis Nelson. (8) Frank Door, Lucille Husmann, John Moore. (9) John Gottwald, El Louise Waldron. (10i Larry Tatom, Bill Lund, Bob Reynolds. (11) Dave Damon, Chet Richardson, Jack Davies. (12) Art Reid, Ron Taylor, Craig Cookingham. (13) Jerry Edwards, Bob

Bonner, Rosemary Nelson Benson. (14) Jack Betts, Bill Gittings, Joe Bowman. (15) Haskel Causey, Keith Voget. (16) Fred Scaife, Maury Walker, Rich Baskins, Claude "Scotty" Scott. (17) John Erwin, Phil Barnett, Scott Watson. (18) Scott Zimmerman, John Wilton, Mike Gay.

R0USII{G WEtC0ME to San Joaquin Valley Hoo-Hoo Club new members Roy Wallingford, Tom Long, Mike Mensinger, Chuck Erne, and Dennis Rink, followed the annual golf tournament and dinner at Palm Lakes Golf and Country Club,

Fresno, Ca. (Top right) Doyle Catron, Gary Long, Dan Burdine. (Lower left) Greq Goman, Gordon Knott, Howard Ladd. (Lofter dght) Mike Bakula, Ralph Lamon, Erik Fromm.

GTASSIF[EB ADVERTISEMEN]IS

GENERAL MANAGER needed for retail lumber and hardware store. Ideal mid peninsula location in northern Ca. Well established business with industrial. commercial and retail trade. Need sharp manager with merchandising ability. Write Box 387 c/o The Merchant Magazine.

LUMBER BUYER experienced in dry West Coast softwoods for established and well financed So. Ca. distribution yard. Must have good knowledge of sawmills. Excellent salary. Bonus. Profit sharing and other quality benefits. Send resume to Box 386 c/o The Merchant Magazine.

MANAGER wanted for large retail lumber company in San Francisco, Ca. area. Excellent salary. Send resume to: Box 364, clo The Merchant Magazine.

SALESPERSONS/BUYERS

PACIFIC STATES INDUSTRIES (PSI) has immediate openings in its wholesale lumber division (No. Ca.) for experienced buyers and salespersons. Distribution yard experience desired. Remanufacturing knowledge a plus. Serving Ca. and national markets, PSI offers a base salary plus excellent commission to the individuals who possess a strong buying and sales background. Medical/Dental/Life included. Contact Dan Naughton at 408-629-4484 for interview, or send resume to Sales Manager, P.O. Box 1300, Morgan Hill, Ca. 95037.

EXPERIf,NCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, (213) 7't5-2544.

RETIRED lumbermen, tired of being retired? Your old contacts can help both of us. Growing company looking for retired lumbermen to work commission sales in San Gabriel Valley and Faql les Angeles, Ca.. areas on commercial and contractor sales. Call Joe at (213) 222-7101.

WANTED

EXPERIENCED, self-reliant person to manage full service lumber and building material retail yard in Greater Los Angeles, Ca., area. Must be able to oper- ate as own profit center, handling purchasing, accounts receivable, personnel. Excellent medical and dental program, other fringe benefits. Replies confidential. Send resume to Box 384 c/o The Merchant Magazine.

INDUSTRIAL SALESMAN for well financed So. Ca. distribution yard. Must be experienced in softwood and hardwood in the Los Angeles area. This is excellent opportunity for that aggressive and excep- tional man looking for a future. Send resume to Box 390 c/o The Merchant Magazine.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchrnt Megrzine, 4500 Campus Dr., Suite 4t0, Newport Beach, Cr. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the monrh. PAYMENT MUST ACCOMPANY COPY.

INDUSTRIAL LUMBER salesman. experienced inside salesman for direct mill. Hardwood and softwood. Salary and commission open for right person. Good medical benefits. Write Box 383 c/o The Merchant Magazine.

ACCOUNTANT with computer experience and credit background for wholesale distribution yard in L. A. area. A golden opportunity for right man. Profit sharing and other quality benefits. Send resume to Box 388 c/o The Merchant Magazine.

SUPERVISOR for yard and mill in L. A. area distribution yard. We want an experienced man with strong leadership ability. Excellent growth potential. Box 389 clo The Merchant Magazine.

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter, Hunter Woodworks, 1235 E. 223 St., Carson, Ca. 90'145 (2t3) 775-2544.

EXPERIENCED knife grinder. Custom milling. Permanent job. Contact: Joe (213) 324-455t.

ACCEPTING applications, resumes for qualified hardwood sales people. Experienced and familiar with Valley or Orange County, Ca., preferred. All company benefits, equal opportunity employer. Stahl Lumber Co. Inc., 3855 E. Washington, Blvd., Los Angeles, Ca., 90023. 213-2636844.

NORTHERN California lumber wholesaler needs experienced wholesale salesman for direct T&T and carload sales to retail and industrial accounts. All replies confidential. Write P.O. Box 6380, Concord, Ca.94524.

FULL SERVICE retail lumber yard in San Gabriel Valley, Ca., area seeking experienced yard superintendent. Company-provided benefi ts. Call 213 * 283- 5921. Ask for Bill.

GTASSIFIED ADVEMTISEMENTS

TELEPHONE SALES, pleasant telephone voice, light typing and basic familiarity with general office functions. Apply in person. Hunter Woodworks, 1235 E. 223 St., Carson, Ca. Ask for Tom.

LUMBER SALES

WELL-FINANCED Los Angeles, Ca., area wholesaler/manufacturer needs aggressive experienced lumber traders. If you feel frustrated by organizations that do not offer unlimited sales and income opportunityours is the company for you. Salary commensurate with experience. Commissions directly proportionate with your profits. Complete medical & fringe benefits. Call Dave Betz l-800-426-4190 for appointment.

WELL ESTABLISHED Portland wholesale lumber firm has opening for experienced trader with a proven track record. Excellent commission and fringes. Reply in confidence to Box 392 c/o The Merchant Maga-

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 77 5-2544; (2 I 3) 83 5-567 l.

BUY-IN lumber and building material outlet. Experienced manager, financially sound, willjoin other(s) with hands on experience. Box 393 c/o The Merchant Magazine.

F-'\ California Lumber ICLIircpffi^s*s.ri..

\- 9/ Certified Agency (B -Y L.A. (7r4) 546-trr2 s.J. (408) 297-807r

I 190 Lincoln Ave., San Jose, Calif.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-0426.

MILLWORK & LUMBER gal. Complete knowledge in all office procedures, invoices, accounting and secretarial duties. Presently employed but desire change for more opportunity. Strong interest in buying and selling. Prefer Sacramento. Ca., or No. Ca. area. Reply Box 394 clo The Merchant Magazine.

CTASSIFIED ADYERTISI}IG Order Blank

BARNWOOD

NATURALLY weathered, 60 year and older, quality selection, references available. F.O.B. Santa Cruz. Ca. Pacific Coast Shelter Inc. (408) 427-200'1.

BMW 320i. Fully loaded with all accessories and special factory paint. Still in warranty. 27 mpg. Perfect car with less than 5000 miles. $16,000 or best offer. Call Dave Ql4) 5498393.

FOR SALEAcme Visible 77%" diameter motorized sales desk for six sales positions. For more info phone Dick Osmundson, Higgins International 415-938-9960.

SUCCESSFUL LUMBER YARD

BIG BEAR LAKE. CALIFORNIA CHOICE BUSINESS, ideal location, unlimited potential. $1,500,000. includes commercial real estate. O.W.C. own/bkr.P.O. Box 867, Big Bear Lake, Ca. 92315. (ll4) 866-3301.

COMPLETE LUMBER yard for lease', San Bernardino. Ca.. area on S. P. Rail. 1.75 acres, all black top and fenced. Shed 6300 sq. ft. Two 1000 gal. gas ranks. Complete mill next door. Available April I, 1981. Write Box 391 c/o The Merchant Masazine.

ztne.

WLOS A]IGELES AREAffi

LUttEi tto ?ttf000

ffiS.F.BA

ORIA?ER BAY AFEA

Freeman & Co.. Steohen G..

irimoni roreii ir,iiuc:is.

Georgia-Pacilic Corp...

Goldino Lumber Sales.

H & M Wholesale.

Inland Lumber C0.......... (714) 783-0021

Inlernational Forest Producls, Inc............

Johnston Hardwood. Inc.......

Knollwood Corp..

Koppers Co., Inc.......

Laminated Timber Seryices, Inc........

MacBealh Hardwood.

Manoower Control, Inc..

Mariner's Forest Produc1s......... ..

Marquart-Wolte Lumber Co.. {714) 998-1212

Millwrioht Speciallies, Inc.......

Nalional Soltwood Sales, Inc...

Newport Planing Mill, Inc.......

Pacitic Coast Lumber Remanulacturing, Inc....

Parr Lumber C0.........

Peterman Lumber C0......

Product Sales C0........

ACIFIC NORTIIWEST STATESW sffi RoGKY lf, OU 1{TAl l{ swffi

wasllll{GTo}l

C&D Lumb€r Co..

H€rbert Lumber C0...

ffiSOUTHWESTffi

G00t tN Coos Head Lumbcr & Plywood.

c0lfflltl

Bonninoton Lumber C0...

Mary'siiver Lumber Co.... (503) 752-0218

EUeEft/t?tllenEt0

Al Peirce Company.

8el Air Door/Aloine Veneers. Inc..

Sohemia, Inc.............. (800) 547-6065

Euo€ne-Willamette lumber Co..

Flintddoe Lumber Sales......

Fremonl Forcsl Producls.

Georoia Pacilic Corp..

Hirt & Wmd Lumb€r C0..... (800) 547-8927

Lumber Producls.

McFarland Cascade.

oregon McKenzie Lumber Products Co.......

Pacilic Yard Service.

PSF, Inc..

Rolando Lumb€r Co..

llawall

OBITUARIES

JOSEPH WILLIAM TARDY

Joseph William Tardy, active and well known in the lumber business all of his life,died on Dec. 18. 1980. in Phoenix, Az.. at the aee of 95.

In the early 1900s he worked for many years as a salesman for E. J. Stanton & Son, Inc.. Norwalk. Ca. Movins, to Scottsdale, Az., in 1917, he operated his own business as a commission Ihole5ale lumberman. This company, Douglas Lumber Co.. was sold in i927. but Mr. Tardy lemained active in the industry. He,was an active Hoo-Hoo International member of long standing.

He is survived by a daugl-rter and-a son.

JACK C. HIBBERT

JqqE C. Hibbert, owner and opera- tor of Hibbert Lumber Co. Inc., D;avis, C3., since 1946, died nec. +, tgAO, after a long illness. He was 69.

Active in city government in the larly l-950s, he served as mayor of Davis from 1952 to 1954. He was a veteran of World War II and member 9_f mqny organizations including HooHoo International.

He is survived by his widow. Carol. three daughters, a sister, and a grandson.

VERLON McKINNEY

_ Verlon D. McKinney of the Verlon McKinney Lumber Co., San Jose, Ca., died unexpectedly of a hearr atrack January 16, in Mountain View. Ca. He was 55.

Born in Oakland, Ca., he was raised in San Jose. He served in the U. S. Navy during WW II and Korea and attended Stephen F. Austin State University, Nacogdoches, Tx.

_ He_Qegan working in his family's firm, Willow Glen Lumber Co.. San Jose, in 1935. He worked for William Cameron and Son in Lufkin, Tx. while attending college. Later he worked for McKinney Hardwood Lumber Company, Los Angeles, Ca., and for Gordon-MacBeath Hardwood Company, Oakland, Ca. In the 1960s he workdd for the Island Timber Co., Los $nge!e_s, a pioneer firm in the importing of South American hardwoods. He also was general manager of Brush Industrial Lumber Co., Los Angeles. Most recently he managed his own-brokerage firm, dealing in Eastern hardwoods.

He is survived by his widow, Jacqueline; his motherl two sons; and a brother.

Memorials may be made to the Ver- lon McKinney Scholarship Fund, Stephen F. Austin State Universitv. SFA Starion, Nacogdoches, Tx. 7 5962.

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tAm

rhe economicar srued laminated structural member for construction applications where performance counts, not appearance. Industrial Finish only, sizes comparable to 4X, 6X, and 8X. The low-cost alternative to solid sawn timbers for beams, headers, shoring, and supports. Available in inventory.

SOUD

LAll TOP

A new consumer item, laminated, real wood for table tops, desk tops and shelves. Capitalize on the popular butcher block look.