Merchant Magazine - February 1982

the lumber, building materials and home improvement ma*ets in 13 Western Sfates-Since 1922

NEW FROM KOPPERS:

Dricon=Wood a rcmarkable firc rctardant trcated tllood for interior use

Your

customers will be hearing a lot about it

In architectural, construction and building code publications, your customerswill be seeing exciting information on a welcome product: Dricon@tire retardant treated wood. lt's remarkable not only because it carries an FR-S rating f rom U nderwriters Laboratories, Inc.. but also because...

. lt eliminates virtually all interior moisture-pickup problems. lt stays dry even when humidity reaches as high as 95%.

o Tests show that contacting metal (truss plates, fastening devices, piping and conduit) experiences no greater corrosion than with untreated wood.

c Dricon products offer the design and construction advantages of woodthe same ease of construction and remodeling, and workability with commonly available tools and skills.

o lt's economical - generally lower in' place costs and faster installation than with other construction materials that are classified as noncombustible.

. ltcan be used in studs, trusses,ioists,

purlins, beams, shelving, bins, work benches, pallets.

We are the West's exclusive pro ducer of Dricon fire retardant treated wood, and we havef ree literatureavaiF able for distribution. Our representatives can help you sell yourcustomers.l We'll answer technical questions, make presentations, conduct seminars.

Contact us for more information. Call us f or Drl co n tire retardant treatedl wood, for exterior-type fire retardant treated wood and for rot- and termite-l resistant wood.

Western Wood Products Division Koppers Company, Inc.

I Los Angeles, CA, (213) 624-1076 or I (714) 524-O85O

I San Francisco, CA, (415) 692'3330

I Denver, CO, (303) 534-6191

I Sacramento, CA, (916) 372-6920 Honolulu, Hl, (808) 682-5704 I

I

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 Lou Taylor

Circulation

Sherridan Roberts

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, )rlewport Beach. Ca. 92660. phone l7l41 549-8393. bv The Merchant Magazine, Inc.- Second-class postage rates paid at Newport Beach, Ca., and additional olfices. Advertising rates upon request.

ADVERTISING OFFICES

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

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone Q14) 5498393.

FROM SOUTHERN CALIFORNIA: cON. tact Carl Vann, 205 Oceano Dr., Los Angeles. Ca. 90049. Phone QIT 4723llJ or (714) 549-3393.

FROM THE MIDWf,ST: contact Charles L. Lemoerlv. 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone $12)'199-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Include address label lrom recent issue il possible, plus new address and zip code. Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independenlly-owned ptrblicalion .lbr the relail, u;holesale anrt distribution levels o/ the lumber, btrilding materials and home improvetncnt btrsiness in the I3 Western slotes.

Whether it's a far out, high-fashion store, a comfortable den or an atftactive exterior accent wall, Lam-Loc Pecky Cedar offers a unique effect, which is difficult to obtain with any other material. The natural, durable texfure withstands the most rugged environments, provides an extra measure of insulation, and its resistance to decay rivals that of the Redwood. Our patented Lam-Loc process guarantees over-all random peck, and eliminates the problem with through

PECIffCEDRR

holes. Specified widths and lengths up to 16'provide economies in both installation time and reduction in waste. When your customers demand "somethingout-of-the-ordinary", remember LamLoc Pecky Cedar. Call or write for full color literature and samples. Ed Fountain Lumber Company, 6218 South Hooper Avenue, Los Angeles, California 90001, (213) 583-1381.(7 1.4) 97 2-9107

ED

FOUNTAIN LUMBER COMPANY

DAVID CUTLER editor-publisher EDITOR[AL

Now What Do We Do?

THE economy and economists have been I prominent in the news of late, the latter oeing more active than ever in trying to divine for us what is happening now and what is likely to happen next. Their analysis is usually accompanied with more numbers than anyone really needs and verbiage that would choke a Philadelphia lawyer.

We recently came across a much better description ofthe current situation. It appeared on an application for unemployment benefits, filled out by a yard laborer for a western wholesaler, forced to close his yard due to an absence of business.

With admirable directness it said: "Houses cost too much to Buy, Developers Build less so they don't Buy much wood, which left me with very little work to do and Alot of time on my hands. So Here I am."

So, in a sense, here we all are, asking ourselves what do we do? The number one priority now for everyone is to determine what can the industry do and what can I do to effect an escape from the current business valley?

In the past, the federal government could be counted upon for rescue-to pump up housing. Today, there is every indication that government is opposed to doing that, preferring to direct the nation's capital toward a re-industrialization of America's tired factories.

It now appears that the initiative to create more favorable housing and related market will, of necessity, come not from government but from all of us.

Those who have long extolled the free marketplace and the beneficial results from individual and group action now have their opportunity to find the answers to the puzzle of what should we do now.

SeNing the lumbet, bulldlng mateilals and home lmprcyement ma*ets in 13 Westem Stales-Since 1922

Rolando Lumber Co., Inc.

'Multiple' Choice

Prefinished Wall paneling from PGt Offers Selection.

Selections range from elegant to the casual for laundry room to dining room, basement to attic. Retail prices to suit all your customers from under $5 up to $30. We rely basically on just 2 major suppliers: CANFOR Building Materials and TRI-MAC Panel products . to fulfill all of your paneling needs. Available from most PGL Divisions.

Traditional panels: Citation, Stockade, Homesteader, Hacienda, etc.

Hardboards, and Lauans.

Tri-Mac product mix includes famous paper overlays in a dozen different designs.

Ask your salesman about samples and prices.

Porlland, Oregon

'Colonial Pine' embossed Panelwood

Manor House Brick SINCE

Hardware experts on maintaining profitability

EESEIGED by predictions that E the current economic slowdown will drag on through late spring, hardware/home center dealers are looking for ways to make the best of the situation.

With this in mind, The Merchant Mogazine staff consulted several industry executives and advisors asking the question: "How can the hardware/home center retailer best retain profitability in today's challenging market?"

The question was approached from a variety of positions with advice based on the speaker's past knowledge as well as present situation. One wholesale distributor executive declined to comment because "we are not experts in the field of today's highly changing market," giving credence to the popular philosophy of "who knows?"

Along this line, Denis B. Daines, vice president of Valli & Colombo (U.S.A.) Inc., producers of decorative brass door hardware, suggested that the question might well be expanded to read "challenging and changing market."

"Some retailers have already learned the lesson that value is not necessarily low prices," he explained, ' 'and that the new products buyer for their company does not allow customers the choice or chance to

Story at a Glance

High quallty, tight control, utillzatlon

buy high-value items when theyresist new products on price alone."

"Today's d-i-y buyer has had low priced products and now wants something better to make his or her home a little nicer or different," he continues. "There are many new high-value products available at the marketplace, but not featuredor sold by retailers because of a high retail price."

"When choosing such a product line, retailers should look for value, low or no stock programs, manufacturers with a reputation of quality, service, and strong dealer support," he suggests.

"Offer value, not just prices," Dains says in summing up his philosophy of upgrading merchandise to meet the tastes of the customer as well as his budget.

Some advice on product displays is included in David G. Bancroft's answer to our query. Assistant to the senior vice president, marketing and

corporate development, AFCO Industries, Inc., he says "There are many variables that affect the profitability of every business including the hardware/home center retailer and to pinpoint how he can best retain profitability actually involves looking at every aspect from accounting procedures to advertising. "

"However, the utilization of floor space via store layout and product signing should be very important to the profitability of all retailers," he stresses. "It is vital to achieve an excellent return per square foot to achieve profit. Competitive pricing does play a major part, but if a product is inadequately displayed, pricing may not even be a factor. Time plays an important role in the buying decision of a consumer because the consumer cannot purchase what he cannot find."

Also related to the managing of the

(Please turn to page 28)

PEAKS and valleys of the hardware sales graph for the past four years reflect seasonal changes as well as economic fluctuations.

of space, effectlve employees enable retaller to achlevd profltability . hard. ware/home center industry ex. perts, advice.

Selling conseruation devices: opportunity with obligation

By Fred E. Schmuck Vice president Fluidmaster Corp. Anaheim, Ca.

tages. But, all too often the user compensated for the resultant slow flow by running the water longer, especially in the shower.

born from this exciting new field. Check each one out through whichever sources you find reliable. Even if the firm has no track record, its principals and c.e.o. can be investigated.

(2',)

ITROVE

IT, you'll sell it. Don't, F vou won't.

In ihe new home conservation products market, the latest adjunct to the ever expanding do-it-yourself industry, the difference between slumping and soaring sales at retail can be summed up by this simple admonition.

Since 1974, our perceived dependence on foreign oil has uncapped an outpouring of crude conservation products. Even before this, however, subnormal rainfall, unchecked demand, insufficient storage and repeatedly-rejected bond issues began to give rise to the most insidious shortage of all: an evaporating supply of fresh water.

In either field, opportunities mushroomed overnight. Although some of their inventions were sound, others lacked the research needed to perfect the product. To wit, toilet dams. Installed inside the tank, the dams, in theory, would conserve by reducing the volume of water displaced per flush. In use, however, they prevented sufficient flushing to move solid waste materials through lateral sewer lines to the mains, resulting in costly clogs.

Of minimalbenefit, too, were flow restrictors. Designed for shower, sink and lavatory supply lines, these flow reducing discs promised to cut water consumption 30-5090. Indeed, they restricted flow by those percen-

Such panaceas sold in short order; but, in the long run a too-frequently ripped-off public issued fair warning to makers and sellers of conservation products: prove to me that it will really save, and I'll buy it. Otherwise, I wontt.

Many customers expect a retailer to have first-hand knowledge of every item he sells. We know this to be an impractical expectation in light of today's home centers and suPer stores. Nevertheless, there are several discriminating questions the buyer or manager can ask in reviewing any purported conservation product.

Story at a Glance

Conservation product validity vltal ways to select reliable, cr€ditable merchandise, ex. pand sales ... help customer.

(3)

Are performance claims substantiated on the package or readily verifiable elsewhere? If the label states "Saves Water With Every Flush," are the answers to "how" and "whY" clearly detailed on the package? Has the product been written up in leading retailing magazines and related trade journals? A new, qualitY Product usually finds editorial acceptance.

Is the product guaranteed, and to what extent is the buYer Protected?

(4) If billed as an energy saver, does the product qualifY for state and/or federal energy tax credits?

(5) Does the vendor have a trusted salesman-one who has not steered you wrong in the Past? Reselling with confidence follows buying with confidence.

(6) Does the concept make sense to you? After all, you are a consumer, too. Could You be motivated to buY the Product, or do you find yourself highlY skeptical? If so, go back to No' 2. If the promises on the package don't ring true to You, they won't to your doubting patrons, either.

(1) Is the manufacturer an established, reliable firm with credibility in the conservation products or product related industry? The consumer will deem logical, say, GE's entry into the electricity conservation products market, but may look askance at a water-saver marketed by a pharmaceuticals firm. Don't be unduly shy of new companies. A giant of future industry is sure to be (Please turn to page 50)

Retailers have a great opportunity to expand sales of measurable conservation devices. Like power tools, housewares or light fixtures, these items, too, tend to sell better when grouped together. A carded item, set

TRIAD POS: MAKE SALES TODN/ DECISIONS TOMORROW

Running a good business takes more than good sales. lt takes good decisions. You have to do both-sell and decide what to sell, how many, for how much, ano wnen.

But making good decisions takes time. So does selling. How do you plan for the future when you're busy making today's sales?

With lnformation, Accurate information about inventory, customer credrt, pricing, cash flow, purchasing, and more. All gathered in the simplest way possible: while you're ringing up sales,

That's what Triad's Point-of-Sale (POS) system can do for you.

SALES THAT GENERATE I NFORMATION.

Every time you make a sale, your Triad POS terminal automatically adjusts your stock levels, accumulates a sales history, and on charge sales, records receivables information, Thls information is then used by the system to suggest inventory reorder requirements and calculate your gross profits. And you can request a report for each register or clerk showing the complete day's sales activity, with check, bankcard and charge totals clearly identified

But that's just the beginning. Your Triad can arso gtve you reports on inventory turns, sales, and profit margins for any period by department, merchandise class, or individualitem

That's the kind of information you need to manage your business.

SERVICE WHILE YOU SELL.

While Triad POS is collecting management information, it's also providing faster service to vour customers. And helping you sell

When you ring up the sale, Triad POS automatically charges the correct price-even for

promotion rtems or special customer dlscounts-and immediately prints a cash receipt or charge invoice with a description of each item purchased. Triad tracks your promotion sales and profits and your seasonal sales activity. Each charge sale is preceded by a customer credit check for your protection-and your customersi

That's the kind of information you need to sell.

TOTAL CONTROL. TRIAD HAS ITALL.

Triad POS is just one part of the total Triad system. Our Inventory management package helps you balance your inventory and increase turns. And Triad customer accounting, accounts payable and general ledger applications help you improve cash flow by giving you vital information each month on the financial status of Vour bUSIneSS,

CONTROL: lT'S JUST COOD BUSINESS.

With Triad, you can keep your costs down and your profits up. We'll get you off to a good start, too, with an evaluation of your business, your goals, and a plan to show you how your computer will pay for itself Belore yo, buy. Afterwards, we'll help you prepare for system installation, assist you in converting your records, and completely train you and your personnel.

As you grow, your Triad system will grow with you. With program enhancements and follow-up support that includes consulting, training, and periodic preventive maintenance,

With a Triad system, you can have the tools to run your business more profitably than ever. But don't take our word for it Ask about our ? 60-day system trial. Call our Calif ornia headquarters toll-f ree: 800/538-8597 (in California and Canada call collecl 4081734-9720, ext. 800), or write us at the address below

KNOWING YOUR

IS OUR BUSINESS.

Housewares: the industry that isn't

THE housewares industry in the I United States is a modern economic miracle. It is vital, it is dynamic and, as its growth record of the past four decades documents, it has the strength to meet successfully the challenges of an everchanging economy.

Yet, housewares is not an official industry. "Housewares" does not appear in the Stondsrd Industrial Clossffication Manual and fails, technically, to qualify officially as an industry because of its great diversity of unrelated products.

Despite this paradox, annual retail sales of housewares totaled nearly $35 billion at last count and sales of housewares products at the manufacturing level passed a record $17.5 billion mark. Manufacturers' sales were nearly three times greater than a decade earlier; and it is expected retailers' sales may well double throughout this decade as the accelerating growth of housewares continues.

Housewares is not a localized or parochial industry. Its thousands of manufacturing plants stretch from cities on the Atlantic Coast to those overlooking the Pacific Ocean, and from those along the Canadian

border to cities throughout all of the South and the Sun Belt states.

Housewares is a mass production industry, eating up millions of tons of steel, rubber, wood, copper, tin, chemicals, plastics and other materials. It has created its own needs for mass distribution and mass merchandising. To serve those needs, housewares are sold in practically every type of retail outlet where homemakers shop.

Housewares are sold by mass merchandisers, department and variety stores, food and drug stores, and catalog showreoms as well as

home centers and hardware stores. Millions of dollars worth of all kinds are sold each year through mail order, and by house-to-house salesmen, the modern version of the Yankee peddler.

I

Housewares

to double before 1990. semi. annual exposition shaPes in. dustry.. soft.sell

benefit retailers.

The industry produces everydaY products for everyday living, all loosely related to home furnishings and home improvement. Housewares constantly change and expand with new and exciting products to meet peoples' new and challenging needs. But the semiannual National Housewares Exposition staged by the National Housewares Manufacturers Association really is thought to have shaped housewares into a vital industry. Without the cohesive force of this January and July show, the disparate lot of home-use products of more than four decades ago could never have become an industry at all, according to many in the field.

In 1938, housewares buyers first suggested to manufacturers that they conduct an annual trade show, where buyers could see and compare the industry's complete product out-

(Continued on next Page)

BIGGEST EVER National Housewares Exoosition utilizes 1.2 million sq. Jt. in Mc0ormick Place plus morethan 30,000 sq. ft. in Mc0or-

mick Place West. 0ver 100.000 oersons shows with number 76 held last month.

attend the semi'annual

Story at a Glance

sales expected

promotions

Latest housewares attract crowd of 60,000

IIESPITE the nation's present Eeconomic downturn, the "spirit of housewares" was stronger than ever in Chicago, according to Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association.

The 76th NHMA National Housewares Exposition filled to overflowing the giant exhibition complex of McCormick Place plus McCormick Place West, with products and people bent on giving America's consumers 1982 reasons for spending their available dollars on home-use items of all kinds.

The show, the industry's semiannual national marketing showcase, Jan. 17-21, attracted a recordbreaking 1,930 exhibitors, 80 more than a year ago, and more than 60,0q) housewares buyers and merchandisers.

"Housewares has long been a viable industry on the U.S. economic front," Fippinger said, "and l98l proved that once again. In fact, reinforcing the industry's historical role as a relatively'recession-resistant' business, total manufacturers' sales last year probably hit a record $19 billion, nearly $1.5 billion more than the previous peak in 1980."

Pointing out that housewares

put, in a single location and within a few days. Out ofthat suggestion has grown the world's largest singleindustry trade show.

The first Exposition in January, 1939, had 266 exhibitors at the Palmer House in Chicago. Now each year nearly 15 times as many manufacturers, close to 4,000, participate, utilizing more than 2,000,000 square feet of display space in the large exhibition complex McCormick Place plus McCormick Place West, Chicago, Il. Total annual attendance exceeds 100.000

manufacturers'volume went from $4 billion in 1966 to $17.5 billion at the start of last year, he added: "Any industry whose manufacturers' total sales can more than double twice in a lS-year span is certainly one whose continued well-being is on solid ground, despite ever-changing economic challenges. Housewares is weathering the country's present downside economy in good shape overall."

-Exhibitors tempered their new product introductions with refinements and innovations, to heighten the blue chip basics which appeal to today's value-minded and cost-conscious consumers.

Here's a mixed bag rundown of newsmakers from the show:

o Ceiling fans, one with a temperature sensor that turns it off and on automatically, depending on the room temperature near the ceiling; another operated by a six-button remote control, which includes three speed controls, two buttons to change fan blade direction and an "on-off" light button that also is used as a dimmer.

o A sandwich grill that makes a European-style "meal in a pocket" by sealing in the sandwich filling as it grills the outside top and bottom.

o An all-in-one plastic kitchen gadget with stainless steel blades that can slice eggs, cut them in wedges or make them into floral designs.

o The deluxe mobile food service unit with a food warmer across the top, a warming oven and a removable heated drawer with three covered dishes for oven-to-table service.

Story at a Glance

Blue chlp basics plus ln. novatlYe Yalue mlnded . .. cost conscious.. somethlng for every household.

o A multi-purpose serving fork with six tines designed to lift large roasts or fowl, or to serve spaghetti, corn on the cob or baked potatoes.

o An unconventional barbecue line of low, sleek electric barbecues in tabletop and rollabout models, with sophisticated styling that includes (Please turn to page 50)

persons, including nearly 40,000 housewares buyers and merchandising executives along with more than 60,000 others concerned with the housewares industry, including salesmen, manufacturers' representatives, members of the press, suppliers and trade guests.

The National Housewares Manufacturers Association was incorporated as a non-profit organization in 1938 for the stated purpose of providing buyers with the best possible industry exhibits, at the lowest feasible cost consistent with good

management. That goal remains its prime objective today. In line with its non-profit policy, the NHMA has refunded a part of exhibit fees to exhibitors since the very first housewares show in 1939. To date, nearly $7 million has been refunded.

The NHMA also undertakes an annual marketing research study of housewares manufacturers to provide valid statistical data about the industry. It also publishes comprehensive surveys of housewares consumers' attitudes.

Hardware I Housewares: '82

Electric housewares No. 1

lPJ"'"1;;uiJ':';'i;.

utilitarian. "

"Eliminate the luxury items."

"Stay away from high-ticket merchandise. "

"Stress the practical. "

Operating in this plethora of advice, a housewares manager is often confused about what to order for his department. Customer preferences should certainly be his guide, but how does he predict their tastes and wants?

Figures released from a survey conducted by Bee Angell & Associates, Chicago, Il, for the National Housewares Manufacturers Association, should be of help to a buyer who needs to understand the seemingly unpredictable whims of the buying public.

The number one selling category reported was electric housewares with a high figure of 32V0. Second with l39o was merchandise used for cooking and baking. Plastic ware captured 8 9o of the sales while

decorative accessories tied with serving and buffet products and accessories including dinner ware, cutlery and flatware ar 7 Vo Outdoor products and accessories ranked at 690. Kitchen tools and gadgets claimed 590. Furniture sales were equal with bath and closet sales at 490. Cleaning products and accessories only claimed 390, supporting a theory that these items are usually purchased at the grocery store. All the other miscellaneous items found in the housewares section accounted for the remaining I l9o of the total 10090.

Color preferences as revealed by the survey are similar to those reported in earlier years. For kitchen appliances and accessories almond ranked high at 4890, the highest rating achieved by a kitchen color since the popularity of avocado in the early '70s. White was the second choice with brown and yellow at the low end.

However, brown edged out al-

mond in sales of serving and buffet products and accessories with white in third place. Also rans with scores of 8-990 were earth tones, yellow and beige. For outdoor products and accessories tastes changed with green coming in first followed by yellow, brown, red and white. White was the first choice in bath and closet accessories with brown close behind. Blue ranked third with yellow and almond next.

There seems to be no explanation for the lack of consistency in color choices. For example, predictions show almond due io lose a few points to white in the sale of kitchen appliances and accessories in the future with brown and yellow still holding weak positions. On the other hand, almond is forecast to edge out brown in sales of serving and buffet products and accessories while white gains second place. Earth tones, yellow and beige seem doomed to continue in fourth, fifth and sixth places.

For outdoor products and accessories, white is expected to make a better showing, taking away sales from black and red, but green, yellow and brown will still hold the top three spots. White also is expected to edge

Story at a Glance Figures

can help a housewares manager sort out conlusing advice . . . electric goods No. 1... almond isa top color.

out brown in bath and cioset accessories sales. Blue will gain slightly but remain in third place followed by yellow and almond.

C0L()R PREFERENCES show almond and white in second and third place in sales ol serving, buffet products and access0ries including dinnerware. Brown is No. l choice.

After studying these figures, a housewares manager probably stands a better chance of predicting the market. Toasters, coffee pots, mixers, irons, crockpots, etcetera no doubt will continue to be considered essential, purchased when replacement is necessary or bought as gilts lor those starting a new household with an empty kitchen. The utensils used for the cooking and baking necessary for preparing meals probably will continue to be steady sellers.

"Uu\CARE has a formuln thnt really works. I'ue got tlrc clteck tha,t proues it!, ro*#^#tX*i

Hardware I Housewares: '82

Home Center Show: "doing it better"

Hoffman & Associates, Los Angeles, Ca.

"Among this year's speakers are professionals from every sphere of home center management," said William Fishman, Home Center Show seminar director and columnist in The Merchant Magazine. "They will offer concrete strategies for 'doing it better' in home centers, based on their own day-to-day experiences and proven track records of successes."

The seminars will begin the afternoon following the show's opening general session at 8:15 a.m., Monday, March 15.

rrD"o*')lo"il3'Jl:I#iii:"fi

a small town independent home center store, will be the theme of the 12 seminars scheduled for the 7th annual National Home Center/Home Improvement Congress & Exposition at Chicago's McCormick Place, March 14-17.

An impressive array of panelists, with backgrounds reflecting everY style and size of U.S. home center, will conduct the seminars, examining all aspects of home center retailing. Among those who will be taking part are Thomas A. Wood, pres. andgen. mgr.,Wood Brothers Lumber Co., Tucson, Az.; Candace Kilburn, director of human resources, Handyman, San Diego, Ca.; William F. Rooney, marketing communications ffigr., Louisiana-Pacific Corp., Portland, Or.; Robert R. Denning, pres., The Denning Lumber Co., Grand Junction, Co.

Others will include William Gamble, v.p,, marketing, McCulloch Corp., Los Angeles, Ca.; Donald Tripp, v.p. and gen. merchandiser, Fred Meyer, Inc., Portland, Or.; David Primuth, pres., and Paul W. Hylbert, senior v.p., Wickes Companies, [nc., San Diego, Ca.; W.T. Teachout, gen. mgr., Builders Emporium, Irvine, Ca.; Leon Hoffman, pres., Leon

Chief Reagan economist Dr. John Rutledge will present the show's keynote address at the session, an economic forecast for the home center industry.

Next, Rutledge will lead a panel discussion featuring five leading home center retailers, each of whom will offer his own forecast for the industry. Panel participants will include: Harvey Rosen, Handyman, San Diego, Ca., and E.L. Newkirk, Chandler Lumber Co., Van NuYs, Ca.

The 1982 Home Center of the Year Awards and announcement of the new Innovator Award winners also will take place during the opening general session.

BRASS ON BRASS, a round table discussion, will bring together c.e.o.s of home centers and major manufacturing companies to discuss how each views his own role in the home center marketing Process.

Co-chairmen will be Byron L. Carter, pres., MH Ventures, Inc.,

Sfory at a Glance

Economist keynoter seminars geared to all size operations . top c.e.o.s par' ticipate in brass on brass.

Columbus, Oh., and Edward Hines, pres., and c.e.o., Edward Hines Lumber Co., Chicago, Il. Panelists will include Albert C. Plant, pres., Beaver Lumber Co., Ltd., Willowdale, Ontario., David Wallace, pres., Wolohan Lumber Co., Saginaw, Mi., HarrY Merlo, chairman and pres., LouisianaPacific Corp., Portland, Or., Robert Day, pres., U.S. GYPsum Co., Chicago, Il, William P. Fallin, pres., Newell Window Furnishings Co., Freeport, Il., and James C' Collins, pres., Red Devil, Inc., Union, N.J.

The show will include more than 1,200 exhibitors of home remodeling, decorating, household, and recreational products, as well as educational seminars and sPecial displays. A show "first" will be the Product Locator Service. The service provides a computerized "road map" that identifies exhibit products in categories of interest to the buyer.

The show will be preceded bY the fifth annual International Home Center Marketing Conference, Saturday, March 13, at the McCormick Inn. U.S. and foreign experts in retailing do-it-yourself products overseas will discuss new success strategies and examine current trends in U.S. home center retailing.

Robert Day U.S. Gypsum Co.

Harry Modo Louisiana- Pacific CorP.

NEWSS B[.] IEFS

A number of housing-related groups are asking the federal government for assistonce as interest rates continue to depress new home construction. now at a 35 year low Washington, D.C. observers say a one timetax break for housing is being considered by PresidentReagan...

Forest products financial news is almost universally grim: Williamette Industries Inc. has reported 4th quarter net income 8l9o off from the same period in '81, net for the yr. down 55Vo . . Crown Zellerbach's 4th quarter operating profit was slightly less than 3090 behind last yr.

Boise Cascade Corp. chalked up an '81 net loss of l99o with a 4th quarter decline of l4Vo Southwest Forest Industries had a 3rd quarter net income of $ 1,664,000 as compared to $9,094,000 for 1980 . Triad Sys tems Corp. (computer systems) predicts fiscal I st quarter earnings well below the $1.7 million of last yr.

Payless Cashways, Inc. , reports 1981 net income up 52Vo on a 25Vo sales gain . Evans Products Co. has slashed its regular quarterly dividend nearly 4090 to 250 a common share

Georgia-Pocific reports a 34Vo net income drop for the yr. on an 8Vo sales increase although the 4th quarter net dropped 6690 with sales down 7.7V0 . .

Lumber production in Nov. (latest figs.) wcs l4Vo below the previous mo. and 27.7V0 behind Nov. '80 . . softwood was off l6Vo from Oct., hardwood declined 8.89o l9%o of western sawmill employees are out of work, 4lVo are working curtailed shifts .

Potlatch Corp. has laid off 785 more Idaho employees, closing

the Lewiston and St. Maries plywood plants and the Kamiah sawmill until the market allows re-opening; the Lewiston wood specialties mill closed for two weeks at the end of Jan. and the Coeur d'Alene sawmill has gone to an every-other-week schedule.

Arcata Corp. has signed a definitive agreement to be acquired by a new company to be formed by Kohlberg, Kravis, Roberts & Co., . . International Paperisstill seeking buyers for its Gardiner and Vaughn, Or., and Weed, Ca., mills; the Gardiner mill is shut down with start-up hoped for in June . .

Kinzua Corp. plans a 2 mo. shut down of its facilities . ,. Wickes Forest Industries has temporarily closed the Grangeville, Id.. mill . Crown Zellerbach has cut its salaried staff l09o through early retirements and forced exits . Missouri Pacdic RR has closed its Eugene, Or., office...

Walled Lake Door Co., Phoenix, Az., has permanently closed its Orange, Ca., subsidiary, Bellwood Co., a door mfgr. . .Borchers Bros.,SanJose, Ca., has closed its pre-hung door plant . . Newport International Forest Products, Newport Beach, Ca., has closed

Final housing start figs. for '81 were I ,102,7W, a dismal low exceeded only by '46 est. 1,050,000 . . while Dec. starts were up 13 .3Vo from Nov. it was still 36 9o below the yean'earlier pace experts said the increase, the second in a row, was more than anticipated. .

The Merchant Magazine

Most of the increase was in bldgs. of 5 or more units; single family starts rose only I .4Vo in Dec. , for all o f '8 I they fell 1 7 9o , the lowest rate since record keeping began for that category in '59; geographically, the West notched a34Vo increase in starts . . bldq. permits were up an encouraging I2Vo in Dec., for all of '81 they were off 1890 . .

Chinook Wood Products has moved its Hq. from Scotts Valley, Ca., to Yachats, Or. Frontier Fiber, Inc. and Meadows Resoltrces, Inc., both Albuquerque, N.M., have announced plans to build a medium density fiberboard and lumber mill in Las Vegas, N.M., early this yr. .

Solano Lumber Co., Solano Beach, Ca., has acquired Fallbrook Lumber Co.. Fallbrook, Ca.

Boise Cascade Building Materials Center, Grand Junction, Co., will complete a $1.5 million relocation in June Stafford Lumber Co., City of Industry, Ca., has been acquired by Barr Lumber Co., Los Alamitos, Ca...

Orchard Supply Hardware, San Jose, Ca., plans to expand its distribution center Home Lumber Co., San Bernardino, Ca., will relocate its lumber wholesaling operation to the south area of the city and build a new retail center at its present location

Hemphill-O'Neill Lumber Co., Chehalis, Wa., has taken a new corporate name, HemphillO'Neill Co,, and combined its lumber and sawmill divisions into a new subsidiary, H-O Lumber Products, Inc.

Budget Lumber Saleshas opened a d-i-y yard in Salem, Or. . Suburban Building Materials, Aloha, Or., has been purchased by Clarence J. Rausch Imported Hqrdwood Products Association members approved a name change to Internationsl H a rdw oo d Products Associqt ian.

Your Sights QUALTT

GALENDAR

FEBRUARY

Los Angeles Hardwood Lumberman's Club-Feb. 11, annual gag awards night, Stevens Steak House, City of Commerce

College of Hardware and Home Center Knowledge-Feb. 11-12, Fiesta Inn, Phoenix, Az.

Humboldt Hoo-Hoo ClubFeb. 11, Crab Feed, Eureka Inn, Eureka, Ca.

San Joaquin Valley Hoo-Hoo ClubFeb. 12, Ladies' Night, Roger Rocka's Good Company Music Hall, 1226 N. Wishon Ave., Fresno, Ca.

Dresco-Feb. 15-16, buyers workshop & product show, Denver Merchandise Mart, Exposition Bldg., Denver, Co.

Western Wood Products Association & Lumber Association of Southern California-Feb. 1E-19, lumber seminars, The Valley Hilton, Sherman Oaks, Ca., Feb. l8; The Holiday Inn, Buena Park, Ca., Feb. 19.

Hoo Hoo-Ettes-Feb. 20, national board meeting, Hyatt International, Airport, Los Angeles, Ca.

California Retail Hardware Association & Western States Hardware Show-Feb. 28-Mar. 1. annual convention in conjunction with show, MGM Grand Hotel, Reno, Nv.

MARCH

National Roofing Contractors Association-March 2-5, 95th annual convention and exhibit, Los Angeles, Ca.

Lumber Association of Southern California Second Growth-March 3, meeting, Hyatt House, City of Commerce, Cr,.

American Wholesale Hardware Co.-March 7, sales galaxy, dealer hardware and sporting goods show, Long Beach Convention Center, Long Beach, Ca.

Western Wood Products Association-March 9-12, spring meeting, St, Francis Hotel, San Francisco, Ca.

Imported Hardwood Products Association-March 10-13, annual convention, Rancho Las Palmas, Rancho Mirage (Palm Springs), Ca.

Los Angeles Hardwood Lumberman's Club-March 11, annual secretaries luncheon, Stevens Steak House, City of Commerce,

National Home Center/Home Improvement Congress & Expo-March 14-17, McCormick Place, Chicago, ll.

Conference with CongressMarch 23-25, Washington D.C.

Nationaf Remodelers Association-March 25-27, annual home improvement and remodeling expo, Convention Center, Atlantic City, N.J.

APRIL

American Institute of Kitchen Dealers-April 18-21, kitchen/bath industry show, Convention Center, Dallas, Tx.

American Hardware Manufaclurers Association-April 18-21, Shamrock Hilton, Houston, Tx.

Wordwork Institute of CaliforniaApril 29-May l, 3lst annual convention, Quail Lodge, Carmel Valley, Ca. MAY

National Kitchen Cabinet AssociationMay 9-12, 27th annual convention, Innisbrook, Tarpon Springs, Fl.

Arizona Lumber and Builders Supply Association - May 20, 6lst annual convention, LittleAmerica Hotel, Flagstaff, Az.

Hbo-Hoo-Ettes * May 20-22, national convention, Red Lion Inn, Sacramento, Ca,

Northwest Hardwood AssociationJune 2-4, spring meeting, The Thunderbird, Kelso, Wa.

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D-i-y clinic strengthens sales, service

A S A RETAILER you hold a Fkey to helping the do-ityourselfer achieve success in his undertakings. Consumer magazine articles and advertisements can whet his appetite for home improvements and remodeling, but only a real live store owner can show him how to use tools and materials to create a project he can show off with pride.

Although each salesperson in your store should be a teacher, explaining how and what to do as the customer needs help, a demonstration or clinic makes it possible to instruct a number of customers at one time. Sales figures show, too, that a do-ityourself clinic encourages sales as well as the hesitant handyman.

An informal survey of customers or a little research in consumer home magazines can show you some of the hot "in" projects. Home improvements projects tend to be

seasonal with the urge to do them as catching as measles. Before you make a firm decision of the class subject, determine that you have available enough merchandise to supply a sales demand. Nothing is more discouraging than stimulating sales for wallpaper supplies with a how-to-hang-it clinic, then discovering that the last kit has been sold.

Story at a Glance

Boost sales and customer relations wlth d.l.y cllnlcs slep by step method of organizatlon . careful plannlng in. sures success.

After zeroing in on the subject, you have more decisions to make before you can get the project offthe ground. First, find an expert to give the instruction. If neither you nor one of your employees feels confident about facing a group of eager d-i-yers, one of your suppliers probably will be qualified. Other possibilities include a teacher interested in a little moonlighting or a skilled craftsman without prejudice.

When the instructor is established, look for a classroom site and select a date and time. If you have a large store, you probably can push around a few fixtures and clear an area large enough to set up some folding chairs and a raised platform (a couple of pallets) for the demonstrator. If such an arrangement is not feasible, check the possibility of using the community room at a bank, an empty school room, or other meeting room near-

February,1982

by. An advantage of having students come to your store is their exposure to your merchandise.

The next step is organizing publicity. Include the clinic in your scheduled newspaper, radio, t-v, or home circular advertising. Find a newsworthy angle to check out with the local editor for a story. Put an announcement on the store marquee. Hang posters at the entrances and cash registers. Alert salespeople to plug the event with each customer. Insure having proper accommodations by having pre-registration. There will be no-shows, but the walk-ins can take their places.

With these arrangements out of the way, start delegating other responsibilities. Name someone to arrange for chairs and set up a classroom including pencils and pads of paper for the students, ashtrays and matches if smoking is to be allowed. This person also should be in charge of the coffee or soft drinks and simple refreshments such as doughnuts or cookies.

The instructor should provide a list of tools and materials needed. Appoint someone to assemble them and be responsible for returning them. Arrange for a take-home handout to reinforce the instruction including a list of tools and materials.

If you or one of your employees is giving the demonstration, see that the presentation is organized and practiced until the instructor is at ease. The time length for a demonstration is crucial. Less than an hour and the person who made the effort to come feels cheated. More than two hours and the audience becomes restless.

Arrangements also should be made for staffing the store during a clinic. If it is during store hours, you must be sure that there is adequate help to take care of customers not attending the demonstration. If the class is after closing hours, security must be maintained with those attending having an opportunity to make purchases.

Details will vary from store to store and subject to subject, but following these tips should insure success once preliminary planning is complete.

(1) Have people stationed near doors to direct students to classroom area.

(2) Welcome and register students as they arrive. (These names

can make a useful mailing list.) Start on time. Introduce the instructor, giving his background and qualifications for teaching the clinic briefly.

Be sure the instructor is relaxed and willing to answer questions as he goes along.

Pace the demonstration to maintain interest with an opportunity for the students to have hands-on experience. Tell the students the costs of the tools and materials. (Explain

how they can be purchased on credit if it's available.)

(E) Give the students how-to booklets to take home.

(9) Invite them to look at the store and merchandise while they are having coffee.

(10) Ask them to fill out an evaluationof thelclinicand hand itin-

(11) Announce the time, date, and subject of the next clinic if you are having a series.

(12) Thank everyone for coming and offer your services if they need more help.

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HOME GENTER MERGHANT BILL

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Bill Fishman & Affiliates

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I USf as most retailers visit other re- lUtail operations in disrant cities, as seminar director for the National Home Center Show I monitor as many convention learning sessions as my time allows.

This weekend I attended the National Retail Merchants Association convention in New York and the Northeastern Retail Lumbermens Association convention in

Boston. My attention is usually divided between reviewing the room and platform facilities, the quality of the a/v presentation, the stage presence of the panelists, the contents of the speaker's subject matter, and the attention and reaction of the audience.

One interesting characteristic I've observed is that the morc mature and sophisticated retailers in the audience are also the most avid note takers. It appears that the more successful the retailer, the more ready he is to listen and evaluate the

concepts and experiences of other retailers. I'm sure that most of these note takers have the insight to overlook the puff and gloss of the polished speaker, and the nervousness and delivery of the novice industry panelist. They cut through and extract ideas that should be considered for their operation.

Working with selected candidates for speakers at a national show, I know how much effort the retailer puts into the preparation of his talk. He fears that his audience will be measuring him against the better speaking professional and comes prepared to be less ''entertaining" but rather more descriptive of the successes andlor failures of his retailing innovations. Many of our panelists labor for months over their short addresses.

In Boston I moderated a panel of four retailers, two of which were small, rural independents. SteveFeinstein, who today owns a chain of retail building material outlets headquartered in St. Louis, was also on that panel. Feinstein is credited as being the greatest innovator in the home center industry, having guided such giants as Forest City and Grossmans and Moore's in the 196G1970 formative years of the home center industry.

I watched him as he sat on the platform waiting for his turn at the microphone. He jotted three or four notes as he listened to the brief address of the first speaker from a small New England town. He then opened his remarks by telling the audience that his expenses to the convention had easily been repaid by just one merchandising idea he recognized from the previous speech.

More and more households are getting into remodeling. - And- Inland Lumber wants to help. Red Cvoress is an exotic softwood comoarable to clear heart redwood. in color. texture ano u5e5.

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Later, Feinstein told me that during that one 90 minute session he walked away with two merchandising concepts and one sales promotion theme that he will adopt for his chain. When we see these concepts and themes replayed by his chain, I expect that they will be a little more refined and a lot more productive.

Today, innovation is costly! In spite of their larger overall expense budgets, the chain operators cannot afford the experimentation freedoms they exercised in the past. I look for creative changes to come from the independent retailer and the smaller chain. But, I can't help feel that the road to success in the 1980's will be traveled not only by the early innovators but also by the early imitators.

NORTHWEST

RANK POWERS was installed as 1982 president at our 78th annual convention in Portland. The theme "A Time To Build," is an appropriate and positive theme for a year that promises a building up-swing. With his enthusiastic leadership, the association and its members look forward with optimism to 1982.

Other officers installed were Merlyn Jolley, Jolley Building Supply, Shelley, Id., v.p., and Bob Kerr, Kerr Ace Hardware & Building Materials, Brookings, Or., v.p.

Sid Vorhees, outgoing president, presented service plaques to retiring directors Charles Hoenhous, Robert Brinker, Bud LaMarr, Ray Congolly and Cal Hutchinson as well as rething executive committeeman Clayton Smith.

Elected to three year terms as directors

from Washington were Hal Reynolds and Mike McDonnell; from Oregon, Dennis Mullins, Bill Whittemore ; Bob Withers director-at-large; Ted Scharpf, executive committee; John Kendall, insurance and pension trustee; Robert Adams, Don Ferguson, Earl Nelson, re-elected directors.

John Kendall, Standard Lumber Co., Spokane, Wa., received a special award at the President's Banquet in recognition of more than 25 years of assistance and devotion to the association.

WBMA grand prize winners were Gloria Richmond, Witts Home Center, Cottage Grove, Or., first prize of $300; Irene Clubb, Volco, Inc., Jerome, Id., $150; Gladys Mattson, Logan Lumber Co., Seattle, Wa., $50. Alma Barry, Volco, Inc., Twin Falls, Id., Bob Caldwell, Marsing Lumber Co., Marsing, Id.; Bob and Jan Crawford, Irrigators Lumber Co., Caldwell, Id.; Ginger Witts, Witts Home Center, Cottage Grove, Or., won $50 attendance prizes.

Special thanks to convention chairmen Bob and Becky Perrin and all committee members, to Young Westerners Club pres. Andy Boyd and the members for their help, to Quick Pitch moderator Duane Wolfe and all program participants. The convention was held Nov. t5-t7.

Certificates of membership in the WBMA 40 year Club were presented to Max Clark, Clark Lumber Co., Tualatin, Or.; Earl Fosse, Brownson Lumber Co., Wenatchee, Wa.; Charles W. Jensen, West Portland Lumber Co., Portland, Or.; Wayne S. Mattson, Logan Lumber Co., Inc., Seattle, Wa.; William F. Scharpf, Scharpf's Twin Oaks Builders Supply Co., Albany, Or., and John Tanghe, Lundgren Dealers Supply, Inc., Tacoma, Wa.

Remember the 1972 class action suit against 50 plywood producers? Ifyou do, you will remember that three of the major producers decided to appeal an earlier decision. After years of battling in the courts, the three defendants lost out in the decision reached by a New Orleans Federal Appeals Court to uphold the earlier jury verdict. Final settlement could approach $2 billion for charging "phantom" freight rates. If you have a

(Please turn to page 53)

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Just ask, A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T€pT and rail. A Also please incluire on clear Douglas Fir and Hardrvoods.

ARIZONA SGENE@

FRANK DAVIS executive vice president

OVERNOR Bruce Babbitt of Arizona appointed a study committee on workmen's compensation in 1981.

Out of the study committee's recommendations I expect a bill to be introduced in the 1982 Arizona state legislative session that will allow the insurance companies writing workmen's compensation to self rate the companies insuring with them. The building material industry in Arizona will benefit since under Codes 8232 outside employees and Code 8058 inside employees, our state has ranked highest in the nation in these rates.

Already we are seeing results since it is evident bills will be introduced on self rating. The State Fund filed for a deviation from the manual rate of a lTVztlo decrease. This deviation was granted.

We can expect private concerns also to file for deviations from the manual rate.

Arizona Lumber and Builders Supply Association has been one of the associations providing leadership in legislation, putting pressure on the Governor's of-

fice and rating bureau for reduction of rates in workmen's compensation.

Finally, we will be able to see the results of our efforts and the hard work by the offrcers and board of directors of ALBSA. Effective as of Jan. l, on a new or renewed basis, the lumber yard codes 8232 will be $7.71 and 8058 $1.74. This comes at a good time with homebuilding in its worst slump in years.

Mark your calendar for ALBSA's 6lst annual convention beginning on May 20 at the Little America Hotel in Flagstaff. The theme for 1982 is "Build Arizona."

I IM BEARDALL was elected presiUoent of tne Mounrarn States Lumber Dealers Association at the 88th annual convention held in Albuquerque,

N.M. President of Anderson Lumber Co., Ogden, Ut., he succeeds Ken Nelson of Everitt Lumber Co., Fort Collins, Co.

Regional vice presidents serving on the board of directors for the coming year are Roger Wulf, Boise Cascade Building Material Center, Aspen, Co.; Ralph Hutchison, Carroll Building Materials Co., Albuquerque, N.M.; Kay L. Clark, Clark's Millwork & Lumber Co., Roberts, Id.; and Don MacDuffie, Casper Lumber Co., Casper, Wy.

Other members of the board are Jack Davis, Pecos Valley-Houston Home Center, Roswell, N.M.; Jerry Harwood, Harwood's Lumber Co., Rocky Ford, Co.; Rick Heimsoth, Capital Lumber Co., Cheyenne, Wy.; David Mclelland, Mclelland Lumber Co., Pocatello, Id.; Marvin Steele, Estes Park Lumber Co., Estes Park, Co.; Dave Stookesberry, Economy Lumber & Hardware, Greeley, Co.; and Bob Young, Boise Cascade Building Material Center, Orem, Ut.

Ken Nelson will seve another year on the board as immediate past president and Howard Anderson of Anderson Lumber, Ogden, Ut., and Keith Ker, Max Ker and Son Lumber Co., Idaho Falls, Id., will represent the Mountain States as directors of the National Lumber and Building Material Dealers Association.

The 88th annual convention held at the Four Seasons Resort Hotel in Albuquerque was attended by lumber dealers and suppliers with their families. Some 55 suppliers were on hand.

In addition to formal educational sessions, the convention included visits to historic Old Town Albuquerque, the Atomic Museum, Sandia Lab's solar testing tower and the "Incredible Lumber Wonder," a wooden trestle testing bridge built with 6.25 million board feet of lumber.

FRED CARUSO executive secretary

&VIEWS

E'VE HAD time, during the past year. to review business past year, ons from a point of max- operations a

imum effectiveness a: we have reduced,n. lj"ii?l,Til:

HARRY MENDENHALL executive vice president Lumber Merchants Association of Northern California

gulnlWlalparllehnhw

*iry,t1;J.

ventory carried and have eliminated lq I ancl rr!1 --r. ! lines of inventory with slow turns. " /*- t", Personnel have been cut back to the extent of getting the job done with fewer but better people.

We have learned to run lean. We've had a long period in which to experiment and to develop the most effective type of operation. There have been very few businesses closed as a result of the recession although, next to the automobile industry, we are the hardest hit by the recession. Hundreds of automobile agencies have closed because of the lack of auto sales. We are more fortunate because most building material dealers have learned to be flexible. We adjust to the demands or the needs of the time.

Now that we are efficient in our operations, let's look ahead to the rest of 1982. Indications point to a slow improvement in business. Housing starts will be around 1.6 million by the end of the year but these will be mostly in the apartments, town houses, condos and single family residences of approximately 1200 square feet. (Less for more.) Most building material dealers have adjusted to service to the home owner since CONTRACTOR is a word found in the dictionary but not in real life. Stores have been changed to the building supply center concept with maximum emphasis on service. Sure it will be nice to have some contractor trade, but the future indicates that these sales will be lean while home owner and remodeling will continue to increase.

We are settled into the home owner pattern and can only improve on what we have started. The need to be the best at what we are must be the goal of every LMA member.

The association plans to provide total efforts toward helping you achieve your goals in 1982. The industry must remain a close knit group where one dealer can depend on another for information and guidance, a prime reason for our existence.

We will undergo many changes this year but they will be the reverse of what we have had in the past and those to which we have become accustomed. Deregulation and removal of controls on industries in general will leave room for the unscrupulous to run rampant until detected. We are bound by our own business ethics to provide fair treatment and service to our customers. Let's continue to do our best to be the cornerstone of the community; to be that pillar of honest business upon rvhich members of the community depend.

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

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IMPORIED AND DOMESTIC WOODS

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Forgie

F,"-**

HARDWARE PROFITAB I LITY

(Continued J'rom page 9)

selling floor are comments by Don Hutson, president of the Sales Education Institute, a consultant group. "One of the ways to generate more sales in an increasingly competitive market is choosing the right employees and motivating them properly. "

Explaining that all motivation is self-motivation, he recommends "Find out what people want and give it to them. Create an environment that makes people motivate themselves. "

Directing himself to purchasing, C.M. Silkey, vice president, sales, Budrow & Co., advises a retailer to learn the consumer demandin agiven market.

"The luxury of buying by instinct

is history. Now, to survive, a retailer must weigh each itemfs profitability, not by G.M.R.O.I.I. (gross margin return on inventory investment), but I.C.M.R.O.C.A. (item contribution margin return on capital assets)."

To accomplish this, Silkey feels the retailer must surrender some margin points, either by going to the bank and paying, or by going to a distributor who is dedicated to selling through rather than to the retailer."

Productive use of every cubic foot in a store is the recommendation of Paul Hitzelberger, vice president of retailing for Coast to Coast Stores. "Make the store's walls work harder. By simply increasing wall display height from 8' to l0', a store can add 2590 more working wall space for a minimal cost."

"D-i-y business is going to continue being good," according to Frost & Sullivan. a research firm.

"The target d-i-y groups, those in the 25-44 and 45-64 age groups, will maintain a population bulge that augurs well for d-i-y retailers. But competition will be increasinglY keen,"

Retailers should beware of raising profit dollars by cutting back on salesfloor personnel. This advice comes from Harvey Yaffe, president of Dale Systems, Inc. , retail advisers, who adds "Our professional shoPpers report that clerks quicklY become abrupt and customers dissatisfied for lack of service when personnel drops below a critical point."

The hardware/home center retailer is faced with an enigma: stock what the customer wants, emPhasize service, develop new markets, maintain a tight control on accounting, purchasing, advertising, employee relations. Wow! We didn't know Superman had become a hardware dealer.

rrUUetve only iust begun r r ."

San Antonio Construction has completed phase one of a refurbishing job at Home Lumber Co.. San Bernardino. Ca. The material storage shed pictured here is the first part of the improvements.

When the project is completed, a modern 25,000 sq. ft. facility will stand in place of the old buildings. The structure shown will then physically tie-in to the rest of the new building. Glue laminated beams topped

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New Products and Energy Saving at Builders Show

More than 650 building product and appliance manufacturers spread their wares across an area the size of six football fields at the recent National Association of Home Builders' Convention/Exposition in Las Vegas, Nv.

Energy saving materials and construction techniques were a major theme of the exposition with products to add a touch of class to today's smaller homes also attracting attention.

Many solar displays and a variety of heating and cooling alternatives were displayed including the Sunmaster system with evacuated tub collectors which retain heat in much the same manner as Thermos bottles. Cornell Energy, Inc. had a solar water heater with a collector designed to look like a skylight when mounted on the roof. Energy Kote exhibited radiant heating panels for the ceilings while Conservation Technologies, Inc. showed ductless

heating and cooling systems. Goettl Air-conditioning featured an evaporative cooler for energyefficient cooling in dry climates.

Also in this field were fireplaces by both Preway and Majestic which also demonstrated heat circulating inserts for existing masonry fireplaces. CorA-Vent's continuous ridge, hip and soffit vents to siphon off hot, moist attic air; U.S. Gypsum's extruded polystyrene insulation panels; Convenience Products' instant foam sealant and insulation, and Power Controls Corp.'s dimmer switch were other energy savers.

For the retrofit market Viking Energy Systems showed an interior storm window which seals magnetically around the interior frame. Capitol Products Corp. had a line of outside flange windows and Therma-Tru featured a French patio door with solid polyurethane core.

Bathrooms apparently are destinedto take on a new look with Maurice Herbeau Creations' handpainted earthenware basins with brass fittings shaped like swans or mythical

beasts ; Ondine's watersaver massage showerhead, and Leonardi Gilbert's hand massage with special attachments as well as an underwater massage and a full length shower massage. The standard toilet can be converted to a bidet with International Hygenic's toilet seat.

Hot tubs retained their popularity with California Cooperage into a second generation of insulated, fourmassage jet tubs. Crown Spas and Watkins Manufacturing Co. showed portable models. Amerec and Ultra Sauna displayed modular and precut saunas.

A solid-state refrigerator/freezer from Lady Kenmore equipped with a door-mounted monitor that beeped when the door remained open for three minutes or more attracted lots of attention. Other messages from this kitchen robot included "Ok" when everything was functioning properly; "Fresh Ice" when new cubes were done; "Warm" when a good storage temperature had been ex-

(Please turn to page 57)

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Timber Changes Proposed

Louisiana-Pacific chairman and president Harry A. Merlo has proposed procedure changes for selling national timber to insure "a consistent, reasonable and orderly flow of funds to the U.S. treasury and the local government bodies with National Forests within their boundaries."

In a letter to Max Peterson, chief of theU.S. Forest Service, Mr. Merlo suggested strengthening federal

timber sale contract terms to dampen speculation and promote fiscal responsibility.

His key recommendation is that federal timber purchasers put up a non-refundable cash downpayment at the time of the sale with half of this amount to go to local governments as partial payment for their share of the timber receipts.

Mr. Merlo also recommended a fixed payment schedule for purchase of federal timber so that budget plan-

ners for local and federal governments could depend on a more orderly flow of funds, whether the timber was cut or not.

Hardwood Assn. Off icers

Dick Lambert, Lane-StantonVance Lumber Co., City of Industry, Ca., was elected president of the Northwest Hardwood Association at their 26th annual meeting held in Reno, Nv.

Marv Noble, Noble & Bittner Plug Co., Hebo, Or., isthe newv.p.; Jerry Nizich, Nizich Forest Products, Philomath, Or., treasurer; Jack Kohl, Kohl, Inc., Seaside, Or.; Charlie Slocum, Pacific Coast Hardwood, Portland, Or., and S'andy Bremner, Paxport Mills, Inc., Tacoma, Wa., directors.

Al Dodrill, J.E. Higgins Lumber Co., Sacramento, Ca., and Jack Lundberg, Barton Wood Products, Lynnwood, Wa., arranged the meeting which included reports on log exports and quality control.

Workshop Sale Promotion

A $1.5 million media campaign involving network t-v and radio spot advertisements as well as full-color advertisements in major magazines is part of the Great American Workshop Sale, Feb.25 to March 14.

Manufacturers and wholesalers are involved in the promotion which will include customized circulars, advertising aids and store display kits. Co-op advertising also is available.

Bernzomatic, Black & Decker, The Cooper Group, S-K Tools and ViseGrip Tools are participating.

l-- for red oak, white oak, ash, YD' 9if,11'1*'19:'!::, species to suit your needs

Mt. State Assoc. Officers

Walter E. Kellogg III, Kellogg Lumber Co., is the 1982 President of W.O.O.D., Inc., a Denver-based trade association representing 70 lumber retailers and wholesalers in Colorado and southern Wyoming.

Also elected were Linda Ulvedal, Wood Master Wholesale Co., Lakewood, lst v.p., Richard Reid, Reid and Wright, Inc., Boulder,2nd v.p., Dick Wiggins, Hast Lumber Co., Commerce City, treas. Ed Kraich, Alpine Lumber Co., Louisville, sec.

Directors for 1982 are Jeff Leaf, J.W. Metz Lumber Co., Aurora; Anson Garnsey, Stark Lumber Co., Denver; Donald Cameron, Cedar Lumber Ltd., Denver; Mike Cundiff, ABZ Lumber, Denver; and Rick Pott, R.W. Specialties, Inc., Commerce City.

John Gunzner, Hartmuller Lumber Co., Lakewood, immediate past pres., will serve as chairman of the board. Byron G. Hooper is exec. sec. and mgr. of the 22 year old organization.

Redwood Class Session

To increase knowledge of redwood and its end uses, two special educational sessions were held recently for the yard and sales personnel of Goodman Lumber Co., San Francisco, Ca., by Simpson Timber Co. representatives.

Charlie Goodman and Ron Noero, Goodman Lumber, as well as Shel Sussman, Inland Lumber Co., participated in the program.

The meeting included a slide presentation by George Kreiss covering redwood from the forest, through manufacturing and grading, to the end use. Points from this presentation were reviewed and proper application and finishing techniques were emphasized by Carol Rovai. A question and answer session concluded the presentation.

Oregon Retailer Aids School

The Bill Bowerman Fund to benefit the University of Oregon library and school of music, as well as provide scholarship aid for academically superior students has been estabIished by the owners of Scharpf's Twin Oaks Builders Supply, Eugene, Or.

To finance the fund, William and Doris Scharpf, Albany, Lois Scharpf Reed and George Scharpf, Eugene, have given and pledged stock in Nike,

I

Walter E. Kellogg lll

Inc., which manufactures athletic shoes originally designed by Bowerman for athletes at the U of Oregon where he was track coach. The Scharpf family was amongthose providing capital for the development of the company.

The fund is set up so that others may contribute to it. "We feel that the announcement of the family's gift and pledge is more a plea for others to contribute to the Bill Bowerman Fund than a tribute to us," William Scharpf said.

Minutes Equal Lost Hours

Man hours lost by employees wasting time can be cut by establishing these practices.

o Establish routines. For example, distribute paychecks at a set hour every payday to keep workers from

watching the clock and wondering when they will be paid.

o Be strict in limiting lunch hour to set time every day including Friday, but establish exceptions on special occasions such as the day before a holiday.

o Do not allow employees to eat breakfast on the job after workday starts.

o Establish the practice of having employees make up "to do" lists for the next day during the final minutes of the workday instead of gossiping or shuffling papers.

L0YAL SERVICE of Ken Tinckler (left), charter president and scribe for the past 10 years, and Craig Kincaid (right), past pres., of the Los Angeles Hardwood Lumberman's Club was recognized by Gage McKinney, current pres., at a recent dinner meeting. Robert Kincaid (csntor pholo) planned the party with McKinney. Charlie Bohnhoff , Jim and Marilyn Harf f (righl photo) were among those present. The club also made a gift to the Los Angeles Zoo lor the new Koala habitat and will be recognized with a metal disc in the Koala Walk of the Stars.

ENSWORTH FOREST PRODUCTS We're Specialists ln Cedar

We're Wholesalers of all West Goast species, Including: Ponderosa and Sugar Pine, Incense Cedar, Douglas Fir, Hem-Fir-industrial and yard items.

(916) 823-7210 Jerry Ensworth, Ross Ensworth, Bobbie Wilson, Jim McKillop. Out of state customers call (800) 824-5829

P.0. Box 1456, Auburn. Ca. 95603

PERSONALS

John Rysdorp is heading the new Simpson Timber Co. Development Center, Redmond, Wa., as mgr., marketing services and product development, with Dean Matthews as mgr., advertising and promotion; Dean Peterson, frgr., business research; John Gould, group mgr., panel products and chemicals; and E.C. "Corky" Madsen, group mgr., doors, plastics and lumber.

Frank Duncan is now managing a branch office in Auberry, Ca., for Oregon-California Forest Products, Eugene, Or.

Bert Dennis is handling sales of the Grangeville, Id., and Townsend, Mt., production for Wickes Forest Industries, Grangeville; Marv Hall is selling in Id., Mt., Wy., and handling all sales for the cut-up plant.

Ron Smith and Bob McDonougb, S & M Marketing, Castro Valley, Ca., are now repping Bel-Air Door in No. Ca.

Reg Ricci, Ricci & Kruse Lumber Co., San Francisco, Ca., has been recognized by the California Historical Society for the firm's continuous business activity since 1875, according to Ed Bartosiewski.

H. GregoryJensen has been promoted to corporate director of personnel at Southwest Forest Industries, Phoenix, Az., according to James E. McDonald, senior v.p. of human resources.

Tom Philips is the new gen. mgr. of Pfeiffer Skylights, Fullerton, Ca.

Skip Beddow has joined Hampton Lumber Sales, Portland, Or., as a trader, according to Gordon J. King, pres.

John A. Campbell has been appointed v.p.-wood products for The Pacihc Lumber Co., Scotia, Ca., reporting to Warren D. Flinchpaugh, exec. v.p.-forest products operations. Robert Giusti has been named v.p.-employee relations, headquartered at the corporate office in San Francisco, Ca.

Terri Walter has been promoted to v.p. of Silmarco, Ltd., San Rafael, Ca., according to Gunter Silmar.

G.T. Frost, Frost Hardwood, San Diego, Ca., is back from a Florida business trip.

A. Lee Munson, v,p. and treasurer of Crown Zellerbach, San Francisco, Ca., has resigned. M.G. McCafferty, assistant treasurer, is acting treasurer.

Lswrence W. Burke, corporate public relations director of Georgia-Pacific Corp., Portland, Or., is now responsible for the state government affairs group nationally, according to Stephen X. Jackson, v.p. lVilliam J. Moshofsky, v.p. government affairs, has left the lum to campaign for office in Oregon's lst Congressional District.

Stanley J. Young has been named director of regional sales for Union Pacific Railroad, Los Angeles, Ca.; James F. Featherslone, San Francisco, Ca.; lYilliamR. Blank, Salt LakeCity, Ut., and Joseph H. Habgood, Boise, Id. John D. Glover has retired after 4O years with UP. konard S. Guy has been promoted to general director sales-east, Omaha, Ne.

Jack Rogers, Wilsonart Distribution Center, San Francisco, Ca., has been named Salesman of the Year by Ralph WilsonPlastics, Co., Temple, Tx., according to Lou Maspero, v.p., sales.

Paul Hammer has been named pres. and gen. mgr. of Hammer Lumber Co., Eugene, Or.

Richard A. Marble, pres. of Yakima Hardware Co., Yakima, Wa., has been elected pres. of the National Wholesale Hardware Assn.

Bruce Norlie, Norfield Sales & Service, is back in Chico, Ca., after business trips to Las Vegas, Nv., Atlanta, Ga.

Mike Kelly has joined California Wholesale Division of Coastal Lumber Co., El Segundo, Ca., according to Russell Swift.

Jeffry Moore has joined Copeland LumberYards, Inc., Portland, Or., inpurchasing.

Mike Scott is new in wholesale sales at John C. Taylor Lumber Sales, Beaverton, Or.

Clint Bower, Mariners Forest Products, Santa Ana, Ca., had a successful fishing safari off the Mexican coast.

Hugh Brady, Brady Lumber Co., Seattle, Wa., has lost his temporary title as oldest active wholesaler at 90. Herbert C. Schnieder, Schnieder Lumber Co., Grand Rapids, Mi., is still working daily at 96 and Joe Evans, Evans Lumber Co., Buffalo, N.Y., is still active in the business at 90 years plus, according to NAWLA which instigated the search for longevity in lumber wholesaling.

Wayne E. Tasker, Littleton, Co., is representing Union Stamping Co. for building and framing hardware in Co., Ut., Wy. and West Tx., according to Allen R. Sackett, v.p. and sales mgr. Arthur F. Haneburg, Portland, Or. is servicing Id.

Steven M. Stacy has been appointed director of purchasing-wood products for Anderson Lumber Co., Ogden, Ut., according to James C. Beardall, pres and c.e.o.

Clint Neeley, Neeley-Nelson Lumber Co., Medford, Or., got in a Texas sales trip this month.

Bill Hayes, Delson Lumber Co., is back at Olympia, Wa., Hq after a Los Angeles, Ca., area sales trip,

Phil Adrian has joined the sales team at J.H. Blevins Co., lnc., Napa, Ca., according to Rick Rosa.

John Mayginnes is back at All Heart Lumber Co., Ukiah, Ca., after a western Montana vacation in the Bitteroot Mountains.

Paul Anderson has joined sales at Trinity Forest Products, Sebastopol, Ca., according to Karl Drexel.

Charles W. Bingham is the new exec. v.p. of Weyerhaeuser Co. as well as a senior v.p.

Leroy C. McCormick, retired lumber marketing and development mgr. of Simpson Timber Co., Seattle, Wa., and Oscar F. Weed, Coos Bay, Or., retired Southwest Or. region v.p. of Weyerhaeuser Co., Tacoma, Wa., have been elected to the board of directors of Dant & Russell, Inc., Portland, Or., according to Seth J. Potter.

Bill Rose. Sauder Industries Ltd., Vancouver, B.C., is the pres.-elect of the Western Hardwood Plywood Producers, according to Ted Allen, Mt. Baker Plywood, Bellingham, W8., current pres. Bill Bean, Idaho Veneer Co., Post Falls, Id., v.p.; Don Stow, States Industries, Inc., Eugene, Or., sec., and Paul Kennedy, Champion Building Products, Seattle, Wa., treas., complete the '82 slate.

Jim Hogue is handling sales for Laclede, Id., sawmill acquired Riley Creek Lumber Co.

Pete Niebling, NAWLA exec. v.p., was recently on the West Coast for a series of association meetings, Bill Scott is the new pres. of Humboldt Hoo-Hoo Club, Eureka, Ca.; Larry Johnson, v.p.; Bob Thomas, sec.; Ken Gradek, treas.; Tony Gilbert' vicOgerent snark; Lynn Richardson, publicity; Kim Browning, Mike Roach, Stan Mikkleson' Dennis Bermers, Augie Rocha, Abe Willis, Corky Cornwall, Kip Wandler, Russ Britt, Gary Blanks, directors.

John Getreu has been added to the Woodwork Institute of California as director of architectural services in So. Ca. Arnie Conwell is covering territory north from Los Angeles to Fresno county. Will Johnston covers No. Ca.

Web Richards has retired from the Woodwork Institute of California, Fresno. Ca.

Marshal Law has been appointed new director of security at MungusFungus Forest Products, Climax, Nv.

(Please turn to page 62)

and selected sales aids

round rods, flats and angles as well as slotted flats and angles. A header card with pegboard hooks displays Redi-Caps and Redi-Couplers and shows uses for them with a supply of fr ee H ow-To- Wor k- Wit h-Met a I booklets.

A lower sign has a size guide for selecting threaded and round rod diameters and aplan-o-gram for product display with space for price stickers.

Burglar Proof Shutters

To combat the rising costs of heating and cooling homes and prevent increasing burglaries, the Foldette Co., Inc. is offering European style rolling shutters to be installed on the outside of windows.

Made of heavy weight PVC plastic that can be reinforced with a metal beam, they have a perforated band alternating between each solid one to admit light and air. Stored in a box mounted above the window or within the wall itself, they slide down on metal tracks to a locked position when fully closed.

Used in combination with interior window energy products, the shutters help to regulate home temperatures, protect furnishings from sun fading, and offer privacy.

In a choice of colors, they harmonize with exteriors of both traditional and contemporary designs.

The Merchant Magazine

Household Accessories

Six new items from Rubbermaid are a step-on vanity wastebasket, a bouquet design shelf liner, a carry caddy, a step stool, a cutlery tray and a sink caddy.

The wastebasket, l3 % " high, is all plastic to prevent rusting. It can be used with four-gal. plastic liners and comes in chocolate, gold, light blue and white.

Bouquet pattern shelf liner in almond, blue and seafoam green utilizes a special printing which assures the pattern will not wear off.

Built of commercial-quality material, the step stool holds up to 300lbs. with ribbing on top and pads on the bottom to guard against slip-

Hardware PrizeWinner

Medalist Redi-Bolt'snew 36" wide by 16" deep Metal Center designed as an end cap display won first prize in the Permanent Floor Unit Category in tho 7th annual Hardware Industry Packaging Exposition held in conjunction with the l98l National Hardware Show.

Featured in this center are round and square Redi-Tubes in three sizes and two lengths, threaded rods,

ping. It can also double as a child's chair or tv stool. It measures l2Vz" x l5Vz" x9Vt" and comes in almond and yellow.

The carry caddy has three deep compartments and smaller recessed areas near the handle for screws, pins and other items. Size is llVt" x l6Vt" x 7". lt comes in almond, chocolate and yellow.

The cutlery tray fits into standard 15" kitchen drawers to hold kitchen utensils and a complete table service for eight. In popular colors, it measures 13V2" xl43/q" x2Vt" , Soap and cleaning pads can be stored in the sink caddy, styled to fit along a sink near faucets. In almond, chocolate and yellow, it is packaged for pegboard display.

Every Home Needs One

Moss Manufacturing has a new door closer which retails for $9.95. Designed to close practically any width or weight door, it measures 4Vz" long by l" wide by lVz" high.

Consumer Protection

A five-year carpet warranty that deals with manufacturing defects rather than l09o abrasive wear is now offered by Armstrong.

The comprehensive warranty for residential carpet is described as a bona fide consumer protection plan. It warrants that Armstrong residential carpet will be free from hidden manufacturing defects for five years from date of purchase; it also covers visible defects reported when the consumer receives the carpet.

When notice of defect is received within one year after installation, and the problem is confirmed by onsite inspection, the consumer will be supplied with new carpet to repair or replace defective areas with no charge. In addition, Armstrong will pay reasonable labor costs if the carpet was originally professionally installed.

Between one and two years after purchase date, there will be no charge for replacement carpet; however, the consumer will be responsible for any removal and installation charge. Percentage adjustments of material replacement cost will be allowed up to a five-year period.

Expandable Cedar Trellis

Believed to be the only expandable cedar trellis on the market, Ark Diamond mesh trellis is being imported from Great Britain by Robert S. Osgood, Inc., Los Angeles, Ca.

Popular with handymen and gardeners in Britain and Europe, the product is built from real cedar wood and clench-nailed at every joint with zinc-plated rust-resistant nails. Because the natural cedar oils make it weather and rot resistant, no preservatives are necessary.

Light weight, the trellis comes a fraction of its extended size, making it easy to transport and store. Adaptable to many sizes and shapes including curves, it can be taken down, closed up and stored when necessary. Capable of being made into panels by nailing it to battening or fixed directly onto walls, it has various uses including privacy screens, archways,

EasyConnection

Fernco, Inc. has introduced QwikTee and Qwik-Elbow plumbing fittings for do-it-yourself repair or alteration of in-house drain, waste or vent pipes.

Made from flexible P.V.C., they come in three sizes (l Vz" ,2" and 3") to fit common household pipes including cast iron, steel, plastic, copper and lead. Reducing sizes are made with a separately supplied bushing set.

Designed with extra length and flexibility for easy replacement of fittings that have been removed for alteration or repair, the connectors are installed by tightening the stainless steel clamps with a screwdriver.

FREE READER SERVICE

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

flower borders, and as a support for climbing plants. It is also useful for training espalier or cordon fruit trees, protecting fruit and vegetables from wildlife, and cages for pets.

Split-System Control

A new line of Comfortmaker split-system air conditioners and heat pumps is being marketed by The Singer Co.'s Climate Control Division.

The indoor unit can be installed on any floor, wall or ceiling within the room to be air conditioned. It is connected to its condensing unit located outside the building by two small diameter copper tubes. A finned-tubular electric heating element can be fitted to the indoor unit to increase the temperature of the discharged air on cold days.

Energy, Cost Miser

Readybuilt Products Co. combines the energy and cost savings of a traditional space heater with the design and good looks of a classic fireplace in a new fireplace space heater.

DiamondSparkle

The Stratford, a new door in the Simpson Timber Co.'s International Line, features feather textured glue chip glass, diamond bevels and semitranslucent water glass to allow light in the entryway while maintaining privacy.

The linear glass design is repeated in three equal wood panels ofvertical grain Douglas fir or western hemlock. Standard door thickness is l3l " with door panels of ltA" Innerbond, warranted against splitting through in any climate. These panels are manufactured by a special laminated construction which adds strength and stability for the life of the door.

The Stratford is available in widths of 2'6",2'8" and 3' in a standard height of 6'8". Extra wide stiles on the wider doors can accommodate more ornate hardware.

Folding DoorStains

Two new wood tone finishes have been added to the Spacesaver wood folding door line fiom the Wood Specialty Products division of Shakertown Corp.

Windsor stain on oak and hemlock complements the Walnutglo stain on mahogany veneer and real walnut veneer.

Eight standard fine furniture finishes are available on solid wood folding doors, plus custom paint and stain finishes.

&tseclt fofAst

Model No. 352 features a sandtone finish cast masonry brick in a mixture of warm earthtone colors. A choice of fruitwood or antique white mantel is available.

It weighs 4(X pounds and comes complete with mantel and brick hearth ready to install. The components are shipped factory packed and are said to require simple tools and minimal skills to install. Model 352 measures 56" wide by 46" high with a mantel width of 62". The fireplace opening is 34" wide by 24" high and contains a vent cap for outside venting for gas heaters.

The space heater fireplace offers a choice of gas or electric log systems.

Quick Fire

Meeco Manufacturing has introduced a new Red Devil Firestarter in a box of 24 cubes.

Excellent for lighting stoves, fireplaces, charcoal grills, and campfires, it is non-toxic, odorless and tasteless.

Service-oriented wholesaler

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 finding those hard-to-get items.

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

r42-082O Dave leBeck

Pne-cutFDt{dNG RAIIS, POSIS,BOARDS CDDAN

MNDOMLENGI'HS

CUSIiOMCUTNNG

WEBTUMBERCO.INc.

P.O.BOX4605 REDDTNG,CA 96099 916 246-3383

A Change Going On

Ve are cutting Douglas fir posts and timbers from 6x6 through l2xL2 to lengths of I' to 40' with dapping, drilling and angle cuts' Also 2", 3" & 4" Economy through #l & Btr. Give us a call on your cut-to-length inquiries. Conveniently located between Arcata and Eureka, Ca., on the freeway at the Bracut Industrial Park. Rail or T&T shipments. P.S. We still maintain a large inventory of dry redwood uppers. (short length specialists)

Bracrrt International

Office 7O7-822-3648

Jerry Guin

Denny Hess

Stick lt to'Em

A new rare-earth magnetizing tool from General Hardware Co. provides a way to magnetize screwdrivers, tweezers, and other small tools instantly.

A tool can be magnetized by passing it through the center-hole opening a few times. When an extrastrong magnetic force is needed, the tool can remain mounted on the screwdriver.

To remove the magnetism, the tool is placed in a grooved channel on the outside of the magnetizer/demagnetizer.

Sunny Days Ahead

The American Solar Heat Conditioner, a 47 lb. unit about the same size as a room air conditioner, will be available in more than 5(X) stores throughout the country this month.

This is the first time, according to Solar Heat Conditioner, manufacturers, that solar heat is available through retail outlets.

The unit hangs outside awindow in the same manner as an air conditioner, collects heat from the sun, and with an electrical fan draws hot air into the room and pulls cold air out of the room. Reportedly it will heat an entire room.

Designer Finishes

Five new contemporary, semigloss designer finishes in rich, natural earth tones have been added to RustOleum Corp.'s current line of rustinhibitive metal coatings.

Suitable for both interior and exterior metal protective and decorative use, the lustrous semigloss designer coatings are available in l3 oz. sprays andl/2 pt. brush-on containers.

Waterprool Coating

Tamoseal from Tamms Industries Co. is a waterproof coating that fills and seals pores and voids.

A cement-based coating applied with a brush or trowel to block, brick, concrete and other masonry wall surfaces, it reportedly becomes an integral part of the surface to seal against water pressure. The finished surface has a natural concrete appearance and provides a base for any type of paint.

The product is available in 50 lb. multiwall bags and in 20 Ib. plastic pails. It is also available as a ' 'smooth finish" product for swimming pools and cisterns.

SavetheThumb

A new tool, a nailholder, is being introduced to the building industry by RAK Associates.

Marketed under the name of MarNo-More, it is useful in nailing in

Pretty Bubbles

Pfeiffer Skybubble is offering a colorful new merchandiser, featuring a display-sized skylight.

This unit demonstrates manufacturer-recommended curbmount flashing procedures on its shingled roof mockup, emphasizing easy weather-tight d-i-y installation.

The 5' high merchandiser stores two cartoned Skybubbles beneath its roof section. An optional gondolamounted version is available.

Foundation Insulation

Thermboard, an energy conservation product for both new home construction and existing structure retrofit, has been developed byOmni Energy Products, Inc., for insulating building foundations.

hard to reach areas. The nail is placed in the tube, positioned where the nailing is to be done and the spring loaded plunger is struck by the hammer to set the nail.

Manufactured of zinc plated steel, it retails at $14.95.

The 2' x 8' sheets of Dow Styrofoam coated with Pantherm insulating coating, can be used on slab, crawlspace or basement foundation walls. In new construction they are installed as part of the forms for a monolithic slab foundation pour.

Panels can be scored and cut with a pocket knife and painted to match existing siding.

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

Italian ceramic wall tiles by Corallo are in a su bdued beige shading wilh a hand-painted trompe d'oeil 0f a c0ntrasting flower arrangement. The 8" x 10" tiles are crazed lor an interesting antique effect which will comolemenl an Old World kitchen or bath.

0UAKER Maid's multi-storage base cabinet holds plenty of packaged g00ds in a minimum of space. Adjustable shelves make it practical {or special storage needs. Dept. FH-5, Yeon Building, Portland, 0r.97204.

Fred C. HolmesltsT,?'^\"

Wholesale Lumber Products Redwood, Fir, Pine & by-products

Electronic Echo

A 40cc chain saw with electronic ignition, the CS-4008VL, has been added to the existing line of Echo chain saws.

The new model features a patented, automatic oiling system, automatic rewind starter and a standard 16" guide bar. Other features include a heavy duty antivibration system, front and rear handguards, chain catcher, and throttle interlock. An optional break is available.

All Purpose Hacksaw

A new, all purpose hacksaw has been added to Malco's line of hand tools.

The HS45 is constructed to professional standards with die-cast aluminum handles and tubular steel frame.

Light in weight with a balanced frame that resists bending and is practically untwistable, it has a plastic insert in the handle to make the grip comfortable and allows for quicker, surer cuts. A curved front end allows for easy, two-hand operation.

It uses a standard, 12 in. blade. One wing nut allows for blade tension adjustment and changeover to a horizontal position for near-flush cutting.

a division of Noyo Investment Co.

We Don't Think YoulEd, Refuse Our Prices "

Dome Heads for Roolcaps

New roofcap nails featuring largesurfaced domed heads, clipped corners to eliminate sharp edges and lock ring shanks to provide maximum holding power come from

FREE READER SERVICE

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

No Sweat

Dickson Weatherproof Nail Co.

Six lengths are available from 3/4" upto4' '. Forinstallationof low density rigid insulation sheets, plywood roof decks and built-up roofing, the standard finish is of bright steel. Hot galvanizing is available.

Stauffer Chemical Co. has introduced a new vapor barrier material for pipe insulation. Designed to limit transmission of moisture which causes damaging pipe sweating, Ultra-Jacket is easy to handle and readily sealed with most sealing systems. Combining a flexible metalized polyester backing with a tough fiberglass scrim and white film, it offers resistance to wrinkling from installation handling. It will not pin-hole and lose permeance during installation. The white outer film, easy to clean and washable, blends in with painted ceilings when insulated pipes are open to view.

Bright Shiny Floor

GMT, manufacturers of vinyl floor tiles, fabrics and wallcoverings, has developed a vinyl floor cleaner and acrylic floor dressing.

The concentrated, nonammoniated cleaner and the nonbuff floor dressing may be used on any vinyl products not adversely affected by water.

Longon Daylight

Dayliter Long-Lites are new long, low narrow skylight panels from APC.

Weathertight and durable, they

feature twin layer construction that provides insulating dead air space. The high impact bronze tone acrylic is transparent, yet limits heat input and fading of furnishings.

A low rise profile is designed to blend into the roof line with no cutting of rafters or trusses required. Widths of l4Vr" and22Yr" come in lengths of 46Vt", 69V2" and89V2", with a 30V4" length available on the 22V4" model.

lnside Wind Screen

The Windolator, an interior window cover system from Afco Industries, Inc., is designed to save energy for the homeowner.

The .060 clear styrene sheets come with self-adhering vinyl mouldings for d-i-y installation. Four glazing sheet sizes are available,24" x 36", 38" x 56". 44" x64" and40" x 80". The frame trim is available in 38", 50", 66" and 80" lengths while the sill trim and joiner trim come in 50" and 80" lengths respectively. All mouldings accept from .O10 to .125 thickness.

A self-selling merchandise rack is available with two assortments for open stock programs.

Roof Panels G ive Traction

Ruffdek + Plus + panels is a new roof sheathing product from MacMillan Bloedel Building Materials. The waferboard panels were developed after research and testing to provide superior traction on slop- ing surfaces as a boon to roof sheathing crews. An embossed surface of l/8" diameter "pimples" on a 3/8" grid aligned parallel to the 4' dimension, provides an automatic nailing guide for trusses and shingles. Applicators in fieldtests are said to have been enthusiastic with a favorable reaction to the improved surface, added safety, and panel stiffness. Panels are available in thicknesses of 3 /8", 7 / 16' and l/2" and panel sizes of 4'x8' and 4'xl6'

Hand Carved Wood Doors

Hand carved wood doors and matching side panels in mahogany, rosewood, teak, and oak are available from Elegant Entries, Inc. The solid timber doors come in single or double styles complete with optional matching side panels in a range of sizes.

Allvantages Aduertising System

THE MOST SUCCESSFUL HOME CENTER/BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

36 Different Promotional Themes

o 36 Feature ltems

o 36 Sub-Features

c 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

Low Prof ile Grinder

Cooper Air Tools is introducing a new Dotco low profile right angle grinder designed for general grinding, close quarter grinding, snagging castings, removing welds, cutting pipe, sanding and deburring applications.

The 0.9 horsepower grinder is available in eight different models to accommodate four different spindle terminations at operating speeds of either 12,000 or 14,500 rpm. Spindle terminations are available with cutting tool capacities in I /4' ' shank collet,4" cutoff wheel and 3" and,4" depressed center wheel configurations.

The grinder line features an anglehead lubrication system which extends angle gear life. These grinders have high interchangeability of parts with other Dotco grinder models.

Grinders are available with either lever throttles or lock-off throttles.

'and you get 2 sels of alt aft work!

GUARANTEED! lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

BillFishmon

ENERGY CONSERVATION

(('orttinued Jntrrt ltttg<: I0)

apart. generates no excitement no matter how large the package letters, "SAVES ENERGY." To sell. conservation products need to be displayed to the point of overemphasizing potential savings, simplicity of operation and ease of installation.

Although each item may be displayed in its respective department, establish as well a new department-a conservation corner. ..SAVE WATER-SAVE ENERGY HERE" on a banner or header may attract the altruistic American. but "SAVE MONEY HERE" will entice everybody.

Fluidmaster research reveals that shoppers will read more package print and companion sales literature on do-it-yourself home conservation devices than any other product of comparable price. Your conservation corner should contain manufacturers' literature, p-o-p displays, small merchandisers as well as education/installation cartridge films.

Remember. the customer won't be

ripped off anymore. Facilitate his conservation product shopping by narrowing the field to reliable devices only; grouping these devices together in a prominent, motivating display; and by providing support literature and other well-produced visuals to reinforce his selections. The word will soon spread that you're in business to help customers save money-as well as spend it.

NEW IN HOUSEWARES

i('orttirtttt'tl liotn pugc I-i1 brushed aluminum covers, gold and black anodized bodies. and oak wood handles and feet.

o The electric salt meter measures both the salt and sodium content of foods and liquids with a food probe, to determine quickly if the food is too salty, moderately salty or low in salt concentration.

r The pop-a-cork batteryoperated wine opener that pumps air into the sealed bottle through a needle inserted into the cork: as the pressure builds within, the cork is oushed free from the bottle.

o The rust inhibitor tablet that slowly gives off vapors which act in the presence of moisture and oxygen, to coat the surface of metal articles and chemically prevent rust from forming; simply place the tablet in a tool or tackle box, etc., along with the objects to be protected from rusting.

. A compact safe for jewelry or cash can be easily installed in a concrete or wooden floor: it has a changeable lock combination, double locking bolts and a half-inchthick steel door.

o The microwave cooking aid, an electric device that is preprogrammed to give defrosting, cooking or reheating times for any quantity of nearly all kinds of food, along with proper power settings of oven.

o And finally, an automatic plastic potato peeler that fits into the garbage disposal and is powered by the disposal itself; it peels as many as eight potatoes in seconds and eliminates messy clean-up, as the peelings go directly into the disposal.

Dimension lumber, studs, timbers to 40'.

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, tnuck, ocean barge and for export.

Check the Exchequer

A watchful eye can often prevent an embezzlement from happening. Here are eight telltale signs which should arouse your suspicions.

(1) Ledgers are allowed to fall behind.

(2) Vacations are refused as are promotions.

(3) Excessive and continual overtime.

(4) Sensitivity to routine questions.

(5) Overprotective attitude towards records.

(6) Creditors ask to deal with specific person.

(7) Debts are written off without good cause.

(t) Collection of receivables declines without reason.

Truck Costs Outclimb Inflation

Costs of owning and operating a tractor-trailer have increased nearly double the inflation rate in the last l0 years with a hike of 2lulo in 1980 alone.

Total operation for the five year life span of a rig costs an estimated $500,000, based on 100,000 miles per year. Another $200,000 is spent on driver compensation and fringe benefits.

ldentify Your Phone Thief

Put the finger on those making unauthorized calls by having phones altered so that calls are received on any incoming line with outgoing calls limited to one line.

Separate bills for the lines will make it possible to know who is calling where.

is the

Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to gorrecting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Hardware Buyer Profile

Here's the answer to who buys hardware where for how much.

Men tend to buy in freestanding stores while women shop in enclosed suburban malls and localized shop-

ping centers. Average ticket amount for all hardware purchases in all locations is $48.36 with the average purchase in a freestanding store totaling $63.84. Average purchase in a downtown location is $63.04.

These statistics come from a Management Horizons, Inc. study of consumer shopping patterns. The report categorized purchases of hardware in three categories, hardware, lawn, garden and automotive; home furnishings and equipment; leisure, recreation and hobby products.

More purchases of hardware are made in local suburban shopping centers than in enclosed regional malls or downtown areas, the study revealed. Most downtown purchases are made by the 18 to 25 year-olds and those over 65. Low income groups also shop downtown. Parents, regardless of age, tend to shop in local shopping centers while young couples with no children patronize freestanding outlets.

-

SOUTHERN INFLUENCE

Congratulations on Building Products Digest, your new magazine.

If you duplicate the excellent coverage you provide the Western states, the South will definitely rise again-at least in the awareness of what is happening in the lumber, building materials and home improvement markets.

Dan Roulston

v.-p., public relations

David W. Evans, Inc./California

22 Battery St. San Francisco, Ca. 94lll

LIFE BEGINS AT 60

Congratulations!

Don't let the age bother yott. (A reference to our announcement in the December issue that our new mogazine, Building Products Digest, will begin as the Merchant goes into its 60th year of publication - ed.)

I had just turned 60 when Rick was born and now 19 years later both boy and dad are doing fine.

George Clough

Inland Lumber Co.

37 E. Huntington Dr. Arcadia, Ca. 91006

BACK TO BASICS

Liked your editorial in November, 1981, issue. Good operators, wherever they are in our industry, will stay on top of what is going on and will come through these conditions a little wiser. They will cut out some fat and get back to basic business.

We still have a product the people need but we must tell them about it. Maybe we'll change some order takers into salesmen.

l98l is the 6lst anniversary of Foster Lumber. Established in 1920, it is the only lumber yard in Vallejo in business more than 25 years.

James A. Jones

Foster Lumber Yard, Inc.

3280 Sonoma Blvd. Vallejo, Ca.

LUMBERINGALONG

Your November editorial "A Steely Resolve" deserves ahigh grade for hitting the mark! With all the talk concerning a depressed economy, it is common for a defeatist to look for anearlyfiruift. Even a w ell seasoned company can h ave the appeorance of a sound operation when in fact it has begunto decay. Aselect few set a high standard and rely on superior knowledge to check the decay of their profits. They are the ones thatare (k)not

heort shaken by a discouraging outlook. It takes better utilization of resources to prevent shrinkage of assets during a starned and wavy economic period.

Our industry is lumbering along with an unbelievable resiliency to the inherent economic adversity. Hopefully our thick bark will protect us and when the trimming is done we won't be the sop!

R. Terren Dunlap

Dunlap Forest Products, Inc.

4435 Saddlebag Trail, Suite I Scottsdale, 4z,.85251

NORTHWEST NEWS

(Continued from page 25)

record of your purchases prior to 1972, hang on to them. If not, start thinking now as to how you will reconstruct that activity. It should be pointed out that filing a claim, or not filing a claim, will neither hurt nor help the defendants. Damages have been decided and it's now only a matter of to whom and how much each claimant will receive.

SWEETEST

Role of characteristics in Western lumber grading

RADES OF WESTERN lumber are determined by visual inspection and are judged prirnarily on appearance rather than strength. Judging is based on the natural characteristics of the 1og which appear in a piece and have an effect on its appearance and suitability for end-use. Manufacturing imperfections also affect the grade.

Some of the more common charactcristics and imperfections are illustrated here in close-up photographs. It is the responsibility of the grader to consider all characteristics in determining the grade and to visually judge the total effect of them according to limitations set forth in the grading rules for each grade and species.

Knots are the most frequently encountered characteristic and they are classified by form, size, quality and occurence. It is generally the quality of the knots rather than form, size or occurence that affects the grade. Quality of knots is based on soundness, f irmness and tightness. ln form, knots are defined as round, oval or spike knots. Round knots are

cut at right angles to the limb, oval knots at slightly more than right angles and spike knots are cut

Story at a Glance

Visual inspection determines western lumber grades natural characteristics of log considered knots most frequent characteristic manuf acturing imperfections also a factor.

lengthwise or diagonally. In occurence, knots may bc wcll spaced, well scattered or clustered. Defects, imperfections, blemishes or defacing of lumber caused by the manufacturing process include torn grain, skips, burns, holes or other manufacturing rregularities.

The growth characteristics and manufacturing imperfections illustrated on these pages are reproduced from the new Ll/'estern Wood Products Association Species Book, Vol. 2, SelectsFinish/Commons-Boards, available for $2 from WWPA, 1500 Yeon Bldg., Portland, Or. 97 204. Quantity rates are available.

..\ll plrOt0: eollrtcsr- ol thc \\ c\lrrn \\ ood l)roclucts Assoetalton

$f*,t$i1.!!i_*tih*tiitti:l$l$$!_\11',i: tiii!f:$tllf.,lll:i$ill,s;t,tirl

Skylight Merchandising

Information on a skylight merchandising program is available free by writing Buzz Harwood, Pfeiffer Skylight Corp., 801 S. AcaciaAve ., Fullerton,Ca.9263l, or calling (8m) 854-8057.

Fireplace Planner

A new 6-p. fireplace planning guide is available free from the Advertising Department, Heatilator Inc., P.O. Box 10360, Des Moines, Ia. 50306.

Living Color

For a free copy of a new l6-p. tile catalog write on your letterhead, to IMPO Glaztile, 2852 W. l67th St., Markham, I1.6M26.

Take a Look

New Look catalog of d-i-y project plans and books is free from National Plan Service, Inc.,435 W. FullertonAve, Elmhurst, ll. @126.

Plywood Sales Pitch

How to Sell Hardwood Plywoodis free from the Hardwood Plywood Manufac-. turers Association, P.O. Box 2789, 1825 Michael Faraday Dr., Reston, Y a. 220fr

Mix'n'Match

Mix 'n' match cabinet door styles are detailed in a flyer available free from Yorktowne Cabinets, P.O. Box 231, Red Lion, Pa. 17356.

Try Before You Buy

Samples of roofcap nails are free from Dickson Weatherproof Nail Co., P.O. Box 590, Evanston, ll. ffi2V.

Walk With Pride

Preventing Crocks in New Wood Floors, Wood Floor Care Guide, Hord-

wood Flooring Finishing/Refinishing Manual, Hqrdwood Flooring Installation Manual, Hardwood Flooring Grodes and, Installation and Key to Ook Flooring Performance are available free from the National Oak Flooring Manufacturing Association, 804 Sterick Building, Memphis, Tn. 38103.

British lmport

Free literature on an expandable Western red cedar garden trellis made in Great Britain is available from Robert S. Osgood, Inc., P.O. B,ox75735, Station S, Los Angeles, Ca. 90075.

Industrial Epoxies

A new l2-p. technical description ofindustrial epoxies is free from Industrial Products Marketing Division, RustOleum Corp., ll Hawthorn Parkway, Vernon Hills, Il. 60061. Ask for publication 1003.

Top Drawer Oak

Appalachian Oak for Fine Cabinets and Here's How are available free from the Appalachian Hardwood Manufacturers, Inc., P.O. Box 427, NCNB Building, High Point, N.C.27261.

Numbers Racket

The 1982 Dodge manual for building construction pricing and scheduling is available for $32.90 from McGraw-Hill Cost Information Systems, l22l Avenue of the Americas, Suite 1759, New York, N.Y. 10020.

Keep'em Rolling

For a free copy of the 1982 Fleet Forms & Supplies Catolog, contact J.J. Keller & Associates, Inc., P.O. Box 368, Neenah, Wi. or call l-800-558-6404.

Revised Freight Rates

Revised Freight Rate Circular No. 1060 can be ordered from Western Wood Products Association, Transportation Department, 1500 Yeon Building, Portland, Or.,97?M, for $10.

Indonesian lmports

Indonesion Timber Products is free from the National Agency for Export Development, Department of Trade and Cooperatives, Jl. Abdul Muis 87, Jakarta Pusat, Indonesia.

Pride and Profit

How to Reside with Pride and Profit is free from Shakertown Corp., P.O. Box 400, Winlock, Wa. 98596.

Overhead Maintenance

For a copy of Ievolor Ceiling Systems, write to Richard D. Rothschild, DBr., Ceiling Systems, Levolor Lorentzen, Inc., 1280 Wall St. West, Lyndhurst, N.J.07071.

Retailer Key to Markets

Consumer Selling Aids for Home and Outdoor Wood Useisavailable free from the National Lumber and Building Material Dealers Association, 40 Ivy St., S.E., Washington, D.C. 20003.

Shelve lt

A new 48-p. Storage and Work Area Equipment Catalog is free from Bernard Franklin Co., 4424 Paul St., Philadelphia, Pa. l9l?A.

ANNUAL BUILDERS SHOW

(Continued from page 3 1 ) ceeded for one hour, and "Check Food" when the unit was too warm too long.

Also for the kitchen was a combination microwave oven/vent hood from Magic Chef West and a coffee grinder, the tenth appliance for the NuTone built-in food center.

For that extra special touch in architectural detail, Focal Point, Inc. unveiled mouldings and ceiling medallions in l9th century American styles. Decorative Designs, Inc. showed polyester door headers, balusters, columns and capitals. Prelude offered leaded glass window inserts for Ponderosa pine panel doors. Simpson Timber Co. demonstrated a thick wood panel door with a choice of textured glue chip glass, diamond bevels and semitranslucent water glass in vine patterns and a floral design.

Builders also had an opportunity to view a number of other building products and techniques not related to the exposition theme at the Jan. 22-25 show.

A Company By Any Other Name

When picking a company name, keep it simple, easy to say, and easy to spell.

Try for a name that evokes an image with market value. Be sure that it doesn't violate existing trade name,

trademarks, or copyrights.

Test the name before adopting it. Have a sample sign made up on cardboard and check out customer reaction.

Publicize a new name both before and after to retain the goodwill associated with the old name.

MANAGER for retail yard Solano County, Ca. Must have experience small contractor and do-it-yourself trade, paint, hardware, plywood, lumber, etc. Bondable and selfmotivation is a must. Great potential. Pension plan, hospitalization, vacation, profit sharing. Bright future for the right man. Writc Box 436 c/o The Merchant Magazine.

ARE YOU SATISFIED?

DO YOU think of doing business in the classic unhurried manner of a time you thought was gone? Call me to discuss the many benefits of your affiliation with a group of gentlemen trading lumber in a gracious old time manner.

We are interested in experienced lumber traders of any age with a substantial following. Softwood or hardwood, domestic, import or export. Stay where you are. If you like, work from your home. Full or parttime. Travel as you choose.

W. Preston Germain, president, Cermain Timber Co., 3M Center Ave., Pittsburgh, Pa. I 521 5, (412) 782-3240.

EXPERIENCED lumber salesmen needed for industrial sales in both softwoods and hardwoods to cover Los Angeles and Orange Counties, Ca. Commissions, car, profit sharing and retirement plans. Good medical and dental. Contact Don Reagan, sales manager, Cal-Forest Lumber. (213\ 321-2107.

REMINDER: Paynrent nrust acconrpany the copy you send in for classified ads. Just use the instructrons above to figure the amount. When you call in ads. we'll tell you the anrount that nrust be sent for lhe ad.

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 ofThe Merchant Magezine, 4500 Campus Dr., Suite 4t0, Newport Beach, Ca. 92560. Make checks payable to The Merchent Magezine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

INDUSTRIALSALES

Inside industrial sales position covering Los Angeles and Orange County, Ca. Fine opportunity for the right person. Good salary and benefits. American Forest Products Co., ask for either Frank Quattrocchi or Mike Sims (213) 773-92n or Ol4) 5234890.

OUTSIDE industrial sales person to serve Riverside and San Bernardino, Ca., counties. Contact Mike Seeds, gen. mgr., Ganahl Lumber Co., 155 Rincon St., Corona, Ca. 91720. (714\ 737-sr42.

LUMBER OPERATIONS MANAGER

WILL BE RESPONSIBLE for remanufacturing and sales for an integrated lumber company with complete milling facilities. Position reports directly to president. Salary open with excellent benefits. Experience in lumber remanufacturing and sales is required. Please send resume with salary requirements to Box 438, c/o The Merchant Magazine.

GENERAL MGR. HOME CENTER CONTRACTOR SALESI OPERATION RESPONSIBLE all phases mgmt. profitability. New facility. Excellent salary, profit-based bonus. Contact in confidence. Write Box 435 c/o The Merchant Magazine.

MERCHANDISING manager-home center store. Excellent benefits. Salary open. Fisher Lumber Co. Contact Erik (213) 456-9031.

EXPERIENCED pallet salesman. Ask for Carl Boesch. Hunter Woodworks. Ol3\ 7'7 5-2544.

ELEVEN YEARS experience in all phases of contractor and home center management, purchasing and sales. Bondable, non-smoker. Willing to relocate. Reliable hardworker. Ready to start immediately. Bob Winterhalder, 1420 Oak Leaf Dr., Watsonville, Ca. 95076. (408) 722-9859.

SALES REP. Ex_perienced ex-manufacturing, sales-marketing exec. wants Vz iob-Vz pay. Will travel if necessary, flexible hours. 3 Juniper, Irvine, Ca. 92715

AGGRESSIVE LUMBER EXECUTIVE SEEKS RESPONSIBLE position with dynamic company. Strong background in purchasing, management & sales. Preference to Los Angeles, Orange, & Ventura counties but will consider right position anywhere in So. Ca. Write Box 439, c/o The Merchant Magazine.

DISTRIBUTOR HELPERS-Rogers panel saw-8' stroke, vertical model 505, automatic. Dewalt 20" ann saw with extra blades, mag starter, heavy table. (714) 835-7337

HARDWOOD INFORMATION

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $ l0: Southeast Asian Hardwoods. $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine.

ONE YATES American V54 resaw with tilt table and one Yates American V60 resaw with tilt table. One Mattison model 229/5 head moulder. All in good condition and complete. Reply to: Agate Sales Inc., (916) 272-3451

F-t\ California Lumber lwL I Inspection Service

\- 9/ Certified Agency (D -Y L.A. (7r4) 546-5512 s.J. (408) 297-8071 Portland (5O)) 6t9-4852

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-M26.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoy and benefit from The Merchant Maeazine for one year for only $3 per subscription. That's a 500/o saving over our standard $6 per year rate, which is a real bargain in itself.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning lhe merchandising and management information they need to do a better job.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 77 5-2544; (21 3) 83 5-5671

Tell Your Customers you saw :t in The terchant ilagazine

W LOs AXOETES AREA ffi

IUNBER TTD PTYWOI)D

Al Poirco Company

Amorican Forosl Products Co. {Cetrilos).

Amorlcan Forest Products Co. (Van liuys)

Amsrican HardyroodC0.

Eurns Lumbs Co.

CalilorniawholosalsDivision ....

CaDilal Lumbor Co.

Cohnor Lumbsr Sales

Cont€mporary Building Producls, Inc.

Cms Head Lumber& Plwood

crown Distribution Centirr.

Dooloy Forostco., Inc.

Essley & Son, 0.C.

FarwestFksalos..... (213) 629-5206

FountainLumbsrco.,Ed......... ....

Fr€montForoslProducls

Galleher Hardwood Co.

Gomini Foresl Products

Georgia-PacilicCorp. (213) 968-5551

HeDDner Hardwoods

HillLumberco.. Max....

Hull Lumber Co.

Hunterwoodworks........ (213) 835-56i,|

lnland Lumb€r Co.

LaneStantonVanceLumberCo.....

Larry Larson LumberC0. (714) 821-8100

Louisiana- Pacilic Coro

MacBeath Hardwood

Marouart-WolleLumber Co.

osoood lnc.. Robert S.

Paiitic Lumb€r Co.

BUVERS' MUIDE T.F. BAY

ORIATIR BAY AREA

American Forest Producls Co.

Bonninoton Lumber Co

Buridind Material Distribulors..

B€av€rlumber Co.

Calilornia Bav Euildino Su0Dlv C0.

Calilornia Foiesl PrM-ucls. . .-.

Calilornia Suoar & Western Pine Aoencv

Calilornia Sudar & weslern Pine AdencV

Calilornia We-stern Whol€sale. lnc:

oiablo Timber Producls........

Euoene-Willamelle Lumber Co.

Thi Flecto Co.

Floor Seryice SuDolv (San Jose)

Georoia-PacilicCori...

Geordia-PacilicCorb. (San Jose) ......

GoldenGateLumberCo.

Hrooins Lumber Co. (San Jose)

Hi6iins Lumber Co. lUnion City)

Hiddins Lumber C0. lwalnut Cieek)

Holls Wall Lumber Co., Inc.

Kelleher Lumber Sales

Lealherback lndusliles, Inc.

MacBealh Hardwood

Mission Forest Producls...... ......

Niesen-Ward Forest Pt&. 14081 779-2147

Novo Timber Products, Inc.

oaklevPlvwood&000rs

P.R.0.D. Wh0lesale Dislribut0rs.

Redwood Emoire. lnc.

Rolando Lumber Co., Inc.......

Simpson Burlding Supply Co. rrssrl.ffii+ts*-$$.s.

I{ORTHERI{

Af, CATA/EUREIG/FO8TU1{A

Sracut lnlernational Crown Redwood Co.

Eel River Sawmills

HumboldlRedwoodMlo.Co. ..........

Louisiana-Pacific C0r0.........

Reid &Wrioht...........

Simoson BiildinoSuDol\/Co.

Tri-WLumbersalas...-......

VallsvWestLumberSales

AUB(lRI{/CRASS VALLEY

All-Coast For€sl Products, Inc.

Enswonh For€sl Products.

R&LWoodProducls

SAKERSFIELD Pacilic Wood Preservino ol Bakerslield, coro. .:. (805) 582-3950

cHrc0

Norlield Sales&Service....

CTOVERDALE

BowmanLumbsrSales........

G&R Lumber Co.

RolandoLumber(KinlonDiv.)... ... ......

BoundsDisl.Center....... (i07) 433-4816

c0niltil0

CraneMills....

FORT BNAGG

Georoia-Paciic CorD. {Redwood)

Holmis Lumber co., Fred C.

Niesen-WardForeslProducts

FREttt0l{l

0MK Pacrfrc CorD.

Louisiana-Pacilic Corp

FRESNO

AmericanForeslProductsco.

California Suoar & Western Pine AQencv. EastonLumb-er.|nc..........

Georoia-Pacilic Warehouse.

Hiooins Lumber Co.

lnleinalional Forest Pr0ducts lnc. .

Lewis Co.. lnc.. Palmer G.

MissionForeslProducls

Pacilic Foresl Producls Shaw Lumber Co. Slandard Slruclures, Inc.....

KIIIGS BEACH Aowood Mill & Lumbet LOS BANOS

...... (213) 775-1834

oudley Building Components

Hammermrll .....

Lumber Assn. ol So. Ca.

Mutual Moulding and Lumber Co.

Unicare lnsurance Co.

l..lnion Pacitic Raiiroad (Los Angeles)

L.lnion Pacrfic Rarlroad (L0ng Eeach)

Ace Saw & Supply Adams & Co.

Al Peirce Co.

AllC0astForeslProducls

American Forest Producls Co. ....

AmericanHardwood Co.............

American Mill & Manufacluring

Architeclural Mouldino C0...........

Suilding Material Distrlbutors Inc.

Burns Lumber Co.

California Lumber Inspeclion Sewice

CalilorniaTimberline, lnc.

Capital Lumb€r Co.

Cardwell Forest Products

Carroll Moulding Co.

ConnorLumberSales, lnc...........

Contemporary guilding Products, Inc.

Crown Dislribution Center..

DMK-Pacilic Corp.

DudleyBuilding Components

Essley & Son, D.C.

Eugene-Willamette Lumber Co.

1{0DEST0

Foresls Products Co. NEDOIl{G ANEA DMK-Pacific Coro. Feather River Mduldrno Co. Havamoom Lumber Co: Leiis Co., Inc., Palmer G.

(RedEluff)....

Paul Eunvan Lumber Co.

PhrlrpsLumberSales.

P& M Cedar Products... ..

Reddino Lumber Iransoorl.

Schallei Forest Producis.

Sierra Pacilic Induslries . (916) 244-2200

WebLumberCo.......

SACRAiIEI{T(l/STOCKTOt{ AREA

Amencan Forest Producls Co.

Banev&Associales

Buildino Maleflal Dslribulors. Inc.

Calitornla Builders Supolv

Calilornia Suoar & Weslein Pine Aqency

CaDitolPlvwoid.tnc.

Flmr Seriice Supolv.

Gabbe(.Simmen Lumber lnc.

Georora-PacrficWarehouse .. ..

HiooinsLumberCo...

Ko-D-DersCo..

LewrsCo., lnc., PalmerG.

Louisrana-Paqic Corp.

McKuen Mouldrno Co.

Far West Fir Sales

Flintridge Lumber Sales, lnc.

FontanaWood Preseruing......

Fountain Lumber Co., Ed

Freeman & Co., Slephen G.

Fremonl Forest Products

Georoia-PacilicCoro.

Goldi;9 Lumber Saies.

H & M Wholesale

lnland Lumber Co.

International Forest Producls, Inc

Kelleher Moulding Co., Inc.

Knollwood Corp.

KoppersCo., Inc.............

Laminated Timber Services, lnc.

MacBeath Hardwood

Mariner's Forest Products

Marquarl-Wolle Lumber C0.

Newport Planing Mill, Inc.

Panel Tex

Patr Lumber Co.

Pelerman Lumber Co..

Producl Sales Co.

Reel LumberSeruice..........

Rolando Lumber Sales, lnc

Roy Foresl Products Company

Rvoel Lumber Sales

S;i Antonro Constructton

Shaw Lumber Co

Simoson Burldino Suoolv

soulh Bay ForesiProAlits

Sunilse Foresl Products Co

Trealed Pole Burlders, Inc.

Tweedy Lumber Co.

lJnrcare lnsurance Co

OREATER SA]I DIEOO

American [rrll & Manufacluring

PACIFIC I|ORTHWEST STATESffi ffiROCKY tOUtTAlilSffi BUVERS' wAsHtltoTox

AUSUBI{ LewisCo , lnc., PalmerG.

O€tLII{GHAil

Jersledl Lumber Co.. Inc.

ENEilERIOI{

Lewrs Co., Inc., Palmer G.

EYENETT

Lewrs Co. , Inc.. Palmer G.

KEI{TORE

Lewrs Co. , Inc., Palmer G.

Krn(uilD

SrmosonBuildrnoSuoolvCo ......

r0r{GvrEw

Unron Pacrfic Rarlroad.

0tYltlPtA

DelsonLumberCo. (800) 426-6040

SEATTLE

Gel Air Door/AlDine Veneers. Inc.

Georoia.Pacific CorD.

Simp-son Trmber Cd

Union Pacilic Rarlrmd.

Wasco (Marcro lnd.).

SHELT()l{

Simoson Burldrno Suoolv Co.

SPdKANE

Georqia.Pacific Corp.

Lewra Co., Inc., Palmer G.

lJnion Pacrlic Rarlroad

TACOMA

American Plvwmd Associalion

8el Air Doori'AlDine Veneers. lnc

Burns Lumber Co

Georoia-Pacitic CorD

LewiS Co. Inc., Palmer G Alaska Drv.

Louisiana-Pacrfi c Corp.

McFarland Cascade (800) 426-8430

Union Pacilic Railr0d.

VANC(|UVES

Inlernational Forest Products, Inc.

WALTA WAttA

Union Pacilic Railrmd.

WENATCH€E

Lewis Co , Inc. Palmer G

YAt(1{A

Lewis Co , Inc., Palmer G.

IIEPPilEN Kinzua Coro.

liltts80R0

hrmaoosl Products Co (utrrfi F

LLs

Lumber Products

TEDFONO

BvrneTruckino... ...... (800) 547-9655

F6unlainLumderco.. Ed

Lumber Producls

Union Pacilic Railroad

Wendlin0-Nalhan Co.. Inc............

GNEATER MsTLAilO ANEA

AlDine Internalional CorD.

J.H.Eaxler&C0..

Bel Air Door/Aloine Vene€rs, Inc. (800) 547-6755

Contactlumberco. (503) 228-7361

Dant&ffussell,lnc. (800) 547-1943

Dataline Coro.

Far Wesl Fir Sales

FriesenLumberCo. (503) 397-1700

FullmerLumberC0.

Furman Lumber, Inc.

Georqia-Pacilic Coro.

Hamaton LumberSalesCo.

Knollwood Coro.

LewisCo., Inc., PalmerG.

Louisiana.hcilic Coro

Louisiana-Pacilic Corp. Beaverton)

LumberProducls

Mccormick & Eaxler Creosotino C0... .....

NiedermeverMartin c0. 1800) 547-6952

North Pacitic Lumber Co. . (8001 547-0440

NorthweslHardwoods, Inc.

Publishers Forest Products. {8Cr0) 547-6633

Siskivou ForestProducts

Sunrise Foresl Products Co. {800) 547-1771

Union Pacific Rai|road..

Weslern Inlernational Forest

Producls... (800) 547-5744

RIDDTE

C&0 Lumber Co.

Herbert Lumber Co.

R0sE8U8G

Kell€r Lumber Co.

sAtEtl

Lumber Products

Stavlon Wood Products

SEASIt,E

Agwood Mill & Lumber

t0rsE

Georaia-PacilicCorD. ....

Lewia Co.. lnc.. Palmer G.

Louisiana-Pacilic Corp. (Coeur d'Alene)

Lumber Producls

PressureTrealedTimberCo.

Union Pacilic Railrmd.

$wrsr0r

Union Pacilic Railroad.

MGATELTO

Union Pacilic Railred.

sAilDmtilT

McFarland Cascade

AIICHOBAGE

Atrow Lumber

Lewis Co.. lnc.. Palmer G.

SEWARD

Louisiana.Pacif ic Corp.

HIL()

CamDbell-Burns W00d Pr0ducts Co Inc

H(}NOTULU

Bel Arr Door/(Uni-Sales Co )

Koo0ers Co., Inc

Reid & Wnoht, Inc

Simpson Timber (808) 737-31 94

BOUTDEN

COLORADO

Reid&Wright, Inc........

c0L0RAD0 sPRrt{Gs

Therma-Tru, lnc.

COTl'ERCE GITY

R W Soeciallies. lnc.

DEilVEN

Denver ResruesupplyCo.

Georgia-Pacilic Corp. Koppersco., lnc.......

McFarland-Cascade

Wasco(FactoryDireclSales)

GnAil0 JUl{GTroll

RWSoecialties. Inc.

BrL!tlt0s

Gsorgia-Pacific Corp.

EozEtAt{

McFarland-Cascade

SUITE

toxrAltA

Monlana Pole&Trealing P|ant

Union Pacilic Railroad

ilssouu

Louisiana-Pacilic Corp

LewisCo.. Inc.. Pa|merG.

c sPEn Dresco Wyoming. UTAH

OGDEII

Georgia-Pacific Corp. SALT LAKE CITY

Georgia-Pacitic Corp.

Macbealh Hardwood Union Pacific Railroad.

SOUTHWEST ARIZOXA

ATSUOUEROUE

]{EW ilEXICO

CItsiTUARV

Marvin J. Setzer, 61, died at his home in Phoenix, Az., January 4, 1982.

He had worked for Mallco Distributors (a division of The O'Malley Lumber Co.) for almost 20 years, before leaving to manage Westwood Builders Supply, Phoenix.

A graduate of Pomona (Ca.) High School and Pomona Junior college, Mr. Setzer, an Army Air Corps officer, was decorated during World War II. He was a past president of the r/alley of the Sun Hoo-Hoo Club.

Survivors include his widow, Helen; a son; four daughters; his mother, and six grandchildren.

MORE PERSONALS

(Continued from page 36)

Bud Harwood, pres., Hardwood Products, Branscomb, Ca., and his wife, Virginia, a member of the California State Board of Forestry, were featured speakers at a meeting of 2nd Growth.

Ted Gilbert, Product Sales Co., Orange, Ca,, and Ray Louvier, Louvier Finish Co., Costa Mesa, Ca., were recently in Baja Mexico on a bird hunt.

Bob Abbott has joined Far West Fir Sales, Huntington Beach, Ca., as a buyer, reports Harry Selling.

Don Brown has joined Randall Lumber Co., Huntington Beach, Ca., as gen. mgr. He had previously been at The Terry Companies, Tarzana, Ca.

Ross Ingraham, Diablo Timber, Danville, Ca., is back from a Princess Cruise to the Mexican Riviera. William T. Robison, v.p., marketing, has been advanced to v.P. and gen. mgr. of the American PlYwood Association, Tacoma, Wa., according to Bronson J. kwis, executive v.p. Sec. Jim Hackett has moved uP to v.p. and sec. John Hess, v.P. and gen. mgr. since 1967, is taking early retirement while continuing to serve the board as a consultant and advisor on special projects.

R.E. "Dick" Freeman, pres., So-Ca Commercial, Los Angeles, Ca. is back from a vacation trip to England.

Bernie Molinski has been named States Industries, Inc., Eurgene, Or., area mgr. for Or., Wa., Id., and Mt.; Jim Geertsen is the new quality control mgr.

ADVEMTiSERS' NNEEX

llulfllrrvleu. o. lnJUt ttlut. lu tryulI\ urrr6vrrLrJ, \vvP (rL something continuously. Often used with away: He hammered away at his homework. IMiddle English hamer, Old English hamor. See ak- in Appendix.*] ham'mer-er n. ham.mer-fest (ham'ar-ftst). A town, port, and fishing center of norther Norway, on an island in the Arctic Ocean; the northernmost town of Europe. Population, 6,000. ham .mer.head (hdm'er-hEd) n. 1. The head of a hammer.

2. Any of several large, predatory sharks of the genus Sphyrna, having the sides of the head elongated into large, fleshy extensions with the yes at the ends. 3. A bird, Scopus umbretta, of Africa and southwestern Asia, having brown plumage, a large, bladelike bill, and a long, backward-pointing crest. In this sense, also called "hammerkop." hammer lock. A wrestling hold in which the opponent's arm is pulled behind his back and twisted upward.

Hammermill (Ham'er-mil ) n. 1. A Custom mill utilizing the latest in moulder technology. 2. A milling operation capable of high speed double surfacing. 3. Laser guided straight line, gang ripping and resawing to your specifications. 4. Hammermill Manufacturing, Inc., 10647 Laurel Avenue, Santa Fe Springs, California 90670. (213) 9413254, (7t4) 522-0230.

ham.mer.smith (hdm'ar-smith ). A borough of London, England, comprising the former administrative divisions of Hammersmith and Fulham. Population, 222,000.

Ham.mer.stein ll (hdm'er-strn ), oscar. 1895-1960. American librettist and songwriter.

ham.mer.toe (hdm'ar-to ) n. Pathology. A toe, usually the second, that is congenitally bent downward. ham.mockl (hdm'ek) n. A hanging, easily swung cot or lounge of canvas or netting suspended between two trees or other supports. ISpdnish hamaca, from Taino.]

ham.mock2. Variant of hummock.

Ham.mond (ham'and). A city and industrial center of northwestern Indiana, near Chicago. Population, I 12,000.

Ham.mu.ra.bi (ha moo-ra'be, hdm a-). Babylonian king and lawgiver of the 18th century B.c. ham.pe;' (hdm'per) tr. v. -p"r"j, -pering, -pers. To prevent the free movement, action, or progress of; impede. See Synonyms at hinder. -n. Nautical. Necessary but encumbering equipment on a ship. IMiddle English hamperent.f

ham.per' (hdm'par) n. A large basket, usually with a cover. IMiddle English hampere, variant of hanaper, HeNeeEn. ]

Hamp.shire' (hdmp'shir, -sher). Also Hants (Hdnts). Officially, Southampton. A county, 1,503 square miles in area, of southern England. Population, 1,436,000. County seat, Winnhecfer

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lengths backed by the largest inventory in the industry. We also manufacture to meet rapid delivery demands, yours or your customer's. We'll deliver to your yard or your customer's iob site with boom truck convenience, and we give price protection to lumber merchants.

QUTCK LATI

your specification due to size or camber, order Standard Lam which is manulactured without shop drawings per |CBO 3327. Delivery within 4 weeks.

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Architecturally f inished glulam beams for quick delivery from inventory-one day plant pick up or one week delivery to your yard or customer's job site. Cambered to a constant Radius ol 1600 R, Fiber stress ol 2400 Fb, individually wrapped and cut to length. Resawn and industrial finish also available.

Ask us about our Distribution Program opportunities outside of California.

Call us tollfree 0n your gOO.g

62.lllrg6 next glulam inquiry.

AA Extra-long lorsts, kiln dried to 15% moisture content or less, lengths to 72'. long lengths are readily available at n0 additional cost. XL can be easily substituted lor conventional framing lumber in 2"x6" through 2"x12" sizes. Using XL as floor joists results in better floor svstems.

m|1$tAm

Sized the same as conventional timbers in 2lz" and 3/2" widths. Available in resawn finish with zero camber. Versatile MiniLam can be used for joists, girders, rafters and headers and is ideal for exposed use. Inventoried in 72'lengths, it is available lor 1 day plant pick up or 1 week delivery.