Merchant Magazine - February1983

Serving the lumber, building materials and home improvement markets in 13 Western Sfates-Sin ce 1g22

ffido Lumber Co., Inc.

The Merchant Magazine

Publisher Erneritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editon

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Crmpus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (714) 549-t393, by The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request. ADVERTISING OFFICES FROM WASHINGTON STATE, IDAHO,NORTHER.N CALIFORNIA & OREGON: contact Drvid Cutler, 4500 Campus Dr., Suite 480, Newport Beach.Ca. 92660. Phone (7 I 4) 549- 8393. FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Ans,eles. Ca. 90049. Phone (213) 4723l13 or (714) 549-8393.

FROM THE MIDWEST: contact Wryne Westland, I109 Willow Lane, Mt. Prospect, Il. 60056. Call (3 12) 437 -7 37'7 FROM ARKANSAS & OKLAHOMA: contact Timothy J. Nelson, Marketing Communications, Inc., 5l15 S. Vandalia, suite E, Tulsa, Ok. 74135. Call (9t81 496-8777.

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 from recent issue if 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 $1.50. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-oxtned publicalion .lor the retail, tvholesale and distribution levels ol the lumber. building malerials and home improvemenl business in the l3 Western stales.

Regardless of how large or small the project you are supplying, chances are you will find exactly the lumber you need to meet the specifications in our 2 million foot inventory of Western Red Cedar. lt includes commons through clears, in many different sizes, rough or saw textured and virtually any detail desired, including popular Totem siding.

Produced by the famous Tahsis mill, renowned for its quality,

Fountain adds its own years of experience in handling this excellent product. Lumber is

precision stacked and protected to minimize warping and cupping during air or kiln drying. Re-manufacturing is performed by skilled workers utilizing advanced equipment. Grade is carefully maintained throughout each lift to minimize waste. Because we are specialists in Western Red Cedar and volume suppliers, you'll find our prices competitive for a few pieces or a car load. Call Fountain first: (213) 583-1381

& T GA,r". I3* r lt* rgFf\ r ral rT x I;r# I H n III !F I h rlr I h< -

6218 South HooperAvenue, LosAngeles, CAgOOOl 6

DAVID CUTLER editor- Publ i sher EDITORIAL

When it's metric time uP north

lN THE early 1970s there was a great deal of Italk about the need for the United States to convert from our present standard of measure to the metric system. Despite the flurry of activity and the serious efforts of a number of organizations, nothing much ever came of it. It has now been several years since the last committee met.

Yet, proponents feel the need to convert to metric is still there and cite Canada's announced intention to make the change as an additional reason for the United States to opt for meters over miles. Given the extensive trade between Canada and the U.S.A., it follows that their conversion will be a strong stimulus for this country to seriously address the question again. If we do not make the conversion to metric, the theory goes, this country stands to lose enormous chunks of business.

While Canada's major move to metric is set for 1984, their building material suppliers and distributors plan to begin soon with what is called a "soft conversion." This is where the actual size of an item stays the same but its dimen-

sions are expressed in both the English and metric measurement. A "hard conversion" where the product is actually changed to a metric size-a 1,200 x 2,400 mm. panel product, for example-is presently seen as a long time off.

As our largest and closest trading partner converts, can this country be too far behind? Historically, Canada has supplied between one quarter and one third of the U.S.'s lumber requirements. This kind of volume is just one more continuing pressure on us to make the change.

Whether we actually desire to make the conversion to metric, which promises to be costly, confusing and probably unpopular, is not the question. We may not have any choice. Economic factors may well force the change, like it or not.

The days when we could blithely ignore the fact that 95 9o of the rest of the world is metric are inexorably coming to a close. Last time metric just sort of "went away." We doubt it will happen again. Like it or not, you better start thinking about it.

SeNinq the lumbeL building mateilals and home improvemenl - ma*ets in 13 Westen States-Since t922

"The Otdest Name in Redwood"

You may not be building a 530'dome, but if you need laminated beams, wele got what you want to do the job right.

Our beams are all V4 Douglas Fir and meet the highest allowable stresses your engineer can design for - at no added cost.

Specification:

W.C. Douglas Fir 2400 Fo Comb. V4

Per AITC I l7-82 Design

Exterior Type Adhesive

AITC Architectural Finish

One Coat Clear Sealer

Individually Wrapped Cambered on 2000 Ft. Radius

We are now stocking laminated beams in a broad range of sizes and lengths up to 60'. All are available for fast delivery.

Sizes available now:

Widths Depths 3t/s' let/2,, through l6t/2,, 5tA' l0%" through24"

6%" 12", 15", l6t/2", 18" and 24"

F DWES TO ES

Laminated heams serve residential needs too.

We take custom orders toofrom domes to homes, we can meet your needs. To feel secure you're getting the best - call

Weyerhaeuser:

o Anaheim 710 East Cerritos Avenue 3557 South Hill Streer (714) 772-5880 (2t3) 748-5451

o Fontana 17400 Slover Avenue (7 t4) 877 -6t00

(2t3) 443-2421

(619) 231-2332 (San Diego)

o Los Angeles

r Sepulveda 167 l4 Schoenborn Street (2r3) 894-40r5

These Customer Service Centers are only four out of a larger Western network ready to provide you with quality building products.

Tacoma Dome, Taroma, Wash., built of lleverhaeuser laminated wood.

Get cooking in the outdoor B'B'CI market

IrIME and time again the home I center manaser is told to "cover the basics" to Jnsure good profit margins and store performance. Nowhere is this more true than in selling outdoor cooking equipment, such as gas barbecue grills.

From a standpoint of a manufacturer, home centers represent one of the biggest growth areas for the sales of gas grills. Figures compiled by Arkla Industries with the aid of Keller-Crescent Co. reveal that home centers accounted for l39o of all gas

grill sales in the United States during 1982. Compare that with figures that show virtually no gas grills were sold in home centers during 1970, a year when gas utilities sold 8290 of all outdoor gas appliances, and natural gas grills were the rule.

During 1983, we expect home centers to increase their share of sales of gas grills to 1890. The National Home Center Improvement Congress estimates that 440/o of all home centers sold some sort of barbecue equipment during 1982, of which

some 235,000 were gas grills.

For many home center managers, the question is often a matter of how soon after Christmas should barbecue grills be put on the floor, along with the patio furniture, the lawnmowers and the like. The home

Story at a Glance

Hardware/home centers selling more gas grills . . . early spring promotions best related outdoor living Pur- chases high volume growth expected to continue.

center retailer, after considering in January where he should set uP his display, should be ready by February to have atrulybigmonth. Heavy promotions, such as a Washington's Birthday Sale, should be the rule.

The home center should not be caught short-the public should come to think of the store as the barbecuing center which will serve everyone's needs, from grills to accessories to aprons and hot Pads.

Gas grill manufacturers, such as Arkla, have done a good job in offering premiums, point of purchase materials and other incentives to home centers, who should Pass them on to customers. For examPle, it costs very little to offer a free rotisserie or a cookbook with the purchase of a certain grill on sale. Entice people to buy early-and they will come back for other related outdoor living purchases because they think of the home center as the place to acquire such goods.

In setting up your outdoor cooking

(Please turn to Page 52)

0UTD00R living ollers a large market potential lor hardware/home centers. Profile ol a gas grill buyer and a home center customer

from the almost a manager.

match closely. Making money barbecue industry is considered "can't miss" situation for a store

SAME FOIKS, STIGHTLY DIFFERENT NAME

On January 18, 1983 the employees of the distribution division of American Forest Products purchased the division and established it as a new and independent wholesale distribution company: Western American Forest Products Incoroorated.

What didn't change is the people. We're the same folks as before, accustomed to doing the best job possible for you, only now our commitment to our customers is enhanced by the fact that the employees now own the company.

With our new name, we're rededicating our efforts to continuing the excellent job we've done for our customers for more than 30 years. We also have exciting new plans for the future, which means service better than ever before.

To our present customers we extend lhe assurance of fine service and products. lf we haven't had the opportunity of serving you, please let us show you how we've earned our reputation for excellence.

Hardwarerhousewares prof it bu ilders

r-ASIC HARDWARE becomes EJmore important with good merchandising. For example, establish a Security Center, a central location for all items related to security in the home: anti-burglar bars, deadbolt locks, high quality cylindrical locksets, automatic timers for lights, intrusion alarms, window locks, home safes. Add take-home literature on security or reprints of articles on the same. Brief sales personnel in this part of the store so that they are experts on the subject of security and ways the Security Center merchandise can safeguard a homeowner and his belongings.

Drsmatize bothroom fixtures with vignettes. It may be necessary to line them up in o row to show the styles, but create ut least one mini-bathroom. Establish a corner to show off a vanity, toilet, mirrored and honging cabinets. Glamorize with o light fixture, wastebasket, towels, rug, counter occessories and you multiply the sales potential of all the items.

Use pegboard to arrange a display showing various sizes and types of tools with an explanation of the best size and tool for each household job.

Change the sale staff's jockets or smocks with the seasons, using colors that hsrmoize with your corporate colors. A bright fresh spring color can help to stimulote the first soles of the seoson.

Set up a center where you will engrave a purchaser's name or identification number on a tool or appliance for security purposes. It is an inexpensive service that pleases the customers.

Try an unusual orrangement with bathroom fixtures. Mount a sink over a toilet to save spoce. Turn a tub on end and display a toilet plus odditional plumbing in it. The sides are good for hanging foshion bath accessories.

Hang a hoist and chain on a gondolaend with the packaged merchandise. A poster showing how the tool can save the back muscles will help to sell the merchandise.

Try bulk disploys of items such as swimming pool chemicals. Stack them on a pallet in the aisle and watch the customers pick them up.

Hang tier arrangements of lettuce baskets or collanders in the housewares section and fill them with small merchandise. The same arrangement will work for small hardware items, using buckets or similar containers suspended from chains.

Although kitchen remodeling is big ticket stuff, You can make Your sale of remodeling packages even better by dramatizing the cabinets ond appliances in a setting. TrY a raised platform with designer flooring, wallpaper or tiled walls in the bockground and accessories such as coffee meker, mugs, bread box, green plonts and a bowl of colorful fruit. Make the homeowner long to pour o cup of coffee or make o Piece of toast, and you'll be selling "a kitchen just like this."

Be original in arranging dumpster displays. Use wheelbarrows, toy wagons, plastic wading pools, collections of plastic dishpans or crocks as containers. Be sure to put them in the traffic aisles to catch impulse sales.

Maintain a space in housewares for seasonal disploys. Offer sift wrapping and keep a bridal registry to encourage sola.

Consider loaning your parking lot for dog obedience classes or a rabies

vaccine clinic. It will give you an opportunity to publicize your pet supply section and make new friends for the store.

Establish a reputation as the store that has everything. Ifyou are caught short, have catalogs handy and be agreeable to ordering the item.

Set up your outdoor living center early to capture the first sales of the season. Launch it with a barbecue. serving samples.

Story at a Glance

lmaginative displays create sales Related merchandis. ing stimulates buying. Addi. tional traffic generated im. pulse purchases accelerated.

Cleaning supplies become good sellers when they are merchandised with imagination. Try selling sponges for l0 while they last or offering brooms for 50 to early bird shoppers. Give away a year's supply of free vacuum cleaner bags to those buying machines by providing them with coupons to redeem each month.

Rental equipment is a small but ongoing source of profit. Display it with related merchandise. Rug cleaners go in the cleaning supply section, not hidden on the back wall. Make it a policy to loan equipment without charge to charity groups. You'll be surprised at the number of paying renters this will generate.

When store signing is tired, refurbish it with a little sporkle. Neon is a possibility, especiolly suited to the housewares section. Used inside with discretion, it brightens a dull corner and ottrocts a lot of attention.

Although sales of hand tools are expected to remain steady or improve with the economy, you can speed the process by cross merchandising. Display tools next to items that require them. A customer who buys nails should find hammers conveniently close. A display of anchors should include mallets and sledges as well as cable and chain. Anticipate the customer's needs and have the tools he requires within sight and reach.

Always assemble floor samples of KD furnit ure. D isploy t he co mp le ted pieces in room settings if possible. Use the shelves ond table tops to spotlight accessories from the housewares section. An attractive lamp with severul well chosen accessories or a dinner setting with colorful dishes will catch the customer's eye and make the furniture more appeoling.

Since household gadgets are impulse sales items, include them in every display, ready for easy pickup. Fill pitchers, jars, crocks, bowls and baskets with them. Hang them, stack them, pile them, with convenient supplies of extras nearby. For starters, hang a storage shelf rack stocked with cleaning essentials in the cleaning supply section. The housewife who is tired of her jumbled cleaning closet will probably buy a rack along with her planned purchases.

Never allow a boxed tool to sit idle on the shef without an open sample. Make it look as if it is ready to use. Allow the cord to be free, put some raw material or an unfinished project with it. Tantalize the customer to put it to use. Make it hard for a person not topick it up. Whosays toolscon't be impulse items?

Job related merchandising works all over the store. The woman who comes to buy oven cleaner will pick up a pair of rubber gloves if they are grouped together. A pie bird is natural add on for a pie plate; a special scouring pad for a non-stick skillet; copper polish for copper bottom cookware; lintfree dishtowels for ice tea glasses; a juice jug with the electric juicer; rubber scrapers with the food processor; coffee mugs with the coffee maker. The list is endless.

Be aware of trends. Promote items in the news, For example, telephones are receiving attention as homeowners must decide to buy or continue to rent their instruments. Copitalize on this interest by displaying telephone accessories prom inently. Include information sheets to encourage s homeowner to improve his home communication system. This works equally well with big ticket items: video games, home computers, microwoves, food processors, kerosene heaters.

Colorful plastic can make an important statement when massed prominently. Color key the display for more emphasis,

Hardware I Housewaresi '83

Venerable retail firm keeps contractor business while adding do.it.yourselfers

EVOLUTIONARY forces in the Eindustry are forcing many old time building supply comPanies to adapt to the do-it-yourself customer, while keeping the contractor, and also expanding into the home center field.

There is a company that has done all this under one roof: the Sandstone Brick Company, Bakersfield, Ca.

Founded in 1886, the firm originally manufactured brick and was called the Bakersfield Sandstone & Brick Co. As time went on, they began selling building materials along with their manufactured products and eventuallY got into the lumber business about 50 years ago.

Just like its counterparts in the industry, the lumber Yard grew. The original building was exPanded, walls were knocked down, the additions added on, uP, down and sideways to house a continually growing business. As they added more and more items to service the contractor, it was natural to add a hardware store. The pressures in the marketplace caused Sandstone to add more and more caPabilities to their company to the Point where they were doing a significant volume in the retail trade.

Four years ago, Sandstone, as it is now called, suffered a major setback. A huge fire broke out, the result of an arsonist, and the entire company burned to the ground. Recovering from the disaster was a monumental task-but recover theY did! Not only did they bounce back from the fire, but they did so in a big way. The board of directors, headed by James Curran, II, decided to seize this opportunity and design, from the ground up, a new facilitY.

They looked at the disaster as an opportunity to design a company

that would offer both the builder and the retail customer all of the services they had to look to several different companies toprovide at present.Since they were unwilling to relinquish their hold on the contractor business in the Bakersfield area, that aspect of the company was beefed uP, new warehouses built, and land allocated to stock one of the area's largest lumber inventories. TheY then set about designing a "home center." The resulting structure won a Home Center of the Year award in 1982 in both the exterior and interior categories!

Story at a Glance

Conversion to comPuter age by 97 year young company now serves both contractor and d-i-y builds Prize winn' ing home center after big fire.

The 35,000 sq. ft. home center contains the area's largest selection of home related products. Jim Curratt III, who is now in charge of the home center, says, "Our goal is to provide our customers with a one stop center and not restrict ourselves to certain types of products. We want our customers to come back so we Provide a high level of service at a reasonable price."

The formula has worked. TheY offer over 23,000 products for sale in the home center, a full lumber and building materials inventorY, a nursery, an equiPment rental

business and a truss plant. Contractors and homeowners can build, remodel and decorate a home (or building), inside and outside, all with the products and services of Sandstone.

Less than two Years from the architect's drawing board to the fullY stocked and functioning facility, the complex is designed to support about $60 million in annual volume.

As an extra attraction, along side the home center theY have a dining car from the Southern Pacific Railroad (circa 1940) where shoppers can have lunch or sit with a Sand-

stone salesperson over coffee to discuss a project.

James Curran II, President and the third generation to operate the business, has a son (Jim III) and a grandson (Jim IV) in the comPanY. Two other principals in the company are Walt Heisey, v.P., and Bill Steele, treasurer. Both are related by marriage to the Curran familY.

James Curran II says, "The greatest thing any companY can do, is to do what you say you're going to do." That attitude is reflected bY the employees who are all polite and anxious to help their customers. Their reputation as a company has brought back all their customers from before the fire and then some.

Their next objective was to install a computer to keep track of all this activity; a tall order-even for a computer.

After thoroughly researching the leading suppliers of POS systems, they chose one designed bY the Dataline Corp. of Wilton, Cn. The computer firm has specialized in supplylng such sYstems to the lumber and building materials business for

(Please turn to Page 54)

01{E ST0P shopping for customers is the goal of the Sandstone Erick Co., Bakersf ield, Ca. (1) Well identif ied aisles characterize the 35.000 s0. ft. home center. (2) 0utd00r merchandise is oarl 0f the over

23,000 products available. (3) No one goes away hungry from the on-site railroad dining car which is open to the public. (4) Ample parking is provided at the store entrance. (5) A well arranged nursery stocks a large in-

ventory. (6) Signing is important t0 direct customers. (7) Paint and painting tools are displayed in close proximity. (8) Side walls house specialty shops within the store.

Unique, unusual, unexpected housewares at big show

EDLENTY of new and improved l- housewares products are available for retailers to stock their shelves with in the coming months,to tempt increased consumer spending which everybody looks to for turning the economy around.

Here are a few of the extraordinary, why-didn't-I-think-of-that items displayed by the 1,827 exhibitors at the 78th National Housewares Manufacturers Association International Housewares Exposition in Chicago last month. Some are strictly for fun, while others meet a real need.

Just in case you think it will take more than a few clever gadgets to turn the economy around, you will be interested in Ronald A. Fippinger's saying that the housewares industry is facing a positive turnaround period with the start of 1983.

The managing director of the National Housewares Manufacturer's Association said, "Plenty of optimism abounds despite the fact that the economy's latest recession has run longer and deeper than any since the Great Depression, and has finally caught up with housewares.

"Better than expected Christmas and year-end sales figures have put retailers in an upbeat frame of mind," he continued, "and manufacturers, retailers and wholesalers alike, closed their books on 1982 in better shape over-all than many other segments of the nation's economy in these down times."

Now, for some of the innovative products seen at the show:

o A Travel Carver that combines a slicing knife, cutting board andcase all-in-one, with the plastic, fold-up carrying case becoming the board on which to carve.

o Magnagrip magnetic accessories that include a towel bar which mounts on the side of a refrigerator, stove or other steel kitchen appliance, and has hooks on both ends for pot holders; and a similar gadget rack that has sliding hooks for adjustable spacing of various size kitchen utensils.

o A travel alarm displays the exact time in any time zone you visit, while keeping track of the time back home with the flick of a switch.

o Audio Visual Time is a talking clock that features simulated Westminster chimes and "His" and "Her" dual alarms.

a A pocket-size, batteryoperated electronic timer times from 100 minutes all the way down to a single second.

o Four-in-One lantern is a combination spot light, signal flash, fluorescent lantern and bug killer which can operate off batteries or a

Story at a Glance

Magnetic kitchen accessories . . . 4-in-1 lantern talking clock... table in a bag ... battery operated scrub brush new, dif f erent, zany housewares displayed at International Housewares Exposition.

l2-foot cord that plugs into an automobile dashboard cigarette lighter.

o Compu-Station is a personal computer table designed for home use, with a storage module that has a lock and key for safekeeping of program tapes, manuals, disks and other computer media.

o The ltty Bitty booklight is a lamp that weighs only four ounces, clips onto the back of a hard or soft cover book to flood the page with bright light that does not disturb the reader's bed partner.

o The Table in a Bag is a 3O-inchsquare slat wood table with removable legs and cross braces. The table can be rolled up to fit into its own drawstring carrying bag.

o A battery-charged, cordless Scrub Brusher can be used wet or dry for up to 30 minutes of scrubbing without recharging.

o An Every Which Way window cleaner has a telescopic handle with a 360o universal joint, so it reaches everywhere on the outside from the safety of the inside.

o Do-it-yourself, porcelain-onsteel patterned cookware assembles with a regular screwdriver. The handles, knobs, flameguards and screws come in a separate plastic bag, along with easy-to-follow instructions.

o Compucal is a full-function diet computer and five-pound scale that weighs individual portions in either U.S. or metric measure, and tells the food composition, including calories, sodium, fat and cholesterol.

o And finally, one manufacturer with atouch of whimsyis introducing an Ice Cream Cone mug and a Pepsi Soda Can mug, both of which are made of plastic but look like the real thing!

The Beautyof Red Cedarwith Built-in Fire Resistance.

Ifyou need to purchase treated cedar shakes and shtn$es, we understand lfyou're confused. Ttrere are more products on the market now than errcr before, all with one liabel or another. However, to be certain of quallty and an in-plant testtng program that is second to nonepurchase wtttr confldence from J.H. Baxter and our distributors.

Our class C and class B rooflng qrstems are treated with NCX@ ehemicals and carry an Underwrtters Laboratories, Inc. label (U.S.). UL is the premier agency for product testlng and standards development. Their label is your guarantee of product performance.

This is the label to ask for -look for itDEMAND IT.

Hardware/home center auto parts market growing

I S DO-IT-YOURSELFERS ex- Ipand their expenise to the tamily automobile, more hardware/ homecenters are finding it advantageous to stock automotive products. As of the last count, 61 9o of the hardware/home centers across the country maintain an automotive section of sorts.

Automotive supplies meet the needs of the 62.2 million individuals who, according to an A.C. Nielsen Co. survey, participate in one or more of 23 automotive d-i-y tasks. Other figures point out that there are

I 05, 800,000 passenger cars operating in the U.S. with an average car age of 6.8 years, a challenging potential for routine maintenance as well as simple repairs.

The d-i-y jobs pinpointed by the Nielsen survey ranged from changing the anti-freeze to installing a radio, stereo or CB. Other sources indicate that 9590 of the auto d-i-yers wax and polish their vehicles;9290 change or add oil; 9090 change oil, air and gas filters; 8490 change spark plugs and points; 8490 change coolant; 720/o change ignition wires; 3590 do their own tuneups.

Statistics divulge an automotive d-i-yer with a profile matching that of a hardware/home center do-ityourselfer. This shopper is a male between 18 and 49 years of age, with an income between $15,000 and $22,000, and owns two cars. Motivation for 77t/o of the do-it-yourselfers is saving money; 5490 enjoy doing the work, adding up to more than 10090 because some are motivated by a combination of enjoyment and saving.

A recent Home Center Institute survey revealed that automotive sales per square foot had increased from $45 in 1975 to $lZ in 1981. Other surveys show consumer sales totaling $307 million with annual turns of 4.5 and a gross margin of 2690, which translates into a gross margin return on investment of llTv/o. Figures derived from an Automotive Parts& Accessories Association report put the d-i-y portion of the $53 billion automotive aftermarket at over $12 billion. This figure is for retail although not necessarily hardware/ home center sales.

Top volume producers are motor oil, plugs and points, filters, coolants, additives, waxes and polishes, wiper blades, floor mats,

body repair materials and d-i-Y books.

The message throughout the industry seems to be that there is money to be made by an alert dealer with aggressive marketing. Support from a wholesaler or supplier can provide an advantage. This help includes modular programs with plan-o-grams and suggested assortments as well as help in selecting the right product mix for the d-i-y customers. Co-op advertising, consumer refunds, in-store sales aids, attractive and secure packaging are other pluses from the distributors who are well aware that a large market can be reached through the hardware/home center.

Story at a Glance

More than half of hardware/ home centers have automotive depts .. sales nearly triple in less than 10 years . . . peak volume still ahead.. aggressive merchandising pays off.

Smart, aggressive marketing will provide assurance for the consumer who has the inclination to do his own work. His confidence is built with the help of knowledgeable sales people, how-to-literature, self-help guides and car clinics. Just as in do-ityourself projects for the home, satisfied customers develop business.

Many in the automotive aftermarket feel that the d-i-y demand has just begun, with the peak years still in the future. Dealers who are not part of the scene may be missing something.

N WRIIIIIG?

Yep. Inwiting.

That's how we guarantee L-P Outdoor Wood.t*

And we guarantee it for thirty full years.

Which means if L-P Outdoor Wood'" residential lumber suffers structural damage from decay or termites within thirty years, we'll replace it. No maybes. No weasling. No fooling.

And that even goes for lumber in full contact with the ground.

So guarantee satisfaction for

your customers. Stock L-P Outdoor Wood. It's quality Hem Fir or Pine. It comes in natural green tone or handsome pre-stained Cedartone. And each piece is labeled with our guarantee.

Call now. Louisiana-Pacific Corporation: Albuquerque, NM (505) 873-0511; Cloverdale, CA (707) 894-3362; Fremont, CA (415) 657-6363; Rocklin, CA (916) 6244525; Orange, CA(714) 998-6500; Phoenix, M (602) 246-157 8; Samoa, cA(707) 443-75rr.

ITIPW,"

NTEWS B

lii:iii:,ji:ili:ii:iiiii:i:i:ii:iiiii;iii

After approximately three years of the worst business conditions since the 1930s, the lumber industry has staged a major bounce back . . prices on some commodity items were up more than $100 in recent trading; prices have since retreated from some of thehighs...

Whether this is the start of The Great Turnaround no one knows at this stage, though many feel it is; more say they hope it is . . lower mortgage interest rates, an I l9o prime rate, and sharply reduced inflation indicate tbat an end to the bod times has begun . . no one is presently forecasting a rapid return to boom times .

Mortgage lenders plan a wider selection of choice for borrowers and to originate more loans in '83 reports a Mortgage Guarantee Insurance Corp. survey . . . giant conglomerate International Telephone and Telegraplr plans to purchase Newport Balboa S&L, Newport Beach, Ca.; the acquisition marks ITT's lst entrv into the S&Lbusiness...

On Mar. 7 the International Trade Administration will issue a preliminary ruling on the question of a possible duty for Canadian lumber brought into the U.S.; final resolution of the complex subject may be effected by mid to late summer .. The Waferboard Association is a new Atlanta, Ga., basedgroup of producers. .

Housing starts in Dec. (latest figs.) slipped l3Vo ftom the preceding mo. to a seasonally adjusted annual pace of 1,222,000 . single family starts were off 9.40/0, multiples fell 1990 .. starts were off in every region of the country except the West .

For all of 1982 housing starts were off 2.20/s to 1,060,600 units, the lowest level in 36 years Dec. building permits for future construction rose 8.390 from November figs., indicating a continuation of housing's slow climb from recent lows

Ca. resale housing rose 24Vo in Nov. to 271,330 units, highest volume of the year sales topped Nov. '81 by l.l9o, exceeding the previous year for the lst time in 2l mos. Home building in the state rose 37Vo for the same period

Major banks have dropped their prime lending rote to IlVo, lowest in 2Vz years Government mortgage insurance applications for single family homes set a new record in Dec. for the 2nd month in a row . . Applications have nearly tripled since Aug.

A state report concludes that asbestos insulation used in air ducts and furnaces in thousands of California homes may pose a heslth threat and warns homeowners not to take precipitous action in removing or disturbing the asbestos until more is known . no question of manufacturer, builder or supplier liability has yet been voiced most of the homes were built before 1960

International Paper Co. has sold cutting rights on 103,000 acres in Siskiyou County and 30 acres in Trinity County (Ca.) to Sunkist Growers Inc. and Fruit Growers Supply Co. for a reported $85.37 million . .

Las Angeles Harbor Dept. is developing a 60 acre, $60 million

Iumber handling facility in Wilmington, Ca. Tri-State Distributors, Inc., whose facility was destroyed by fire last fall, has relocated to S. ll0 Sheridan, Spokane,Wa....

Litigation against Manville Corp. officers and directors has been barred by a federal bankruptcy judge to protect the co.'s Chapter ll status . . . LouisianaPacific Corp. has been fined $4 million by a federal judge for violating a 1979 FTC order to sell its Fibreboard Corp.'s Rocklin, Ca., fiberboard plant within two years; agreement has been reached to sell the plant to Roseburg Lumber Co. . .

C.J. Redwood Inc., El Cajon, Ca., is moving to five acres at I 179 W. Washington, Escondido, Ca., where they will build a 10,000 ft. structure to supplement an existing 14,000 sq. ft. warehouse Superior Building Co., Columbia Falls, Mt., has been purchased from Paul Dowler and Francis Guest by Ron Perry; David Larson stavs as sales mgr....

Coast to Coast Corp. will build a $15 million redwood sawmill and retail lumber yard in Soledad, Ca., start up targeted for Jan. '84 . . Roseburg Lumber Co. has bought a Weed, Ca., wood products plant including alumber mill, veneer plant and millwork facility from International Paper Co..

Willamette Industries has sold its retail div. to Lanoga Corp. (see p. 33 for details) Jack Tweedy is celebratinghis Tweedy Lumber Co.'s 20th successful year in business; firm is in Laguna Niguel,Ca....

Cavanaugh Lumber Co., Tacoma, Wa., has closed after 82 years Sanford C. Sigoloff will star in two new Builders Emporium commercials for Ca. tv . The fire which destroyed Wrightwood Lumber Co., Wrightwood, Ca., has been traced to spontaneous ignition of an unknown substance

Selllng tothc scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers, wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . . doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.

Your Sights QUALIT

7653 Telegraph Rd.

Montebello, cA 90640

(213) 723-3301 r (714) 994-62a0

930 Ashby Ave. Berkeley, CA 9471 0

(41 5) 843-4390

1576 South 300 West Salt Lake City, UT 841 15 (801 ) 484-761 6

Main 0flice 2150 0akdale Ave. San Francisco, CA94124 (4151 647-0782

FEBRUARY

Western Building Material AssociationFeb. l4-lE, building material marketing course, Learning Resource Center, 909 Lakeridge Dr., S.W., Evergreen Park, Olympia, Wa.

Oakland Hoo-Hoo ClubFeb. 15, family crab feed, Pacific Fresh Restaurant, Alameda, Ca.

Denver Reserve Supply Co.Feb. 21-22, buyers workshop, Denver Merchandise Mart, Denver, Co.

Buifder Marts of America, Inc.Feb,22-24, l2th Annual Independents Days products and management services expo, Atlanta Hilton Hotel, Atlanta, Ga.

San Joaquin Valley Hoo-Hoo ClubFeb. 25, ladies' night, Roger Rocka's Good Company Music Hall, Fresno, Ca.

International Home Center Marketing ConfercnceFeb. 26, Convention Center, Dallas, Tx.

Nationd Home Center/Home Improvement Congress & ExpositionFeb. 27-March 2. Convention Center. Dallas. Tx.

MARCH

International Hardwood Products AssociationMarch 1-5, 27th annual international convention, Inter-Continental Hotel, Maui, Hi.

Construmat International Building ExhibitionMarch 1-6, Barcelona Fair Precincts, Barcelona, Spain.

Insulation Contractor AsociationMarch 3-6, convention, Reno. Nv.

Pay 'n Save Home CentersMarch 4-6, Show-Me-How Fair & Energy Expo, Cal Expo, Sacramento, Ca.

Palmer G. Lewis Co., Inc.March 6, annual customer buying show, company headquarters, Auburn, Wa.

American Wholesale Hardware Co.March 6, show, Long Beach Convention Center, Long Beach, Ca.

Western Wood Products AssociationMarch E-11, spring meeting, St. Francis Hotel, San Francisco, Ca.

National Lumber and Building Material Dealers AssociationMarch 16-17, llth annual conference with Congress, The Capital Hilton Hotel, Washington, D.C.

Los Angeles Hoo-Hoo Club - March lt, dinner and gaming, Hyatt Hotel ballroom, City of Commerce, Ca.

World Trade in Forest Products International SymposiumMarch 22-25, Seattle, Wa.

APRIL

Pacific Southwest Section, Forest Products Research SocietyApril 7-t, spring meeting, Eureka Inn, Eureka, Ca.

Woodworking Machinery Manufacturers of AmericaApril 20-23, joint industry convention with Woodworking Machinery Distributors of America, Silverado Country Club, Napa, Ca.

Working lVith lYood Show-April 22-24,Fort Mason Center, Pier 3, San Francisco, Ca.

n,lBffift

rdM drtlbb lHlir$ I] 2094u So. Alameda St., Long Beach, California 90801 TELEPHONE (213) 63s-4692 o (213) 636-3488

Garehime C.orp.April 24, trade show, Trade Show Center, San Francisco, Ca.

Forest Products Safety ConferenceApril 2E-29, Hotel Vancouver, Vancouver, British Columbia.

National Building Material Distributors AssociationAptil 30-May 3, 32nd annual spring convention, Fairmont Hotel, San Francisco, Ca.

HOME GENTER MERGHANT BILL

FISHMAN

Bill Fishman & Afliliates

11650 lberia Place San Diego, Ca.92128

lN evenV major merropoliran newsIpaper, from two to six multi-page lumber and hardware advertising inserts fall out of the Sunday newspaper. Some are tabloid size, some standard newspaper size, some quarterfolded. All are colorful.

The format for each of the retailer's ad sections has a subtle difference. The merchandising is not! The presentation ofthe advertised item u different in each ad section dependent upon the creativity of their ad man. These differences are reflected in the art style of the overall layout, the product illustrations, and the cleverness of the copy.

As a critic, and as a consumer, I find the sameness of the merchandising often boring. Much is dictated by available coop funds from the vendor. I assume that's the reason that on any given day

during the past Christmas buying season most home center and hardware store ads featured the same hand vacuum cleaner or the knock-off of it.

Store sizes are being trimmed and our financial and management advisors are showing us how to better our ROI by increasing turns and reducing our inventory. We've trimmed back on the number of SKU's we merchandise and we promote the items that attract the most customers. And, the sameness is becoming apparent to the shopper.

The proliferation of "item and price" advertising in our market is affecting more than just the retailers in the major cities. The ROP advertisers and the Sunday inserts find their way into the rural areas because ofthe statewide Sundaycirculaton of the metropolitan papers. While these retail chain advertisers do not have branches in all the markets, the local retailers are obliged to shave normal margins on heavily promoted timely mer-

chandise to avoid appearing price gouging to their customers.

Maybe our industry can take a lesson from the way the marketing of business computers has emerged. That industry speaks in terms of the VARs "value added retailers"-(sometimes erroneously referred to as OEM's). The term for their customer is "the end user."

That end user is less concerned about the nuts and bolts that make the wheels spin or the operating system that translates his input to the proper electronic impulses. He's interested in the output of intelligent information.

It's the computer industry's VARs that package the hardware, the operating system, and the software and market it to the business world. The initial cost of manufacturing and selling of the hardware has very little bearing on the price of the system sold by the VARs. They market the package for big bucks and we never ask how much they paid for hardware or how many hours they spent in R & D developing the system.

In the shelter industry we too have a form of VARs. They're the remodeler who buys the material from us and with their craft adds value for the homeowner. But I've recently wondered whether, we, as retailers of materials could not also add value to some of the materials and the manufactured products in our inventory.

Many years ago, AM table radios

retailed for $10-$ 12 and came in a choice of two colors, white or black. A hobbyist showed our merchandise manager an Emerson radio he had purchased in our store and decoupaged with sea shells. We commissioned him to add this decoupage to as many as he could, at $4 each, and we sold every one he delivered for $22.

Adding value can take on many aspects in home centers. They're the "free" services such as cutting plywood, how-to-do information, delivery and of course the typical mill at some lumberyards adds value in the manufacturing of doors, windows, and trusses.

But it's also time for the creative merchandise minds in our industry to reevaluate "packaging."

Offering RTA (ready-to-assemble) merchandise already assembled and/or installed at an add-on price is one consideration. Furniture specialties, lawn mowers, garden furniture, fencing, decks, gazebos, sheds, fireplace screens and doors, barbecue grills, K-D kitchen cabinets and vanities and all those other items that come with instructions that read "put rod A through hole B and secure with washer and lock nut" fit into this category. So does ready-to-paint stuff if it is merchandised as "painted to your specifications-choose from our color matching selection of paint finishes. "

Take the added value concept all the way and the home center could be offering almost everything they sell assembled, finished and installed because there is a market out there that does nol want to do it themselves and will be happy to pay for the added value if they know where to find it.

Come to A Arrco forFAMOUS

BRAND DOORS

W00D promotional efforts were honored by the Arizona Lumber and Builders Supply Assn. in conjunction with the annual National Forest Products Assn. meeting in November in Scottsdale, Az. Don Hossack (righl), first v.p. of ALBSA, presents Ward Hitchings, NFPA director ol government specifications, with a Kachina plaque, which recognizes his leadership in wood promotion and his technical work 0n behalt ol Arizona on HUD thermal standards.

Open fhe door lo greoler profits ond more customer solisfoclion when your doors come from Mollco. You'll find beoutilul Nicoloi hond corved enlry doors, Costlegofe residenliol steel doors, ond Delden goroge doors. Your cusiomers wont quolily doors ond quolily doors ore of Mollco. Give us o coll!

THE FOLLOWING were presented

I certificates of membership in the WBMA 40 Year Club at convention; Idan Iverson, Kingsley Lumber Co., Portland,

llbVe onthe

Or.; Walter K. Laursen, Thriftway Lumber Co., Boise, Id.; Palmer G. Lewis, Palmer G. Lewis Co., Inc., Auburn, Wa.; Arthur E. Lundgren, Lundgren Dealers Supply, Inc., Tacoma, Wa.; Boyd H. Nelson, Boyd's Building Supply, American Falls, Id.; W.W. "Bill" Weigle, Jerome Lumber Co., Jerome. Id.

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Willamette's ready to fill your orders for top quality sheathing at Berth 190 in Wilmington. Located in the Bay Area? You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathins as well as studs.

!7e do all the warehousing so you won't have to. From a few units, to a truckload, iust call us for a quote, then give us the specs. We-'ll have the goods on our dock, ready for your prompr pick-up. What a way to save time and save some green in the Golden State!

Phone us today at 503-926.7771.

Willamette Industries. lnc. Lumber and Plvwood Sales Division ' Albany, Oregon 97321-9990 503-926-7771

A little noticed provision ofthe new tax act puts workers in the 65{9 age bracket under the same medical coverage as younger workers, despite Medicare, as long as they are working. Private hospitalization plans will absorb first dollar charges formerly handled by Medicare. This change became effective as of Jan. l. This may mean substantial premium increases for firms with workers in this age bracket. The WBMA Insurance Trust is reviewing this provision and its possible effect on our medical plan rates. We'll keep you informed.

Lately, business conditions have been such that a number of wholesalers have closed their doors forever. While many retail operations have also suffered because of economic conditions, reportedly the wholesale segment has suffered even greater losses. For the most part, wholesale firms have been loyal supporters of the industry and their retail customers.

The wholesaler historically has played a key role in the chain of manufacturerwholesaler-retailer-consumer/contractor. When business recovers, surely the loss of these firms and their functions could hurt the industry drastically and leave the industry subject to the policies of a few giants.

We do not suggest that retailers should support wholesalers who are not performing an important function. We do, however, think that the industry should examine the local wholesalers in their area and give them every support possible when purchasing products for sale. This industry requires all of the teamwork it can get from manufacturer-wholesalersretailers. We should all work toward this goal.

:i:ir:i:ii::i;ili.il:ill:i!i.tii.ritii,:,;*ii:iiii::.iii.ii:i:.riniiiiiililiij:#,it:r.+lilr.l.r.liiii:

Thot's How lt Goes!

i;l;tliiiiiiiiiii:iiiilliltjlllllillli.l',i.ll',i iiiiliiiitll:i.i.ii.t:,:.i.ft,;iitrt:i 6leeffrcdL-ttARDv

\/n,ia;,/ \t 'J'r3".f lc#J l-t4?ln

<l\------

The Merchonl Mogozine

"When I discovered my son wqsn't capable of doing useful work, I got him a job with the government."

BIG OR SMALL,LONG OR TALL

Our buildings fulfill their purpose well whether they are a simple utilitaiian shed or an enclosed multipurpose structure. ^

The spacious building under construction (top) illustrates clearly the quality we add at all stages of construction as'well as our ability to build to suit the specific needs of our customers' -

The basic saw sheds (right) which we constructed in record time for P.R.O.D. Wholesale at San Leandro, Ca., are purpose-built to satisfy the customer's requirements efficiently and economically'

W" catt satisfy your unique building needs, too, with efficiency and integrity. Call us today for superior service at a reasonable cost'

Hwy. 99 W. one mile south of Williams, Ca.95987

P. O. Box 837

(916) 473-5381

EMPLOYERS who close plants have hbecome victims of the latest fad in worker's comp-the mass filing of claims. "These arevague pleadings, and few are supported by real medical evidence," says Richard Kelly, a San Francisco attorney who is representing General Motors Corporation.

GM has had 1,200 worker's comp claims filed due to plant closures at Fremont and Southgate and expects as many as 2,500. Other companies that have closed facilities and experienced a large number of post-layoff worker's comp claims include: Firestone-1,500 claims; Goodyear-50O claims; Spreckels-40O claims; Max Factor-265 claims; and Bethlehem Steel-600 claims.

The employees are filing for benefits based on cumulative trauma. A repetitive or cumulative trauma is a disability that develops over time rather than from one specific accident or injury. The large volume of claims being filed will increase the backlog in the worker's comp delivery system, causing a slowdown that does a grel;t injustice to employees with bona fide claims.

Employers report that employees are solicited through their unions to receive free medical exams, These exams usually take place at the union hall or in a mobile medical van. Records indicate that one physician gave 4l medical exams in one day and is charging the employer $1,000 per exam. Claims allege vision, hearing, lung and orthopedic problems.

Once a business has been flooded with worker's compensation claims, employers report to the State Chamber of Commerce that the employees attorney approaches the employer regarding a lump sum settlement.

Since medical/legal costs of such a large number of claims can expose the employer to enormous costs, the attorney representing the employees offers to settle all claims in mass for an amount that may be less than the potential liability if the employer handled each claim individually.

Although our name says hardwood, we have an incomparable selection qf sofhfrrood stock and dimension lumber for you

Utah Distributor's 25th

Diehl Lumber Products, Inc., a Salt Lake City, Ut., building materials distributor, celebrated its 25th anniversary with 300 dealers from the Intermountain states attending an open house and buying show.

Products of 25 manufacturers were displayed. A buffet luncheon was served. Many prizes were awarded including a grand prize which will

take Rulon Miller of J.B. Home Center, West Jordan, Ut., and his wife on a free trip to Hawaii.

A family managed company, Diehl Lumber Products is headed by Warren C. Diehl, founder and chairman of the board, emeritus; Lawrence C. Diehl, president and chairman of the board; Terry C. Diehl, v.p. and gen. mgr.; James J. Archuleta, v.p. and mgr. of industrial sales; Bruce G. Hiller, sec. and mgr. of finance; Gary L. Diehl, manufactur-

ing mgr.; Richard C. Brenchley, marketing mgr., and Richard M. Christiansen, operations mgr.

A recent addition of 100,000 sq. ft. of warehouse space gives the firm over 270,000 total sq. ft. of covered storage areain addition to six acres of yard space. Their truck fleet of over 25 tractors and 50 trailers serves the greater Intermountain region. The latest materials handling equipment provides efficient ordering and loading service.

Speakers Set for Home Center Show

Stanley Marcus of NeimanMarcus Co. , one of the nation's most respected retailers; Sanford C. Sigoloff, head of Wickes Companies, Inc.; David Stanley, president of Payless Cashways, Inc., and industry consultant Joe Samulin will be major speakers at the National Home Center/Home Improvement Congress & Exposition, Feb. 27-March 2, 1983, at the Dallas Convention Center.

The show will be the largest exposition-in terms of square feet-ever held in Dallas. It will feature more

than 1,200 exhibitors displaying thousands of do-it-yourself products for the home center retailer.

Thirteen educational seminars, including one for wholesalers and other vendors; a new "film festival" of audio-visual productions devoted to increasing sales, cutting costs and improving profits; exhibits of awardwinning home centers; and a sweepstakes contest offering 25 NeimanMarcus shopping sprees are among the special events scheduled for the show.

INTERM0UNIAIN states dealers came to buying show and open house celebrating silver anniversary of Diehl Lumber Products, Inc.

FORE/T PRODU(T/ rn.

Glue lom beoms

Qnrr rno frrqnin

Pine selects

Decking

Pntiorn qnrr r.c hoOrdS

Spruce commons boords

PI'ISBURGH, PA. P O Box 9808 Plttsburgh, Pct 15227

.t -4,t 2-885-4000

'l-800-245-5500 USA Wots

Dino rnn. rlr-l,nnc rrnrl irrrnhrc

rrrvr rvrvl

Pine doors

Pine commons boords

White fir dimension

Pressure.Trealed Lumber

PHOENIX, AZ. 8426 S. Kyrene Rood

P,O, Box 26349 Tempe, Arizono 85282

.t -602-893-300,1

'l -800-352-9'l 69 AZ Wols

DENVER, CO. PO 8ox '16'107 Denver, Colorodo 80216

.t -303-287-259.t

MEDFORD, OR. P O Eox 4299 726 RoVol Ave Medford, Oregon 97501

t-503-779-,|2,2

.t -800-547-3039 USA Wots

Builder Meet Upbeat

lltillt tttoraie attd atlencllir)cc \\cre iln ,11 'llt' \;rirrrtt,tl .\.rttt i.tit,'t ,ri' Hrttrtr' Httrlritrr ( i'lt,r ll,r!jr.\ .,)!l \ cnll()il ilt fl()u\t()ll. I \. L:\ttn)atccl altelrdar)cc was bel\\een -l-5,000 anci ,15,0U1, according to associarion o1' f icials.

,\clcling to the gcne ral feeling o1' cautious optilllism $'as Housing ancl Urban Dcr clopment Sccrctarl Sanr ucl R. Pierce .1r., u ho lirrccast housin-s starts fror.n I .4 nrillion to I .6 rrillion tliis year.

Anothcr housing rccovcrf inclica tor notcd \\ as tltc lo\\ inVcntory' ot' unsold nerr houscs. uhich at 243,m0 rs at its loucst locl since 197 l, according to Frccl Napolitano, NAt{B prcsidcllt. Aclclitionallr, se\cral \netkcr'\ lrlrriielc\l llral irrlerc.t ratc. could clrop ttt as low as l00b in 1983.

Pro-masonry Proposal Fails

A HUD stafl proposal *'hich rvould have granted relaxed thermal performance standards for masonrl' construction in localities u'ith less than 4,500 winter degree days will not be linalized by the Department of Housing and Urban Development.

This decision, which w ill affect most ot the Linitccl Stalcs south ot' a lrne rrrnni ng rorrghly' t'rorn \\'ashrnp:irlr. [).( iir \orrllrcrn ()rcgon.',',a,, .1lir;L i.ln!u!.t I'.rii0rr rrrg .r illce t|ltll t)t l riccn HLi D ollieials al)d representa. tivcs ot' industrr' rl ood groups.

Although members of'the Arizona Lumber and Burlders Supply Association had rnct riith HUD general deputy assistant secretary Calvert Brand and his staff to ask for withdrarval of a separate local HUD thermal standard for masonr-v construction in their state or issuance of equivalent local wood frame standards, tl.ris action does not change the existing Arizona standards.

Rail Consolidation Begins

To implenrent the consoliclation ol' the Union Pacit'ic, Missouri Pacil'ic and Western Pacif ic railroads, thc execLltiVe committees ot' tlre UP and l\1P har.e clected f ive oflicers i.r'lio u ill scrvc both companics. Wcstcrn Pacilic Railroad uill remain a sub'idiarr tll' Uttirrtt Pleil-ic.

.lohn C. Kencf-ick nill be chairman ancl c.c.o.; R.Ci. Flannery, pres. and

c.o.o.: \\'alter P. Barrett, exec. r.p.-rnarketing and :alcs: (icorgc A. ( rarg. senior r n nlrrkr'1 ing itrtcl ralcr; ( . Bai'i-.. Se lliclcr'. c\cautl\ c i.1" llttt JIt(1 IllrJn!e

Grade Stamp Trial Set

A lederal court iudgc has sct Octobcr ll, 198-l as trial datc in thc casc of' thc Rcdu'ood Inspection Service vcrsus thc Kcllcher l-ur.nber Co. The case involvcs the RIS contention that Kellehcr Lurnbcr produccd and used a countcrl'cit replica of an RIS grade starnp. It furtherallegesthat Kelleher uscd t he stamp to misgrade the lurrbcr u hich it subsequently sold to the trade.

The RIS law'suit, set for the United States District Court for the Northern District of California in San Francisco. asks for a total oi $15 million in compensatory and pr-rnitive damages. (See The Merchunt, August, p. 40).

The litigation has continued since its filing Jul1, 27, 1982, and is now through the re'" iov of documents and the taking of depositions, according to the RIS counsel.

for red oak, white oak, ash, birch, walnut and other species to suit your needs

Custom Milling Z Direct Shipments

Westerners Dominate Show

Thirteen business management seminars have been scheduled for the 1983 National Home Center/Home Improvement Congress & Exposition, Feb. 2'7-March 2 at the Dallas Convention Center, Dallas, Tx., according to William Fishman, seminar director and columnist for The Merchant Magazine.

The exhibit will feature more than 1200 exhibitors displaying thousands of do-it-yourself products for the home center retailer, emphasizing buying and selling.

Seminar chairmen include Paul W. Hylbert, Wickes Co.s, Inc., Santa Monica, Ca.; John H. Markley, Angels Home Centers, City of Commerce, Ca.; William F. Rooney, Louisiana-Pacific Corp., Portland, Or.

Panelists include Lyle Gregory, Lumberjack Stores, Inc., Sacramento, Ca.; Rick Orlando, Buena Park Lumber & Hardware, Buena Park, Ca.; Jay Steiner, Lumberjack Stores, Inc., Sacramento, Ca.; E. L. Newkirk, Chandler Lumber Co., Van Nuys, Ca.; Felix A. Sanchez, Hacienda Home Centers, Inc., Albuquer-

We specialize in:

o Redwood lumber products and hard-to-get items.

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

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

For your inquiries call:

ROSA o DAVE SNODGRASS LOWELL WALL

STEVE

"THE LUMBER NUMBER" is 707-252-6142

PLACE" 5747 Hwy.29, Napa, Ca. 94558

que, N.M.; James W. Grew, Fred Meyer Home Improvement Center, Portland, Or., and Steven C. Ai, City Mill Co., Ltd., Honolulu, Hi.

Retail Hardware Seminar

The importance of developing and applying one, five and l0 year plans for businesses was emphasized by Jim Robisch, research and development department, National Retail Hardware Association, in a workshop presented at the 23rd annual Management Institute conducted by Pacific Southwest Hardware Association at Lake Tahoe, Ca. Stu Clifton, v.p., sales marketing, Triad Systems, Sunnyvale, Ca., moderated a panel discussing aspects of the use of the computer at the retail level.

Other sessions featured Otto Grigg, managing director of the association; Bill Griffin, Griffin'Hardware, Santa Ana, Ca., pres. PSHA; and Dr. Robin Pratt, Redlands University, Redlands, Ca., conducting a team building workshop.

Willamette Sells Retail Division

Willamette Industries has sold its entire division of retail outlets in Oregon and Washington to Lanoga Corp., a Seattle-based, 13O-store building materials company. The sale will not effect other Willamette divisions, a company spokesperson said.

The eight outlets are located in Dallas, Forest Grove, Lincoln City, McMinnville, Newberg, The Dalles and Tigard in Oregon and in Vancouver, Washington. They were added on Feb. I to Lanoga's Lumbermen's division, which had five Washington outlets.

Lanoga is a privately-held, Seattle-

Hardware Promotion Program

A key city newspaper promotion program developed by PRO Hardware to stimulate sales for its members is appearing in 8l newspapers nationwide.

This month a I ,200line ad will support the Early Spring Dollar Days cir-

based firm, retailing building materials through its three divisions: United Building Centers, operating 106 stories in the North Central states; Spenard Builders Supply, operating I I facilities in Alaska; and the Lumbermen's operation. All three divisions sell to contractors and do-it-yourselfers.

The Willamette acquisition is reportedly viewed by Lanoga as an important step toward becoming the dominant retailing force in the Pacific Northwest. In addition, expansion into other areas of the Pacific Northwest by way of new construction and/or acquisition is part of Lanoga's overall strategy.

cular program incorporating a "Bargain of the Month" and customer coupons.

"Item of the Month" ads will be run throughout the year to support member advertising. Another part of the program will be a model home paint promotion in the spring.

We knorn/ lumber Let us help

Whether your job is as orrlate as the famed Carson Mansion in Eureka, Ca., or as plain as a do$ house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in any cluantity you need. If we don't have it, we can make it. Just ask. A In Redwood, Union Forest Products has MS and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A Also please inquire on clear Douglas Fir and Hardrvoods.

PERSONALS

Dave Miller. Publishers Forest Products, LakeOswego, Or., hasbeen in So. Ca. on business.

Bob Mosby is now sales mgr. for Louisiana-Pacific Corp. Intermountain Div., Coeur d'Alene, Id.

Mark Lofland, Capital Lumber, Chino, Ca., is back from a No. Ca. mill trip.

Jerry Lapin, RGL Lumber & Investments, Los Angeles, Ca., has been in Japan on a trip for his new hardwood export business.

Bill Adams, Adams & Co., Chino, Ca., is back from an equipment buying trip to Louisville, Ky.

Robert W. Gamm has joined Wickes Co., Inc. as director of public relations, reporting to Michael Sitrick' v.p.-corporate communications, Santa Monica, Ca.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, Loraine, are back from a 15 island Caribbean tour and a jungle cruise several hundred miles up Venezuela's Orinoco River.

Frank Quattrocchi is the mgr. of the new industrial div. established by South Bay Forest Products, Orange, Ca. Working with him is Gene Courchaine. I)enny Curran and Ken Kaiser are handling moulding and millwork sales, according to Jim Frodsham, pres. The four are ex-American Forest Products. Cerritos, Ca., men.

"Bud" Byard has rejoined Fairway Lumber Co., Garden Grove, Ca,, in retail sales, according to owner Ed Bell.

N.F. "Nifty" Gay, American Forest Products, Stockton, Ca., has retired after 40 years with A.F.P.C. and its predecessors.

Joe Purcell has joined the sales force at Toal Lumber Co., La Mirada, Ca., according to "Woody" Toal.

Bob Bonniksen has just retired from Louisiana-Pacific's Samoa, Ca., office after 32 years with the company and its predecessors. Guy Bush, for whom Bob worked when he joined the then Hammond Lumber Co., retired in Dec. after 35 years with the firm.

Burrie Elmore has been named exec. editor of Random Lengths Publications, according to Lester E. Anderson, publisher of the Eugene, Or., forest products information service; Jon Andenon, business mgr.; David S. Evans, director of product development; David Bartel, editor, Random Lengths Export; Jodi Kilcup, marketing director.

CliNrk "Van" Bacon has been appointed Western regional sales mgr. for Therma-Tru, Toledo, Oh., according to Richard Duke, v.p., sales and marketing.

John Newquist, Eel River Sales, is the new pres. of 2nd Growth of the Lumber Association of Southern California: Jim Taft, Ganahl Lumber Co., v.p.; Pat Hawthorne, Northridge Lumber Co., treas.; Bill Sullivan, Golding Lumber Co., sec.

R. Burnett Miller, Burnett & Sons Planing Mill and Lumber Co., Sacramento, Ca., has been elected interim mayor of that city.

Mike William, Honsador, Inc., Maui, Hi., has been promoted to v.p. after serving as mgr. in Maui for four years.

Matthew Reilly, Medford Corp., is the new pres. of the National Particleboard Association; Michael A. Vidan' Georgia-Pacific Corp., v.p.; Donrld W. Earls, Union Camp CorP., treas; John Le Fors, Willamette Industries, Inc., and Wolf Gericke, Weldwoodof Canada, Ltd., members-at-large. William H. McCredie was named executive v.p. to replace Robert E. Dougherty who is retiring.

Ted Gilbert, Product Sales Co., Orange, Ca., and Ray Louvier, Louvier Finish & Supply, Santa Ana, Ca., are back from a Baja Mexico bird hunting safari.

Bob Greenwell, who is retiring from A & G Lumber Co., Culver City, Ca., after 30 years in the business, is moving to Palm Desert. He and his wife took their family to Mazatlan, Mexico, for Christmas.

Dayton VanSlyke has joined D. Brown and Associates, Portland, Or., as a forest product recruiter based in Vancouver. Wa.

Mark Majors is now handling the incense cedar program at Sierra Pacific Industries, according to Ron Hoppe, gen. sales mgr.; Bill Wessner has resigned to move to the San Diego, Ca., area.

Jack Dudrey has retired after 32 years with Dant & Russell, Inc., Portland, Or.George R. Griswold, v.p., suf fered a stroke and remains hospitalized.

Dick Hinz is the new mgr. at Lumber Products, Eugene, Or., replacing Leonard Clearwater who has retired after 27 years; Paul Johnson is now assistant mgr.

John Nero, buyer; Gene Rusakiewicz, traffic mgr.; Roger Meakins, sales, have joined Champion International Corp. in the lumber sales central div., Eugene, Or.

Keith Kenell has joined the San Francisco, Ca., office of The Pacific Lumber Co. as mgr. of technical services and promotion.

Steve Runge is new in sales at Berkley Forest Products, Redmond, Wa.

The Merchant Magazine

Sam Fineman, pres. Bel-Air Door Co., Alhambra, Ca., and his wife, Bayla' spent Christmas in London, England.

Linda Ulvedrl, pres., Wood Master Wholesale, Lakewood, Co., is the new pres. of W.O.O.D., succeeding Walt Kellogg III, Kellogg Lumber Co., Denver, who will remain on the board as past pres.; Richard Reid' Reid and Wright, Boulder, lst v.p.; Dick Wiggins, Hast Lumber, Commerce City; 2nd v.p.; Ed Kraich' Alpine Lumber, Louisville, treas.; Mike Cundiff, ABZ Lumber, Denver, sec.; Don Cameron, Cedar Lumber, Denver; Dale Doyle, J.W. Metz, Arvada, Rick Pott, R-W Specialties, Commerce City; Brian Zuhse, Trus Joist Corp., and Jeff Mills, Idaho Springs Lumber Co., Idaho Springs, directors.

Bruce Norlie, Norfield Manufacturing, Chico, Ca., is back from a Boston, Ma., sales trip.

Larry Fleming has been appointed mgr. of all Simpson Building Supply distribution centers nationwide, according to Bill Ruddick, gen. mgr. of distribution; he will be headquartered in Seattle, Wa. Mike Moseby has been Promoted to sales supervisor for redwood lumber marketing.

George W. McConnell, Jr.' has joined the sales team at Nu Forest Products, Healdsburg, Ca.

Mitch Boonehas joined the staff at Navajo Forest Products Industries, Navajo, N.M., in millwork and lumber sales, according to Joe Shipman' general sales mgr.

R. Hunter Morin, v.p./director of marketing and asst. to thepres. at Benchmark Door Systems, Fredericksburg, Va., is the new pres. of the Insulated Steel Door Systems Institute; Gerald L. Stutz, v.p./gen. mgr., Johnson Metal Products, Richmond, In., lst v.p.; Richard O. Duke, v.p., sales & marketing, Therma -Tru, Sylvania, Oh., 2nd v.p.

W. David Chambers is the new v.p of finance and corporate administration at Anderson Lumber, Salt Lake City, Ut.; William G. Zickgraf, v.P. of operations; Robert E. McHale, v.p. of merchandising. Lynn Sawyer has been promoted to asst. mgr. at the Anderson Building Material Center in Ogden.

Robert F. Matthies has joined the sales team at DMK-Pacific Corp., Fremont, Ca., according to Dwight Curran, pres.

Brad Nutting is now a sales trainee at Hampton Lumber Sales Co., Portland, Or,

Jack Gianni is now in Denver, Co., for the American Plywood Association, transferring from Brussels.

(Please turn to page 62)

NEW PRODUGTS and

selected sales aids

Substitute Doors

Alcoa Building Products, Inc. has a new replacement door, which reportedly offers energy efficiency, added security, low maintenance and easy installation.

Available in slab, colonial and crossbuck designs, the door's construction is said to make it2V2 times more energy efficient than a solid core wood door with a storm door.

These energy-saving features include compression weatherstripping, a self-sealing door bottom sweep, and foam and honeycomb core, which all help reduce air infiltration. The door qualifies for the l59o energy tax credit.

For more information on New Products write The 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!

Beacon in the Night

A small battery-operated light that automatically illuminates bedroom drawers, cabinets or automobile glove compartments has been introduced by Redilite.

The light installs with double sided sticky tape and operates on two AA batteries. A two-way switch rolls on and off in drawers and pushes on and off in cabinets.

Suggested retail price is $2.95.

Fuel to Fire

Kero-Sun, Inc. recently introduced a premium-quality kerosene fuel, Ultra K.

Kero-Sun developed the new fuel, which is packaged in 2.5 gallon lightweight plastic containers, to provide owners of new-generation kerosene heaters with ready access to high quality kerosene for both vented and unvented heaters.

Sealed in Concrete

Consolidated Aquathane is a water base urethane concrete sealer and coating that can be used in interior and exterior applications. It reportedly has a low odor and high flash point, which allows it to be used in areas where ecological, environmental or safety standards prohibit use of other systems.

Here Comes the Heat

A new heat circulating firePlace witha42" wide front opening is from Temco Fireplace Systems.

The Energy Conserver fireplace provides 427 sq. inches of usable hearth space and has a brickembossed firebox fully lined with steel-reinforced refactory that will not distort. The unit heats and recirculates warm inside air with a louver system that requires no special duct work.

Fans for increased heat output and distribution, glass doors for safety and efficiency, and a combustion air kit that uses outside air for combustion are all available options.

The triple-wall, air-cooled chimney installs with snap-lock sections that require no sheet metal screws.

ToolKita Plus

Campbell Hausfeld's new Power Pal, a Vz h.p. portable home air compressor, is being offered with a free consumer tool kit (a $30 value).

The compressor and s-piece tool kit, regularly selling at $179.95 will be offered together at a suggested retail price of $149.95. The product, which operates off any I l0-volt electrical outlet, has numerous uses including inflating, painting, spraying, cleaning and caulking.

February,1983

A Bright ldea

Piezo Electric Products is producing the Bulb Saver, an inexpensive attachment to light bulbs that reportedly extends bulb life by at least three times and shows no visible decrease in light output.

It is a thin disc, consisting ofa thermistor with a silicon rubber ring, which sticks to the bottom of the bulb. When the light switch is turned on, the product slows down the initial surge of electricity that can cause bulb filaments to break.

StowawayStorage

Rubbermaid's new roll-away storage cart is a three-basket cart with coasters and baskets which slide out.

The product comes in chocolate, white or yellow. Packaged knockdown, it assembles without tools.

A four-color carton with illustrations for product use protects the contents from damage and dust while requiring only minimum floor space. It can be used as an end cap display.

Locks on Display

Schlage Lock Co. has new visual packaging for its A, B and F series locks. Transparent packaging retains informative copy and illustrations and the Good Housekeeping Seal. Retailers will be able to continue utilizing shelf merchandising pegboard displays and existing spring action racks.

Garden UnderGlass

The Greenhouse Window, new from Capitol Windows, offers the do-it-yourselfer the pleasure of a year-round indoor garden and a novel way to increase the value of his or her home.

Nailing fins around the entire frame is said to make d-i-y installation easy, and the hollow extruded aluminum frame provides structural strength. Standard features include built-in ventilation control, adjustable shelves and a fiberglass screen insect barrier.

Capitol ships the product unassembled in a convenient carton that takes aminimumof floor spaceinthe retail store.

Cover-upTape

A new Kraft tape, saturated to prevent bleed through, is now available to give sharper edges to painted, varnished or stained surfaces.

Easy-Mask painting tape features

a special easy-to-remove adhesive that reportedly will not dry out, pull up finishes when removed or leave residue. Also, it is said not to stretch when applied, which makes straight edges easier to achieve.

Trash Smashed

A new built-in trash compactor bY the KitchenAid Division of the Hobart Corp. features interchangeable front panels and a redesigned control panel.

Model KCS-200 comes with two upper and two lower reversible front panels in solid colors of almond and white, and harvest wheat and onyx black. Each panel can be reversed or interchanged with another panel.

The trash drawer is 1.7 cubic feet, and the exclusive tilt-away trash basket within the drawer allows use of the compactor with or without bags.

Air Gonditioner Cover Up

Winter shield from Mortell Co. is a cover that weatherstrips, insulates and decorates in the wall air conditioners. Reusable, the product, made of durable expanded polystyrene foam. fits most sizes.

With a wall-fastening system and weatherstrip gasket which seals off drafts and holds the air conditioner cover securely to wall, it may be removed for the summer.

Brassy Sinks

Abbaka Trading Co. has a new model in its sink line from Juvel of Denmark. Seamlessly drawn from one piece of solid brass, the selfrimming sink features a drainboard with the bowl measuring l3Vz" x ll'/"" x5/q",with 3%" drainopening and outside dimensions of 28V2" x l6Vz"

The sink also is available in l8-gauge, satin finish stainless steel. Accessories include solid brass or chrome plated strainers and a solid teak chopping board which, when fitted to the bowl. converts the sink's opening to a usable countertop.

Add a Security Closet

A new steel door and frame from Benchmark has been designed to turn a closet into a home security vault. It installs into an existing wood frame opening.

The pre-assembled Safe-T-Closet comes complete in one carton designed for point-of-sale, and features a keyless pushbutton deadbolt lock. The security door can be merchandised with a number of sales aids including a working floor display, literature and audio-visuals.

New Energy-Saver Sells Homes

WINA DODGE

A Staple forStaplers

Staples reportedly are positioned automatically and driven into hardwood flooring at the proper angle with the Bostitch Mark II pneumatic floor stapler.

Staples are driven with a tap of the companion hand mallet atop the tool to activate the pneumatic mechanism. The product drives coated chisel-pointed staples from I /t" to 2" leg lengths. Staple penetration is controlled to meet fastening requirements without causing hammer marks.

The air-driven flooring tool can be converted into a conventional trigger-operated stapler by removing the flooring shoe and handle attachments with a wrench.

Under Lock And KeY Super Lock, an innovation in locking doors, chains the entire doorknob to the door and wall framing.

Resisting sawing, filing, forcing or slipping, the chain is completely encased Uy a loose fitting steel cylinder

which rotates with the motion of a saw or file, preventing access to the chain inside. A 3 in. deeP mounting bolt resists the application of force to rip the lock from its mounting.

-The lock can be removed onlY when the door is comPletelY closed, making it impossible to slip the lock from outside. With the exception of the stop, all Parts are steel, brassplated for corrosion resistance and appearance.

The lag bolt is inserted directly into the wood door framing, Providing a secure mounting. A plastic stop fits over the end to hold the chain at a distance from the door, Preventing scratched wood. The Protective cylinder surrounds the chain which is attached to the lag bolt at one end and to the doorknob-sized ring at the other.

The unit is mounted to the door stud at a distance that requires the door to be comPletelY closed for placement or removal of the ring latch from over the doorknob. Once the ring is resting against the neck of the doorknob, the door can be oPened just like a conventional chain lock to bermit conversation, receiving of small packages and visual identification ol calleis. Suggested retail price is $5.99.

America's new personal driving machine seats six and fealures trontwheel drive, a refined suspension, rack-and-pinion steer' ing, a 2.2 liter overhead cam engine and more

Kight Treatment by the Kight Plant

Western Wood Treating . . . Your tleadquarters For T.S.O.

Now you can use the quick turn-around treating seruices at Western Wood Treating. When we sag quick, we mean speedy (3 to 5 days treating on dry stock) by the truckload. Our storage yard allows Aou to pick up at your discretion.

Our Osmose treating facilities are designed using the latest in treating technology. All processes are automated to assure the finest quality control auailable. We also operate under the rigid quality control procedures required by both Osmose and the American Wood Preseruers Bureau.

Osmose pressure treated lumber, plywood and timbers from Westem Wood Treating prouide manA aduantages builders, contractors, and retail customer s require. The ability of Osmose pressure treated lumber to preuent attack by ter' mites, rot and decag and the enuironmentally clean nature of the product makes it adaptable for a wide uariety of decoratiue and structural applications.

Qive Tong Cline or Terry Qalbraith a caII at 976 / 666'7267 or 976/924-7775 (direct Sacramento line). Our prices are competitiue . . , and we wiII show gou that we are tops in seruice, too! ,,-./

Wallboard Adhesives

W.W. Henry Co. has a line of three different wallboard adhesives developed to fill contractor and d-i-y needs. t A solvent-rubber based #117, a non-flammable latex based #236,

and a rosin-based mastic #736 are adhesives recommended for use on smooth, sound interior subsurfaces for the installations of pre-finished hardboard, tileboard, chalkboard and fiberboard.

The manufacturer supplies specially tooled 5 in. x 5 in. spreaders inside each carton.

Charge lt

Pow'r-Mate, a complete new line of battery chargers and electric welders designed specifically for the fast-growing do-it-yourself market, is available from Century Mfg. Co. Included in the new line are ten chargers, from the 60 amp wheel tYPe heavy duty charger to the I amP, l2-volt bench charger.

Also, a specialized line of three different welders includes a 230 amp AC/140 amp DC model with three types of welding currents.

o Water-Borne Salt

CCA Twe A

o Grape Stakes

o Posts & Poles

For more information on New Prod ucts write The 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!

Deadeye Drilling

Precision drill guide, a new multipurpose tool from General Hardware, reportedly converts your customer's portable power drill to precision workbench accuracy.

The portable, lightweight guide can be adjusted to drill any angle by turning the knobs to a setting on the marked base. It answers a wide variety of drilling requirements, including 90 o, center and angle drilling, as well as edge sanding and chamfering, doweling, carving, shaping and lock installation.

The product attaches to all Vr", %" and Vz" electric drills with %" x 24 threaded shafts. It features an adjustable depth stop, strong, highimpact fiberglass construction and folds flat for tool-box storage.

Finger Tip Sealer

Touch 'N Caulk, a sealant for the home care market, is a push-button, no-gun caulk that dispenses at the touch of a finger.

Made by Convenience Products, Inc., it is a high-grade, siliconized acrylic, formulated for ease of ap- plication and durability. Paintable and resistant to mildew and yellowing, it carries a 2O-year guarantee against hardening or cracking.

The size of the hole and the weight of the touch on the nozzle control the size of the bead expelled. Waste is eliminated because dispensing stops upon removal of the finger rather than continuing to ooze out as in conventional systems.

Extraordinary shelf life before and after opening is achieved because the product, in an airtight cell, won't dry out.

CoolContainers

Six clear plastic containers for the refrigerator sit on an ll-in. trayturntable, keeping food visible and available.

Each triangular container holds more than lVz cups and has an airtight white plastic lid. The Stack & Spin, which is 4" high, retails for about $20.

FuelTo Spare

U.S. Metal Container Co. now has two new Blitz spare fuel tanks in l-gal. and 2%-gal. sizes, which reportedly exceed governmental safety requirements. The tanks come with a pouring spout, which stores under the hand grip and has a brass screen.

WaterDown Bills

Electric bills during summer months reportedly can be reduced as much as 3090 with the EconoMister. The unit, which connects to an ordinary garden hose and is placed near a home's air conditioning unit, disperses a continuous, ultra-fine mist around the condensing coils. The surrounding air temperature is lowered, heat is removed more quickly, the unit's operating efficiency is increased and electric bills come down.

The unit retails between $10 and $ 15. The average increase in a home's water bill is said to be about $l per month.

Rubthe Magic Lamp

Aladdin Industries now has a Black-Out kit, designed to meet emergency lighting needs during power shortages, hurricanes, tornados and other situations.

It includes a quality aluminumbase round wick lamp and a32-oz. plastic bottle of high-quality paraffin lamp oil, packed in one display box.

The company also has added three new brass and three new ceramic lamps to its kerosene lamp series.

Heat Exchanger Kit

A new line of do-it-yourself heat exchanger kits that mount on wood or coal stoves to provide supplemental home hot water is from Tubular Systems Corporation. Installed with plumbing connections to a water feed line, the units are rectangular shaped, flat pancake coils for optimum surface contact.

Furnished with pressure relief valve, the kits come in three standard sizes. Ifpainted black, the kits can be used as solar heat exchangers.

They are priced under $125 each.

Functional Furniture

American Forest Products will showcase its Design Line, a new ready-to-assemble modular furniture series. at the National Home Center Show in Dallas, Tx., February 27 to March 2.

Marketed as a totally new tYPe of ready-to-assemble and finish furniture, the series is said to satisfY decorative and functional furniture needs with easy assembly, contemporary styling, soft edges and thickcut Western pine pieces.

Comprised of interchangeable, interlocking modular units, the series allows design flexibility in any room as consumers can add-on to selected units.

MATHEWS CHUCK WILLS BILL BARR

Finished With Woods?

The Wood-Finishing center, a multi-purpose merchandising display, has been developed by Cieative Industries, Ltd., specifically for use in high-traffic retail areas.

The unit features the entire Creative familv of woodfinishing products, including wood stains, clear finishes, acrylic low-lustre enamels and decorative antiquing products.

The display includes actual wood samples of clear wood finishes and of the antiquing effects possible with acrylic enamels. Also, it has a "how-to" information section with step-by-step instructions.

Plastic shelf organizers with color-coated I.D. tags enable customers to locate the correct product, while making it easier for retailers to reorder.

is the PR0FESSIOIIAL'S Att PURP0S[ PtASTtC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filline wood cracks, gouges, covering countersunk nails and screws. -

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like puttysticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied.

16 matchins wood colors

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng conditions keep him aleft to progress.

"LOOKING AROUND" says Paul Bunyan

CHAPARRAT DISTRIDUTORS introduces

VPEF{ETRATINGqL FNISH

Penofin, a penetrating oil finish and sealer, preserves the natural color, grain and beauty of wood. A special Redwood and Cedar penofin will enhance and protect siding and decking.

Field tests have shown that the transparent finish which incorporates Brazilian Rosewood oil, activated by a leadless dual catalytic system, rejects over 90% of the sun's ultraviolet rays thus eliminating the cause of checking and discoloration.

A m ildew and water resistant agent prevents nai ls lrom bleeding and provides superior protection.

The line also includes a product for Marine use as well as natural, medium and dark stains for interior finishes.

Southern California's Distributor of WENCO JX-7

Wood Windows & Patio Doors

CHAPARRAL DISTR BUTORS

28621 Canwood Street, Suite A, Agoura, CA 91301 (213) 889-5042

DEALER INQUIRIES WELCOME

ANCH0RS AWAY, the Bogue, a 286 ft. x 76 ft. x 18 ft. barge, has been launched by Sause Bros.0cean Towing Co., Inc., Coos Bay, 0r., to carry lumber from Northwest ports to So. Ca. The vessel, the '16th in their fleet, can carry nearly 5% million board feet of lumber. Stanchions running the full length ol both sides lacilitate stowage.

Better Than a 1000 Words

Equip your receiving department with an instant camera to photograph damaged shipments for claims. Photograph the problem shipment from several angles, trying to include the truck with the carrier's name or number in the photo.

February,1983

Dealers'66th Annual

P.B. "Bud" Howe, Peoria, Il., was elected president of the National Lumber and Building Material Dealers Association during the organization's 66th Annual Convention, Nov. l8-21 in Florida.

Other officers elected were: William R. Morrow, Morrow & Sons, Lawson, Mo., lst v.p.; Dean K. Leaman, Home Building and Lumber, Rosenberg,Tx.,2nd v.p.; Patrick McCormick, McCormick Lumber & Fuel, Madison, Wi., treas.; John M. Martin. sec. and exec. v.p.

BUILDING MATERIAL dealers convened in Florida lor their 66th annual convention. (top photo) John Martin, exec. v.p., NLBMDA: David Stahl, executive v.D., National Association of Home Builders, Washington, D.C., guest speaker; Bud Howe, newly installed pres., NLBMDA. Dean Drake flower lell), gen. mgr., The 0'Malley Companies, retail division, and senior v.p., The 0'Malley Lumber Co., Phoenix, Az., was elected v.0. of District 5. Frank Davis, managing officer, Arizona Lumber and Builders Supply Association, was among delegates.

TIIIIIBTI

. . for all your transportation nds, in botlt Califofnia and Orqon TR[I[$PORT

STARIEo about a decade ago, the Sacramento (Ca.) Wholesalers Luncheon is a December annual used by area wholesalers to recognize their lriends at the mills. About 250 were present at Sacramento's Red Lion Lodge lor the 3-4 hour "lunch hour." This

lower attendance ligure represents the times as well as a move to more closely restrict attendance to wholesaler and mill people In photo (1) Jim

the

Jim

year's

Blevins, Fred Duchi. (2) Organizational prime mover behind

lunch Ralph Heath with

Hayes. (3) Gordy Martin, Gary Mallatti, Bob Haas, Lowell Wall, Rick Rosa. (4) "Tope" Knauf, Dean Ferrin. (5) John Diederich, Charlie Schweitzer, Brad Howell, Dennis Byerley. (6) El Louise Waldron, Fred Scaife, Befty Foster. (7) Claude Scott, Jennifer

(Continued from facing page)

Boden, Jim Edwards. (8) Bob Plunkett, Marion Adams. (9) Tim DeCoito, Jerry Ensworth, Tom Bonner, Bruce Main. (10) Bob Reed, Brad Gunning, Art Anderson. (11) Chet Thompson, Dave Schaller, Jerry Wilcox. (12) Doug Rossmann, Joe Bambino, Eill Novak. (13) Orv Eastman, Glen Emmerton, Dale Fleshman. (14) Mark Durk, Bob Kuester, Jim Mullens. (15) 0wen McKannay, John Casey, Morrie Tisdall. (16) Bruno Buonanoma, Earl Moore, Bob Weiglein, Mac McConville. (17) Haskel Causey, Nancy Haws. (18) Rob DeWitt, Roy Gilmore, Mike Carter.

THE BIG

OBSERVING the ritual (see accompanying photos)are (1) Scott Zimmerman, Hank Feenstra. (2) George & Sleve Little, Jack Betts. (3) Ben Leany, Jack Dasch, Glen Dietz. (4) Bob Adams, 8ob Glatt, Mark Bailey, Charlie Tyler. (5) Dolores Coyle, Kathy Parmeter, Fran Fuqua. (6) Lee Turner. Dennis Nelson. Leonard Chaodelaine. (7) Dick Mills, Sally Jones, Bob Burger, Bob Park. (8) Bob Reynolds, Mike Steinbach. (9) Gil Barton, John Morrison, Bud Perkins. (10) Dick Smallridge, Mike Gaskill, Chip McHenry. (11) Orv Eastman, Jack McKenzie, Kevin McCool, Ted Hewitt. (12) Chris Pooser, Wayne Murphy, Bob Smith. (13) Gary Steiner, Jelf Loftus. ('14) Myrlle Harwood, Gerry Bendix. (15) Bob Bonner, Robert West. (16) Bob Shepherd, Steve Grieb, Maury Walker, Charlie Schweitzer.

PROFITABLE B-BQS

(Continued from page 8)

center, it's important not to confuse the public with too much choice. Although manufacturers offer many models of gas grills at all price points and models, it is not necessary for the home center to stock all of them.

While it may be heresy for a manufacturer to say this, some home centers have too many models, and try to out-inventory and out-display the competition. Instead, a tight and well-conceived display with three or four models uses less floor space, and makes it easier to train salespeople on the features of the models that the home center does carry. With manufacturers coming out with new models annually, it's hard for the sales staff-and more importantly, the customer-to keep up with all the changes. We recommend that a home center carry a standard size and a large size since these represent 8590 of the industry's business. The home center then has the option of choosing in addition a super size model, or

alow end model. This becomes merely a pricing decision, based on knowledge of the market.

For example, 720/o of all gas grill sales industrywide range between $100 and $299 at retail, and cover the basic one or two-burner models. To stock much more than that is simPlY not a good use of sPace.

Gas grills are particularly in demand, and represent a growth segment of the barbecue market. A group of Western retailers experienced an increase of some 5690 in total sales in 1982 as opposed to l98l in Western states alone. This is dueto heavier promotion in California and Oregon home centers and specialty stores.

In the South, where 219o of all gas grills are sold, stronger, earlier promotional efforts realized a 640/o increase in gas grill sales during 1982, according to a select group of retailers.

It should be emphasized that gas grills represent only a part of the total outdoor cooking market. As a Percentage of all grills sold (both charcoal and gas) gas grills made up only 15-1690 of the 12 million grills sold

during 1982, but in dollar figures, gas grills represent fully 54q0 ofthe total barbecue industry dollars. In fact, the low end price of gas grills has met or crossed the high end price of a charcoal grill, broadening their appeal.

While gross margins for gas grills should be comparable to other seasonal merchandise, one of the most effective means of enhancing outdoor cooking profits is to display accessories around the grills. There are cookbooks, rotisseries, grid cleaning brushes, grill covers, and lava rocks. (Lava rocks are the second leading accessory. Although theY are not necessary to replace, gas grill owners feel they have to replace them as part of a spring cleaning program.) With the exception of the lava rocks, and possibly the rotisserie, these accessories are applicable to charcoal grills as well as gas grills, and they have high gross margins and high volumes-an increase of some 5390 alone in 1982, with even greater volume expected during 1983.

The home center retailer will note that the barbecue cooking industry is one of growth-the opposite of the

trend in many other home center product lines. As an example, Arkla gas barbecue volume increases have ranged from 2390 in 1980 to 28t/o during 1982, as homeowners demanded more home entertainment items during the recession.

Hardware Sale Kick-Off

The Great All-American Hardware Sale will begin March I with participants from all levels of the hardware industry.

National advertising including tv and consumer magazines will ballyhoo the promotion and highlight tools which will be offered at special prices.

Instore kits, local media ad slicks and other dealer tie-in material will be available to hardwares and home centers.

Crescent-Lufkin. Black & Decker. Vise-Grip Tools and Bernzomatic are among manufacturers participating with the National Retail Hardware Association as the coordinator.

WHOIESALE DISTRIBUTION:

n Certified K/D redwood & western red cedar

! K/D Douglas fir clears

! Douglas fir timbers, long dimension & 2 x 14

WE MANUTACTURE: tr Certified K/D redwood and western red cedar

Patterns and surfaced

Edge glued stock

Paneling

Mouldings

WE AISO OFFER: Custom milling and drying and loading

AIIYAN Aduertising system

COMPUTER CONVERSION

(Continued from page 12)

12 years. Dataline's experience with more than 600 companies ranging in size from $800,000 to $80 million gave the company the expertise necessary to help Sandstone implement the computer system.

The Dataline 2000 system consists of state-of-the-art components, a powerful processor capable of running thirty-plus terminals simultaneously, Winchester type disk drives and a sophisticated back-up system.

More importantly, the software was able to handle the almost 35,000 SKU's in four different locations. 17,000 active accounts (retail and builders), all of the quotes, orders (back orders, special orders, shipping orders) associated with the contractor business, six corporations, and, of course, all the payables and payroll.

o 36 Feature

o 36 Sub-Features

o 432 Generic Product lllustrations

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

'and you gel 2 sels of att art work!

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

Dataline had also recognized the difference in customer needs between the home center and the contractor business and had provided for both requirements in the same system. There is express checkout and special reporting for the home centers as well as customized programs designed for the contractor trade.

Before deciding on the system, Jim Curran and Bill Steele traveled to a Dataline National User Conference. After talking with the customers of Dataline, Sandstone decided on the Dataline system.

Only a few months after being trained, Sandstone was operational with the inventory, point-of-sale for cash and charge customers, accounts receivable, payroll and accounts payable systems. The management of Sandstone had once again set a goal and with Dataline's support made sure they did what they said they were going to do!

Their next major objective is to utilize the information and efficiencies provided by the computer to improve their inventory and gross margins and over-all productivity. What next? Who knows?

Romantic magnolia has practical side

IIIIORE

THAN 70 species of lJ I Ma gno Iia ar e found in eastern Asia, Central America and the United States, but only the two species found in our Southeastern states are important commercially as timber.

Magnolia macrophylla, or bigleaf magnolia, is a rare tree with no commercial importance. It has exceptionally large leaves, usually 20 to 30 inches long and 9 to l0 inches wide. The natural range for this tree runs from the base of the Southern Allegheny Mountains to central Florida, westward through the Gulf states to central Arkansas. It grows in sheltered valleys and requires rich soil, moisture and partial sunshine. There have been reports of trees as tall as 40 feet with sweet smelling white flowers larger than dinner plates.

Magnolia acuminata, better known as the cucumber tree, is a large timber tree found sometimes in the North Appalachian region and frequently in the narrow valleys at the base of high mountains in the Carolinas and Tennessee. It is unlike the other magnolias in that it has thin leaves which turn yellow and drop when cold weather approaches. Because the wood is similar to yellow poplar, it often goes to market with it instead of as cucumber.

Magnolia grandiflora, usually called Southern magnolia, is the largest broadleaf evergreen tree

found in the Northern Hemisphere. Magnolia virginiana, which is smaller, is commonly called sweet bay or swamp magnolia. Both are cut and sold as magnolia timber.

Southern magnolia has thick, tough leaves which are shiny and leathery. They remain on the tree for over two years before falling. The spicy scented flowers are cup-shaped with purple centers and measure about eight inches in diameter. This tree grows tall and straight, 60 to 80 feet high, often with no branches for almost half of its height. Trees have been found as tall as 100 feet with a girth of over 12 feet at the base.

Swamp magnolia often is found farther north along the Atlantic coast. Although it is evergreen in the South, it tends to grow smaller and shed its leaves in winter in the colder Northern climates. In Florida it develops well to a size only slightly smaller than the Southern magnolia.

Story at a Glance

The flowers, which are smaller, are creamy with a pleasing fragrance. This tree is readily identified by the bright silvery-white underside of its leaves.

Total annual production of magnolia is estimated to be 25 million board feet by the Southern Hardwood Lumber Manufacturers Association in Memphis, Tn. This figure is difficult to determine since most lumber companies in the Gulf Coast area produce a small quantity. Because it reproduces well naturally, grows fairly rapidly and has an extensive range, the magnolia supply remains fairly constant.

Most magnolia goes to furniture manufacturers although it is excellent for cabinet work, doors, store fixtures and paneling. The common grades are used in frames for upholstered pieces while the top grades are found in tables and dining room and bedroom suites.

The wood is moderately hard, fine-textured, straight grained and easy to work. Although it looks like yellow poplar, it is as hard as American walnut. The heartwood ranges from light to dark yellowish brown with a greenish or purplish tinge. Sapwood varies from acreamy white to very pale yellow. Sometimes the heartwood has black, dark brown, or rainbow colored streaks, but on the whole the wood is considered plain and featureless.

Gharacteristics vary with climate... reproduces well. .. grows rapidly. constant supply excellent for furniture.

Wire Ad Money

For a free copy of the 1983 co-op allowance, complete with ad slicks and radio copy, write Janice N. Lee, Phifer Wire Products, Inc., P.O. Box 17fi), Tuscaloosa, Al. 35,103.

Oft the WallCodes

A free copy of the National Electrical Code wall chart is available from Halo Lighting, 400 Busse Rd., Elk Grove Village, I1.60007.

Fold the Door!

A 4+olor catalog on Spacesaver wood folding doors and partitions is free from Wood Specialty Products, 2300 West 60th St., Mountlake Terrace, Wa. 98043.

Heat Control

A free publication on non-electric thermostatic heating controls and accessories for solid fuel boilers is available by requesting bulletin SFHC982 from Ammark Corp., 12-22 River Road, Fair Lawn, N.J.07410.

Hit the Showers!

A free color brochure on towel warmers is from Myson, Inc., P.O. Box 5025, Embrey Industrial Park, Falmouth, Ya.22403.

Lattice Work Together

For the 32-p. booklet, "How To Work With Lattice." send 750 to the Wood Moulding and Millwork Producers Association, Dept. HP, P.O. Box 25378, Portland, Or.97225.

Pipe Dreams

A revised edition of the 48-p. "Handbook of Steel Pipe" is free from the Committee of Steel Pipe Producers, American Iron and Steel Institute, 1000 l6th St., N.W., Washington, D.C., 20036.

Solar Heat Sale

How to Reduce Your Heat Bills, $9 plus $l postage and handling, or the Texxor Heat Cell demonstration kit with

book, temperature indicator and instructions, $18 plus $2 postage and handling, from Texxor Corp., 9910 N. 48th St., Omaha, Ne.68152.

Waterproof Stain

A free brochure on waterproofing stains for wood or masonry is from Chemstop Mfg. & Sales Corp .,1222 Ardmore Ave., Itasca, Il. 60143.

Aluminum Windows

" The Insulated Si ngle- Hung Window," a free brochure that describes more than 8fi) aluminum windows for new construction and rehabilitation projects, is free from Capitol Windows, I176 I l3th Street, Grand Prairie, Tx. 75050.

Woodworking Tools

The Woodworking Machinery Manufacturers of America have a 28G.p. buyer's guide and directory free. Write to 1900 Arch St., Philadelphia, Pa. 19103.

FOR PROMPT SERVICE

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

Trendy Future

Future Trends, a report on the wholesale distribution industry by DREF, is $25 for members, $37.50 for members of DREF Assns., and l09o less for three or more copies from the National Association of WholesalerDistributors, Department FT, 1725 K St., N.W., Washington D.C., 2(n06.

Solid Wood Paneling

A free color brochure for the do-ityourselfer on how to install solid wood interior paneling is from P & M Cedar Products, P.O. Box 7349, Stockton, Ca.95N7.

Free Filler

A sample of Flo-Joint, a sealant for concrete and asphalt, and a maintenance catalog are free from Randustrial Corp., l33l l-NR Union Ave., Cleveland, oh.4t20.

Tax Credit Doors

Information on the Simpson WeatherBeater doors, which are certified for the Residential Energy Tax Credit, is available free from Simpson Timber Company, Development Center, P.O. Box 566, Redmond, Wa. 98052.

The Cedar Look

A free 4-p. booklet on non-residential cedar uses is available from the Western Red Cedar Lumber Assn., Dept. 666, Yeon Building, Portland, Or.972M.

Bathroom Fixtures

A full color, 32-p. catalog ofbathroom hardware and fixtures is free from Tubular Specialties Mfg., Inc., l30ll S. Spring St., Los Angeles, Ca. 90061.

Shingle and Shake Like Kate

Eight-foot Western red cedar shake and shingle panels are presented in a free l2-p. brochure from Shakertown Corp., P.O. Box 40), Winlock, Wa. 98596.

Metric Shlngles

RerooJing With Metic Sh lhgles, is free from the Asphalt Roofing Manufacturers Association, 1800 Massachusetts Ave., N.W., Washington, D.C. 20036.

Buildings Available

An illustrated brochure on preengineered buildings is free from Jim Watkins, Butler Mfg. Co., Buildings Div., P.O. Box 917, Kansas City, Mo. 64141.

Hardwood Flooring Standards

Copies of the new American National Standard for Laminated Hardwood Flooring are $1.25 each from Hardwood Plywood Manufacturers Assn., P.O. Box 2789, Reston, Ya.2?IX).

LETTERS

TAKE A BOW

My sincere thanks for the editorial in your Nov. issue.

I can assure you that we, as you so very well said, deliver a 12 month program that I feel has all the extra qualities for a more successful merchant. I take pride in what we do and I take great pride in viewing the success of our many members who utilize our programs.

Our industry has strength and stability today because many retailers, hardware and home centers took advantage of being better. You and I can take a bow for that.

Again, thanks for your remarks and thanks for the thoughtfulness.

Otto H. Grigg Managing Director

Pacific Southwest Hardware Association

117 S. Clementine St. Anaheim. Ca. 92803

LEAD FROM STRENGTH

My friend and associate, Otto Grigg, managing director of the Pacific Southwest Hardware Association, thoughtfully sent me a copy of your editorial in support ofthe idea ofassociation membership.

It was most refreshing to read such a strong and effective statement from someone other than an association pro-

fessional and we appreciate it. Regardless of the profession or trade, association membership plus participation is the best buy we can make, and you said it beautifully.

William G. Mashaw Managing Director National Retail Hardware Association Indianapolis, In.

POSITIVE TRACK RECORD

Thank you ior your editorial comments in the November Merchant MagaTine.

I would agree with ever)'thing you say and most of all find of special interest these excerpts from your comments "The Associations have a positive track record of achievements for their members that span a broad range ofactivities" and "to our eyes they have more than proven their worth."

These words are very much appreciated by all of us who as dealers and officers in our various Associations trv verv hard to

guide the Associations in a direction that is productive and positive and its results are of benefit and of value to our fellow dealers.

I know you are sincere in your editorial and could be doing many dealers a favor and a service by reminding them to lean on their state or regional association or "national" for assistance in toueh times.

Bud Howe President National

Lumber and Buildins Material Dealers Association

Washington, D.C.

AEVERTISTETMENTS

AGGRESSIVE HARDWOOD SALESMEN WANTED

Leading So. Ca. hardwood distributor seeking salesmen who are self-motivated, experienced and knowledgeable. One of the most attractive compensation packages in the industry. Send resume in confidence. Write box 471 c/o The Merchant Magazine.

HOME CENTER

MERCHANDISING MANAGER

Fisher Lumber Co. is seeking a fully qualified merchandising manager. Excellent pay and benefits package including stock plan. Send resume to: Robert Sievers. P.O. Box 765. Santa Monica, Ca. 90406. (213) 395-0956.

WHOLESALE LUMBER SALES No. Ca. wholesaler/distributor has opening for aggressive, knowledgeable sales person experienced in redwood. Excellent compensation and benefits. Send resume to box472 c/o The Merchant Magazine.

FIXPERIENCED pallet salesman. Established territory with active accounts. Company paid expenses. Medical & dental. Ask for Carl Boesch, Hunter Woodworks, (213) 7'75-2544.

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 Magazine, 4500 Campus Dr', Suite 480, Newport Beach' Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

A CAREER OPPORTUNITY

Expanding retail lumber chain looking for experienced counter person. Must have expertise in sash & door, lumber list bidding and retail sales of hardware and building materials. Excellent opportunity to advance at newest location of an established company. Only experienced individuals should contact or apply at: Anawalt Lumber, l00l N. Highland Ave., Hollywood, Ca. 90038.

NEEDED: lumber trader to sell retail and industrial accounts. Must have customer following. Excellent compensation and benefits package to fit the right person. A first class opportunity for you. Contact Jerry Ensworth, Ensworth Forest Products, Roseville, Ca. (916) 786-5 I I I

llhen sending in a chonge ol address please include zip code on both old and nen' addresses and either the old lobel or the inlbrmation Irom it. Thanks!

Place your ad nowl Call (714) 549-8393

CUSTOM hand crafted log home. Not a kit. Wood throughout, two excellent wells, 7.5 + acres, 8 miles south of Eugene, Or. $185'000 firm. For details & photos, call Judd Webber' Blue Heron Products 603) 342-3144.

EXCESS WOODWORKING machinery for sale or trade. Kval automatic door machine. Kval interior nail-up machine. Bevelor, 2 Newman planers, I Madison moulder, I Yates American 54 inch resaw, cutoff saws, radial arm saws. lumber trucks and forklifts and much more. Call Agate Sales (916) 272-3451. Ask for Randy.

!OR SAl,tl2 La Belle projectors Duo 16. Like new with $75 carrying cases. $200 each. Call Bob Dedman (602) 279-0886.

RARE 1929 Ford AA flat bed stake truck. Totally restored to original specifications. Needs minor electrical work. Was featured in our ad in The Merchant, October, 1981. Factory colors, black fenders, forest green body. Contact Clint or Pete (71 4) 75 l-0800 at Mariner's Forest Products.

LUMBER MANAGER/BUYER-3or more years experience in lumber buying and sales. Respon-

sibilities include whatewood purchasing and support of general lumbef product development

LUmBER SALES-NeW opportunities for experienced (3 or more years) salesperson. Knowledge

of whitewood and redwood sales on a distribution center level or direct basis.

RETTIANUFACTURINGMANAGER-Sormoreyearsexperience.Responsibilitiesinclude

purchaslng and remanufacturing of fir and pine

?*::i:rg,alini'"ri:t:'::.?:i::":t^31:";"" n,,tioc in^,,,r,.a.iiqnar.hind or rairand r',ck

TRAFFIC MANAGER-2 or more years experience. Duties include dispatching of rail and truck

g_llo_"1-llgl.1lionat basis rarlfl a!'d r1t:11,,,,,,,,,,,,,,,'"ll:ds:1tlT_ on local and national basis. Tarifl and rate knowledge a plus YARD SUPERVISOR- 2 or more years experience. ResponSibility for LTL, direct shipments and l\l""li.;f.li.:?ll.::lr,.do' ^.,o{o* ffi;lll'1?t"lflllilil!"#nt-., or more years experience. Reporrs ro manaser Duries | ...,o bY.1ret1o\oi,nraiioao'' ^"po'. $o" include all aspects ot daily and monihly reporting. t:-;;ffi9)1,9.,-!$"'"q".Y"'o" ^".,..o1."t,

W""$.".ffi$$.fA Mr.-, 'q$*"0o" 1-lJ";i1"""*

Facificstateslndustries

ponderosa pine sugar pine cedar white fir douglas fir

"This is our 20th year of serving you . . and we look forward to many, many more."

ADVERTISEMENTS

l',11l*Lr.1i{q:rEl:r,,!+i-tt:.:i'iliililllii*{liili,ll,iillttifririi,fil$Lll:li1:il:if.,;ililliitl

NEED a steady direct source of supply on incrnse cedar fencing products. With a reliable supplier our potential is unlimited. Contact Northwoods Wholesale Lumber. 1640 Tidelands Ave., National City, Ca. 92050 (6t9t 474-6676.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213) '7 7 5 -2s 44', ( 2 I 3 ) 8 3 5 - 5 67 I

12 INCH moulder. Call Agate Sales (916) 2'12-2351. Ask for Randy.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97212, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

F-'\-r California Lumber

I

\, L I Inspection Service

\ y Certi{ied Agency (&L.A 17121; 546-5)12 s.J. (408) 291.807 r Portland (50)) 659.48j2 I190 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) 422426.

CTASSIFIED ADVER,TISING Order Blank

Place your ad now! Call (714) 549-8393

tr*::FiE: LOS AIICEIES AREA s,+wlj s.F.

OREATER BAY AREA

LU]VIEER AND PLYWOOD

Amencan Hardwood Co

Eurns Lumber Co.

Cailornra Wholesale

Caprlal Lumber Co

Connor Lumbe' Sales

C0nlemporJy Burldng Producls. Inc

Coos Heao Lumber & Plywood

Dmley Foresl Co Inc

Essley&Son DC FarWeslFrrSales (213) 629-5206

Fe(afl Drsl'rbulrng Co.

Fr & Pine Lumber Co

Founta'n Lumber Co Ed

Frem0nl F0reSl ProduCls

Ga'leher Harowood Co.

Geminr Foresl Producls

Georgia-Paciiic Corp (213) 968-5551

Heppner Hardwmds

Hrll Lumber Co , [rax

Hufl Lunber Co

Hunler Woodworks (213) 835-5671

Inlild Lumber Co

Inland Trmber Co

Lae Slanlon Vance Lumber Co

LatryLarsonLumberC0 (714) 821-8100

Loursrana-Pacrirc Corp

L-P 0rslflbulron Cenler

MacBealh Hardwmd

Maple Bros Inc Mouldrngs

l\4 arquarl-Wolle Lumber Co.

osgood Inc Roben S.

Pacific lVadien Lumbet Co (213) 773-22E2

Panel Tfr

Parr Lumber Co

Penberlhy Lumber Co

Pelermdn Lumber Co

Philrps Lumber Sal€s

Producl Sales Co

Reel Iumber Seruice

Rygel Lumber Sales

Sanlord-Lussrer

Srmmtrs Hardwoo Lumber Co.

Srmpson

Slahl

TREATEO

SAN

BERI'ARDIl'O GOUIITIES

Wmd Preservino of

Corp. - (805) 582-3950

ManutaclunnQ

L umber Sales

G&R Lumber Co.

Roland0 Lumber Ktnl0n Drv. )

Rounds Disl. Cenier . {707) 433'4816

c0nMIG

Crane Mrlls

F(lEI ERAGG

Gmrgia-Pacrfi c Corp (Bedwmd)

Holmes Iumber Co Fred C.

Niesen-Ward Forest Products

F8Eil0i|l

DMK Paciic Corp

LouisEna-Pacrlrc Coro

FRESIIO American Foresl Producls Co

Easlon Lumber, Inc.

Gesora. Pacif I Warehouse

Hiaa-ns Lumber Co. Inttrnalronal Foresl Products Inc Lewis Co., Inc., Palmer G.

Foresl Producls.

Structures, Inc. Weslern Ameilcdn Foresl Producls WeverhaeuserC0. {800) 742-1939

t(|l{GS EEACH Aowood Mrll & Lumber t|ls 8Alros Slewarl Hardwmd Lumber Co

Snider Lumber Producls

s Asscrate s

[,lcCoimick & Eaxler CreosolinQ Co

l\,lcKuen Mouldn q Co.

l\4ello lnc

Nrkkel CorD The

P & [4 Cedar Producls

Sel?er toresl Producls

Srskryou Foresl Products

Slocklon Wholesale

Unron Foresl Producls

lJn0n Pacrtc Rarlroad

Waldron Foresl Producls

Western Amencan Foresl Producls

Weslern W@d Treatno Co

WeyerhaeuserCo. .: (800) 952.5616

SAi{TA SOSA ANEA '

J H. Elevins Co , Inc.

LeBech Foresl Producrs

Marlrn Foresl Indusliles

Norlh Bay Foresl Producls

Noyo Trmber Producls. lnc

Nu-Forest Producls

Slandard Struclures (707) 544-2982

Windsor Mill, Inc

Woodland Producls Co , Inc

UKIAH/CALPELtA/WITTIIS

Aowood Mill & Lumbe'

Afl Heart Lumber Co . Inc

Carler Forest Products

Coasl Wood Preservrno Inc

Foresl Prod. Transporlali0n 1707) 462-3852

Little Lake lnduslfies

Bedwmd Coast Lumber Co

Trmber Realrzalion Co

ttrlEE0

Srskivou Foresl Producls

Planing Mill, Inc. Pacilic Lumber Co.

BUVLE[ilS'

ffil*s{ffi+ffii+,$ PAC I FIC 1{ ORTI{WEST STATES w^st{txoTox

JOSEPH Joseph Foresl Products .

KLAiIATH FALLS

Lumber Producls

IIIEllF(|RD

Andersonta Forest Products

Byrne Truckrng (800) 547.9655

Founlarn Lumber Co , Ed

Lumber Producls

Snavely Foresl Products (800) 547-3039

Un0n Pacrfic Rarlroad.

WendIng.Nalhan Co., Inc.

GNEAIER PONTI-AI{O ABEA

J.H Eaxler & Co

Bel Air Door/Alpine Veneers. lnc. (800) 547-6755

Cole & Asstrrales John T

Contact Lumber Co. (503) 228,7361

oant & Russell, lnc. (800) 547,1943

Dalalne Corp

Friesen LumberCo. 1503) 397-1700

Fullmer Lumber Co.

Furman I umoer. Inc.

GeorgE-Pacific Corp

Hamplon Lumber Sales Co.

Lewrs Co Inc., Paher G

Simpson Euildrna Suootv Co

SPOKAIiE

Getrgia-Pacrlic Corp.

Lewrs Co.. Inc Palmer G

Tflbat Wood Producls Union Pactlic Bailroad Weyerhaeuser Co. iln 0r.. td Mt.)

TACOiIA

American Plywood Associatton

8el Air Door,/AlOtne Veneers, Inc.

Burns Lumber Co.

Georgia-Pacifrc Corp.

Lewrs C0 Inc., Palmer G. Alaska 0tv.

Louisiana-Pacilic Corp..

McFarland Cascade (800) 426-9430

union Pacilic Railrmd......

vAr{c0uvER

Internalronal Forest Producls, Inc.

WATLA WATLA

Union Pacilic Railroad

WEl{ATCHEE

Lewis Co.. Inc.. Palmer G.

YAKITA

LewrsCo., Inc , PalmerG.

ALBATY OREOOI{

Willamelle Induslfles, Inc

8E1{0

Union Pacitic Railroad.

c00s 8AY

Conrad Wood Preservino Co.

Cms Head Lumber & Pltwood

c0RvAtus

Bonnrnglon Lumber Co

Evans Products Co (Hardboardl

Mary's River Lumber Co. (503) 752-0218

EUGEI{E/SPNIilCFIETO

Bel Arr 0mr/Alpne Veneers Inc

Bohemia. Inc. (800) 547-6065

Eugene-Wiltamette Lumber Co.

Fremonl Foresl Producls

Georgia-Pacrfic Corp.

Hirl&Wmd LumberCo. (800) 547-8927

Lewis Co. . Inc. . Paher G.

Lumber Products

McFarlild Ca$ade

lvcKenzre Trading C0 (800) 547.6067

Rolando Lumber Co. States lnduslfles, lnc. (800) 547-8928

Un0n Pacrlic Ratlroad

Weyerhailser Co.(ourside0r)

HE?P'IER Kinzua Corp.

HrtLsBofi0

Permaposl Products Co.

Louis0na.Pacrf ic C0rp.

L0uisrana-Pacrfi c Corp. (Beaverton )

Lumber Producls

McCormick & Baxter Crssotno Co.

Nredermeyer-MarlrnCo i800)547.6952

Penberthy Lumber Co

Permaposl Products Co

Publishers Forest Products (800) 547-6633

Srskryou Foresl Products

Sunrise F0resl Producls Co. (800) 547-1 771

Union Pacrf ic Rarlrcd.

Western Inlernational Forest Products (800) 547-5500

Weyerhaeuser Co.

Bt00tE

C&0 Lumber Co.

Herbe( Lumber Co.

80sE8U8G

Keller Lumber Co.

sAtEil

Lumber Products

SEASI|lE

Agwood

Corp. {Coeur d Alene)

tExtco

::lil:l:litl:l::ll:l:liii:it::itiiiiltliiii:ii:ii::::ii::!:ii:!i:;i:;:ii$iliiii::iii::l::liiii:ii::.iiili!iti fif tRllT

i:iiitti::ii:ilili::iiiliiii:i:tliiiiii,ilit'j$i$:ifiii$iiiiiii:ilill:lifiiiii:i:ii:i;lliiii::iiiii:i

Charles H. "Chuck" Corwin, a T.M. Cobb Co. emPloYee since the late 1930s, died Dec. 21, 1982, in Camarillo, Ca., of cancer. Hewas 73.

Sales manager during the 1950s and 1960s, he was branch manager of the San Diego, Ca., facility for a number of years. Most recentlY he directed Camarillo branch sales.

Mr. Corwin is survived bY his widow, Helen, three sons, and several grandchildren.

PERSONALS

(Continued from page 34 )

Marv Noble, Noble & Bittner Plug Co., Hebo, Or., is 1983 pres. of the Northwest Hardwood Association; Ed Mason. Great Westem Lumber Co., Everson, Wa., v.p. Board members include Paul Meyers, United Forest Products, Portland, Or.; Dick Lamberl, Lane-Stanton-Vance Lumber Co., City of Industry, Ca.; Jack Lundberg, Barton Wood Products Inc., Lynnwood, Wa.; Rollin Tapley, Ross-Simmons Hardwood Lumber Co., Longview, Wa.;

TIMBER SIZER PRE.FABRICAIION

Eunice Flansburg, office manager of Sumwood. Inc., Palos Verdes Peninsula, Ca., died on JanuarY 10, in Torrance, Ca. She was 75 Years old.

Mrs. Flansburg, who had been active in the management of Sumwood for several years, was the mother of Dawn A. Summerlin, wife of Jim Summerlin, president of Sumwood, lnc.

She is survived by two daughters, three grandchildren and one great granddaughter.

Richard Lapin, MercurY Hardwood Lumber Co., City of Industry; Sandy Bremner, Paxport Mills, Inc., Tacoma, Wa.; Jack Kohl, Kohl, Inc., Seaside, Or.; Charles Slocum, Pacific Coast Hardwoods. Inc., Portland; Dave Walther, Simmons Hardwood Lumber Co., Montebello, Ca.; Gene Ash, Nelsen Wood Products Inc., Stanwood, Wa.; Don Reel, Reel Lumber Service, Anaheim, Ca.

Steve Ahl. All-Heart Lumber Co., Ukiah, Ca. , is back from a vacation in northern India.

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

Bracrrt International

Drawer 4779, Arcata, Ca.95521 707-822-3548

Box 518 tftftitshsll, wisc. st773 Phone: 7151538,42ffii

James D. Bronson Jr., former president of the National Forest Products Association, died in Yakima, Wa., on Dec. 28, 1982. He was / /.

A graduate of Yale UniversitY and the Yale graduate school of forestry, he served as president of the Cascade Lumber Co., which he bought with a group of investors in 1946. It merged with Boise Payette Lumber Co. in 1957 to form Boise Cascade. He became a board member of that firm, serving until his retirement in 1969.

rilst:*.$':li{l:ii-{:.t$,iq$$:';if'ri.$*t}.t $fltiln1F.ti#s#}i[- ls.$s-l#i

LrJI! UULL,t5lA\ :i:r.:Iii:fltiii#$ltl:tiitfti:lil$i:liiiitiilil:iiltl'.;t$ii$liliI::$iil.:i:i:1.':f:

IHERE. IHERE. ROUilDSWIll HilD IL

Face it.

Anybody can do a goodjob for you on the usual order.

It's the goofy ones that make grown men cry.

At Rounds, we've built our business by delivering odd ball orders just like the regular kind.

So if you need a mixed car of green and dry Redwood, Fir, Hemlock and Spruc e rn $azy sizes,

put away your hanky. Call Rounds. We'll find it for you.

In Northern California, call800-862-4668 or 800-862-467 7 ln Southern California, it's 800862-4994. All other locations. call 800-358-9134. Louisiana-Pacific Corporation, RoundsCloverdale, Box97, Cloverdale , CA95425.

]ETJ ROUNDS- CLOVERDAL E -JT Louisiana-Pactfrc Corporation

GETAilGGERSTICE OF THEGLULATI PIE

\ ,b'll show you how

lf you're not selling literally thousands of board feet of glulam, you're missing out on a real profit opportunity. As a basic manufacturer of structural glued laminated timber (glulam), Standard Structures can show you how our quality products, timely delivery and competitive pricing allow you to tap glulam's profit potentials.

Standard Structures has the broadest range of sizes and

A largo invontory ol Qubk Lam, and Mini Lam boams alo rcady for dolivory to your ya?d or dl.ectly to the iob sit., No need tor torkllftr as our truckr aro equipped with booms. SSI proof loads the linger joints (per lCB0 3569)

STAilDARD 14il [XT'':ifi:l"

your specilication due to size or camber, order Standard Lam which is manufactured without shop drawings per lCB0 3327. Delivery within 4 weeks.

QUTCK tAiI

Architecturally linished glulam beams lor 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 of 2400 Fb, individually wrapped and cut to length. Resawn and industrial finish also available.

Ask us about our Distribution Program opportunities outside of California.

lengths backed by the largest inventory in the industry. We also manufacture to meet rapid delivery demands, yours 0r y0ur customer's. We'll deliver to your yard or your customer's job site with boom truck convenience, and we give price protection to lumber merchants. call us tollfree on your goo.g

next glulam inquiry.

62',4935

xL t*,ru-,ong Jorsts, kiln dried to 1590 moisture content or less, lengths t0 72' . Long lengths are readily available at no additional cost. XL can be easily substituted for conventional framing lumber in 2"x6" through 2"x12" sizes. Using XL as lloor j0ists results in better tloor systems.

mll$tAm

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