Merchant Magazine - February 1984

=Jltcr0y ENTRY SYSTEM II'

cross rhe threshold ro BIGGER

With Entergye' Entry Systems, you can really open up your door market. That's because we offer more sizes than any other insulated steel entry system. With 9 widths, 4 heights and 53 styles, you can offer your customers any of 1908 variations. That means that you can fit more houses than any competitive dealer in the area. You'll be saying "yes" to more customers, and welcoming new profits.

Entergy Entry Systerns feature:

I Systems for new construction and replacement/retrofit, including a new line ol patio doors

I R14.8 insulation rating

I 24-gauge steel security

I Steel frame for replacemenVretrofit to enhance security-fits into rabbet of existing door f rame

I Magnetic or compression weatherstrip

I Stationary or adjustable aluminum thresholds, with or without thermal breaks (5 styles to choose from)

I Four different door bottom sweeps

I More lock preparations than any other system

Ail these features help you profit from today's three major market trends: energy savings, home security and home remodeling.

Stop locking out potential customers

By switching over to the Entergy Entry System, you put out the welcome mat for bigger sales and profits. Not only do we have more sizes than anyone. we have the displays and promotions to make sales happen. For more details, including information on deluxe full-size and countertop Entergy displays, contact the distributor or representalive in vour area:

DooR sAtEs

Experience! That's Why More Dealers Have Selected Dataline Than Any Other Computer System.

For over 12 years Dataline's onlg business has been helping building supply dealers and home centers build their businesses. We speak your language. Direct, results-oriented dealer language.

And only Dataline can meet the special needs of euerg customer, regardless of size or inventory mix. The Unique New System 525 is designed and priced to help smaller dealers get bigger.

The Versatile System 2O0O is designed to help large single- and multi-unit dealers increase operating efficiency.

Ditaline Cu3tomers Become "Business Partners"

No company can match Dataline's lictal Support hogram. Highly trained teams, assigned to each customer, provide

-

o Specialized analysis of customer's operating procedures and enhancement of programs for maximum effectiveness.

r-l(-

ComputerSystems for Building Supply Dealers/Home Centers

4 Danbury Road, Wilton, CT 06897

QO3\762-2473

o Comprehensive training of personnel.

o Program updating through direct contact and periodic user conferences.

o Q,uick-response servicing of computer equipment. The results? It is commonplace for Dataline customers to increase gross margins by as much as five percentage points and achieve investment payback within eight to ten months of start-up.

lsn't it time you, too, became a Dataline "Business Partner"? We promise you a most rewarding exPenence.

)a.,PORl i ,,).

The

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Ken Spears

Contributing Editors Dwight Curran, Al Kerper, Gage

McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4t0, Newport Beach, Ca.92660, phone (714) 549-E393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertisine rates upon request.

ADYERTISING OFFICES

FROM WASHINGTON STATE, IDAHO. NORTHERN CALIFORNIA & OREGON: contact D.vid Cutler, 4500 Campus Dr., Suite zE0, Newport Beach, Ca.92660. Phone (714) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Crrl Vann, 205 Oceano Dr., Los Angeles, Ca. 90O19. Phone (21 3) 472-3113 ot (7 14) 549-8393.

I'ROM THE MIDWEST: contact Wryne Westlrnd, I 109 Willow Lane, Mt. Prospect, Il. ffi56. Call (312) 437-7377.

FROM THE NORTHEAST: Joe Shea, 6l MaineAve. F-4, Rockville Centre, N.Y. I1570. CaU (516) 678-1625.

FROM THE SOUTHEAST: contact Corinne Ccrny, 638 Rae Dr., Lawrenceville, Ca. 3OA5. Call (4M\ 972-6689.

SUBSCRIPTIONS

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Subscription Rates-

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No More Roller Coaster?

IJOUSING is the biggest single market for Jllumber and other building products. But when home building gets a cold, the lumber industry gets pneumonia, as was amply demonstrated in the housing depression of 1980-1982.

Much of the cause of that sickening decline was the disease of high interest rates, specifically high mortgage rates. At one point as mortgage rates rose, more than 90q0 of the public couldn't afford a new home.

Today we are just beginning to see the results of the desperate scramble by the financial community and builders to find ways to make mortgages more affordable. The adjustable rate mortgage, which had a scant one percent of the market in 1980, now commands an amazing 4o/o of all mortgages. If only savings and loans are surveyed, the figure rises to an even more amazing 49t/o These remarkable data are from a study just released by the Federal Home Loan Mortgage Corp., better known as Freddie Mac.

The numbers indicate that nothing less than a revolution has occurred in the way almost half our home buyers finance their homes. And that it happened in approximately three years is nothing short of remarkable. Remember the Bad Old Days when we were all saying something had to be done? It appears it was.

While the adjustable rate mortgage may not be the public's favorite, indeed it was slow to gain initial favor, it nevertheless has enabled the high percentage of first time buyers who purchased a home last year to find a way to affordability, even if it wasn't especially to their liking. The downside risks of the instruments have been well publicized. Unfortunately, the potential cost burdens they impose are all too real.

The fascinating aspect is that the financial community may at last be onto a way to eliminate the harsher cycles in home building. The potential benefit to the suppliers to home building is nothing short of enormous.

Seruing the lumber and home center markets in 13 Western StafesSince 1922

DAVID CUTLER editor- publ i s her

Keep Construction Tirnes and CostsDorrn with All-Weather Wood Fbundations

\Zou are probably asking yourself, "Where's I the concrete foundation?" Our answer. there isn't any. Even the basement floor will be wood!

Consider these benefits: The insulation value of all that wood. You can place insulation right into the stud cavity. Finishing the basement walls is easywith a wood stud to nail to. You can build all year around and not worry about delays

caused by bad weather. A single trade can construct this housethe carpenter. All model building codes and primary lending institutions approve wood foundations.

If you are interested in the whole wood foundation story, youVe come to the right place. J.H. BAXTER. Call us or one of our stocking distributors. Between us, we"ll put wood back in all the right places.

Washington retailer accents the positives

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Lumber & Hardware, Inc., Kenmore, Wa. "The customer is still king here," explains Rick Barnes, general manager.

Located on the north end of Lake Washington in the North Seattle area, thisTrue Value hardware affiliate has a l0 mile market radius and is the only complete lumber, building materials and hardware retailer in the area, although there are a half dozen local hardwares, a Pay 'N Pak and a Georgia-Pacific unit nearby. A full service hardware as well as lumber retailer, Knoll handles a full line of dimension lumber including both green fir and kd hem/fir, cedar, treated lumber, finish lumber, hardwood and mouldings in addition to plumbing, electrical, paint, hardware, tools and garden supplies.

Barnes characterizes the store as an avid TrueValue operation,adding "It is the key to our hardware success." The True Value circular is the backbone of their hardware advertising, although they also have their own color tabloid to advertise building materials and lumber.

Using special sales themes, Frontier Days, Carnival Days and other colorful promotions attract customers with demonstrations, special events, prizes, free refreshments and low priced snacks such as hot dogs and cokes, plus bargain prices on merchandise.

An outstanding promotion is the Outdoor Living Project of the Year Award. In 1983 the entry deadline was Sept. 10, with awarding of the $500 gift certificate prize on Sept. 30.

Guidelines required that the outdoor living project entered use Wolmanized pressure treated lumber andlor Outdoor Wood. Four photos including before and after shots were submitted with each entry. A bulletin board on the sales floor displayed photos and names of the winner and runners-up at the end of the contest. The name of the winner also was displayed on the outside marquee.

Founded in 1945 by the late Carl Knoll, the firm has experienced steady growth, remodeling or adding new buildings each year and continuously stressing service and quality. Over the years the customer mix has gradually changed. Once 7590 contractor, it

Sfory at a Glance

Northwest retailer stresses quality and service...full service hardware. . .second store in March. uses promotions to generate customer interest and enthusiasm as well as sales. . . kits add packaged log homes successful.

SlGt{lNG in sections olus overhead signs promoting specials make it easy for a

wanls or needs on the spacious sales Jloor at Knoll Lumber and Hardware.

now runs approximately 6090 contractor,409o d-i-y.

Knoll is situated on four acres in Kenmore with a 10,000 sq. ft. retail store and six covered lumber sheds encompassing 35,000 sq. ft. Craig Knoll, son of the founder, is owner/ president. Kyle Kincaid is controller. There are 35 employees with seven in the yard and five in the office.

A second store will be opened next month in Mill Creek to serve residents in an area including North Bothell, Lynnwood, Edmonds and South Everett. Grand opening celebration is scheduled for March 2l-

Barnes identifies 2x4x8 kd as the store's best lumber seller. The best GMROI in the top 20 sellers is concrete mix. Douglas fir and cedar are yard specialties. All lumber is bought directly from mills in the area with selectivity for quality the purchasing guideline. Knoll considers itself the largest seller of treated wood in the

area and encourages the building of decks and other outdoor structures with kits, demonstrations and how-to brochures as well as the outdoor living project contest.

An outgrowth of the deck kit is the log home package. Logs are provided by a log home distributor with Knoll furnishing building and finishing materials such as roofing, windows and doors. Six styles are available. Maximum direction and suidance are

provided for customers during the building. Barnes emphasizes that this service usually makes the log home owner a customer for life.

Free delivery is provided in the area for most items with Knoll's fleet of five trucks. Deliveries have been made as far away as Alaska although a short haul is the norm.

For the future Barnes sees a continued growth in package homes, treated lumber, bathroom and kitchen components, installed services and d-i-y trade. But, regardless of progress, changes and growth, he says one thing will remain constant: "the customer is king at Knoll."

KN0LL Lumber and Hardware is an active participant in the True Value program. Advertising circulars produced by the wholesalers are used lo oromole hardware merchandise. In addition. Knoll oroduces its own direct mail advertising for lumber and related oroducts.

0UTD00R living project is a popular promotion {or treated lumber. Winner is recoonized with pictures ol his project displayed-inside the store and his name "in lights" at the lront srgn.

R00MY four acre olus site located in a wooded area houses the building lor the retail center

with convenient front door parking as well as lumber sheds in the rear.

Hardware trends: imports, warehouse, off-price retailing

By William G. Mashaw Managing Director National Retail Hardware Association

with the UU growing maturity of retail store programs and voluntary chain networks, are increasingly relied upon for rightly conceived and positioned marketing dirOction. We agree with those who believe that marketing ability will be the most essential ingredient for business success in the next decade. Based on the record to date in going after the d-i-y market, it appears there is serious reason, generally speaking, to be concerned about the prevailing level of marketing sophistication at the wholesale level. To succeed as "channel captains," this must be changed.

II'HOL.ESALERS,

major problems. Imports from the Far East were generally poorer quality,the kind foundon the then-popular 880 tool tables.

Imports then-and until fairly recently-were brought into this country by importers, who then sold to wholesalers who sold to retailers.

Today it is quite different. Big chains like K-Mart and Sears began direct importing and, more recently, home center chains and hardware wholesalers began to go overseas (principally the Orient) to bring in their imports.

"What are some of the long-range effects of these actions by the competition and by ourselves?" Have we thought through completely what we might be doing to ourselves?

While the d-i-y consumer pie will continue to grow and grow, so will the number of retailers going after it.

Our industry has moved from the era when an exterior signing, group store identity program forjoint advertising purposes could carry the load for a total, sharply defined, retail marketing effort. Wholesalers could well put on their thinking caps and figure how they are going to help position their traditional hardware and home center retailers as stores where d-i-yers will find complete stocks, competitive prices, and service offerings. That's the expected role of a channel captain.

Dealing with the issue of imports: we hear increasingly about the issue of imports and the inroads they are making in many fields-automobiles, electronics, steel and others.

But let's look at imports closer to home-on the shelves of our own stores and warehouses, and consider what's happening.

Ttventy years ago the problem was very different. Imported items often came from Europe, and fasteners and some simple hardware items were the

In a way, should one blame our industry's larger firms for reacting? It makes no sense for a K-Mart, Sears or other large company to gave a margin advantage on direct imports that enables them to create a low price impression on domestic merchandise. In effect, they are subsidizing their own low prices by extra gross margin points made on the direct imports.

So home center chains and hardware wholesalers began to react defensively to eliminate the middle man (importer) and buy direct overseas.

The pace at which this is occurring seems to be increasing.

The larger question seems to be:

We experience product after product of U.S. manufacturers introduced and sustained in the marketplace by heavy advertising and promotion support - "making a market" for distribution - only to be ' 'knocked off' ' by a foreign copier. Soon lower priced and cheaper products flood the market and the pioneers, who created the market and kept it going with their heavy ad budgets, realized they were paying to sell their competitors'products.

They quit or sharply cut back their promotions-and the sales of the products dropped off sharply. The market died.

We must realize that American manufacturers are investing in more than the cost of the material and labor to build products. They are investing in research and development. and promotions. .and advertising. .to help develop consumer demand that didn't exist for some products previously.

One might ask, "Is this fair?" but I think the better question is, "Is this smart?" Is it smart to knock off a product if at the same time we are taking a chance of killing a market?

centers. offprice retailing effect on purchasing.

Manufacturers of national brands who are asked by wholesalers and retailers for co-op funds, national ad support, point-of-sale signing, passout literature, van programs, audiovisual training aids, on an ever-increasing scale-should not be judged solely by the cost of the product, when compared with overseas suppliers,

Story at a Glance lmpact of more imports by chains. . .reality of warehouse home

HARDWARE

( Ct.t tt tirtttetl J ro rn prev ious puge)

who provide only the materials and labor involved in making it and none of the supporting marketing aids.

We need to ask ourselves if we are killing some of the geese that lay the golden eggs. At which price are we buying price?

Wholesalers rightly jealously guard their positions in our predominantly two-step distribution channel. The reality of warehouse home centers and K-Mart and other giant retailers with direct buying relationships with many major manufacturers has become a major issue-not only with wholesalers, but also with other retailers in the industry. Reason for addressing this issue is not to accuse-or blame -and certainly not to arouse emotions.

The appeal is to reason. Is what is happening for the long term goodor out ofperceived short-term necessity? Will it stand a test of fairness to all the retail and wholesale members of a manufacturer's customer base?

This issue could be most critical to the long-term strength ofnational factory brands in our channel. No retaileror wholesalerwants to play the fool's role in the drama of offprice retailing. Neither should he want to give up the great merchandising asset of leading branded goods.

These comments are printed through the. courtesy of the AHMA Eagle-ed.

Store Inlo Better Than TV

Customers depend more on instore displays for new product information than on television, newspapers and magazines, according to a recent survey by the National Housewares Manufacturers Association.

Results of the poll showed that housewares shoppers consulted displays for information vital to their buying decisions before making a purchase.

Along the same line, a study by the Miami Herald showed that less than .0390 of the viewers of Superbowl IX could recall any brands advertised during the game and only l9o could recall the commercials.

Hardware I Housewares: '84

Ways to lure housewarc

ANilHfl fl:iff ';:frsi:l 3,"::

ciation show housewares sales ayeraging $68.52 per square foot of sales area with a gross margin return on inventory investment of 1.63. According to the Home Center Institute, the housewares section occupies 20/o of the average home center sales floor with sales averaging $123.26 per square foot.

Not too good, but not too bad. The bad news is that survey figures gathered for the National Housewares Manufacturers Association show that virtually all housewares products are bought in discount and department stores.

Last year only 690 of the kitchen tools and gadgets were purchased in hardware/home center type stores; 990 ofthecook and bakeware;390 of the serving and buffet products; 490 of the bathroom accessories; 890 of the small electrical appliances.

Obviously the do-it-yourself customer is going elsewhere to make houseware purchases. So, what can you as a retailer do to offset the trend?

The following findings from a recent survey of the attitudes and purchasing habits of consumers of housewares products should influence your merchandising. As an adjunct to excerpts from the 1983 Profile of the American Housewares Consumer prepared for the National Housewares Manufacturers Association, we have included ideas to initiate creative thinking and merchandising.

strations, point of purchase aids to spotlight new merchandise?

Purchases of household items with the exception of kitchen tools and gadgets are planned in advance rather than being the result of impulse buying. Are your salespeople armed with information and able to answer questions about products and their advantages?

Over 5090 of the small electrical appliances, cook and bakeware items and serving and buffet products and accessories are purchased as gifts. Do you offer gift wrapping as a bonus, showcase ideas for gifty days such as Valentines Day, Mothers Day and Christmas and maintain a bridal reeistrv?

Story at a Glance

Utilization of housewares consumer profile can improve sales. . extent ol competi. tion from discount and de. partment stores. ways to make your housewares section more upbeat and profitable.

Four out of 10 shoppers rely on instore displays to determine what is available or new in housewares products. Are you using signing, demon-

C0UNTRY KITCHENS are No. 1 choice of homeowners. Keep this in mind in doing vignettes and decorating your housewares secIr0n.

C00K UP a microwave demonstration to draw customers into v0ur housewares secli0n. Statistics show that almost everyone owns or wants to own a microwave oven.

les from discount stores

More than half of the population expects to own a microwave oven by 1985. Are you stocking microwave cooking accessories, cookbooks and utensils, scheduling microwave cooking classes?

Hardware I Housewares: '84

Country is the most prevalent kitchen theme followed by traditional and modern. Does your housewares section have a country look? Do the sales women wear country aprons?

Yellow with brown is the most popular kitchen color combination although white/off white, wood/wood tones, almond beige and tan are upcoming colon. Are you still accentuating harvest gold and avocado?

Blue is the No. 1 bathroom color with white/off white second; most popular combination is blue and white. Do green and pink predominate in your bathroom section?

Fewer persons are living in singlefamily residences. Do you have space stretcher accessories to help make the most of limited storage?

The number of women entering the workforce is increasing. Are you stressing housewares which save time and streamline household chores such as Teflon, crockpots, timers, food processors, microwave, no iron table linens and towels.?

The general population eats out 5.2 times a month. How about fast food

coupons as premiums or a free dinner certificate incentive drawins for customers?

Price and brand name are considered the most important criteria in selecting small appliances. Do you comparison shop your competition, the discount and department stores? Are you emphasizing the reliability of the brands you stock?

Take a fresh look at your housewares section. Apply some creativity and your housewares will be selling as well as do-it-yourself building materials.

Pastel colors in solid tones are the first choice in serving and buffet products and accessories with stainless/ metallic tones second. Check out some of the design magazines to see how your color selections stack up.

Over half of the families have one to two members. Do you sell placemats, dishes, glasses, flatware individually? Do you have small sizes available in cookware?

BLUE BATHR0OMS are popular. Emphasize blue accessories in both the housewares and plumbing departments.

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ing, which traditionally were not feasible for the home handylvorker, are becoming increaiingly practical and popular and have created a booming market for installation accessories.

The loosening of regulations and the break up of AT&T are the major factors in the dynamic increase in doit-yourself phone installation over the past few years. For the first time, it is legalnot to mention more economicalfor consumers to purchase and install their own phones. In fact, do-it-yourself installation has become a necessity in certain areas where telephone companies have opted to discontinue installation services inside the home.

Common projects for the do-ityourselfer include hooking up new phones, installing new systems, and changing existing systems from hard wire to standard or from standard to modular. Market potential is great for both existing and new residences.

Changes in the use of the television set, coupled with economies of do-ityourself installation, have heralded a similar rise in consumer demand for video hook-up accessories.

The television set has been trans-

Retailers tap into telephone, video accessories sales

formed from a mere viewing box to the focal point of multi-purpose home entertainment centers, a computer display screen, a tool for home security and a link to national education and information services. With each new arm-whether it's a video cassette recorder, video game, personal computer, cable service, or combination of theseadded to the television body, comes the opportunity for sales to the do-it-yourselfer of connecting cables, switching devices, splitters, couplers, adaptors and controllers.

Building centers, hardware stores and do-it-yourself retail outlets are among those taking advantage of the opportunity to carve a niche in these growth markets. Retailers looking to become single-source suppliers for a wide variety of do-it-yourself activities are making space for the newcomers-telephone and video displays -alongside such traditional home improvement accessories as plumbing and painting supplies.

"Many retailers never suspected the potential demand for telephone and video accessories-they've been very surprised by the response," said Vic Giovingo, manager of marketing services, GC Electronics. "Scotty's Home Centers in the Florida region which installed our full telephone program has had to re-order three times

in the last three months. Not bad!"

Another retailer that has made substantial commitments to both telephone and video products is McGuckin Hardware, whose headquarters are in Boulder, Co., Giovingo said.

"They've taken a unique approach in that they've set up a rather exten-

Story at a Glance

Telephone and video equip. ment accessories in demand. great market potential. .manufacturers back retailers with ex. tensive product selection, mer. chandising aids, literature. sive electronics center in the middle of their main store," he said. "They're also devoting a much wider space to telephone than ever before."

But multi-unit retailers aren't the only ones taking advantage of these market opportunities. "Independent hardware and home centers are also experiencing great success with both

ott ttext Page)

DO-|T-YOURSELF customers can select components for home video hookups or telephone hook-ups and wiring using manufacturers literature. Sales continue lo 0r0w as homeowners become more comtort-able with electronic equipment.

RETAILERS can ofler cuslomers a wide choice ol video accessories. This three rack merchandiser contains over 100 oroduct choices with a guide to help the customer make his selection.

TELEPHONES

(Continued from previous page) video and telephone programs," Giovingo said.

Due to the ever-increasing demand for d-i-y parts in these two product categories, manufacturers are constantly turning out new items and updating their lines. Backed by a supplier who can offer product availability and a merchandising system that helps consumers understand telephone and video installation, building supply and d-i-y retail outlets can tap these fast-growing markets for attractive sales and profits.

One manufacturer that has aggressively responded to these challenges is GC Electronics, Rockford, Il., a division of Household International.

They offer a complete line of plugs, jacks, adaptors, cords and wire for basic telephone projects. Their line also includes special accessories to increase the options available to the consumer.

GC's video accessories line includes over 100 items for do-it-yourself installation and maintenance: switches. plugs, cables, separators, kits, etc.

With all these products available

GR0WTH MARKET is the term used to describe telephone and home video products. McGuckin Hardware, Boulder, Co., has made a c0mmitment to the new market with an extensive electronic center in the center ol the store.

for a professional-quality job, the doit-yourselfer wants to know exactly which products are needed and just how to proceed. To answer that need, GC has compiled literature for telephone and video do-it-yourself projects. Used in conjunction with merchandising display programs, this provides instant help to all the do-it-yourselfers.

Retailers who decide to take a crack at this new electronic market will find ready customers and suppliers prepared to back them up with extensive merchandise and ways to make purchases easy for both the buyer and seller.

Housing Starts Best Since'79

1983 was the best year for housing since 1979 with private residential starts reachingl.703 million units and public housing accounting for an additional 10,000 units.

Annualized housing for December, 1983, was 30.2V0 above December 1982. Starts for the year exceeded '82 by 60.390. Single family starts for 1983 maintained 62.5s/o of the total residential construction although December starts were only 5590. Permits issued in December numbered I10,900.

The unadjusted start figures, the numbers that really count (actual construction begun), declined in every region in December, partly due to bad weather, but permits moved ahead.

Yale Completes Restructuring

Yale Materials Handling Corp. has completed its restructuring as a newly formed company, independent of Eaton Corp., and established new administration facilities adjoining its service parts operation in Flemington, N.J.

Home Center Show Speaker

John R. Parsons, vice presidenthome improvements group, Sears, Roebuck and Co., will be a featured speaker at the ninth annual 1984 National Home Center Show, March ll-14, at Chicago's McCormick Place.

Parsons will address the show's general session on Wednesday morning, March 14. His subject will relate to the show theme, "In Search of Excellence."

The National Home Center Show is sponsored annually by Vance Publishing Corporation. It is structured specifically to meet the specialized needs of home center and do-it-yourself retailers, their

Great Spring Hardware Sale

Dates for the annual Great Spring Hardware Sale are March 29 through April2l.

Sponsored by the National Retail Hardware Association, the promotion will be aimed at the do-it-yourself customer. National multi-media advertising including tv and customer incentives will be used by participating manufacturers.

Schlage Lock Co., Black & Decker and the Cooper Group are among those taking part.

Update for Hardware Show

A new look is being created for the 1984 Hardware Industry Week/National Hardware Show which will open Sunday, Aug. 12, in McCormick Place West, Chicago, Il., and Monday, Aug. 13, in McCormick Place.

Hours have been changed with McCormick Place West opening Sunday, through Wednesday at 8 a.m. and McCormick Place opening at 9 a.m. Monday through Thursday, closing at 3 p.m. on the last day.

To alleviate crowding, exhibits will be curtailed in crowded areas and additional amenities such as restaurants will be provided.

The New Products Exposition on the Mezzanine Level of McCormick Place West will be expanded by some 2090. The Retail Concepts Center, a popular feature at the Winter Hardware Show, will be repeated in an updated form on the lobby level of

wholesalers and their suppliers.

A comprehensive range of exhibits, business management seminars, special information centers and educational display centers contribute to the unique industry status of the National Home Center Show.

The Home Center Leadership Council champagne breakfast, Tuesday, March 12, new this year, will induct the first members of the new "Home Center Hall of Fame."

Established as a national leadership recognition program for the home center industry, the Home Center Hall of Fame and the Home Center Leadership Council are designed to recognize contributions to home center retailing by in-

dividuals within the home center industry.

Home Center Hall of Fame

Richard England, board chairman of Hechinger Co., Bernard Marcus, board chairman of The Home Depot, and George L. Milne, home center industry consultant, were selected by the Home Center Leadership Council to be the first inductees into the New Home Center Hall of Fame during ceremonies at the 9th annual National Home Center Show.

The show is a sell-out, having no more exhibition spaces says Vance Publishing Corporation, show sponsor. More than 1,300 exhibitors will be featured.

McCormick Place near the Lawn and Garden Division.

The Hardware Industry Week Advisory Council, which includes the Chain Saw Manufacturers Association; National Lawn & Garden Distributors Association: Home Center Institute. National Retail Hardware Association; National Wholesale Hardware Association; Hand Tools Institute; National Building Materials Distributors Association and Southern Wholesale Hardware Association. have selected topics for nine seminars. These programs will be offered on Sunday afternoon and Monday and Tuesday mornings and afternoons during Hardwood Industry Week. Among topics selected are the automotive aftermarket; building traffic for lawn and garden; retail pricing and the advantages of buying American.

Jerry Barton, president and chairman of Belknap, Inc., will be the keynote speaker on Monday.

Adhesive Market Expands

U.S. consumption of adhesives and sealants will expand by 6090 climbing from 9 billion pounds to nearly 15 billion pounds in 1995.

According to Predicasts, Inc., this demand increase will be coupled with a trend toward more expensive, high-performance adhesive and sealant formulations. The result will

be a four-fold jump in the market's dollar value, from $6.5 billion in 1982 to $25 billion by 1995.

Wood and construction market demand dropped l39o between 1977 and 1982 as a result of the recession and the decline in the housing industry. Standing at approximately 2 billion pounds in 1982, adhesives and sealant consumption in this sector will be restrained by the saturation of most wood markets, and growth will hinge on increases in wood product demand. Construction adhesives, despite less than spectacular gains in the construction industry itself, will register strong long-term increases of nearly 790 annually as they expand into new applications. Predicasts targets adhesives used in wood and construction markets at 3 billion pounds in 1995, representing an annual increase of just over 390.

Olympic Torches Being Made

An estimated 11,000 torches will be manufactured by Turner Industries Inc., Irwindale, Ca., for use in the 1984 Summer Olympics Games torch relay.

Turner was the designer of the relay torches used in the 1980 winter games. This summer's relay will be the longest in history, covering over 19,000 kilometers (12,000 miles).

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Boke Cascade has remodeled and remerchandised stores in ldaho Falls and Pocatello, Id., and Oceanside, Ca....Payless Cashways plans to open 18 new stores in fiscal '84...Pay 'n Pak, Kent, Wa., which has completed remerchandising of about half of its 100 stores will open a new warehouse concept store in Honolulu in April...

Lumbermen's Homes, a div. of Lumbermen3, Shelton, Wa., will build a model home at the new Lumbermen's store in Redmond, Wa...Lumberjack held grand openings for a new store in Fresnon Ca., and a Clovis, Ca., unit which changed its name from Furrow Building Materials to Lumberjack...

Ole's will open its 36th store in Cerritos, Ca., this spring as a clone of the warehouse unit opened in Rialto, Ca.,last fall; existing stores are being remodeled to the same look; Ole's proposed acquisition of Neiman-Reed, Van Nuys, Ca., has been called off...Price Co. will open a Price CIub in Albuquerque, N.M., this year...

84 Lumber plans to build a 31,?M sq. ft. unit in Rancho Cucamonga, Ca...Payless Cashways has formed District 17 including two Tucson, Az., stores, three Wood Brothers units in the same city and an El Paso, Tx., Payless...United Buildins Supply and Home Center, Eagle River (Anchorage), Ak., has moved next door into new 16,000 sq. ft. quarters...

National Lumber is opening a store early this ilo., at ll00 Jefferson Blvd., Culver City, Ca., Curtis Allen, mgr... Openings will follow in Covina, Ontario, San Bernardino, and Fullerton, Ca... Village Lumber Co., Cambria, Ca., plans to construct a 2,800 sq.

ft. addition to its existing sales facility...Grongeville Lumber, Grangeville, Id., is updating its existing facility and expanding with a 5,000 sq. ft. addition...

Copeland Lumber, Enumclaw, Wa., plans to build a new 3,600 sq. ft. retail store on its present site after demolishing the present facility; an existing warehouse will be retained and augmented with a new 6,000 sq. ft. warehouse...

Westlake Forest Products Inc. has moved from Woodland Hills to Chatsworth, Ca...Jasper Drying & Milling, Inc. is operating at the former All American Stud Mill location, Jasper, Or., Ron Breedlove mgr...Lokewood Forest Products is a new Cerritos, Ca., firm opened by Brad Fee and Fred Molter...Tradewest Hardwood Co.is a new Manhattan Beach, Ca., firm with yard facilities at Rancho Dominguez on the site of the old E.J. Stanton yard...

Jerry Guin has formed .I.1. Guin, Inc., a wholesale-retail outlet, in Redding, Ca...Eugene-Willamette Lumber Co., Eugene, Or., has closed its Santa Ana, Ca., office...Pollatch Corp., San Francisco, Ca., will close its sawmill and planing facilities at Kamiah, Id...

Super Tel, Inc., has moved into new corporate Hq. in the City of Commerce, Ca,..Riedel International, Portland, Or., has acquired Pioneer Sand and Gravel, Seattle-Tacoma, Wa., from Lone Stor Industries, Inc., for more than $15 million...

Southern Pacific Transportation Co.'s Pacific Motor Trucking Co., San Francisco, Ca., has closed its less-Thon-Truckload trucking div...the proposed merger of Norfolk Southern Corp. and Consolidated Rail Corp. would create the largest rail system in the U.S...

Performance Coatings, Inc., Ukiah, Ca., sales agent for the Penofin line of wood finishes, has purchased control of the Penofin company thru a leveraged buy out, is constructing a warehouse in Ukiah for its products and plans to start construction of a factory there later this mo. to produce the products.

C h an dler Corp. has reorganized its Woodland and Fontana, Ca., facilities to put more stress on commodity item sales; Woodland has dropped specialty items and, like the Phoenix, Az., distribution center, undergone extensive personnel changes...

Manville Corp.'s bankruptcy petition has been upheld by a federal judge, tho a major co. victory, further appeals are possible ...a fed. judge ordered the Northwestern Pacific RR on Jan.27, to have 165 miles of the RR currently closed between Eureka and Willits, Ca., open and operating within 30 days; his decision is being appealed...

Diehl Lumber Products, Salt Lake City, Ut., has celebrated its 26th anniversary...Falk Morketing Group has moved to 2712 N. 7rh St., Phoenix, Az. 8S0[6...The National Associotion of the Remodeling Industry will move its Hq. to Washington, D.C. this spring... The Lumber Merchant's Association of Northern Califarnic is reestablishing its Young Westerner's Club with an active schedule of events planned...

Housing stqrts in 1983 totaled 1,703,100 units, up a smashing 60.390 from abysmal '82 when starts hit a 36 year low...final Dec. figs (latest) show a 590 drop from the previous mo. (not bad considering record bad weather in much of the U.S.)...rhe home builders assn. now predicts Tx., Fl. and Ca. will account for 37.4V0 of all starts this year...

Dec. figs. show single family starts declined 11.490 while multiple dwellings pipped up a scant 0.990...bldg. permits last mo. fell 2.39s from Nov...geographic breakdowns for '83 show staris in the West were up an amazing 8690...

Poxy coat, an outstanding protective coating, is used on roofs to seal nail holes, and provide a seamless one piece surface that actually expands and conlracls with weather changes. Guaranteed for lo years, it reflects heat and lor'vers interior temperatures by l5-2Oo.

We'reso impressed with this revolutionary product we have become a Proxy Coat dealer. we can now offer this excellent product lo you for all your interior and exterior coating and surfacing needs. Call today.

This combination office and storage facility in the new contractor sales yard at the Home Lumber Co., San Bernardino, Ca., was built bY San Antonio as part of a five phase expansion program. we also are usin$ Pole construction for enlarging their retail yard facilities and constructing a complete 25,OOO sq.

ft. home center in Victorville, Ca. We desi$n and build functional, durable. attractive pole buildings to meet individual needs.

Call San Antonio for all your construction needs. You'll be pleased with our quality work, efficiency, dependabilitY, economy anc versatility.

(2r3) 694-ft:i6l

(7141529-779()

llritnch:

(916) 47r]-sri{rl

Your Sights QUALIT

GALTNDAR

FEBRUARY

Lumber Jills - Feb. 13,5:30 p.m., The Ctossing, Vancouver, Wa.

Portland Chamber of C.ommerce Forestry/Wood Products Committee - Feb. 15-16, Forest Products Outlook Conferene, Western Forestry Center, Portland, Or.

Wood Moulding & Millwort Producrcrs - Feb. 15-17, Newport Beach Marriott, Newport Beach, Ca.

Young Lumbermen of Arizona - Feb. 1& educational seminar, Spellman Hardwoods,4645 N. 43rd Ave., Phoenix, Az.

Oakland Hoo-Hoo ClubFeb.21, ladies night and crab feed, Pacific Fresh, Alameda, Ca.

Phoenix Hoo-Hoo ClubFeb.2l, Dobson Ranch, Mesa, Az.

Mountain States Lumber & Building Material l)ealers Association - Feb. Z, marketing and advertising seminar, Carl Dill, Salt Lake Sheraton, Sdt Lake City, Ut.; Feb. 2t- Travelodge North, Denver, Co.

San Joaquin Valley Hoo-Hoo Club - Feb. 25, "Annie," Roger Rocka's Good Company Music Hall, Fresno, Ca.

Montma Building Materials Association -Feb. ?5-2E, convention, Holiday Inn-West, Billings, Mt.

MARCH

California Lumber Inspection Service-Mar. 5-7, grading seminar, Stockton Inn and Haley Bros., Stockton, Ca.

International Hardwood Products Association-March 6-10, 28th annual convention, The Newporter Inn, Newport Beach, Ca.

National Home Center/Home Improvement Congress & Exposition-March 11-14, McCormick Place, Chicago,. Il.

Lnmber Jills - March 12, 5:30 p.m., Western Forestry Crnter, Portland, Or.

National Lumber and Building Materisl Dealers AssociationMarch 13-15, l2th annual Conference with Congress, Hyatt Regency Hotel, Washington, D.C.

Western Wood Products Association-March ili-16, spring meeting, St. Francis Hotel, San Francisco, Ca.

Inland Empire Hoo-Hoo Club - MaIth 16, dinner and speaker, Prado Country Club, Chino, Ca.

Phoenix Hoo-Hoo Club - March 20, Scottsdale Country Club, Scottsdale, Az.

Forest Industries Clinic and Machinery Show - March 2l-23' Memorial Coliseum, Portland, Or.

Oakland Hoo-Hoo Gub - l\darch n,Bill Fishman speaking on sales and merchandising, Antonino's, Hayward, Ca.

APRIL

National Housewares Mgnufacturers Association - April t-12, 80th International Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Forest Products Research Society, Pacific Southwest Section' Apr. 11-il1, Spring meeting, Stockton, Ca.

Phoenix Hoo-Hoo Club-Apr. 17, McCormick Ranch, Pine Course, Scottsdale, Az.

North American Wholesale Lumber Association - April A-21 , 92nd annual meeting, The Greenbrier, White Sulphur Springs, W.V.

Woodwork Institute of California-Apr. Xi-2E, 33rd annual convention, Santa Barbara Biltmore, Santa Barbara, Ca.

We specialize in:

Redwood lumber products and hard-to-get items.

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:

HOME GTLNTEM

MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

'| 1650 lberia Place San Diego, Ca.92128

This column is the last of two dealing with ways of reaching the d o- i t -y ou rse lf cus I o mer -ed.

DISCLAIMERS

For many unsubstantiated reasons, building material and home center advertising is packed with disclaimers. They disclaim:

. Printing errors

r Adequate stock on hand

r The accuracy ofthe product illustrations.

r Sale prices subject to change without notice.

r The obligation to sell ad items in quantities.

These disclaimers offer no legal protection, nor do they avoid the moral obligation to treat your customers fairly. Most companies that run disclaimers in their ads never have a need to exercise them. Yet their disclaimers discourage shoppers. They say to a customer "you may have to make more than one trip to buy what we advertise and we may not mean what we say in print."

The printed disclaimer should be positioned behind a manager's desk and presented to a customer if and when needed.

to the mothballs for another 15 years or so. It's no wonder. The ROI is marginal when you consider the net dollars, drain on available co-op funds, and the burden in time and labor required by the buyers, vendors and loaned-out store personnel, Maybe the efforts have been reassigned to new store openings!

DON'T SCARE'EM OFF!

Major chains are now printing their own "how-to" pamphlets rather than just imprinting the ones available from stock sources. Personalized pamphlets serve two purposes.

(1) They avoid me-too-ism.

(2) Most stock pamphlets are too detailed. By showing how to overcome every contingency they frighten off all but the most dedicated d-i-yer. Pre-sale pamphlets should encourage occasional do-ityourselfism by showing how easy it is (three easy steps: measure - cut - install). The more exact details should be included in the packaging of the products used in the project.

in the newspaper ads, radio & tv spots and changeable bulletin boards reflect "here's what's playing this week" at the shopping site. Developers are writing promotional schedules into their store leases. Home centers and building material dealers should now be taking advantage of their ability to pinpoint their market and attract customers with demonstrations and clinics.

TRACKING CUSTOMERS

Customers are being asked for their zip code at the point ofpurchase. The cashier punches the information into the register for the computer to track traffic by total dollar purchase, total number of items, product categories in dollars and units, time of day shopped, etc. This information is invaluable for directing advertising and sales promotion efforts and determining merchandise mix by geodemographics.

RED, ORANGE & BLUE

Store color identification is catching on big again. Red appears to be popular with food chains and discount houses. Orange, a color identified with Grossman's for a few decades, has now become the color symbol of many home centers and warehouse operations including Home Depot and Home Pro. Hechinger's merchandises blue.

PROMOTION! PROMOTION! PROMOTION!

In each chain the color theme is dramatically carried through the entire store. Signing, interior walls, store light fixtures, fixturing and shelving, even shopping carts, are matched to the store color.

RETAILER'S OFF PREMISES SHOW

Off premises shows, the ones where retailers rent the downtown annory or sports arena for a 3-day home show, seem to have gone the way of the idea house in-

Remember when the three most important elements of retailing were "location, location, location"? No more! Today the cryis "event! event! event!" Department stores and shopping mall merchant associations are creating activities to pull in traffic. Their promotions as reflected

WSELffi

"Neighborhood Watch" meetings are be

ing held in schools and homes in local communities. The police are represented to answer questions, show films, offer meaningful procedures and describe recommended security hardware!

Try this: Contact your Neighborhood Watch organizers and the police departments. Offer to create a "security hardware package" to their specihcations and print handout material with a redeemable discount coupon for all those who attend

the Neighborhood Watch meeting.

FINDING GOOD PEOPLE

In all of retailing there is a shortage of good people on the merchandising executive level and in the sales support area. Department stores used to look for graduates of the Macy's or Federated execu-

tive training squads. These programs seem to be gone.

In the formative days of the home center industry, key execs used to be recruited from Sears and Wards. Later, Forest City, Wickes, Channel, and Lowe's became the schools.

Look for your next crop of management people to come from the Grossman's, Home Depot and Payless Cashways ranks.

NEWS

CHUCK LINK executive director

ONGRATULATTONS to Bob

Kerr who was installed as 1984 WBMA president at our 80th annual convention in Portland. Bob has been an active member for many ye.us and during his term as vice president, he clearly showed he likes to be involved. The association is in good hands for 1984.

He has been in the lumber business since 1947 except for three years in the U.S. Army in Korea. He and two sons, Tom and Steve, own and operate Kerr Ace Hardware & Building Materials in Brookings, Or.

Bob has served three terms as mayor of Brookings, l6 years as fire chief, was chairman of the council of government for two years and is on the airport development committee.

Other officers installed were Cecil Cleveland, Valley Best-Way Building Sup-

ply, Inc., Spokane, Wa., and Bob Perris, Capital Lumber Co., floise, Id., vice presidents.

Sincere thanks to outgoing president Merlyn Jolley. In his quiet and effective way, Merlyn represented WBMA through a highly successful ye:u of activities and accomplishments. We express sincere thanks and appreciation to him for the effort and time he devoted to association affairs throughout the year.

Retiring directors Gerald Billington, Chuck Cain, Ken Marson, Bob Perrin, Dick Reiner, Dale Stockton and Jeff Swan were presented service plaques in appreciation of their service to the industry and WBMA. A special appreciation plaque was presented to past WBMA president Chuck Shafer for his six years as a trustee on the WBMA insurance and pension trusts.

The 1983 Convention will probably be best remembered for the very practical and useful content of the business programs. Attendance was good. Everyone en-

The Merchant Magazine

thusiastically participated in "Teaming Up For Tomorrow" in all the events at Red Lion Inn-Lloyd Center and the excellent exhibits of 94 firms at the Building Products Showcase and Buying Show at the Portland Coliseum Exhibit Hall.

Our special thanks go to convention chairman Bill Winfree and his committee, to Young Westerners president Bob Jacobsen and YWC members for their help in the program and prize drawings, to Quick Pitch Moderator Mike Zagone and all the participants. Everyone did a great job. On behalf of all WBMA members we sincerely thank all exhibitors and cooperators for their wonderful support. We urge all WBMA members to show appreciation to these fine firms.

The $300 WBMA gand prize went to Jim Duncan, Frontier Cash & Carry, Bend, Or., and the $150 second grand prize winner was Gladys Mattson, Logan Lumber Co., Seattle, Wa. A special prize drawing was arranged by WBMA director Ken Nyce and Thomas Iseri Produce Co., Ontario, Or.four 25# bags of #l Jumbo Gentle Giants Sweet Spanish Onions. The winners of these "cream of the onion crop" were Jerrie Sylvester, Pete's Lumber, Seaview, Wa.; Ed Pierce, Hoff Building Center; Phyllis Erickson, Bayview Lumber Co,, Hoquiam, Wa.; Sandy LaMarr, Fort Jones Lumber Yard, Fort Jones. Ca.

ltrElNEWS

HARRY MENDENHALL executive vice president

ffEnf are some agencies that offer I to collect claims in settlement of the plywood antitrust suit for you for a fee. The courts have awarded damages and claim payrnents to involved dealers have been predetermined by a plan submitted by the attorneys and approved by the courts. An individual letter will be sent to each dealer involved indicating a specific amount. Builder Marts of America has announced that they are offering to collect for you. There is no reason to accept their offer since the amounts of settlement are already set, and it is only a matter of processing the administration.

Our National association has written six grading agencies and expressed concern about the increasing number of "concealed shorts" in bundles of lumber some dealers are receiving from their suppliers. The "nesting" practice is becoming more critical due to the increasing use of computers in today's business operation. The insertion of bundles of lumber which contain "shorts" into computers will reflect inaccurate inventory figures. National has asked the various grading agencies for their recommendations for eliminating the practice.

March 13-15, our LMA legislative task force will travel to Washington for the Conference with Congress to meet our representatives face-to-face on current issues affecting our industry and business. We need your support. We represent all dealers in the association, and there are 22 Congressmen and two senators we must visit. We can't do this big job unless we have dealers interested in continuing to make a living from their business. Plan to make the trip with us. And while you are in Washington take time to visit the many interesting museums, shrines, monuments and archives.

We have received the initial dividend for the 1982 insured year. The dividend amounts to 360/0, but because of the lower overall performance of the group there will be no bonus. Dividends will be paid out based upon the individual company performance. Dividends will be paid after the first of the year since it will be a little while before computer printouts are made for dividends.

The association has renewed the group Workers Compensation Insurance with State Fund for the 1984 insured year. The Association Trust has an established policy that in order for a dealer to receive an earned dividend from the group the individual firm must be a member of the association and a member of the group Workers Compensation Insurance Program at the time the dividend is paid. It is also an established policy that certain administrative fees required to operate the program will be deducted prior to payout to dealers.

WHAT'S HAPPENING?

Keep us psted, on your club or group's upcoming meetings. But be sure ond su,bmil them at leasl, seaen weeks belore the euent to make sure there will be time to list them in an issue in circulatinn belore the big day lwppens.

guo;litg Prloduets

Ponderosa pine Douglas fir Sugc;r pineWhitefir

Our qr:'atitg lumber co:n be tnilored to gour exact specificafions: rougt\ S2S or S4S, greet\ air dried or kitn drted- We co;n ship bg truck and. trailer or bA ro:iL

WYOMING

STATES

FRED CARUSO executive secretary

llnvnN DEALER and suPPlier Emembers met recently to brainstorm the subject of education and training. They determined that employee training and the use of our own members as teachers and seminar leaders are important items in planning education programs in the coming year(s).

George Gotto, Lamar Building Material Supply, Lamar, Co., said that we need to learn how to motivate and reward our employees in ways other than more money. Employees need maintenance to keep going. Ed Kraich, Alpine Lumber, Louisville, Co.,said, "We need to train our employees to survive."

Tony Tiemann, a retired manager from Everitt Lumber Co. in Greeley, Co., said that untrained and poorly trained em-

ployees are a waste of people and talent. Tiemann described the basic education program he is conducting on a part-time basis for Everitt's. Entitled, "How to Talk

Like a Lumber Pro," his program endeavors to impart "initiative, enthusiasm and product knowledge" to beginning employees one-on-one in small groups. He uses edsting materials such as La Belle film tapes and product brochures.

The plan for holding "management retreats" in Utah and Colorado in the late spring was announced. The format of the meetings will be part social and part educational with an emphasis on round-table idea exchanges and a structured seminar. Gotto suggested, and it was agreed by others, that we come up with our own resource people to lead the discussions rather than hiring expensive outside "experts. " He also suggested that meaningful spouses' programs should be offered at all meetings and conventions. Many wives are partners in the business and others are in-

LUMBER SALES HAMPTON INDUSTRIAL

WE DOAGOMMONTHING UNCOMMONLYWELL

terested in the issues in the lumber business.

In addition to those named, Kaj Lauridsen, Alpine Lumber, Louisville; Mike Cundiff, ABZ Lumber, Denver; Jack Curnow, Denver Reserve Supply, Denver; Dale Stinton, Ackley Building Center, Brush; Herb Deines, Deines Lumber, Loveland; Dave Joseph, Computer Systems Dynamics, Denver; Larry Schwarz, Statewide Trucking, Englewood, and Gary Goodman, J.W. Metz Lumber, Arvada, attended the Nov. 17, meeting in Denver.

"I want to change these tools. They're mode by some company called Metric and they don't fit the nuts on my car."

The Merchant Magazine

Wholesalers' Annual Meeting

North American Wholesale Lumber Association's 92nd annual meeting will be held April ?A-27 at the Greenbrier, White Sulfur Springs, W.V., focusing on the theme, "New Horizons."

I

T Specialists in framing and cuttings -all western species. Backed by comPany timberlands and sawmills, remanufacturing and custom milling.

I Outside mill sales contracts exceed 300 MBF annually.

I Technical expertise and financial strength to buy from all sources.

I Size fosters flexibility and service' I #1 in lumber wholesaling.

(503) 297-7691 TWX 36-0355

9400 S.W. Barnes, Portland, Or.97225

The program will feature Art Holst, a former National Football League official, who uses football stories for a presentation on motivation; Dr. William C. Fruend, senior v.p. and chief economist of the New York Stock Exchange, presenting an analysis of financial markets and a forecast of business conditions; James W. Norris, Arthur Andersen & Co., speaking on strategic planning in the '80s for forest product wholesaling. The program will feature three panels of professionals covering computerizjition, transportation and company succession.

rlt wRrillrG?

Yep. In writing.

That's how we zuarantee L-P Outdoor's Wood.

And we guarantee it for thirty fullyears.

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

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

So guarantee satisfaction for your customers. Stock L-P Outdoor

Wood. It's quality Hem Fir or Pine available in natural green tone or handsome pre-stained Cedartone. Each piece is labeled with our guarantee.

Call now Louisiana-Pacific Corporation. Distribution Centers: Fremont, CA (415) 657-6363; Rocklin, CA (916) 624-4525: Los Alamitos, CA (7I4) 827-5520. I'lill Sales: Ukiah, CA (707) 468-0272.

Whether your job is as ornate as the famed Carson Mansion in Eureka, ci., o" is plain as a dog 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 anv qrratttitv vou need. If we don't have it, we can make it'

Jusi ask. A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A Also please inc[uire on clear Douglas Fir and Hardrvoods.

Washington Retailer Expands

Lumbermen's, Shelton, Wa., has started construction on their l4th Home Improvement Building Center. It will include approximately 20,000 sq. ft. of main retail space and an additional 10,000 sq. ft. of merchandised warehouse area. Opening is scheduled for March.

Situated on 4Vz acres it will be twice the size of any existing Lumbermen's building center outlet.

The facility will feature a drivethru customer service area and will incorporate self-service merchandising. Retail space will be devoted to electrical, plumbing, general hardware items, hand and power tools, paint and sundries, floor covering, cabinets, appliances and woodstoves, as well as a wide selection of lumber, plywood and building materials.

It will service the needs of the doit-yourself homeowner, in addition to the commercial contractor and residential home builder. Lumbermen's Homes, specializing in shell model and leisure home construction, will also erect a model home on the site.

Lumbermen's is owned by the Lanoga Corp., the parent company for three building material divisions: Lumbermen's, in the Pacific Northwest; Spenard Builders Supply, in Alaska; and United Building Centers, throughout the Mid-West and Rocky Mountain states.

The new store will employ 25-30 people.

Lumber Grading Seminar

California Lumber Inspection Service will conduct a three day seminar on the grading of moulding and shop type lumber, March 5-7 at the Stockton Inn and Haley Bros., Stockton, Ca. Cost for the one day of classroom instruction and two days of hands-onexperience is $100, not including lodging.

tors. Their oractical celerate training and

knowledge helps acdevelopment of young

\[bve thesoods onthe State!

With sheathittg and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Mllametre's ready to fill your orders for rop qualiry shearhing at Berth l?7 in Wil. mington. Located in the Bay Areal You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathine 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. Weill have rhe goods on our dock, ready for your prompr pick-up. \Vhat a way to save time and save some green in the Golden Srare!

Phone us today at 503-926.7771.

Willamette Industries. Inc.

Lumber and Plywood Sales Division

Albany, Oregon 97321

503-926-7771

NAWLA Marketing Seminars

North American Wholesale Lumber Association wood marketing seminars to assist wholesalers in training people and providing them with the differential needed for success will be presented in both the Southeast and Northwest regions of the u.s. this year.

The southeastern program.will be presented Oct.2l-26 at the UniVersity of Georgia in Athens. Oregon State University will once again host the Pacific Northwest region program on June 10-15.

NAWLA education committee cochairman Larry Humphrey, Humphrey Lumber Co., Tacoma, Wa., says that learning the lumber industry is what NAWLA's wood marketing seminar is all about.

A faculty made up of principals from the membership and educators from forest products departments of outstanding universities plus representation from NAWLA's staff creates a classroom curriculum including the study of timber resourc€s, species, manufacturing and grading.

Students attending this in-depth training program learn industry nomenclature, lumber arithmetic, industry ethics, claim handling, contract writing, futures trading, credit, collections and transportation for both direct and distribution center wholesaling. Sales and marketing with prospecting, selling and a telemarketing lab are included.

Enrollment is limited with registration accepted on a priority basis from member firms. Tuition per NAWLA enrollee is $750 including pre-seminar study materials, tuition, field trips to mills and the woods, seminar literature and room and board on campus. Non-member mill and wholesaler personnel may register on a space available basis for $900 per person.

Forty students are enrolled or planning to enroll for the University of Georgia session. Thirty-one are enrolled or planning to enroll for the Corvallis school. Registration is handled by the North American Wholesale Lumber Association, 2340 S. Arlington Heights Rd., Suite 680, Arlington Heights, Il. 60005. Telephone (312) 981-8630.

W00D MARKETII{G seminar conducted bv North Arnerican Wholesale Lumber Associal tion stresses using professionals as instruc-

lumber sales people.

This sprading, bustling Sunrise plant is locaied in Spokane, Washington. Wtfr its hugo capacity (rnore than S),m0,m ft. annually) it poduces Sunrise appear€rnce lumber, the one nationdly recognized brand of wwd products spcially graded and Prodrced forte l'lonre Cent€r rnarket. The modem, cost-effrcbnt Plant

allorys for meaningful economies in producing a superior product of consistent quality.

$unrise Forest Producls Co. is a national orqanization. As a result of a recont mer96r, Pan Lumber Co. of Ghino, California is a subsidiarv. Sunrise maintiainsbranch offices in Centrill and Southern California and di$ribution centers in Oregon and Califomia as well as this cutting plant in Spokane, Wbshirgton.

Haaquartcrs: PO. Box 1S)0

Lake Osrego, Oregon 97034

(503) 684-2621

ToS free 8OO-547-1771

SoutlrmCallfornla: CentralCallfomla: PO. Box729 PO. Box 529{

Fallbrook, CalitiDmia 92028 Modesto, California 95352

(619) 7284s45

(209) s21-6890

Parr Lumber0ompany PO. Box 989

Chino, Cafilornia 917'10

(714) 627.09s3

{213) 6?4-18€1

One of swen con mlssloned pairrtings ot vadw$ Sunriae fo,citltiea by Pottland aftist Doug Noxandet

Redwood Selling Campaign

California Redwood Association's advertising and publicity are generating interest in indoor remodeling projects and demand for architectural grades of redwood including clear all heart, clear, B grade and finger-jointed redwood.

CRA will help dealers with their own redwood promotions by providing color or black and white photography for print and television advertising, redwood ad slogans, scripts for radio commercials and "Build Better With Redwood" banners for store display.

Two new pieces of literature help dealers boost sales and educate their customers.

Clear All Heart Redwood is an all-new, color information sheet which describes the finest grade of redwood available and shows its many uses. This sheet describes uses, application tips, finishes and offers specification details. Illustrations show residential and commercial applications inside and out.

Finger-Jointed Redwood Data Sheet is a revision of the earlier data sheet. Up-to-date technical information is combined with new photos to describe the advantages of fingerjointed lumber.

Dealers with questions, can contact Chris Grover, California Redwood Association, 591 Redwood Highway, Suite 3100, Mill Valley, Ca. 9494r. (415) 381-1304.

New Fenestration Trade Show

A trade show for manufacturers and fabricators of windows, doors, entrances and other fenestration products, Fenestration World '84, will be held at the Kansas City Convention Center, Kansas City, Mo., July 25-27, under the sponsorship of Interglassmetal Corp. The National Woodwork Manufacturers Association and the Architectural Aluminum Manufacturers Association are endorsing the industrial/trade show.

Building Product Promotion

Expanded services including market planning, promotion program development, regulatory agency liaison, technical writing, brochure development and trade show consultation, primarily for building products accounts are being offered by GrayMatthews Associates, Inc., Seattle, Wa.

Relta Gray is president of the organization formerly known as Relta Gray Associates. Dean Matthews, formerly with Simpson Timber Co., continues as vice president.

A Wide Range of Redwood products Distribution Yard

Direct ldliittro*ents

INF0RMATI0N sheets from the California Redwood Association combine technical and applications information to help dealers boost sales and educate customers.

Weverhaeuser is commitfed to First Chbice Qervice every step of the way Noexceptioh.

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occur, we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

@ Copyright 1983 Weyerhaeuser Company

WEYERHAEUSER CUSTOMER SERVICE CENTERS: ARIZONA

Phoenix: (602) 269-3541

CALIFORNIA

Anaheim : (7 1 4) 77 2- 5880

Fontana: (714) 877-6100

Fresno: (209) 486-6221

Hayward: (415) 786-1 700

the same demanding requirements, lf it comes fromWeyerhaeuser, you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating thei r needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred supplier. Your respect is Weyerhaeusers top priority. We will never take it for granted.

Long Beach: (213) 436-8475

Los Angeles: (213) 748-5451

Sacramento: (916) 371 -1000

San Jose: (408) 297-9451

Sepulveda: (213) 894-4015

COLORADO

Denver: (303) 433-8571

OREGON

Eugene: (503) 461-0500

Portland: (503) 646-061 1

UTAH

Saft Lake City: (801) 972-5525

WASHINGTON

Seattle: (206).854-3550

V9eyerbaeusor

Ken Moriarty is now regional sales mgr. for Simpson Extruded Plastics in Az., N.M. and parts of Nv. and Ut., according to Ron Stevens, marketing mgr., Eugene, Or., reporting to Jerry Hollander, sales mgr.

Jay Steiner, Payless Cashways, has joined Knox Lumber, St. Paul, Mn., as a director,

Jack Nicklaus is now the spokesman for Johns-Manville fiber glass shingles, according to John B. Dorsey, v.p. and gen. mgr. of the building materials marketing div., Denver, Co.

Dave Marshall. Ganahl Lumber's architectural mill, Anaheim, Ca., and his wife, Delia, are parents of a daughter, Lisa Diane, born Jan. I, 12:35 p.m., weighing 6 lbs., 5 oz. and measuring l8t/2" long.

Russ Fryburg is now in sales at Seneca Sawmills Co., Eugene, Or.

Howard Hofmann, formerlY Western Wood Products Association western regional mgr., is now assistant mgr. of the field services dept., based in San Jose, Ca., according to Vic Riolo, mgr. of field services.

Harold Fay has'. joined Boise,, Cascade, Portland, Or,, in lumber sales.

Dale Mahlum, Coast to Coast, Missoula, Mt., Dave Burt, Lewiston O.K. Hardware, Lewiston, Mt., are new board members of the Montana Hardware and Implement Association.

Rob Maple, pres., Maple Bros., Inc., Brea, Ca., is a new director of the National Sash & Door Jobbers Association.

Craig Kincaid, Robert S. Osgood, Inc., Los Angeles, Ca., had a small part as a surfing policeman in the recently released Surf II movie, now showing at your local theater.

Jim Kronenberg, partner, Hulbert Lumber Co., Newark, Ca., and his wife are parents of a son, Cory James, born on Jan. 9, 1984, weighing 7lbs. 2 oz.

Donald L. Meyers is the new sales rep for Andersen Corp., in the Pacific Northwest and Alaska.

Dick Winkler, pres., Laminated Timber Services, Ontario, Ca., has been reelected pres. of the Fraternal Order of Whale Watchers, according to an occasionally reliable industry source.

Donald Chase is now lumber sales mgr. for Alpine International Corp., Portland, Or.

Richard Wilhelm is the new v.p. of human resources at Plum Creek Timber Co., Inc., Seattle, Wa., according to David D. Leland, pres. and c.e.o.

The Merchant Magazine

Bob Kincaid, former editor and Publisher of the Southern Pine Bulletin, is setting up an office as tech rep. for the Western Wood Products Association and the Southern Forest Products Association in London, England.

Harvey Knapp is now in sales at Fallow Forest Products, Lake Oswego, Or.

Dave Greene has joined sales at Old Town Lumber and Millwork, Inc., Folson, Ca.

Vic Riolo, Western Wood Products field service mgr., Portland, Or., is recuP erating at home, 12310 N.W. McDaniels, Portland 97229, following quadruple bypass surgery.

Richard "Rich" Bilby is now industrial sales mgr. for the lumber operations of Southwest Forest Industries' Pacific Northwest and Rocky Mountain divs., based in Phoenix, Az., according to John T. King, gen. mgr., lumber sales. He succeeded Ken Johnson who has left the co.

Al Ryan has rejoined Louisiana-Pacific in sales at their remanufacturing plant at Red Bluff. Ca.

Kenneth D. Brown has been named gen. mgr. of Kellogg Lumber Co.,Denver, Co., according to Walter E. Kellogg Jr., pres. He had been district mgr. for Diamond International's Boulder, Co.. div.

Gayle Kretzmer is now So. Ca. sales rep for the Lasco Div. of Phillips Industries Inc., Anaheim, Ca.

Rolando Lrrmber Co Inc.

February,1984

Dave Walton is now with ThompsonMcKinnon, San Francisco, Ca., a securities firm. Dave had been with Paramino Lumber Co., San Francisco.

Herbert Hast, Sr., Hast Lumber, Commerce City; Walter Kellogg, Jr., Kellogg Lumber, Denver; William "Bill" Lewis, Everitt Lumber, Fort Collins; Basil Slavens, Slavens, Inc., Cortez; L.A. Stookesberry, Economy Lumber, Denver, all Co.; Wilbur Mead, Mead Lumber, Cheyenne, Wy.; Earl Peter, Ranchero Builder's Supply, Belen, and C.B. Woodward, Jerry Woodward Lumber, Las Cruces, both N.M., have been named honorary life members of the Mountain States Lumber and Building Material Dealers Association, according to Fred Caruso, exec. v.p.

Eric Peterson, DBr., Lumberjack, Auburn, Ca., has been named mgr. of Payless Cashways' district 17.

Hal Smith, pres. and c.e.o., Homeowners, Gardena, Ca., has become a partner in the chain, according to Louis Share, founder and chairman.

Jim L. Capponi is now divisional mgr. at Palmer G. Lewis Co., Auburn, Wa.; Jim Lang, new mgr. of industrial sales, replacing Phil Harris who has retired, is being replaced as mgr. of the Kenmore, Wa. branch by Jeff Aiken.

Jack Tweddale has been appointed pres. and c.e.o. of Super Tel, Inc., Los Angeles, Ca., by Ron Lye, chairman.

George E. Smith is now v.p. oftraining at Pay 'N Pak, Kent, Wa.; Don Poier, director of public relations; Roger McCracken, DC mgr., Hayward; Ron Ardissone and Mike Kackal, purchasing, Hayward; Paul Murphy, mgr., Medford, Or.; John Sauer, mgr., Las Vegas, Nv.; Doug Williams, mgr., San Jose, Ca.; Vince Alfano, mgr., Wheat Ridge, Co.; Patty Lay, mgr., Denver, Co.; Allen Bowhay, mgr., Cheyenne, Wy.; Curtis Wolfgang, mgr., Vancouver, Wa.; Joe Beitman, mgr., Chico, Ca.; DonConklin, mgr., Lewiston, Id., John Crater, mgr., Bend, Or.; Mose Rabon, mgr., Aurora, Co.; Carey Sawada, mgr., Seattle, Wa. Mike Peery, Peery Bros. Lumber Co., City of Industry, Ca., recently won the City of Industry School District Spelling Bee. His victory comment: "Those third graders sure are tough," according to a very unconfirmed report.

Thomas R. Grimm has been named pres. of the Price Savers Wholesale Club in Salt Lake City, Ut.; Charles E. Heleker Jr., v.p. controller.

Richard A. Marble, pres., Yakima Hardware Co., Yakima, Wa., presided over the recent National Wholesale Hardware Association convention as pres. Chuck Danskey, Jr., formerly with Caffall Bros., has joined Hampton Industrial Forest hoducts, Woodburn, Or., according to Dennis A. Miller, gen. mgr.

Victor Posner, chairman of Evans Products Co., Portland, Or,, has been named c.e.o., succeeding Monford A. Orloff who remains pres. and c.o.o.; Tracy Posner is now v.p., asst. sec, and asst. treas.; Melvin C. Colvin, elected to the board to replace Samuel J. Robinson who has retired, and Raymond Dettore, sr. v.p.s; Leonard Leifert, v.p.l Remee Mottram, v.p., asst. sec. and asst, treas.

Dave Ward is the new mgr. of the Central Highlands Ernst Home Center, Renton, Wa., according to Bill Boston, v.p. and gen. mgr.

Bruce Huewe is the gen. mgr. at Ganahl Lumber's new yard in Garden Grove, Ca. John Cavers is now senior buyer in merchandising, purchasing and advertising at the Anaheim, Ca., unit; Scott Peringer is a new buyer and Don Lewandowski has joined the purchasing staff. Chuck Creeger is the new hardware sales mgr. at Anaheim.

Joseph P. Broz is now v.p.,div. manufacturing, Potlatch Corp., San Francisco, Ca., according to R. Sleven Mason, v.p., consumer products div.

Wayne Murphy is now gen. sales mgr. at Forest Products Sales, Inc., Murray, Ut. Gordon Watts is replacing him in sales in Ut. and Id.

(Continued on next page )

PERSONALS

(Cotttintted Jrotn page 37)

Vern Thompson has joined Lumber Distributors, Inc., Denver, Co.

Thomas E. O'Malley is the new chairman of the board and c.e.o. of the O'Malley Lumber Co., Phoenix, Az., succeeding John G. O'MalleY who will serve as vice chairman of the board until his retirement in MaY. E.V. "Ted" O'Malley Jr. is the newly elected pres.; Dean A. Drake, exec. v.P.; Paul Conley, v.p. and C.R. Sullivan' sec.

Ben Davis has joined Southwest Plywood, Rancho Dominguez, Ca., in outside sales.

Phil Peacock, Pleasanton, Ca., is a new No. Ca. and Reno, Nv., sales reP for Wilhold Glues Inc., according to Wayne Watson, national sales mgr. at Santa Fe Springs, Ca., Hq. Larry Ratliff. Pasadena, Ca., will reP So. Ca., Las Vegas, Nv., and Az.

Jack F. Wood, Jr., is now gen. sales mgr. for the Kwikset Div., Emhart Hardware Group, Anaheim, Ca', according to Dom Caldone, v.P. sales. JaY Harris, Az. field sales rep, has been named Kwikset sales rep of the Year.

Thomas J. Flynn is the new Pres. and c.e.o. of Tradewest Hardwood Co., Los Angeles, Ca.

Chuck Atkinson is now in sales at Kamas Forest Products. Kamas, Ut.

Mike Johnson is new in sales at Selco, Everson. Wa.

Chester llrawers is the new kd furniture line salesman at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and FreddY Fungus.

John Helm. chairman of the board of Cascade Pacific Lumber Co., Portland, Or., is the Portland Wholesale Lumber Association's Lumberman of the Year foi 1983.

Frank Jason. ex-Paramino Lumber Co., San Francisco, Ca., is now rePPing Hirt & Wood Lumber Co. of Eugene, Or., in the San Francisco BaY Area.

We're interested in you. Let us know when you or one of Your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or, if easier, call (714) 549-8393. There is, of course, no charge.

Mark Cook is the new mgr. at Chandler Corp., Woodland, Ca., according to Fred Pinnell, pres.

James A. Repman, v.p. and gen. mgr. of Western Pacific Construction Materials Co., Portland, Or., is now pres. of Pioneer Construction Materials Co., Seattle, Wa.; both newlY acquired divs. of Riedel International will be the responsibility of Vern Scott, pres. of Riedel Construction Materials Co.

Dale McCormick. former staffer at Eugene-Willamette Lumber Co., Santa Ana, Ca., has joined Home Lumber Co.. San Bernardino, Ca.

Larry Fullerhas been promoted todistrict mgr. for National Lumber, in charge of store operations in Carson, Long Beach, and Bellflower.

Steve Cole is now in sales at Burns Lumber Co., Tacoma, Wa.

Nick Einfeld has joined The Home Depot in Phoenix, Az.

NEW PRODUGTS and

selected sales aids

Power Underthe Sink

In-Sink-Erator has introduced a new Classic model residential garbage disposer.

Tltis % hp unit features a stainless steel grind chamber, primary and secondary water seals to protect the motor, a cushioned double antisplash baffle, permanently lubricated upper and lower bearings and a stainless steel rotating shredder with two balanced jam resistant impellers. With automatic reversing action and sound insulation, it is said to be vibration free.

The product comes with a self-service wrenchette to help the user free simple jams. Backed with a five year warranty on parts and labor, it replaces the previous % hp Classic model.

Brightening Up a Room

Marvin Windows' new Sun Bay is said to collect more light than traditional bay and bow windows. The new design features 90o angle flankers (side units) and sloped glazing.

Insulating or optional tripane insulating glass (three panes of glass with two dead air spaces) is used on flankers and view unit; the slope is available with I " insulated glass. The side units come with weather stripping.

The sash, frame and seat board are constructed of fine grade pine. Used as a replacement, for remodeling or new construction, the windows have a five position lever lock that allows the units to be opened in various degrees for ventilation and secures the windows so they do not blow shut.

Locked Out

The Eclipse from Kwikset is a new lockset that can serve different functions throughout the home. The round shape design complements a wide range of housing styles.

Locking turn buttons are fingerformed for easier operation and the cylinder is recessed for security and faster key insertion. In either brass or bronze, the one piece knob is Protected with a transparent, corrosionresistant coating.

Designing in 3-D

TheEZ Designer fromEZ Designs helps in the remodeling of kitchens and bathrooms by providing over 500 reusable magnetic floor plans and perspective modules in rZ " scale. The sales tool provides a one dimensional

The Merchant Magazine and a three dimensional mirrored view of the design with features that make each section separate to facilitate photocopying ease.

The magnetic modules are stored on a metal sheet while all components are kept in an attache case for use as a professional sales tool.

SecurityScreen Door

With a high-tensile extruded aluminum security grille, a new sliding patio security screen door from Le-Al-Co. has a double cylinder deadbolt security lock that is keyed on both sides of the door frame.

The grille comes in a lattice-weave

pattern in bronze, white and clear anodized finishes. Manufactured in widths of 30, 36 and 48", the door is designed for d-i-y installation on the existing screen track.

A Home for Computers

American Forest hoducts Company has a new ready-to-assemble computer desk.

The thick western pine desk can house an entire home computer setup. Shelf and drawer space allow for the storage of additional materials.

The desk is designed with contemporary rounded corners and smooth, curved edges, grooved and pre-drilled for easy assembly. Included is the hardware, glue and instructions needed for assembly.

stripped surface and prepare the surface for a new finish, an applica- tion brush, scraper, protective gloves, three steel wool paint remover pads and an instruction booklet.

A Lot of Hot Air

The Circl-heat exchanger from Schaefer Co. is designed for use in factory built fireplaces to draw cool air from hearth level, pass the air through super heated steel channels and exhaust it back into the room at temperatures of up to 250'.

Featuring a glass and screen encloser, it is available in three tubedepth sizes to fit most fireplaces, and comes in a variety of finishes.

For more information on New Products write The Merchont Magozine. 4500 Campus Dr Suite 480. Newport Beach. Ca.92660.

Please mention issue date and page number so we can process your request faster! Many thanksl

Strip Down Wood

Klean-Strip has developed a complete paint remover kit for doing a stripping job.

Included are a quart of KS-3 nonflammable paint remover, a pint of after-wash to clean residue from the

Portable Jig Saw

A cordless jig saw, said to be the world's first, is new from Black & Decker Inc. With a fixed shoe, it is rated at 2,400 no-load strokes per minute and has a strokelengthof 3/e".

The power pack is compatible with 9.6 volt batteries. A computerized charger that operates off a wall outlet or automotive batterv also is available.

M ulti-Position Showers

Citta & Citta has introduced a new adjustable shower head that is reportedly convenient for use by people of all sizes. The new Ringwell 3-Way Adjustable Shower replaces an ordinary shower with a unit that can be set to any desired height.

It comes in either chrome or 23k gold plating.

It's A Snap

The Flamco snapJock eave drip is designed to provide water tight edging on shingle roofs. Its roll-formed sections are made of galvanized steel. The connector plates snap in place, interlocking

tainTeed has a compact design,ability to resist tears, and a good in-store appearance.

Reportedly the heavy-duty packaging offers added protection for the product from the time it is delivered to a home center until it is sold to the consumer. The insulation's appearance remains neat while the narrow packing makes it easier to carry the material through car doors and small attic openings.

HideAway Bed

Sico Inc. has introduced a convertible wall bed that combines sleeping space with a wall system.

Underwater Paint

Cambridge Coatings Co. has formulated a new fast drying, swimming pool paint that is an alkali and chemical resistant coating based on chlorinated rubber and inert plasticizers.

The new coating requires only 30 minutes to set and three hours to drv hard with a 24 hour wait between coats required.

The paint may be sprayed, brushed or rolled on.

with the eave drip to hold joints in alignment and provide water drains to carry off moisture that enters through the joint or from condensation.

Good Looking Package

Poly vinyl compression packaging for fiber glass insulation from Cer-

The bed frees more than 30 sq. ft. of usable daytime space when it is raised into its storage cabinet. A patented power pak minimizes effort to lower or raise the bed and pivots it away from the wall so sleepers' heads are outside the cabinet.

Heavy-gauge steel frames accommodate the vinyl-upholstered boxsprings and innerspring mattresses in twin, double or queen sizes as well as an extra-long unit.

The slanted, padded headboard folds in storage. The bed's underside can be paneled, papered or painted to harmonize with any decor when the unit is raised. Handles with which it is lowered serve as legs.

Program mable Thermostat

Robbins & Myers Comfort Conditioning Division's Hunter thermostat is a programmable, micro-electronic setback device which monitors the energy used to heat and cool rooms.

The unit stores and displays the amount of time either a cooling or heating function occurs and has weekly and daily recall of past usage figures that can be used for comparisons. The unit also includes a filter cleaning and replacement reminder; battery system (rechargeable) to prevent memory loss due to a power failure; an LCD screen for time and temperature reference.

The device can be programmed for use in a variety of settings at different levels.

Glassy Classy Doors

Simpson Timber Company's new Georgian Aurora Door features a fan like Tiffany-style leaded glass opening. The glass, in tones of cinnamon and amber is set into the top of the wood door. The doors are manufactured from kiln-dried Douglas fir or hemlock.

The units feature a lVe " thick Innerbond panel made by a laminated process that has a lifetime warranty. The leaded glass is made with metal alloys to provide maximum strength and performance and is available in a variety of sizes.

Sticky Measurer

Evans Rule Co. has a self-stick adhesive backed tape measure.

Capable of being permanently attached to a work surface, it is made of high carbon steel in varying lengths and calibrations.

A point-of-purchase displaY is available prepacked with 24 measure units.

panels to fit areas up to 32Vz " deep by 65V2" wide. The panels come in five colors.

Five step installation allows the panels to fit over old tiles, paint or plaster surfaces. The fiberglass panels require no special tools and can be cut to fit fixtures. The corners overlap on the side and back panels to fit standard and many non-standard sizes.

New Life for Old Walls

Roxite Fiberglass tub recess kit is designed for modernizing bathtub alcoves.

The kit contains five 60 " high

and sheathing products. The TemPro line features foam with facer materials such as latex saturated, glass reinforced, felt and aluminum foil.

The insulation is offered in 4'x 8' boards with thickness ranges of l " to 3". It is said to be designed for thermal efficiency, dimensional stability and compression and peel strength.

Stain Keeps Water Away

Wolman Wood Stain contains a water repellent for the protection of Iumber, siding and plywood. The Koppers Company's new product can be used with both pressure treated and untreated wood. It can also be used on new or previously stained wood surfaces.

In both solid and semi-translucent grades, the stain is available in l0 colors for either interior or exterior use. With an alkyd-based formulation, the covering dries quickly and can be applied to rough or smooth surfaces, lumber, shingles, shakes and siding.

Foam Insulation Boards

Temple-Eastex Inc. has added polyisocyanurate roof insulation products to its line of fiberboard

For more information on New Products write The Merchant Mogazine,4500 Campus Dr.. Suite 480. Newport Beach. Ca.9266O Please mention issue date and page number so we can process your request faster! Many thanksr

Soft Seat

Magnolia Products has expanded its line of soft bathroom seats with color-fast embroidered designs available on white or parchment-

color vinyl background. The motif of each design appears on the underside of the seat cover as well.

The seats, covered with a noncling, durable leather-grained vinyl, are constructed with an injectionmolded impact-resistant plastic core surrounded by contour-molded polyurethane foam. The product is packaged in a corrugated carton with full view window-

Boring Product

Arco Products offers a new set of seven drill stops to fit | /8', 3 /16', l/ 4', 5/16',3/8u,7 /16" and l/2 "twist drills and precision wood drills.

The stops are made of steel with a set-screw to permit setting to the exact depth of the holes desired.

The set is packaged on a 2-color hang-up blister card.

cr%t

Oak Kitchens

Excel Innovation Group has introduced Savoy, a European-style oakfinish kitchen.

The cabinets are crafted with melamine laminate fronts in a medium oak finish with horizontal grooves that create a symmetrical effect. Coordinated brushed aluminum trim and rectangular pulls are used on cabinet doors and drawers.

All joints are doweled and all structural components are handfitted.

Other standard features include side mounted, ball bearing slides on drawers and fully adjustable shelves.

Smooth Shave

Parker Manufacturing Co. is offering a new, chrome-plated, S-XF saber saw blade with a shark tooth design to enable cutting on the up and down stroke of the saw.

Twenty teeth per inch enable the blade to cut through plywood and veneers without splintering. The blade is tapered towards the back to reduce drag in the cut while the

backs are undercut for tighter cornering when scroll sawing.

The product is carded for easy display.

PIASTIC bags of aluminum nails are new f rom Phifer Wire Products, Inc. Prepunched for pegboard display, the label lists recommended uses. Each poly-pac contains approximately 1/r lb. ol aluminum siding, trim, rooling, common or wood siding nails.

Window Center

Macklanburg-Duncan has a new do-it-yourself aluminum storm and screen window center which contains all the products needed to create screen and storm window frames.

The system features a plastic corner lock to join the aluminum sections into one unit. Finishing items like spline and support clips for attachment to the window frame are also provided.

Paint-On Wood

The new Creative Wood Stain System makes anything look like wood.

A 10090 acrylic wood tone base coat masks over any old finished surface, leaving the color, shade and texture of unfinished wood. After this coat is covered with a wood stain, a final, clear-coat protectant is applied to make the surface wear longer.

The system can be used on old furniture, heating ducts, painted or stained paneling. The products come in a variety of sizes.

Cordless Screwdriver

A rechargeable battery

screwdriver introduced by AEG Power Tool Corp. combines heavy duty performance and portability. It charges to full power in one hr.,

lasts through approximately 300 charges and furnishes a 190 rpm noload speed.

A 2 position adjustable handle on a swivel hinge gives versatility to drive screws from any angle. A forward,/reverse switch and four-stage clutch provide torque control application. It has driving capacity of 22 lbs. and handles #8 3/t" wood screws in construction lumber. It weighs 15 oz. and is 9" long.

to create a deck around a tree, corner or in multiple levels. It is manufactured by United Steel Products Co.

Wood Hole Maker

The Forstner-type wood boring bit from Vermont American Hardware Tool Pivision is of steel construction with a 270o continuous arc knife edge.

The bits, said not to splinter the bottom side of a workpiece whencutting through, can bore flat-bottom holes and angular flat-bottom pocket holes as well as performing rabbeting, mortising and grooving operations.

The bits range in size from V4" to 2" in diameter and fit a drill with a 3/8" orlargerchuck.

Deck Hardware

Corner

Former creative deck building systems, available in 5, 6 and 8 sided shapes, include galvanized steel connectors, metal angle template and an illustrated construction plan.

The system is said to be versatile enough to allow the inexperienced

IMPORTED ond DOMESTIC HARDWOOD LUMBER & PLYWOOD

Red ond whife ook (Northern, Appolochion & Soufhern) plus ritf sown white ook

wolnut, osh, mople, birch, mohogony, teok. We're proud to be o moior koo supplier.

Displaying their Wares

. A Prewaydisplayvan is taking new fueplaceand heater products on the road.

^lnstalled.forviewing are a solid brass front built-in fireplace, a freestanding freplace, a masonry hreplace insert, and inore. The display also includes vent free gas space heaters. Cut-aways of the products are shown.

The van is daigned for special dealer and builder preseniations, trade shows and consumer events.

Pots and Cans

Rubbermaid's home horticulture line has expanded *jth new planters , and watering cans. Fuli-depth planters are designed to camouflage standard planting pots, or can be used for direct planting. Facet-ed sid* present-a contemporary look while drainage holes and removable saucers prevent overwatering.

Right Treatment by the Kight Plant

Western Wood Treating . . . your fleadquarters For T.S.O.

Now gou can use the qutck turn-around treattng seruices at Westem Wood Treattng. When we saA quick, we mean speedg (3 to 5 days treattng on dry stock) by the trucktoact. Our storage yard allows Aou to pick up at your dtscretion.

Our Osmose treating facitities are destgned using the latest in treating technologg. All processes are automated to assure the flnest quality control auailable. We also operate under the rtgtd quality control procedures requtred by both Osmose and the Amertcan Wood Preseruers Bureau.

Osmose pressure treated lumber, plgwood and timbers from Westem Wood Treattng prouide manA aduantages builders, contractors, and retait customers require. The ab{lity of Osmose pressure treated lumber to preuent attack by termttes, rot and decag and the enuironmentallg clean natire of the product makes It adaptable for a wide uartetg of decorafiue and structural applicatlons.

Ciue Terry Galbraith a caII at 976/666-1267 or 916 / 924- 17 l5 (direct Sacramento line). Our prices are competitive . , . and we wiII show you that we are tops in seruice, too!

Pref inished Hardboard Siding

Two new prefinished hardboard exterior sidings are available from Boise Cascade Corp.

Channel Rustic has the appearance of westem cedar, with deep channel grooves and rough texturing. It is self-aligning and can be applied in horizontal, vertical and diagonal formats.

Double 5 has narrow lap boards in a colonial motif. A section consists of two parallel narrow laps separated by a deep channel groove to give the appearance of individual laps.

Both products are produced from a substrate that is reportedly l49o thicker than conventional 7e" hardboard siding to permit deep groove cuts for a real wood appearance. Each section of siding is prefinished with three coats of paint at the factory, guaranteed not to need repainting for five years. The siding comes in four colors with color coordinated nails, caulking and accessories available.

Fred C. Holmes'.BT'?K"

Many Ways to Plug In

GC Electronics has expanded its line of telephone installation accessories. Additions include a wall phone mount with dual side jacks, a multiline selector, modular plug, crimP tool, phone silencer and extension ringer.

The wall mount offers side jacks to help hook up answering machines, automatic dialers and extension phones. The multi{ine selector allows for connecting answering machines, dialers, etc. to multi{ine key system telephone sets. The crimp tool features a wire stripper for modular plug installation.

Both the extension ringer and bell silencer allow ringing flexibility.

Fire Resistant Wall Board

Ultra Board, a fire and moisture resistant building board with thermal insulation. from TAC Construction Materials, Ltd. is composed of cement. bonded with cellulose and other organic fibers.

With many uses in the construction field, it can be used for external and internal linings, floor substrate, soffits, doors, infill panels, ceilings, canopies, insulating panels and partitions. The non-combustible material is suitable for machining, nailing, drilling, bonding, sanding and paintlng.

The board comes in a variety of thicknesses and sheet sizes and can be used as a replacement for asbestos cement board.

Air On Wheels

A 1.5 hp air compressor designed for lighi intermittent duti is available from Atlas Copco Standard Pneumatic Inc.

Made for home and auxiliarv commercial operations, it i's available in both 2 wheel portable and stationary models. All are aircooled, single stage, I cylinder and oil lubricated. Air receiver tank sizes range from 30 to 60 gals.

Putty For Plants

Plant-Tack is a solid reusable adhesive which can be used for training vines, sealing plant injuries, bracing floral arrangements and an-

choring plants in aquariu{ns and terranums.

It is packaged in a 2.5 oz. wallet.' When kneaded, it becomes pliable for use. The non-toxic product is made by the Bostik Consumer Div. of Emhart Corp.

Stylish Bathtub

Centurion Industries has a new tranquility bath featuring a64', x38,, x 19" oval bathing wall with a reclining back.

The bath may be sunken, raised, skirted or equipped with an optional

whirlpool action unit. Material color may be matched or coordinated with the company's shower, vanity top and accessory lines.

Wicker Wizardry

Mastercraft of Manila has added the Madagasque line of wicker furniture with upholstery in a spectrum of fabric choices. The line comes in conventional and sectional pieces. It is said to be in the low price range, handcrafted to combine design quality with comfort.

Grand American

Briefing on Warehouse Retailing

Warehouse retailing's anticipated arrival in Northern California will be among topics discussed by William Fishman, seminar director for both the National and Western Home Center Shows and a columnist for The Merchant Mugazine, when he reports on merchandising trends at the Oakland Hoo-Hoo Club dinner on March 27.

Fishman, who also heads up William Fishman & Affiliates, a consulting firm, will cover merchandising, advertising and how to do a better job of dealing with the cash and carry d-i-y segment of the market.

Expected to draw an audience from the Greater Bay and Sacramento areas,the meeting will beheld at Antonino's Restaurant in Hayward, Ca.

Geothermal Energy to Heat Homes

Heat from the earth will replace fossil fuels to warm and cool homes by the 1990s according to a leading hydrogeologist. The short time period of system cost recovery, from savings, makes earth-coupled heat pumps systems the most attractive alternative energy system today.

Dr. Jay H. Lehr, executive director of the National Water Well Association, Worthington, Oh., estimates that 8590 of the entire U.S. has enough heat energy in the ground to warm all the homes and buildings in any locale. A variety of heat pump projects completed for the U.S. Department of Energy and U.S. Environmental Protection Agency have proven the viability, economic effectiveness and environmental safety of the system using lowgrade geothermal energy.

Lehr stated that the biggest breakthrough in the public's use of earth-source heating and cooling systems will come when federal policies are amended to grant tax credits to users of these systems. A recent Frost and Sullivan market report stated that earth-coupled heat pumps will make up almost half of the 3.2 millionretrofit and newcentralhome heating units sold in the year 2000.

R00FT0P WALKWAY is a 24" earth berm serving as a roof for a Denver-area residence. The earth shelter design achieves an energy saving of 80%, taking advanlage ol underground temperatures which- remain between 49-50 degrees. The energy conservlng svstem was combined with an All-Weather Wood Foundation using niaterials oressure treated with Wolman preservatives from Koppers Co., Inc.

Dealers Go to Washington

"What effect will a projected federal budget deficit of $185 billion in 1984 have on interest rates, our housing industry and the current yet delicate economic recovery?" will be the theme for the National Lumber and Building Material Dealers Association's 12th annual Conference with Congress, March 14-15, at the Hyatt Regency Hotel, Capitol Hill, Washington, D.C.

On the first day Senator Robert Dole (R-Ks.) and Senator John Tower (R-1}<.) will be keynote speakers.

New OSB in Western Market

A new product, Sturdi-Wood, is being marketed in the western United States by Furman Lumber, Inc.

Sturdi-Wood is an oriented strand board (OSB) panel product produced by Pelican Mills, Ltd., Edson, Alberta, Canada. The mill, built last fall, employs the latest computer and laser technology to engineer a panel with fully oriented strands and highly consistent density. By using all white poplar and screening out fine particles when manufacturing, the panels are made stronger and better looking.

Furman will market Sturdi-Wood out of its Portland, Or., office to retailers, manufactured housing companies and industrial users in the western United States. Because of the mill's proximity to the marketing area, Sturdi-Wood will be competitively priced to western plywood.

The product has three layers, with strands in the solid interior layer oriented perpendicular to strands in the exterior layers,, which are smooth and void-free. Sturdi-Wood underlayments are produced within l/32" in thickness and are uniformly strong and stable.

Furman Lumber is making it available in sheets ranging in size from 4 ' x 4 ' to 8 'x Vl '. in thicknesses from 3/ 16" to | | /4' A full range of Sturdi -Wood specialty products, including tongue and groove panels, grooved sidings, shiplap and a variety of surfaces, are available.

With Sturdi-Wood, according to marketing director Rich Viola, Furman Lumber is giving retailers a consistent supply of an APA performance-rated panel with rigidity and high racking resistance.

11. Traynor St., P.O. Box 4696

Hayward, Ca. 94540 (415) s82-7622

TIMBER SIZER PRE.EABRICATION

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 customef specification.

Bracrrt International

Drawer 4779, Arcate, Ce.95521 707-822-3648

q ,./- 1-:,_--Frrd!FQlr Pine - Douglas Fir - Plywood - Redwood - Cedar

r"serving Yotlr

Construction Sets $ Record

Despite a 790 setback in contracting for new construction in December, the total of newly started construction in 1983 reached a record $192.8 billion.

With $13.4 billion of new construction projects contracted in December, the seasonally adjusted Dodge Index declined to 134 from November's 145. The December rate was slightly below last year's strong 138 average. The Dodge Index uses 1977 as its 100 base.

According to George A. Christie, vice president and chief economist for F. W. Dodge, "Last year brought a long overdue recovery for the construction industry which, until recently, has been severely restrained by excessively high interest rates." He explained that three developments tell the story of the construction industry's recovery in 1983:

The decline of mortgage ratesfrom l79o in 1982 to 13 9o in 1983 -was all that was needed to liberate the housing market.

Last year's huge gain in homebuilding was responsible for almost all of the near-record 2390 gain in total construction contracting.

Negligible inflation in 1983 meant that nearly all of that 23Vo improvement was "real."

"December's 790 seasonally adjusted decline in construction contract value showed up, to some extent, in all three broad categories," Christie pointed out, "indicating that the month's unusually severe weather may have been a factor."

UPC Hardlines Use Survey

Universal Product Code usage has become widespread in the hardlines industry-but only recently, and most manufacturers using the UPC system do not use it fully.

An extensive survey has been done by the American Hardware Manufacturers Association as its contribution to a joint industry project with the National Wholesale Hardware Association and National Retail Hardware Association. The project goal is to develop information and guidelines that will assist manufacturers in the hardlines industry who wish to convert to Universal Product Code usage.

The AHMA surveyed its own membership, exhibitors at the National Hardware Show, and those at the International Housewares Exposition. The survey produced an excellent response.

Results will serve as a guide to the NWHA and NRHA in the formulation of surveys for their segments of the industrv.

A preliminary analysis revealed that @v/o of the total respondents are already registered with UPC. Of that total, 86.590 have gone beyond initial registration and have begun to use the system regularly, 52s/o of the companies on UPC made the conversion in the past three years, 26s/o of the total registered in 1983, 8490 have made or are making the conversion gradually rather than all at once. The median expense overall for conversion was $7846, average, $2500.

Sixty percent of UPC users indicated they were already using numeric numbering when they converted, while 3790 indicated they were using an alpha numeric system.

Primary uses for bar codes are on cards (59s/o o f ques tio ned respondents); labels (5490); and consumer boxes (5090). Only l09o of manufacturers responding to the question indicated they use them on hang tags, while only 790 use them on bagged goods. That same percentage uses them on ',vereh.onse i.ar+.!ns.

The survey revealed that most respondents use UPC on only a single kind of package. The use of bar codes on consumer boxes and on labels apparently gave manufacturers the most trouble, while questioned respondents were about evenly divided as to whether it cost the most to use them on consumer boxes, labels or cards.

There has been little use of the bar codes for greater warehouse efficiencies. Only l99o of questioned respondents indicated they now use them in this fashion. Another l39o indicated they plan to do so in the future.

There has been little use of bar codes by manufacturers on shipping labels, corrugated boxes, etc. as a means of improving warehousing and shipping efficiencies for them or their customers. Only l99o of questioned respondents indicateC they are using the codes in this fashion, while another l39o indicated they plan to do so in the future. Only 2.98/o indicated they are using the UPC system for their own internal efficiencies.

Piggyback Hauling Increases

Piggyback rail traffic continues to grow, recording a l99o rise in the first 45 weeks of 1983 after a 9.590 rate of growth in 1982.

Trucks have been gaining on railroads for freight hauling for years. Trucks carried less than 230/o of all truck and rail inter*ity freight in 1950. In 1982 the truck share was more than 3890.

Piggyback hauling is not reversing the trend, rail officials claim, just slowing it. Currently piggyback ship-

ments are more than 120/o of all railroad carloadings, up 790 from 19781981, with most railroads expecting continued growth.

Piggybacking is most competitive over long distances on express rail routes. Piggyback trains often carry only piggyback cargo and travel to a single destination in order to be as fast as truck service. Deregulation and rail mergers creating a single system have aided piggybacking. Railroads are now able to bargain on rates and expand their own trucking operations.

Shippers have mostly benefited from the competition with better service and lower rates. To offset the poor profit margins on piggybacking, railroads have developed lighter flatcars and lightweight containers which can be stacked, increasing cost efficiencv.

When sending in a change ol'adtlress please include zip code on borh old and new addresses and either the old label or rhe inlbrmation .from it. Thanks!

MIN LUMBE

is the PR0FESSI0l{A['S Att PURP0SE PtASTtC Boa.t builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, {illins wood cracks, gouges, covering countersunk nails and screws. -

Can be used under Fiber Glass! 2yt!**xa

Kea.y ro use .gnl oul ot lne can, tamow'od! applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not qum uo sander. Wateroroof a gum up sander. Waterproof and weatherpr0of when properly applied. ,rr4

l;i,,;lli.:" 16 marching wood corors

Cures for coughs,

aches, pains and snakes

r TARDWOOD trees now valued JTfor lumber used in paneling, flooring, furniture, cabinets and woodworking were once important for their contributions to the medicine chests of the Indians and early settlers of America.

Housewives throughout the Eastern part of the country sought out the red and sap gum trees (Liquidambar styraciflua), popularly known as sweet gum, to obtain the sap which they used in preparing ointments and syrups to be applied as external treatment for wounds and skin problems. The bark of the same tree was often boiled in water with the resulting liquid prescribed as a remedy for those suffering from dysentery. Leaves and roots were used in a decoction which was applied as a liniment to ease the pain and discomfort of all types of injuries.

Coughs in early days were treated with a syrup made from the sweet sap of the American sycamore (Platanus occidentalis). The method of obtaining this sap was unique. A piece of green branch was held over a fire to release the sap which ran out the other end as a warm juice. This was caught in a container and administered to the ailing person as a soothing syrup.

Eastern cottonwood (Populus deltoides) produced a resin which was made into a salve to be applied as a medication on cuts, burns and scratches. Tea brewed from the buds and bark of this tree was a frequently prescribed gargle for sore throats and coughs. The cottonwood, considered

the fastest growing tree in North America, was and is a major species on the Mississippi delta and nearby adjoining rivers.

Tupelo and black gum (Nyssa sylvatica) grow all over the Eastern United States. Years ago tea made from boiling the inner bark in water was a popular remedy to apply to skin eruptions. It also was considered useful for reducing the swelling and inflamation of the skin caused by poison sumac and poison ivy. Small twigs frazzled at the end were favored as tooth cleaners in absence of commercial toothbrushes.

Slippery elm (Ulmus rubra), widely found throughout the South, was first used by the Indians who claimed it reduced pain and inflamation. Settlers used the inner bark to make a poultice or salve for wounds, skin irritations and rheumatism. They also made tea from the leaves for those with upset stomachs.

Persimmon (Diospy ros v igin ia n a) is

Story at a Glance

Hardwood trees once valued lor medicinal properties... early settlers used sap, leaves, bark for remedies...commercial lumbering has obliterated herbal link.

famed today for its use in golf club heads. The Indians warmed sap from the tree to use as a cure for earaches. Liquid from boiled bark was thought to cure thrush when used as a mouthwash. Tea made from the leaves, either green or dried, has a rich Vitamin C content. It also has been used as a rinse to give luster to hair. A strong astringent can be made from the green fruit.

White ash (Fraxinus americono) grows in many areas of the U.S. It too was used by the Indians who stuffed it into their shoes and boots to keep rattlesnakes away. If this didn't work, a decoction of buds and bark was used to treat snake bites. Decoctions of the inner bark have been used by herbalists as reducing aids.

Red maple (Acer rubrum) which grows all over the Eastern half of the country was recommended for internal problems. Tea made from the bark and leaves was used as a general tonic, supposedly with a medicinal effect on the liver and spleen. Vinegar made from the sap was thought to be useful in curbing the appetite and treating diarrhea.

Many old timers recall their grandmothers relying on these and similar herbal remedies. Those who now find the answer to every ailment on the shelves of the local pharmacy should remember that many of these home remedies were steps in the development of the pharmaceuticals in use today, just as modern lumber practices evolved from humble beginnings.

Industry's Pac Man Studied

Retailers may be dealing with mechanical robots when the results of a two year study being conducted by Battelle's Columbus Division are revealed.

Asking questions such as will robots be used in the construction industry in the future, how will they be applied and what impact will they have on organizations serving the in-

Asbestos Hard to Replace

Despite the publicized hazards of asbestos, no new substances have been found for many of its applications.

For example, no replacement has been found for the asbestos used in electrical insulation. Nor has a corrosive resistant substitute been found for the asbestos-cement pipe used in soils in the Southwest.

Although shredded wood pulp and fibers made from the residue of iron

dustry, the focus will be on mechanical robots programmed to do a variety of tasks ranging from laying bricks to spraying fireproofing materials. Also included in the study will be the use of remote-controlled equipment and partial robot control innovations such as computer technology.

The study will include Canada, West Cermany, Sweden, England and Japan as well as the U.S. Growth projections will extend through 1995.

Big Brass open house

An impressive number of presidents of wood products companies and industry related firms gathered for the Sunrise Forest Products open house in Lake Oswego, Or.

and steel manufacture are now being used in sprayed insulation, plastics give strength to plaster and a substance known as aramids is used in heat filters and sheets, about 127,0(X) metric tons of asbestos is still being used each year.

The Environmental Protection Agency expects to propose that all remaining uses of asbestos gradually be eliminated, but they concede that alternatives haven't been found for some applications.

Darrell Robinson, president of Sunrise; Pete Parrella, president of Parr Lumber Co., Chino, Ca., a Sunrise subsidiary, and staff members from Lake Oswego as well as Fallbrook and Modesto, Ca., branches welcomed more than 600 guests to the newly completed headquarters Dec. 8. Robinson expressed pleasure that so many wood products industry people were able to view the brand new headquarters building and meet the people joining the organization with the merger of Parr LumberCo.

PRESIDENT Darrell Robinson, (1) welcomed Bill Whelan, pres., Pope & Talbot; Bob Sanders, pres., RSG Forest Products, 0lympic Forest Products, Gram Lumber Co. and Beaver Lumber Co. of Clatskanie, to the Sunrise Forest Products open house, Lake Oswego, 0r., with the help of Pete hreila (right), pres. ol l%rr Lumber Co., a Sunrise subsidiary. l2l Leo Gibbons, pres., North hcific Lumber Co., Gordon King, pres., Hampton Lumber Sales. (3) hul McCracken, pres., Tumac; Bill Swindells, Jr., pres., Willamette lndustries. (4) Bob Sanders, Don Stanton. retired. Stanton Cudahv Lumber

Co., Darrell Robinson. (5) Al Dugan, %cilic Wood Products; Jack Saltzman, pres., 0regon hcific Forest Products. (6) Ron Robbecke, Sunrise; Francis Rich, %rr Lumber Co.' John Souza, Sunrise, Modesto, Ca. (7) Darrell & Florene Robinson. (8) Steve Sogge, pres., Real Wood Products; Jim Ouincy, Real Wood Products; Don Boone, Sunrise; Larry Held, Real Wood Products. (9) Don Hart, Timberline Industries. (10) Wayne Johnson, Angel's D-l-Y Center. (11) Kurt Kuhn, Sunrise; Bob Mitchell, Oregon Bank; ldan lverson, pres., Kingsley

Lumber Co., Milwaukie Lumber Co. (12) John Myers, Champion; Carl Dobbins, Champion; Ken Gassner, Sunrise; Doug Jensen, Jensen M19., Don Harrison, Jensen Mfg. (13) Mr. and Mrs. Milan Stoyanov, pres., Buckeye thcilic. (14) kte Hall, Lumber Products; Mr. and Mrs. Rick Williams, Georgia Pacific. (15) Mike and Jill Nasser, Kathy Lindemann. (16) Nancy Robison, Sunrise. (17) Phil Klupenger, Klupenger Lumber; Don Epling, Sunrise. (18) Steve Nava, Sunrise; Harvey Hatfield, N iedermever- Martin.

Fastening Tools

A free 8-p. four-color brochure of fastening tools is available from Parker Manufacturing Co., P.O. Box 644, Worcester, Ma. 01613.

Insulation Board

A brochure describing insulation board for use under loose-laid or mechanically fastened single-ply roof systems (form #3311-0383) is free from The Celotex Corp., Building Products Div., 1500 N. Dale Mabry Hwy., Tampa, Fl. 33607.

Electrical Connectors

A l2-p. catalog covering wire connectors and applications is free from Ideal Industries, Inc., Becker Place, Sycamore, Il. 60178.

Bath Components

For a free 8-p. brochure on baths and components, write Centurion Industries, Inc., 660 West 3560 South, Salt Lake City, Ut. 84119.

Wall Plate Designs

A new 6-p. brochure ofdecorator wall plates is free from General Electric Co., Wiring Device Dept., 225 Service Ave., Warwick, R.I. @886.

Dollar Signs

For a free copy of "Profit Promoters," write The Savogran Co., P.O. Box 130, Norwood,Ma.0?n62.

Rool Coatings

For the free booklet, "Dead Level Roofs," write Consolidated Protective Coatings, l80l gth,Cleveland, Oh. 4/,114.

Wood Connection

A l2-p. brochure detailing structural wood connectors is free by calling (800) 521-9335 or writing The Panel Clip Co., Dept. Al4, P.O. Box 423, Farmington, Mi.48024.

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!

Wood Design Reference

The third edition of the "Western Wood Use Book," a basic text and reference, is $30 from Westem Wood Products Association, 1500 Yeon Bldg., Portland, Or.97204.

Post and Rail

For an updated fencing materials brochure with ideas on retainers, decoration and installations, write Potlatch Corp., P.O. Box 5414, Spokane, Wa. 99205.

Treated Wood Products

For a free 4-p. brochure on pressure treated fencing, posts and rails, write Eterna-Wood, 3998 Wildwood Dr., North Bend, Or.97459.

Overlaid Plywood

For a free 8-p. full-color brochure on industrial panels, write Simpson Timber Co., Shelton, Wa. 98584.

Replacement Hardware

A 4-p. brochure on replacement hardware for windows and doors is free from Davidson Sash & Door, Inc., 5m E. Center St., P.O. Box 1772, Lexington, N.C.27293.

Wick Tricks

"A Consumer's Guide to Kerosene Heaters" is being offered with "Update Autum '83" for $2.!5 from PFS Consumer Information Center, Dept. M, 2,102 Daniels St., Madison, Wi. 53704.

Building Wish Books

Catalogs on turnings, a wood stair system, marbleine columns and stair parts are free from Western Turnings & Stair Co., 5301 Vasquez Blvd., Commerce City, Co.

Nail One On

A full-color product catalog on nailboard is free from NRG Barriers, Inc., 6l Emery St., Sanford, Me. 0,1O73.

Lattice Partitions

For a free 2-p. color product insert on portable folding screens, write LatticeWorks of Oregon, Inc., 2662 NW Vaughn St., Portland, Or. 97210.

Dry Wall System

A 4-p. full-color brochure on a waterrepellent system for block wall buildings is free from Foner Chemical Co.,7221 W. Parkland Ct., Milwaukee ,Wi. 53223.

Flashy Job

A 60-p. "Expand-O-Flash: Roof Expansions, Joint Covers Installation Manual," BU-292A, can be ordered from Manville Service Center, 1601 23rd St., Denver, Co.80217.

Lumber Use Manual

The new edition of the 20-p. "Product Use Manual" is free from Western Wood Products Association, Dept. A-P, Yeon Bldg., Portland, Or.972M.

Energy Saver

For a free copy of "Energy Loss Estimator," write Linear Laboratories, 445 S. San Antonio Rd., Los Altos, Ca. 94022 or call (800) 227-8918.

Lighting Dictionary

"A Complete Guide To The Language of Lighting," a 319-p. book, is available from Robert S. Siegel, Halo Lighting Div., McGraw-Edison Co., 469 gutt" Rd., Elk Grove Village, Il. 60007.

ll f]]T tF l-Rl AlTfl I tRl ti Liutg\JU tlu Ll EUI-rL''-ru rruu'-E

Specu lati n g ftsfft;:r" o?

Woodland He -'

sd,iid ff6e? Pro s p e Gts !

Watch Page @ Each Month

O Sunshine Wood Paneling

Tongue-and-g roove strip paneling, reversible, smooth or resawn surface.

Free display rack with initial stock order.

O DG Shelter Products

Complete line of prefinished moldings, in a variety of popular styles.

O Pride of Portugal Cork Products

Rolled Portuguese cork, 36" and 48" widths.

O Perfect Round Dowels

Hardwood dowels, solid Ramin wood 1/a" to 17+" diameter.

Display rack with initial stock order.

O Cork, Chalk, and Bulletin Boards

Shrink-wrapped with colorful eye-catching inserts.

O Royal Oak Doors

Attention-getting display with working model door, wood samples, and shelving to stock your own assortment of stains, varnishes and lock sets.

Woodland. . .our name means qualiU and seletion for your cusfomerg and mote profits for you.

real wood

GIASSIFIED ADVERTISEMENTS

EXPERIENCED inside and outside salesman needed for retail lumber in San Gabriel Valley, Ca. Contact JR (213) 334-0371.

PANEL PRODUCTS

PRODUCTS MANAGER/SALESPERSON

Large Southern Ca. based wholesale lumber yard is looking for an aggressive, highly motivated individual to head up new panel products division. Industrial experience and following preferred. Sal4ry and commission programs negotiable. Write Box 504 c/o The Merchant

ber yard in Central California area. Must be experienced in contractor sales and estimating. This position offers unlimited potential for an aggressive top flight salesman. Excellent compensation package including bonus. Write Box 499 c/o The Merchant_Magazine.

EXPERIENCED lumber salesperson, wholesale lumber company, industrial accounts in So. Ca. area. Commission plan, benefits, Send resume to P.O. Box 2627 Pomona, Ca. 91769.

WHOLESALE, INDUSTRIAL LUMBER SALESMAN

Five years or more experience in wholesale lumber. Draw and liberal commission. Orange County and southern LA County, Ca. now open. Takeover existing accounts. Replies confidential. Write Box 491 c/o The Merchant Magazine.

WHOLESALE SOFTWOOD and plywood distributor needs experienced salesperson in So. Ca. area. Must have customer following. Excellent compensation with unlimited growth potential. All resumes kept in strictest confidence. Write Box 503 c/o The Merchant Magazine.

ASSISTANT MANAGER for large home center and lumber yard in the Central California area. Must be experienced in all phases of operations including contractor sales and estimating. Excellent salary, fringe benefits, and bonus plan, Write Box 498 c/o The Merchant Magazine.

Twenty-five (25) words for $19. Each additional word 65c. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45lD Campus Dr., Suite 4t0, Newport Beacb, Ca. 92.660. Make checks payable to The Merchrnt Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

NORTHERN California lumber company specializing in redwood and cedar products with custom remanufacturing and milling facility has opening for an experienced and aggressive sales manager for contractor sales. Send resume to Agate Sales, Inc., P.O. Box 987, Crass Valley, Ca. 95945.

OPENING for manager of Marin County, Ca. retail building materials yard. Must be experienced. All applications confidential. Write Box 501 c/o The Merchant Magazine.

HONG KONc,zPhilippines/Malaysia/Indonesia/Brazil are where we source fine hardwoods. We need additional help and are looking for an experienced hardwood lumberman with sales experiance interested in international trade. Excellent compensation/ benefits. All replies strictly confidential. Write Box 500 c/o The Merchant Magazine. E call on So. Ca. waterbed manufacturers. Excellent earning potential with one of the largest independent distributors in the Southwest. Please call Miles Butterfield, United Wholesale Lumber Co., (213) 726-ll13.

WANTED: outside contractor salesman for pre-hung doors, redwood and cedar products. Send resume to Agate Sales,'lnc., P.O. Box 987, Grass Valley, Ca. 95945.

LUMBER salesman for contractor sales with following in Los Angeles, Ca., and North territory needed for company with 35 years in business. Salary commensurate with experience. Send resume. All replies strictly confidential. Write Box 496 c/o The Merchant Magazine.

LOS ANGELES. Ca. based wholesalelumber yard looking for experienced industrial and/ or retail yard oriented salesperson. Excellent opportunity for aggressive, self-motivated individuals. Salary, car allowance and commission programs rank among the highest in the industry. Call or write today for an appointment. Contact Bob Gaylord, Sr., (213) 921-9411. Fir & Pine Lumber Co.

PATTERN knife maker for moulding mfr. Great opportunity. Best pay anywhere to a

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213) 7't 5-2544\ (21 3 ) 83 5-5671.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention John Matschiner, (eal Estate Manager. (503) 232-7181 All inquiries kept confidential.

FOR SALE: 4t' Stenner resow by Crestwood Lumber. 40 hp. motor, blower, sawdust tower. Max. length of saw = 24' 8". Max. width of saw : 5V2". $30,000. Gary Collins (415) 366-9199, 110 Locust Ave. #12, Redwood City, Ca. 94063.

\[ 9/ Certified Agency @Y L.A. (7t4\ i46-itr2 s.J. (408) 297-8071 Portland (r0)) 6t9-4812 I 190 Lincoln Ave., San Jose, Calif.

JOB SHOP embossing: your details or ours. Choose from our large selection of designs. Great American Picture Frame Co., 1020 E. 5fth Street, Los Angeles, Ca., 90001.

Richard M. Phelps, R.E.C.I

6400 Canoga Avenue, Suite 210 Woodland Hills, Ca. 91367 (213 888-2852

LOCAL LUMBER hauling Southcrn

California roller bcd truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (213) 422ry26.

MONEY MAKING BUSINESS

Retail lumber and building materials business for sale. Great location in growing California resort area. Well established, well run business. OWC. own/bkr. Write Box 502 c/o The Merchant Magazine.

Lumber Yards & Home Centers (etc.)

AL CARLSON broker

ALASKA: Beautiful Home Center, Truss Plant & Lumber Yard on 10lz acres. Exceptional profit center must be sold because of health reasons. 5% million price is a bargain with reasonable terms.

CENIRAT CALIFORNIA: 16,000 sqft Home Center and storage/display building on 6Vz acres. 2nd generation owner hasit madeand wantsto take it easy. Priced at under 4 million with good terms. Spread sheet shows consistent profit history over the years.

SA N FRANC/5CO:.tf1re Center on high

VENTURA COUNTY; Not a Lumber Yard and Home Center now but should be. Inventory of doors, plywood, mouldings and hardware can easily be blended into going business. Good renewable lease. 25,000 sqft tilt up on 4 acres near busy intersection with high vehicle traffic count. Plenty of office space and nice display area to build on. $500,0O0 price includes all equipment and vehicles. CALL ME FOR OTHER LISTINGS!

BUYERS WAITING

I have ready, willing and able buyers for lumber yards and home centers in northern and southern California. SELLERS PLEASE CALL ME!!!

CARLSON & ASSOCIATES

212 Marigold Ave. Corona del Mar, CA 92625 4n4l673-2&5

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods. $5: South American Hardwoods. $4: all three. $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

BUVE M]S' GUIDE

f*frii:t]tit LOS AXO EIES A REA BAY AREA

LUTEER A]{D PLYWOOD

American Hardwood Co

Bur ns Lumber Co.

Calilornia Wholesale

Capilal Lumber Co.

Coos Head Lumb€r & Plywood

Doolev Forest Co.. Inc.

Ellinoion Wood ftoducts

Essldy&Son, 0.C....... ...

Founlain Lumber Co., Ed

Fremonl Foresl Producls

GallelEr Hardwood Co.

Gemini Foresl Producls

Georgia-PacificCorp........ (213) 968-5551

Heppner Hardwoods

Hill LumberCo., Mar.....

Hulf Lumber Co.

HunlerWoodworks........ (213) 83$5671

lnland Timber Co.

Lane Slanlon Vance Lumber Co.

Louisiana-Pacilic Corp

L-P Distribulion Center

MacBeath Hard$iood

Maple Bros.. Inc. Mouldings

Marquart.Wolle LumberCo.

osgood lnc., Robert S.

Pacific Madison LumbetCo. (2131 773-2292

Parr Lumber Co.

Penberthy Lumber Co.

Peterman Lumber Co.

Philips Lumber Sales

Product Sales Co.

Re€l Lumb€r S€rvice.

Rygel Lumber Sales

Santord-Lussier

OREATER BAY AREA

Georiia-Pacific Corb. (San Jose)

HarnossTimberProducts.....

Higoins Lumber Co. (Monterev)

Hiooins Lumber Co. (SanJ0sdl

Hiiains Lumber Co. lunionCitv)

Hiaiins Lumb€r Co. (walnut Ciiek)

HotbsWallLumberCo., lnc. ...

MacBeath Hardwood

NovoTimber Products. Inc. .....

P.R.o.0. Wholesaleoistributors.......

Redwood Emoire. lnc.

Rolando Lumber Co., Inc.

SimosonBuildinoSuoolvCo..

Slmbson Timberco.

Trianole Lumber Co.

Ward]orestProd. I4O8t 779-2147

Wondlino.Nalhan

Weysrha-euserCo. (408) 297-9451 Whllsgrothers

Woodland Producls Co

ANCATA/EUBEI(A/FOBTU t{A

Bracut Inlernalional

Britt Lumber Co.

Crown Redwood Co.

Eel RiverSawmills

Humbolt Redwood Co.

Louisiana-hcilic Coro

PacilicClears

PVM Redwood Co.

Reid & Wriqht

SchmidbauerLumber. lnc.......

AUEURt{/GNASS VALTEY

All-Coasl Forest Products. Inc..

R&LWoodProducls

SAKENSFIETO

Hioqins Lumber Co.

Paiilic Wood Preservino ol Bakersfield, corp. .i.... (805) 582-3950

cHtc0

Norlield Manulaclurino.

Siskiyou-Plumas Lum6er C0.

CT(lYERDATE gowman Lumber Sales

G&R Lumber Co.. R0landoLumber(Ki4lonDiv.).......

FOST BRAGG

Georoia-Pacific Coro. {Redwood)

Hoh-es Lumber Co.. Fred C.

Niesen Forest Producls

FNEilONT

D[4K Pacilic Corp.

Louisiana-Pacitic Corp

mEslt0

Georgia-Pacilic Warehouse Higghs Lumber Co. Lfl is Co., Inc., PalmerG.

P& M Cedar Pmducls.

ReddingLumberTransporl........ .

TrinlyRiverLumb€rCo..

Web Lumber Co..

SACRAMEI{TO/ST(lCI(TOI ANEA

CalilorniaBuild€rsSuodv

ChandlercorD.........

Ensworlh Forest Poduds. (800) 525-5015

Floor Servrce Sumlv

Goroa-PacificWeilhouse..

l'liggins L^umber Co.

Koppssu0....

LewisCo.. Inc., PalmerG.

Louisiana- Pacilic CorD.

Mello Inc.

Nikkel Coro.. The ostermann & SclENe USA.

Rocklin Foresl Producls .

SrskiFu Foresl Products

Slockton Wholesale

Union Foresl Prcducls

lJnion PacrficRailrmd.

UnDn Hanino Mill

Waldron Foreil Producls

Wester n American Forest Prod ucls

Western Wmd Treatho Co.

WeyerhaeuserCo. (800) 952-5616

SAIITA ROSA ASEA

J.H. Blevins Co., lnc..

Hiqqhs Lumber Co.

l\4af,in Foresl lndustries

Noyo Trmber Producls, Inc.

Nu-Foresl Producls

Rich Doss, Inc.

SlandardSlruclures. (707) 544-2982

Windsor Mill,Inc.

Woodland Producls Co., Inc.

UI(IAH/CAtPELTA/WILI.ITS

All Heart Lumber Co., Inc. Carter Foresl Products Coast Wood Preserying, Inc.

Products Transponalion.

Penolin Marketing

AffEA

lnc., PalmerG.

Pacilic Corp. ( Red Blull)

Gorgh-PacilicCorp. ......

Golding-Sullivan Lumber Sales

lnlard Timber Co.

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

L-P oistributbn Center..

Laminated Timber Seruices lnc

Mac&athHardwod

Mariner's Forest Products

Mtrquart-Wolle Lumber Co. .

Nailporl Planing Mill. Inc.

0dWorldArl Pmducls

PacificLumberco.

Parr Lumber Co.

Peterman LumberCo......

PrecisionPineCo........

ProduclSalesCo...........

RelLumberseruice.

Roy Forest Produds Compary

San krtonio Construction

Sequoia Supply

Simoson Euildino Suoolv

Souih 8ay ForesiPrdjlirs

Treated Pole 8uildtrs, Inc.

Timber Realization Co.

BUYERS' MUILDIE

PACIFIC ]IORTHWEST STATES

LumberPmducls Miller Redwood Co.

Snavdy Forest Products {800) 547-3039

UnionPacilrcRailroad Wmdling-NathanCo..Inc......

GREATEB MRTLAI{|, AEEA

J.H. Baxler & Co. Bel Air ooor/Alpine

V€neers, Inc. (800) 547-67f6

Boisecascade . (800) 547-8016

CascadeEmpireCorp. (800) 547-8371

Cole &Associates. JohnT..

DatalineCorp.........

FriesenLumberC0. (503) 397-17m

FullmerLumberCo.

Furman Lumber, Inc.

Getrgia-Pacilic Corp.

Hmplon Lumber Sales Co.

LilisCo.. Inc., PalmerG.

Louisifla-Pacrlic Corp

Louisiana-PacificCorp. (Eeaverlon)

Lumber Products

Penberthv Lumber Co.

Publishers Forest Products. (800) 547-6633

Savaqe Wholesale Buildinq lvalerials. Inc.

Simon, Crablree& Ryan.l...

Siskiy0u Forest Producls

Soulhern Pacilic

SunriseForestProducts.... (800) 547-1771

Treesource, Inc. (outside0r.) (800) 833.TREE

Union Pacilic Railroad

Weslern nternational Forest Products.. (800) 547.5500

Western W00d ProductsAssocialion.

Weyerhaeuser Co.

RIDOTE

Herbert Lumber Co.

R|!SESURG

KellBr Lumber Co.

YAKITIA

........

LewisCo.. Inc.. PalmerG. oREOOX At SAliY

sAt-Etl

Lumber Products

BOISC ChandlerCorp...

Georgh-Pacitic Corp.

Lilis Co.. Inc., Palmer G.

IDAHO

(Coeurd Alene).......

1{EW tEXtCO

tntegrity is our poticy Your satlsfaction is sut alm

Norman J. Coci. retired inside salesman for Phillips Plywood Co., North Hollywood, Ca., died Jan. 12, 1984. He was 67 years old.

Born Feb. l, 1916, in New Orleans, La., Mr. Coci was a Tulane University graduate. After serving in World War II as a Navy pilot, he joined Sun Lumber Co., Wilmington, Ca. He moved to Phillips Plywood in 1966, retiring in 1978.

He is survived by his widow, Lucille. and one son.

Plywood Supply Adequate

Although shortages exist in wallboard and some other building Products, the Hardwood Plywood Manufacturers Association, Reston,Va., reports that the prefinished hardwood plywood paneling manufacturers have adequate domestic and imported supplies of prefinished, printed, vinyl, laminated and paper overlaid hardwood plywood.

There will be no problem in taking care of the interior wall surface material needs of the forecast of 1.69 million housing starts in 1984 and production of 325,000 manufactured homes, according to R.L. "Dick" Crutchfield, chairman of the board.

Equipment Orders Strong

Orders for woodworking equiPment in the third quafter surPassed the high levels of the second quarter by 2. I 9o , continuing the upward trend into the fourth quarter, according to the Wood Machinery Manufacturers Association.

Edward Louis Quirk, retired executive vice president of Southwest Forest Industries, died in Phoenix, Az., on Dec. 29,1983, at the age of 72.

After joining Edens-Birch Lumber Co., predecessor of Southwest Forest Industries. in 1945, he became vice president for wood products sales in Phoenix in 1957 and executive vice president for the building products

group in 1972. He served on the boards of the National Forest Products Association, Western Wood Products Association, Southwest Pine Association and the American PIYwood Association.

Mr. Quirk is survived bY his widow, Catherine, a daughter, two sons and three grandchildren.

All Coast Forest Products .Cover IV American Hardwood Co.. ........52

Baxter&Co.,J.H..... ......."1

Beverly Manufacturing Co.'.......... "56

BlevinsCo.,Inc.,J.H. ..........21

BowmanLumberSales ...."....54

Bracutlnternational...'......"53

TheCecoCorporation .....CoverII

CaliforniaHardwoods .......".48

California Wholesale . ' '.... .49

Cal-West Lumber & Milling Co., Inc. .54

3CTrucking ...........63

Coast Wood Preserving, Inc. .62

Columbia VistaCorp.. '.... '.. '.39

Dataline ...... 3

EllingtonWoodProducts ......'.51

Essley&Son,D.C. .....,.....21

Fishman &Affiliates, Bill.. .......CoverIII

FontanaWoodPreserving ......'.'.....55

Forest Products Transportation ' '32

FountainLumberCo., Ed'....'........ 5

Freeman &Co.,StephenG.......'......2E

Fremont Forest Products .Cover I

FurmanLumberlnc.. ...........15

G&RLumberCo..... '.......'33

Great Arnerican Picture Frame Co. "56

Hampton Lumber Sales ..... ..26

HeppnerHardwoods ......'..41

HillLumberCo.,Max ...'......65

Hirt &Wood Lumber Co., Inc...'. ......23

HobbsWallLumberCo. .'...... 6

HolmesLurnberCo.,FredC.

Bill Fishmon &,,4ffiliotes

/NARKETING

SERVIC lNc.

NElt ... From Marketing Servic.es, Inc., a professional corporatlon

SrcREtrIDB SlI.88 B@strEtr PROGRTilS

ADVERTTSING E !,TERCEANDISING

' Advertieing Evaluation

' Advertlsing Budgetlng

' Coop Adninlatration

' cqlPany news buLletlns

' Pronotlons & E@pla

' Ad PreparatlonPrint f Broadcast

STRATIGIES & PROGRAIT{ DEVEIPPTI{E{!

' Flnanclal Modellng

' ceodenographlc ltodeung

' Dercgraphic Screening

' uarket Testlng

' Sales Forecaatlng

' Tactlcal planning

RESEANCH S SURVEYS

Signing Prograns

Vtsual Merchandlsing

Private Label prograng

rPackager SelUng

Product Knowledge ?ralnlng

In-Store Excitenents

Incenti\re Prograns

Sales Tralning prograna

Clinlc & Denonatratlon programs

fnstalled Servlce prograrna

l,lanagetDent Development progranE

' Conslrn?r Resgarch - Focus groups, telephone intervlewing, p€t_ sonal lntervl*ing, dlrect rnail questionnairee, etc.

' Secondarv Research - Search of already published industry govertnent statistics on the subJect matter.

' slt! tocgt:lg! - Hlghest and best use real estate feasibility studies and mathenatlcal rnoder.s on chaln operations and nariet variablee that appeared to generate succeas, e.g., trafflc @unts, pogrlation density, incone levels, erc.

' Ccmparatlrre AsseasrnentE (trade area analysls)

PEITB On I{RIllB FIOR l,pRA INFOnUAIIOSI

11650lberio Ploce

Son Diegq Cofifornio 92129

PHONE 619/485-7500

,4fflbtedOllices: Detroit Nleil Vtrk Dolkrs Clevekrnd Chicogo

A PLEDGE TO OUR RETAIT GUSTOMERS

The industry as we've known it for so many years has changed.

The traditional and ethical lines of distribution are disappearingEXCEPT HERE!

We pledge to you the FINEST SERVICE availableanywhere in the U.S.A.

We pledge to you a QUALITY PRODUCT at competitive prices.

We pledge the very best in SALES PERS0NNEL. We pledge to you the SUPPORT of our entire compan!; Seventy-five people in all, from our offices in Grass Valley, California, to our headquarters in Chino.

AND MOST IMPORTANT;

We pledge to you that WE WILL NOT SELL YOUR CUSTOMERS.

Thank you tor your support.