Merchant Magazine - February 1985

Serving the lumber and home center markets in 13 Western States-Since 1922

Redwood lumber from garden gades and rustic sidings to architectural gades of Bee through clear- all -heart Delivered straight to you from Georgia-Pacific's Ft. Bragg Mill.

We're a member of the Califomia Redwood Association and the Redwood Inspection Service. Look for our gtadestamp foryour assurance of quality.

Georgia-Pacific, your source

Publisher Emeritus A.D. Bell, Jr'

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Anita M. Mumm

Contributing Editors Dwight Curran, 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 480' Newport Beach, Ca. 92.66t0' Phone (714) t52-1!)90, by The Merchant Magazine, Inc. Second-class postage rates paid at NewPort Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, NewPort Beach, Ca. 92660. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Crrole Holm, 7033 82nd S.8., Mercer Island, Wa. 98040. Phone (206) 340-0680.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite ,180, Newport Beach, Ca' 92660. Call (714) 852-1990.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (2t3\ 472-3113 or (714) 8521990'

FROM THE NORTHEAST: JosePh A. Shea' 6l Maine Ave. F-4, Rockville Centre, N.Y. t1570. Call (516) 678-1625.

SUBSCRIPTIONS

Chanqe of Address-Send subscriPtion orders and address changes to Circulation Dept., The Merchant Magazine, 4500 CamPus Dr., Suite 480, Newport Beach, Ca.926ffi'Include address label from recent issue if possible, plus new address and zip code.

Subscription Rates-

U.S.: $9-one year; $15-two Years; $20-three years. Foreign: $20-one year; $35-two years. Single coPies $2. Bact copies $3 when available.

Serving the lumber and home center markets in 13 Western StatesSince 1922

EDITORIAL

Turn tin cans into gold

EOR DECADES the products of the mobile Fand manufactured home industry have suffered an image problem. They've been called tin cans and worse. Surveys showed that most people who couldn't afford a site-built home preferred to rent, rather than live in a mobile home.

But all that is slowly changing. The industry has worked with the federal government to improve quality and safety standards, inducing banks to provide more attractive financing plans for purchasers. Better mobile home parks now feature landscaping, community pools and tennis courts. The stereotlpe of the aluminum ghetto is beginning to fade. Relaxed zoning laws in some states now allow mobile homes to be placed on any lot in a community.

Some mobile home sellers have displayed the units outside super markets and department stores to show the public the progress in product and placement possibilities that has occurred.

We think lumber dealers and home centers should consider displaying model units at their stores. As the mobile home industry has grown so have the opportunities for the alert retailer to position himself as his area's supplier to those who live in mobile homes.

While the home improvement aspect of this market is obviously limited in scope, it is not without possibilities. Mobile home owners and renters often add skirts, patios, decks and steps to their units. Inside the home, a wide variety of housewares and decorative items are needed. For those intending later to buy a conventional home, take-along home improvement items such as bookshelves, cabinets and the like are naturals.

A well planned and vigorously pursued campaign to serve the mobile home market could well pay handsome dividends to the store that recognizes these opportunities and goes after them.

The OSB Company with the COMPTBTE PRODUCT ilNE

C-3O1 5-PLY CEDAR SIDING-Cedar veneers ar.rd unique manufacturin guaranteed solid cores and tight knots that NEVER fall out, at prices that EVERYONE'S budget!

C-3Of 5-PLY FIR SIDING-The same unique features in a STAINABLE in appearance, durability, performance, and price!

DAVID CUTLER editor- publ i s her

ANDIIEBROUOHT DOUOLASWITH Hltl.

Pope & Thlbot is making a triumphant return to the Bay area where we were founded,over a century ago.

Andwedidn'tcome back empty-handed.

We're bringing asiz,eforest of prime Northwest Douglas Fir with us.

Andplanting it righthere:

So now vou have a reliablg high quantity source

of green Douglas Fir that's competitively priced, and far, fareasierto get to.

At Crockett, you'll find a constantstocking inventory of up to 5 millionboardfeet, including MSR. Sizes from 2x4 to Zxn, and a fullrange ofgrades.

All dimension is redendpainted and cargo-stenciled for easy identification.

Think what this means for you: No more costly delays in supply, nomore

long hauls to mills,far fewer emptyback-hauls.

Because Pope & Thlbot is back - right where you need us.

GAtt REED, Affi OR DON FOR IIIE BOTTOM fTNE. (5031 z2O-flEtD.

HIGHLY

Western red cedar rates a 10

F AN architect or builder were to sit down and make a list of all the desirable characteristics he would like to have incorporated in a lumber product for siding, trim work and interior finish applications, it would be difficult to arrive at a set of specifications which would not be met or exceeded by western red cedar.

tive which makes it highly resistant to insect attack and decay. The tree produces a high percentage of heartwood and is free of pitch and resin.

SWEET MUSIC comes lrom orchestra shell using a variety ol western red cedar. Good acoustical qualities are another plus for this extremely adaptable wood which shines in both commercial and residential applications.

This unique wood is grown in abundance from the Columbia River in Washington through British Columbia on up to southern Alaska. It shares the advantage of redwood in that there is a natural built-in phenol preserva-

When properly dried, western red cedar is lightweight, easy to work and exhibits very low swelling and shrinking characteristics. Paint and stain holding capabilities are among the best for any wood because of its uniform cellular structure, which also contributes to excellent insulating values. Since the product is easy to cut, nail and fit into difficult areas, it offers a large potential for the do-it-

RESISTANT t0 twisting, warping and splitting, western red cedar can be made even belter with an additional slep in manulactur' ing. Milling a shallow double groove on the back side relieves stresses to prevent cupping afler the siding is in place.

yourself and remodeling markets as well as new construction.

One wholesaler who has had excellent results with western red cedar is Ed Fountain Lumber Company, Los Angeles, Ca. The company normally stocks from l-l/2 to 3 million feet in various grades and patterns. Over the past several years, Fountain has developed many techniques for drying, milling and processing the lumber to minimize downfall and provide customers with economical specified widths and lengths.

Story at a Glance

Western red cedar meets building specifications for many applications. ..natural preseruative resistsinsect attack & decay. .handsome appearance is an added sales feature.

Among the highest demand items is Totem siding, or bevel siding, which is having a renaissance in many regions. This product is supplied in 4" through 12" widths with a standard butt of l-l /4" and tul of | /4 " A new pattern of Totem, which is rapidly gaining acceptance to compete with hardboard, has a 7/8" butt with a 3/8' tail. Most applications utilize the tightknot grade which is reversible with a saw texture on one face and smooth surface on the reverse side. Grading is done from the specified face.

Because of its excellent paint and stain holding characteristics, western red cedar can be finished on the resawn side, to provide a rustic look, with transparent stains which let the grain show through, or painted on the smooth face for a continuous monotone appearance, preferred on traditional type structures. Western red cedar is also popular for vertical siding with tongue and groove, ship-lap or board and batten joints. The siding can also be left exposed without any finish which results in the color mel-

lowing to a soft, silver grey over the years.

The clear grades may be used for siding too. However, they are generally reserved for soffits, facia, trim, ceilings, intemal paneling and cabinetry. Grades within the clear family include vertical, flat or mixed grains, heartwood and specific manufacturing characteristics. It is possible to specify virtually any appffuance required to precisely reflect the image desired by the designer.

Other uses include interior and exterior planters, walkways, decks and fencing to complement surrounding architecture. Western red cedar is equally at home in a rustic mountain setting or the most sophisticated residential development.

STACKED HIGH as an eleohant's eve. western red cedar is a lavorite wood with builders and homeowners. Ed Fountain Lumber Co., one ol the major suppliers, has delivered as much as 400,000 feet ol the same size, grade and detail to a single customer.

VERSATILE in application, weslern red cedar can be used in a rough sawn siding with a stain finish t0 highlight the grain as shown on this home which combines sidino with brick.

A primer of cedar terms

wilflff:l-;#"Tits,?x;

Those not in the lumber business often have a different answer and even a lumberman's definition may differ depending on the area he represents.

Cedar is a soft wood with reddish heartwood and white sapwood. It comes from a coniferous tree of genus cedrus, juniperus or thuja with numerous species, each known by a different name.

Western red cedar, perhaps the best known by builders and architects, is found in Western British Columbia, Washington and Oregon.Of thethuja plicata species, it has a natural resistance to decay and insect damage. Because of this, it is widely used in shingles and shakes for roofs and exterior siding. It also is popular for fences, decks, siding and paneling, often used inside as well as outside.

Red cedar grown outside the west is known as incense cedar or eastern red cedar. Eastern red cedar is really a juniper (Juniperus virginiana) growing in much of the eastern half of the United States, both north and south, and as far west as the plains states. Closet and chest liners, cedar chests and pencils iue among its products. Because of its distinctive fragrance, it also is known as aromatic red cedar.

Incense cedar, also an aromatic wood, grows on the Pacific Coast from Southern California to Northern Oregon as well as in parts of

Nevada. Of the libocedrus decurrens species, it is extremely durable. Widely used for pencil stock, shingles, fence posts and in other areas where stability against weathering is useful, it is said to have been discovered by Gen. John Fremont in 1847 in the upper Sacramento (Ca.) Valley.

Beautiful as well as durable, it is now being cut for interior and exterior siding by at least one lumber company. Its decay resistance, elegant grain and rich color reportedly make it a perfect woodwork material. An educational program for builders is underway to create demand for the estimated 9 billion board feet available for cutting.

To further muddle identification of cedar, there is cedar of lrbanon, Spanish cedar found in South America, Mexican cedar in the country of the same name, once used for cigar boxes, and various cedars used and identified by regional names in Japan, New Zealand, Australia and the West Indies. Cedar also is a term applied to at least a dozen other items including birds, aquatic plants and a nut used for food in Siberia.

Is there any wonder that your customer may appear confused when you recommend cedar?

Story at a Glance

How to identify three types of cedar. .characteristics of vari. ous species...uses in home building andd-i-y. .background for customer educalion.

WESTERN red cedar trees often grow to a height ol 1e5-200 feet with a diameter ol 2-5 feet, with small overlapping, scale-like leaves that form sprays. lt has smallish (about 3/4 inch long,) brown cones and cinnamon red bark which turns gray as the tree ages.

Poxy Coat, an outstanding protective coating, is used on roofs tb seal nail holes, and provide a seamless one piece surface that actually expands and contracts with weather changes. Guaranteed for lO years, it reflects heat and lowers interior temperatures by l5-2oo.

Outer Space

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

The outer edges of blusiness property are too oftenwasted space. Yet our building experience can help you utilize that outer space inyour business that presently lies idle or under utilized.

Thebuilding shown here is part of several storage units we built for Ganahl Lumber Co. in Anaheim, Ca. These structures, because they were

built on the property line for better utilization of space, had to have one hour fire walls to comply with the city's fire code requirements.

We were able to meet their individual needs as we

have been meeting the needs of our customers for years: with top notch quality, unsurpassed service and reasonable prices. our customers rely on us time after time.

. Extra thick one piece panels

o Furniture quality detailing and millwork

o A model for every home style

. Superior grade lumber construction

. Architecturally correct

How to "home in" on cedar sales

!slJIJ,?"'*i[:T:iH:$?

architects for red cedar shakes and shingles for both single family and multi-family dwellings. Those who encourage this inclination by being able to provide ample amounts of both information and product will find it worth their while.

High curb appeal is an inherent characteristic of cedar building products. Roof coverings and wall claddings of red cedar shakes and shingles give a rustic, yet sophisticated, appearance to a home.

Comments from architects and builders throughout the country make it clear that the cedar products add something special to a home:

"Cedar shingles are chosen for their aesihetic blend with the environs, their marketability and their ease of repair."

"Handsplit shakes provide a malleable skin that handsomely accentuates the classic lines of the building."

"The patina of cedar shakes serves to blend the structure into the surrounding woods."

Builders and architects as well as home owners also appreciate the nu-

merous practical advantages of cedar shakes and shingles.

Dealers have a lot of support in presenting the product to their customers. The Red Cedar Shingle and Handsplit Shake Bureau, an outgrowth of the West Coast Lumber Manufacturers' Association in 1915, has an extensive program of advertising and promotion as well as a field service staff.

Members of the American Wood Council, the organization maintains a news bureau and has produced four films which are shown to consumers

Story at a Glance Possibilities for

increasing sales of cedar shakes and shingles. . .ways to encourage builder use of product...sup. port services and literature available.

both in person and on tv. They have literature available to support dealers and also publish The Mollet & Froe which is sent regularly to over 20,000 builders and architects to stimulate their use of shingles and shakes. The bureau also sponsors an architectural awards program every other year.

The fieldmen are a primary point of contact for dealers in obtaining brochures and other supportive material. In addition they interact among dealers, builders, roofers, code officials and governmental agencies to promote cedar shakes and shingles.

Fieldmen to contact, depending on your geographical region, are:

Harry T. Abney

7023 Bridgeport Circle Stockton, Ca.95207 (209\ 4774969

William F. Graham 1525 Paris Dr. Grand Prairie, Tx. 75050 Qr4) 262-t020

Robert Mitton

764 N. Marvin Dr. San Bernardino, Ca. 9Zl0 (714) 884-3965.

DRAMATIC appearance of this multi-family structure in Los Gatos, Ca., is enhanced by the use of western red cedar shingle siding. The product is a growing favorite with architects and builders.

The romantic saga of cigar box cedar

IrHIS lS a romantic story of how a I smallgroup of adventurers brought out of the jungles of Mexico virtually all the cedar used in cigar boxes in America for over a decade.

Roy and Tilcomb, Inc., a pioneer Arizona lumber company, cut Mexican cedar along with hardrvoods in

the swamps and jungles of San Blas on the west coast of Mexico near Guadalajara in the 1920s. Popularly knolvn as cigar box cedar, the u,ood was used to make the boxes in which cigars were packed prior to the introduction of cellophane wrappings.

Exciting and unique describes their

method of timber cruising as the old timers remember it. Gus Michaels, mill manager, and his Mexican logging foreman, would launch a rovr'boal and ro\^' out into the swampy area of the jungle. A small crew of boys would accompany them.

When they reached the timber area, the men would give each boy a leaf of one of the species they were looking for. They would then have the first boy climb the tallest tree with instructions to count the number of trees in the area with leaves the same as the one he carried. They would row a few

Story at a Glance

How adventurous lumbermen batlled the perils of Mexican jungles to locate cedar for cigar boxes. ..medicinalgin and qui. nine water averted mosquito altacks while timber cruising. hundred yards farther and send No. 2 boy up the tallest tree and so on.

\\Ihile the boys were climbing and countin,u, the men in the boat were fighting off mosquitos with plenty of gin and quinine water.

This story sounds great as far as hardn'oods are concerned, but using this technique to locate the coniferous cedar stretches the imagination. Regardless, all agree that Merican cedar for cigar boxes was the big cash deal for the firm.

After the logs were cut, they were (Please turn to page 28)

INDIANA J0NES would have lelt at home in the Mexican lumber camp operated by Titcomb and Roy. Logs (top photo) are rolled lrom jungle area t0 mill (middle) whera they were processed in dry kiln. sawmill and veneer plant. Cigar box shook and hardwood logs (lower ph0t0) were shipped via SP f rom Mazatlan t0 Nogales, Az., atler traveling lrom San Blas. Mexico, Dy Darge

THE ]URMA]I SY$EM I]IIRODUCES SIURDI.WOOD ORIE]ITED SIRA]ID BOARD

ENGINEERED TO WORK IN THESE APPI.ICAIIONS

Roof Sheathing Sub Flooring/Underlayment

. Stair Treads r Lamination Substrate

. WallSheathing . Shelving

D.l.Y. Projects . Crating . Pallets

ENGINEERED TO INCORPOMTE

THESE SPECIAT FEATURES

. Designed with a 3-layer perpendicular orientation for added strength, stiffness, and dimensional stability.

. Constructed in thickness from /c" to11/q" and in panef sizes up to8'x24!

. Designed in one gradereplacing several grades of plywood.

Engineered with a solid core.

. Guaranteed Knot free, Void free and Patch frce.

Furman Lumber, a coast to coast distributor of quality lumber products introduc€s Sturdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential and industrial construction, plus a wide variety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

. Designed to cut, drilland naileasily.

. Formulated with a non-Urea exterior glue (Phenolic Resin).

. Designed to be at least equalto plywood in every way.

Gedar association pushestheproduct

IROMOTION, merchandising

Fand education are the main thrusts of the Western Red Cedar Lumber Association.

Brltlgh Columbla Forest Products Llmlted (Keystone)

@Lumber Sales Office '1050 W Pender St.

Vancouver, B.C. V6E 2X3

(604) 665-6103

Telex: 045-1 166

Ganadlan Forest Products Ltd.

Lumber and Shingle Marketing Division

91 49 Hudson Street

Vancouver. B.C. V6P 4N5

(Sales agents for Terminal Sawmill)

(604) 261 -51 1 1

Telex 04-508-704

H. C. Seinhardsen, Marketing Manager, Cedar Products

Glen F. Connor. Gordon Hall, John Phillips

Colonlal Cedar Co., lnc.

7800 South 206th Street

PO. Box 1449

Kent, Washington 98031

(206\ 872-7273

Crown Zellerbach Canada Ltd. Coast Wood Products Division

PO. Box 2000

New Westmrnster. B C. V3L 5A4

(604) 521 -1 941

Te ex 043'51 158

J A. Shields, Mgr Cedar Sales

Delta Cedar Products Ltd.

PO. Box 234

..u'dl;'d&-'c.xT'*'

E. L Wintemute, Manager

Clark Robertson, Sales Manager

Evans Products Company Ltd.

1 45 - 3rd Avenue

Kamloops, B.C V2C 3lM 1

\604\ 372'7721 (604) 372-)1^')

Telex 048-8186

Lamford Cedar A Division of Sooke Forest Products Ltd.

PO. Box 638

New Westminster, B.C. V3L 423 (604) 522-8681

Bill Alexander, Manager

Eric Worthy, Sales Manager

Tim Favel. Sales

Landuccl Lumber Ltd.

320 Ewen Ave New Westminster. B.C. V3l\,4 581

(604) 52s-8304

Bob Landucci

Bob Wilson

l-ffi-l

MacMillan Bloedel Limited

1075 West Georgra Slreet

Vanr:ouver BC V6E3R9

(604) 683 671 1

Te ex 045-656

MacMillan Bloedel Building Materials

1521 SW Salmon Slreet

Porlland. Oregon 97204

(503)227 2474

Su te 200 6540 Powers FerrY Road

Al anta Georgra 30339

(404) 955 1 324

McDonald Cedar Products Ltd.

P O. Box 69

Fort Langley, B.C VOX 1J0

(604) 888-1 61 6

Telex 04-365-551

Brett N,4organ, Sales Manager

Mill & Tlmber Products Ltd.

t6l12770-1 16th Ave.

Surrey, B.C. V3V 7H9

(604) 580-2781

Alex Devlin

Dave Gillis

Nova Lumber Co., Lld.

200 Br dge St

Norlh Vancouver B.C V7H 1W7

(60.1) 929 3471

Tahsis Company, Ltd.

1201 W Pender Street

Vancouver, B.C. V6E 2V4

Sales Agents: East Asiatic Co (Canada) Ltd

1 201 W Pender Street

Vancouver, B.C. V6E 2V3

(604) 664 5280

PE Almgren, Sales_Manager

Tyee Timber Products Ltd.

19822-10lst Avenue

RR #5

Langley, B.C. V3A 4P8

(604) 888-1443

Telex: 04-365698

Brian Tyldesley

Barney Blondal

Tren Buddo

Welco Lumber Company

l\4arysville, Wash 98270

(206) 659-1261

G W Emory, lvlanager

Nerl Mix, Sales Manager

Weldwood ol Canada. Ltd.

Fllvelle Cedar Dlvlslon

Port Moodv. B.C.

Sales Otfiie: PO. Box 2179

Vancouver, B.C. V6B 3VB

(604) 668-3860

Terex: 04-508-84b

Private Numbers:

Sid Sigfusson (604) 668-3867

Jon Taylor (604) 668-3887

Pat Demens (604) 939-1 141

Based in Portland, Or., the nonprofit service organization has a membership of cedar manufacturers in both the United States and Canada. Sidings, panelings, framing lumber and knotty specialties are among the western red cedar products which they produce.

Story at a Glance

Western Red Cedar Lumber Asso. ciation represents producers in the U.S. & Canada...supports dealers and dislribulors by edu. cating contractors, architects & homeowners...literature, promotion, merchandising help available.

Shingles, shakes, pickets, mouldings, finger jointing, fencing, end capping and boat lumber are produced by some of the members. Others provide additional services such as factory priming and factory staining.

Distribution of western red cedar products is international, spanning North America. The association assumes the job of providing the construction industry with information about their products and the correct ways to use them. They also assist dealers and distributors with the job of promoting and merchandising western red cedar.

Literature including a publication called Concepls is another phase of the association's work. Lovely color photographs of commercial buildings and homes utilizing western red cedar products attract attention and informative editorial material reinforces the interest of the reader.

Working as a group through the association, western red cedar producers have increased their influence and clout.

A new "12,W sq. ft. Mr. HOW Warehouse is being built by Service Merchandise in Aurora. Co.. for a fall opening. . .Poy 'N Pak, rcennewick, Wa., is doubling the size of its store to 45,000 sq. ft. .

Home Depot is building a 100,000 sq. ft. store on leased land in San Diego, Ca., set to open this summer; an 85,000 sq. ft. Oceanside, Ca., facility will open later in the year. . .National Lumber and Supply has opened its 15th store, in Ontario, Ca., with an additional unit scheduled for a Fontana, Ca., shopping mall.

Homeowners DIY Center is closing its La Puente, Ca., unit. . Hodge Home Centers 1nc. will be auctioned md Hodge Forest Industries, Boise, Id., sold in Chapter 7 federal bankruptcy proceedings this winter.

Anrad Hordware S/ore has been closed to make way for a Caltrans widening of El Camino Real in Mountain View, Ca. . .Copeland Lumber in Riddle, Or., has been closed after 37 Ws. . .Tenino Lumber Co., Teninb, Wa., has closed its doors permanently. .

HomeClub, /nc., plans to add 15 warehouse locations in Ca. this year including two in San Jose next month, nine in Los Angeles, and others in Sacramento, Santa Rosa and San Pablo. .Kmart Corp. will test market financial servicesln 3l of its stores nationallv.

OIe's Home Center, South Pasadena, Ca., partially destroyed by fire last fall, is rebuilding to open in late spring or early summer. .LarLin Hordware.Inc., Covina, Ca., is closed following collapse of its roof. .

Lindsay Lumber Co., Paramount, Ca., is expanding to a fullrange home improvement center . . .True Value Hardware, Mehama, Or., has moved into new 4,000 sq. ft. quarters. .Andersan Lumber Co., Grace, Id., held a gtand opening for its newly remodeled store. .

Woodworkers' Store is opening a new retail outlet in San Diego, Ca.. . .PeteMaltbyhaspurchased Pete's Tiue Value Hordwqre Store, Pomeroy, Wa., from Clarence and Edith Cole for an undisclosed sum

.Withers Lumber Co., Woodburn, Or., has reopened its Dollas Building Supply store in Dallas, Or.

Construction will begrn next month on a new store for Hayward Lumber and Home Supply on San Felipe Rd. in Hollister, Ca. Ray's Hordware, Brownsville, Ca,, is celebrating its founding 20 years ago.

Chino Valley Lumber Co., Chino, Ca., donated materials for a philanthropic project at the prison for men in that city. .Nqtional Lumber supplied paneling for an Ontario, Ca., Kiwanis' philanthropy for a needy family. .

Lo u is ia n a - Pac tJic Corp. plans to modernize its mill in Standard. Ca. . . .Crown kllerbach Corp. wrll purchase Wurrenton l-umber Co. from bankrupt Dant and Russell . . .Simpson Timber Co. will close two mills and a plywood plant during the next 15 months. .

The Murphy Co. is buying and reopening Mt. Mazama Plywood mill in Sutherlin, Or. . . .Internationol Poper Co. has shutdown its sawmill at Gardiner, Or. . .Sedro-Woollgy Lumber Inc.,is negotiating to acquire the Boyd Lumber mill in Sedro-Woolley, Wa..

The Merchant Magazine

Hqtler Lumber Co.'s owner is developing an industrial park near Chinese Camp, Ca. .Croman Corp., Ashland, Or., is building a splitter and whole log chipper and a 4'veneer mill with an April/May starlup planned. .

Sunrise Forest Products has relocated its So. Ca. sales offices to San Juan Capistrano, Ca. .The GF Co. has moved to new offices in Encinitas, Ca.

Copeland Lumber Yarck' wholesale subsidiary has opened a new 60,000 sq. ft. DC in North Portland, Or. . .Rawhide Lumber Co. is a new building material distributor in Fresno, Ca., formed by Jim Davis. .

Burbank Lumber Co. (The Tenv Co.s) has added a 3,000 sq. ff. lumber storage shed. .Furmsn Lumber, Inc., has opened a new warehouse in Milford, Ct. . .PIywood and Lumber Sales, Inc., Oakland, Ca., is celebrating completion of its first year in business by opening a warehouse in Emeryville, Ca., next mo. .

Wood Master Wolesale Co., Denver, Co., has a new branch in Phoenix, Az. . .Swaner Hordwood, Burbank, Ca., has a new 5,000 sq. ft. enclosed pllrvood storage bldg. .

Mt. Mazama veneer mill, Creswell, Or., will be acquired by Bald Knob Land and Timber Co., North Bend. Or. .Fire caused damage at the Olympic Forat Products mill, Mist, Or., late last month.

Franklin Brass Mqnufacturing has consolidated its So. Ca. Hq. and warehouses at a new Los Angeles site. . .Hydro Systems' Inc., has relocated to larger facilities in North Hollywood, Ca.

Nudged by a Z.lVs increase in Dec., housing starts for 1984 hit 1.74 million untts, the best year

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tuppllcrs to thc industl rlll dtsplot t rldc nrlcty ol Products, ranging fron heary nrchincry to electonic hardsarc and softrare.

fake adnnhgc ol the opportuniA b heep abreast ol thc latest technology anl narhet tends. flegister to attcnd one u nore of sir full-day rurkshops concentrating on these sfiiect areas-

Thr Conputulzod lllll tnd Offlct: Pltnnlng rnd Inplrncntlng r Con!lnrd 0pcrrllon Terry Brown will head this workshop offering

llollyrllon rnd Prrtlclprtlon: Kryr to Producllvlly on thr lllll Floor

A smoolh flow of information lrom mill to olfice practical tools that can be used on the mill lloor can provide the competitive edge in lhe '80s. for increasing participation, as well as Linda Groberman will lead this look at new suggestions on union/managemenl inlerface compuler syslems designed to lie mill and how to avoid problems with employee production lo office managemenl. participation programs.

llrnrglng Chrngr ln lhc lllll

8rr llulin, 0plrllon rnd llrlnlcnrnm: Come hear Dick Baldwin and his faculty speak Clrculrr rnd Brnd Srrr on lhe lurbulenl changes occurring in lhe A praclical discussion of lhe latesl inlormalion industry, and receive sound conceptual ideas on optimal design of circular and band saws for managing thal change. "Preparing Our and melhods lor improving lheir perlormance, People Resource for Change," and "Even Ryszard Szymani will also cover wood Smaller Logs and the Panel Producer" are only characlerislics and properties, saw guides, two of the topics to be covered. reducing saw noise and much more.

lhlnlcnrncc rnd ilrnrgrnrnl: You Won't lhur

|lnr Ullhoul lhc Olhrr

Workshop leader Mike Higgs will head up lhis program which will illustale lhe inleraclion belween managed mainlenance and beller recovery. Emphasis will be on investigaling the tools, lechniques and people employed by mills wilh a record of success in both recovery and productivily. IIIIIT---TtTItIIIITTIIIIIIIITIIITIII-IIIIIII

fo ruoltc mrylote progrn dctails antl rollttrthn lalrnnthn, llll out frc ttbchcd eoqon d mll to lolnn flnglay Forcst ht*tttht, todrlr 0hblu\ 500 llotad St., hn Fnmhn, Cl 01105.

Prnrlr: 0pporlrnlllu lor Proc.ss lrrroummls rnd Erporl ilrrlrlr

Key to Jim Wilson's workshop on panels will be an in-depth discussion on use ol improved green veneer clipping, new developmenls in peeling technology and laser scanning on compulerized chargers. lmprovements in markel mix and/or expansion inlo new marksts will also be thoroughly covered.

INDUSTRIES Seminar Division, 500 Howard Street, San Francisco, CA 94105 USA (415) 397-1881

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GALENDAR

FEBRUARY

Wood Moulding & Millwork Producers Association ' Feb. 13'16' 23rd annual meeting, Sheraton El Conquistador, Tucson, Az.

Phoenix, Az., Hoo-Hoo Club - Feb. 15, western Valentine dinner and dance, Bud Brown's Barn, Phoenix, Az.

Set Your Sights on UALITY

7653 Telegraph Rd.

Montebello, cA 90640

(2rs) zzr-rsor r (714) 994-6240

930 Ashby Ave. Berkeley, CA 94710

(41 5) 843-4390

Kilns, Mill & Concentration

ss\s"_

Channel Ruslic .N

1576 South 300 West salt Lake city, UT 84115

(801 ) 484-761 6

Main 0ffice

2150 0akdale Ave. San Francisco, CA 94124 (415) 647-0782

Yard, Edinburgh, lN.

C&DLumberCo.

Managers of Forest Resources and Manufacturers of Wood Products

WESTERN CEDAR

Fine Textured, warm and stylish. One of the most durable and decay resistant of American Woods!!!

KILN DRIED, AIR DRIED, GREEN

BoARDS:

-r-?

Cenler Malch-S2S-EV1 S

Tonsuo & croov8 lx2 thru tlt,?rtJD & BTR- ---?f-?

Winter National Hardware & Home Center Show-Feb. 17-19, Las Vegas Convention Center, Las Vegas, Nv.

Phoenix, Az., Hoo-Hoo Club - Feb. 19, golf and dinner, Dobson Ranch, Mesa, Az.

Western Hardwood Association - Feb. 21-23, grading school, Kelso Thunderbird, Kelso, Wa.

International Hardwood Products Association - Feb. 25-March I, convention, Sheraton Plaza, Palm Springs, Ca.

Umpqua Valley Hoo-Hoo-Ette Club - Feb. 2,6, meeting, Tom Tom Restaurant, Roseburg, Or.

MARCH

American Wholesale Hardware Co. - March 3, show, Long Beach Convention Center, Long Beach, Ca.

Montana Building Material Dealers Association - March 3-5, 50th anniversary convention, Heritage Inn, Great Falls, Mt.

Cologne Hardware Fair - March 3-6, Cologne, West Germany.

National Working With Wood Show - March E-10, Cow Palace, San Francisco, Ca.

Western Wood Products Association - March 12-15, annual meeting, Westin St. Francis Hotel, San Francisco, Ca.

Home Resloration & Remodeling Show - March 14-17, weekdays,4-10; weekend, 10-10, Anaheim Stadium, Anaheim, Ca.

Inland Empire Hoo-Hoo Club - March 15, golf, Prado Country Club; dinner, Pyrenees Restaurant, Chino, Ca.

National Home Center Show - March 17-20, Georgia World Congress Center, Atlanta, Ga.

National Lumber and Building Material Dealers AssociationMarch 19-21, 1985 Conference with Congress, Hyatt Regency Hotel, Washington, D.C.

Dub's Ltd.-March 22, golf tournament, ClaremQnt Country Club, Oakland, Ca.

Construmat International Building Exhibition - March 22'2E' Barcelona Fair Precincts, Barcelona, Spain.

APRIL

Center Malch-S1S-EVIS ,JG,Sf\RstS \::SS\,\x\

oeIking

DIMENSION: 2x4 thru 2xL2 STD & BTR2 & BTR-S4S or ROUGH

TIMBERS: 4x4 thru 6x8 STD & BTR- S4S 2 & BTR-S4S or ROUGH

PATTERNS: (WCLBI

lL-Ir r'i1sfs.-:.-l 1x4 thru 2xr2 CLEAR- T-1 'r'd, SELECT TIGHT KNOT ff

Western Reinforced Plastics/Composites Institute-April 9-12, fourth technical conference and exhibit on corrosion and construction. Caesars Palace, Las Vegas, Nv.

Wood Machinery Manufacturers of America-April 1E-21,1985 meeting, Grand Hotel, Point Clear, Al.

Rooling Industry Educational Institute-April 23-U, seminar, Las Vegas, Nv.

Dub's Ltd.-April 2,6, golf tournament, Green Valley Country Club, Suisun City, Ca.

MAY

Los Angeles Hoo Hoo Club-May 10, golf and meeting, Anaheim Hills Country Club, Anaheim, Ca.

Ligna Hannover-May 15-21, sixth international forestry and woodworking machinery trade fair, Hannover, West Germany.

I+IIS WEEK

HOMT GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place San Diego, Ca.92128

I found myself in the

I clients' room of a market research company. I was comfortably seated behind a two-way mirror allowing me to look and listen to a focus group report on the good and the bad about a home center operation I advise, We got an earful.

Today's shopper is far more sophisticated than the novice do-it-yourselfer of only l0 years ago. He's not only been at do-it-yourself projects longer, he's also learned how to shop our stores. As a matter of fact, he's pretty vocal about telling us how to run our business.

So. .grab your pencil, as Ed McMahan would say. .here's everything you will ever have to know about gaining the edge on everybody else in the market. This is a list of some of the individual

suggestions (not necessarily the concensus of the entire group):

. Open the store earlier (7:30 in the morning).

r Keep the store open later (the store is currently open until 9:30 p.m.).

. Stay open every evening including Sunday.

o Offer a larger selection in almost every department.

o Beat everybody else's shelf price, day in and day out.

. Open more checkout counters.

e Quote prices over the phone.

o Make the aisles wider.

o Have more people available to talk to customers.

r Train all sales people to be more courteous.

o Train all salespeople to be more product knowledgeable.

r Make sure all salespeople have the ability to take off a lumber list.

o Give immediate cash refunds without the typical paperwork.

. Have outside salesmen available to sell even the smallest item in the customer's home.

. Inventory replacement parts for every item that the store sells.

o Carry a less expensive selection.

o Do not junk up the store with promotional lines.

February, 1985

o Make demonstrations available at all times for all products.

Carry a lumber at of dimension better grade lower prices.

. Never be out of items needed to instalf or accessorizn any project.

o Advertise in the metropolitan newspaper, the suburban newspaper, radio, television, billboards.

Do not offer rainchecks. . .instead be in stock at all times.

Helpcustomers load purchases into, or on top of the car.

Match paint colors.

Loan tools

r Offer free yardsticks, paint mixers, caps and nail aprons.

r Eliminate coupons and rebates.

o Have phone times.

advice available at all

Make the parking spaces wider.

Illuminate the parking lot better.

o Hire more mature sales people. wow!

What I find interesting is that a shopper expects so much more in a store that calls itself a home center or building material retailer than he does at the typical K-Mart, Price Club, or other mass merchandiser. Yet, he expects us to be as competitive.

And, he expects us to offer continuity in the assortment of merchandise that we offer. The customer however anticipates much less from the chain discount houses. He has no fixed ideas about product categories that are being merchandised.

The mass merchandiser's customer is accustomed to lines at the checkout counter, dangerously narrow parking stalls, and almost no visible. . .let alone knowledgeable salespersons.

Sometimes life is unfair!

When sending in a change o.[ address please include zip code on borh old and new addresses and either the old label or the inlbrmation from it. Thanks!

||$T|l$ IURTS UPilfi U||IUTI BYIUiltB tt lltt cu$I0]iltn.

STAGKTHE DECK

lillTAttl|00D Ft|B SAIES. IS TBEAIED EtlUAI.

With Osmose treated wood products and the most innovative dealer support service in the industry.

THE 0Silt|SE' TETESUPPOBI"SYSTEiI.

The heart of our Preferred Dealer program. With our national toll free number, 1 -8OO-522-WOOD. Preferred Dealers receive direct customer referrals. Answers to technical questions about specifications, codes or product usage. But that's not all.

oSiloSE'GBEAT P[AllS.

To give Builders and DlYers construction know-how for decks. fences and gazebos. Avariety of stvles allow flexible lavouts and

dimensions. Along with a materials list for each project, Osmose recommends products in supporting roles.

PLSOO Deckand l?eated

Lu mber Adhesive is Osmose apprwedforadded strength and fewer exposed nails.

WE'RE I]I SIOBE.

With banners and displays to stimulate sales. We have Grcat Plans Vldeo Tapes that il lustrate bu i ld ing procedures and are available for Dealer Building Clinics or for customer purchase or rental.

And with Osmose, you knowyou can trust our products. Unlike "salt" and less pure "oxide" formulations, Osmose is the highest puriV, 100% oxide CCA type C preservative available in the industry. While low quality treated wooos have a growing liability, Osmose is safe and clean.We stand behind the quality of our wood and warranty it for 40 years.

BBAIID AIIARE]IESS FB0l'l IllE IIIZARDS 0F 0SiloSE

1985 will be the greatest year ever.

StimulatingTV, magazines,local newspape[ radio and outdoor advedising will have your customers thinking and demanding Osmose Wood.

This year build treated wood volume when Osmose tunes in

Preserving Co., PO. Drawer O, Griffin. G43O224.

t-800-522-tf00D

MOUNTAIN

STATES

ItIE MOUNTAIN Srates Lumber

FRED CARUSO ing the day and roundtable discussions in executive secretary the evenings' Dean Leaman, president of the National Lumber and Building Material Dealers Association, will join the group. Carl Dill, professional speaker and lumberman, will be the discussion leader. Topics will include "Secrets to Running a Successful Lumber Business," "Communications Between Principals and Sales People," and "Credit: How Important Is It In These Changing Times."

I and Building Material Dealers Association will host a fourday, top management ski retreat, March 2-5, at the Yarrow Holiday Inn, Park City, Ut., with Dave Stookesberry, vice president and general manager of Economy Building Materials, Greeley, Co., as retreat chairman.

Purpose of the retreat is to give lumber dealers-skiers a chance to brainstorm and share ideas with fellow lumber executiveski enthusiasts in a unique learning environment. The program will feature early morning educational sessions, skiing dur-

Entz-White Bankruptcy Plan

Entz-White, Phoenix, Az., is conducting a liquidation sale following acquisition of its building and property by Jaren Corp. for about M million.

In bankruptcy proceedings since August, 1984, the retailer which advertises itself as "The only store like it in the world," will be out of bankruptcy shortly, according to owner John C. "Jack" Entz III. When the liquidation is completed, he plans to recapitalize and relocate in North Scottsdale.

The new Entz-White, which is expected to open next fall, will continue to handle exclusive, unusual, high+nd merchandise although the 15,000 sq. ft. new location will be less than half the size of the original facilities. Located on East Camelback Rd. since 1952, the present store, which began as a lumber yard and later added the manufacture of custom shutters, includes a deli-style restaurant.

The Jaren Corp., a Scottsdale real estate firm, hopes to develop a shopping plaza on the site with stores selling unique items. They plan to continue the restaurant which has five years remaining on its lease.

Selling the property came through extensive negotiations begun after EntzWhite filed for reorganization under federal bankruptcy laws. The store had originally expected to resume profitability in the fall of 1984, sell the property and lease it back for five years to stay in business, according to court records.

Topics for evening roundtables include "Expansion: It Doesn't Always Mean Location. What are the Greatest Opportunities in New Product Lines and Services" and "How To Test and Introduce New Products-From Decision Making to Assessing Results."

The MSLBMDA-Lumbermen's Underwriting Alliance Worker's Compensation Safety Pool has experienced a 5090 increase in one year to over $680,000 in premium base, with over 75 participating

firms in 4 states. A first-year dividend of over 2890 is expected.

Membership in the first 8 months of the past year grew by 47 new member companres, of which 22 are retul lumber firms representing26 yard locations, and 25 are new supplier firms. The new membership growth is significant in view of the fact that the association did not engage in a membership campaign.

The association has initiated the development of a separate service corporation. Complete, detailed and separate records, backdating toJan. I ,l984,have been developed for both the association and the service corporation. In addition, separate records and a different accounting system are maintained for the Insurance Trust.

Insurance Trust revenues have grown from about $350,000in 1979,to over $3.6 million in 1984. Association revenues which include its service activities, have grown from $120,000 in 1979 to about $430,000 in 1984.

Owens-Corni ng G oes H igh-Tech

Owens-Corning Fiberglas Corporation has invested in four venture capital limited partnerships expected to provide a window for the company into new and emerging technologies.

Mountain Stat€s Lumber& Buildlng Mat€rial D€al€rsAssn. 55Oo so. Svracuse Circlelllos, Englewood, Co.8011'l (3on

E.J. JOHNSON executive vice president

fHE ALBSA has appointed John I P. Aldridge, area sales manager of Champion International Corporation, to its board of directors.

John Wyss, ALBSA president, commented that the appointment is a positive addition to the board, providing the association valuable leadership from a different segment of the lumber industry. He further remarked, "We are fortunate to have someone of Aldridge's background and experience during changing times for both the association and the industry."

Aldridge, a 1957 graduate from Texas A & M University, has been in the building materials business for over 30 years, 26 years with Champion. Prior to coming to the Phoenix area. he served in a similar capacity for 14 years with Champion in Shreveport, La. The board of directors extends a warm "Welcome Aboard."

Arizona's 37th Legislature convened

January l,lth. The ALBSA successfully presented testimony during the last quarter of 1984 before a joint Senate-House oversight committee considering proposed changes in the Office of Registrar of Contractors. The proposals would have severely reduced licensing requirements for contractors and eliminated all bonding requirements. Due to the amount of testimony in opposition to these proposals, they are not to be included in any committee bill to be introduced this session. From the lumber industry's view-point, it is hoped that the next 100 legislative days will indeed be quiet.

Don't forget the dates of May 16-18, the time for the 64th annual ALBSA convention at the new Ventana Canyon Resort in Tucson. Convention chairman Jim Stewart, Stewart Building & Roofing Supply, Tucson, promises to make this event the best ever.

Details will be announced in the next issue of The Merchant Magazine. We are proud that the NLBMDA's National Pres-

ident and Manufacturer's Council meetings are to be held prior to our convention at the same location. Participants at those meetings will be encouraged to stay to enjoy both our convention and Arizona hospitality.

Thof's How lt Goes!

As far as lines go, no one can top the Andersen@ brand of windows. roof windows and gtding patio doors. Because Andersen is the best-known name among window brands-the one that over the years millions of homeowners have counted on for top quality. But even with the greatest line and your own good business sense going for you, you simply can't go it alone to keep sales going up. As a fullsemice stocking Andetsen distibutor, thatb where Carroll Moulding Compsny comes in.

Besides supplying all the Andersen units you need Gn varying styles, sizes, glazings), we help keep you up-todate on product developments; set up consumer clinics on dncept IVrM' Window Replacement, other topics. Solve service problems. And-supply direct consumer leads! CaU Carto[ Moulding C.ompany-or come see our complete Dsplay Room-today.

l.

"If it's true that you learn from your past mistakes, then I'm the smartest small businessmon in the world."

It takes more than a great line tomakemoresiles.

Inrroducinq Andersen Hich-Fefforrnance

Intulatins Glass: No matter'$ihat it's like outside. it keeos vou comfortable ihsitle.

This revolutionary new double pane insulating glass is so energy efficient it outperforms ordinary ' single, double, and triple-pane windows. tn fact, a building with High-Performan@ R windows can save as much energy in Phoenix as it can in Minneapolis.

Basically it works much like a thermos does. A thermos keeps mld things cold and hot things hot. High-Performance

windows help keep hot air outside during warm weather, and help keep heat inside during cool weather.

That's because unlike other insulating glass, Andersen High-Performance glass has a microscopically thin transparent coating prmanentlybonded to the surface, reduCing the amount of radiant heat that can pass through glass. As a result, it's 42Vo more efficient than regular double-pane insulating glass. That means heating and air conditioning equipment don't have to work as hard. So your clients save money no matter where they live.

For more information, contact the Andersen distributor near you. And find out what the most revolutionary insulator since the thermos can do for your buildingS.

Omre horr to quality Cmrc hanr toAn&sen' Ap$"e-np^dff

#n,euorAsuPPLY AND

CIGAR BOX CEDAR

(Continued from page l4)

sawed and air dried, accounts recall. The dried boards were put through the kilns with the shook milled to six different sizes to meet the needs of the cigar box manufacturers. Although written recollections are vague, pictures record that a sawmill, veneer plant and dry kiln plant operated at San Blas. The early operation was housed in tents and then moved into wooden structures. Probably the sawers and millworkers were paid about a third as much as they were paid in Nogales, Az.

The firm also maintained a shipyard with a fleet including the motorship Nogales, a tug and a barge. Lumber was moved by water to Mazatlan, approximately 100 miles north, where it was loaded into Southern Pacific boxcars for shipment over the border to Nogales, Az. For many years approximately 70,000 b.f. was shipped daily from the Arizona location to New York City to be assembled into finished cigar boxes.

Mexican cedar, also known as Spanish cedar, was used for all types of sash, door and millwork, as well as cigar boxes. The aromatic wood was said to resemble Philippine mahogany in color and texture.

The Roy and Titcomb mill at Nogales, Az., also milled amapa, huanacasta, cioba, venedia, ceba and popoilla. The latter two hardwoods, which resemble balsa, also were used for cigar boxes.

Although cigar boxes may have been the most romantic product of this adventurous episode of lumbering, the millwork of some of Arizona's finest homes and buildings including El Conquistador Hotel in Tucson can be traced back to Roy and Titcomb's Mexican venture. Said to be the most complete mill west of the Mississippi, the Arizona operation closed in 1932.

We are indebted to pioneer Arizono Iumberman Jay O'Malley, retired choirman of the board, The O'Molley Cos., for his help in preparing this story. Accounts written by Gus Michsels, who lqter became executive vice president of the Arizona Lumber ond Building Supply Associqtion, also were helnfu!-ed.

CHUCK LINK executive director

s$t!';T;:'r"ff :Lit j3:i #l

employers on all earnings up to $39,600.

This is an increase from the 1984 rate of 6.7V0 for employees and'lVo for employers on earnings up to $37,800. In 1984 employees received a tax credit of .390 of compensation, resulting in employees and employers paying different tax rates for the first time in history.

With all the uncertainty about the Social Security program these days, it's important for workers to have an accurate earnings record (from which their benefits are computed). Since errors are bound to occur, help your employees check their records in their Social Security Administration files by supplying them with request forms. You can obtain these by asking your local SSA office for Form OAR-7004 or writing the Social Security Administration, P.O. Box 57, Baltimore, Md. 21203. After employees fill out and

mail the form which is a postcard, they'll receive a statement of earnings credited to their Social Security account to check against their own records.

"The best preventive measure to discourage employee theft of time, money or merchandise," says Gerry Jewett, Jewett Lumber Co., Des Moines, Ia., "is eliminating temptations before they grow into serious and difficult problems." Some recommended curbs against temptation are:

(f) Do not permit employees to park their vehicles on company property.

(2) Have employees sign for company premises or vehicle keys issued to them.

(3) Do not permit any employee to purchase damaged merchandise.

(4) Do not permit any merchandise or dunnage to be loaded on any vehicle (whether that of the employee, the company or a customer) without a charge or cash ticket covering the merchandise.

(5) Number all load tickets and monitor control copies to make sure they are all accounted for and not altered.

(6) Have all loads tallied or checked by someone other than the loader.

(7) Have delivery tickets run through time clocks when loads are taken out or record on tickets the time the driver leaves.

(8) If you have radios in delivery vehicles, have employees radio in when they arrive and leave each job site.

(9) Have all gas purchased for company trucks recorded on supplier ticket with vehicle num!;er, mileage and employee signature.

(10) Attach a copy of your company's purchase order to every invoice to double check quantities and price, and discourage employee ordering of merchandise for personal use.

(11) If you let employees purchase from inventory on credit, or if you advance pay or make loans to employees or permit other payroll deductions, get written authorization.

(12) Have employees sign for all merchandise picked up from other retailers or suppliers.

RICHARD DAVIS (seated),v.p., Willamette Industries' Lumber & Plywood Sales Div.. has completed his outstanding 39-year forest products career. With him are (left to right) Eugene Walters, Willamette general sales manager, lumber & plywood and Floyd Vike, Willamette v.p., marketing.

Willamette's Davis Retires

As Richard Davis, v.p. of Willamette's Lumber & Plywood Sales Dvision, closes his 39-year forest products career, he can be proud of the contributions he has made, not only to Willamette, but to the entire wood products industry.

He's a respected leader in the industry and a strong supporter of the wholesaler in the distribution of wood products. He's a valued member of several wood products associations and has taken an active part in supporting the industry. For more than 30 years, he's played a key role in the development of Willamette Industries' approach to sales and product promotion.

Dck Davis' Willamette roots run deep. In 1946, he began working for the Santiam Lumber Co. in Lebanon, Or., then partially owned by the Davis family. He started Santiam's first retail division and turned to mill sales in 1949. as assistant to the sales manager.

In 1951, Willamette Valley Lumber Co. purchased an interest in Santiam Lumber. Willamette Valley and several related firms merged to form Willamette Industries. Inc.. in 1967 and

Davis was named general sales manager.

fu Willamette started up its fust plywood mills in Louisiana in 1962, he led the introduction of the company's sheathing products into new markets. He also spearheaded the development of Willamette's retail Iumber division in 1974 which reached $20 million in annual sales during a nine year period.

Davis was named vice president of Willamette's Building Materials Group in 1978, and has continued to direct the lumber and plywood sales division for both the south and the west.

"Dick has made a major contribution to our company and the forest products industry over the years," notes William Swindells, Jr., president of Willamette Industries, Inc. "He's been a good businessman and colleague as well as a good friend."

In addition to day-today Willamette Industries duties and community activities, Davis has found time to become an active leader in wood prod-

(Please turn to page 76)

Simpsm DoorBuilds New Plant

Construction on a new Simpson Door Co. plant at McCleary, Wa., will begin in April with completion set for August 1986, according to William Ruddick, general manager, Simpson Door Co., Seattle, Wa.

Part of a planned $zl0 million investment by Simpson in its overall western facilities, the new plant will feature state-of-the-art equipment.

The existing two-story building, built in l9l2 and presently used for stile and rail door production, will be demolished with the new plant being constructed on that site. Ruddick believes the new automated equipment will further improve the quality of the doors produced, enhancing the company's capability to maintain fine tolerances and perform precision woodworking.

Marketing Class Registration

Preliminary enrollment for the North American Wholesale Lumber Association wood marketing seminar scheduled for June 16-22 at Oregon State University, Corvallis, Or., has been overwhelming, according to Gary W. Hoormann, association staff member.

For the second year, NAWLA will also conduct a similar seminar in the southeast in the fall. Preliminary enrollment for this class is already at 750/o capacity.

Registration is still being accepted for both sessions as additional classes will be added if there is sufficient enrollment, according to Hoormann.

The format is organized to provide industry information which can make salesmen more productive and profitable in their work. Classroom instruction, informal sessions, field trips to manufacturing facilities and peer interaction are part of the program.

Registration can be made with the association offrce, 2340 S. Arlington Heights Rd., Arlington Heights, Il. 60005, telephone: (312) 981-8630.

Freeway Wipes Out Yard

The freeway finally got Island Builders lumberyard on Mercer Island (Seattle) in Washington State.

For 16 years it threatened owner Jim Mizuki, making him wonder how many months or years he could stay in business, but now it's over. The state has finally terminated his month to month lease, which had been in effect for 16 years, and the business is closed.

Customers will miss the yard which operated on a casual basis, perhaps influenced by the precariousness ofits existence. Regulars were allowed to pick out their needs and tell Mizuki what they owed. When the yard was closed on weekends, they were free to pick up pre-ordered materials, or other items needed, and settle up on Monday.

Convenient as it may be, for many the cross island Interstate 90 highway will never compensate for the loss of Island Builders.

Home Center Show Speaker

J. Peter Grace, chairman and c.e.o. of W. R. Grace & Co.. will address the l0th annual National Home Center Show general session, 8:30 a.m., March 20, in the auditorium of the Georgia World Congress Center, Atlanta, Ga.

Grace, who will discuss the findings of "The President's Private Sector Survey on Cost Control," was chairman of a group commissioned by President Reagan to study efficiency in government.

Keynote speaker will be Georges A. Hanzi, president and c.e.o., Homecrafters Warehouse, Inc., at the opening general session, 8:30 a.m., March 18. Theme of the March 17-20 show will be "Opportunities '85."

A total of 1.300 exhibitors will occupy the recently+xpanded, 345,000 net square-foot, World Congress Center. The annual exposition is structured specifically to meet the specialized needs of home center and do-it-yourself retailers, their wholesalers and suppliers.

The number of business management seminars has been reduced to permit segmentation into topics for "small town/rural home centers" and "multi-store chains." Seminars will explore the opportunities homecenter retailers have with people, computerization and merchandising.

Other highlights will include the 4th Annual Innovator and llth Annual Home Center of the Year awards competitions, and the 2nd Annual induction ceremonies for the Home Center Hall of Fame.

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Wood vs masonry in energy efficiency

By Frank E. Davis Lumber Consultant

IrHE INTENTION of this article

I is to diminish neither the masonry nor the wood industry, but to ungarble misleading advertising and, most important with today's increasing utility costs, discuss the energy efficient home.

In 1965 (when I became executive vice president of the Arizona Lumber and Builders Supply Association) wood frame construction controlled only l09o of the home construction in Arizona. Today, wood frame accounts for at least 7oo/o. A factor in this change is increased masonry construction costs due to stricter building codes.

Twenty years ago masonry walls w€re not adequately reinforced. In 1972 a hurricane hit the eastern Phoenix metropolitan area with high winds, damaging homes with masonry walls more severely than those with wood frames. As a result, the City of Phoenix reviewed housing building codes. Changes adopted for masonry required spaced reinforcingbars and a reinforced bond beam on the finished walls. The only change regarding wood frame construction was addition of a clip to tie the roof trusses to the wood frame wall.

To offset the shift in preference to wood, the Masonry Institute of Arizona has aimed their advertising towards consumers through television, radio, newspapers, brochures, bumper stickers and billboards. I consider the phrases "Wood Bums," "Termites Eat Wood" and "Paint Peels on Wood" to be scare tactics.

I would like to point out that the wood industry has taken a positive approach in advertising by publicizing the importance of well insulated walls through documented studies. They have not downgraded the structural qualities of masonry. They could use such statements as "Repair Your Cracked Block Walls With Wood Siding" or "How About Earthquakes?" to panic the homeowner.

Is is justifiable for the masonry in-

dustry to use scare tactics in their advertising to undermine the wood industry? I believe truth in advertising is an obligation.

Story at a Glance

A rebuttal of the advertising claims ol the masonry industry against wood construction in Arizona university and government studies back wood's claim how the wood products industry could lose market share.

Point-by-point, let me deflate the masonry advertising claims concerning wood frame construction.

(1) Wood Burns

All homes regardless of wall construction, either wood or masonry, have wood floor systems, wood roof systems, wood interior framing, wood cabinets, furniture, etc. The fact is 9890 of fires in residential construction start in heating systems or from careless cigarette smokers igniting furniture, drapes and carpets.

A house constructed entirely of noncombustible materials would be beyond the financial reach of most home buyers. Plus, building codes are designed to protect the public; regardless of statements such as "Wood Burns," wood meets strict building code requirements.

(2) Termites Eat Wood

So say pest control companies and our masonry friends, but in truth Arizona has the tenth lowest termite problem in the U.S., according to a government-published termite map.

(3) Paint Peels On Wood

Of course paint peels on wood if the proper paint product is not used on exterior wood such as sidings, trim, etc. Again, it is a matter of selection of the right finish to fit the product used. Maintenance is a requirement on any home, masonry or wood.

(4) Sound Control

Wood is a softer material than masonry. Wood absorbs more sounds and prevents the transfer of sound in a house. Harder materials such as masonry ricochet noise.

(5) Fire Insurance

Fire insurance rates on wood frame construction are slightly higher than those on masonry, but one must take into consideration the lower construction costs of wood frame.

Since we have covered the arguments against wood, it is only fair to elaborate on the point of mass. The Masonry Institute claims the mass factor of block is adequate for insulating a wall without much additional insulation. They cite days when the Indians and settlers used adobe walls one foot thick. Yet, four inches of solid wood is equal to five feet of concrete in R Value.

According to the Institute, the Arizona State Energy Comparison Study is "fiction." Furthermore, they question R Values as being inaccurate. Yet, the majority of masonry adver-

(Please turn to page 78)

Author Davis is the recently retired executive vice president of the Arizona Lumber and Builders Supply Association.-ed.

gll;o;litg Prloducts

Reorganized Wickes out of Chapter 11

Wickes Companies, Inc. completed the largest successful corporate reorganization in United States business history last month when its joint plan of reorganization became effective on Jan. 26, 1985.

The plan settled approximately $1.6 billion in Chapter ll debt through the payment of approimately $600 million in cash and through the issuance of various classes of debt and equity securities of the reorganized Wickes.

Under the plan Wickes Companies, Inc., The Wickes Corp. and Gamble-Skogmo, Inc. were merged into a single entity to be called Wickes Companies, Inc.

Things are looking up for Wickes although Sanford C. Sigoloff, chairman and chief executive officer, says "We didn't come out of Chapter I I with the best balance sheet in the world, but that was a tradeoff for getting out quickly."

Sigoloff is mainly credited for leading the company through the bankruptcy proceeding successfully. The second largest company (Penn Central Co. was the largest) to attempt such a reorganization, the revived Wickes is healthier and in better condition than before.

Sigoloff, who gained a reputation for bailing out sinking companies when he pulled Daylin Inc. from the depths of Chapter I I in the '70s, took command of Wickes in March, 1982. At that time, Wickes, a $4 billion retailer, was swamped by the acquisition of another retailer, Gamble-Skogmo, and losses of $410 million. Bankers were demanding payment and vendors were refusing to ship without prepayment.

Our qttatitg turnber co:n be tsitored to gour exact specificatrons: rougl\ S2S or S4S, green" rrir dried or kiln dried- We can ship bg truck o;nd trailer or bg raiL

Part of the problem was blamed on antiquated accounting systems which could not keep up. No one was really sure just how fast the company was sinking. Reportedly, bookkeepers at one major division actually wore green eyeshades and laboriously entered columns of figures into ledgers.

"The Gamble acquisition had broken the company's back," says Sigoloff. "The slumping economy made its coffin and the creditors had all the nails."

The 40 separate divisions of Wickes were scattered worldwide with nearly 250,000 individual creditors and numerous intracompany transactions adding up to a debt of $2 billion.Sigoloff andhis crew hesitated over trying Chapter I I reorganization, but creditor lawsuits and a judicial order forbidding the transfer of cash or assets among divisions made it the only viable solution in their eyes.

In addition to debts and outmoded operations, the new management had to solve the problem of bare shelves, which creditors refused to stock, and rundown stores. These conditions were especially prevalent in the Builders Emporium division.

After grabbing the lifeline of Chapter I I bankruptcy, Sigoloff made the decision to cast off Aldens Inc., a 93-year old catalog subsidiary based in Chicago. This was the first of 15 divisions to be closed or sold in 2Yz years.

Annual revenue was cut from $4 billion to $3 billion. Employees declined from 40,000 to 28,000 with the corporate staff alone trimmed from 400 to 125. Substantial capital improvements and installation of a sophisticated electronic management-information system were undertaken.

Part of the success of the reorganization is credited to Sigoloff's openess with creditors. Early on in June, 1982,

WESTERN RED CEDAR. THAT'S ALL WE CUT!

Big Bucks In Remodeling

Larger and faster returns on investment dollars, government tax incentives, and the aging of a majority of the nation's buildings have propelled renovation and rehabilitation work into new prominence in the construction market, according to McGrawHill Information Systems Co.

This previously "hidden" market -which accounts for tens of billions of dollars in construction spendingis now viewed as being worthy of consideration on its own, and not merely as an off-shoot of the new construction sector, traditionally considered more "exciting."

"More than 6090 of this nation's residential and commercial buildings are over 22 years old," said John G. Behmke, Sweet's vice president/marketing. "These buildings will need work to remain energy efficient and to meet the changing needs of our society. Realizing the tax revenues and jobs which these projects create, Federal, state and local governments are backing renovation projects in the form of tax easements, historic certification, financing and tax credits.

In addition, private investors are finding that the return for their investments in older buildings comes in bigger and faster than on new construction. "

"The steady growth of renovation and rehabilitation in all sectors of the construction market. from houses and office buildings to shipyards and bridges, and at all levels, from small independent contractors to national building owners, should mean increased revenues for building product

Tattletale Grey ls the In Color

Greys are the new neutrals for 1985 replacing beiges in new product offerings for home furnishing such as floor, window and wall coverings.

The trend toward gentle colors is not only fashionable, but practical, according to forecasters at Armstrong World Industries, Inc. With building costs increasingly on the rise, pastel colors make rooms in smaller homes appear larger. Although the color palette is light, it is cleaner in hue.

With grey the neutral, mauve, rust

The Merchant Magazine manufacturers. " Behmke said. "Many of the same products that are purchased for new construction are used for remodeling and renovation purposes. In some cases, higherquality and higher-priced items, which often have greater profit margins for the manufacturers, are purchased by renovators. Products that are custom-made. constructed of natural materials, or compatible with older building styles are especially sought by this market."

and peach have evolved as primary accents followed by burgundy, blue and teal as secondary accents. While grey will continue to dominate as the neutral part of the palette, the Armstrong panel agrees that greyed versions of other colors will become less and less grey over the next few years.

Colored greys like lavender-grey are the new direction. This influence. already being seen in fabrics, wallcoverings and accessories, comes from many influences including interest in natural finishes like marble, graphite and metallics.

Retailing: the marketing era

I Irc rtrar keting eortccpt *ill bc wicle lr lreecpled lr1 rctltilcr' aicordilts to a neu sludl' by Managcment Horizotts, Inc. entitlcd, Tht' Chungittg Role o.l tlrc .\lurkt'/itr,q I)urt'tion itt Rt'tutling.

'['hc "markcting conccpt " is not rcallv neu to U.S. corporations. It rvars integratccl into the opcrating philosopliics ol sotttc rnajor U.S. Ittartufact urin-rr l'irrns back in thr' 1950s ancl 1960s. As thc report crplains, "the marketing conccpt rvhich emphasizcs:

a eotl.ulll{Jt ttlltrket ()rir'lllilli()ll

o inte-sratcd n)altagerrent o1' scparatc br.rsiness l'ttnctiotrs

r contributing to thc'marketing mir'

. return on investment goals

ri es l timelv re5ponse lo kc) ehltngr't rnade in the operating environment o1 these companies." These changes inclr"rded:

e litt[' produel differentiation

o large rnarketing budgets

r port \\'or ld \\'ar I I le str ue I ur lltg ot dcnrogra;lhics ancl lifcstyles

r p|rrtlrr-lirtlt .ltl.ti.ilr ()ul\lrinning denrand

dcrcloptncttt itt cottsuttter bcltar ior trackirtg

r refinenrenl in Irtarkcl rcsearclt

a.nd rtiarket sltalc Ittc:isurctltcr)l

o dereloprrtcttts in tttcdia itttcl eortt munication cl'licicncy'

. increased emplrarir ()ll \lrill(r!i!' planning

During the same pcririd, ancl inltt thc 1970s, retailing greu rapidll'. Thc prinrarl c()ncern for mosl rt-tailcrs was hou to erpand ph1'sical t'acilitics rapidlr. Htrrrcrer. a\ the report poirttt out, during the 1974-1982 period, real salcs gro*tlr sloried substantiall)' as thc busincss environmenl underll'ent a serics of changcs. A number of resulting retail trcnds, paralleling those experienced earlier b1' manufacturers, enrerged:

r littlc rrrriir rdtrlrl \t()r e r)r :lr)r C t1'pe di1 f crcntiatIot.t large advertisittg atrcl prontotton al budgets

. profound changcs in "tr.aditiort al" shopping bchar.iors lront changcs in dernographics and lil-cst y'les or crstorirtg

r llqr,q.llrprrrcll) ilt n)onitorittg errrtsumer shopping patterns

r increascd availability of relativcl.v inerpcnsivc markct research inforrnalion

o prou'lh in narrorver, morc targeted cost -cl-f'ect ivc advcrtising.

o Increasccl concern with strategic planning

"Now," statcs the report, "rctailing is entering a nc\\ phase, thc marketing era. \\'c crpeel it to eoltlittttc through 1990 and tcl bring ntclre lavttrable real retail sales -qrou'tl't than thc 1914-1982 period, but a qtrite modcsl

filetsltrtffitirtd

, /rac, AND VENEERS

rate compared to the 196l-1973 time frame."

This new era will be characterized by moderate growth and intense competition, challenging retailing corporations with new success requirements.

As the report illustrates, "the marketing concept provides a basic or fundamental philosophy for running a business-being more than an organization concept or theoretical idea. Furthermore, adoption of the marketing concept in retailing yields a new approach to marketing strategy." Using the concept allows retailers to choose a market position, to design the supporting elements of the business and to engineer desired financial goals.

"Proper priority setting of all strategic options, as to whether they are core or fringe, helps marketing driven companies engineer profit and sales growth at acceptable ROI," states the report.

By definition, the survey lists four characteristics of a marketing (as opposed to the merchandising) orientation in retailing:

(l ) Dstinctive primary business orientation, towards consumer and competitive market position as opposed to a business/ line of trade, product or vendor orientation.

(2 ) Clear management direction, coordinated business functions supporting customer needs vs. management of individual functions to achieve best performance within each functional area.

(3 ) Forward planning orientation, orientation to future market opportunities and market share vs. this year beating last year.

(4 ) Practical performance measurement, focused on measurement of market opportunities, market share, and return on investment vs. emphasis on sales gains, gross margins, inventory turns.

Based on the definition and distinction between the marketing vs. merchandising orientations, as outlined above, Management Horizons conducted an extensive survey of chief marketing executives of retailing companies to analyze the current and future impact of the marketing concept in retailing.

Among the key findings were:

tunt to pase 44)

Western Retl Cedar

Mill Glosure Trend Noted

The Western Wood Products Association reports that curtailments and mill closures during the past two months of 1984 continued a trend begun in 1980. WWPA estimates there were 650 mills operating in the West at the end of 1984 as opposed to 818 mills operating in 1979. However, due to gains in productivity, lumber production capacity is estimated to be the same as in 1979.

Mills in the l2-state WWPA region produced 17.028 billion board feet of lumber in 1984. an increase of 4o/o

from the previous year. Shipments totaled 17.239 billion board feet for the year, up 7o/o from 1983 totals.

For 1985, the lumber industry trade group is forecasting western lumber production at 16.5 billion board feet, about 390 lower than 1984. The production level is based on a forecast of 1.65 million housing starts during the year.

Lumber inventories in the region finished 1984 at 2.061 billion board feet. below WWPA's 1984 forecast of 2.3 billion board feet. Inventories in the region declined 16 consecutive weeks in the last four months of 1984.

WUvegotthegoods on the-Golden State!

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Angeles area, l7illamette's ready to fill your orders for top-quality studs and sheathing at Berth 190 in \Tilmington or 13880 Monte Vista Ave. in Chino. Located in the San Francisco Bay area? Then pick up your order at 2800 Alvarado Street in San Leandro.

What really helps you is we do all the warehousing. So all you have to do is call for a quote, then give us the specs. Whether it's a few units or a truckload, we'll have the goods ready and waiting for your pickup. Which is a great way to save time and some green in the Golden State!

Phone us today at503.926.7??1,

Willamette lndustries, Inc.

Lumber and Plvwood Sales Division ' Albany, Oregon 97321-9990503-926-7771 ^

NAWLA Annual On Excellence

"The Challenge of Excellence" will theme the 93rd annual meeting of the North American Wholesale Lumber Association, April2l-25 at the Americana Canyon Hotel, Palm Springs, Ca.

John Weston, annual meeting coordinator, is arranging a program including D. Bruce Merrifield, Jr., who will emphasize productivity, tactics, strategy and fast growth management for operating in the '80s and '90s. Robert A. Moawad. chairman and c.e.o. of Edge Learning Institute, Inc., will talk on "Maximizing Human Performance: Helping People Become What They are Capable of Becoming." He has personally worked with Simpson Timber and Weyerhaeuser Co. in the building materials industry.

A personal computer workshoP will be presented by the Synergistic Group. A person-to-person manufacturer,/service supplier/wholesale contact session will be held during a luncheon meeting to provide members time to work together in solving industry problems presented by a panel of wholesaler and mill sales executives.

Several social events and sports tournaments round out the program.

New lsland Distribution Center

A Honolulu, Hi., distribution center has been opened by Western Cabinet and Millwork, Woodinville, Wa.

According to Gary Hogue, president of Western Cabinet, a division of Timberland Industries, the center will provide products for the remodeling and affordable housing markets. Located in the Campbell Industrial Park, it will employ 25, building 250 kitchens a month.

MARKETING ERA

(Continued from Page 40)

l89o characterized their companies as more marketing oriented than merchandising oriented.

Nearly half felt that their main competitors had become more marketing oriented in the past three years.

o 67o/o believed their companies placed more emphasis on a marketing orientation at the Present compared to three years ago.

Among the key organizational changes made in the last five years, which were consistently more prevalent among "marketing oriented" companies, were:

. More emphasis on competitive market position

o More precise definition of who customers are

Increased emphasis on market share goals

Increased emphasis on ROI performance measures

The most notable difference between "more marketing oriented" companies and the remaining retailers, in the terms of organizational changes, were the unusually high incidence of "increase in senior marketing professional's influence on key decisions."

As indicated by the principal responsibilities of chief marketing executives, the overwhelming majority are largely filling an advertising/sales promotion function as opposed to exerting strong influence over vendor and merchandise selection. merchandise presentation, or assortment planning-all still largely controlled by the chief m erc h a ndrsrng executive.

These findings suggest that the current organizational structures in retailing are largely geared toward the demands imposed within earlier operating environments. During earlier periods, the marketing department (if there was one) was a relatively specialized, functional area--{ften "outranked" by finance, management in-

formation systems, legal, property and development, operations, and merchandising.

The Management Horizons report suggests that a new organizational structure will evolve to support the heightened importance of the marketing concept within the retailing organization. This organization will correspond with a more systematic marketing program.

The report cites an example where the retail marketing organization was divided into new subfunctions which develop and implement the central marketing plan:

o market positioning

o market communications

o merchandising strategy

. inventory management

The report explains that an organization which focuses on the above subfunctions can improve its knowledge of customers' needs and wants, merchandising decisions, targeted communications and control and feedback.

Weverhaeuser is committed to FirstChoice Service every stepof theway Noexception.

COmpetitive Pricing

weyerhaeuser prices are alwavs comoet trve You can co;nt on it. You can aiso counl on consistent quality of products at the best value in the industry Day in and day out

Reliable DeliVery when weyerhaeuse, peop,e s,ve you their word, you can rely on rt Allorders will be shipped when promisedon time. No excuses lf a problem does occur, we will go the extra mile lo satisfy ou'cLstomer

COnSiStent QUalitV weye, r'aeu se r-p rod u ced p rod u crs -re. are rneasured against rigid q'uality control standa'ds. We will not

cut corners You can relv on Weverhaeuser oroducts to meet vour l- - performance expectations Products purchased for resale by A- Weyerhaeuser will meet the same demanding requirements. lf it - comes f rom us. vou can count on oualitv,

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 their 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,

PeOpleWhO Cafe you wir arways ser a quick respons6, accurate information and insightful cooperation f rom the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred supplier. Your respect is Weyerhaeuser's top priority. We will never take it for granted.

"We buy frorl We'/erhaeuser because ine itral'rc name s rnstantlv recogntzed b'y/ our customers. Ctner i'eascns are predrciab ity of supD',, qood open ccrr-, tTi..t i-licat ol-ls Droduct I'rirovat oa anai re aD:e r Sii-l-rrrltotv/e xe dort'r61 f''trsilcss wrll-r str-a qht shooter',:, ljaf i,aL.r lari'y, \,vitert llo pi'lce rs lqht "

DAVID STANLEY

Prgg lgrrt

Pay ess Cashwa','s Kans:rs C tv MC

"Weyerhaeuser iUst nnight b.e the strongest brand in the"business.

Choirc Z\ Weyerhaeuser

Bill Scott has been appointed asst. sales mgr., Redwood Lumber Div., Simpson Timber Co., Arcata, Ca., according to Ron Skufca, mktg. mgr.

Gary R. Aldrich, senior v.p., Van Daal Inc., Renton, Wa., has been named gen. mgr. of the Van Daal Alaska Div., Anchorage, Ak., by Paul D. Thieme, pres.

Pat Hunter, Waldron Forest Products, Sacramento, Ca., and his wife, Jennifer, are parents of a l0 lb., I oz. son, William Jacob, born Dec. 28. "Little Jake" is his nickname, according to his grandmother, El Louise Waldron.

Paul Gaboury, retired owner of Golden Gate Lumber Co., Berkeley, Ca., has permanently retired after a two year trial and welcomes all to visit him and tour his all-wood home at Alamo. Ca.

Alexander Krajsek is now mgr. of the service dept. at Acrowood Corp., Everett, Wa.

Charlotte Davis is now exec. v.p. at Dwight P. Hughes Co., Selma, Ca.

Harry E, Unruh has been named exec. v.p. of Canfor U.S.A. Corp., according to Dennis R. Huston, pres. V. Paul Ferguson has been named acting v.p., trading operations. Steven M. Coontz is a new lumber buyer in the corporate purchasing dept., Boise, Id.

Philip Larios is the new mgr. of Hayward Lumber and Home Supply, Hollister, Ca., replacing Don Allen who has retired after 38 years in the industry.

Edward F. Bohrer, pres., ,Lumber Dealers Supply, Pocatello, Id., received a Paul Harris Fellow Award from the Pocatello Rotary Club.

Monty Reese has been named corporate director of advertising for Handyman Home Centers, San Diego, Ca., according to Tom Vertetis, senior v.p. of merchandising and advertising.

Milt Skutle, who has been named pres. of WindowVisions, Kirkland, Wa., will remain senior v.p. of its parent co., Timberland Industries.

John R. Erickson is the new director of the Forest Products Laboratory, Madison, Wi., replacing Dr. Robert L. Youngs who has retired.

Richard L. Forrester is now regional sales mgr. for Bruce Hardwood Floors, Dallas, Tx., in the 12 western states including parts of Canada and Alaska.

Steve Hagen, Blevins Lumber Co., Napa, Ca., spent two recent weeks in So. Ca. on business.

Bill Sullivan, Golding Sullivan Lumber Co., Westminster, Ca., and his bride, Nancy, are honeymooning after their Feb. 14 (Valentine's Day) wedding.

Greg Woods is new to sales at Far West Fir Sales Co., Huntington Beach, Ca., according to John Weslon.

Kenneth Kermes is the new exec. v.p. ior finance and corporate development at Black & Decker Manufacturing Co., Townson. Md.

John A. Campbell is the new exec. v.p.forest products operations at The Pacific Lumber Co., Scotia, Ca., succeeding Warren D. Flinchpaugh who has retired after more than 38 years with PL.

Ken Gohrick, Palmer G. Lewis Co., Auburn, Wa., his wife, Helena, and the PGL Spokane, Wa., branch mgr. "Bud" Johnson and his wife, Kathy, vacationed in Mazatlan, Mexico in Jan. Kathy placed 3rd in an international lOK race held while they were visiting.

Fred Crawford. Jim Robinson. Ed Cullinan and Jeff Brown are new salesmen at Bel-Air Door Co., Alhambra, Ca., according to pres. Sam Fineman.

Jeffrey L. Feltwell has been promoted to asst. mgr. of the Idaho Falls Building Materials Center, Idaho Falls, Id., according to James C. Beardall, pres. and c.e.o. of Anderson Lumber. the parent co.

February,1985

Rich Stanton, Bob Kavli, Carl Hawks, Bob Frederick, Debra Czapski and Jim Bramlel have joined Rivendell Forest Products, Ltd., Englewood, Co. Ron Robbecke, Carol Piatek, Steve Nava, Mike Nasser, Dale Lowry', Paul Brooks, and Don Boone are new at Jeu'ett-Cameron Lumber Co., Lake Oswego, Or.

Donald Earls, Union Camp Corp., is the new pres. of the National Particleboard Associatron, Silver Springs, Md.; John LaFores, Willamette Industries is v.p.

D. Mark Kable, formerly of Caradco Corp., has been appointed gen. mgr., Setzer Forest Products. Sacramento. Ca., according to Mark D. Setzer, sales mgr.

Ray Sedall is now assisting Bill Buettner at his office in Santa Monica. Ca.. in buying for United Wholesale Lumber Co., Montebello, Ca., as well as representing Hirt & Wood Lumber Co. in the area.

Gwendolyn Lee has been appointed gen. mgr., Fairfax Building Supply, Inc., Fairfax, Ca., according to J. Clyde Strouss, pres.

l-rank B. Wilson, pres., Paramount Suply Co., Inc., Idaho Falls, Id., has been chosen as Business Associate of the Year by the Gem State Charter Chapter of the American Business Women's Association.

Hanford Gruher is now western regronal sales mgr. for Fabco Fastening Systems, Townsend Div. of Textron lnc., according to John Stargle, gen. sales mgr.

Gary Skria has been named district mgr. of Ernst Home Centers in the south Puget Sound region of Washington; other nerv district mgrs. are Kelly McCauley in eastern Wa. and Id. and Dave Palmerson at Von Tobel's in Nv. and Wy., according to Steve Bean,director of operations at Seattle, Wa.. Ho.

Jeff Hunt, Plywood and Lumber Sales Inc., Oakland, Ca., has just returned from Ct., Ma., Vt., and N.H. on a mill trip. Pat Kozisek has returned from a Los Angeles, Ca., sales trip.

Jim Batchelder, Koppers Co., Sacramento, Ca., is the new pres. of the Western Wood Preservers Institute. Chad Niedermeyer, Niedermeyer-Martin Co., Portland, Or., has been elected v.p.; Bill Bond Jr., Perma-Post Products Co., Hillsboro, Or., sec; and Karl Mosher, McCormick and Baxter, San Francisco, Ca., treas.

John A. Georges, pres. and c.e.o., International Paper Co., will be chairman of the board after F.dwin A. C'ee retires in April. Paul H. O'Neill, senior v.p., will become pres., and Victor A. Casebolt, v.p. and group exec., industrial packaging, will become senior v.p.

John R. Wydick, lumber sales rep., Canfor U,S.A. Corp., Boise, Id., has received the Manager's Award for the Idaho division..

Joe Tidwell, exec. v.p,, All-Coast Forest Products, Inc., Chino, Ca., has returned from a week of cow punching in Bogota, Tx.

John Kowal, Andy Watts and Scott Woods are new in the customer service department at Canahl Lumber, Lake Arrowhead, Ca. Jim Willis, formerly with Anaheim mill, has rejoined the co. at Lake Arrowhead.

B. Taggerl Edwards, former senior r.p., St. Regis Corp., is now exec. v.p., timberlands construction products, Champion International Corp., Stamford, Ct., replacing William H. Burchfield, who is now exec. v.p., business management. Gert E. Schumann. previously senior v.p., international operations, St. Regis Corp., is now in charge of international pulp and paper mfg. and business conversions, as well as exportation for Champion. F. Daniel Wilder, formerly senior v.p.. corporale engineering, management information services and materiais, Champion, is the new senior v.p., human resources.

(Please turn to page 50)

PERSONALS

(Continued from page 49)

Donna Johnston has been named employee of the quarter at Ernst Home Center in Pocatello, Id. Diane Barnes received the honor in ldaho Falls and Ken Miller at the Nampa store.

Norm Wendell has joined Gemini Forest Products, Los Alamitos, Ca., according to Ted Pollard and Dale Bacon.

Dur Sayre is now v.p. of sales and marketing at Farwest Paint Co., Tukwilla, Wa.

Jim Fox has been promoted to mgr. of special products at Lanoga Corp., Seattle, Wa.

Jim Capponi, PGL div. mgr. at Palmer G. Lewis Co., Inc., Auburn, Wa., is also managing the PYS div., succeeding Carl Liliequist, now director of corp. marketing. Gary Popp is now in charge of PYS sales development; Denny Larson, Spokane mgr., has moved to PGL div. sales mgr. Other changes: Bud Johnson from Marysville to Spokane as mgr.; Bod Dunn, Bremerton sales to Marysville mgr.; Gerald Grider to Tigard mgr.; Todd Eisinger to head accountant Sea-Pac Sales: Todd Marker to Auburn industrial dept.; Ken Bloom to Auburn product buyer; Rich Toy, to Alaska/ Tacoma buyer; George Shea to Bremerton outside sales.

Hal Smith is the new executive \'.p. at Builders Emporium, lrvine, Ca.

Randy Fulks is new in the sales dept. at G&R Lumber Co., Cloverdale, Ca., according to Marty Olhiser, sales mgr.

Lawrence R. Pugh has been elected to the board of directors of Black & Decker. He is the c.e.o. of VF Corp.

Frank Robinson is now a senior v.p. at Builder Marts of America's dealer div. Michael Johnson has moved from v.p. building materials to v.p.,/businesS development.

Richard W. Beckman has been appointed v.p. of finance and administration at Yorktorme, a unit of Wickes Cos. Inc.

John Markley, has resigned from W.R. Grace, Western div. rather than accept a promotion which would return him to New York.

Greg Hanes has joined sales at Bohemia, Inc., Eugene, Or.

Nadine Wooley is now at Jewett-Cameron Lumber Co., Lake Oswego, Or.

Phil Barnett is now with Yuba City MiUwork, Inc., Chico, Ca.

Randall Denos is now director, marketing Wayne S, Barlow is now resident mgr. of and sales, at Hydro Systems, Inc., the Publishers Paper Co. mill in NewNorth Hollywood, Ca. berg, Or., according to Winslow H. Richard B. Madden,chairmanand c.e.o., Buxton, gen. mgr., pulp and paper. Potlatch Corp., San Francisco, Ca., H. E. "Bud" Poe is now sales mgr. for was named to the Bils,nes.r Week 50 outside sales at United Lumber Co., list. Anchorage, Ak.

Bill Ferguson, Don Gregson, [*roy Jesfield, Tim Maple, Chris Purcell, Chuck Milan, Walter Von Floton and Neil Wierenga are new members of the Inland Empire Hoo-Hoo Club.

Walter Long has retired from Canadian Forest Products, Ltd., after 38 years in the industry.

J. Peter Grace,chairman and c.e.o,W.R. Grace & Co., has been named the 1985 recipient of the Spirit of Life Award presented by the Hardware/Home Improvement Industry Council.

Rick Berle has been named pres. of Zynolyte Products, Compton, Ca.

Jerry Caperton has been promoted to comgr. at 84 Lumber Co. in Santa Rosa, Ca.

Lynn Oleaum has retired from the flooring dept. at Mungus Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

1 Finishing Trim

Fascia board, decking, beams, railings, screens, etc.

2 Tkims

Window anddoor setsmitred and packaged as sets or random.

3 Sidings

Pre-cut and/or random length.

4 Balusters

Clear and appearance grades.

Lumberltd.

Members of the Western Red Cedar Lumber Association and Council of Forest Industries

SRO For Housewares Show

More than 1,900 exhibitors have been assigned space in the 82nd National Housewares Manufacturers Association International Housewares Exposition, March A-28 at McCormick Place plus McCormick Place West, Chicago, Il.

"Our March show is the start of 'new directions for success' for America's still burgeoning housewares industry," Ronald A. Fippinger, httr-

aging director, said. "It will indeed be the catalyst for our giant $45 billion' at-retail housewares business in this new year that promises an ever+hanging marketplace for manufacturers and resellers of home-use products.

"Both came off 1984 with record sales ahead of the previous year," he continued, "and dthough most economists expect a slowing recovery in the months ahead, their forecasts for an ongoing growth rate offer bot-

tomline challenges for everyone in housewares. So enthusiasm and optimismare widespread for our March Show."

More Homes on the Move

Growth in the number of mobile homes in the nation's housing stock is important to building materials retailers because it indicates a growing potential market for their products.

In 1980 Qatest figures), according to the Census Bureau, there were 3.88 million occupied mobile homes, representing 5.390 of the total housing in the U.S.

The number of mobile homes varies from state to state. For example, Hawaii had only l/lfth of l9o of all mobile homes while in California 4.2s/o of the population lived in mobile dwellings.

All Work &No Play = A Boss

Chief executive officers prefer the office to the beach according to a survey of the leisure patterns of leaders of 60 large, successful firms done at Purdue University.

Highlights included: 6090 of those surveyed had not taken a vacation in the past three years; 4090 of those who did vacation came back to the office early; top managers average five to six hours of sleep per night; less than 3090 have read at least one book not related to business in the Past year.

Conclusion by Purdue Professor William Theobald: "By and large, their work is their leisure."

Newcustomers: financial assets or liabilities?

By I'rank M. Butrick Akron, Ohio

lFUSTONIERS are the life blood lf of every building-material dealer's business. You cannot exist without them and you cannot grow without adding new ones.

But the new customer is a comPlete unknown. Whether he comes in "over the transom" from Your yellow-page advertising, or direct mail, or referral lrom an existing customeror whether You have spent five years off and on trying to sell him, he is still an unknown.

How does he pay his bills? This is one thing you need to find out. Since

Frenk Butrick is qn aulhor, convention speuker und a busincss o$ner. He is president of Butrick Enterprises, Inc.-an acquisition consulting and brokerage finn-and managing dir' ector of the Independent Business Institute-a publishing firm-both in Akron, Ohio.

you are not in the banking business, your job is to provide him with supplies and materialnot operating capital or short-term loans. To avoid unpleasant surprises, start out on the right foot. Money is a part of every business transaction and probably the greatest source of misunderstanding, anger, and lost customers. Find out exactly how and when he wants to be billed, and when he pays.

Whether you work with an individual subcontractor, or a corporate maintenance department or a major contractor, most businesses either pay a bill when it is 30 days old (or on the following Friday or Saturday, or lfth and 25th, or some such "we start to move when it becomes due" system) or they pay on some similar system the following month (March bills are paid the 25th of April, etc.). Not infrequently, larger firms will pay the month following the due date (a bill dated April 20th is due May 2fth so they pay June 25th, etc.).

You are not going to change Your customer's pay habits unless you offer a fat discount for a shorter Period, such as 390 for ten days (which will

Story at a Glance

Ways to learn financial habits ol new customers. .various credit checks...PaYment schedules. .tips for avoiding poor pays.

probably turn out to be three weeks anyway). Financial managers are constantly trying to speed up receivables without a large cash discount. We have even seen invoices stamPed "Due Upon Receipt." But unless you are the local utility company, it is a waste of rubber-stamP ink.

(I'lcast'turn to page 58)

How you can save on ffi a, delivery costs

ces as discussed last month in "Delivery Policy. " The counterpart of this policy is the establishment of position descriptions for those being managed. These guides are the game plans for all the players and indicate who is responsible for what.

Employees are generally categorized as those who work in the yard (yard men, fork lift operators, warehouse men, etc.) and those who work outside or from the yard (drivers, helpers, etc.). No one set of position descriptions fits both inside and outside people. Many, in practice, perform part or all of the tasks involved.

For our purpose, we are grouping the tasks most frequently performed by drivers in three categories plus a set of general responsibilities.

Questions on deliverl costs? Send them to this magazine at 4500 Campus Dr., Suite 480, New'port Beach, Ca. 92660. Wally Lynch w ill answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

This month Wally Lynch continues his analysis of the job of a delivery dispatcher for a lumber and building materials dealer-ed.

arHE DISPATCHER is a manager-a I manager in charge of insuring the completion of delivered sales. He changes sales to receivables with the help of yard people and drivers.

Managing requires a policy which spells out acceptable activities and performan-

GENERAL RESPONSIBILITIES

o accommodate customers r maintain good personal hygiene

. report to . wear and maintain company uniform

RESPONSIBILITY

FOR TRUCK &

operate truck o refuel truck

r pcrfbrrn prevcntive nraintcnruce

. keep truck clean

o fill out trip tickets

accident reports whcn neccssary

Assure acccssory availabililr

RESPONSIBILITY WITHIN YARD

o load truck(s)

o tic dorrn loads

o chcck loads

. operatc fork li11(s) (Pick)

RESPONSIIllI.ITY OLiTSIDE YARI)

o makc cu\lomer delircrrcs

o follorv bcst routes

o locatc cleli"erl' sites

o rraintain schedules

. direct hclpcr's efforts

o collect COI)s

. obtain rccc-ipt signaturc

. rcceil'c pat'rncnts

o take salc orders

o rtt:rke lt:ut,l nl:r, emertls

. nrake on-sitc hand pick ups

. r'nake tearn track pick ups

o nrakc vcndor pick ups

. rnake branch transfers

Your companv nral' harc sali\lactor) posilion dcscriptions in place, but i1'not, it's easl to prepare thcnr and at thc same time oaluate *hat nou' exists. A tirre tested way of doing this task is to ask each driver to \\'nte doun *hat he thinks lri.jof i'. I ct hirrr u\(' alt) cri'tirrg position dcscription arailablc as a guiclc. Comparc his list with r.vhat you think hc should bc doing. Bcttcr still, usc the above lists as thcy' agrcc riith )our colnpany's needs lbr the conrparison. Adcl or subtract as local conditions clictate.

The drffercncc betrveen u'hat the conr pany wants clone and *'hat the drivers think the compan) uants donc is the tsilight zone. It should be clarit'icd in the position description. The complcted guide should be availablc and used b1' all. This exercise needs to be done oncc a )'ear to kccp position descriptions up to ciate.

Drivers see customers dail1, usualll' more' often than alnrost anyonc clsc in the compan)' does. They are thc #l public relations arm of thc industn. \lake sure they arc nranaged ucll and undcrstand *hat is erpected of them bl both managemcnl and the managing dispatcher.

".\Tunttecrrtent Srlrici'.s tJte BlttL'k Hole o.f Delivarv, " dividerl into threesepurutc rlollar voltune rrtanuols, trntler 52 ntillion, .52 5 ntillion uncl oyer 55 rrtillion, is ututl uble ;fctr 545 .lront Builrlt'rs [:,.tpress lnt., 11550 Pluno Rrl., Dullus,

NEW CUSTOMERS

(Continued from page 53)

Since you cannot change his pay practice, find out what it is. You do this in two ways. Fiist, you ask him. Second, you verify what he has told you. Rather than blurt out, "How fast do you pay your bills?" use some tact. Start out by asking if he has a preference as to when you bill him. If your customer is a one-man operation, perhaps his mortgage payment is due on the first, so it is better for him if your bill is due two weeks later. With a large contractor/customer, they may put bills through for payment on the 5th and 2fth, so you should bill on the lst or l5th. A discussion of when they prefer to be billed and how often (monthly, twice a month, etc.) easily leads to whether they want two copies of your bill or four copies, who has to approve it for payment, and when it will go through.

Nobody will object if you start out asking how you can be cooperative and then lead around to finding out when they pay. Take notes on what you have learned, especially number of copies, who approves your invoice (and who takes over when he is on

vacation), etc. Then adjust your procedure accordingly. Adjust your price if it means extra work, and stack the cards in your favor. It is frustratingand foolishto do otherwise.

During the same meeting find out the names of some of his other suppliers. A bit of dissemblance is useful and does not put your new customer on the defensive like asking him for references. Definitely do not ask him what bank he uses. What you want to know is the'rnrao,gf some suppliers. But don't ask for references. Instead use some subtlety.

If your new customer is very small, look around. Admire his auto. Ask where he bought it. That can easily lead into a criticism of new+ar service problems and you can ask who does his service work and how happy he is. Did he lease the car or buy it? When you are done you know the name of one or two suppliers. Ask him who does his electrical and plumbing work. Call a couple of people he does business with. Perhaps they work on cash, so you pull a blank. Getting real data on a small, new business is often difficult.

If you have difficultyor anticipate ityou do not have much

choice except to decide, in advance, your "gamble limit." With a brand new customer, suggest (tactfully) that he pay every two weeks until you "get acquainted." Set your prices or carry charges high enough to offset the loss from an occasional no-pay customer. You will doubtless collect anyway, but you can control your loss by limiting the credit you extend before a new customer has developed a paying pattern, and by shutting off sales the day his check is past due. When you get paid, resume the service.

Most small-contractor customers operate on the cash flow of the paycheck and most of your customers will be paid on the l5th and 3fth. To present a customer with a "Pay me right now" invoice on the lfth of the month is deliberately creating ill will. Never'expectanybody topay in less than two weeks.

An obvious exception is a creditcard sale. If you do business with individuals, you definitely should look into this. It is the same as instant cash for you, but the customer does not pay for over a month and can let it ride if he is short of cash because of

(Please turn to page 74)

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lMilled to your pattern

SELECT TIGHT KNOTTED

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Ask us about: Alaskan Yellow Cedar -

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NTW PRODUGTS

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Accent On Contemporary

Wood columns by E.A. Nord Co. can be used as porch or portico supports and embellishments, or in collonades. The wood columns also can provide an aesthetic counterpoint to modern home or office design, interior as well as exterior.

Crafted from clear, seasoned western hemlock or Douglas fir, they are available plain or fluted, in lengths from 8 to 20 ft. Matched capitals and bases are also provided.

All parts are said to be completely sealed to prevent moisture penetration and to provide for paint adhesion.

Patch Like a Pro

model jobs around the home.

The new products by U.S. Gypsum Co. include Durabond floor grout and ceramic grout, available in 5, l0 and 20 lb. sizes. Other Durabond products are floor and wall patch, floor leveler and masonry patch.

Put The Lid On

A complete metal roofing system for new construction and reroofing/ remodeling applications has been introduced by Met-Tile, Inc.

The system is said not only to offer long life and low maintenance, but also be the first system designed specifically for residential and commercial use.

The roof incorporates a number of design concepts reportedly making application easy and error free. These include accumulation grooves at each step, alignment ridges that run parallel with the panel length, fastener dimples at each lap at the alignment ridges and a sinusoidal end cut.

The system has completed the Fire Retardant Roof Test Series and is recognized with a Class A, B and C rating for new construction and a Class B rating for reroofing applications.

Sealed Without A Stain

A stain-killing primer sealer has been developed by Klean-Strip especially to seal and block out water stains, burnt or fire damaged surfaces, lipstick and crayon stains, graffiti, smoke and grease stains.

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

The white pigmented, oil-based sealer is said to work better than conventional primer sealers because it is ready for recoat or finished coat of paint in 30-45 minutes; adheres equally well to porous and non-porous surfaces; can be used for interior or exterior recoating of latex paints, oil and latex enamels or house paints and can be tinted to match with universal tinting colors. The sealer is designed to "lockdown" wood grain for easy sanding.

Space Saving lroning Board

A popout ironing board by Pelly folds into a cabinet drawer, making it not only accessible, but spacesaving, as well.

The board is fitted with an anti-tilt device with tracks that can be adjusted between l4-l/4' and l4-l/2" tobe mounted on the sides of the drawer companment.

Equipped with a foam-rubber pad and heat resistant cover, it can also be fitted with brackets for mountins underneath counter tops.

Portable Gardening Cover

A lightweight, portable covering designed to enhance home gardening has been introduced by EXIM International.

The 6' x 6' Garden Hut extends growing seasons and shields plants against cold and frost. The clear poly covering works on the same principle as a greenhouse, maintaining constant humidity and temperature levels. Front and rear zipper openings provide access and assure ventilation.

Custom Wine Rack

A new wine vault, the Miniature. from Viking Leisure Products Co. is said to protect 102 bottles of wine in ideal storage conditions.

At 3'x 22-l/2'x6'8", the vault is adaptable to even small kitchens and can be used for remodeling projects and additions.

The pre-built vault, reportedly easy to assemble, is delivered complete with walls and ceiling panels, wine racks, carpeted floor, right or left hand door, cooling unit and built-in control.

Ideal temperature (55-57 ) and humidity conditions are maintained for proper storage of quality wines. The wines are protected by lock and key.

The Miniature is one of seven prebuilt units that range up to the Cellar Master which holds l94O bottles.

bustion air to the fire and a dual forced-air fan system designed to increase warm air circulation.

Heat Keeper Options

Combining insulation barriers and air filtration seals, the Climatized Built-in Circulator fireplace from Majestic is said to prevent room heat from leaking out of the fireplace even when there's no fire.

Because of an additional 3 in. insulation jacket that covers the bottom, back, top and sides, the fireplace has a standard R-factor rating of I1.5 and air filtration of less than 0.5 cfm per foot of wall opening.

Other features include flush hearth finishing, a 36 in. fireview opening with a realistic-looking fi rebrick-lined firebox and a single heat outlet grille with the appearance of a masonry fireplace.

Options include glide action bi-fold doors with flush fit which are said to help prevent warm air from escaping up the flue, single duct outside air kits that supply a constant flow of com-

Rust Buster

A new high technology household product, Biox Rust Guard, employs vapor corrosion inhibitor technology and mono-molecular ionization to prevent rust. Specifically, the process emits protective ions into the air that lock onto metal surfaces, reportedly preventing the process of rust and oxidation from occurring.

The product, packaged as a stickup shaped like a football helmet, is made to be used in a storage container along with the objects to be protected. It can protect items such as tools, tool boxes, fishing tackle, lawn and garden equipment and guns and rifles.

Tray To Be Neat

Sponges and scouring pads can be tucked out of sight, but in easy reach, with a pair of tilt out trays at the edge of the sink in space normally wasted. From Western Cabinet & Millwork, the plastic tray is reportedly easy to clean and is available with all kitchen cabinet designs.

High quality

Western Red Cedar products 10o anq premlum sernce An unb e at qble c omb ination fro* Canfor!

The unrivalled beauty of Western Red Cedar is captured in every Canfor product. And we have one of the broadest selections of Cedar products in the industry.

Our cedar lumber includes clear and knotty siding, clear panelling, boards, rough and dressed dimension as well as finger-jointed and end-matched items. These products are all cut from our own premium logs under an exclusive agreement with Terminal Sawmills Ltd., which specializes in Cedar.

We also offer an excellent range of kiln dried Western Red Cedar shingles and hand split shakes.

With all our products, the Canfor mark is your assurance of quality and reliability.

In addition, our marketing and transportation people are determined to provide you with the best service in the industry.

We think you'll find our combination of high quality products and premium service second to none.

Hot Tub Time

Indoors or outdoors. the new 5 ft. circular hot tub, Aeronaut, by Snyder Industries is guaranteed not to crack, chip, or delaminate and is impervious to chemicals.

A full 42 inches deep for shoulder deep bathing, the tub has a molded-in bench large enough for six to eight adults. The company says its aeration system generates up to three times the massaging action of other systems.

The tub has 2" foam insulation (R-16) for year-round operation, even in cold climates. Pre-plumbed, it comes equipped with athermal blanket, domed safety lid, hanging brominator and complete installation instructions.

Decorator Folding Doors

Chateau design doors are now available with twodoor or fourdoor bifolds from the Simpson Door Co.

Manufactured from select grade Douglas fir, they are carved on both sides for use as room dividers as well as closet doors. They also have hidden stile-mounted hinges for front and back viewing.

For more information on New Products write The Merchant 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 thanks!

Futuristic Faucet

A new line of single-control faucets has been introduced by AmericanStandard for lavatory, kitchen sink, bath, shower and combined bath/ shower.

Available with lever or acrylic knob handles, they come in a choice of chrome and polished brass.

Reportedly having a generous comfort zone, the section of the mix spectrum in which the temperature of the water is neither too hot nor too cold for comfort, the product is said to have light and readily adjusted control movements.

The high performance valve, which can be rotated 180'in its housing to simplify back-to-back installation, is based on the ceramic disc principle. The two high alumina ceramic discs are ground and polished flat under high technology quality control, according to the company.

Down Home Border

Apple Valley, a new Style-Tex collection of fabric-backed vinyl wallcoverings, includes matching decorative pre-pasted wallcovering borders.

The border shown, Down Home, is one of many featured in the new line with styles ranging from country classics to contemporary elements.

Colorways are selected to go with several generations of appliances, fixtures and other home furnishing elements. In addition to use above a kitchen counter, the design would be appropriate for a dining room or breakfast area.

Distinctive Solid Doors

Fir and pine solid wood exterior doors featuring extra thick construction in the panels for maximum strength and energy efficiency are new from Morgan Products.

A double hip raise in the panels and two beveled leaded insulated glass lites are new features. The insulated glass reportedly reduces heat Ioss by as much as 4090 compared to single pane glass.

The Cost Eslimolor Series

Field Tested

l. lumber Yord Eslimotor...HOT

oDoes 100 line cost estimotes in minutes

.Moke mojor chonges in sec0nds

.Use your own inventory file

oYour copy will show:

l. % mork up 5. Boord feel

2. Totol cost 6. Sq. feet

3, Profit 7. Lineor feet

4. Totol price

oPrints out hord copies

.Totolly outomotic

.Poys for itself the first month,

.Allows quick estimotes with no mistokes s1€€0P" nowonry sffi

2. Generol Conlroclor Esfimolor

Does smoller cost estimqtes with some lightning speed

o Designed for controctors thot need to enter prices & rotes os they do estimotes

Wren Cabin Kit

Little birds can find shelter from the elements in this new wren cabin from American Bird Equipment Co. The cabin, a kit for d-i-yers, comes complete with precut natural wood, nails, screws, and instructions and building tips.

The 4" x 6" x 12" structure can be built with simple hand tools such as a hammer, screwdriver, drill, tape measure and pencil in a few hours. It weighs about 3 lbs.

Type H flashing, replacing Type U flashing, is said not only to be easier to install, but a better protection from water penetration.

Improvements include a lengthened lead sill flashing with a corrugated pleated design to allow greater ease of forming over high profile roofing materials and a side flashing gutter piece, incorporating four check points against water penetration.

An Eclectic Design Choice

A new cabinet door design which is said to offer style flexibility ranging from country to contemporary art deco is from St. Charles Manufacturing Co.

The country style is available in seven ash finishes with matching ash wood moulding, while the contemporary styles are offered in a variety of laminate colors, complemented by three painted molding finishes. The laminate panels also come in solid matte, high gloss or textured surfaces.

Watertight New Flash

A prefabricated flashing for use with high profile and 3/4" or thicker roofing materials like concrete tiles, flat tiles, Spanish tiles and corrugated roofing has been produced by VeluxAmerica.

Light From Above

Two new venting skylights for residential use built with special polymer components for thermal insulation and durability have been introduced by Wasco Products, Inc.

One new Venting Skywindow is a bubble-style skylight with sealed, allacrylic double domes. The other has low-profile panels of tempered, insulated glass. Both models are available in various sizes. The DDRV-I is available with clear, white or bronze glazing; the GV-l with clear or bronze glazing.

Features of the new venting units are a self-flashing curb and framing made of Permatherm, a proprietary polymer developed for Wasco. This material reportedly insulates better, lasts longer, and requires less maintenance than wood or aluminum.

While this vinyl compound is said to be costlier than either wood or aluminum, it reportedly allows for designs and features not offered in units made of other materials.

Sky Channel

A flexible and extendable light shaft that bridges the attic space between skylighted roof opening and room ceiling opening is new from Kenergy Corp.

Eliminating the most tedious and time,/cost consuming part of skylight installations, Skyflex installation time is reportedly l0 minutes.

The product comes in two sizes for residential applications, 2' x 2' and, 2' x 4', and in two extendable lengths, 4' and 7'. Two light shaft construction materials are available, reflective silver and paintable white.

Both flex shaft packages include ceiling trim moulding. The high reflective silver shaft also includes a prismatic lens (diffuser) that slides into the trim moulding.

Sticky Subject

Woodmont Products has introduced a contractors-grade silicone sealant for a wide range of residential applications.

A true silicone modified with selected plasticizers, Chem-Calk ll00 exhibits exceptional adhesion, elasticity and weatherability. It adheres to most non-porous and many porous substrates.

Roof lnsulation Line

A new line of polyisocyanurate roof insulation products said to handle most roofing needs is now being marketed by Temple-Eastex Inc.

The three types of products are reportedly designed to offer high thermal efficiency, dimensional stability and exceptional compressive and peel strengths.

Treated Ties Defy Termites

Cedartone wood, pressure-treated to prevent decay and termite damage, can be used in foundation retaining walls to provide siding for building foundations, streams, ponds and walkways.

Produced by Koppers Company, Inc. the wood is chemically treated, using the Wolman pressure treatment. It is guaranteed for 30 years against termites and decay.

INACHINE ST4INING

WE SPECIALIZE IN PRE-STAINING ''YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWVOOD, ENCLOSED WAREHOUSE FACILIry,

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WESTERN RED CEDAR SPECIANY PLYWOOD SIDING/PANELING

Siding or Paneling with RuftSawn 4-24

Commercial or residential. Low cost or custom. lnside or out. Ruff-Sawn 4-24 is the answer. Mt. Angel Plywood's new product features the lx4 board effect made from premium clear vertical graln Western Red Cedar. So unique are the dimensions of two feet widths andlengths ol up tn 24 feetthat installations are LOW COST because of savings in time and waste. Call for more information on Ruff-Sawn 4-24-aproduct which combines the economies of plywood with the quality and aesthetics of lumber.

Mt. AngelPlgunodbu.

l0l0 N. Main, Mt. Angel, OR 97362

(ro\ 845-6892

Hot Air Saver

A new glazing option on Andersen Corp.'s windows reportedly gives two panes of glass greater insulating power than triple-pane insulating glass.

The new glass is said to admit most of the warming rays of the sun in winter, yet block the loss of interior radiant heat generated by the sun's rays. As a result, the inside surface of the glass is l09o warmer than that of uncoated double-pane insulating glass, reportedly reducing condensation and providing increased comfort near windows. Because the product offers thermal performance l4tlo greater than double-hung windows with triple-pane insulating glass, maximum energy conservation now is possible with units that are 3390 lighter in weight.

Time, Temperature On Tap

A new set-back thermostat from Jade Controls for residential use allows multiple setbacks during any 24 hour period.

The device is equipped with a battery back-up in the event of a power failure and a back-up mechanical thermostat in the event of electronic failure. With

continuously alternating time and temperature readout, it features a three-minute compressor lock-out, gas or electric system application.

One model incorporates the 68'maximum heat and 78 o maximum cool temperature levels that meet Dept. of Energy and HUD requirements.

Royal Entrance

Sidelights featuring a delicate, multilevel sandblasted design in glass that coordinates with the Empress door's oval glass inserts are new from Simpson Door Co.

Thermal, double-glazed safety glass in the sidelights is said to offer better insulative qualities. The glass is heavily beveled around the perimeter and has the design on the inside.

The product is handcrafted from Douglas fir or western hemlock with raised mouldings on both inside and outside.

The sidelights are I ' or l'2" wide by 6 '8 " high and feature l-l/4" thick vertical grain raised panels. These Innerbond panels carry a lifetime warranty. The door and sidelights carry a limited one year warranty.

Crafty Cabinets

Italiandesigned kitchen cabinets manufactured in Israel are new from Regba Dran.

The Venice kitchen has solid oak profiled frames and oak veneered raised panels. Arches and decorative drawer fronts are highlighted by a grain texture.

cal|$ t'lill| l]|0 [10 Pn0ril$!

FAMOWOOD

is the PR0FESSl0tlA['S Att PURP0SE PtASTIC

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

Can be used under Fiber Glass! :!:tt*;z*.

Ready to use right out of the can, Famowood! applies like putty-sticks like glue; dries quickly; won't shrlnk; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. a4

TheWoman's Bag

Attache/bags designed exclusively for the executive woman have been introduced by Day-Timers, Inc. Available in a variety of colors and

leathers, the styles, designed to carry business-sized folders and brochures, incorporate special compartments for a woman's personal effects.

Carriage Entrance

A new raised panel steel garage door with the rustic appeal of wood and the integrity of 44-gauge steel has been introduced by the Overhead Door Corp.

The doors have a woodgrain surface texture finished with a bakedon epoxy primer and polyester topcoat. A pliable bottom weatherseal which conforms to irregular floor surfaces is designed to seal out wind and moisture and help seal in conditioned air.

Options include polystyrene insulated panels with an R-value of 6.31, between section weatherstripping, perimeter weatherseals, manual locking, handholds and window panels in non-insulated doors.

Storm Window With Style

An insulating storm window with a decorative grille has been introduced by the Don Young Co. The grille is

said to offer improved aesthetics to a home, act as a deterrent to intruders, keep out cold in winter and heat in summer, reduce noise, dust and pollen.

The product is custom made for nearly any size window.

Transom Increases Light

Clear, fine-sanded Ponderosa Pine is used to make a new line of transoms available from Maywood, Inc'

The rectangular, elliptical and circletop transoms are available factoryglazed with special glass designs in leaded, etched, or leaded and beveled designs.

Adjustable Shelf SupPort

An adjustable, all in-one shelf system which eliminates clips and pegs is new from Permanento.

The product, reportedly easY to install, is rust and tarnish proof and has been tested to hold up to 400 lbs. per shelf.

The shelf supports come in 18" strips and can be cut to size or lengthened with interlocking ends.

Oak On Concrete Slabs

Lok-Strip is a new oak flooring from Chickasaw Hardwood Floors. The 3A " thick flooring can be installed directly to concrete subfloors as well as on plywood underlayment or existing tile.

Installed like parquet, the product fuses to the entire floor into one solid unit, ready to be sanded and finished. It will take a variety of stains and finishes including a water resistant finish for use in a kitchen.

Key Protection

Keysure is said to be an easy to use, pilfer proof plastic container for storing keys.

A controlled method of leaving access keys with landlords or building management personnel, the Product reportedly cannot be opened without breaking, making it evident the keY has been used.

Prefinished Parquet

A prefinished solid hardwood Parquet product has been introduced by Harris-Tarkett.

AL 5/16" x 4-9/16" x 18-7/8", DuraPark may be arranged in more than nine distinct pattern combinations, including the traditional mosaic parquet design, alternating parallel Datterns and a basketweave.

-

The product is available in three species and five shades. An acrylic polyurethane factory finish is said to provide no-wax maintenance.

-

The tongue and groove, squareedged block construction reportedly can be glued over dry concrete or wood subfloors. It is available in natural or better grade with a wire spline back.

Speedy Wood Finishing

The explosive hazards of using lacquer sealers reportedly have been reduced with the introduction of a new, base coat and sealer for wood finishes from Magnet Paint & Shellac Co. , Inc.

A unique, 15 minute dry varnish base sealer using conventional solvents, it provides an excellent foundation for applications of floor varnishes and polyurethanes to wood surfaces. The product is said to dry in only minutes to a low satin finish which can be recoated in one hour. A pigmented stearated version is available for quick sanding.

New Pneumatic Nails

Bostich has expanded its range of standard galvanized roofing nails for use in the airdriven roofing nailer. Added to the line areT/8" and l" nails for new roofing applications. The Model Nl2 roofing nailer also accommodates l-l/4', l-l/2', and l-3/4' nails for all new roofing and re-roofing jobs.

The nailer holds a coil of 120 nails, enabling the operator to lay a full bundle of shingles in a single loading. Reloading is said to be easy with a magazine that opens to completely expose the driving channel.

Discouraging Drafts

A pressure-sensitive, butyl rubber sealer tape from Garon Products, Inc. is designed to eliminate energy-robbing leaks and drafts from windows, doors, gutters, flashings and vents.

The tape is said to stick to virtually any surface and mold to any shape. It reportedly won't crack, shrink, sag, or oxidize when exposed to weather and can be painted over immediately with any water-based latex.

Hardgoods Management

A turnkey, microcomputer-based inventory and merchandise management system for hardline retailers has been announced by Informatics General Corp.

The Hardgoods Information System (IHIS) reportedly can accommo-

The Merchant Magazine

date a retailer who has up to 24,000 stock keeping units (SKUs) or items, nine POS terminals, 100 suppliers, 500 merchandise classifications, 500 retail floor performance measurement areas, 20 departments, 2000 customer charge accounts and 200 general ledger accounts.

A key feature of the new product is said to be its Automatic Replenishing System which reviews inventory files on a daily basis, warning the retailer when stock on a given item is low.

Hardware includes amicrocomputer with hard disk; a 160 character-persecond, 80+olumn dot matrix printer; and a data communications system between the computer, POS terminals, price look-up, retail store and wholesaler/home office.

The product's software features include POS-based perpetual inventory control, interactive file maintenance, automatic ordering, management analysis reporting, accounts receivable, accounts payable and general ledger accounting.

NewAngleShower

Two unique shower doors with space-saving designs for both new construction and repair/remodel projects are new from United States Gypsum Co.

The five-sided Kinkead Neo-Angle unit pictured tucks into any corner and requires less than nine sq. ft. of floor area. The center access door can be hung to open right or left for saving space and reportedly can be installed in minutes.

Another new design, the Kinkead corner entry shower unit, fits into a three-foot square space, requiring only two walls for installation. It features European-styled sliding glass doors which slide out of the way, eliminating wet floors.

Gedar & Redwood Tlmbels Selea

We're redwood and cedar experts. Chances are we have what you want, in stock, ready for immediate delivery. Let us find your hard to fill requirements. You can save yourself time and trouble by using our inventory and our expertise as direct mill specialists. Let's work together.

RealRoofing Relief

A new roofing system, which can be installed by one person using a long-handled paint roller and a pair of scissors, requires neither heavy equipment nor open flame.

The Mirrorseal Superior Roofing System from Innovative Formulations Corp. consists of a lightweight spunbond polyester fabric and a white reflective topcoat.

The product, said to have a long life, low maintenance and installation costs as well as energy{ost savings, has a manufacturer's warrantv.

NEW

cedar siding exterior with a selected knotty channel saw-textured pattern helps merge an ollice structure with its environment. Interior walls as well are paneled throughout with western red cedar. Retailers should encourage additional use ol cedar in commercial slructures.

Cedar and the commercial cedar

building market

OW CAN dealers and wholealers generate more western red product sales? One effective way to build sales is by making aggressive plans to call on and to service those who design, build and invest in commercial buildings in your area.

Whfle pure wood frame structures will provide the best sales opportunity for western red cedar and other building products, even those buildings of non-wood construction provide an excellent potential for the decorative/

Story at a Glance

How dealers can generate more westem red cedar sales .developing commercial builder customers. . .sales points to stress...promotion ideas.. .sales helps.

appearance items, according to Ray Moholt. He is a spokesman for the Western Red Cedar Lumber Association which is ready, willing and able to assist dealers and others with programs to stimulate use of cedar.

Trend-setting nonresidential buildings often start with western red cedar. "Because the workability and unmatched beauty of red cedar make it the inevitable choice of knowledgeable designers and architects whereever structures are built," Moholt explains, "dealers who call these benefits to the attention of designers and specifiers will be on the ground floor when product bids are issued."

"A sales point to remember," he stresses, "Whether it's in an office, a restaurant, a public building, a clinic, a service station, a bank or a shopping mall, the new look is the look of

APPROACH oI

DRAMATIC ceiling is achieved in this savings and loan interior with ft. coffers. Selected knotty western red cedar lumber is applied di onally. Main walls are paneled with surfaced clear cedar. Saw-textu cedar boards are used on the exterior. Use of cedar in commeri buildings is good for your business as well as that of the occupal

NEW CUSTOMERS

(Continued from page 58) a major purchase, vacation, etc. Talk to your bank. But shop around ifyou are quoted a fee of over 290. For a credit-card customer, all you need is his card number for the first month. You check with the bank, get their approval, bill your service to the

credit card and collect your money. You will have to do this each month. If the bank ever says "No," you have all the red flag you need.

If you sell to the business, you have an easier job of sizing up the new customer because all businesses work on open accounts. As with an individual, rather than ask for references, just chat. You can easily admire

things you see and ask where theY were bought. Find out who services his heating plant, sells him maintenance supplies, does his roof repair work. A few phone calls will tell you everlthing you want to know. While asking how well he pays his bills, you also find out how long they have been doing business with him.

Watch a new account like a hawk for the first year or two. A pattern of purchases will quickly emerge; he buys $100 or $50,000 a month, or whatever. The thing to watch for is any abnormally large order.

When you see that big order get your salesman out to the builder's office to find out what is going on. Maybe you know more about his giant customer than he does. Use your best judgement, but you could ask for part cash with the order, warn him away from a crookeven insist upon a separate purchase order direct from the customer. But do not be an unwitting and unwilling part to a builder's problem sale.

Never be afraid of new customers. They are the way you can grow. Manage your relationship with new customers, watch your cash flow, and avoid creating unnecess.uy problems for yourself.

Pine - Douglas Fir - Plywood - Redwood - Cedar

CEDAR BUILD]NG

(Continued front page I 4)

natural wood and western red cedar says it all."

Moholt recommends that dealers tell potential customers that beautifully grained western red cedar can be specified either clear or selected knotty. Dealers also should stress the range of patterns available to allow for greater design flexibility including square-edged, tongue-and-groove, v-joint and channel. Other options to be explained include boards laid up as board-on-board or board-and-batten patterns.

Another point which should be clarified for a client is the use of stains. A variety of transparent stains can be used to accent the wood tones as well as add a new, exciting dimension to the natural beauty of cedar siding.

Product sales opportunities abound for those who promote the many qualities and benefits of red cedar for commercial building applications as siding, paneling, decking, interior finish, ceilings, accents and outdoor uses, Moholt emphasizes. The examples presented on these pages show how these versatile products can add dramatic beauty to non-residential buildings inside and out.

"Dealers and distributors tracking the commercial building business in their areas have solid opportunities for increased product sales," Moholt says. He adds that if you need some business building idea stimulators to show to your local design,/construction teams, you can write to the association for help. Address your request to Nonresidential Building ldeas,

Western Red Cedar Lumber Association, 1500 Yeon Building, Portland, Or. 97204.

Cedar Sales Literature

Retailers and wholesalers can increase their sales of western red cedar with the help of idea literature and technical brochures available from the Western Red Cedar Lumber Association. The literature, much of it in fourcolor format, is available free in reasonable quantities, or at cost, for counter use or in mailings.

They also publish a series of "Cedar Concepts" brochures on a variety of subjects, such as vacation homes and non-residential building, featuring different cedar products.

A listing of the literature and an order blank is available by writing to Western Red Cedar Lumber Association, Dept. CL, l5m Yeon Building, Portland. Or.9'12M.

FTC Sues Evans Products

The Federal Trade Commission has sued Evans Products Co., charging it deceived customers with promises of guaranteed long-term, low-interest home mortgages.

The complaint asks that Evans stop foreclosures on the homes. as well as making any further such claims. The suit also seeks appropriate amends.

The plans, materials and major structural work for the custom-designed, pre{ut homes were provided by Capp Homes and Ridge Homes, two Evans subsidiaries which were closed in 1982, according to the federal complaint.

When consumers were unable to pay back the loans at the company's higher-than-promised interest rates from 1979 to present, Evans' finance unit has either foreclosed or threatened to do so on approximately l4Vo of all homes sold with these mortgage guarantees, the FTC charges.

"LOOKING AROUND" says Paul Bunyan

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

DAVIS RETIREMENT

(Continued from Page 30)

ucts associations. His involvement spans from the American PlYwood Association to the Western Wood Products Association. He's known by his peers for taking the extra steP that's needed to pulloff successful association progrirms and projects.

Davis has an unsurpassed record of service to the American Plywood Association's Field Service Advisory Committee. He has been a member of the committee for more than l8 years and served as chairman from 1969t972.

"Dck's wide experience as an industry sales and marketing executive has proved invaluable to APA in helping to guide the operations of field promotion representatives nationwide," says Bill Robison, presi-

dent of the American Plywood Association. "Throughout his APA service, he has been strongly associated with the effort to broaden the market base for industry products, and it's been a successful effort."

As a 20-year member of the Western Wood Products Association's Marketing Services Committee, Davis took part in the first major international marketing effort to Japan. In 1969, the committee introduced western species and potential uses to Japanese buyers. It was a new and more aggressive approach and set the stage for today's intensive marketing programs.

Davis has also served the industry in the effort to establish and maintain close liaison with distributors. He realizes the role the wholesaler plays in the orderly distribution of forest products and he is very supportive of wholesaler activities.

Fred C. Holmestffi*i*

"Very few suppliers provide the consistent, solid and continued support to wholesalers that Dick has through his work at Willamette Industries," observes Gordon King, president of the North American Wholesale Lumber Association.

Dck has built the kind of unwavering support for the wood Products industry that will continue far beyond his retirement from Willamette Industries. His day-today routine will definitely change, as product promotion, management responsibilities and business trips are replaced with leisurely overseas travel, skiing, golf and tending the family "farm."But Dck promises to maintain relationships with the many people he has worked with over the years.

Research Car Rental

Competition among car rental firms, especially the small intracity and intrastate operations, is keen. You can get the best deal if you check out these points.

Is there a corporate discount? This can be worthwhile.

. Can you get a special flY/drive package?

o Is there a cheaper rate for weekend or week long use?

. Are there special charges for one-way rental?

o Does the price include fuel? Dry rate means the customer buys the gas. Ask where fuel is the cheapest.

. Will the luggage space be adequate? Detail it in the reservation.

o What is the policy in case of car trouble?

. Is there primary liability coverage in case of accident?

We can ship mixed cars of Ponderosa pine mouldings, solid and fingerioint.

a division of Noyo Investment Co.

(Continued from poge 36)

he held a meeting of 500 creditors, making his points with the use of what seemed to be a hundred charts. The next month, he gave creditors' committees seven bound volumes of confidential financial data weighing 50 pounds.

The management of Wickes worked long hard hours, traveling many miles, and spending hours on the telephone to keep in touch with all aspects of the company and the reorganization. Sigoloff made heavy demands on the staff. He remembers one time when his strategy didn't work. "I gave a little speech to the corporate staff saying we expected six days work for five days pay and we lost the whole financial department."

The terms of the bankruptcy settlement confirmed by the U.S. Bankruptcy Court on Sept. 21, 1984, provide for issuing approximately $173 million face amount of extendable two-year 120/o notes, $26 million face amount of nine-year 1290 debentures, $150 million face amount of 2}-year debentures, approximately 96 million shares of common stock and 12 million common stock purchase warrants.

In January, 1984, Wickes recorded its first profit in three years, earning $24.8 million, compared with a loss of $248.7 million the previous year. In December 1984 the company paid $299 million to settle its claims. An additional $300 million had been repaid earlier.

Firms in the lumber and building materials segment are considered core companies vital to the reorganized Wickes. They include Builders Emporium, Sequoia Supply, Wickes Lumber and Wickes International which is headquartered in London with 66 home centers throughout Europe. Sales for this segment in the year ending Jan. 28, 1984, were 1.3 billion.

WOODS VS. MASONRY

(Continued from page 35)

tising avoids the importance of a well insulated wall.

No mention is made of a masonry wall storing heat in summer. The stored heat moves through the wall during the night and the early morning hours, warming the interior. Even if the temperature drops to 50 degrees by midnight, there will be little drop in the inside temperature due to this heat absorption.

The Arizona State Conservation Study was a performance comparison of a wood frame structure and a masonry structure, a two year study undertaken by Arizona State University. Supported by the National Forest Products Association and The Arizona Lumber and Builders Supply

Association, the study was conducted by Dr. Alva H. Jared.

Both structures were typical 1967 construction, identical in size, glass, roof systems, door openings and location to the sun. There were two differences in the homes. The masonry structure had metal windows and a concrete slab. The wood frame structure used wood windows and a joisted floor system. The main purpose was to test energy loss or gain in the wall systems.

Based on the results of this study, which showed a 23u/o saving in a wood frame house, any home being built now or in the future should have the following energy saving features:

(l) Exterior walls - wood frame 2x4 or 2x6 stud walls insulated with a minimum of 3Yz" insulation. 5Vz" insulation if 2x6 studs are used.

(2) Ceiling - 12" insulation.

(3) Windows - all large glass areas, sliding doors, picture windows, etc. should be double glazed.

(4) Energy exterior doors.

(5) A heat pump is recommended for cooling and heating system.

(6) Weather strip exterior doors.

(7) Wood joisted floor system.

(E) Home located for the least exposure to the afternoon sun.

(9) Exterior insulated sheathing and options of stucco, wood siding or masonry veneer.

Other energy features, such as caulking, attic fans and trees, should be considered.

A conservative estimate, based on the ASU study, would be a savings of at least $200 per year on a 1,500 square foot home. With a 40 year mortgage, this would amount to a savings of $8,000.

The cost of a new home is fixed, onceyou build it,to good energy saving standards. The home can never cost more but utility costs, over which the consumer has little control, will continue to rise year after year.

The largest heat loss and gain occurs in (1) glass areas; (2) ceilings; (3) walls. Whether a home is made of wood frame or masonry block the only differential in heat loss and gain occurs in the wall system since the heat loss/gain from windows and ceilings is identical in most construction.

Both wood and masonry products

are enjoying a housing boom in Arizona. There is no doubt that wood frame construction can save up to 3090 in utility costs over masonry construction due to the heat loss and gain through the walls.

Wood and masonry can be compatible. A wood frame home with masonry veneer is one example of wood and masonry working together. The industries should work together. Each will receive its share of the business.

As I have said to many of my association colleagues, "you may control the market with wood frame by 8090, but tomorrow it could drop to 6090. Be alert, and continuously remind the consumer Of wOod construction energy savings. It is your responsibility. Many association members worked hard to put the wood industry in the dominant position it enjoys in Arizona today. Never let it slip away, it is a long road back."

adopted a new logo, a stylized acorn. . .Elkay Manufacturing Co. was presented with the International Customer Service Association's award of excellence.

Youngb Forecasts has moved its office to Solana Beach, Ca., from Portland. . .Denver & Rio Grande Rai Iroad is now owned bv Anschutz Corp., Denver, Co. . . .a new intermodal container transfer facilitv is being built by the Ports of Loi Angeles and Long Beach, Ca., to be operated by Southern Pacific Transportation. .

Application of the EPA restrictions on dealer sales of paint-on wood preservatives to consumers has been delayed by challenges from preservative mfrs. and other groups; sales of pressure treated

lumber will not be affected bv the proposed ban. .

Bamba Lumber, National City, Ca., is offering $200 reward for information leading to recovery of lumber and a pickup stolen from their yard in Dec.i it still had not been recovered at press time. .

fuWolfe Lumber Co., Quartz Hill (Palmdale), Ca., is rebuilding an existing bldg.

G&R Lumber Co., Cloverdale, Ca., has opened a new sales office in Oklahoma City, Ok., manned by Norm Rollins. .

When sending in a change of address please include zip code on both old and new addrisses and either the old label or the inlbrmation from it. Thanks!

NEWS BRIEFS

(Continued from page 18)

since 1979.. .new home starts for Dec. were at a seasonally adjusted annual rate of 1,587,000 units, up from 1,554,m0 in Nov. .single family starts rose 5.450/ot multis slid 490. . .nationally, bldg. permits fell O.2o/0.

Excel kitchen cabinet mfr. is celebrating its 30th anniversary

.The Oak Flooring Institutehu

WAR HERO NO LESS?

Your editorial in the Dec. 1984 issue on page six erroneously reported that one Virginia Hanlon had asked about the veracity of Santa Claus.

To set the record straight: Virginia was,

in fact, looking for a head shop to buy a Xmas present for her boyfriend, Hiram Walker (Hi for short), who was an avowed alcoholic. Virginia was hoping to convert Hi to pot smoking, thereby saving his liver from certain destruction. However, since pot was virtually unknown at that time, head shops were very hard to find, and Virginia had to seek a higher (sic) authority (the erstwhile editor of the N.Y. Sun) who obviously was so high at the time, he actually believed there was a Santa Claus!

You-aTe correct, however, in asserting the actual existence of Freddy Fungus

PACIFIC FOREST PRODT]CTS,

and Hugh Mungus. I can attest to this fact, as both of them served under me in the Philippines, along with Doug Furr and John Wane. Damn fine men-it was an honor to lead them!

General Douglas Armchair

This unsolicited bit of whimsy on the proprietors of Mungus-Fungus Forest Products is certainly in the spirit of the whole bit. Or should we wonder if sPirits prompted the letter? <d.

Boise Cascade Changes CostlY

Restructuring its building products operations cost Boise Cascade Corp., Boise, Id., $88 million in Pre-tax charges and a fourth quarter loss of $24.5 million.

Charges included $58 million for closing an unprofitable hardboard plant and consolidating the firm's building materials distribution operations. Wood products consolidations accounted for $20 million in expenditures and buyout of certain high cost federal timber contracts cost $10 million.

Without these charges, earnings, according to the company, would have shown sharp imProvement' mainly because of the comp€my's paper operations.

New Name for Search Firm

Search North America, Inc., is the new name for Search Northwest and Affiliates, Inc., Portland, Or.

The new name more accuratelY reflects the current activities of the firm, according to Carl Jansen, president. The seven year old company specializes in forest products, process control, high technology finance, transportation and international trade.

WELC0ME to new mernbers of San Joaquin Valley Hoo-Hoo Club: (1) Dan Brady, Steve Spiller, Don Johnson. (2) Matti Korpela, Bill Kendrick, John Amos, Chuck Hankins, Brian Kelly, Randy Dunlap, Dan Brady, Mike Salas, Steve Spiller, Kevin Jenkins, Greg Gomon,

Gary Thatcher. (3) Mike Salas & Randy Dunlap. (4) Gary Johnson, Bob Rader, John Amos. (5) John de la Montanya, Craig Gat Iney. (6) Gary Long & Mike Bakula, pres. (7) Erian Kelly, Mike Riley. (8) Bernie Barber Jr.

& Brenl Crosby. (9) Wally Kennedy, Bill Kendrick, Craig Gaffney. Twelve new members and 3 reinstatements were accepted at an initiation and dinner held recentlv in Fresno, Ca.

Oak paves the way for cars

IAPAN's enormous success in lfmarketing automobiles in the United States is in contrast to their earlier efforts to penetrate the American hardwood market with imports of Japanese oak.

Captain Robert Dollar initiated the importing of Japanese hardwoods to the United States in 1906, according to lumber historian Gage McKinney.

"Dollar most enthusiastically promoted Japanese oak," McKinneY says. "He first purchased oak railroad ties in Hokkaido in 1905, brought them to California, and had them resawn and made into furniture. A very convincing salesman, Dollar aPproached the Southern Pacific Railroad and succeeded beyond his own expectations in securing a huge contract for ties. Back in Hokkaido in February, 1906, he supervised the loading of the Bessre Dollar with several million feet of oak ties, the first cargo of Japanese hardwood to be shipped to North America.

"ln addition to shipping ties to the railroad on a continuing basis, Dollar was soon inventorying oak logs at his lumber yard in San Francisco, Ca. He erected a sawmill nearby for converting these logs into lumber. Five independent sawmills soon began operating near San Francisco for the same purpose, including one that White Brothers Hardwood Co. operated in Petaluma, Ca. During this period the Western Hardwood Co., Los Angeles, was purchasing as much as two million feet of Japanese oak logs from Dollar per year, which they converted into lumber and veneer at a sawmill near San Pedro, Ca.

"E.J. Stanton and Son, Los Angeles, was busy remanufacturing Japanese oak lumber into flooring. Inexpensive, soft-textured Japanese oak also proved to be an ideal wood for the manufacture of the Mission style furniture that was popular at that time. Its importation revitalized the West Coast furniture industrY.

"The foreign oak trade thrived for several years before manufacturers of our domestic oak succeeded in having import duties imposed on JaPanese hardwoods," McKinney concludes.

After World War II in 1946 the Hokkaido Hardwood Lumber Exporters' Association was formed. They reportedly handled as much as 9090 of the lumber export from Hokkaido, sending shipments to EuroPe as well as the U.S., Canada, South America. New Zealand and Australia. Houston, New Orleans, Portland, San Diego, San Francisco, Seattle and Tacoma as well as Los Angeles were ports of entry for the Japanese hardwoods.

Story at a Glance

Capt. Dollar initiated imPorts ol Japanese oak nearly 80 Years ago. .kllled by tariffs, the trade revived after World War ll, but lloundered again.

that without such a favourable turn of its export market to encourage inchboard makers, any expansion of inchboard lumber production could be hardly expected."

Another indication that all was not well was found in a letter to American customers printed in the same publication. In part, it said "One of the most serious problems is found in connection with the shiPPing drY condition of our export lumber. While all our lumber for Pacific Coast ports is shipped in bundles, it sometimes happens that owing to a rainfall at time of shipment or at time of discharge the inside of bundled lumber parcels gets wet and that after it is left for a considerable period, the result is to cause stains on even welldried lumber of superior qualitY.

"While we hear a rumour afloat urmong American buyers of Japanese lumber that our lumber is being exported in unsatisfactory dry condition from our ports, it may be recalled that this matter is closely connected with the problem of bundling lumber, to which your special attention may be called for the smoother business relations between American and Japanese merchants."

In addition to promoting exports of oak, they encouraged exports ofbirch, beech, sen, katsura, ash, elm, basswood, asada and maple. Hardwood lumber, floorings and plywoods which were processed or manufactured items were on the free export list. Government approval was required for the exportation of softwoods.

The outlook for continuation of hardwood exports was far from encouraging according to a publication issued in 1957 by the export association. ". .it may be safely predicted

Now, almost 80 years from the time of the arrival of the first JaPanese oak imports in the U.S., it's cars, not lumber crossing the Pacific and flooding the market, but maYbe everyone learned a lesson from the earlier experiences with wood or maybe they didn't. Who knows.

Gage McKinney is the author of Hardwood People, a 70 page historY of the Pacific Coost hardwood lumber industry which contains stories of the colorful hurdwood pioneers as well as I0 pages of historic photos.-ed.

Selecting Siding & Paneling

Abrochure on choosing, installing and finishing lumber siding and paneling is 350 each from Western Red Cedar Lumber Association, Code 612, Yeon Bldg., Portland. Or.972M.

Shingularly the Best

A 4<olor self-mailer on genuine cedar shingle siding is available in quantity from Shakertown Corp., P.O. Box 400, Winlock, Wa. 98596.

Log Home Helper

A new 48-p. full-color log home catalog, "The Solar Advantage," is available for $6 from Heritage Log Homes, P.O. Box 610, Gatlinburg, Tn. 37738.

Inspiring lnserts

Beveled, leaded and stained glass inserts for wooden doors are highlighted in a free full+olor brochure from E.A. Nord Co., P.O. Box I187, Everett, Wa. 98206.

Wooden Rules

The "Ten Commandments for Boosting Wood Moulding Sales " is free from The Wood Moulding & Millwork Producers Association, P.O. Box 25278, Portland, Or.97225.

Creative Lighting ldeas

A 4-p. catalog of lighting design possibilities is free from Sylvan Designs, Inc., 197 67 Bahama St., Northridge,Ca. 913'24.

A New Winter Coat

For a free Gardner Asphalt Corp. coatings and cements brochure, write P.O. Box 5005Y, Tampa, Fl. or call (800) 282-n55.

lf You Wood, You Should

A set of 35 mm color slides promoting the new Simpson Redwood Book of

Wood/Could lI is available as a 30-second tv spot for dealers for $20 from Greg Lambert, Simpson Redwood Co., P.O. Drawer V, Arcata, Ca.95521.

Restoration Products

An 8-p. color brochure of products for building restoration and new construction is free from Conproco Corp., P.O. Box 368, Hooksett, N.H. 03106.

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!

Moisten the Air

"Humidification Facts" booklet is free from Research Products Corp., 1015 E. Washington Ave., Madison, Wi. 53701.

Bathe in Luxury

A l2-p. full color catalog of designer fittings for the bath, lavatory, and shower is free from Speakman Co., P.O. Box 191, Wilmington, De. 19899.

What's What in Paneling

"That Final Step," a 2O-minute product knowledge training film on paneling, is available to retailers from Champion International Corp., One Champion Plaza, Stamford, Ct. 06921.

Bathroom Fashions

A 28-p., full<olor catalog, "Bathroom Cabinets and Lighting," is free from Broan Mfg. Co., Inc.,926W. State St., Hartford. Wi. 53027.

Roof ing Publications Directory

The revised, l2-p. "Publication and Audio-Visual Directory" is free from Asphalt Roofing Manufacturers Association, c/o Sumner Rider & Associates, Inc., 355 Lexington Ave., New York, N.Y. lml7.

Western Window Fashions

A brochure of window fashions is free from Window Coverings, Inc., P.O. Box 14160, Portland, Or. 91214.

Wired to Go

A feature sheet on voltage surge suppressors and noise filters is free from the Wiring Device Department, General Electric Co.,225 Service Ave., Warwick, R.t. 02886.

Light of the Land

Copies of low-voltage landscape lighting data sheets are free from Sylvan Designs, Inc., 8921 Quartz Ave., Dept. AL, Northridge, Ca.91324.

Classic Blinds

A 4-color, l2-p. brochure on vertical blinds is free from Marathon-CareyMcFall Co., P.O. Box 500, Montgomery, Pa.17752.

Hacksaw and Plier Flyer

A new 4-color fold-out locking pliers and hacksaw brochure is free from Parker Mfg. Co.,Box 644, Worcester, Ma.01613.

At Your Fingertips

The "1985 Building Products Catalog" is free from Georgia-Pacific Corp., Building Products Catalog, Dept. NR, P.O. Box 48408, Atlanta, Ga.30362.

Super Siding

A new 6-p. brochure describing SuperSide siding is free from Masonite Corp., 29 N. Wacker Dr., Chicago, Il. 60606.

Heat lt Up

An electric auxiliary heater catalog is free from NuTone Housing Group, Scovill Inc., Madison & Red Bank Roads, Cincinnati, Oh. 45227.

Superior Solar Savings

"A Guide To Superior Energy Efficiency in Homes " is available for 650 and a SASE from the Mineral Insulation Manufacturers Association, 382 Springfield Ave., Summit, N.J. 07901.

Fill'er Up

A new brochure on expansion joint fillers (No. 7568{528) is free from The Celotex Corporation, Building Products Division, Box 22602, Tarnpa, Fl. 33622.

Up Against The Wall

"The Wallcovering How-To-Handbook" is free from the Wallcovering Information Bureau, Dept. HP. 66 Morris Ave., Springfield, N.J. 07081.

Home lnsulation lnformation

Home insulation is discussed in "Insulation Facts," a free brochure from Certainteed Home Institute, P.O. Box 860, Valley Forge, Pa. 19482; or call l-800523-784.

Hand Tools Unlimited

More than 550 hand tools are listed in a free catalog from Millers Falls Tool Co., P.O. Box 1030, Alpha, N.J. 08865.

Stylish Skylights

A new catalog on skylights and accessories is free from the APC Corp., P.O. Box 515, Hawthorne, N.J. 07507.

Wood Machinery Guide

The "1985 Buyer's Guide & Drectory to Wood Machinery Manufacturers of America" is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

FOR PROMPT SERVICE

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

The Sky's The Limit

A 36-p. skylight handbook is available at no charge from Wasco Products Inc., Dept. HB, Box 351, Sanford, Me. 04073.

Painted Panel

Building and insulating panel full-color literature is free from Laminators Inc., P.O. Box 39, Hatfield, Pa. 1940.

Side With Wood

A full+olor information sheet on Simpson Guardian plywood siding is free from the Panel Products Div. of Simpson Timber Co., Third and Franklin, Shelton, Wa. 98584.

Fence Products

A catalog of fence products and accessories is available free from GUTSA, Inc., Box 3293, San Antonio, Tx.78216.

Strong Backer

Latapanel Portland cement building boards are illustrated in full color in a free data sheet from Laticrete International, Inc., I Laticrete Park North, Bethany, Ct. 06525.

Lighls, Camera, Action

The "North American Philips Lighting Handbook" is available for $18 for single copies or $15 each for 50 or more from North American Philips Lighting Corp., Marketing Communications Dept., One Westinghouse Plaza, Bloomfield, N.J. 07003.

Fine Time for Pine

Southern pine standard sizes, grade descriptions, minimum design values and recommended grades are covered in a free brochure from Southern Forest Products Association, P.O. Box 52468, New Orleans, La. 70152.

Scrape to Get By

A new 4-p. 4-color brochure of razor knives and scrapers is free from Red Devil, lnc., ?A00 Vauxhall Rd., Union, N.J.

Millwork Sales Aid

More than 1,000 millwork items are featured in a 68-p. all<olor catalog available for $2.50 from E.A. Nord Co., P.O. Box 1187, Everett, Wa. 98206.

The Real Thing

An 8-p. hardwood floor booklet is free from Bruce Hardwood Floors, P.O. Box 2201C0, Dept. CU, Dallas, Tx.75222.

A Swinging Deal

A new wood swinging doors brochure is free from KSI Building Products, Inc., MacArthur Ave., Cobleskill, N.Y. 12043.

Tools of the Trade

A l6-p. hand tool brochure is free from Nitto Kohki U.S.A., Inc., 808-C N.Central Ave.,Wood Dale, Il. 60191.

Electrical Touch

Flushplate wallplates are featured in a free 8-p. brochure from Touch-Plate International, Inc., 16530 Garfield Ave., Paramount, Ca. X)743.

The Cutting Edge

"Cutting Edge Notes" is free from Kapman, Inc.,Box 250, Valdese, N.C.28690.

Window On The World

A 6-p. window brochure is free from Capitol Windows, P.O. Box 3070, Harrisburg, Pa. 17105.

GLASS!FIED AEVEI,I]TISIEMENTS

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, 45lX) Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, Make checks payable to The Merchant Mrgazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us. illi{riliiltftllli*liit:::iili.il:,tttililtllill::ti,:*iiiiilllliit:,:i

$ LUMBER SALES $ LOS ANGELES, CA, AREA

Experienced lumber salespersons with customer following. Are you tired of taking home peanuts? Always working for the other person? Don't take it any longer, accept the challenge-be your own boss. Operate as an independent, use our buying power. We are looking for qualified salespeople. Individuals preferred, however, existing sales teams with substantial customer bases will also be considered. 10090 financing, no money of your own required whatsoever. Just talent !

Facilities and services provided:

(l) Complete custom mill

(2) Covered storage

(3) Office space

(4) Trucks

(5) Rail spur

(6) Secretarial

Literally the chance of a lifetime.

Send resume to Box 519 c/o The Merchant Magazine. Our current staff is aware of this ad.

LUMBER TRADER who wants to semiretire, work 3-4 days a week. Must have following. Ideal retirement community, Canyon Lake, Ca., with fishing, boating, golf. Call Mel Prince (714) 672-1938.

SALESPERSON. An Orange Counry, Ca., hardwood lumber and plywood company is seeking two aggressive, goal-oriented individuals for Northern and Southern California territories. Commission plan, excellent opportunity. Send resume to Box 522 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.

SALES REPS WANTED

A major importer of quality lumber and dimension products is seeking sales representatives. With our mill support, we have a full line of wood products from Southeast Asia. Species include Ramin, Seputir, Keruing, Meranti, Lauan, and Radiata Pine. Our many specialties include jambs and mouldings, rough lumber and furniture components. Please send your resume and the territory desired to: Box 520 c/oThe Merchant Magazine.

LUMBER SALESPERSON. Good compensation plan with solid company. Mature individual needed for Fremonr, Ca., office. Prefer minimum 5 years' experience in lumber/wood products. Wholesale background preferred. Contact Dwight Curran, DMK-Pacific Corp. Days: (415\ 796-3670. Nights: (415) 792-4496.

POSITIONS AVAILABLE for experienced lumber salesmen for unique contractor sales program in Bay Area, So. Ca. and Phoenix, Az. Must have excellent track record and following of established customers. Contact Lee Wilson or Jim Hormuth of Quality Lumber Sales, 1000 E. Third, Santa Ana, Ca.92701. (7t4) 9s3-6966.

LUMBER TRADER: Established No. Ca. wholesale company looking for a trader with minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top compensation and benefit package. Send resume to Box 521 c/o The Merchant Magazine.

OPPORTUNITY: Wanted - Wholesale Lumber Salesperson for direct sales to contractors, industrials and dealers in So. Ca. We are an old established wholesaler/manufacturer -starting a new company in the Palm Springs, Ca, area. Tremendous opportunity for a highly motivated individual with established base and the desire to earn large $. Call (916) .233-4505, John Hansen, for details.

TIMBERS

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

EXPERIENCED hardwood trader to sell KD alder mill production and trade on commission contract basis. Established Eugene, Or., firm. Call Judd Webber at (6031 342-3144.

SALES REP. BUILDING MATERIALS

Leading wholesaler of specialty building materials has immediate openings. We are an established company adding to its sales force.

SALARY, AUTO ALLOWANCE, INCENTIVE PROCRAM, TRAINING AND MAN. AGEMENT OPPORTUNITIES. We are looking for persons with building material backgrounds to call on established retail outlets. Send resume to sales dept. BMD, Inc., P.O. Box 606. Galr. Ca.95632.

ATTENTION SPECIALTIES TRADERS

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in Portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10.000 carloads and trucks assures you a respected and competitive position in the industry we serve.

Don't pass up this opportunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

TIMBER SIZER PRE.EABRICATION

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

ADVERT!S.ENIEL{TS

HYSTER LIFT, H200 ES 1975, 20,000 cap., H.D. upright, Perkins diesel, swingshift, thin forks, encl. cab., top condition, $28,000

F.O.B. Fort Bragg, Ca. Fred C. Holmes (916)

F-A.4 California Lumber I C t- I t"tp..ti". s.ri.-

N 9/ Certified Agency @Y L.A. (7r4) 546-itr2 s.l. (408) 297-807 |

P.O. Box 6989

1538 Lincoln Ave., San Jose, Ca. 95150

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-U26.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industrY. It preserves stories of the hardwood giants of the past: CaPt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, LeroY Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stones.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box 67'72, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

1971 HCl65 HYSTER 20,000 lbs. automatic -power side shift - tilt - good paint - V-6 gas motor - good tires - well maintained - wide thin forks. Bracut International, P.O. Drawer4779,

.tWISTED AND WEATHERED

Douslas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213)

't7 5-2544', (21 3 ) 83 5-5671

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2" - 6" thick

The Miller Co. (41 5) 488-4333

DEALERS and reps wanted for the Torrball Moisture Absorber. The newest, nonelectric, nontoxic way to combat excess humidity' mold, mildew and odors. For home and industry. Direct inquiries to: Torrball, P.O. Box 15850(P), Forth Worth, Tx. 76119-850.

INDUSTRIAL PROPERTY FOR SALE

Fifty-eight acres in Klamath Falls, Or. BUILDING #1. Bridge Crane Building 94x505x50' high : 1.09 acres. Suitable for lumber and/or palletized commodity loading and storage. Rail access and pile bottoms in place. Overhead Cyclops Crane with 42' workable vertical clearance.

BUILDING f2. Approx. 135,625 sq. ft. : 3.ll acres. Suitable for lumber manufacturing/remanufacturing, storage and shipping. Recessed rail spur full length and cement floor throughout. BUILDING #3. Approx. 3000 sq. ft. machine shop and rolling stock repair shop with two attached offices. Several smaller utility buildings included on property. Rail spur penetrates into a large paved open area of the property, providing excellent rail car and truck loading capacity. BN and SP rail service. PRICE: $1,150,000. Send inquiries to Dyer Mountain Lumber, P.O. Box 218, Klamath Falls, Or. 97601. (503) 884-7788 or (619) 574-1223.

HOME CENTER - 12,000 sq. ft. in developing area of Southeast Idaho. Buildings, inventory and equipment. Approximately $450,000. Ask for owner, (208) 237-7771 or (208) 2l'7 -2783.

F[JLL LINE retail lumber and building material, including some mill facilitiesCamarillo, Ca. Phone Gartrell (805) 966-3181.

BUVE M]S' GUIDE

ffiLOI AilOEtEt AREA BAY AREA

Lumber Co.

Pacific Coro.

Inc.

Seruice Suoolv {San Jose)

Georoia-Pacific Coro. Geordia-Pacilic Corb. {San Jose)

Harn-essTimberPrdducts

Hiooins Lumber Co. (Monlerov)

Hidiins Lumber Co. lSan Josdi

Hi66ins Lumber Co. lUnion Citi/)

Hia6ins Lumber Co. (Walnut Ciiek)

Hirt&Wood Lumberoo...........

Louisiana-Pacif ic CorD

MacBeath Hardwood

P.R.0.0. Wholesale Distribulors.

Rolando LumberCo.. lnc..........

Seouoia SuDDlv

SiriDson Bdildlno SuoDlvCo.

Simbson Timberto.

Trianole LumberCo......

Trus ioisl Corp.

Wendling-Nathan Western Forest ProductSales......

ARCATA/EUREKA/FORTUI{A

Bracul International

Brilt Lumber Co.

Eel River Sawmills

Humboll Redwood Co.

Louisiana-Pacilic Coro

PVMRedwoodco. ...........

Reid & Wriohl

Schmidbau-erLumb€r. lnc..

Co.

UnitedWholesale LumberCo...

Virginia Hardwood Co

Western Internalronal Forest Products

Woyerhaeuserco.......... (800) 647-7762 {213) 748-5451

WoodlandProduclsCo. Inc. .....

IREATED TUMBER-MTES_PILINGS-TIES

KoppersCo.,lnc....... (213)624-1076

SanAntonioConstruction..... (Zt3i 694-9361

SimosonBuildinoSuoDlvCo.....

AUBURlI/GRASS VALLEY

All-Coast Forest Products, Inc.

EAKERSFIETD

Hiooins Lumber Co.

Paailic Wood Preservino ol Bakorsliold. Coro. (805) 582-3950

cHrc0

Norlield Manulacturino

Siskiyou-PlumasLumberCo. ..

CI.OVEBOALE

Eowman Lumber Sales

G&R Lumber Co.

Louisiana-Pacific CorD

Rolando Lumler (Kinton Div.).

FONT BBAGG

Georoia-Pacific CorD. (Redwood)

Holm-es

421-7779

Calilornia Lumber Inspeclion Seruice

Cal-West Lumber & Millino Co. .

Carison & Associales

Caroll Moulding Co.

Cascade EmDire Coro.

Cantor U.S.A. Corp.

DMK-Pacilic Corp. Essley&Son, D.C.......

Far UJesl Fir Sales.

FontanaWoodPreseruino.. .

Fountain Lumberco.. Ed............

Freeman&Co.. SleohenG.

FremontForestProducts

Geor0ia-Pacitic Corp.

Canlor tl.S.A. Corp.

Ensworth Forest Pioducts. . (S00) 525-ibib

Floor Seryice Supply

Georgia.Pacilic Warehouse.

Hedlund Lumber&MachrneStaining........

Higgins Lumber Co.

Koppers Co.

Lamrnated limber Servrces. Inc.

Lewis0o., Inc., PalmerG.

Louisiana.Pacilic Corp

Nikkel Corp.. The P&MCedarProducls.

RocklinForestPr0ducls

Siskiyou Forest Producls

Siskiyou-Plumas Lumber Co..........

Slockton Wholesale

TrusJoisl..

Union Forest Producls

Union Pacilic Railroad

Union Planing Mill

WaldronForeslProducls

WeslernwoodTrealingCo.

WeyerhaeuserCo.......... (800) 952-5616

SAIITA TARIA

Higgins Lumber Co.

SAI{IA ROSA AREA

J.H. Blevins Co., Inc..

Hiooins Lumber Co.

M;ilin Forest lnduslries.

NoyoTimberProducls, Inc.

Nu-Forest Products

Rich Doss, Inc.

Windsor Mill, Inc.......

Wo0dlandProductsC0.,lnc.

UI(IAH/CALP€TLA/WILtIIS

All Hearl Lumber Co., Inc.

Coastwood Preseruina. Inc. ... .. .

Forest Producls Trans-Dorlalion

HaffimdProducls

HoplandForestProducls

Litlle

Louisiana-Pacilic Corp

Penolin Marketino

Perlormance

Redwood CoastLumberco.

PAGIFIC }IORTHWEST STATES WASHIXGTOX

BUVE M]S' GUIBE ROGKY TOUNTAINS Eqffi*ry COLORADO

Trus Joist

GOlII1'ERCE CITY

'''''''',',.'

WesternTurnings &StairCo.

OEI{VEF

Georgia-Pacilic Corp.

Reed

Snavely Forest Products..

South€rn Pacitic

Trus Joist

FORT COLLIl{S

ColoradowoodPreserying

oRAil0 JU1{CTtoil

FullmerLumberCo.

FurmanLumber, Inc.

Georgia-PacificCorp.

Hampton Lumber Sales Co.

Lewis Co.. Inc.. Palmer G.

Louisiana-Pacilic Corp..

LumborProducts

Mt. Angel Plywood Inc..

NorthweslHardwoods Penberthv Lumber Co.

PoDe &Ta1b01..........

Publishors Foresl Products . {800) 547-6633

Sequoia Supply

Simon, Crabtree&Ryan

Southernlacllic

oREOOX

Corp.

Fremont Foresl Products

Georoia-Pacitic Coro.

Maole

Sequoia

Soulh

Virginia Hardwood Co. Weyerhaeus€r Co.

Brian H. Bonnington, owner of Bonnington Lumber Co., died Jan. 21, 1985, in Orinda, Ca. He was 64.

Born Aug. 17, 1920, in Oakland, Ca., he attended Bellarmine High School in Santa Clara and the University of San Francisco for two years. He was a fighter pilot in the U.S. Army Air Corp before joining Lamon-Bonnington Lumber Co. in 1946.

Mr. Bonnington was a 42 year member of Hoo-Hoo International. He also was active in the Lumber Merchants Association of Northern California and the North American Wholesale Lumber Association.

Mr. Bonnington is survived by his widow, Ruth, five daughters, three sons and 15 grandchildren.

U.S. Products Fair In Japan

The U.S. housewares industry will be represented at the "Made in U.S.A." fair, March lll4, in Nagoya, Japan, according to Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association.

NHMA members participating in the largest businessonly import fair for American products ever held in Japan include Bemis Mfg. Co.; Bright of America; Conimar Corp.; Cosco, Inc.; Ekco Housewares Co.; Fiskars Mfg. Corp.; Kalkus-Hirco, Inc.; Nelkin-Piper International; Nordic Ware, div. of Northland Aluminum Products, Inc.; Rose Scientific; Gi & Ti U.S.A.. Inc., and Jamex International.

Laundry Moves Upstairs

Latest trends in washers and dryers may affect dealers who handle appliances.

John Crawford, president of TumA-Lum Lumber Co., Walla Walla, Wa., died of cancer Jan. 9, 1985, in the Bahama Islands. He was 66.

A resident of Portland , Or. , he also was president of Prine Products, Prineville, Or. Mr. Crawford was a native of Walla Walla. He had been active in the Tum-A-Lum Lumber Co. for about 30 years.

He is survived by his widow, Marian, a daughter, two sons, two grandsons. his mother and a sister.

According to a Maytag Co. survey, homeowners are installing laundry equipment in kitchens, bathrooms and even bedrooms instead of basements and garages.

To accommodate this trend, appliance manufacturers are making their products smaller and unobstrusive. New stacked washer-dryer units reportedly cut floor space required in half while still handling full size loads of laundry.

s;'H;i"sI'i1*::

Coming in April

PRESS D OD SPE IAL ISSUE

Our always informative annual on prelrsure treated wood will again present special feahres on how manufacturerc help dealerc sell, a proftle story on a pressrrre treater, updates on news affecting the industry plus helpful tips for you on marketing and selling profitable pressure treated products.

ADVERTISERS: Be certain your message

March ll, 19E5. For information or space resewations, just unite the address below or call (7141852-1e9O.

uremake

lf you're going to specialize in specialty lumber, there's no going halfway about it. You've got to carry the best.

And at Disdero Lumber Company, we do. We carry top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we have them in kiln-dried, vertical and mixed grain finish, pattern and siding. In standard sizes or milled to your specifications.

We're also a leading supplier of Laminated Beams. As wellas Lock Deck@ Laminated Deckino.

So before vou settle for anv-thing less thdn the best, get one thing perfectly clear: For top quality lumber, call Disdero.

A specialty lumber distributor for over 30 years.

In Oregon, calltoll-free (800) 452-5737. West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), calltollfree (800) 547-4209.

Disdero Lumber Co.

PO. Box 42247 1504 S.E. Woodward Portland, Oregon97242 (503) 2s9-8888