Merchant Magazine - February 1987

,.H. BLEUII{S SAtUItillLS, lNC.

Sawmills and planing mills at Placerville, Sebastopol and Napa, Ca. Dry kilns at Placeryille, Ca.

Specialists in redwood, cedar, pine and Douglas fir products

Redwood and Douglas fir timbers most any size up to 32leet

Dry air-dried or green patterns

Long length redwood and fir dimension

For your inquiries call: Rick Rosa, Dave Snodgrass, Steve Hagen, KarlDrexel, Tom Knippen, Dave Ponts, John Souza, Steve Shudoma

J.ll.

P.O. Box 24'10, Napa, Ca. 94558

Headquarters: 5747 Ht/f/.29, Napa, Ca.

TtfE LUITIBER l{UtttBER tS: FOn 252.6/t42

What was great yes, terday is better today.

Or so say the custom, ers of San Antonio Pole Construction Co.

That's why theykeep calling us back; ours is the name they re, member for quality structures...even years later.

It was more tlaan 25 years ago that we took the call from George M. Huff Lumber Co. of Santa Fe Springs, Ca. San Antonio con, structed the sorter build, ing and 14,000 sq. ft. mill building still

The Old ew

used today.

And today, when Huff Lumber's needs required a plywood storage shed, they re, memberedour reasona, ble prices, unsurpassed service and quality workmanship, all cus, tom,fitted to their exact

speciftcations.

We returned to pro, vide a 6,000 sq. ft., umbrella design shed complete with T 1,11 siding on the end walls. Our customers are confident wetll meet their needs todav. And tomorrow.

THE OLD: (TOP LEFT) Huff Lumber mill building built in 196l by San An. tonio. (LEFT) Sorter building under watchful eye of owner Jerry Huff at work (on bicycle). THE NEW: (ABOVE)New shed during construction.

Serving 13 Weslern States

Editor-Publisher David Cutler

Senior Editor Juanita l,ovret

Assistant Editor David Koenie

Contributing Editors Dwight Curran. Gage McKinney. Ken Thim

Art Dir€ctor Martha Emery

Staff Artist Carole Shinn

Circulation Louanna Muell

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr.. Suite 480, Newport Beach, Ca, 92660. phone tZl4r 8SZ-t90. 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 ,180. Newport Beach. Ca. 92660.

ADVf,RTISING OFFICES

Advertising rates upon request.

From all states east ofthe Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (7 I4) 852-1990 or by writing 4500 Campus Dr.. Suite 480. Newporr Beach, Ca. 92660. From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado and Canada: Contact Carol Holm at (206) 3400680 or l0l8 Lloyd Building, Searrle, Wa. 98 l0l

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $l5two years; $20-three years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-$3O; South America: air-$55; surface-$3O; Asia: air-$68; surface-$30; Europe: air-998; surface-$3O. Single copies-$2; back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumberand home center markets in 13 western states.

DAVID CUTLER editor- publ sher

The murky cedar situation

n NE OF the effects of the Canadian-United V States agreement on Canadian softwood lumber exports to this country is that cedar will likely be more costly. The agreement includes a l5% export tax by Canada that inevitably, somewhere along the line, will have to be paid for by someone. The question at this point is how much, if any, will it hurt cedar sales.

Our surveys have produced reactions that range all over the lot. Some are backing away from selling cedar to concentrate on redwood and presssure treated products. Others are convinced that the tax effect will be negligible, that the costs will be absorbed.

One said, "it'll be just another cost of doing business." Another felt. "if they want good

Canadian cedar, they can pay for it." Ventured another wholesaler, "we'll be developing new sources in Oregon and California for domestic cedar to replace the Canadian product."

Economists see the situation as a classic case of government actions producing an artificial effect upon pure market forces. Others note that the entire business is far from permanent and cite possibilities that could cause major changes in the agreement and the money involved. The chance of a complete collapse of the agreement is also present.

At this point, the cedar situation is like an election where the polls have been closed for half an hour. It's just too early to call.

PRE.STAINING of rumber

;+!liF

You cantell a good entrance by hour fast it exits.

And considering that The Atrium Door is the fastest selling wo<;d swinging patio door in America, it's an exceptional entrance.

For you, that means increased sales and higher profitability

The Atrium Dcxrr gives customers more reasons to buy Like handcrafted all wo<fi construction. Simple installation. Super high energy efficiency A solid brass mortice lockset with matching hinges.

And The Atrium [)urr gives you mor€ to sell. Profitable options like hctory applied Polycron ''' exterior

coating backed by a lo-year warranty against cracking, peeling, and excessive color fading. And high performance Comfort-E'" glass -The Ti'ansparent Insulation''' $azing system desipped to help eliminate fabric fade, cold spots, drafts and condensation.

To help move doors throup;h your door, we provide in-store displays and product clinics, co-op advertising zurd national consumer advertising to create higher pull-through demand. And we back that up with an extensive dealer referral program.

So if you're in business to make a profit, stock up on the entrance that exits the fastest. The Atrium Door.

To find out the name of your distributor, call 1-tto0-527 -5249. In lbxas, call 214-634-9663.

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 you settle for any" thing less than the best, get one thing perfectly clear: For top quality lumber, call Disdero.

A specialty lumber distributor for ovbr 30 v6ars.

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) 239-8888

ANY CUSTOMERS entering a lUl lumberyard or building products center have only a vague idea of the wide variety of western red cedar products and patterns available for their use. The obvious answer is to put the cedar where they can see it, and touch it.

Story at a Glance

Ways to increase cedar sales how cedar displays used in lighting, kitchen, garden departments can emphasize product versatility... gazebos, paneled areas demonstrate attractiveness in a variety of uses.

Products-ln-Use Displays Sell More Ced

Pretty pictures in a magazine or brochure may prompt a homeowner or a designer to consider using cedar products. But when they actually see the beautiful range of color variations from heartwood to sapwood, and touch a wall of surfaced or textured cedar paneling, that's when they'll be sold.

Displays shouldn't be limited to the lumber department. To Promote the uses ofwestern red cedar indoors and outdoors, use some tight-knotted boards as a background for gardening tools, or some surfaced, Vgroove paneling for a display of bathroom ftxtures.

Another favorite use of cedar

products is in the kitchen, offering a myriad of display opportunities and design ideas. A wall faced with a selection of cedar paneling sizes and patterns can set off a display of lighting fixtures. There is another whole series of cedar siding patterns and sizes that can be used to set offoutdoor or garden displays.

The versatility of board paneling or siding, as compared to sheet goods, can be illustrated with products applied vertically, horizontally, in herringbone patterns or with inset accents such as diamonds or squares. Gazebos or other outdoor structures can be constructed in various

areas, for sales consultation booths, as special display centers, or just for customers to relax in. A corner area can be set off with cedar fencing and decking, and used to display outdoor furniture or barbecue supplies.

Some dealers and distributors set aside a room for entertaining customers, or for community use, and use the walls as a colorful showcase of the hundreds of cedar products and patterns that are available.

The display applications of western red cedar are limited only by the imagination, but when cedar products are on the wall where they can be seen and touched, they'll be sold.

GAZEB0 showcases various western red cerlar lumber products including a selection of paneling and siding in a range of grades, sizes and oatterns.

The scent that makes cents

Ll OMEOWNER interest in closet | | organization is expanding the market for aromatic red cedar products, enabling dealers to cross merchandise them with closet accessories and systems.

Popular because of the pleasant

aroma provided by the wood and the theory that cedar can repel moths, the lining of a closet with aromatic red cedar can be a project for a do-ityourselfer. Free standing closets or cupboards for blanket and woolen storage can be built as well following diagrams available from several sources. The fragrant wood is a good material for lining old trunks and chests, eliminating the often unpleasant musty odor of age and providing moth protection.

A retailer can offer the do-it-yourselfer two different types of aromatic red cedar. One product is aromatic cedar boards, generally sold in bundles or packages. The other is a cedar panel made of chips and flakes of aromatic cedar formed under pressure into 4 ft. x 8 ft. sheets.

Both products have advantages. The solid cedar boards are often tongue and grooved to fit together. They can be put into any storage area, even as a lining for a dresser drawer. Solid cedar boards also can be used for shelves.

Cedar boards come in various lengths, usually 3/8 inch thick and 4 inches wide. Their handsome red and cream color gives a luxurious apDearance to a closet or chest interior.

They can be applied horizontally, vertically or at an angle.

Formed cedar panels have the advantage of being easily applied and covering space more quickly. They also are less expensive than boards. They usually come in sheets measuring4ft.x8ft.

Both the solid aromatic red cedar boards and the formed cedar panels come packaged in easy to take home cartons. The boards also are available in 8 ft. bundles with the face size ranging from 3/8 inch x 2 inch to 3/8 inch x 4 inch. Cedar moulding is available for finishing.

Customers should be cautioned to leave the cedar lining in its natural state. The application of shellac, varnish, paint or other finish seals in the oil fumes and destroys the mothrepellent function. Older closets may be renewed with an application of cedar wood oil which is distilled from the cedar.

Story at a Glance

Tips to help sell aromatic red cedar as a closet organizing product...types of material to stock for d-i-yers and builders...merchandising aids available.

Aromatic red cedar paneling product sales are not limited to the closets. Many of your customers will want to use them to panel bathrooms, kitchens, attics and basements as well as storage areas.

B0TH tongue and groove aromatic red cedar boards and Danels made of aromatic red cedar chips and flakes provide pleasant aroma and repel moths. Packaged in takehome cartons, they are good d-i-y items.

Builders are finding cedar closets a selling point for new homes, apartments or condos. Remodeling contractors report homeowners are adding the luxury of cedar closets when enlarging or adding on to their present homes.

Dealers who want to include literature as part of their display of aromatic red cedar products can obtain a brochure describing how to line a closet with cedar from the Home Closet Planning Service, 221 N. LaSalle St., Chicago, Il. 60601. They ask that a self-addressed stamped envelope accompany requests for materials.

How

to sell cedar superiority for less

EALERS across the country

from Virginia to California are discovering that they can sell the curb appeal of cedar to customers with champagne taste on beer budgets by suggesting cedar plywood panels for exterior use.

With the rich look and durability of western red cedar, the exterior siding panels have all the structural and price advantages of plywood with a face of western red cedar in premium or select grade. Surfaces are rough-sawn or brushed in a choice of patterns, all with shiplap edges. Ungrooved panels can have either shiplap or square edges. Classified as western red cedar exterior 303 plywood by the American Plywood Association, cedar plywood panels should carry its grade stamp. Watch for it.

Cedar plywood panels are appropriate for exterior application on sidewalls, soffits and trim and interior applications. They can be used for both residential and low rise commercial applications including remodeling. They can eliminate the need for sheathing or corner bracing.

Builders talk about saving as much as 500/o on labor and materials by using cedar plywood panels. Records show that a 1,700 sq. ft. house can be covered with 50 panels in 13 manhours.

Cedar plywood panels have the

low maintenance, resistance to decay and pests and durability advantages inherent in cedar. They can be finished with a clear wood preservative, light-bodied oil based semi-transparent stains or heavy-bodied oilbased stains for color variation. Leaving the cedar plywood panels unfinished is not recommended.

Story at a Glance

Help customers cut costs with cedarplywood panels . . . offer curb appeal, durability, APA grade stamp in an economical material that cuts labor costs.

Peninsula Plywood, now an ITT Rayonier Inc. division in Port Angeles, Wa., was the first mill to manufacture cedar plywood back in 1958. In addition to pioneering cedar plywood, they are the second oldest APA mill in operation with the designation of Mill No. 2. Their membership goes back to 1941. PenPly, as they are known, is probably the major producer of cedar plywood today, manufacturing over 8 million

square feet monthly, enough to side 4,000 homes.

Richard M. Lyons, marketing manager, wood products Northwest, for the company, says that the product is "especially popular along the coastlines and in the mountain areas because of its superior stain retention characteristics and ability to resist severe weather conditions."

He anticipates that today's increasing cost of western red cedar lumber sidings, including material and installation cost, will continue to make cedar plywood a more practical siding alternative in 1987.

Multnomah Plywood is the other APA mill producing cedar plywood. Located in St. Helens, Or., the company had manufactured Douglas fir plywood siding for nearly 20 years, but done little with cedar until last year. Sales manager O. E. "Erv" Lodeen, who was formerly with Evans Products, a cedar plywood firm no longer in operation, says that the worker-owned mill has begun an aggressive program to secure the highest quality cedar logs. In addition to the APA logo, their product carries the company's Indian chief logo.

Although cedar plywood is limited in availability, it does fill a need for the customer who wants the luxury of cedar without the expense. Retailers should keeo it in mind.

CL0SE.UP shows detail of reverse board and batten groove cedar plywood exterior siding application. Builders save labor and material costs using the material for quality single lamily homes as well as multiple units and light commercial buildings.

lltlTH THE idea that informa-

It tive or how-to videos can help to ease the consumer into the active d-i-y market, both manufacturers and retailers are experimenting with reaching the do-it-yourself customers through this media.

Osmose Wood Preserving, Inc. is one of the first companies to come out with a series of how-to videos. Their presentation is called "Great Plans."

In discussing the video construction guides which his company has filmed to walk the viewer through all the steps in constructing fences, decks and gazebos, Paul Goydan, a corporate vice president at Osmose in Griffin, Ga., said, "Osmose entered the video arena primarily because consumers were not getting the proper information on how

A picture is worth 1000 words

to build projects using our pressure treated lumber."

"For the retail community, videos serve a dual function. First, they offer an additional source of revenue while occupying little, if any shelf space," he added. "Secondly, they encourage customers to undertake projects that they otherwise may not have had the inclination to do. This obviously means increased sales of pressure-treated wood products, nails, screws, glue, and tools. A selection of videos also gives consumers the perception that their retail outlet is full-service, offering aid inside the store and out."

The Osmose videos were designed for the average homeowner but are demonstrated by a professional carpenter. Each comes with an instruction manual that includes safety tips and handling procedures as well as supplemental drawings and photographs.

Video orders are handled through Osmose Wood Products dealers or by the company's l-800-522-9663 number. They retail for $15.95 each.

Manufacturers also have been successful in using video to reach their customers - the distributors. P&M Cedar Products Inc. relates this success story as an example.

Inspite of vigorous marketing efforts in print and personal sales calls, P&M found many potential cedar customers still didn't understand the difference between incense cedar and other western cedars. In addition, the story of P&M's unique system of quality control and customer support was not getting told. what they needed was a program that could inform their audience about the benefits of incense cedar and the unique qualities of P&M Cedar Products Inc.

After identifying their audience and deciding on how best to reach them, P&M decided to invite their distributors throughout the United States to host events where their program would be previewed. It was determined that a three projector, multi-image program would provide the greatest impact for this audience. The program was also transferred to video tape to be used in conjunction with sales calls and more traditional presentations.

Story at a Glance

Videos show d-i-yers how to succeed with proiects. Osmose markets how-to cassettes for fences, decks, gazebos P&M Cedar Products tells incense cedar story to distrF butors and others in the trade.

The combination of multi-image slide/tape and video gives P&M the best of two systems. The multiimage program is excellent for use in their Hq. viewing room or a large gathering while the video is easily shown to a prospective buyer in his office. It can even be mailed to someone who wants to view it. The flexibility of the program has enabled P&M Cedar to use it both as an educational tool and a public relations presentation through their distributors.

"Count On ItPremium Products from P&M Cedar Products Inc." has been in use since September, and P&M is still discovering the benefits of marketing with video and multi-image programming.

Ul0E0 cassettes are accompanied by brochures which can supplement and reinforce the audio-visual material.

A SCEI{E from the video cassette film shows the d-i-yer exactly how to do the j0b being descri bed.

A remodelir

lA EDAR should be among the \, first thoughts of a retailer facing a customer, either d-i-y or contractor, who wants to buy materials for remodeling.

A big market at present, remodeling is due to grow even bigger with projections of $90.2 billion by 1990. Because cedar is a versatile product, it can claim a good chunk of these expenditures. Beauty, durability and easy workability are assets which make it easy to sell.

Where can cedar be used? Almost anywhere, both inside and outside the home, as well as in light commercial remodelings.

Cedar siding can be used to update the appearance of a home. In addition, it will protect the structure from weather extremes and look great for years. Natural preservatives make it weatherproof. Cedar lumber can be stained, painted, clear-sealbd or left natural to weather to a lovely, silver patina. (See story on finishing I on p.63).

Among the many patterns milled,l bevel applied horizontally is the most popular with tongue and groove and channel, both usually put up vertically, gaining favor. Cedar l siding also can be applied as an I accent to brick or stucco.

Other outside uses of cedar to I update older homes and make new homes more livable include decks, fencing, trellises, garden structures, gazebgs, patio covers, planters, steps] and porches.

On the inside, cedar stars in bringing new life to dull kitchens with paneled walls and cabinets. Bathrooms also can be revived with cedar paneling. Clear sealers make the wood splashproof and washable in both areas. Cedar's natural soundi absorbing qualities are an advantagel in kitchens and bathrooms since thev

voritg. o .

reduce the noise level of appliances and running water.

Cedar paneling is by no means limited to kitchens and baths. It can be used in room additions as well as to give a new look to living areas, dining rooms, bedrooms and entries. Old fireplaces faced with cedar become handsome new focal points. Basements and attics can become livable space with the application of cedar paneling.

Story at a Glance

Ways to gain a share of billion dollar remodeling market. cedar suitable for both contractor and d-i-yer use suggestions for use in remodeling both inside and out.

Amenities such as bars, entertainment centers, display cabinets, study or computer centers, bookshelves, telephone desks and dividers are easily constructed of cedar lumber. Since cedar is resistant to moisture, it performs well in spa and sauna areas.

Cedar can be recommended in a variety of patterns, channel, bevel and tongue and groove, with or without a surface v-groove. Cedar comes in clear and knotty surfaces, both smooth and saw-textured, to give a do-it-yourselfer or builder a variety of patterns, surfaces and characteristics from which to choose.

You can count on your customers being happy with the results when they select cedar for remodeling or updating their home. Suggest it with confidence and pride.

L00KS l-lKE cedar, but this siding is really man-made using a resin formula. The new Louisiana-Pacific oroducts are made from 7/1 6 inch Waferwood.

Technology produces cedar look-alike

EDAR has been around

long time, with its use back to the Indians and explorers in this country.

for a dating early

As a group, cedar has six major species: Alaskan, incense, Port Orford. eastern red. western red and southern white. Western red cedar has been the most important to the market because of its popularity for resrdential and commercial building

Story at a Glance

New panel product has many of the qualities of kiln-dried solid wood.. looks like cedar ... Louisiana-Pacific uses improved Waferwood resin formula for new lap and panel siding products.

use as well as its ready availability from forests in the Pacific Northwest, Southern Alaska and British Columbia, Canada.

Incense cedar, grown mainly in Northern California and Oregon, is less abundant but readily available as fencing, siding and decking as well as pencil stock. Eastern red cedar, is used primarily for cedar chests and closet lining.

Now wood technology has produced a lap and panel siding product which is hard to distinguish from top grade cedar. Louisiana-Pacific Corp. has used an improved resin Waferwood formula to manufacture a product called L-P Inner-Seal. In addition to being similar in appearance to cedar, the product isl considered durable, easy to work with, attractive and economical.

Increased strength and stabilityi come from the new formula. Thel products are made from 7/16 inchl Waferwood with a resin-impreg-l nated overlay embossed with a woodl grain pattern

The lap siding has earned thel American Plywood Association'sl siding performance rating. lt is thel first nonveneer siding product tol achieve the rating, which is based on: a stringent series of performance tests conducted by the association. The new Inner-Seal panel siding isi currently undergoing similar testsl and is expected to receive the ratingl soon.

The lap siding is available in l6l foot lengths and 6, 8,9-l/2 and l2inch widths. The panel versionl comes in 4x8, 4xl2 and 4xl6-foo{ sheets with a variety of groove pat-l terns. All are primed and ready forl painting.

The new Inner-Seal resin pro duces a chemical bond with the cel lulose in the wood fiber. Since wate doesn't break down that bond wafers with a higher moisture con tent can be used. That higher mois-i ture significantly reduces any tenl dency the products might have t0 absorb moisture encountered aftei leaving the plant and arriving on thd iob site.

The new resin also gives the prodr ucts im'proved physical properties with virtually no.contraction, expanl sion or swelling'problems.

Canada Tax Affects Cedar

Western red cedar is feeling the pinch of the l5o/o tax imposed by Canada in January on lumber exports to the United States, thus ending the threatened U.S. tariff on softwoods from Canada.

The majority of the western red cedar used in the United States has come from British Columbia with about three-fourths of the members of the Western Red Cedar Lumber Association being Canadian companies. Although there are both large and small western red cedar producers in Oregon and Washington, many cedar users feel the BC quality to be superior.

"The only good cedar comes from BC," said Bob Hayden at Riverside Lumber Co. in New Orleans. He and Tom Hayden have been importing it since 1938.

Wholesalers seem to be going one of three ways. Some are getting out of the cedar business, concentrating on alternate products such as redwood or pressure treated woods. Others are seeking out new sources of supply to replace the Canadian producers. Others are accepting their cost lumps and paying the price with the hope that retailers and customers will follow suit. Part of the blame for the shortage and price increase is put on the 20 week strike which was resolved shortly before the tax was applied.

Kent Colton, executive vice president of the National Association of Home Builders, predicts "There will be an impact on the cost of building a home." The anticipated increase ofabout $1000 on a house costing $80,000 to $100,000 will reflect the tax on all Canadian lumber, nof just cedar.

Lyle Gramley, chief economist at the Mortgage Bankers Association in Washington, said "lt's not going to be a big blockbuster. It's the land prices that have been the big factor in pushing housing prices up."

Western red cedar fence manufacturers are the hardest hit. The price increase brought by the 150/o tax has taken away the margin many felt they had to have to survive in a competitive market.

At this point, the final outcome is uncertain, but it appears that those who want Canadian cedar will pay for it and those who don't will buy substitute products or 'cedar produced in the U.S.

Reports on Current Building Trends Analysis of Industry and Government Activities A

Builders Square will anchor the Wards Lake Plaza now under construction in Tacoma, Wa. . . Psy'N Pakisexpanding its Albany, ld., store from 10,441 sq. ft. to 40,094 sq. ft. and opening new replacement stores in Bremerton. Wa.. and Indio,Ca....

Square Deal Builders Supply, Brookings, Or., expects to complete a $200,000 project almost doubling the size of its lumber yard this mo. . .

Western Building Supply, Wilmington, Ca., plans a 3,000 sq. ft. retail sales roonr, 4.000 sq. ft. warehouse, 4,356 sq. ft, nursery and 28,000 sq. ft, storage area in Tenrecula. Ca.

l,lational Lumber & Supply lnc. plans to open a store in Moreno Valley, Ca., mid-year. . LoLtisiana-Pacilic has closed its retail store in Oxnard. Ca.. and expandecl its wholesale business. .

Grogsn Robinson Lumber Co. is closing its retail outlets in Montana including Grogan's Home Centers in Great Falls and Helena. Pioneer Lumber, Butte, and Green Line lmplemerils, Fort Benton; Lurnber Yard Supply, its wholesale div.. will conLinue operation

Spenard Builders Supply plans to close its Fireweed Lane store in Anchorage, Ak., next mo. ...

Closed Handynnn stores in Salinas, Mountain View, San Mateo, Ilayward, Redwood City, I.'remont. San Raphael, Concord and San Jose, Ca., are being remodeled to be reopened as Circuit City Superstores .

Epltrala Lumber Co., [nc'., Ephrata, Wa., is one of 14 stores named Pro Hardware Dealers of the Year. Duane and Marianne Carnes.owners...

San Diego, Ca., Glass & Paint Co. is closing its l8 store chain

Pacific Wood Containers, Inc., headquartered in Bakersfield, Ca., witlr a plant in Arvin, Ca., is a new company created by Pacific Wood Preserving of Bakersfield; Steve Ryan, v,p. of PaciJic llood Preserving. assumes the additional responsibilities of presiclent/ceo of the new company.

Blasen & Blasen Lumber Corp., Portland, Or,, has purchased a 19 acre warehouse complex near its Hq. for $1.3 million; company offices are moving to the new site at 1605 N. Columbia Blvd...

Ranger Wholesale Lumber Co. has moved its yard and offices to Glendale. Az., from Phoenix ... Pope & Talbot 1rc. has relocated its San Francisco Bay area cargo reload to Redwood City from Crockett. .

J. H. Blevins Sawmills, Inc., Napa, Ca., has bought the exPhilo Lumber Co. planing mill at Hopland, Ca., and has extensively refurbished the old Humboldt Redwood Manufacturing facilily at Arcata, Ca., that it recently purchased; Blevins now has 5 No. Ca. sawmills

Veys Lumber Co., Castle Rock, Wa., will move into a new $250,000 facility outside town by April; the truss plant continues at theold location until fiall ...

Puci./ic Lumber Co. has nroved its offices from San Francisco, Ca., toMill Valley, Ca., locating at 100 Shoreline Highway, Suite 125...

Eureka Southern Railroad Co., Eureka. Ca., filed for Chapter ll bankruptcy in Dec....The Interstate Commerce Commission has ok'd Union Pocific's

The Merchant ltlagazine

$110 million plan to purchase the Missouri-Kansas-Texas Railroad. . . Domlar, Incls proposed $241 million acquisition of two Imasco ltd units is being blocked by a Justice Dept.'s antitrustsuit...

Neiman-Reed's Lumber City chain has been acquired by Jesse Ruf, president and c.e.o, of the Van Nuys, Ca., company, which has closed stores in Woodland Hills, Reseda and Ventura, Ca., and added Sunset Building Center, a unit which he owned in Los Angeles, to the operation. . .

Sauthwest Forest Industries Inc. has agreed to be acquired by Stone Container Corp. for $441.8 million....

WTD lndustries, Inc. , Portland, Or., has acquired Valley Wood Products' Co, Spokane, Wa.; Eugene Waod Products Co., Eugene, Or.; Halsey Veneer Co., Halsey, Or.,'and Pacific Hardwoods - Aberdeen Co., Aberdeen, Wa., in addition to resuming operation at their Philomath, Or., alder sawmill destroyed by fire in 1985. . .

Stanline, /rc., Norwalk, Ca., has acquired distribution rights for DuPont Corian from ButlerJohnson Corp., Los Angeles, Ca. . . Universal Roofers, Inc., Phoenix, Az., has acquired the Zonolite RooJ'Deck Div. franchise from Orq B. Hopper and Son, Inc.,Phoenix...

Potlatch Corp,, San Francisco, Ca., is expanding operations at a new sawmill under construction at Lewiston, Id., resuming production at a closed plywood plant in Lewiston, and permanently closing the Rutledge sawmill at Coeur d'Alene, Id., by the end of the year . .

The VA is cutting key mortgage rates to a maximum of 8.50/0, the lowest level in 9 years on fixed ratemortgages....

Housing stzrts for l)ec. (latest figs) climbed l3.1olt to a seasonally adjusted annual rate of 1 ,802,000 units; multifamily starts were up 190/o; single family starts rose 11.20h; building permits surged 11.40h.

[- [\,[[ @ t') l') l-l t- E ra ,l I Lq \_VU_/ N) D LIi ! Lq f d)

Sunshine. And a cool breeze off the Pacific. Those are two of the tools Georyia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Glifomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heartgades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is your assurance of qualiry from the people who know redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call Can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer.

Call today: 7071964-0281. For redwood quality you can build on.

KUZMAN FOREST PRODUCTS, Inc.

STOCKING ALL WESTERil RED CEDAB ITEMS

Iile lave speciolized fior over thfuty yeors in primo,y & secondory mqnufqcturing of Uestern Red Gedcrr.

At ourUeslern Bed Gedcr distribution center we're oble to pcckcge lrou slocl, to excct iob qunnlities, in specilied lengrths.

We have 9esterrr Red Cederr Timbers cnd sewsized benns qvcrilable Irom ollilicted mills thct custom cut our logs to specilicction.

When you hove 9estern Red Cederr requirements we're here to serve you.

For immedjote quototion just dioJ

(s03) 640-8828

u.s. 1-800-547-0230 / OREGON 1-800-452-8852

The superior line of hnrdwood pdneling crndmouldings

GALENDAR

FEBRUARY

Western Building Material AssociationFeb. 16-20, building material marketing course, WBMA Learning Resource Center, Olympia, Wa.

Wood Moulding & Millwork Producers AssociationFeb. l8-20, annual meeting, The Pointe, Phoenix, Az.

Western Hardwood AssociationFeb. 19-21, grading school, Thunderbird Inn, Kelso. Wa.

Dub's Ltd.Feb. 20, goll Claremont Country Club, Oakland, Ca.

National Association of the Remodeling IndustryFeb. 26-28, annual convention/exposition, Washington, D.C. Convention Center. Washington, D.C.

Los Angeles Hoo-Hoo Club - Feb. 27. golf & initiation, Azusa Greens, Azusa, Ca.

San Joaquin Valley Hoo-Hoo guests night crab dinner, Our Fresno, Ca.

Club - Feb. 28, ladies & Lady of Victory Sociat Hall,

MARCH

International Hardwood Products AssociationMarch 37, annual convention: World of Wood - "Dialogue," Loews Ventana Canyon Resort, Tucson, Az,

Forest Industries 1987 Clinic & Machinery ShowMarch 4-6, Memorial Coliseum, Portland, Or.

International Hardware Trade Fair - March 8-10, Cologne, West Germany.

National Home Center ShowMarch 8-11, sponsored by Vance Publishing Corp., McCormick Place, Chicago, Ill.

Mountain States Lumber & Building Material Dealers AssociationMarch 12-13, building materials buying show, Denver Merchandise Mart, Denver, Co.

Building Industry Association of San Diego CountyMarch 14-22, home show, San Diego Convention & Performing Arts Center, San Diego, Ca.

Export Opportunities SeminarMarch 16, Sheraton Sunrise Hotel, Rancho Cordova, Ca. Cost: $25. Contact (415) 434-1480.

Western Wood Products Association - March l7-20, spring meeting, St. Francis Hotel, San Francisco, Ca.

Loss Prevention ConferenceMarch 18-20, sponsored by Home Center Institute, Embassy Suites Hotel, Orlando, Fl.

Western Decorating Products ShowMarch 2l-22, Long Beach Convention Center, Long Beach, Ca.

National Building Material Distributors AssociationMarch 22-24, spring management seminar, Marriott's Macro lsland Resort, Macro Island, Fl.

Southern Arizona Home Builders AssocistionMarch 25-29. home show, Tucson Community Center. Tucson. Az.

Woodworking Machinery & Supply ShowMarch 2E-30, Toronto, Canada.

APRIL

National Housewares Manufacturers Association - April 5-8, international housewares exposition, McCormick Place, Chicago, Il.

FREE Paneling displav for stocking dealers.

Solid oak, cherrv walnut and maple offered at competitive wholesale prices on top quality milled stock.

Coming in April PBESS

D IsSUE SPEC

Our always informative annual on pressure treatedwood will again present special features onhow manufacturerc help dealerc sell, a proftle storyon a prelDsure treater, updates on news affecting theindustry plushelpful tips for you on markefing and selling profitable pressure treated products.

ADVERTISERS: Be certain your meltsage ispart of this important industry issue. Call or unite today. The deadline for space resewafions is

March f6, f9E7. For information or space resetrrations, iust unite the address beloworcall (7r4r 852-r99O.

Sincel906,ouronlyway of doingbusiness.

of pulling togetheramong ourselves and with you.

On our part, that means doing what we do best producing the finest lumber and plywood products available, bar none, backed by personal, milldirect service to help distributors like you profit from our lines.

That's the only way to assure that you and your dealers and our Company can continue to prosper. So give us a

HOME GENTER MERGHANT

EARLY in my career wirhin rhe L home center indusrry. I had the good fortune to work for a retail chain that was a member of a group that exchanged information about their businesses. These were closed-door meetings, so I think it is unprofessional to mention names, even though more than a decade has passed.

The marketing and sales promotion managers met for a two-day session once a year in January at the Blackstone Hotel in Chicago. I participated in eight of these meetings including the very first session. There were 12 of us in that room the first day representing companies that are today among the leading nome center retailers. Although we all had different names and grew up in different parts of

the country, there was a unique similiarity in personalities. I remember describing the session to the president of my company upon my return. I told him, "l just spent two days with l2 Bill Fishmans."

That first day our egos took over. As we went around the table to talk about our company's operations, procedures and departmental organization it was obvious that each of us came prepared more to impress our peers than to learn from the others. As the day wore on, however, the tone of the meeting changed. Our agenda called for each person at the roundtable to cite his best promotional efforts. We all began to respect each other's creativity. Before long the air was charged with a sort of creative electricity. We talked about advertising, mistakes, cost saving ideas, best selling products, good displays, after-hour promotions and a list

The Merchant of topics that were beyond the agenda.

Although our schedule called for to break at dinner time and contin the next morning, we decided not stop. We ordered dinner brought in our meeting room and continued o session until midnight. The meeti ended at noon the next day.

I returned to my office recharged So did the other I l. Year after vear each of us looked forward to this infor mation-exchange meeting; to show a tell, to learn and get our batteri recharged. It was at these meetings th I learned about House Hunt TV grams, how to negotiate with radio a television stations, cooperative adver tising arrangements with airline companies and hotels, co-op billing cedures that added one-third more my gross advertising budget, coupon sales, how to make better use of in newspaper ads, how to make small ads work, how to highlight merchandise at the store, incentive programs for store personnel, grand opening hoopla that works. and some that doesn't.

Regretfully, geographic expansion by many of the retailers has put a damper on the exchange of information. Retailers competing in the same marketplace are understandably reluctant to be open about their successes or

Bill Fishman & Affiliates 1 1650 lberia Place San Diego, Ca.92128

February 1 987

f'ailurcs. Still. there irrc sonlc opportunilics to be part ot' a roundlable discussiorr without fcar of ntaking thc conrpetitor sntarter. I seek out thcse sessions uhcnever possiblc. *hetllcr it's ivithin thc building matcrial inclusIr) or \\ith othcr tlpes ol'rctailing. It's the bcst lirrnr of cclucation. 'l 11 it.

Thot's How lt Goes!

HomeClub Agrees To Change

IIome('lub lnc., Irullerton. ('a.. has agreecl to change its advertising practices in a rccent court selllenrent. according to the 1-o.s .ltrgeles Duil.r'Jottrtrctl.

'l'he chain. which sells menlberships to bu-'- proclucts at reducecl prices. hacl "conspicuously advertised nrcmbers' prices ancl inconspicuousll' disclosecl that nonnlenlbers pa) an adclitionltl 5tl4." said attorney general John Van de Kamp.

Sincc state law prohibits advertising prices to w hich an aclditional amount must be added. IIonreClub. r,,'ithout adntitting an1- wrongdoing. agrecd cither to acllertise general public prices or state that aclvertiscd prices are onll' Ibr ntembers.

"To uvoid ruising our prices, we'v'e lov'ered the quttlitt' rtf our supplies."

WAYN E &EM

GARDNER ex'ecutive vice president

VEARS AGO there was a famous I baseball player who, as he got older and still played, would have people ask him what he thought was the secret of his longevity. His answer was something to the effect "Don't look back - the devil may be gaining on you."

Some off us look back so much, and review or ponder our less than successful moments that we really never seem to make any progress. Still others without much effort seem to go steadily ahead.

We have to look back and learn from our errors so that we can avoid similar problems in the future. But not to look at a situation that had perhaps an unhappy ending and say when a similar situation arises I can't do this, I failed the last time I tried it. Good old negative thinking really keeps us from

going anywhere or at least hampers our progress.

Business attitudes are much the same it seems, actually reflecting the feelings of the owners.

When the mass merchandisers first appeared, the doom sayers all predicted the demise of the small and medium sized lumber and building material distributor. Someone said that the association would be gone because the '.big- gies" don't need an association like LASC.

Maybe now would be the time to look back just enough to recall some of the horror stories, but then look ahead and see what's happening.

Just within the last year a number of LASC members have opened newly remodeled operations or have totally rebuilt in new locations and all are very successful. Many calls have been received by the association, not tooking for buyers of lumber yards, but looking for firms that will do yard layout, store

design and merchandising. These are people who are not looking back. I they have, it's only to profit from past expenences.

Most of the members say they have never been busier. Doesn't sound like the "warehouse type" operations are affecting the business. But then maybe they are. They're generating interest in your products through advertising to the public, they're generating interest in your service because you do provide it. They've generated an interest in your quality products and they've generated an interest in most of you to be innovative and try new things to make your business better.

Don't look back unless the past prologue and it does help to look back. really gives you a lot clearer vision for the future, if you accept the past properly.

Your new LASC officers for 1987 have this clear vision and you can expect some great things this year. Watch for the announcements.

Are You Absolutely Sure you Are Buying your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hardwore right? Then you need C.B.S.-Central liuilders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping indepen- dent building material dealers remain competitive with mammoth corporition chains. Because C'8.S. is a dealer owned non-profit corporation, all discounts, reb;tes, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as ,,The Place To Go To Buy Low"*

* As you buy more the cost to belong goes down-not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Crass Tool Company

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-t455

* C.B.S. is dealer owned

* C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to oDerare

*c.B.s. was fearured in the october 1984 edition of the HoME CENTER

I{eadquarters -for the Allied Building Centers Magazine

OPERAIING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

T HE PROPONENTS of tele-mar-

I keting say rhar it is more comDetitive than direct mail wilh a more personal touch. Many call the use ol the telephone in marketing the latest media form, to be considered with radio. TV. newsprint and billboards.

They take the position that it lacilitates communication of information to customers most interested in what they have to say and most likely to respond. They consider its use to be more selective demographically than the shot gun saturation provided by other media.

Tele-marketers are listed in almost every telephone directory's yellow pages. The businesses come in several varieties and sizes. Their main function is to provide telephone access rapidly and measurably for their client's messages. They work with advertising

agencies as well as directly with their own clients.

Like many olher businesses. some tele-marketers are computerized and provide large input capabilities for their users. At the other end of the spectrum are those firms which place all calls manually. In between these are those companies partially com_ puterized and partially manual.

Some calls, like an advertising message, require no response, hence no operator monitor. Other programs, such as surveys and polls, need manual assistance.

Still another variation on operating structure is the tele-marketer offering "networking." These firms can take a message by phone across broad geographic areas without the expense of long distance charges. This is accomplished through local afliliates or associates similar to radio and TV networks.

As you might suspect, there are also

tele-marketers with programs built around the 800 numbers. This medium doesn't have the rigidity of its broadcast cousins wherein messages are limited in length to 10, 30 or 60 seconds. Most of the calls placed, however, are within a 30 to 90 second range.

A majority of observers believe that the first 20 to 30 seconds of the transmission are the most critical to getting the message across. In this respect, tele-marketing is very similar to the other electronic media. Likenesses don't stop with time parameters.

Someone, and not the tele-marketer, must identify what to advertise, when and to whom. The media is only the method of conveying the message. Even though many tele-marketers can help in script development, the customer and/or the ad agency must provide the creativity.

A final similarity is cost. More than one operator we spoke with could pro_ vide a general advertising or a preferred customer message at a cost of 280 each for a minimum of 1000 calls to a cost of 200 each for 100,000 ptacements of the same message. The cost of only $280 to alert, nudge or contact 1000 contractors or households brines a new dimension to this industry;s ability to communicate both economically and effectively wherever Ma Bell, et al. go.

LMA NEWS

GARY L. SMITH executive vice oresident

I MA'S 24TH annual management L seminar concluded on Jan. I I with presentations on the tax reform bill and drug abuse in the workplace. lt was suggested that the latter subject had some bearing on certain provisions in the former.

The previous day of the seminar was devoted entirely to lectures and discussions on personnel policy. The subjects ranged from recognizing and choosing your management team to plans of succession in family owned businesses. As usual, participants went away with food for thought and the relreshment of renewing old acquaintances and making new ones within our dYnamic industry.

The conclusion of the management seminar signals the beginning of our countdown to convention time' LMA's annual convention will be held at Caesar's Tahoe this Year, and a wide range of programs and activities will be available as usual.

The convention will run MaY l7-19. The first day will be filled with activities on the lighter side. The golf tournament will tee off on the Edgewood golf course beginning at 8 a.m. UP to 100 golfers are expected to vie for prizes ranging from wine gift packs to a new Chevrolet S- l0 Blazer for a hole-in-one on the seventeenth. That evening we will hold the annual cocktail reception hosted by LMA's associate members. As an added feature this year we will add "heavy" hors d'oeuvres and have product/service display tables set up for dealers to visit. These tabletop displays will also be available for viewing the following day. That evening we will

block space for a cocktail show at one of the casinos for those interested.

The next day features the f,ormal meetings of the association board of directors and general membership as

well as quick pitch performances by suppliers. We also plan a ladies' program at noon (probably a fashion show/luncheon). The afternoon will be open until we convene lor the president's reception and dinner. Tuesday is set aside for educational programs and workshops, with the convention closing at noon.

Announcements and registration packets will begin going out to members and other interested parties shortly.

Consider this your early warning and preview invitation to meet with us at "The Lake" in May.

f\ ONVENTION expenses and asso! ciation dues will both be affected by the new tax law.

Costs of attending a convention are still deductible as an "ordinary and necessaryl' business expense.The new law only excludes the expenses for attending conventions, meetings, or seminars related to investments, financial planning or other income production.

Business meal expenses incurred at association meetings, conventions, and seminars are subject to the rule where only 800/o of the cost of a meal including tax and tip is deductible with the following exceptions:

Full deductibility of business meal costs is allowed through December 31, 1988, for meals provided as an integral

part of a convention, seminar, annual meeting or similar association meeting provided all of the following conditions are met:

( I ) The cost of the meal is not stated as part of the program cost and the program includes the meal.

(2) More than 500/o of the meeting participants are away from home (this means away from their place of residence).

(3) There are a minimum of 40 attendees; and

(4) The meal event includes a speaker. Therefore, all events at the WBMA Convention are fully deductible as the meal cost is shown separately in all instances.

Another important point: The 800/o rule doesn't change employee reimbursement policies. When an employee takes a prospective buyer out for dinner (Please turn to page 47)

executive

\ vice president

f NNOUNCING the 66th annual i ALBSA Convention, May 14-17 (Thursday-Sunday) at the incomparable Loews Ventana Canyon Resort in Tucson, ALBSA president, G. Raymond Lopp, senior v.p., Babbitt's-Flagstaff, and convention chairman Mike Westcott, Babbitt's-Cottonwood, are pleased to present, for the first time, this year's line up of speakers and events.

Highlighting the business programs are Congressman Jim Kolbe (R), District 5, Arizona, who is returning for the second time, and A.M. "Mickey" Whiting, chairman and president of Kaibab Industries, who will be delivering the convention's keynote address. Also scheduled to present programs are Lute Olson, head basketball coach, University of Arizona, who successfully coached the U.S. team to the World Championships last summer in Madrid, Spain; Dr. John Buhler, also of the U. of A., a nationally respected economist; Bill Estes Jr., chairman of Estes Homes Inc., who

will discuss the changing world of home construction; Jerry Jewett, president, National Lumber and Building Material Dealers Association; Jerry Walker, NLBMDA's educational director on employee incentive programs; Keith Lanning, executive director of the California Redwood Association, and Len Ford, Stanton Corp., who will cover pre-employment surveys designed to detect substance abuse.

As an additional educational highlight to the business portion of the convention, we are pleased to present Mike Tetreau of Merrifield Consulting Group, Cos Cob, Ct., addressing "alternatives to selling on price," "establishing service excellence" and "productive ties between employer and employees." The Merrifield Consulting Group is nationally respected for its effective hands on approach to organizing and operating companies for productivity and profitability. Convention goers will gain new concepts and ideas that will immediately work at their own operation.

Cedar Re-roofing Alternative

Over-roofing with cedar shingles or shakes-that is, applying these products right over the existing roof-is a fast-growing trend for professional remodelers and roofers. Easy to do, it is an effective alternative to tearing off the old roof and

applying the new. A double roof doubles the insulation effectiveness, the mess of the tear-off is eliminated, avoiding leaving a structure vulnerable to the weather. The end result is a much stronger roof.

Cedar Selling Helps

Retailers can make good use of literature offered by the Western Red Cedar Lumber Association in reaching customers and educating sales personnel.

Envelope stuffers in full color are available as well as promotional literature with attractive colored pictures showing hundreds of ways to use cedar in building and remodeling. Information cards providing cedar use tips such as nailing and finishing are available as well as technical information brochures.

The first 100 copies are free. Prices on additional copies are minimal, ranging from 100 to 300. A literature list is available from the Western Red Cedar Association, Yeon Building, Portland, Or. 97204.

NFPA Reviews Legislation

Politics, taxes and trade issues as they affect the forest products industry were of key importance at the annual meeting of the National Forest Products Association.

The need for developing new technologies and introducing a stepped-up industry communciations program also were explored by speakers. A program to protect the positive image of the industry where it exists and build one where it does not was recommended.

More than 200 members and staff met in New Orleans, La.. Nov. 9-12.

White ls Lumberman Of \Gar

S. Carroll "Bill" White Jr., long time executive manager of the National Hardwood Lumber Association, Memphis, Tn., has been selected by the Lumbermen's Club of Memphis as the Lumberman of the Year.

Announcement of the honor awarded to White was made at the annual Loggers Luncheon kickoff of Wood Products Week in Memphis on Oct. 27 atthe Racquet Club of Memphis.

ealing with the professionals at the Hampton Lumber Sales Companies means you'll save yourself time, money and aggravation when making your lumber purchases.

We offer a complete selection of forest products, plus expert advice on availability, price and shipping to make ordering fast and convenient.

Quality framing lumber from controlled production is available in most lengths and in volume. We're happy to reload/redistribute your order, and we can take care of your remanufacturing and special milling needs at our own plant.

Our dimension lumber service features a complete range of softwood stock in all grades to meet even your most specialized requirements. Roofdecking, siding, beaded ceiling, flooring, fencing, mobile home components, and products for the do-it-yourself customer are available ready-cut or milled to order.

knowledge. We can give you firm delivered price and shipping commitments, including transportation at our favorable contract rates.

And with Hampton you're dealing with an established company that sells over 500 million board feet of quality forest products every year. Call us and discover a new dimension in customer satisfaction.

APPl.Yll{G cedar shingles over existing roof is an alternative to re-roofing.

f,ililffiiiig AttheHamptonoutlets Gil';'*1;|;iffilliikl.

February 1987

National Show's Big Promo

The National Home Center Show has devised a $10,000 sweePstakes to generate more attendee traffic on all show levels at the March 8-ll show in Chicago, Il.

The sweepstakes requires validation ofcards at each offive kiosks in different areas so attendees must pass as many exhibits as Possible. Participants are eligible to win prizes of up to $5,000 worth of NeimanMarcus merchandise.

Pre-registration for this Year's show is proceeding at a record pace.

lllegal Alien Hiring Control

A bill designed to control the unlawful employment of aliens has been signed into law bY President Reagan.

Civil and criminal penalties may be imposed on emPloYers who violate the new emPloYment related Provisions. Compliance with new verification procedures and retention of records of compliance will be mandatory.

Prior to hiring a new emPloYee, employers must verify that the person

is not an unauthorized alien by examining at least two of the following seven documents: a U.S. PassPort, a driver's license, a state issued I.D. card, a Social Security card, a Certificate of Naturalization, a U.S. birth certificate or another approved means of identification.

Banned Preservatives Still Sold

Wood preservatives banned by the Environmental Protection Agency as of Nov, l0 were still being sold in Los Angeles, Ca., area home centers six weeks later, according to a spot check bY The Los Angeles Times.

One or both of the registered pesticides creosote and pentachlorophenol were found at 15 of 5l stores checked, despite l0 months of advance notice of the ban.

ATA Targets Renegade Driver

A national safety program to increase public awareness of ways to avoid tralfic crises involving trucks and cars has been launched bY the American Trucking Associations.

The future employee also must attest in writing under penalty of perjury that he is lawfully admitted into the U.S. for permanent residency or employment. Forms for comPlYing with the law will be available from the INS or Department of Labor.

"ln light of recent tragic accidents. it is imPortant that the nation, its citizens and lawmakers understand that the vast majority of the trucking industry cares about highway safety and is working hard to improve its safety record. But trucks cannot do it alone. We need the motoring public's helP. That small number of renegade drivers that does not care about others must be taken off the road," urges Thomas J. Donohue, ATA President and ceo.

ATA's America's Road Team for 1987, a group of eight Professional truck drivers who tour the country talking about safety from a truck driver's perspective, will work with the campaign.

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 FACI LITY.

Far West Joins Universal

Far West Fir Sales, Huntington Beach, Ca., and Universal Forest Products, Grand Rapids, Mi., have merged to form the nation's fourth largest building materials wholesaler.

The new firm can provide coastto-coast service, with Far West's Pacific coast and southwest market areas complementing Universal's territories, which range from the Rockies to the East Coast.

John Weston, Far West president and c.e.o. for 3l years, said, "Until now our operations have been similar but with separate customer bases. Our combination will be a formidable influence on the North American lumber market."

Projected 1987 combined sales of $350 million place Universal's volume only behind Georgia-Pacific Corp., U.S. Plywood Corp. and Weyerhaeuser Co. With 1986 sales of $127 million, the renamed Universal Far West Co. will be the largest of Universal's divisions.

Established in 1954, Far West sells softwoods and softwood products to industrial and retail accounts. Operations include remanufacturing

facilities in Huntington Beach and Sunnymead, Ca.; a wholesale office in Modesto, Ca.; lumber cargo operations in Long Beach and Los Angeles, Ca., and a roof truss building plant and distribution center in Chandler, Az.

Weston, current president of the North American Wholesale Lumber Association, will continue in the company, heading the Universal Far West division along with Jack Secoy and Petter Svenkerud. Their longtime associate Harry Selling recently retired.

Gary Adamson from Universal's Grand Rapids office willjoin them in California as a Universal Far West vice president.

Founded in 1955, Universal Forest Products, Inc. first gained prominence in softwood lumber and precut component sales to the manufactured housing industry. More recently, it has expanded to become the world's largest manufacturer of roof trusses and a major producer of pressure-treated lumber. Manufacturing and distribution operations are in Massachusetts, Pennsylvania, North Carolina, Georgia, Alabama.

Florida, Indiana, Wisconsin, Texas and Colorado, with lumber treating facilities in most of those states.

Universal president William G. Currie said, "Far West's expertise in commodity operations fits nicely with our strengths in manufactured items."

Hardlines Ad Tracking

An advertising survey which will provide information about items advertised by more than 30 major home center chains, mass merchandisers, wholesalers and wholesaler merchandising groups is now available to retailers.

Developed by the Home Center Institute and the National Retail Hardware Association, the service provides data on a monthly basis.

Couples Buy Fewer Homes

Unmarried couples are forming households half as often as during the 1970's, with an annual rate of 5.60/o in this decade compared with I l.l0lo in the last, according to the U.S. Census Bureau.

An unbeatable

High quality Western Red Cedar products servlce combination and premium from Canfor!

We offer one of the broadest product lines in the industry:

o Clear and knotty bevel siding

o Knottv boards and dimension

o Clear and knotty panelling

o Finger-jointed and end-matched

Big volume, too - 85 million board feet annually'

Ev"ery piece is precision cut from our own premium cedar logs' Manufactured ^exclusively for Canfor by Terminal Forest Products Ltd.

We also offer our excellent Huntting-Merritt kiln dried Western Red Cedar shingles for both roofing and sidewall applications.

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

We have our own fleet of all-door railcars - easy access, great protection. piggyback and flatdeck trucks also available. Yes, we'll ship mixed loads. you'll find our combination of product selection, available volume, high quality and superb service second to none!

phone Canadian Forest products Ltd. at (604) 261-511L for the name of your nearest dealer

Western Red Gedar Products

Ernst Heads In New Direction

Ernst Home Centers. Seattle. Wa., is in the midst of a major redirection of the company, placing more emphasis on price competition and promotion of big ticket items.

"Ernst has been a company that hasn't been as aggressive in the past in introducing new concepts but has historically been a strong company in the Northwest," notes Hal Smith, president and ceo. The new merchandising plan, including a guarantee the firm will not be under sold, is aimed at making Ernst "much stronger in basic home improvements and services" as well as more competitive.

Sales over the past six months were up 200/o over the previous year, Smith explained. The former president of the Builder's Emporium chain in California, he is part of a new management team which took over less than a year ago after Ernst was spun off from Pay 'n Save Corp.

The reorganization includes closing five stores and redirecting future growth to four new sites. Stores in Tacoma, Spanaway, the Tri-Cities, Wa., Salt Lake City, Ut., and Rock Springs, Wy., will be closed. Pro-

posed stores will be opened in Gig Harbor, Woodinville, Tacoma and Milton, Wa.

Employees from stores being closed will be given first chance at jobs in the new locations. Twentvfour employees at corporate headquarters have been laid off.

Home Center Show program

Focusing on today's customer for future growth and profitability is the theme of 14 seminars and ll "ldea Exchanges" set for the l9B7 National Home Center Show, March 8- I l, at Chicago's McCormick place. Bill Fishman, seminar director and a columnist for this magazine, noted that "while the seminars and workshops are designed to provide home center operators with practical management tools, there is a special focus this year on independent home center and other home improvement product retailers."

At the general opening session, Bernard Marcus, chairman and c.e.o. of Home Depot, will serve as master of ceremonies and keynote speaker Ken Blanchard will speak on "Leadership and The One Minute

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The Merchant Magazine

Manager." He is the book's author. New this year are Idea Exchanges, limited-attendance roundtable discussions for independent retailers willing to share their successes and failures.

Seminar leaders include Herbert Winward, Weyerhaeuser Co., Tacoma, Wa., and Helen Jo Whitsell, Copeland Lumber Yards Inc., Portland, Or.

Formaldehyde Safe

Formaldehyde emissions do not pose a health threat says a recent EPA-sponsored study, reaffirming an earlier determination by the National Cancer Institute.

The new research concludes that 1.6 million workers exposed to formaldehyde have no higher risk of cancer than does the general public.

Hardwood Assn. Meet Set

The Western Hardwood Association's spring meeting at Sunriver, Or., April 29 - May I will feature a line ofspeakers and events, in addition to activities such as skiing, golfing, fishing and fossil hunting.

Metal Door, Window Market

Although new construction activity is currently leveling off, the metal door and window industry's replacement and remodeling markets should maintain the demand which has stimulated strong growth in the industry since 1983.

The U.S. metal door and window market is partially dependent on regional preferences for door and window materials, says Business Trends Analysts, Inc., Commack, N.Y. The marketing analysis and biennial review which they recently conducted of the metal doors, windows, sash and trim market showed the industry has benefited in recent years from brisk construction in the western and southern regions of the U.S., where aluminum is the preferred window frame material. However, inevitable downturns in regional construction activity have prompted the industry to consider ways of stimulating wider demand.

In order to encourage nationwide demand, metal door and window manufacturers have begun to expand their distribution networks as well as their product lines.

While the new construction market historically was the major target of metal door and window manufacturers, replacement and remodeling applications currently represent about 600/o of industry sales.

Unbelievable New Housewares

Innovative housewares which keep up with changing life styles were in evidence at the 85th National Housewares Manufacturers Association's International Housewares Exposition.

Among the products filling needs which many consumers didn't realize they had, attendees at the Nov. 9-12 show in Chicago liked an automatic self lowering toilet seat with a hydraulic operating mechanism; a non-toxic silver plating solution that adds pure silver in a wipe-on/wipe-off silverplating process; a food preparation board with turned up ends making a chute through which food is poured into a bowl and a cordless iron that stays hot and beeps when unattended.

Other new products included an air filter system compatible with a canister vacuum to clean the air as

the house is vacuumed; a glass and stainless steel pot using hot air rather than direct heat to cook; a portable, reusable moist heating pad providing instant heat without batteries, electricity or chemicals.

Also new were bowls with support rings for perfect positioning during mixing; throwaway cookware made from polyester coated paper for one time use; a 7" tall beverage maker for drip coffee or tea or use as a hot pot; disposable mesh bags for steaming individual servings ofseafood; a stovetop corn popper with a trigger to stir the popping kernels and prevent burning.

Other first timers were an

electronic toaster that senses when toast exactly matches the shade programmed on the digital pushbutton controls; a fruit and vegetable peeler featuring a water spray to keep the blade from clogging and wash food being peeled; an extendible electric can opener for use with tall as well as regular cans.

New items for use outside the kitchen included musical coasters that play a tune for 10 seconds when the mug or glass is lifted; a clock with a voice that gives the time and urges haste when the alarm sounds; an inflatable, insulated ice chest and a flashlight size, portable infrared heat lamp.

Remanufacturing Eq uipment: Finger Jointers Resaws Chop Saws Material Handling Equipment

NowThereb a Better Choice, Western Pneumatics, Inc.

You know Western Pneumatics, Inc. by the reputation we've developed as a leading supplier to the forest products industry. WeVe done it by building and installing quality components and systems on time and on budget with follow-up service that has ensured customer satisfaction.

Remanufacturing Machinery Built for Pnoduction

Now think of Westem Pneumatics, Inc. and think of remanufacturing equipment. We now offer a complete machinery line constructed by Western Machinery Group. With our engineering expertise and manufacturing capabilities we can handle allyour needs from individual components to complete turnkey systems. And, we do it with the same dedication to quality-products and service youVe come to expect from Western Pneumatics, Inc.

See forYourself

Our remanufacturing equipment is more than a concept. We're ready to show you a full line that includes finger jointers, chop saws, resaws, and material handling equipment at the 1987 Forest Industries Clinic and Machinery Show, Portland, Oregon, March 4 through 6. See you there.

Western Pneumatics, Inc. Machinery Group

Sales

To Increase For Retailers

Home center retailers are looking ahead to the next two years with optimism and confidence.

Increased sales are expected by 830/o of the retailers with 69% anticipating increased profi ts, according to a biennial market research study recently completed by the Home Center Research Bureau. The study is comprised of 9,619 firms with 23,938 stores.

Asked to name the three departments they believe will have the fastest growth in the next two years, 4l% of the home center executives responding listed lumber, which was also the leader two years ago. Doors/windows/millwork was listed second by 360/0. Kitchen and bath remodeling was placed third by 29010. Also rans were paint, 260/o; hardware, 26%; plumbing, 250/0, and other building materials, 200/0.

Only 5o/o of those surveyed expect sales to decrease over the next two years. This was in keeping with retail sales by home centers hitting a record $62.2 billion in 1985, a $12 billion or 240/o sain over

1983 sales of $50.2 billion. Sales to do-it-yourself consumers gained $3.5 billion to $31.2 billion, a12.60/o increase over 1983, but a 9.1% decrease in percentage of totalsales at 50%. Sales to professional remodelers and builders climbed 7.90/o to $25.6 billion or 410/o of total home centers sales, highest since the study began in 1972.

The drop in the d-i-y sales share of the total market was construed as an indication that after years of spectacular growth, do-it-yourself sales to consumers are maturing. D-i-y sales for 1986 were expected to rise to 520/o of total sales, an additional $l billion in sales.

Home center media advertising in 1985 topped $1 billion for the first time at $1,094,700,000 equal to 1.7 60/o of gross sales, a 220/o increase over 1983 advertisine expedititures of $894 million oi 1.780/o of gross sales. Newspapers received 460/o of these advertising dollars; direct mail, 210/o', radio. 13%; telephone directories. l3Vo. television, 4o/0, and other media, 3o/0.

During the next two years 20%

of the retailers expect to increase outlays for radio advertising. Only 170lo expect to increase television budgets.

In ranking consumer benefits most important to the image of a store, more than half of the retailers listed knowledgeable sales people first at 650/0, followed by established record of dependability, 480/o; broad product selection, 430/0, and courtesy of sales people, 420/0. Also listed as contributing to the image of a store were quality of products, 370/o; convenience of location, 27 0/o; low price, 1 90lo; store credit plan, 4%; specific category dominance, 3o/0, and fashion merchandise, 1ol0.

Other prime concern of most retailers was the quality of products at 650/0. Next were co-op advertising programs, 55%; timely delivery on orders, 52%; sales training,44o/o; dating programs, 420/0, and professional service by sales representatives, 37010.

This is just whatyou've been looking for.

A reliable,high-quantity source of prime Northwest Douglas firstanding tall in-your own backyard. Planted rightwhere you need it by Pope & Talbot.

In SouthernCalifoinia, vou can lread to the Pope & Talbot *igo reload facility at Pt. Hueneme. Over 4milion board feet of lumber is readv to roll.

Up north, Pope & Talbot's Redwood Crty reload facility has a constant stockinginventory of up to 5 million board feel It's the <intv crhe of its kind in the Bay area

At both sites you get competitive pr-rggs ql a full range of grades, including MSR. Sizes from 2 x3 {o 2 xL4.

All dimension is red end-painted cargo-stencilled for easy idenhfication.

DOUGFIR )sAll tRAllclsco

Take a close look at what it all neans foryou:Nomore costly delays in supply, nomore long hauls to mills, far bwer empty backhauls.

Youcan send your trucks around to he nearest Pope & Talbot reload facility md pick up what you need, whenYou reedl it. Just like that, you've cut thecost rf stocking excess inventory. Looks pretty good from here.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersf ield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

ha*l

Pressu re-Treated Lu m ber

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WATERBORNE PENTA

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AWPB.FDN STAMPED for Quality Control

Redwood Specialists Attend Seminar

A select group of 25 redwood specialists from throughout the country was invited to participate in the lgth redwood seminar at the Northern California Operations of SimPson Timber Co'

The theme "We're Building Together" focused on the role of the wholesale distributor in today's market. Since 1963, 425 wholesale distributors have participated in the program of product knowledge including redwood resource and forest management, harvesting, manufacturing and marketing. Tours of both the older generation and younger generation forest, the tree nursery and Simpson's sawmill ended with an opportunity to grade a selection of redwood boards.

Scandinavians Open To U.S. DIY

Export opportunities to Scandinavian countries are growing for American manufacturers, according to experts from Denmark and Sweden speaking at the annual meeting of the Worldwide DIY Council, an American exporters' self-help organization'

Torben Grue, managing director of the Danish Hardware Association, said the $3.4 million Danish di-y market is still growing, with sales mostly being generated by d-i-y lumberyards, which were unheard of 20 years ago.

Curt Mossegard, editor of the Swedish Hardware Association's hardware magazine, said the d-i-y market in Sweden is booming because 250/o of all Swedish families own or have access to two places of residence: an apartment or house and a vacation house. He said Sweden favors products from the U.S., which is its second largest exporter, following West Germany.

FIRST llAllD look at redwood harvesting operations during Simpson Redwood Seminar for (lelt to right) Stuart Heath, California Cascade, Sacramento, Ca.; Michael Gerry, Sequoia Supply, Fairfield, Ca.; Patric Taylor, Product Sales Co., 0range, Ca.; Mark Smith, All Coast Forest Prdducts, Chino, Ca.; Rob Welch, Diehl Lumber Co., Salt Lake City' Ut.; Mark Seilried, Capital Lumber Co., Albuquerque, N.M.; Linda French' Pacific Forest Products, Fresno, Ca.; Mike Walsh, H & M Wholesale Lumber, Etiwanda, Ca.; Mike Mannex, McEwen Lumber Co., Tacoma, Wa.; Greg Lambert, Simpson Timber Co. seminar leader, and Bruce Jacobsen, Boise Cascade, Boise, ld.

U.S. Industry Still Strong

Reports of the death of U.S. industry have been greatly exaggerated, according to U.S. Chamber of Commerce president Richard Lesher.

While employment in manufacturing is down almost one million workers since 1980, production has risen 25%. Lesher says, "The simple fact is that our industries are producing more with fewer employees."

Many manufacturing workers didn't lose their jobs, but were transferred to service functions, Lesher says. U.S. industrial production has grown faster during the 1980s than in any other country, with more than l0 million new jobs being created.

National Roofing Week Promotion

National Roofing Week will be May 2-10, the Asphalt Roofing Manufacturers Association says.

New in this year's promotion kit are two envelope stuffers (one for residential and one for commerciat roofing) and new ad slicks. Also included are banners, badges, a "How to Participate" brochure, newspaper editorial supplement material and order forms.

Home Prices On The Up & Up

The median price of new homes is expected to rise 50/o in 1987 from last year's $95,000, according to the National Association of Home Builders.

The increase is predicted due to an increase in affluent home buyers desiring more luxuries like hot tubs and microwave ovens.

Mike Moseby Richard Oberhaus

NNOUNCING a brand ne\(/ \ra/ Lo profiL by yearo o[ experience...a rlew conlpilry conrposed of-old hando in Lhe bu"sineoo. we extend an invitatlon to diocover a lreoh csourCe fbr old f.hshioned peroonal oervice, dependabihLy and quality.

Billy Bohannan has retired from the U.S. Forest Products Laboratory after I I years as asst. director for wood products research.

Rich Suchecki is now in specialty and commodity sales for Concannon Lumber Co., Portland, Or.

Mark Swager, branch mgr., Anderson Lumber Co., Idaho Falls, Id., has been elected director for ldaho on the Mountain States Lumber & Building Material Dealers Association board.

Dave Bufe', Mesa Forest Products, Costa Mesa, Ca., is back after a recent No. Ca. mill trip.

Richard D. Passaglia has been appointed gen. merchandise mgr. for Sequoia Supply, Irvine, Ca.

Frank Jason, Hirt & Wood Lumber Co., Portland, Or., has just returned from three weeks in Fremantle, Australia, where he was aboard one of the official mark boats for the America's Cup semi-finals. He also visited Hong Kong.

Haley Bertain has been promoted to market development mgr. at Simpson, redwood lumber div., Arcata, Ca., succeeding Greg Lambert, who retires at the end of May. Steve Overton is now Douglas fir sales mgr., according to Michael Couey.

Doug Willis has joined the sales staff of Capital Lumber Co., Chino, Ca., according to mgr. Mark Lofland.

Randy Haydon has been named product supervisor for redwood at Louisiana-Pacific Corp., Samoa, Ca. Betty Foster is new to sales in Cloverdale, Ca.

Dave McNihch has been named store mgr. for Mendo Mill & Lumber Co., Fort Bragg, Ca., according to Joe Mayfield, owner. He succeeds Mike Dunkle, who transferred to the willits. Ca.. store.

Howard Mankins, owner, Briscoe Mill & Lumber, Arroyo Grande, Ca., has been elected mayor of that city. Rick Whiting, mgr., builders supply div., Collins Pine, Chester, Ca., has been transferred to the Paradise. Ca., yard.

Jerry Plamondon, Chap's Lumber, Anderson, Ca., has acquired some adjacent property for a planned expansion.

Kelly W. Hoskins, v.p., purchasing, California Sentry Hardware Co., City of Industry, Ca., has been named a distributor executive on Sentry's merchandise committee.

Jim Golding, a former partner in Golding Sullivan Lumber Sales, Westminster, Ca., has taken a mill sales position with TreeSource, Inc., Portland, Or.

Charlie Wilson, Lane Stanton Vance Lumber Co., City of Industry, Ca., was recently feted on his 80th birthday by a number of his industry friends.

E, Chase Israelson has been named pres. and chairman of the board of Dorris Cos., Sacramento, Ca., Robert Reynolds is now v.p. of sales & asst. gen. mgr.; Joshua Tyler, treas., controller & asst. purchasing mgr.; Erik Israelson, v.p.; Don Mathes, production mgr., and Holly Turrentine. administrative asst. to the pres.

Jim Summerlin, Sumwood, Inc., Palos Verdes Peninsula, Ca., is leading an International Hardwood Products Association-sponsored delegation to an international woodworking exhibition in Ghana.

Bob Schnell has joined the kitchen products sales staff at Spenard Builders Supply, Lois Drive branch, Anchorage, Ak.

Margaret Bourque, industrial sales, Lumbermen's, Redmond, Wa., was elected January Employee of the Month by her co-workers.

Dave Swallow is a new outside salesman with Sequoia Supply, Fairfield, Ca. Jim Daum is now handling millwork sales. Ken Womack won top 1986 sales honors for the co.

Gerald Nathanson is now vice chairman and c.e.o. at Pay'n Save Stores, Seattle, Wa., succeeding Allen Culver.

James A Starkweather is the new gen. mgr. at City Mill Co., Honolulu, Hi.

Tony Gallagher has joined GeorgiaPacific Corp., Cottonwood, Ca., taking charge of lumber purchases for their three remanufacturing lacilities.

Craig Rosenlund is new to the international div. of Tumac Lumber Co., Inc.. Portland. Or.

Barney Wagner has been promoted to corporate operations mgr. at Al Meier's Building Centers, Fife, Wa. New mgrs. include Jon Orton, South Hill store; Mike Mattson, Graham; Larry Martin, Federal Way, and Gary Hardin, Fife. New asst. mgrs. are Tim Borg, South Hill; Steve Biscarret, Federal Way, and Scott Munson, Fife.

Pat Hunter,Waldron Forest Products, Sacramento, Ca., plans a So. Ca. business trip this month.

Patrick King has joined the sales force at Berger & Co., Sacramento, Ca., according to Bob Glett, div. mgr.

Bob Roberts, Western Wood Products Association, Portland, Or., has been elected to the board of the American Wood Preservers Bureau. Lorton. Va.

Jan Wilson has joined ldaho Timber Corp., Boise, Id., as credit mgr. Transferred to sales are Roger Brown, Cleve Cushing and Jack Davis. Tom Woodside is new to sales and Doug Formo has been transferred from Fl. to be Boise plant mgr.

Hal McClary has been elected pres. of Plywood Pioneers Association. Art Jarr is v.p.; Bob Ripley, sec./treas., and Norm Cruver, membership committee chairman.

Richard Duple is the new gen. mgr. of Skibba Lumber, lnc., Orange, Ca.

Jeff Moore has joined Hampton Lumber Sales Co., Portland, Or., as mill sales asst.

Alan D. Booth, marketing and sales mgr., Owens-Corning Fiberglas Corp., has been named a v.p. of the co., according to Larry T. Solari, v.p., insulation operating div.

Frank Dell, Buffelen Woodworking Co., Tacoma, Wa., has been reelected pres. of the Western Hardwood Plywood Producers. Vic Garrison, Louisiana-Pacific Corp., Red Blufl Ca., remains v.p.; Alfred Iwasaki, Weldwood of Canada, Ltd., Surrey, B.C., Canada, sec., and Fred Bleich, Buffelen Woodworking Co., treas.

Clark E. McDonald has retired as pres. of Hardwood Plywood Manufacturers Association after 28 years with the group.

Kevin Owens, Owens Forest Products, Duluth. Mn.. is back home after a recent Ca. business trip.

Kevin Fulkerson is now field service rep for Phoenix, Az., lower N.M. and El Paso. Tx.. areas for the American Plywood Association.

Steve Sery, Weyerhaeuser Co., has been elected to the board of directors of the Society of American Wood Preservers, Inc.

Jay Spaulding has been appointed c.o.o. of the National Housewares Manufacturers Association, according to Thomas K. Manning, pres.

Rick Zasloue is new to sales at Golden State Lumber Co., Vallejo, Ca. Clay Rossman, Golden State, Napa, Ca., and his family visited his father, Jim Rossman, Whittaker Lumber Co., Santa Ana, Ca., and mother over the holidays.

Bob Ramsey, O'Malley Lumber Co., Yuma. Az., has retired, due to health reasons, as mgr. after 40 years with the firm. He will remain as a consultant for five years, with Bob Ryan Jr. succeeding him as mgr. Dick Wood is now merchandising mgr. for the l2 store chain.

(Plcasc rurn to page 47)

/Rrs

WEYERIIAEUSER Door and Millwork is the new name given to the former San Jose, Ca., distribution center in a move t0 provide specialized door and millwork service in the San Francisco BaV area. The Hayward DC will remain a full service CSC. (left to right)-Bill Daniels, [gr:, dooJ & millwork, Western Region; outside sales reps John Taylo,r & Ron Edwards, John Wanek, senior sales rep; Rod McDonald and Steve Kagel, inside sales reps, show off a new product.

Weyerhaeuser's long RangePlanning

Three new programs will be introduced by Weyerhaeuser Co., Thcoma, Wa., at the National Home Center Show in Chicago, Il. , in March as part of its new long range strategy. New programs and services, including a new lumber product and a consumer brand awareness campaign, "are based on extensive research and a desire to meet retailers' needsl' notes Bill Simmonds, v.p./repair & remodel.

Other elements in the plan include new management assignments and the recent merging ofthe central and eastern sales & marketing territories into a single "Eastern Regionl'

How To Quote All Construction Lumber.

From Mills In 5 Western States. Delivered To Any Of 13 Rail or 23 Truck Destinations. ln One Minute.

Now you can quole delivered prices for constructron lurnber of any size. length. grade, specie or finish, from mills in five western states, Delivered anywhere in California, Nevada or Arizona by rail or truck. While you're still on the phone to your customer. Ot generate daily or weekly offering reports on 100 cars or more.

You can search lor a particulat hard-tofind customer inquiry. Compare delivered prices on alternate onginating and delivering carrrers, rail or truck. Find a trucker that will pick-up and deliver to those out-of-theway locations. To make the system even more cost-effective, there's a service to keep both truck and rail rates up-lo-date. Of course, you can also update the syslem vourself.

The system is LIMS, the Lumber Intor. matron Management System. lt was devel oped taking advantage not only of proven microcompuler and software technology, but ol Art Penberthy s thrrly years expenence as a wholesale lumber trader. And it works.

Recently n a lwo-month final test. a LIMS system drrectly generated an addl lronal gross prof rl ol $10.650 for a srngre trader. Let us show you how LIMS drd it by providing more lnformalton or a oemonstratton.

Pre-prepared ratl and truck rate, trucker. mill, mrll product and customer data-bases are avarlable Comnletc qvs. tYt I r> dt c dvdildutc.

Personals

(Continued front page 45)

Tony Gilbert, Joe Costa Trucking Co., Arcata, Ca., is at home recovering from back surgery.

Sid Johnson is new to sales at Sun Forest Products, Live Oak, Ca.

Thomas P. Yertetis has joined Ernst Home & Nursery, Seattle, Wa., as senior v.p., merchandising, succeeding Gene Howenstein, who has resigned. Susan McNab is now senior v.p., human resources, replacing Dave Buckner, who resigned. Also new: Mike Baumann. Tim Lucia and Tom Stanton.

William Bond Jr., pres., PermaPost Products Co., Hillsboro, Or., has been elected pres. of the Western Wood Preservers Institute, according to Chad Niedermeyer, out going pres. Steve Ryan, v.p., Pacific Wood Preserving of Bakersfield, Ca., will be v.p.; Paul Boyle, regional sales mgr., Koppers Co., Sacramento, Ca., treas., and Les Lonning, mgr., technical services, McFarland Cascade, Tacoma. Wa.. sec. John Sears, branch mgr., Pacific Lumber & Shipping Co., Rochester, Wa., will be the associate member representative.

Ronald P. Hogan has been named executive v.p., operations at GeorgiaPacific, putting him in line to be the next G-P president.

William L. "Bill" Johnson has joined Palmer G. Lewis Co. as Wa. and Mt. sales mgr. Preston Paakkonen is now retail merchandising specialist for ceiling tile and insulation products.

Sid Yoorhees, Eugene Planing Mill, Eugene, Or., raised more than $600,000 last year for various charities as an auctioneer, a hobby he took up five years ago.

Laurie Dacumos, HomeClub, Montclair, Ca., was named 1986 Employee of the Year, receiving a bonus of 50% of her annual salary. Erika Whipple, Santa Rosa, Ca., store, and Marcel Mattingly, Fresno, Ca., were runners-up.

Jess R. Drake is now v.p. and gen. mgr. of Simpson Timber Co.'s northwest operations, headquartered in Shelton, Wa.

R. Max Peterson, U.S. Forest Service chiei has retired after 37 years with the agency. F. Dale Robertson succeeds him.

B. Fowler Nest is the new housekeeping advisor at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

Northwest News

(Continued from Page -? I )

and a show and pays for the meal and show tickets himsell the employee can be reimbursed 1000/o by the employer with no tax consequences as long as the expense is properly documented. The employer, however, may deduct only 80% of the amount reimbursed.

The IRS will be looking closelY at "lavish or extravagant" meal costs and it is recommended that you maintain exact records.

Association dues paid by a corporate or business check remain fully deductible. Individuals who join an association or society may face a problem under the new law as their individual expenses must not be aggregated with other items and only that amount which exceeds 2% will be deductible.

Children who will be five or older this year must have a Social Security number. The Tax Reform Act requires that the numbers be included with 1987 tax returns for identification purposes of dependents. The purpose is to prevent fraudulent claims for extra dependents, or to prevent divorced parents from claiming the same child as a dependent on their separate returns. Applications for Social Security numbers can be obtained from local Social Security offices.

Have A Hearth

Hearth furnaces which offer the convenience of a gas fire while eliminating heat loss up the chimney draft are available from Morton.

and selected sales aids

#ffi iiiiit$ffiiili.+!H.q.*-:,:"qi#ffi

The Love Line

A red heart-shape phone has been introduced by lnternational Telephone Systems.

Designed to wipe clean with a damp cloth, they have raised rims to inhibit spills. No tools are required for assembly.

Futuristic Rounded Spa

A modern whirlpool bath employing contoured, flowing edges instead of traditional squared corners is now available from Jacuzzi.

The case is made of ABS plastic and on the bottom is a foldable mouthpiece with a sensitive hook switch.

It is available in pulse or touch dialing with last number redial and a reset function (pulse model only). Also included are a variety of greeting cards.

Tables For Three

A set of three portable plastic ta-bles which occupy only the space of' one table when stacked for storage is new from Stylette in white, almond and brown.

With a shell made of high-gloss acrylic reinforced with fiberglass, the Aero comes with contoured reclining backrests and multi-leveled sculptured seating which includes a molded lounge seat and an integral step on the inside.

Other features are a spout which creates a dazzling waterfall effect as it recirculates water into the spa, two built-in front loading filters/skimmers, four directionally-adjustable whirlpool jets, a silent air control system, a safety suction device, controls concealed by a smoked acrylic cover, full foam insulation. a custom-fitted rigid thermal cover, a redwood wrap-around skirt, a low voltage underwater light, and a builtin heater with temperature control.

Available in a full range of colors, the 84" long x 76" wide x 30" high spa comfortably accommodates up to seven people.

A blower unit draws air into the system at a rate ofup to 60 cu. ft. per minute and forces the air into heat tubes located in the flames. The air is heated and jetted throughout the room by specially-designed nozzles. For safety, the blower housing insulation contains no asbestos and the electrical cord is heat insulated. The furnace is equipped with a manual light, variable flame control with an on/off switch for seasonal control and a built-in sand pan for heat and flame distribution. The unit is placed in the firebox, plugged into a standard outlet and connected to a gas supply for easy installation. It accepts any standard cement or ceramic logs of appropriate size.

Pipe Down

A new plumbing system said to be cost-efficient, quick-to-install, and dependable has been introduced by Brass-Craft.

The Poly-Lock system involves inserting polybutylene pipe into a special fitting and then tightening the nut with a wrench.

The process is said to offer a higher insulation factor and improved resistance to freezing, corrosion, and banging and clanging.

Elegant Garage Doors

New insulated raised Panel steel garage doors offering quiet, easy ooeration and an attractive, stylish appearance have been introduced by Wavne-Dalton Corp.

ihermo*ayne 34 doors offer a strong, compact sandwich of steel skins with integral struts containing a solid polyurethlne core, while a "U" shaped bottom seal helPs block air infiitration at the floor.

An embossed, woodgrain, raised panel outer surface has a baked-on white prime coat ready for paint. The design facilitates cleaning, eliminating pockets and corners where dust and dirt can collect.

wallpapered and is available in slim or broad size.

A Tile For Every Wall

A new 8" x 8" ceramic tile line six colors has been introduced Wenczel Tile Co.

in by

Treating Grade Trademark

New trademarks identifying treating grades of plywood are now in use by American Plywood Association member mills.

The "Treating Grade" and "Foundation Treating Grade" trademarks identify products suitable for Dressure preservative treating. Only panels mi:eting requirements of the product specification for treating grade plywood may bear these trademarks, according to the American Plywood Association.

Texture On Top

A new finish designed for quick and easy d-i-y restoration of textured ceilings to their original beauty has been introduced bY Beadex Manufacturing Co.

When coordinated with other Wenczel lines for walls, backsplashes and counters, 42 color combinations are available. Called Impressions, the tile can also be used on any interior wall surface. Also available is 4" x 8" trim for use as a baseboard, threshold or wainscot.

Other features include the moisture resistance of steel, noncorrosive hinges with self-taPPing, galvanized fasteners, extension or torsion spring installation, and an optional auto-latch locking system with keyed-in handle.

Wallboard Junction

A wallboard finishing trim for installation at the junction between the wall and the ceiling is new from CSR Inc.

A curved cornice made of Plaster encased in a strong linerboard, Gypcove simplifies room construction by covering the wall/ceiling joint and reducing the time and effort required to produce precise right angles atthe ioint. It also eliminates the need to iape and mud finish the junction.

The product also reduces maintenance costs by rePortedlY eliminating potential cracking and lifting along the joints and the shiinkage, settling, expansion and contraction commonlY associated with tape and mud.

Compatible with most surfaces, it can be painted, textured or

Attic Door Insulator

An insulating panel for hidden attic stairway doors is new from Stripe Energy Seal. Stairshield is fitted with an electro-plated metal mounting frame so it can be slid onto the door, installing without screws or nails.The foam insulation panel has an R-factor of 4.17 and a density of 1.5 lbs. Per cubic ft.

Unlike latex paints which can often dissolve ceiling textures, allowing stained and soiled areas to telegraph through. Texture Fresh becomes a part of the texture.

The non-toxic panelcan be painted with flat latex paint to match anY decor.

Not a paint, but a specially formulated, highly reflective coating, it is applied with a long naP Paint roller or brush. Paint thinners and solvents allow easy clean uP.

For more information on New Products write The Merchant Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and Pgge number so we can process your re, quest faster! Many thanks!

Stick On Patches For Walls

A polymer patching fabric that eliminates the need for spackling compounds in wall repair projects is new from Hyde Tooli.

Patch & Paint Wall Fixer Fabric can be cut to size, placed over crack or hole, and ironed in placed with no special preparation. The fabric is said to bond instantly and actually become a permanent iart of the wali. It can be painted ovei immediately.

Virtually impossible ro rear or puncture by hand, it reportedly remains flexible to expand and contract with the structure, so cracks do not reappear.

Each package contains two 4-l/2" x 6" patches and a2-I/4" x 8' roll.

Fire Breathing Hose

A 4ft., high-pressure flexible adaptor hose for the Turner propane torch has been developed by The Cooper Group. Introduced to give users better control and maneuverability. the hose comes with a stand to s-ufport the cylinder while the torch ii in use and operating instructions.

Eye Spy

A security door viewer larger than ordinary peepholes to give clear, undistorted outward vision is new from Rejan Inc.

Made of heavy cast metal construction with durable plating in either bright or antique finish, Private Eye has a mirrored polycarbonate exterior lens that inhibits the caller from an interior view and is said to be virtually indestructible.

Silent Walking

A 1ew matring designed for floors/ceilings that must rieet rigid sound rating requirements has be-en introduced by BASF Corp.

When placed beneath a floor surface, the open, compression-resistant construction of Enkasonic matting creates a natural, sealed barrier of air, shutting off transmission of impact and airborne sounds.

Its extreme thinness greatly reduces bulk to any sub-flooring cross section. It is recommended for use under ceramic tile. marble. hardwood, native stone, wood parquet, vinyl tile and carpet and pad.

Demo Computer Program

A new demonstration copy of residential construction estimitine software for IBM and IBM-compatl ible microcomputers has been introduced by Frank R. Walker Co.

The software system estimates material quantities and figures material and labor costs for custom and production homes. It will estimate all types of work and trades, producing a complete quantity and cost estimate with more than 1.000 line items.

The new demo version is a "fulluse" program, working just like the full program witn the irser adding data the same as he would with the complete sytem.

CASCADE STUDSTNc

I(/D HEM.FIR STUDS

Pickup Bed Covers

A retractable roll-top cover for pickups is new from Le'er Specialty Products.

Designed for security requirements requiring constant access to the entire bed space for large items, Versa-Cover is lightweight yet strong, constructed of durable extruded aluminum and steel. lts unique sealed design with forced exterior drainage protects both cover and cargo from the elements.

It also provides full-time additional storage in its lockable tool box and is compatible with most bedliners, mats and side rails.

"! mril

TAPECUTTE]IS

Available in 4 sizes: t/2".3/q".l" and2"

THUMTHING snaps securely onto your roll of tape. providing a fast and easy method of cutting.

THUMTHING is designed with a special lip so that after the tape has been cut, the remaining end will be slightly raised and ready for easy lifting the next time.

THUMTHING works on all grades of masking tape and many others. Fiber, mounting, electrical, duct, packaging, etc.

For more details and literature please contact Paul Tolliver.

The cover also accommodates fifth wheel owners because it rolls up out of the way when the fifth wheel is being pulled and provides total bed security when the fifth wheel is unhooked.

Roof Window Show

A 7 ft. walk-around merchandiser for roof windows is now available from Roto Frank of America. Inc.

The sturdy formica-laminated display comes with a fully operable window showing everything the product does, how easy it is to install, and how it looks when installed.

Taking up.less than ^6 sq. ft. and requiring a minimum of parts for assembly, the merchandiser also features a header sign, full color photograph with product features and directional sell card mounted on the front and back of the simulated roof section, and an 8-l/2" x ll" literature rack.

Moulding Merchandiser

The most often requested Patterns of solid oak house trim are showcased in a new merchandiser from House of Fara. Inc.

finish. Each piece is individually shrink-wrapped and identified by a red, white and blue label carrying the moulding's profile and description.

The durable steel rack is topped by a colorful locator sign and a matching front sign describing the rack's contents. Plastic clips showing each moulding's number and profile identify each of the rack's I 5 bins.

Counter Top Protection

A new polish which gives formica, fiberglass and plastic countertops a rich shine while protecting against moisture, grease and grime is now available from The Hope Co.. Inc.

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 reouest faster! Manv thanks!

The 22" deep by 4 ft. wide display features mouldings pre-cut to lengths of 7 and 8 ft. and precision machine-sanded to a ready-to-use

Its special wax-free, oil-free formulation is said to never build up. Non-toxic and non-flammable, the polish is also recommended for use on other laminates, vinyl, leather and rubber.

Drive Into Concrete

A new low-velocity powder-actuated tool from Bostitch fastens a wide variety of building materials and fittings into steel, concrete and masonry.

Featuring a special alloy piston with a tang bypass and buffer system that protect it when over-driven. the lightweight tool weighs under 4-l/2 lbs. and is less than 14" long. Adding to operator comfort are a contoured handle, low recoil and low noise level.

It drives all .300" and 5/16" headed and l/4" threaded fasteners from l/2" to 3" without the need to change the piston or nose piece.

The tool comes in a compartmentalized tool box that holds several boxes of pins and loads.

Anti-Graffiti Coating

A new anti-grafliti protection system that produces an invisible shield against the defacement of practically any surface is now available from Textured Coatings of America.

_ Featuring built-in water and graf- fiti repellants, Grafliti-Gard I[I is said to ensure grafliti can be removed from surfaces simply by scratching a fingernail over the markings, or by applications of the product's companion cleaner.

Application of the protectant is a two-step process, beginning with a base of Ty-Cote and finishing with the anti-grafliti coating 24 hours later.

Both dense and porous surfaces are protected. The product also discourages future vandalism.

February 1 987

High Capacity Stapler

.'\ pncunratic stapler that hanclles decking and shealhing jobs nrore productir,'e11 br holding ntorc staples is ne*, liom Stanlev-Bostitch Inc.

or conrbinations. the conrpact timer can hang on thc wall. stancl or lic flat.

.\ digital clip-on tinter will clip on bclts or clothing. stand br itself. or mounl on applrances or ntetal cabinets using its built-in magnet. Capable o1' being set lor up to 20 hours. the batterl,-powered tinter uses a 20 second beeper. It comes in ivory, black or reil.

used as the core nratcrial to avoid warping and sagging. A color laminate is applied on one side and ply'wood ancl lanrinale on the other.

The air tool w'l.rich has a high capacit-v- alunrinunr nragazine thal holds three sticks of staples. instead of 1wo. requircs lcss clo*,ntinre fbr reloacling.

The light weight staplcr f'eatures a narro\\' nose. llo\\'erlul drive, quick cycling. sintplc valving and lorl air pressure 0peration.

Plenty Of Time

,\n erpanded line of trnters fbr a $ide rirnge of irpplicirtions. in ntrrnr st_u"les and color conrbinations has been inlroduced by M.ll. Rhodes I nc.

\ ncri 60-61i11. I6ng-ring timer features a loud. clear ring tor up to eight seconds. Available in three col-

Thrcc vcrsions ol'thc ntultiplc progrant tinter ofJ'er plug-in flexibility' ol' 24-hour. se'uen-clav or 2,1hour grouncled orr/otl- contrril for appliances. Measuring onlr 2- l/2" r 2-1/2' , tltel oflcr a lionr-nrounted l-enrale plug receptaclc. eas\'-to-set tinring conlrols 1br up to ,18 on/off settings and casill accessible on/off override s*'itcltes. 1'hcir sec-rhrough plastic control covers prevent accidental setting changcs.

Doors Hide Kitchen Work

Slide-awa.t" cloors for concealing conventior.url lnd nticro\\ave ovcns are new f-rom Norllcld ('orp NorCore plastic honel contb is

t ltili/ing stanclard -1 ft. x 8 lt. pancls 5/lJ in. thick. the doors are constructed of a *'icle vlrietl of ll.rernroplastic nraterials. Larger sizes ltre also uvailablc.

Putty Patching Time

N4iracle Putt1. a rcsin-based patching compound in kit fornt u'ith corxponents that can be nrixecl to rellalr rottecl wood. crunrbling concrete. cracked frberglass or nretal rust is new fionr Anacon Co. Hach kit contains enough ntaterials to r.nake either l-l12 quarts ol concre tc replir putt) . l- l/.1 quarts ol ri ood and plaster rcpair puttl'. I quurt of' fiberglass and mctal rcpair putt\'. or I quart o1' putt-v- for skid pro,,fing l0 to li sq, l't 'I'he puttl can be sanded except fbr concrcte ntir.

South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination for you.

manufacturer specializing in western specialty softwoods

Fashion Color Sink

A color version of Franke's 33" x 22" Prestige sink is now available.

Offered in white or almond, the sink features an extremely large rounded compartment composed of fine quartz particles chemically bonded in a strong, stable matrix.

Architectural Fire Doors

It is said to withstand extremes of hot and cold and resist stains, chips, cracks and abrasions. The color is clear-through so that in the unlikely event that the sink is scratched, it will not be noticeable.

Accessories include drain trays, cutting boards and colanders. Exclusive to the color sink model is a drain grid accessory which rests halfway into the sink compartment for easy rinsing and draining.

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 fasterl Many thanks! galr,nnlWholpaalxLurrrbp,r Hem-Fir Hemlock Douglas Fir

New 20-minute fire-rated hardwood doors and matching frames are available from Minton Co. The architectural-quality linc comes in a wide range of sizes to ar maximum of 4' x 9' standard single swing or 8' x 9' standard swing Dalrs.

Taking Heat On the Job

Portable infrared gas heaters that fit atop LP gas tanks are now offered by Aitken Products, Inc. The heaters reportedly can be easily moved to thaw pipes, start equipment or warm workmen, indoors or out. A ceramic rayhead with 190 tiny orifices per sq. in. produces a high intensity 1650'heat at the burner's surface.

Infrared efficiency results in heating the object, not the air.

Units have 7,000 BTU or 15,000 BTU capacities and come complete with regulator, tank fittings, 6' of rubber hose, tank brackets and legs.

Firestile doors and Firejamb frames are offered in a variety o1" hardwoods, including mahogani. maple, white and red oak, ash, birch, cherry, walnut and teak.

l||0 flille can$ t{il]| |]|0 Br0PR0flI$!

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

have found it the one sure answer to correcting wood defecls, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! Cg*"

Ready to use right out of the can, Famowood -appli-es like putty-sticks like glue; dries quickly; won't shrink, a'nd will not gum up iander. Waterp.roof and weatherproof when properly applied. 44

Availabl! in 16 m.tching w0otl c0lofs end white.

Dumpster Out Back

A hydraulic dump body for pickup trucks is new from Roof Manufacturing Co.

Built with l4-gauge steel sides and l2-gauge steel bottom, Dump E's triple action tailgate opens from the top, bottom or with slide chute for controlling dumping. Its 6,000 lb., 65 cu. ft. body will handle 4' x 8' sheets of plywood, drywall, etc.

WesternRed Cedar ls a nattrral.

Other features include push-button control; completely enclosed power unit protected against weather, theft and vandalism; twin cylinder hydraulic hoist for more power; positive control; smoother action, and a heavy enamel finish.

It comes completely assembled for easy installation in l/2-,3/4-. and 1-ton pickups in reportedly less than an hour.

Always Golden Arches

A prefabricated arch that guarantees a perfect arch and costs one-third that of a conventional arch is new from Architectural Molding, Inc.

With a design which allows for simple installation of interior and exterior archways in variable depth and width square openings, Tru-Arch is ideal for doorways, windows and arched niches.

The preformed polyurethane arch comes with drywall paper permanently bonded to the surface which allows drywall taping compounds to be applied directly to the surface.

Naturaly durable. Naturaly beautlful. Naturally popular. And, profitable, naturally!

I I-e1.us p{t you in touch with the ! mills which can build and maintain inventories, sales !

lo Wcrt"rn Red Ccdu Lunber Arsoctatlon, I

Interior Wall System

Styrofoam brand insulation has been combined with a furring strip to form an easy-to-install, interior insulation wall system that keeps thermal short circuits to a minimum in concrete and masonry wall buildings.

safety margin of 250/0, the all brass suction also meets high standards for resistance to impact destruction. It cannot be disassembled without tools.

Check The Mercury

A new thermostat series featuring mercury temperature sensors has been introduced by Johnson Controls.

Using the sensors to achieve accurate set point control, the units provide complete control over temperatures in virtually any home and are compatible with most heating and air conditioning systems.

Dow Chemical Co.'s l-5l8" galvanized steel furring strip attaches directly to the surface of the insulation. Small tabs hold it in place un- til it can be attached to the wall through prepunched holes with a pneumatic fastener.

No board preparation is necessary, and standard 7'7" strips are easily cut to fit with an ordinary tin snlp.

The rigid, extruded polystyrene foam insulation comes in board form, ranging in thickness from l/2" to 4". Its special closed-cell structure resists water vapor.

Spa Safety

A reportedly safer suction fitting for whirlpool baths designed to eliminate the possibility of hair and body entrapment while providing optimum performance is new from Water Jet Corp.

Rated to safely handle a water flow of 78 gallons per minute with a

It will become a standard feature on all Water Jet baths, and will be available in all of their trim finishes.

Featherweight File

A compact, featherweight pneumatic do-all tool for high speed precision filing, grinding, descaling and chamfering of steel, aluminum, brass, glass, wood and other materials is new from Nitto Kohki U.S.A., Inc.

Designed for maximum load systems, the line includes models for heating only, cooling only, and for both.

ilildltillll

Working inside crevices, holes and curves, "Super Hand" can be quickly fitted with eight different tool points.

Its double-piston motor delivers 5,000 strokes a minute without noise or vibration.

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

. ALL SOTTNIOOD SPECIES .

. PRESSUBD TKEtrED TUMBER & STUD INVENTORY .

ffi wro

Neighboring Towns Honor Lumber Friends

Local lumbermen were named 1986 business citizens of the year by the Chambers of Commerce of both of the adjacent Northern California towns of Corte Madera and Mill Valley.

Mack Giles, president and manager of North Bay Lumber Co., Corte Madera, and Jim Merchant. man-

ager of Mill Valley Lumber Co., have also been close friends for over l5 years. Giles just finished a term on the Lumber Merchants Association of Northern California board of directorst Merchant succeeded him.

Plywood Gorp. Opens New Quarters

North American Plywood Corp., Santa Fe Springs, Ca., has opened its newly expanded 43,000 sq. ft. combined West Coast office and warehouse.

Vice president Clifford Lowy said, "The expansion move was necessary because of a substantial increase in business during the year. We expect to double our volume during 1987 since we stock a wide variety of different woods for multiple uses which are utilized by many industries."

North American Plywood is the country's oldest and largest importer of prime Finland Birch, which they have been marketing for 40 years, also importing other fine woods such as Italian poplar, as well as Saima parquet, aircraft plywood, Finland Form and Nap-Form.

Sl0E by side are lumbermen Jim Merchant, left, Mill Valley Lumber, and friend Mack Giles, North Bay Lumber, as are the Marin County communities they represent, Mill Valley and Corte Madera, Ca.

New PanelSpacings

The edge spacing recommendation for American Plywood Association rated sheathing when used as subflooring, wallsheathing or roof sheathing has been reduced from t/q" to YB".

A comparative review of field performance and construction practices led to the revision, intended to simplify and standardize field applications and prevent improper panel spacing, the most common cause ofbuckline.

Wi ndow Certif ication Program

The California Association of Window Manufacturers instituted an independently administered and validated certification program with labeling of qualified products on Jan. I, 1987, to assure full compliance with strict window performance requirements.

Treated Softwood 100/o Of Total

An estimated lO% of all softwood lumber produced in the U.S. is treated with wood preservative chemicals to extend the life and broaden the applications for the wood products.

AHMA Presidential Citation

The American Hardware Manufacturers Association has received a presidential citation for its part in Operation Enterprise, a program to develop motivated young leaders with the professional management and interpersonal skills necessary for successful lives and careers.

ARlZ0lll Lumber & Builders Supply Associati0n executive vice oresident E. J. Johnson and John Gaskin, Capital Lumber, Phoenix, Az., look over literature in the ALBSA booth at the Construction & Architectural Suopliers Show in Phoenix Civic Plaza. (lower photo) Pat Young, California Bedwood Association, and Ray Lopp, Babbitt Bros. Lumber. who is oresident of the ALBSA. California Redwood Association and Caoital Lumber co-sponsored a porti0n of the ALBSA booth.

ADAPTABLE western red cedar can be used as exterior siding on many $yles of architecture. Because it takes both paint and stain well, it is equally suitable for Early American and contemporary $yle homes. Dealen, architects and homeowners are imoressed with its merits.

Ways to Finish A Cedar Sale

IAEDAR'S ability to readily accept Va wide range of finishes can be an important selling point for retailers.

Unfinished, lacquered, varnished, oiled, stained, bleached or painted, cedar performs beautifully and well for many years. Because it is relatively free from pitch and has both dimensional stability and fine grain, the wood requires a minimum of maintenance. Retailers can recommend a variety of quality finishing products and be assured that the results will please their customers.

The Western Red Cedar Lumber Association has published guidelines for both interior and exterior finishing of products manufactured by its members. Incense cedar producers suggest that finish recommendations developed by the Western Wood Products Association be applied to their products.

Lacquer is the interior finish to recommend to customers who want to retain the natural look of cedar. Although it is not suitable for kitchens, bathrooms or other areas where the walls will be scrubbed, it works well in areas that require only a light dusting to keep them clean. A rich sheen can be obtained by waxing smooth wood which has received two coats of lacquer.

Flat or satin varnish is recommended for smooth cedar surfaces. The application will darken the wood for added richness and depth. Varnish finish can be used in the bathroom and kitchen areas if more than the two minimum coats are brushed on.

Danish oil is recommended for use on western red cedar in all areas except those with high humidity such as a poorly ventilated bathroom. Applied with a brush or cloth, it works especially well on a saw-tex-

tured face. Oiled wood darkens slightly.

Pigmented stains add color to western red cedar while grain and appearance characteristics continue to show. Heavier body stains give more color. Brushed on, stains work on both smooth and saw-textured surfaces.

Western red cedar exteriors can be finished to suit a variety of tastes. Semi-transparent finishes will preserve a natural appearance with the bonus of additional water-repellency and mildew inhibition. All natural wood finishes recommended for exterior use must be penetrating, rather than film-forming. Penetrating stains are transparent, semitransparent or opaque, each working a little differently.

The transparent are water-repellent to protect the wood and slow the natural color change process. Semitransparent stains appear to be natural while slightly modifying the original color and characteristics. 'Ihey are considered more durable than transparent stains. Opaque

Story at a Glance

Guidelines for cedar finishing. natural, oiled, stained or painted looks please customers. what samples, choice of merchandise and a well informed sales staff can do to increase add-on sales...

stains have high pigment content to hide the grain and color of the wood while retaining the surface texture. Although they do not penetrate the wood deeply, they are comparable to paint.

Painted cedar needs a water-repellent preservative undercoating plus a primer, best applied prior to applying the siding. Either an oil-based or alkyd-based primer is best, although some latex based primers are suitable for use with western red cedar. Two coats of either oil, oil alkyd or all-acrylic latex paint are applied over the primer.

The weathered effect preferred by some customers can be helped along with the addition of special bleaching agents. Particularly effective on rough-sawn or saw-textured cedar, this method is for use on new wood. A water-repellent or transparent penetrating stain added after the desired greying has been achieved will maintain the appearance.

Recommendations for incense cedar are similar. Alkyd, oil-base or latex paints are suggested with an alkyd primer being used for all but oil-base paints which require a zincfree primer. Two finish coats are recommended.

Heavy-body, oil-base, semi-transparent oil base, creosote or semitransparent resin stains are suggested for stain finishes. Commercial bleaches as weathering agents and water repellents to retain the natural look are additional recommendations for incense cedar.

Samples of various finishes on both types of cedar should be prepared and displayed in both the lumber and paint sales areas. It is important that the sales staffbe prepared to discuss finishing with customers. Add-on sales of materials and tools can be significant.

HPMA President Retires

Clark E. McDonald, president of the Hardwood Plywood Manufacturers Association for 28 years, was honored with a surprise retirement banquet and "roast" at their 65th anniversary meeting.

Ernest T. "Bill" Altman will take over as president when McDonald leaves at the end of January. McDonald and his wife were made honorary life members of HPMA as was Leo Speltz, former president of Memphis Plywood Corp. and Speltz Plywood Corp., Memphis, Tn.

Donald M. Bell. president, International Hardwoods, Inc., Louisville, Ky., is the newly elected chairman of the board with Gene S.

Seminar Precedes Show

"Fundamentals of the Forest Industry" will be a two-day seminar held March 2-3, 1987, in.conjunction with Forest Induslries annual Clinic & Machinery Show, which it precedes at the Red Lion Inn, Portland, Or.

Nelson, Georgia-Pacific Corp., Atlanta, Ga., as vice chairman.

Directors elected at the Oct. 1517 meeting in Santa Barbara, Ca., include Richard Newman, Plywood Tropics USA, lnc., Portland, Or.; David West. Sauder Industries Ltd., Richmond, B.C., Canada; Richard Crutchfield. Whiteville Plywood, Inc., Whiteville, N.C.; Ronald J. McCracken, Mannington Wood Floors, High Point, N.C.; Bruce Fortin, Weyerhaeuser Co., Chesapeake, Va.; Lawrence Evans, Columbia Forest Products, Inc., Old Fort, N.C.l Joe E. Robertson, The Robertson Corporation. Brownstown. ln.i and Herb M. N,lcClaugherty, The Dean Co., Princeton. W.V.

Dubs Ltd. 30th Anniversary

Members of Dubs Ltd. held their 3Oth annual October golf, dinner and dancing get-to-gether including spouses recently at Rancho Canada in Carmel, Ca.

Officers of the San Francisco Bay Area group are Mack Giles, North Bay Lumber Co., president; Manuel Lavrador, MacBeath Hardwood Co., vice president and tournament chairman; Steve Oberholzer, Higgins Lumber Co., sergeant at arms; Steve Ellis, Stagner Lumber Co., past president, and Betty Stanley, California Sugar and Western Pine Agency, executive secretary and treasurer.

A small group of lumbermen headed by Dave Davis founded the organization in 1948 for monthly golf tournaments followed by dinner. This year was their 444th meeting.

lfi

The seminar provides an overview of the industry for new wood products executives or those in supporting industries. in addition to the clinic featuring panel speakers and the concurrent machinery show featuring the latest technology in wood processing equipment.

Any lumberman in Northern California interested in joining Dubs Ltd. is eligible.

Doug. Fir, Hem-Fir Spruce & Pine

ENGELMANN SPRUCE

One of the strongest of the light weight woods, Engelmann Spruce's straight grain and resistance to splitting make it extremely suitable for light framing. Light toned, it surface sands to a silken sheen, and takes enamels, stain, varnish or natural finishes. Well suited for gluing. Relatively few knots. Try our SPRUCE boards and D

DUTE GIIY

aJarierten

Producers of Quality Green

Douglas Fir

5' x L2'

2x4.2x6'3x4

5x6.4x4'4xG

All Grades Pulled

Odd Length P.E.T.s

TEE TIME for Dubs Ltd. players. lll Pete Sharp, Earl Tatman, Jack Koepf. l2l John Polach, Warren Lewis, Mack Giles, Jack Harwood. t3l Mel Senna, Steve Ellis, Manuel Lavrador. l4l Steve Hoffman, Herb Eaton, Bill Bonnell. l5l Betty Stanley, Bar-

bara Polach, Clint & LilCulley.16l Bill Robbins, Merle Tanner, Jim Bell. l7l John Heatherston, Larry Hansen, Ed Stanley, Knute Weidman. l8l Sam Tarantino, Paul Gaboury. l9l Ed Dathe, Eob Perry, Erick MacDonald, Jim Rehnen.

"All Log Studs"

Kail: BN'SP'UP'ATSF

Truck Shipments

Sumwood Open House

Sll0Wll{G (lFF their new offices al a recent open house, Sumwood, Inc. Rancho Palos Verdes Peninsula, Ca. (Los Angeles) entertained more than 130 people. The import/ export firm als0 has yard facilities at a nearby location. The handsome offices are done in African padouk, South American mahogany, koa, teak and Canadian birch. Company principal lll Jim Summerlin, his

Fewer Middle Income Buyers Seen

In the next l0 years the rich will get richer, the poor will get poorer and the middle class will shrink relative to both of them. Not very encouraging words for retailers aiming at the middle market.

"With more of the middle class migrating into the upper income

brackets, or sliding into the relatively poor income categories, the fragmentation of consumer markets will continue through the next decade," said Dr. Sandra Shaber, of Chase Econometrics. "lncreasingly, consumers will adopt either Rodeo Drive (Beverly Hills) or no-frills buying patterns. Many in the next generation of consumers will be able

to afford the equivalent of today's $250,000 house; but as the price of housing rises with new affluence, home ownership and perhaps even college educations may become a fading dream for much of the middle class. "

Reasons cited for the diversity of income included the severe boom and bust cycles of the economy in recent years and the nation's transition into a service economy. As jobs become more service oriented, income tends to concentrate at the two ends of the spectrum, moving consumers apart in terms of the kinds of products and services they can afford.

News Briefs

(Continued from page 18)

Willamette Industries. Portland, Or., which lost a green stud mill near Lebanon, Or., to fire, expects to complete a multi-million modernization at its Sweet Home, Or., plywood plant by the end of 1987. .. G & R Lumber Co., Cloverdale, Ca., has been absorbed by its parent co., Redwood Empire, Inc., Morgan Hill, Ca.. .

CB Cedar Co., ajoint venture between Caffall Bros. and Menasha Timber Corp., in Coos Bay, Or., will begin production in March Golden State Moulding Co. is opening a new Oregon plant mid-summer.

RSG Forest Products, Kalama, Wa., will acquire sawmills in Mollala and Clackamas. Or.. from Smurfit Newsprint Co.; Hampton Resources Inc., PorLland, Or., will acquire SmurJit mills in Tillamook and Toledo. Or..

daughter, Heather Broderick, and Pete Peterman. l2l Dawn Summerlin, a principal and active in the firm, and Bridget Nelson. l3l Gale and Judy Daugherty. (41 Dorothy and Shirley Reel. l5l Barry and Lorraine Heppner. [6] Mr. and Mrs. Ken Chu. l7l Dick Sarovan. Jack Buchanan. (81 Don Reel, Jbnn Buchanan, "Gerry" and Jack Milliken.

Small Firms Should Sell Now

Sales of smaller, closely-held businesses, which are sold for under $5 million, will be exempt from one of the key changes ofthe new tax code that directly affects mergers and acquisitions until Dec. 31, 1988. Businesses sold for $5 million to $10 million prior to that date will be partially exempt under Internal Revenue Service rules.

"The General Utilities doctrine, which has been in effect since 1935, previously provided significant tax advantages for both buyers and sellersl' notes Arthur D. Perrone Jr., Geneva Business Services, in explaining the change. "It has been eliminated in the new Internal Revenue Code of 1986, except for the mergers and acquisitions of these smaller, closely-held companies. After Dec. 31, 1988, even those transactions will be subject to a double tax under the new tax lawsl'

Beginning in 1987, sale of assets will trigger gain or loss to the liquidating corporation. Thus, the seller will pay two taxes, one at the corporate level on the gain from the sale ofassets and one by the individual stockholder upon distribution.

Since it normally takes from 12 to 18 months to conclude a successful merser

or acquisition from the time the seller has made the decision to sell, the prudent business owner will begin the selling process now, Perrone advised. He also recommends that a business owner know the true market value of his business since many don't have an accurate picture of what the business may be worth to the right buyer.

How Much To Remodel?

Homeowners spend an average of $1,450 remodeling the kitchen and $599 remodeling the bath, according to New Sh e lter and D I Y Retai ling magazines.

The repair of floors, walls or ceilings in baths and kitchens is cited as among the primary reasons homeowners give for remodeling.

How Much Wood Do You Use?

The average American uses 613 lbs. of paper and paperboard, 200 bd. ft. oflumber, 87 sq. ft. ofplywood and 59 sq. ft. of particleboard, insulating board and hardboard annually, according to the U.S. Forest Service.

APA Aids Dealerc & Distributors

Retailers are targeted in an American Plywood Association program to make its services and materials better known as well as introduce new products, standards developments and application specifications.

The program will begin with a direct mail campaign to about 300 independent distributors nationwide. Some 30 APA field representatives will follow up with personal calls on each recipient.

Sales training seminars, publications, audio-visual presentations, dealer support materials and access to APA market data including dealer training and merchandising support programs are among the services to be emphasized.

Future Dates

Check out our Calendar on page 20 for information on upcoming conventions, meetings and trade shows in your region.

HONESTY IS BEST POLICY

(The following letter is a sample of the response we've received to the editorial in the December issue on p. 6-ed.)

As a lumberman who has gone to work for a respected aerospace firm, I think I've developed a unique perspective on the forest products industry. In my current position I spend so much time pouring over contractual terms and conditions that I'm afraid of being blinded by fine print. I often wonder why honest individuals representing reputable companies need such elaborate agreements. Undoubtedly our corporate attorneys have an answer for that.

My continual writing, negotiating and rewriting of contracts oflten makes me nostalgic for the lumber business. In my experience forest products are bought and sold by individuals who know and trust one another. lt's an industry where one's word is still one's bond.

This personal style of business is made possible by the terms and conditions of sale that industry associations have written for their members. lt's also part of the entrepreneurial spirit that pervades the industry. It must save forest product firms millions of dollars each year.

Now l'm not saying all lumber people are unfailingly honest. That isn't true. And everyone should use purchase orders and acknowledgements in accordance with the uniform commercial code. What I am saying is that the forest products industry encourages conducting business on the basis of personal trust. For that the industry can be proud.

Gage McKinney

1220 Brookfield Ave., No. D Sunnyvale, Ca.94081

HOW MANY PEOPLE?

Your editorial in the January issue refers to the fact that l0A ofthe population regularly uses marijuana and this amounts to 22,000,000 people. I suggest this must be l00l| olthe population or else our population is over 2 billion people!

However, your point is well made about the substance abuse problem. Keep up the good work. Perhaps a gremlin got into the typewriter.

James E. Mundell

Sales

Manager

Mountain Fir Lumber Co.. Inc.

P.O. Box 189

Maupin. Or.91037

Llls At{GELES Hardwood Lumbermen's Club had its annual holiday season bash this year at the posh Balboa Bay Club, Newport Beach, Ca., getting to view the festive boat parade that winds thru the harbor and past the club. More than 70 members and guests were present for the popular dinner-dance event. lll club oresident Pete Bower and Maria Dales. l2l Larry & Diane Knox, Bill Conroy. l3l Craig & Toni Kincaid, Peggy & Rob Kincaid. l4l Woody & Helen Toal, Gayle & Gil Beed. l5l Dave & Ardis Walther. 16l Milan & Maxine Michie. l7l Wally & Joan Atkinson. l8l Charlie & Carmen Jordan, Wink & Bill Lamb. l9f Judy & Gale Daugherty. ll0l Jeanie Jones, Dick & Patsy Lambert. (lll Patty Rusko, Mark Michie. (l2l John & Kim Buchanan, Paul Pendergast, Doreen Watkins. llSl Jerry Lapin. ll4l Carolyn Tinckler Squires, Ken & Jo Tinckler. llSl Don Clark, Don Reel. ll6f

Dawn & Jim Summerlin. llTl Rod Jones, Shirley Reel. llSl Fred Brocklebank Jr., Jim Harff. ll9l Alan, Denise, Mary and Charlie Bohnhoff. 120l Linda & JaY Abele.

P0RItAl{D WH0tESALE Lumber Association has named Sterling Hanel, Hanel Lumber Co., Hood River. 0r., as Lumberman of the Year. A capacity crowd attended the annual winter luncheon where he was honored bv the wholesalers. (ll Harvey Hetfield, oufgoing pres.; Bill Goudge, v.p.; Judy Lambie, sec.treas.: Hanel: Bich Suchecki.1987 oresident.

Red

Rick

Greg Lebeck. l4l Bill Friedlander, Steve Nava, Paul Brook. l5l Fred Lito, Ron Yeager, John Cole. l0l Bob Siltanen, Steve Smith, Tom Davies. (71 Reed Trull, Chris Close, Bud Oualhein. (81 Mark Denner, Rick Mercatante, Judy Ramsey. l9l Mike Mackin, David Betz,

Bob

Bob Zilinka. (l | | Bill Beale. ll2l Wilbur Urbach, Steve Schmitt, Valarie Johnson. ll 3l Pete Hanley, Bill Lefors. ll4l Ernie Christianson, Robert Ferguson, Bud Goudge, Gary Connally. ll5l Guy Stanton. ll6l Tom Dietrich, Jeff Moore, Harold Faye. (l7l Bob Abbott, Clay Donne, Jim Mundell.

12l Leslie Campbell, John Sternbrider. l3l Ramsey Fendall,

Hart,

Steaben,

Roscoe Divine. ll0l Dick Vance,

Jenks,

Hadwood plywood

minorci history

ARDWOOD plywood has been around. Created by bonding thin sheets of wood with grains of adjacent layers at right angles to one another, the product has been a popular building material for many centuries. Although cofiImon today, owning plywood objecs was once considered a sign of prestige and wealth. Early civilizations used what they called "pasted wood" to build harps, statues, whips and primarily, highly decorated furniture.

The world's oldest plywood relics were found in the tombs of the Egyptian boy king Tutankhamun and his supposed great-grandparents Yuya and Tuya. When Tut died in 1325 B.C. at age 19, though, the art ofveneering had already been around for centuries, dating back to about 3000 BC. In Egypt, wood was scarce and costly, so only the ruling classes could afford wooden objects, made from cedar, cypress, ash and much-prized ebony. They were so valuable, in fact, that objects made from them were buried along with the monarch and his other precious treasures for use in his afterlife.

The craftsmen of ancient civilizations considered bonding thin sheets ofwoods a highly skilled art. In Greece, they often used beautiful veneers to embellish furniture. Using veneers (thin slices of wood) over solid woods not only achieved visual effects, but also added strength. It's even been suggested that the legendary Trojan horse might have been constructed of plywood.

Despite veneering continuing to flourish as an artform under the Romans, it fell upon hard times with the advent of the Dark Ages. Yet it somehow survived nearly 1000 years ofbackwardness until the coming of the Renaissance and the return to a concentration on care and beauty.

In this new affluent society ofEurope, cost saving measures soon lost their importance. The Bureau du Roi ofKing

Louis XV of France, the prototype of the roll-top desk, introduced a lavish new style, rococo. This classic example of ornate sgling of French furniture still exists today.

The furniture was "dainty, gracefirl and elegant." They used mahogany, oak, satinwood and walnut and achieved decorative highlights by adding amboyna, ebony, holly, kingwood, peaq rosewood, tulip and other exotic woods.

Story at a Glance

Plywood traced back to Egyptian Pharaohs...French renaissance inf luenced development Industrial Revolution changed production methods... plywood door panels introduced in 1905.

But in addition to becoming more graceful, the products were also becoming more sturdy. Napoleon's plywood campaign desk, veneered with rosewood, reportedly weathered the rigors of transport from one battlefield to another across Europe for 20 yean. fu a museum piece, it was still in perfect condition a hundred years later.

In the nineteenth century, production standards were sought to identify those manufucturing steps which could best assure dependable quality time and again. English master designer Sheraton established, for instance, that three thin layers of wood with the grain of the center layer at right angles to the grain ofthe face and back as a woodcraft standard.

The second era of fine individualistic

beauty ended with the Industrial Revolution. Machine-made monstrosities became the order ofthe day as irresponsible operators used veneer as a cover-up for faulty furniture construction. Veneer was tagged with a bad reputation that would haunt the industry for decades.

But turning veneering from an art into an industry also brought about advantages. In 1890 the invention ofthe rotary cutter permitted the slicing of large sheets of veneer. Shortly thereafter came the commercial 3-ply board, and in 1905, at the Fortland, Or., World's Fair, plywood door panels were introduced to the world.

Soon after, plywood was being used by automobile and airplane manufacturers. Architecs and contractors were also lured by the reinforced strength and dimensional stability of plywood. The industry surged ahead toward even more sophisticated manufrcturing equipment and great improvements were made in bonding techniques during World War II. In the 1950s and 1960s sheet paneling became a dominant force in the home decorating market, and today plywood is mostly recognized as a structural paneling material rather than in the making of furniture, as it was first used.

The demand forplywood couldonly be served by the mass production oftoday. The preciseness and production capabilities of modern veneer lathes and slicers, veneer dryers, veneer clippers and splicers, hot and cold presses of all types to suit specific product needs, panel cores to satisfy varied product requirements, and improved finishes and finishing equipment are responsible.

Today manufacturers are offering an array ofnew product designs and textures. Decorator wall panels, wallcovering looks,designer styles, florals, Victorian, soft colors and woods are among today's plywood paneling options. Who can say what will be the topic of tomorrow's chapter in the plywood story?

Help Your Shelf

A particleboard shelving data sheet is free from Temple-Eastex Inc. by calling l-800-231-6060.

Vacuum Central

A central vacuum systems catalog is free from Broan, Box 140, Hartford, wi. 53027.

Southern Pine Promos

A southern pine'communications catalog is free from the Southern Forest Products Association, P.O. Box 52468. New Orleans. La. 70152.

Training Tape

A 2S-min. videotape on thermostat installation for home center personnel is available in VHS or Beta format from Honeywell Inc.. by calling (612) 5427340.

Sticky Underfoot

A structural & sub-floor adhesive product sheet is free from Elco Industries, lnc., P.O. Box 7009, Rockford, Il. 6l 125.

Handtool Handbook

A woodworking handtool catalog featuring over 2500 items is free from Robert Larson Co., 82 Dorman Ave., San Francisco, Ca. 92124.

Lock Line

A 28-p. 1987 Sweets Catalog of security products is free from Schlage Lock Co., 200 Parkside Dr., San Fernando. Ca. 91340.

It's Down Under

Literature on how self-leveling floor underlayment reduces maintenance and downtime is free from Rexnord Chemical Products, 771I Computer Ave., Minneapolis, Mn. 55435.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Mogazine. Many thanksl

1OO Years On Roofs

"One Hundred Years of Roofing in America," a 300-p. document commemorating the National Roofing Contractors Association's l00th anniversary, is free to members. Additional copies are $25 for members and $50 for non-members from NRCA, 6250 River Rd.. Rosemont. ll. 60018.

The Sixth Dimension

The 6th edition of "Rules & Specifications for Dimension & Woodwork," a 2l-p. rulebook of wood component products standards, is $2 from National Dimension Manufacturers Association, 1000 Johnson Ferry Rd., Suite A-130, Marietta, Ga. 30067.

Decked Out

"Do-lt-Yourself Wood Deck Design Kit," plan sheet No. 23 in an outdoor living series, is free from the Western Wood Products Association, Dept. PS23M, 1500 Yeon Building, Portland, Or.97204.

Low Lights

A miniature low voltage light fixtures brochure is free from Sylvan Designs, lnc., 8921 Quartz Ave., Northridge, Ca.91324.

Skylight Insight

A free skylight and accessories catalog is available from APC Corp., P.O. Box 515, Hawthorne, N.J. 07501.

Advertising Advice

A brochure of 43 video/marketing tips is free from Weber Advertising, P.O. Box 2913, N. Canton, Oh.44120.

D-l-Y Tiling

"How to Tile lt Yourself'' is free from Tile Council of America. Inc.. P.O. Box 2222. Princeton, N.J. 08543.

On Weatherproofing

A new l2-p. concrete and masonry weatherproofing brochure is free from Dynamit Nobel of America, l0 Link Dr., Rockleigh, N.J. 07647.

Water Filter Folder

Common water problems solved by water filters are explained in a 20-p. booklet from CUNO Consumer Products, 400 Research Parkway, Meriden, Ct. 06450.

Textured Finish

An 8-p. brochure on damage resistant, stucco-like synthetic wall finishes is free from Pleko Products. Inc.. P.O. Box 98360. Tacoma. Wa. 94898.

Taxes Explained

A Tax Reform Act of 1986 booklet is $5 from National Association of Wholesale-Distributors, 1725 K St., N.W., Washington, D.C. 20006.

Paint Set

A 36-p. painting equipment brochure is free from Bestt-Liebco. Inc.. l20l Jackson St., Philadelphia, Pa. 19148.

Southern Wood Paneling

An 8-p. brochure on solid wood panelings and moldings of cypress, yellow pine and oak is available from Landmark Lumber, Inc., 12855 Daniels Dr.. Clearwater. Fl. 33520.

WHOTESALE I-,UMBEROO. SPECINLIZNGN CLEARVGDF

1x4,1x6, 1x8, 1x10, 1x12

2x4, 2x6, 2x8, 2x10, 2x12

4x4,514x12 Stepping, 1x4 T&G Flooring

PULLED TO LENGTH ORDERS _ ANY QUANTITY DIRECT MILL SHIPMENT ON MIXED LOADS

GIASSIFIED ADUERTISEMENTS

WE ARE lN our 50th anniversary of wholesaling softwoods in So. Calif. We are in the process of hiring an account executive. Please call Ed Fountain, Jr. at 2131583-1381.

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cutto-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. 014\ 997-1704.

HARDWOOD LUMBER inspector and orderman-good benefits, excellent working conditions. Salary commensurate with experience. Please call Randy Perrine at (818) 968-833 I

PORTLAND, Oregon based wholesaler adding to newly opened Southern California branch office, nice beach location. Opportunity for self-motivator with following. Also trainee position. Please inquire in confidence to: P.O. Box 9220. Portland. Or.97207.

TIMBER SIZER PRE-FABRICArION

Twenty-five (25) words for $19. Each additional word 659. 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: $4O camera ready, $45 if we set the type. Names of advertisers using a bdx number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 4E0, l.hpport Beadr, Ca. 92660. Make checks payable to The Merrhant Magazine. 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.

L.A. area lumberyard and home center seeks a youthful, yet experienced, manager with knowledge of state-of-the-art systems and procedures. Future responsibilities will include merchandising, operations, promotions, training, visual display and sales. Send resume, Please state salary requirements. All replies confidential.

BILL FISHMAN

MARKETING SERVICES, INC

P.O. BOX 27137 SAN DIEGO. CA.92128

LUMBER TRADER: No. Ca. office wholesaler seeks strong salesperson with customer base. Negotiated compensation. Contact Fred Pueringer, or Andy Haynes, WoodSource. Inc.. Dublin, Ca. (415) 829-7220.

Seeking employment after l l years with Far West Fir Sales. Experience includes 6 vears in wholesale sales,'1 year as traffic manager and 3 years as data processing manager. Looking for sales/management position with strong, well-respected and fair company. P.O. Box 1414, Newport Beach, Ca. 92663 Qr4J 642-4103.

We have large quantities of selected grades of used railroad ties. These ties can be delivered to your area at very competitive rates. We have a constant supply. Semi load quantities. RAIL & TIES INCORPORATED RTI (8OI) 756-6044 or (801) 566-4521.

SALES

- Expand your Horizons! Need lumber and plywood salesman for new Fontana, Ca., distribution yard. Generous compensation plan plus fringe benefits - please contact Ray MacDonald (714) 681-4707.

D.F. GRAPE STAKES REDVOOD & D.F. LATH TIMBERS

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

Drawer 4779, Arcata, Ca. 95521 7O7-822-3648

NORFIELD-GENIE DOOR & jamb machine with strike routing machine. Three years old, great condition. $8500 OBO. Roy Wallingford (805) 925-8644.

SCHNEEBERGER profile grinder. Hardly used. Reasonably priced. (818) 330-0649.

YATES C-88 moulder/sticker. 8" wide, completely rebuilt. Priced to move. (805) 543-5533, Pacific Access Lumber, P.O. Box 1098, San Luis Obispo, Ca.93406.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $D: Southeast Asian Hardwoods, fi: South American Hardwoods. $6: all three, $19. Send your check today including name and address to Harduood Reprins c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca.92660.

lS THIS your own copy of The Merchant Magazine? lf not. use the subscription forms in lhis issue today to get your own subscription. Don't be left out on what's going on. What you know can save you money and make you money.

Classified Gets Covers the Results. market.

BILL JONES

RAILROAD TIES

I BOX FACTORY type re-saw; I gang rip saw; (3ny condition) Contact Chuck: (505) 294-0572.

WANTED: Existing door shop/pre-hanger in Greater Phoenix, Az., area. Major corporation seeking Southwest expansion opportunity. Reply President, P.O. Box 15366. Santa Ana. Ca.. 92705

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

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 7 75 -2544; (213) 835-5671.

sALES/M ERGERS/ACQUTSTTIONS

Lumber & Building Products

Dick Phelps, Broker (former lumberman) James R. Gary & Co. Ltd. 21747 Erwin St., Woodland Hills, Ca. 91367 (818) 703-8144

cA (800) 431-0555 NAT. (800) 421-055s

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

. SOUTIIEBN GATIFORNI+ SAN FRA]ICISCO BAY AREA

Beaver LumbeJ Co.

Anorlon

Boverly

Bums

ChaDarral

Chozen

LOSAI{GELESAREA

Berger & Co.

Calilornia Forest Products

California Lumber Inspection S€ruic€

Calilornia Redw0od Assn. ,.....

Casclla Transoonalion

Crestwood Forest Products

DMK Pacilic Corp.

Dois, lnc..........

Flmr SGrvice Supply (&n Jose)

Georgia-Pacific Corp.

Georoia-Pacilic Corp. (San Jose)

Harness Timber Products ....,.....

Hiogins Lumber Co. (Monterey)

Hiogins Lumb€r Co. (San Jo6e)

Hi0gins Lumb€r Co. (Unim City)

Higgins Lumber Co. (Walnul Creek)

Hirt & Wod Lumber Co.

HMS Systoms Corp.

Hub City Goldsn Gate Terminals

J. H, Eaxter & Co.

iouisiana-iaiitii corp. ...,

Mac&ath Hardwood (Berkeley)

MacBealh Hardwmd (San Francisco)

Marlin Foresl Industries

Pacilic Lumber Co.

Redwd Insptrlion Servie

Rolando Lumber Co., Inc.

Sequoia Supply (Fairtield)

S€quoia Supply (San Francisco)

SimDson Timber Co. ..,...,

Soulhern Pacific

Trianole Lumber Co.

Wendling-Nalhan

WeStem American Foresl Prcducts (Eenicia)

Wsstern American Forest Products (San Ratael)

Weyerhaeuser Co. ... (408) 297-9451

While Brolhers

NORTITERN Al{D CENTRAT CALIFORNIA

lncfit/tunE|(t/t0BTUtt

Blue Lake Forest Products

Bracut International

Eritt Lumber Co. ..............

Costa Trucking, Joe ............

Eureka Southern Railroad Co. .

Humboldt Redwmd Co.

Louisiana-Pacific Corp.

PVM Redwood Co. .............

Schmidbauer Lumber, Inc

tuBu[[/8Rtss mu.EY

All-Coast Forest Products, Inc. 8t[En8flEt 0

ct 0tEf,0ttE

Bowman Lumber Sales

Louisiana-Pacific Corp.

Rolando Lumber (Kinton Div.)

FONI INTGG

Georgia Pacilic Corp. (Redv{ood) .....

Holmes Lumber Co., Fred C.

FNESTll

Georgia-Pacilic Warehouse

Higgins Lumber Co.

Lewis C0., Inc.. Palmer G.

Pacilic Forest Products

Weslern American Foresl Products

oBANGE, RIVERSIDE & SAl{ BERI{ARDINO COUilTIES

r00EsT0

Snider Lumber Products

Sward TruckinO

nE00ltc rnEr

Lewis Co.. Inc.. Palmer G. ..........

Louisiana-Pacific Coro. (Red Blufl)

Paul Eunyan Lumber Co.

P&MCedarProducls..

Trinity Biver Lumber Co.

Wisconsin-California Foresl Products stcnttErl0/8I0ct(r0t tlEt

Eeadex Manulacturinq C0.

8r[Tl mn8tnt

Tomac Inc.

sttrt ttStt

tiiggins Lumber Co.

Stxrr n08r mtl

J. H. Blevins Co., Inc.

tliggins Lumber Co.

Martin Foresl Industries

I'loyo Timber Products, Inc.

Nu-Forest Products

Windsor Mill, Inc.

ultilt/cttPEtu/wltuls

All Heart Lumber Co., Inc.

Coasl Wood Preserving, Inc.

Forest Products Transportation

Liltle Lake Industries

Louisiana-Pacific Corp.

Penofin Marketing

Performance Coatin0s,

tsUVE M]S' GUIDE

s"ffi:f*@

NORI}IEAST

GEORGE MCOTJESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-343s

MID.STATE LUMBER CO.

200 Industrial Parkwav

Bmnchburg, NJ 08876

(2Ot172549c0

SOUTHEAST

FURMAN LUMBER CO.

8191 Annapolis Junction Rd.

Annapolis Junction, MD 20701

(3Ol) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville. NC 28813

1aq2s3-s67

EPPERSON LUMBER SALES. INC.

PO. Box 1559

Statewille. NC 28677

(7O4) 873432r

L&L LUMBER CO.

PO. Box 3267

Huntsville, AL 35810

(2O5) s33-922O

I.&L LUMBER CO.

2613 Chimnev Drive

Marietta, GA 30062

WOODFORD PLYWOOD PO. Box l73l

Albany, GA 31703

(912) 883-4900

Branches in Alabama, Georgia & Florida

IJ{KE STATES

EMPIRE WHOLESALE

P.O. Box 249

Akrcn, OH 44309

(216) 4344M5

NORT!{WEST

CANTON LUMBER CO. PO. Box 9328

Minneapolis, MN 5544G9328

(6t2\ 425-14@

MTD WEST

CEDAR WEST CORP. PO. Box 5224

Dmver, CO 8O217

QO3r294&77

qlFsT

AII.COAST FOREST PRODUCT5, INC, PO. Box M

Chino, CA 91708

(7t4) 627-8551

MPERIAL WHOLESALE

PO. Box 25@5

salt Lake cirY, uT 85t25

(80r) 972-s656

HUMPHREY LUMBER CO.

PO. Box 99943

Tacoma, WA 98499

(206) sB4€263

HEDLUND LUMBER & MACHINE STAINING

PO. Box 6@38

Sacmmentq CA 95860

(916) 331-6611

@BNTqARNtrS

William Corbett Bell, president of J. Knox Corbett Lumber Co.. Tucson, Az., died Dec. 5, 1986, in Tucson of cancer. He was 65.

Born in Los Angeles, Ca., he moved to Tucson at an early age and became a lifelong resident. Mr. Bell was graduated from the University of Arizona in 1943 and served in the Air Force unitl 1946. He then joined the family business, Corbett Lumber, where he worked his way up to president. After the lumber firm closed and the corporation became a real estate holding company, he continued as executive officer.

Mr. Bell is survived by his widow, Ruth, a sister, two daughters, a son and a grandson.

Arizona

(Continued from page 3I)

Thursday morning marks the beginning ofthe convention as over 80 golfers are expected to tee off at the Ventana Canyon Golf and Country Club. Golf chairmen Bob Kenyon, Ed Holderness Supplies Inc., Tucson, and Pete Kuehner, Phoenix Cement Co., have a special day planned. All entrants will receive a specially monogrammed golf shirt and other golfing goodies.

Larry Powers, O'Malley's Building Materials Centers, Tucson, will offrcially welcome conventioneers to Tucson that evening at the world famous Tanque Verde Guest Ranch. Friday evening will bring the 4th annual Wholesaler's Extravaganza Night where customers and clients mix at a gala cocktail-hors d'oeuvre party. Last year's Mexican fiesta will be hard to top, but chairmen Norb Edwardsen, Georgia-Pacific Corp., and Jack Spiller, Weyerhaeuser Co., are promising some pleasant surprises. The evening's jackpot prize again will be a weekend for two couples aboard the 'll-ady K," Kaibab Industries' house boat at Lake Powell in Northern Arizona.

All conventions must end and ALBSA's does so in grand fashion with the annual president's banquet. President G. Raymond Lopp and his lovely wife,Bernice,will act as host and hostess for a festive evening of spirit and dancing. Some lucky individual again will win a weekend for two couples aboard "La Vida" (The Life), Ray Lumber Company's yacht out ofSan Diego, Ca. That

lucky person could be you, but you won't win if you don't show up! Look for further announcements in the next issue of The Merchant on how to get your reservation in early!

Seltlng tothc scurH2

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

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

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . doing the job for advertisers for 65 years.

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

..WE GUARANTEE ITJ'

Our company recognizes lhat great teamwork is made up of great personal efforts, and that the individual is the foundation for corporate success.

P&M is a team of talented individuals who believe a complete product is more than a competitive price. our business relationships are more than a sales transaction. A vital interaction belween the company and the customer must be maintained to creale a pleasant, economically stable environment for both.

Our people pledge to manufaclure the highest quality product possible, and support it with the most conscientious service in Ihe industry

We guaranlee it.

Corporate Office, Stockton, California 2Og /957 -6360

Larry Hood, Executlve Vlce President ,ffi, .r

Manufactured bv P&M Cedar Products, Inc. in theii own sawmills