Merchant Magazine - February1988

Day after day, she's pushed herseH to the limits, practicing her best moves for hours on end. Because she knows at the Olympic Tiaining Center in Colorado Springs, they're only interested in one thing. The best.

That's why at Colorado Springs, they use L-P InnerSeal siding from LouisianaPacific. A siding with an inner-strength equal to ttnt of our athletes in

So when our best go to Calgary and Seoul, theyll have our support. Because we know what it took to get there.

'At L-B our people and our products embody the same values as those of our attrletes in fraining: excellent performance, a tough competitive spirit,

and deep patriotism. We're proud to be an official sponsor of the U.S. Olympic lf21n."-Harry Merlo, Chairman and President, Louisiana-Pacific. Call us todav to find out how L-P hlrer-Seal can perform for you. For complete information, specifications and samples, call Chicago area(312) 397-8833 or Los Angeles area(7l4) 582-0977.

Serving 13 Weslern Slales

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Parie Petty

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Conlact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca, 92660.

["rom Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole tlolm at (206) 774-3773 or 21819 77th Place west. Edmonds. wa. 98020.

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; $15-two years; $2O{hree 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-$98; surface-$30. 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 lumber and home center markets in 13 western states.

Loading Gapabilities

DAVID CUTLER editor-publisher

How about cutting 20o/o across the board?

THE first quarter of every new year often I brings renewed urgency within companies to save some money by cutting the inventory. While this can be a positive concept, the results are not likely to be favorable unless a good deal of thought, calculation and planning precedes the knife. Indiscriminate hacking of inventory can result in the company being short of what your customer needs.

Planning should recognize that the goal of the exercise is to increase profits, not merely cut costs. Saving money is only the method, not the objective. Remember that it's only the excessive inventory that should be eliminated, not the 200h of your stock that produces 80% of your profrt.

If you find the following four factors in your business you probably can productively trim some inventory. (l) growth of inventory not

matched by balancing increases in orders or sales. (2) eyeball inventory indicates dusty or weathered products in stock. (3) inventory turns are slow for your company and/or below industry averages. (4) ttre buyer continues doing his thing as long as space is available.

The wise manager recognizes that a study of the inventory situation can also produce pressures to spend more money to purchase more inventory. While this may frustrate those charged with lowering costs it should not always be dismissed out of hand. The objective is, after all, profits, not merely cuts. If selling from a full wagon can be demonstrated to make more profits, that may just be the way to go.

The delicate balance between the cost of carrying inventory and the needs ofyour customers is not a one time or some time thing. The best run firms correctly treat these allocations as vital to a company's profitability and survivai.

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

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-heart gades.

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

Our Ft. Bragg faciliry 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.

ATITYWESTERNRED CEDARPRODT]CTS

An excellent range of Clear Dry, Select Tight Knot Dry, aswell as Finishproducts are in stock and on hand for immediate delivery. Custom patterns are also available from Far \ffest Fir Sales'milling base in Huntington Beach, California.

QUALITY. KNO\$TLEDGE AVAIU.BILITY...

Far'West Fir Sales is Rival to None.

WE INVENTORY THE FOLLOWING:

Clear Dry Rough:

2X6 througlr2Xl2

Select Tight Knot Dry Rough:

2X6througfi2Xl2

Select Tight Knot Patterns:

lX6 & 1X8T&GVJ. Reversible (\(rP4R)

f X8 S/t Sq. Channel 1" Revel ResawFace

- VJT Back WCenter "V"

1X10 Rabbeted Bevel Siding Resaw Face (Totem)

IXI2 SIS2E

Any other special pattern manufactured upon request.

How to sell more cedar

hESIGN flexibility. which has l/ s,iven western red cedar an impJrtant role in home building for years, makes it a viable product to sell.

Dealers can offer siding patterns adaptable to any style of architecture. The siding shown in the home illustrated here is a basic product, but by no means the only one. Available siding materials include bevel, channel, tongue and groove, v-grooved and flush joint. All are available with one side smooth and the other rough or saw-textured.

Story at a Glance

Benefits to emphasize when selling cedar. product knowledge that can help close sales.. using cedar versatility to an advantage.

In addition to an easy to sell appearance with curbside appeal, western red cedar siding offers other benefits. These include natural resistance to decay and uncommon durability; the lowest volumetric shrinkage of any of the domestic species of wood; extremely low density, and a fine closed cellular structure which make it an excellent heat and cold transfer barrier. Applied properly, western red cedar has great weather resistance, taking exposure to the elements with minimal dimensional disturbance and resistance to pulling loose from fastenings.

Other sales points include being rated by the Forest Products Laboratory as one of the species of softwoods which works most easily with hand tools; extremely highly rated glue capabilities; high resistance to splitting, and light weight for easy handling.

Perhaps one of the most impor-

tant sales advantages of cedar is its compatability with a variety of finishes. Left without finishing, western red cedar weathers to a soft silver gray or the natural reddish finish can be preserved by applying a water repellent preservative. Those who prefer a uniform. cleanable surface

or a different color tone can use latex or penetrating stain to achieve the look they want. Color is also possible with the use of oil, oil alkyd or allacrylic latex paints.

Any way you build it or finish it, western red cedar sidine is a best seller.

C01{TEMP0RARY architecture can utilize cedar siding to an advantage. Unusual effects are oossible with the versatile wood.

A cedar remodeling portfolio

I NDOORS and out. cedar can be I the wood a do-it-yourself remodeler is seeking. Great looking and easy to work with, cedar can be used in a variety of ways to improve the appearance of a house or add to its livability.

Available in paneling, siding, posts, boards, lattice, shingles and slats, cedar adapts to rustic or contemporary designs. Low maintenance, natural decay resistance and an ability to accept paint or stain are among its attributes. In addition when left to weather naturally, cedar acquires a lovely patina.

Post these pages where your customers can see them or copy them to give to the customer wondering which wood would be best for his home project. They'll help you to sell cedar.

When space became tight in smaller house, a warm, colorful family room was created by converting twotar garage into a retreat for family or a room for entertaining friends. Walls, ceiling and built-in sofas are clad in western red cedar paneling.

Corner minidesk saves steps, keeps telephone handy behind hinged door, all clad in western red cedar board paneling.

Series of five offset sets of steps, surrounded by permanent boxes faced with western red cedar siding, leads the way to front entry of house on sloping site. Siding is stained same color as house, with 2x6-inch cap boards of planter matching house trim color.

Corner arbor of western red cedar 2x4s adds shady spot in garden; bench offers place to rest between outdoor chores.

Story at a Glance

Pictorial suggestions for selling cedar . - indoor and outdoor projects easy enough for a do-it-yourselfer. . ways to help your customers visualize the results of their remodeling.

Outdoor storage unit that blends well with house and garden fills useful role. With deck and roof extensions, all built of western red cedar, it also becomes alluring leisure haven.

Western red cedar paneling adds color, natural texture to remodeled bathroom.

Walls covered with colorful western red cedar paneling provide

backdrop for new cabinets, bringing new life to drab kitchen. Relocated refrigerator aids efficiency, also is covered with cedar paneling. Finishing with clear sealer aids in maintenance, retains cedar color.

Gdar screen with three sides. enclosing desk, telephone and files. serves as useful carrel.

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K, (v :%;

Cedar leader expert class is chain reaction

FOMMUNICATION and educaVtion are necessary ingredients in the making of any company, no matter how small or large. Its sales people must be familiar with what it can and can not do, and what its products can and can not do.

Even a worldwide, $2.5 billion-ayear company must tackle the problem. MacMillan Bloedel, Vancouver, B.C., did it through their wholesale lumber subsidiary's "Cedar Leader Expert Course," organized by cedar marketing manager Bob Thompson.

"We have 150 sales people in the United States and an equal number in Canada," Thompson says. "A seminar for all of them would have been unwieldy, not to mention costly and pretty unproductive." So, Thompson handpicked l2 representatives from the company's main sales areas. These twelve will continue the course by training others within their regions and assisting retailers, contractors, and other custo-

Story at a Glance

Why one major cedar producer educates a cadre of 12 to teach others in its organization as wellas passing on the information to its customers.

mers. The result will be an ongoing program.

The topic was a natural choice. MacMillan Bloedel is the world's largest western red cedar distributor, producing 150/o of the world's cedar. Also, Thompson says, "Cedar is less a commodity and more of a specialty item. It doesn't get lumped together as 2x4s for framing like other softwoods. It contains natural oils, whereas other woods need preservatives. And it offers longevity. This is wood that was used by the Indians 400 years ago for totem poles that are still around. Cedar lends itself to special attention."

Additionally, most employees had never seen a growing cedar tree. "Cedar grows up here in British Columbia and the Northwest, so some poor guy selling in the Southeast naturally wouldn't have experience in it," Thompson says.

From the start, Thompson wanted to establish goals forthe in-depth, one-week course and set goals for the company. Why was the training in cedar and not spruce? What is the company hierarchy? What are the roots of the company? Why are we forming a team? "As soon as everyone learned if we were a running or a passing team, they could learn the plays and the patterns," he says.

The class then learned the proPerties of cedar. Where it grows, how it grows, the difference between com-

mon and clear, commodity and specialty, how its properties rank against those ofother species, R-factors, flame spreading - everything was covered.

Next, a series of guest speakers explained the various manufacturing processes, beginning with how the trees are harvested. Specialists from the logging, production, milling and kiln drying departments shared their knowledge with the class.

A course on lumber grading followed. "These dumb technical symbols are used by all sales guys, but many don't understand them. And if they don't understand them, how can they expect the customer to?" wonders Thompson.

Finally, the class studied cedar applications, concentrating on how to build a house and potential problems that could arise. If something went wrong, how much responsibility should the company assume? Did the sales person misrepresent the product? Was there a manufacturing defect? Should the company replace the house, the siding? What standard should be set for the company?

Each graduate went home with his own five-inch thick manual, complete with color photographs and technical data. Ifarchitects or anyone else had specific technical questions, the MB rep could turn to the manual for the exact answer.

"The course seemed to be a hell of a success," smiles Thompson, "at least based on the telephone follow up. People keep calling back for additional information to answer other questions that keep arising."

The course answered a lot of questions for Doris Kuhn, MB rep in Pascagoula, Ms. "Now when the mill tells me they can't make a certain bevel for me, I understand why," she says. "lf they say they can't make me a utility grade item, I don't get upset any more, because now I know how the mill runs."

The customers also get some answers. Jean Nadeau, another sales rep, explains: "l'm definitely able to give them more than just a price now. I can tell them why they should use a particular grade of wood."

The ultimate success of the cedar expert course is in the hands ofthese twelve teachers. Says Thompson, "We must keep interest up for the key people. But given the course's success, we might have another two or three vears down the road."

Gan You Dig It?

At San Antonio we make every effort to provide you with exactly the buildings you need for efficient operation of your company. To this end we recently purchased a special Digger Truck (small photo) to ensure our high standards are met throughout construction. It is being used in foundation, utility line and general site preparation work.

The job shown (large photo) at Western Amer. ican Forest Products, Inc.

in City of Industry, Ca., includes two 10,000 square foot buildings plus an additional 4,000 square foot structure. To protect the valuable hardwood stored inside, each building has perimeter concrete footings for

water control. When completed the three structures will be totally en. closed by T 1.11 siding. Whatever your build. ing requirements, San Antonio will do a quality job at a price you'll like.

(7141525-7790

P.O.

(916) 437-2303

Five experts discuss the current ced ar situation

I\EDAR is one softwood with a Vspecific point of supply but universal demand. Here a panel of leading cedar experts from different corners of the country speak out on the current state of the cedar business.

Q: How are current cedar sales?

Mike Carlson, vice president, Loth Lumber, Gold Bar, Wa.: Right now, the export market is good and it looks to continue that way. Domestically, tight knot items have stayed fairly level. I suppose dealers want to keep up their inventories for the spring. Activity for December was fairly strong.

(August), and most mills will tell you that with rising log prices, they'll have to raise their prices. But, frankly, log costs will never determine price. It's all supply and demand. All the mills are going at full production now and, considering shut down and start up costs, they'd rather run and lose money.

Q: Should we expect the steady sales for cedar to continue?

Donny Taylor, general manager, Klumb Forest Products, Mobile, Al.: Western red cedar will always sell real well because of the nature of its properties: its resistance to decay, warping and splitting. It makes it a formidable, viable product in many

areas, such as here in Southern Alabama, Southern M ississippi, Southern Louisiana and the Panhandle area of Florida.

Q: What cedar products are currently selling well?

Adkins: The key products now are, first, fencing items with dealers gearing up for spring purchasing. And second, 5-l/4 x 6 deckings, because of the extreme shortage last year.

Story at a Glance

Tom Burdge, sales/marketing, C&D Lumber Co.. Riddle. Or.: Business has been good since last fall. There wasn't the usual October-to-December seasonal decline. And it should be stable over the next six months at least we're hoping it will.

Q: What effect will rising costs have?

Terry Adkins, partner, cedar dept., American International Forest Products, Portland, Or.: Currently the cedar market is flat, with no direction. Prices are down slightly from

U.S. cedar specialists discuss the softwood's special properties. hotitems. current business trends...comparing different species .buying tips.

Carlson: Decking materials have also been very, very strong over here. In fact, there should be shortages again this year. In contrast, common lumber has been slow, but it's probably just the time of year.

Q: Rny other cedar products not particularly hot right now?

FAST - moving cedar decking items may be in short supply for second consecutive year.

February 1988

Michael Bryan, sales manager, Thomas Lumber Co., Cummings, Ga.: In my particular area, cedar siding is not as popular as it has been. In decking, it's more popular, as people seem to be moving away from treated yellow pine. So dimension cedar is up. But demand fluctuates. It's not a trend and certainly not indicative of the South as a whole, just of the Atlanta area right now. Big cities go through cycles. The more traditional brick look is in right now. In the outer areas, it's the more rustic appeal. And in the coastal regions, there are even more wood sidines.

Q: But doesn't distance put cedar at a disadvantage?

Bryan: I disagree. The most common wood in the Southeast right now for construction is spruce from Canada. The only natural product here for siding is cypress, and it's in limited supply and is offensive to use for some. That leaves only redwood and cedar. People used yellow pine when that was all we had; it was clear, center cut, high line pine. But that wood is mostly gone now, so the price would be very high.

Q: ere there major differences between the different species of cedar?

Adkins: The difference is in the different color and knot structure. And they may be graded on different rules.

Taylor: Inland cedar is more expensive, yet it seems to contain more sapwood, making it less resistant to decay and termites. Down here, we have tidewater red cypress and the closer it grows to the shoreline, the redder its color and the greater its salt content. This makes it more resistant because there is less sapwood, which tends to rot. California redwoods withstand rotting similarly. We believe cedar's also the same way.

Q: What should dealers look for in choosing a cedar wholesaler?

Adkins: Experience. My partner and I have been buying lumber for 25 years. We have extensive product knowledge and mill knowledge; the same product from different mills can mean the difference between night and day. We know who prior selects and picks patterns. And we know what regions like what, so we don't quote information to them if we know beforehand they don't want ir.

Premium Quality

Lumber

Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds.

Half Pak Hf.L. and PI{.

Q: Is there anything to look out for?

Adkins: All cedar - if it's not S4Sis not grade stamped, so wholesalers can play grade games with you if they're lacking integrity or just don't know what they're doing.

Q: What does the future hold for cedar?

Burdge: I think we'll see more and more demand for exterior landscaping due to environmental concerns over treated products.

Bryan: In the rural, resort and mountain areas, wood will always be popular. You can't get that look with hardboard, brick or synthetic materials. It's more than a phase.

Sl-0W sales of cedar siding reported said to be a part ol a fluctuating cycle.

Port Orford cedar= quality in limited quantity

IAUSTOMERS who like the unusVualand unique will be intrigued by Port Orford cedar, a light-colored cedar with a small market in the U.S.

Grown exclusively in a limited area on the Pacific Coast between Coos Bay, Or., and Eureka, Ca., this cedar is often called the wood with the porcelain finish. Uniform and fine in texture, it has a straight and even grain with nearly white to pale yellowish white sapwood which is difficult to distinguish from heartwood.

Good machining properties, moderate shrinkage, lightness, an ability to stay in place and a resistance to decay make Port Orford cedar a good choice for outdoor projects such as planters, fences, decks and siding. Although it willweather naturally to a silvery light gray without weather checks, it also has good paint-holding properties. Paneling and closet linings are favorite interior uses for the wood.

Although domestic production is limited, less than four million board feet annually, quantities of Port Orford cedar logs are sent to Japan where they are a substitute for that country's native white cedar. A favorite of Japanese builders and craftsmen for centuries, the wood is used for construction and repair of shrines and temples as well as in

woodenware, novelties and the toy industry.

In this country, sports fans are often on more intimate terms with Port Orford cedar than the rest ofthe population since it is used for seats in stadiums throughout the country. Its exceptional strength, nearly as strong as white oak, makes it ideal for this use.

Crump Stadium, Memphis, Tn.; Baylor University Bowl, Waco, Tx.; Stanford U. ; University of Arizona, Tucson, Az.; Parker Stadium, Oregon State University, Corvallis, Or., and the Rose Bowl, Pasadena. Ca., are among the most well known structures equipped with Port Orford cedar seats. Bleachers on school campuses, at parks and recreational areas and in amphitheaters have been constructed of Port Orford cedar for many years.

Although it is a relatively unknown species, Port Orford cedar has a long history of use and durability. Records show that in l88l Lewers and Cooke sold 10,377 feet of Port 0rford cedar to the U.S. Department of Interior for architectural millwork at Iolani Palace, Honolulu, Hi. In the 1960s and 1970s, the woodwork, which had been painted in 1915, was refinished and restored. The renovation included milling 28,000 Port Orford cedar

slats to replace a portion of the approximately 52,520 slats used in window shutters.

Scotland also has used quantities of Port Orford cedar over the years for high class interior finishing. A substitute for first quality Quebec yellow pine, Port Orford cedar has been used for the interiors of many well known buildings in Glasgow as well as in larger homes. The wood has been popular for architectural panels in ships built in the Clyde River Shipyards in addition to being used for decking on yachts.

Story at a Glance

Ways to market Port Odord cedar for outdoor projects, interior jobs such as paneling or closet linings. .. limited availability can be a plus with customers who value exclusiveness.

Although limited quantities of Port Orford cedar are being manufactured in 1988, the dealer who has access to it can sell its durability and workability as well as its appearance and limited quantities. The customer who likes to work with oualitv will appreciate its assets.

0RF0R0 cedar is suitable for siding. lt can be left to weather naturally to a silvery gray or painted or stained.

NEWS Bh] IEFS

Takeover ofPay'N Pak, Kent. Wa., by PNP Prime ('orp. (lormerly Rosewood Corp.) has resumed since Pay 'N Pak failed to acquire a large unidentified home center chain; shareholders are expected to act on the takeover in March . .

.\an Luis Mitt & Lumbcr, San Luis Obispo, is now Ha.vvard's San Luis Mill and Lumber (see p. 32 for story) Home Depot htts opened a new store in La Mirada, Ca....

HomeClttb, lnt'.,'snewest location is a 104,859 sq. ft. warehouse in Chula Vista, Ca. Dixieline Lumber has purchased a 52,000 sq, ft. Vista. C.ia., building formerly occupied by I{andvnan for $2.2 million . .

Pete's Lumber and .StrPPlY, Seaview, Wa., has been sold to Rodger and Janice Morrison by Pete and Gerrie SYlvester Danville Homc lmproventenl Center Inc.. is opening stores in Brentwood and Pleasant I lill, Ca., this spring . .

Lutton's True Value Hartlv,ara ,Slorc, Sisters, Or., is negotiating lo open a store west of town . . Yellow, Front has purchased space for a hardware store in Timberhill Shopping (lenter. (lorvallis. Or.

Ontario Lttmber und Hurdrrort' Co., Ontario. (1a., has been sold by Bob Mohler to Jirn Hormuth whose Qualit,y Lumber, Santa Ana, Ca., wils closed by' a redevelopment project

Horris Lumber Co., A 79 year old Inglewood, (-a., retail operation, is closing with the retirement ol' Phil Robinson. owner for 28 years, who is selling the property

.San Ramon Valley Mill& Lttntber Co.. I)anville, Ca.. plans to close on lVlarch l-5, condemned b-" the city for the extension of Ii.ailroad Ave.: owner llud Spcncer is uncertain about relocation .

.4nfinsott Lunber .9ale.s has nroved into the liontana. Ca.. facility formerly occupied by Gregorv, lt'oresl Produtls'. Anfinson, a wholesaler, had previously been at the samc krcation in Pomona, Ca., lor 3,5 years; .Strciglt Edge .Sfevctktre .\ervit'e has nroved from Riverside. Ca., to the fornrer Anfinsonpropgl'11'...

Sale of the lumber division of Wickes Cos. to members of management collapsed in late Jan. clue to lack of linancing; Drexel lJurnharn Lambert Int. will reopen negotiations with potential buyers.

Stu Jones Luntber C'o. is a new lJpland, Ca., wholesaler opened by Stuart Il. Jones ... Popp Forest Producf\ Steve Popp owner, is a new Porllancl. Or.. office wlrolesaler

('lruntpitttt Intt'rnutionalls I)ee. Or., millshuttered 2-112 years ago has reopened under new ownership as D<'e l'itrc.st l'nxltttt.s

The Pacilit Luntbar Cct. has nroved its So. Ca. sales olJ'ice from [:l Toro to (]ostn N'lesa. Ca.. llill Jones, r.ngr.. assisted by .lohn Allen and Cheryl Bahnenran... Uniyarsal Luntber ('o. has mor.,ed fronr S.W. lleaverton llw3,'. to new offices at 7185 S.W. Sandburg Rd., Portland. Or.. 9t 223.

Tttcsott Mottltlitt.q Ct.r., I ucson. Az., is ir new six nroulder plant proclucing solid lineal Ponderosa

pine . Houston Lumber has opened new door, floor and roof truss plants in North Las Vegas, Nv,

{Jnity Forest Pradut'ts. Roseville. Ca., is a new wholesale/ reman co. opened by frnita Nordeck and Mike Smith with Steve llagen, Til Johnson and Hd ('agle in sales . .

lllack & Det'ker surprised '4nterican .Standard with a $56 a share ($ l .8 billion) unsolicited takeover bid. .. Duro-Last Roo/ing, Inc. will open a West Coast mt!. and distribution center in (irants Pass. Or. .

Nutional Lurnber tt .\uppl"t' Inc., lrountain Valley, ('a., dipped 2.61'h in lhird quarter sales . Porlatch Co. paid a $.9375 per share stock dividend in Jan . . . Georgia-Paci./ic had record nel income of'$458 million in 1987 . Boisa Cascode Corp. had a 78t'lt 4th quarter 1rrofit gain ... ('lnmpion gained 2Jo/rr. . . Union Camp 's profit climbed 37\tA lor the quarter

Weyerhaeustir Cb.'s 4th quar- ter earnings jumped 3-5%r .Stanline, fic,, Norwalk, (1a., had a record 4th quarter net inconre of $48l ,000 Pa.y ',ry Pak .\tores Inc'., Kent, Wa., doubled profits in the 3rd quarter

Lunrber produt'tiott in the west hit all-time levels in 1987 with 10.2 billion t-eet produced on the coast and I 1.3 billion ft. inland for a total of 21.5 billion feet

Residential building, annualized at $115.8 billion, rose 2tY, in Dec. with nrultifanrily project declines ot-fsetting single ftrmily home gains lotal value of all 1987 construction was a rat'ord 5254.7hillion...

Housing s/drli' in I)ec. (latest figs.) fell 16.Ztil' to an annual rate ot' 1.37 rnillion units; single fanrily starts fell 7.80/,. multifanrily, -13.6{I,: bldg. permits, 8.8'X, . . . total housing starts in '87 declined 10.4(X, to 1.62 millionunits...

GALENDAR

FEBRUARY

Central Builders Supplies Co. - Feb. 10-11, annual buying show, Louisville, Ky.

Lumber Merchants Association of Nothern CaliforniaFeb. 11, insurance trust meeting, San Jose, Ca.

National Association of Credit ManagersFeb. Ll, Colorado lien law workshop, Marriott West, Denver, Co.

Lumber Association of Southern CaliforniaFeb. 12, general meeting, Sea Lodge, La Jolla, Ca.

Black Bart Hoo-Hoo ClubFeb. 18. initiation. The Palace Hotel, Ukiah, Ca.

Hoo-Hoo-EttesFeb. 20, national board meeting, Griswold Inn. Claremont. Ca.

Montana Building Material Dealers AssociationFeb. 2527,last annual convention, Holiday Inn North, Billings, Mt.

Western Hardwood Association - Feb. 25-27, grade rule school, Thunderbird Inn, Kelso, Wa.

Los Angeles Hoo-Hoo ClubFeb. 26, initiation, golf & dinner, Imperial Golf Course, Anaheim, Ca.

National Building Material Distributors AssociationFeb. 27-29, executive committee & convention planning committee meetings, Hyatt Regency New Orleans, New Orleans, La.

National Wooden Pallet & Container AssociationFeb. 27March 1, annual meeting, Hotel del Coronado, San Diego, Ca.

MARCH

International Hardwood Products AssociationMarch 1-5, annual convention & World of Wood, The Registry Resort, Naples, Fl.

National Association of Remodeling IndustryMarch 3-5, annual convention/exposition, McCormick Place, Chicago.

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

National Lumber & Building Material Dealers AssociationMarch 4-8, Conference with Congress, Washington, D.C.

Cologne International Hardware Fair - March 6-9, sponsored by American Hardwars. Manufacturers Association, Cologne, West Germany.

Mountain States Lumber & Building Material Dealers AssociationMarch 10-11, buying show, Denver Merchandise Mart. Denver. Co.

National Home Center ShowMarch 13-16, McCormick Place, Chicago, Il.

Western Wood Products AssociationMarch 15-18, spring meeting, San Francisco, Ca.

Black Bart Hoo-Hoo ClubMarch 16, Sports Night, Santa Rosa, Ca.

Inland Empire Hoo-Hoo ClubMarch 18, dinner/speaker, El Prado Golf Course, Chino, Ca.

National Kitchen & Bath AssociationMarch 18-22, annual conference/show, Washington, D.C.

World Exposition of Tile & Bathroom FurnishingsMarch 23-25, Miami Beach Convention Center, Miami Beach, Fl.

Canadian Funds For Red Cedar

Funding by the Canadian government of a five-year market development program for red cedar shingles and shakes has been announced by the Red Cedar Shingle & Handsplit Shake Bureau, a Bellevue, Wa., trade organization that represents shake and shingle mills in the northwestern United States and British Columbia.

"There will be a federal contribution of more than $7 million, over the next five years, from Canada's Western Diversification Fund. It will greatly augment a program aimed at increasing demand in the United States for these products. The Bureau, as the recognized authority, has been selected to administer the funds, as part of the ongoing promotion of our Certigrade and Certi-Split

labels," said Mike Westfall, president of the bureau.

"In recent years there has been an erosion of the U.S. market, as a result bf aggressive campaigns by much larger competitive roofing manufacturers. And, since nearly 1000/o of Canadian production of shakes and shingles is marketed in the U.S., the Canadian government has taken a giant step to help the industry to once again reach its full potential in product sales, and to create new jobs in this and peripheral industries on both sides of the border," he added.

The program will be directed at specihc geographic and demographic markets, to enhance product image and acceptance. It will include a substantial educational program aimed at builders, architects, roofing con-

tractors, legislative and regulatory officials and fire people.

Two Mt. States Buying Shows

Building material buying shows will be held in two locations this spring by the Mountain States Lumber and Building Material Dealers Association.

A two-day format featuring 130 exhibits will be held in Denver. Co.. March 10 and 11, at the Denver Merchandise Mart. A one-day format featuring 70 exhibits will be held in Salt Lake City, Ut., April 14, at the Salt Palace Convention Center.

"This is the third consecutive year for the Denver show and the first year for the show in Salt Lake City," according to executive vice president Fred Caruso.

. Jenklns: Double End/Single End Machining Centers.

. Cenrco: WidsBelt Sander & Borino Machines.

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The Merchant Magazine

testing equipment that pounded, pushed and trampled to demonstrate the quality of the merchandise.

Within the lumber and building material industry lies more opportunity to demonstrate than in most other businesses. Cutting wood, hammering and drilling are all natural attention getters. Just watch where the crowds gather at trade shows. We can show homeowners how to build it, assemble it, fix it, decorate it, store it, hide it, enlarge it and make it damage-proof. The demonstration potentials are limitless.

f'!

nenr vALUE. low prices. good V service, credit, convenience, all help to differentiate one retailer from another. So does retailing show business. the entertainment-while-shopping factor. It brings in trafTic and sells products. Too little show business is being offered in home center retailing.

Major department stores have been using animation and sound to attract educated customers. Videos have become commonplace in every specialty department. Malls are attracting customers with fashion shows, jugglers, make-up demonstrations and iazz bands. Even

street hawkers use animation to sell their merchandise. (Anybody remember the "tell ya what I'm going to do" pitchman on the old Milton Berle Show?)

I visited New York, Philadelphia and Washington during the Christmas shopping season. Again, this year crowds were drawn to the animated windows at Macy's, B. Altman and Lord & Taylor. Macy's had demonstrators in their key departments. Toy animals walked, talked. skated and danced. Perfumes and cologne samples were squirted at passersby. Magicians turned cards and made coins disappear, reciting their sales pitches as a part of their acts.

Ikea. the world lamous RTA furniture retailer, glass encased mechanical

If my guess is right, store sponsored off-premises do-it-yourself shows will not cycle again for another five years. Why not bring these demonstrations back into the stores? Sure it takes planning, space allocations, promotion and, sometimes, vendor cooperation, but the results are measurable.

Use the high traflic hours for short product demonstrations. Consider after hour clinics too. They make for repeat traffic and sell big ticket packages.

Don't limit your show business activities to the d-i-yers. Your professional customers can be motivated by demos.

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A n INfgNSIVE and practical course

Aro rrarn your nrgn porenuar employees in the basic aspects of building material marketing wilt start this month.

The first session will be held at WBMA's learning resource center in Olympia, Wa., Feb. l7-18. Other sessions will be held March 16-17 at the Red Lion Inn, Springfield, Or., and April l3-14 at the Red Lion Inn, Boise, Id. Class hours will be 8 to 5 with one evening session.

The course will be conducted by expert industry instructors to help you train your people expeditiously to be better informed and confident marketers of building materials. Reference material will be included. Promising employees including those preparing to accept higher responsibility, those who feel it is time for a refresher course and new employees should attend.

Practical sales training including customer relations and telephone usage will be taught in the first morning session followed by a two hour class on building material math. Basic construction and proper product usage will be topics of discussion after lunch followed by instruction on how to bid, sell and serve the contractor and construction package market. An evening meeting

will deal with how to sell lumber products.

The second day of classes will open with an hour presentation on selling millwork and doors. The rest of the morning will be devoted to selling plywood and construction panels. The afternoon session will concentrate on how to sell paint and sundries. Wood finishing, paint applicators and tools, stains, sealers and clear finishes, solvents, removers, strippers, cleaners, pastes and powers, fiberglass, interior, exterior and specialty finishes, caulks and adhesives will be covered.

The cost is $150 per employee for WBMA member firms and $200 per employee for non-member firms. This fee includes registration, manuals and two lunches. A limited number of people who wish to attend specific one day sessions will be accommodated. Registration is being handled through the WBMA oflice.

Questions, Cluestions

Do home center customers have questions? Yes, according to Pop Larsen, the answer man for Builders Emporium. His customer service staff answered 80,000 telephone calls during 1987, providing help on thousands of d-i-y projects.

WAYNE GARDNER

efecutive vice president

ASC is moving into 1988 with new leadership.

Dick Hawthorne, Northridge Lumber Co. , is the president. Dick will be ably assisted by Marty Temple, Weyerhaeuser; George Swartz, Mar Vista Lumber Co.; Daryl Bond, All Coast Forest Products, and Bob Slettedahl, Lumberman's of Palm Springs.

Currently plans are underway for a series of area meetings to begin March 29th and continue through April 2l. The meetings will take place on Tuesdays and Thursdays.

Just as you read this article, the general membership and board will be convening in La Jolla for the first meeting of 1988. This one will be followed by meetings on May 12 and Aug. 4

The annual management conference will be held Nov. 9-13 in Palm Springs at the Marquis Hotel. This year some of the

Arizona Lumber & Building Material Dealers will join LASC members. Since there is a similarity between the two groups, it was felt that a joint meeting might be in order. It's going to be a great success, judging by the interest shown already.

The Second Growth oflicers Mike Prediger, Drew Sasser, John Allen and Julie Hogg met in late January to plan their activities for the meetings they will have in March, June, September and December.

The June meeting is the annual weekend seminar at Rancho Bernardo. The dates this year are June 3-5. You might want to put those on your calendar now so that nothing will be planned to conflict with that meeting. This applies only if you're 40 or under or plan to send some of your people in that age category.

Plans are underway to do a wage & salary survey in 1988, as the association has done in past even numbered years. There is a committee studying the rail situation, trying to develop ways to work

with the railroads and improve service between shipper and receiver. What with deregulations, mergers that were not allowed by the federal govemment and the normal problems of equipment maintenance, track outage and short crews, the committee faces a formidable task.

The Western Building Material Dealers Association, the lobbying group in Sacramento, will meet monthly to review legislation aflecting the lumber distributor.

1988 promises to be an active year and a good year, the doomsday syndromers not withstanding. LASC's purpose is to help its members in those areas where they can't help themselves, where joint forces work more effectively than single entities. If you are not a member, perhaps now is the time to join. Call (818) 965-4344. We are there to help.

Air-powered Tools For D-l-Y

April has been designated as National Fix It With Air Month by the Home Air Compressor Association which recommends air powered tools for spring cleanin_g and home fix-up. Dealers who sell home air compressors can join the promotion by contacting the association.

E.J. JOHNSON executive vice president

A LSSA president Michael O'Malley hand the 1988 convention chairman Don Hossack announce this year's convention site to be The Crescent Hotel in Phoenix.

Convention dates are Friday, May 13, and Saturday, May 14. The Crescent is a new facility conveniently located at Dunlap and l-17, close to Metro-Center Shopping.

A special hotel room rate of $60 per night has been arranged for convention attendees. This includes use of the hotel's complete health club, squash and tennis courts. Concierge rooms and suites are available at somewhat higher costs. Reservation cards and registration information will be mailed soon.

This year's convention structure has been revamped to emphasize the best aspects of past events. Friday the l3th

will be the theme for the kickoff of the Bill Bell - Dean Drake memorial golf tournament jointly sponsored by the Phoenix Hoo Hoo Club and the ALBSA. Prizes and flun are in store for those who participate in this unique "Black Cat" day.

Friday night is western steak fry time at the local favorite, Bud Brown's Barn. Between Saturday morning's continental

U.S. Lumber Popular ln England

More than 12,000 pieces of U.S. lumber literature were distributed at the Interbuild '87 show in London recently with more than 400 inquiries on American wood products produced, according to Western Wood Products Association's international field representative Robert Kincaid.

A record crowd of nearly 150,000

breakfast and the keynote luncheon at noon, a variety of speakers will discuss pertinent topics of interest to all. The convention will conclude with the ever popular Wholesalers Extravaganza Night.

This year's convention edition promises to be a continuation of business and good times with friends, customers and prospects. Of particular importance is the reduced convention registration fees of $90 per member ($60 per member spouse) and $150 per non-member. The golf outing will be extra.

Put the dates on your calendar now and plan to enjoy your Friday the l3th and the 14th with all of us in Phoenix! F'or further information, call the ALBSA at (602) 219-2376.

attended the show which has the reputation of being Europe's most prestigious building trade event. WWPA and the Southern Forest Products Association co-sponsored the U.S. exhibit. Demand for U.S. lumber in Europe has been growing since 1985 with 1987 shipments up 17% from those in 1986.

STATES

FRED CARUSO executive secretary

FI RESIOPNT of the MSLBMDA for f 1988 will be Steve Olson, president and general manager of Build-Rite Lumber and Supply, Rawlins, Wy.

Olson has been president of BuildRite lumber for the past I I years. This business was started in Rawlins in 1963 as an offshoot of the L.M. Olson Construction Co., which was owned by his father. Steve's wife Janet is active in the day to day operation of the company which recently opened a branch in Saratoga, Wy., at a former Diamond Lumber location.

Exhibit space is completely booked with exhibitors on a waiting list for the two-day building materials buying show to be held in Denver, Co., March l0 and 11. The 130 booth show will be held at the

Denver Merchandise Mart for the trade only. Entrance is free to retail lumber dealers, their employees and spouses.

More than half of the exhibit space is booked for the 70 exhibit show to be held in Salt Lake City, Ut., April 14, at the Salt Palace Convention Center. This show, which is a first, will serve dealers in the Intermountain region of Utah, Idaho, Western Colorado and Western Wyoming. Entrance requirements will be the same.

Future Dates

Check our Calendar on Page 20 tor information on upcom' ing conventions, meetings and trade shows in your region.

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I n vOU think your 1987 was trau- I matic. trv this one.

A banking executive and a storage and transfer operator teamed up in early 1986 to purchase and run a lumber yardhardware store. Their takeover was completed in August of 1986. The volume at that time was nominally $5,000,000. The split was 80% contractor and 20% consumer.

The facility was located on the main drag in the downtown area of a large suburb of a major southwestern city. Everything north of its location was bedroom communities; not a lumber yard or a hardware store existed in the northern half of their trading area.

Given this, it was their belief that something had to be done about that 200lo consumer share. Renovation of their 20,000 square foot hardware store was completed and then $100,000 was

pumped into advertising beginning at about the time the price of oil died.

By March 1987 they realized that, despite all efforts, consumer sales were just holding their own and contractor sales were off by some 35%. This translated into a $1,000,000 loss in contractor volume from July through February

Although they immediately shifted their attention to the contractor, by June their contractor sales volume loss had blossomed to $1,500,000. But from March through May they had implemented a turn-a-round that took hold in June and recouped all the sales they had lost from July 1986 through May ($ I ,500,000) By November the contractor sales year wound up 270/o ahead.

Unlike most of you, these two guys were neither accomplished merchants nor knowledgeable lumbermen and they were faced with major league size problems in both fields. They credit their upstream performance to four actions they took.

The Merchant ilagazlne

First, they reduced staff. They went from 35 employees to 19.

Second, they went to their remaining contractor customers and asked what they would like to have in the way of sales representatives.

Third, they hired these sales people from companies with which they were competing.

Fourth, they put together a compensation and sales aid package they thought would generate good sized earnings for both the company and the employees.

As of this writing, the entire metropolitan area continues to be economically depressed, but the company is making money and expects a big year in l 988.

You figure it. The only thing apparent here is that it's amazing what can be done when you don't know it can't be done.

Lest you still think that there might not be any business in your area, try this exercise. On a large scale local area map, draw three circles around your location. One representative of a 10 mile radius, a second, a 20 mile radius and a third, a 30 mile radius. Next, make. a list of the cities within all three circles.

Major metro area lists like this will yield 100 to 150 city names. The yellow pages will tell you how many contractors, remodelers and commercial establishments there are in your area. Finally, make a list of the ones you aren't selling.

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Natl. Show Awards Innovatots

The 1988 National Home Center Show has selected 2l finalists for its annual Innovator Awards Competition, which honors new products and/or new merchandising.

A national panel of retailers judged 297 entries, with winners to be determined on the first day of the March l3-16 show at Chicago's McCormick Place.

Finalists for new products included Intermatic, Kwikset, LCB Corp., LeelRowan Co., Micro-Trak Systems, TeCam Corp., and TechnoTherm Corp. Exhibitors recognized for merchandising were Ametek, Borden, The Cedar Works, King Cotton, NoMix Corp., and Roto Frank of America.

Nominated for a combination of product and presentation were Clairson International, Koppers Co., Ply*Gem Manufacturing Corp., Shower-

Ouolitv lUestsin

Rite Corp., Stanadyne/Moen Group, Sterling Plumbing Group, and Warner Manufacturing Co.

Retail Sales To Dip In'88

Long term forecasts of retail sales see the U. S. consumer going into 1988 just about tapped out.

Hardware stores and lumber yards are among the retail businesses expected to have constant dollar sales declines, according to James Newton, president of Economic Perspectives. His forecast sees hardware stores experiencing a better than 40/o decline in sales.

Personal income growth after inflation adjustments is essentially flat; debt to income ratios have fallen only slightly from their 1986 cyclical peaks and the personal savings rate is far below historical norms. With the recent loss of their stock market savings cushion, consumers will no longer be in a position to lead the economy through another year of solid growth. As a result, inflation adjusted total retail sales are expected to fall by 0.50/o during 1988.

Hayward Buys San Luis Mill

Hayward Lumber, Salinas, Ca., has acquired San Luis Mill & Lumber, San Luis Obispo, Ca., from Roy and Gerald Parsons.

The business has been renamed Hayward's San Luis Mill & Lumber, according to Homer Hayward, president of Hayward which operates lumberyards and home supply centers in Pacific Grove. Carmel. Hollister, Raso Robles and Morro Bay from Salinas headquarters. Rudi Lokkart is branch manager in San Luis Obispo.

G0U. GE0RGE Deukmejian recognized Donald Hollman (left) for service to the industry at the annual meeting of the Western Euilding Material Dealers' Association with a citation presented on his behalf by Dick Nash, gen. mgr. of the Building Industry Credit Association. Hollman has been a credit manager for 38 years, a member of the Building Industry Credit Association board ol directors for 16 years, serving twice as president, and president of the Western Building Material Dealers in 1985-86.

Don l{eller Soles Monoger

Big San Diego Retailer Sold

Western Lumber Co., Inc., San Diego, Ca., has been acquired for aPproximately $40 million by Georgetown Industries Inc.,a Charlotte, N.C., company controlled bY the Kuwait government.

Western, one of the largest suPpliers of building materials to building contractors in the San Diego area, includes a distribution and milling complex in nearby National City and l0 building materials centers. "Westy's Lumber and Building Materials" is the trade name for the retail outlets, The comPanY also owns Western of San Diego Fund Control division in National City and Solana Beach, a provider of financial services to home builders and lenders.

Allen Quimby, President and owner of Western with McCown De Leeuw & Co., a Private venture banking firm operating out of Menlo Park, Ca., and New York CitY, will continue as president. Established in 1904, Western has annual sales of $125 million. QuimbY and McCown De Leeuw acquired it from Boise Cascade Corp. in 1985.

Georgetown's controlling interest

is held by the Ministry of Finance in Kuwait, according to Roger Regelbrugge, president. They also own Ceorgetown Steel Corp. in South Carolina and Waccamaw PotterY, a retail chain.

tndustry Pros Share Wisdom

Issues affecting home centers will be considered by executives from inside and outside the industry at the Home Center IndustrY Conference, May 10-12 at the O'Hare Marriott Hotel, Chicago, Il.

"We're confident that the conference program and format will provide a conducive environment for executives in our industry to develop a strong dialogue," said William P. Farrell, executive director of the American Hardware Manufacturers Association.

Program particiPants from within the industry will include both home center and building material manufacturer executives. Professors of business and marketing from several prestigious universities also will participate.

tlardwood Products ExPo

The International Hardwood Products Association will hold its 32nd annual convention and sixth international forest products exhibition, "World of Wood '88," March 1-5 at The Registry Resort, NaPles, Fl.

The theme for the convention is "Timber Our Renewable Resource." Highlights will include a keynote address by Dr. GarY Hartshorn, the Tropical Forest Center; the forest products exhibitionl country product seminars, and industry sector sessions and displaYs.

Supplier participation in the forest products exhibition will be the largest in recent years. IHPA has received definite commitments from:

AIMA Asociacion Industriales Madereros, of Quito, Ecuador; Industria E Comercio Irmaos Zugman S. A., Sao Paulo, Brazil; the Malaysian Timber IndustrY Board, Kuala Lumpur, Malaysia; and the Timber Export Development Board, Takoradi, Ghana. In addition to participating in the exhibition, each delegation to the exhibition will be allotted time on the convention program for a product seminar.

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I Ul I I H{\l ll ll tr\l/A\l I \ U L5 U U e, W, UU LrLILle, rrliiii$itlii;i:i:i:l:i!:ii:lili:l:lil:l:l:ilii:iiitili:i:;il:l:iliiiiiili:iiiiili:::l:lil:li:i:ililil::11

Bob Hudson has been promoted to mgr. of Monarch Building Supply, Kona, Hi., according to pres. Jim Rodden. Creighton Kauwe is now mgr. in Hilo, Hi., and Bob Johnson, Big Island district mgr.

Steve Cole is new to Tutt Forest Products, Eugene, Or.

Rick Suchecki is now in mill sales at Fallow Forest Products, Lake Oswego, Or.

Dennis Miller has been named pres. of Greenwood Forest Products, Lake Oswego, Or.

Karl Drexel is new to sales at Noble Lumber Co., San Rafael. Ca.

Dan Cerdena, Western International F'orest Products, hardwood div., Portland, Or., has been promoted to dimension sales mgr., according to Keith Casarona.

Stephanie Reudas has been promoted to contractor sales at Ganahl Lumber, Garden Grove, Ca.

Roy Jacuzzi has been named pres. and c.e.o. of Jacuzzi Inc., Walnut Creek, Ca., according to Sir Gordon White, chairman of parent co. Hanson Industries.

Paul Hylbert, pres., Sequoia Supply, Irvine, Ca., will be a panelist at the American Hardware Manufacturers Association's home center industry conference in Chicago, Il., in May. Other panelists include Leonard Gertler, All American Home Centers, Downey, Ca.; Terence L. Smith, California Hardware Co., La Puente, Ca., and Bruce Berg and Arthur Blank, Home Depot.

James K. Garman has joined the Red Cedar Shingle & Handsplit Shake Bureau, Bellevue, Wa., as a No. Ca. field rep.

Mark Majors is now sales mgr. of the industrial lumber marketing group at Sierra Pacific Industries, Redding, Ca. Sales mgrs. for the other new marketing units are Claude "Scotty" Scott, dry commons, Terry Kuehl, Douglas firlexport, and Loycrc Dean, millwork.

Mike Prediger, Terry Lumber Co., Burbank, Ca., has been elected pres. of the Lumber Association of Southern California's Second Growth. Drew Sasser, Buena Park Lumber Co., Buena Park, is v.p.; John Allen, Pacific Lumber Co., Costa Mesa, treas., and Julie Hogg, Newquist & Bergstrom, Newport Beach, Ca., sec.

Kathie Fountain, Wilsonart, Santa Fe Springs, Ca., has been named 1987 Sales Rep of the Year.

Tracy McGinn is the new sales mgr. at James Hardie Gypsum, Los Angeles, Ca.

Harry Niebling has retired from Central Builders Supplies Co. after 45 years in the business. Peul Wllcox is a new buyer, and Steve Boone. lumber dept. director.

Phil Fields is now purchasing at Damon Lumber Products. Cloverdale. Ca.

Ed Thomas has joined the Western Wood Products Association. portland, Or., as director of product promotion. Also new are Charles Phillips as No. Ca./So. Or. lumber inspector, and Scttt Radcllffe, wood technologist.

Frank lvanovich is new to the sales team at Jewett-Cameron Lumber Corp., San Clemente, Ca., as a lumber & plywood trader.

Keith Ward has been named v.p. of marketing at Hydro Systems, Simi Valley, Ca.

Jay Orendorff is the new sales mgr. of l-'ountain Industrial Lumber Sales, Los Angeles, Ca., according to Ed Fountain Jr. Dennis Mitcheil and Dan Tangeman are new to sales.

Steven D. Ambuter has joined the sales team at the home products div. of H-P Products, Inc.. as a field account executive in the West.

William R. Baugh, v.p., Snavely l-'orest Products, has been elected pres. of WOOD, Inc., a Colorado lumbermen's group based in Denver.

Mary Callahan, office coordinatorLumbermen's, Redmond. Wa.. has been voted 1987 store Employee of the Year.

February 1 988

"Sid" Squir: r hit: .ioincti tltc :.Llc: ttrtttt lrt \llriincrr I orcst Ittlrtlttr'ls. \ltt.ttlt .\r'tli. ( lr.. foltfcrttTlrliltr olt lttIh l)Ta\sutL' lliltillitcs. ltct0rtlit.tu t0 ( lirtt llower.1,rcs.

Kirk Koo ('hon hrts bccn clccted prcs. ol f ]rc \t.rnlci \\ irtks. lttLtrr(ltt-tg lo .ltrrirnlrn l)onald \\ I)ar is.

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In.. \inri \,Lllcr. (:r.

Scott Richard\ r\ lto\\ \ p irtrrl tlllcetrlr ol nrrrrkcting & itcl\ cftising. lirr

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K \ll( lt ( hristnrrrs. Strll nrcntbcrs rcutl thc I I rerscs to tha birekgroun(l t-nr,rsiclrl lccontplrnintcnt ol "( ()llc \ll\cIrithi'r,rl"

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SPECIALIZED TREATUENTS NOW AVAILABLE

. Wolmanized Lumber

. Dricon Fire-Retardant

. Creosote

PRODUCTS AVAILABLE

. Landscape Timbers

o Railroad Ties

o Poles

o Posts

r Dricon Fire Retardant

Treated Wood

. AllWeather Wood

Foundations-

. AWPB-FDN Stamped

For information on quick service call the treating 6xqerts!

Crib sheet for western red ced ar shingle & shake questions

El ED CEDAR shingles and fI shakes rate hish marks for quality, appearance and good taste, but homeowners in the market for a roof are often confused about their ability to resist fire.

The following questions with answers provided by the Red Cedar Shingle & Handsplit Shake Bureau can serve as a guideline for dealers faced with customers asking tough questions about fire-treated shingles and shakes.

Q: Are there any wood shingles/ shakes that have a Class A rating?

A: Yes. Not the shingles/shakes themselves, but a Class A rating can be achieved by using a system; taking Class B shakes

and using them in conjunction with gypsum underlay. Are most local codes satisfied withClassB&Cratings?

Speaking of residential structures, most local codes accept unrated roofings. Only when special circumstances or hazards

Story at a Glance

Answers to questions on firetreated roofing . . facts about western red cedar shingles and shakes techniquesfordealing with tough customers.

are present do local codes require rated roofing. Normally, in these situations, Class C is ordained, although in unusual situations Class B may be required.

Q: Do pressure-treated shingles have a different color? Is a variety of colors available?

A: There is minimal change in appearance of pressure-treated western red cedar shingles or shakes. A variety ofcolors is not available.

Q: What is the significance of the U.S. Forest Products Laboratory confi rming product performance ?

A: The Laboratory, located in Madison, Wi., is the U.S. Forest Service's technical and experimen-

milfi

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.

tal facility. A highly-regarded institution, it is constantly working to improve the performance of wood products, including fireretardant treatments, and therefore it was logical for the staffto investigate both commercial shingle/shake chemicals and some of their own creation.

Q: Is the durability of the product at all affected by pressure treating?

A: Individual treater companies claim that fire-treating increases life service.

Q: How does fire-treating increase the cost of the product?

A: By approximately 50% over the natural product.

Q: Could you elaborate on some typical frre codes where the usage of wood shakes and shingles is significant?

A: Most fire problems have occurred in areas where there is a high incidence of wood roof usage with long spells of drY weather, large amounts of fireprone brushy vegetation, and periods of desiccating bone-drY winds off the high desert and brush fires which cause residential conflagrations.

The net result has been a substantial number of building codes which require fire-retardant roofing. Southern California counties of Orange, Los Angeles, San Bernardino and Riverside and some areas in Texas are among jurisdictions adapting fire-retardant roofing regulations.

Q: Could you give us a brief exPlanation of the pressure-treating process?

A: Bundles of shakes and shingles are locked inside a cylindrical retort. After a vacuum is created by drawing all the air and moisture from the cells of the western red cedar, a fire retardant chemical is injected at a pressure up to 150 Pounds Per square inch, forcing it into everY cell of the wood.

Upon removal from the Pressure vessel, the chemicallY treated products are placed in a special dry kiln where theY are finished with a thermal cure at temperatures up to 200"F. This procedure locks the chemical into the wood fibers for permanent fire protection which will

not leach or weather away.

Q: Is an increased strictness expected in local fire codes throughout the country?

A: In the long term, Yes, but it will be an evolutionary Process, reflecting increased population density, improved and lowercost treating techniques and similar developments.

(Continued on next Page)

I}|C.

WESTERII red cedar shingles and shakes travel into pressure treating cylinder where they will be injected with fire retardant chemicals to meet UL-790 standards.

Ponderosa Pine o Fir& Larch o Hem-Fir o Lodgepole Pine o Sprrrce o Cedar o ldaho White Pine

Shingle & Shake Answers

(Continued from previous page)

Q: Are there insurance cost savings when installing pressure-treated shingles or shakes?

A: There will be no insurance saving from the use of fire-treated wood roofing on residences. Such structures are class-rated. On commercial buildings, which are individually rated, substantial savings are possible, however. The amount of saving would vary from one structure to another.

Cedar Market Push Doubles

Western Red Cedar Lumber Association members are launching an expanded marketing and promotion program.

Included are programs to assist dealers and distributors increase their share of cedar markets, and production of a new specification guide.

How is the maintenance aspect of the wood roofs affected when the product is fire-treated?

There is no difference in maintenance.

Who established the criteria for pressure-treated shakes and shingles?

They were established many years ago by Underwriters Laboratories (UL-790) and adopted by American Society for Testing Materials (ASTM-E108) and further adopted by the International Conference of Building Officials (Uniform Building Code Standard 32-7).

The Merchant Magazlne

Stressing the "grown-in" preservative characteristics of western red cedar, its range ofnatural colors and textures and other highly desirable features, the new program will promote all cedar products, highlighting cedar siding and cedar commons for outdoor use.

National newspaper and trade publicity programs, advertising and literature will be increased.

Full-color advertising will be added in builder and architecture publications. When completed, the product specifrcations guide will be placed in Sweet's General Building File as well as being distributed to specifiers and builders.

The cedar association, headquartered in Portland, Or., has approved a new dues structure that will double its national advertising, publicity and promotion activities. The objective is to expand consumption of western red cedar over the next three years, targeting the single-family, multifamily, remodeling and non-residential markets.

A publicity program will provide assistance to major consumer publications. Similar assistance will be provided to trade publications. "The Specialty Building Product," a 20minute slide presentation on cedar products and uses, will be converted to a video format for expanded uses.

All aspects of the expanded marketing effort are geared to assist the distribution and dealer segment promote cedar sales, according to president James McWilliams.

February 1988

Who Made How Much

In an issue devoted to the chief executive officers of the country's top 1000 companies, Business Week Magazine included the latest annual salaries paid to each.

Sanford C. Sigoloff, c.e.o. of Wickes, Santa Monica, Ca., topped the l7 lumber companies, building products manufacturers and retailers on the list, by making $1,824,000 in 1986 salary and bonuses.

Georgia-Pacific's "Boy Wonder" T. Marshall Hahn Jr., now 61, (who was graduated from college at age l8 and became a university president at 35) made $1,369,000 last year.

Other top c.e.o.s included CertainTeed's Michel L. Besson, $1,049,000; International Paper's John A. Georges, $899,000; OwensCorning Fiberglas's William W. Boeschenstein, $871 ,000; Home Depot's Bernard Marcus, $846,000; Potlatch's Richard Blaine Madden, $843,000; GAF's Samuel J. Heyman, $700,000; Boise Cascade's John B. Fery, $591,000; TempleInland's Clifford J. Grum, $569,000; Louisiana-Pacific's Harry A. Merlo, $550,000; Armstrong World Industries' Joseph Louis Jones, $545,000;

Koppers Co.'s Charles Russell Pullin, $533,000; Hechinger's John W. Hechinger Sr., $429,000; Willamette Industries' William Swindells, $406,000, and Payless Cashway's David Stanley, $332,000.

MSR Lumber Councal Forms

The MSR Lumber Producers Council has been incorporated as a not-for-profit corporation of the State of Washington by a group of 14 lumber manufacturing companies in the United States and Canada.

Articles of incorporation have been approved for filing and the first year's board ofdirectors elected. Bill Luke. Crestbrook Forest Industries Ltd., was elected chairman of the board. Other board members are Dennis Vaagen, Vaagen Bros Lumber Co.; Rick Riley, F.H. Stoltze Land and Lumber Co.; Aaron Anderson, Lignum Sales Ltd.; James D. Logan, Metriguard Inc., and John Betenia, Galloway Lumber Co., Ltd.

The scope of operations for the new group has been defined broadly to encompass marketing, technical,

Doug. Fir, Hem-Fir Spruce & Pine

research and educational asPects Machine Stress Rated lumber.

"I think the MSR Lumber Producers Council will help us to develop a wider customer base of better informed customers, and provide a better channel to our customers so we can learn their needs, and they can learn our capabilities," said Vaagen after the incorporation meeting, Oct. 23 at Timber Products Manufacturers offices in Spokane, Wa.

Safety Award For Contact

Contact Lumber Co.'s clear Pine mouldings division, Prineville, Ore., was awarded the 1987 Excellence in Safety award by the State of Oregon and the American Society of SafetY Engineers.

The company was recognized for several aspects of its safety and health programs as well as its low injury rate which is 70% lower than average for wood products firms. They have reduced injury claim costs by nearly 600/o in recent years, according to Marsha Sorum, safetY director for the division.

Parr Retires From Fremont

After 55 years in the lumber industry, Ralph Parr hung up his phone for the last time on Nov, 30.

Fremont Forest Products, his employer, gave a surprise party in his honor on Oct. 19 in Eugene, Or. Many former lumber and business associates including Pete Speek, president of Fremont Forest Products, and Mazi Giustina, 93 years young of Giustina Lumber Co., were present.

Pan and his wife, Bea, plan to fly to Vienna. Austria. this summer courtesy of Fremont Forest Products.

National Show Sold Out

First-time exhibitors have swelled demand for space in the 1988 National Home Center Show, March l3-16 at McCormick Place, Chicago Il., leading to the earliest sell-out in the show's l3-year history.

The exhibition has been sold out despite increased show space, although organizers "are trying to satisfy current requests for space by using any cancellations that occur," said exposition mgr. Marvin Park.

we're not j OUR TRACK R

125 million poles in service! }ver 255,748

Since the mid-nineteenth century the nationblfr preservers have been treating wood for uses in.' .fi{ cOmmunication and transportation. Today treated w00d is werywhere - in marinas, b shopping centers, decks, fences, gazebos, gardens, and highway sound barriers - evenll ol tall ships. , ..'

Pressure-treated wood is a benelicial or requires special handling. Make sure Information Sheets are prominently d retail location so that evervone will know pressure-treated wood and how to of it properly.

For a special Consumer Information us. lt s free!

American Wood Preseryets Institute

Tysonb Internotionol Building

'1945 Old Gollo,rrs Rood Vienno, Virsinio 22,t80 (703) 893-4005

The Merchant Magazine

Forestry Center Gets Grant

The World Forestry Center, Portland, Or., has received a $600.000 challenge grant from Harry A. Merlo, chairman and president of Louisiana-Pacific Corp., Portland, for construction of a 12,000 sq. ft. exhibition/information center.

To receive the gift, the center must raise matching funds for the new $1.5 million building, exclusive of those pledged before April 15, 1988. John L. Blackwell, World Forestry Center executive director, is confident sulficient donations can be raised to fund the center's fourth building.

HomeClub Opens 2 In ElPaso

HomeClub, Inc. opened two El Paso, Tx., locations recently, one on the east side at 1430 Lee Trevino Drive and one on the west side on Mesa Hills Drive.

Both of the specially designed warehouse locations have over 100,000 sq. ft. with 9,880 sq. ft. nurseries. Chuck Creeger is manager at the Lee Trevino Drive location. Mesa Hills manager is Barry Spahr.

gonllnlWlallunleLurrrbp,r

Hem-Fir

Hemlock

Douglas Fir

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

CEtEBBAIIl{G his retirement after 55 years in the lumber business Ralph Parr (top ph0t0) and his wife, Bea, were honored at a party in Eugene, 0r. (Lower photo, left to right) Mazi Giustina and Pete Speek, owner of Fremont Forest Products and host for the dinner.

Berkeley, Ca. 930 Ashby Ave. (415) 843-4390

FAX (415) 843-9378

COiIPANY

Montebello. Ca. 7653 Telegraph Rd. Complete millwork facilities Qr3\ 7?,3-3301

Ca. Wats 1-(800) -325-2170

FAX (213) 888-1291

Edinburgh, Indiana

MAIN OFFICE 211 Ward St. 2150 Oakdale Ave'

Concentration Yard & Dry San Francisco, Ca'

Kitns and Millwork Facilities Uls) 641-0782

$tDs26-s143

FAX (812) s26-6032

FAX (415) 641-7766

Salt Lake CitY' Utah 1576 South 300 West (801) 484-7616

Ut. Wats 1-(E00)-225-37 43 FAX (801) 484-7633

Domestic Hardwoods - Featuring Northern Red oak, Indiana white oak, walnut

Imported Hardwoodswith special attention to ' ' '

Genuine Mahogany r Teak o Rosewoods ' Bocote o ApitonB o Zebrawood

Rare exotic hardwoods

LTL, TL, Mixed TL, and Carload Shipments our Specialty

Cedarlike Planks

Auburn cedar, Wisconsin oak and American ash woodgrain design planks are now offered by The Marlite Organization.

NEW PRODUGTS

and selected sales aids

Great For Outdoors

A new line of pressure treated wood products for decks and other outdoor projects has been introduced by Emco specialties.

The hearth ollers a heat output range of 15,000 to 60.000 BTUH. while keeping down the particulate emission and carbon monoxide levels.

It has a 2.1 cu. ft. firebox capacity and requires only a 6" flue and no catalytic combuster.

Accessories include an outside air kit, heat circulating fan, ash pan, firescreen. designer doors. grill and trim options.

Brass For Passage Or Privacy

Solid brass, lever handle mortise locksets are now available from The Atrium Door & Window Corp.

The DECreations line consists of 37 assorted sku's, including balusters, deck posts, top/bottom rails, lattice panels, step stringers and mailbox posts.

All components are manufactured from premium grade Southern yellow pine and pressure treated to .40 retention, a level that permits ground contact.

Straight From The Hearth

A high energy fireplace/furnace combining the comfort of a wood burning fireplace with the efliciency of a woodstove is new from Mendota F'orge Corp.

Available with a polished or antique brass finish, the lock has an

The textured surfaces of all three wall panel products feature a clean,

elegant appearance which is said to add a distinctive touch at an affordable price.

Passage and privacy versions (which includes an automatic release of the locking mechanism when the lever is activated from the inside) are offered.

Old "knob" style locksets can be replaced in about five minutes. The Atrium lock is sized so it will cover up old paint rings.

stylish "V" groove on 2" centers. They are prefinished with a bakedon Melamine topcoat which reportedly resists abuse and cleans with a damp cloth.

A multi-step process recreates the tones. textures and grains of natural lumber, and a humidification process puts enough moisture into each plank to assure dimensional stabilitv.

The 16" wide x l/4" thick x ii' high planks feature a tongue-andgroove joinery system and hidden fasteners for quick, clean installatron.

Wallboard Anchor

_

A one-piece anchor for mounting fixtures to gypsum wallboard hai been introduced by ITW Buildex as a replacement for plastic screw anchors and toggle systems.

Only a No. 2 Phillips screwdriver is needed to install theE-Z Anchor: no pre-drilling or hole preparation is necessary. And because ofits thread configuration, it can also be backed out, leaving an easily patchable hole.

Made of long-lasting zinc material, the corrosion-resistant anchor has a unique tri-cut point and deep threads to provide strong engagement in 3/8",l/2" and 5/8" gypsum wallboard.

Applications include mounting shelving, picture frames. mirrors. brackets and bathroom accessories.

Hot Tub Tiles

A straight-edge, glazed, red body, natural clay tile that's versatile enough to suit kitchen, bath or even hot tub and whirlpool spas' is now available from Summitville Tiles. Offered in 24 designer colors, Summitmates can be used on.walls, backsplashes, countertops or floors, or to form murals and decorate mantles.

All tiles are backmounted for easy installation and come in three different sizes and three surface glazes (matte, crystal and bright glazd.

Lumber Gomputer Programs

A fully integrated computer sYStem for the wholesale and retail lumber industry has been designed bY Future Solutions.

The Lumber Solution allows users to easily create quotations, recap quote requirements, rePrice items individually or overall, and see the gross profit before converting quotes to sales.

Quotation/order processing and inventory are extensively tailored to the lumber industry. Accounts payable, accounts receivable, sales analysis, payroll, purchase orders, job costing, general ledger, hxed assets, billsof materials and an office automation package are also available for complete system integration.

Set Down Quickly

A thin-set latex mortar that is quick setting for floor and wall tiles has been introduced by Summitville Tiles.

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

Brimming With Inventions

A visor with a battery-powered fan built into the brim is new from Sea Star Clock International. The fan blows a gentle breeze

across the face and, if desired, a frasrance can be added to the breeze. ,{6o attached to the brim is an adiustable flashlight. -Magic Visor weighs l/3 of a oound, uses two AA batteries, feaiures an adjustable headband with Velcro fastener, and comes in white or blue.

Moist Test

A tester to determine the moisture content in building materials is now available from Tempo Instrument Inc.

The portable Surveymaster measures 8.5" x 5" x 3.5", weighs 1.5 lbs., operates on one 9 volt battery,

With an ambient temPerature between 60o and 90' F. the mortar is said to set in two to three hours. It can be used to install tile over plywood. clean masonry, cementitious backer board and gypsum board.

Featuring a powdered lacquer latex activated by water, it needs only the water in appropriate amounts to attain working consistency. It is available in 25 and 50 lb. bags.

Grossover Cabinetry

A curved radius cabinet, a crisscross wine rack, and a wall-tocounter cabinet are now available from Fieldstone Cabinetry.

Radius cabinetry is offered in convex or concave styling for wall, base, vanity or tall cabinets in several door styles. The wine rack comes in custom sizes with a cabinet below to store glasses or other bar supplies. A cabinet that reaches from the soffit to the counter includes a wide bottom drawer to store linens, silverware, stationery, etc.

The cabinetry comes in pecan, maple, oak and cherry, in a varietY of stains and finishes.

and comes with its own integral carrying case.

It gives readings in building materials only above dry level, can distinguish between high levels of moisture with a range from about 150/o wood-moisture equivalent to well over 280/o fiber saturation in over 150 species ofwood, and determine moisture content of new sand/ cement screeds.

Solid Connections

Thc iop plilte tic l'r'ont Pancl ( lip is u clLrick rrrrd eiisl'conneclor fi)r riulls, parlitions. rlccks. barn cloors llrcl othcr irpplications.

\ladc ot' I8-gaugc. printc galr. lni,/c(l stccl. t hc tie rcportcclly holrls o\.r a hull ton. firr crccccling | 6pcnrry'nails. It is saicl to clintinate lltc

lrcilsLlnng. cLltttng trrrcl n0tching rctlr-rirccl br thc convcr.rlior.tlrl flr -br rttttltltl ol t,rnr)etlillg ri,rll |rrrteis.

It eolles in lr r.ritle rrrngc ol'sizes firr luntber ancl tintbcr nrcntbcrs.

Console In The Bath

Console tables liont Kohlcr C'o. offer thc convenicncc of' a lavatory irnd countertop without the bulkincss of a cubinet bclow.

Thc 36" x 24" rvall-ntounted rop stands l0 olf thc ground. uncl conres in vitrcous china. ntarblc and l\lirrralitc. rr ncw synrhetic grunitelikc malerial I'eaturing inluid geonrer- ric designs. I'ables arc fltted witlr vitrcous china. drop-in lli,atories.

TT LUl4Bg

[,egs are toppecl with accents in a varicty ol'colors ancl finishes.

At Britt Lumber we specialize in producing quality fence posts, boards and rails in our modern sawmill. we're big enough to meet your customers' needs...yet small enough to guarantee guality.

And now Britt Lumber products are available in cedar, too.

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

Patio Door's A Steel

Steel patio doors uniting strength with elegance are new from Benchmark.

The pre-hung, readY-to-install door systems, sized to replace, wood or aluminum sliding doors, feature exclusive welded lock seams for greater rigidity, narrower stiles for more glass area, removable steel erifies for easy window cleaning, plus i.vater-tight design. insulated double elazins. foam insulation and flrost6reak-thermal barrier threshold for saving energy.

The precision-stamped doors reportedly eliminated the problems of warping, twisting, sticking and trackjumping that plague non-steel or stiOing systems. They also fold flat against each other when fully opened to save floor space.

Vista II doors come in two- or three-door units, which can be installed to swing in or swing out. Also available is an in-store merchandising and literature program, and a quiet-rolling screen with a selfclosing latch and tamper-resistant recessed lock.

C&DLumberCo.

Manufacturers of Oregon's fine Incense Cedar, Port Orford Cedar and old-growth Douglas-fir

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 Buitding Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains' Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, 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 Lsq"*

* As you buy more the cost to belong goes down-nol up

* i *

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

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

* C.B.S. is dealer orvned

* 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-protlt company

* c.B.s. members share in the cost to operate Company

c.B.s. has a program with the Blue crass Tcjol

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091

Phone: (616) 651-1455

*C.B.S. was featured in the December, 1986 edition of The Merchant Magazine

Steel Sidelights

Deeply-embossed sidelights stamped from single pieces of- 24gauge steel are now available from Benchmark Doors.

Sidelight edges that contact the double-glazed insulated safety glass light maintain a weather-tight -seal and give maximum support to the glass. The completed sidelight also contains foam core insulation. with intermittent spacers to minimize heat loss.

The sidelights come in clear and leaded, glass, half- or full-length lights, 12" and 14" widths, pre-hung and knocked-down packages, and a choice of six classic styles.

Concrete Reinforcements

A dry additive said to dramaticallv improve packaged concrete by making it more durable and easier to mix, place and finish is new from Set Products.

Power By The Gord

The first line of power cords specifically targeted to the needs of the professional and the serious doit-yourselfer is now available from Royal Electric.

Installed with ten heavy-duty steel screws, the steel sideliglits actually strengthen an entranceway and help control door sag. Special icrew covers complete the smooth appearance -of the pre-painted, maintenance-free finish.

By adding a 2 lb. canister of Power Pak to 80 lbs. of concrete, the mix immediately takes on the qualities of professional concrete, becoming more plastic, fluid and easier to pour and trowel.

With the additive, the concrete reportedly can withstand harsher weather without soon cracking and chipping.

Contractor Power cords are rated to deliver full power to portable and stationary electric power tools and equipment. They are rugged, featuring all-weather jacketing that resists abrasion. and remains flexible.

The cords come in 14 gauge or 12 gauge and in lengths from 25 ft. to 100 ft. All are rated at l25v and either l3a or l5a.

Covers the market. Gets Results.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas. Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Ceorgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

852.1990

February 1988

Storm Window Kits

A complete line of storm window kits from Mortite helPs eliminate drafts. air leaks and condensation.

Vanity Vignettes

Vignette displays for Richwood's Harmony Oak series of bath vanities and accessories are now available'

The 84" high displays come in 27" and 39" widths, showcasing a choice of six cabinet finishes, contemporary or traditional lighting, color selector, mirror, medicine cabinet, light fixtures, and a valiety ofvanity styles and sizes.

Each Shrink-Fit kit consists of clear window film and mounting tape. They are sized to fit windows 3' x 5', but may be easilY cut for use on smaller windows.

One-window and five-window kits are available, along with versions designed for patio doors and picture windows.

Trash Can Carts

Two new can caddies designed for different sizes of containers are now available from Ames Lawn & Garden Tools.

The first is adjustable so it can be changed to fit two 32-gallon or two 20-gallon trash cans. The other is a fixed-length caddy for carrying two 20-gallon containers.

Both models are constructed of sturdy plated tubular steel for extra rust protection. Also featured are 6-l/2" wheels with sleeve bearings and heavy-duty axles

The color selector can be used as part of a vignette or mounted on a showroom wall. lt has wood, marble and onyx samples that can be removed when products change; however, they are attached in a manner that discourages easY customer removal. Laminated labels on the samples identify names and colors.

Merchandisers are shiPPed assembled for easy set uP. Wall cabinets are fixed to the back wall, light fixtures are installed with a cord and plug, and vanities are pre-drilled for mounting with wing nuts.

Gardener's Hang Out

, A tool hanging system designed fbr use in a storage building, garage, workshop, basement or on the back of a door is new from Arrow Group Industries.

The system features two steel channels, totaling 4'8" for easy wall mounting. Five separate large tool

A separate small tool holder snaps into place to hold a complete set of screwdrivers, pliers or other small hand tools.

Message Center

A memo board covering for use with a dry erasable marker is new from Rubbermaid Specialty Products. After the backing is peeled off, the self-adhesive covering can be applied to a non-porous surface. The covering can be cut to any desired size.

The Merchant Magazine

Modern Dishwasher Panel

A new line of built-in appliances from GE uses a high-performance polycarbonate film which offers exceptional chemical resistance. easv selective texturing and a glass-likil appearance.

The high-gloss Lexan film is used in the electronic control panel of the dishwasher to produce new design

holders snap into the channel anywhere along its length to hold long handled tools of all widths.

and printing techniques, good color fidelity transmission, and first-surface quality. It is said to be durable. easy to clean, and chemical and abrasion resistant.

The touch panel includes an electronic diagnostic system monitor capable of spotting mechanical problems which are then displayed in read-out form on the panel.

The dishwasher is white in a European-style design.

February 1988

Foiled House Plans

A reflective building wrap said to control air infiltration and improve insulation performance is new from Energy Saver Imports, Inc.

secured between the layer of foil and a layer of polyethylene.

The wrap is reportedly resistant to water, rotting and shrinkage. It can be stapled, glued or nailed for application on side walls.

Hold That Panel

A non-flammable, high strength fiberglass reinforced panel adhesive has been specially formulated by the W.W. Henry Co. to provide fast grab and easy spreadability.

The latex-based adhesive is reportedly resistant to temperature change and cleans up with water when wet or mineral spirits when dry.

It is said to be easy to trowel and handle, with high slippability, viscosity and wet transfer.

Mood Lighting

A line of fluorescent lighting fixtures designed for indirect illumination of interior spaces has been introduced by Columbia Lighting' Decolume fixtures are constructed of aluminum extrusions for use with one or two low-Profile T-8 lamps. They come in sizes of 2 ft. through l0 ft. long, in one-foot increments.

Miofoil has an aluminum foil sheet laminated on one side that can change a cavity into a reflective cavity, increasing the thermal resistance of that cavity. For strength, a reinforcing polypropylene webbing is

It is designed for use over PIYwood, gypsum drywall, Plaster, smooth concrete, and PolYstYrene foam insulation. The adhesive is available in 5-gallon pails, 3-l /2 gallon pails and gallon cans, with approximate coverage of 60 sq. ft. per gallon.

The lights may be bracket mounted on the wall or Pendent mounted by stems or stainless cables.

Standard finishes are baked enamel in nine matte Pastels and gloss or matte white.

EC0L0GY AllD logging problems in the 600,000 acres of burned lorest in northern California and 0regon were the topic of discussion at the recent Inland Emoire Hoo-Hoo Club meetinS.lll Pres. Kent Bond. l2l Ted Gilbert,

Leonard Newman, Mondo Chavez. l3l Jack Butler, Patric Taylor. l4l Chip Roepke, Mike Nickolson, Larry Stainbrook. (51 Ross Callaway, Steve Gabbert. 16l Carl Henoch, Sam Witzel, Jim Moss. l7l Frank Lundsford,

Harold.Schue. l8l Chip Roepke, "Skip" Skipper. (91 Bert Holdren, Wendell Lawson, Jeriy Holdren. Bill Winds from Louisiana-Pacific was guest speaker at the Nov. 20 dinner in Rialto, Ca.

SIATE 0F IllE ART moulder is now on line at Caoital Lumber's new distribution and secondary manufacturing facilities at Healdsburg, Ca.

Capital Expands Capabilities

Now on line and adding to the customer service capability of Capital Lumber's new distribution and secondary manufacturing facilities at Healdsburg, Ca., is a fully automatic,

computerized, seven spindle stateof-the-art moulder.

The 5 x 12 computer controlled equipment is designed for fast setup along with the ability to run a wide range of profiles and patterns while retaining the flexibility to accommodate shorter runs.

"The versatile new moulder will enable us to provide customers throughout our entire distribution network in California, Arizona, New Mexico and West Texas with fast response on an expanded range of custom profiles and patterns in redwood, cedar, and fir finish," said John Gaskin, Capital president.

NHLA's Bill White To Retire

S. Carroll "Bill" White will retire as executive manager following the glst annual convention of the National Hardwood Lumber Association in October 1988.

White, who has held the Position for the past nine years, will be succeeded by Ernest J. Stebbins, Present NHLA assistant manager, according to NHLA president Walter M. Fields Jr. The selection committee, which was appointed last Year when White advised the board of managers of his intention to retire, has asked Stebbins to fill the position as ofNov. 1, 1988.

Thirteen directors were elected to the board of managers during the NHLA's convention in Washington, D.C., Oct. l9-21. They include Remi Cadrin, Ed Elderkin, Orn Gudmundsson, Greg Kitchens, Don Moreland, Brian Sarginson, Ron Mercer, Archie H. Carpenter, Robert A. Forester, William R. Jorgensen, E. Lawrence Sauder, Galen E. Weaber and John Sirianni.

CLASSIFIEDS

Call (714) 852-1990

WesternRed C,edar

Fiber Glass! il!**

Ready to use right out of the can, Famowood " applies like putty-sticks like glue; dries &h--

AUT(|ltlATlC, computerized controls aid Capital in achieving the highest levels of accuracy, flexibility and elliciency in the Healdsburg, Ca.. ooeration.

lllSl{EYl.AllD Hotel, Anaheim, Ca., was the setting for the annual Los Angeles Hardwood Club holiday season dinner dance. Attendance was nearly 90. lll Diane & Larry Knox, club president, Sandra & Earl Dyer. l2lDennis & Cindy Snow. l3l Shirley Reel, Rod Jones, Gail & Gil Reel. l4l Janet, Carmen & Craig

Jordan. l5l Dennis & Janice Johnston. 16l Tom & Anita Powell. l7l Marilyn Porter, Jeanie Jones, Linda & Joe Purcell. l8l Dick Lambert, Peggy & Rob Kincaid. (91 Dawn & Jim Summerlin. (l0l Harry Roos, Janet Harff & Marilvn Harff. Marv Bohnhoff. Wallv Atkinson. ll li Mark Michi6, Patty Rusko. (tzl oan

Jones, Gene Porter. llSl John Buchanan, Dave & ArdisWalther. ll4l Charley Jordan, Pete Diggs. llSl Doreen & Paul Pendergast. ll6l Pete Bower, Laurie McKinnon. llTl Walter & Joyce Ralston, Ken & Jo Tinckler, Dorothy & Don Reel.

TAKlllG 1{0IE ol a 70 year sales relationship, Pacific Lumber Co. celebrated the retirement of Richard "Dick" Hoover and the voluntary winding down of the A.L. Hoover Co. (see ?"fte Merchant, Its., p. 50) at a holiday season party at the Balboa Yacht Club, Newport Beach, Ca. Top Palco stalfers present

included gen. sales mgr. If Bill Stevens, exec. v.p. marketing & administration Tom Malarkey, honoree Dick Hoover, and exec. v.p. forest products operati0ns J0hn Campbell. (21 Bill Jones, John Gaskin, Peter Ganahl. l3l Jim Frodsham, "Winks" Hoover. l4l Bob Hoover, Jim Talt. l5l Clint Rygel, Dick

Hoover, Warren Lindsay. [6] Will Riegel, Stu Jones, Bill Clemo. l7l Mark Lofland, John Allen. Pete Soeek. l8l Frank Bader Jr., Kirk Van Matre. l9l John Cavers, Andy Ersek. ll0l Jim Nelson. llll George Cudworth, Jack Secoy. (l2l Ted Gilbert, Cheryl Bahneman, Gordon Beach.

South of the border cedar is a hardwood

ALTHOUGH NOT a true cedar. a ftsouth-of-the-border namesake wood is developing an identity all its own. Unlike our domestic softwood cedar, Spanish cedar is a hardwood, but with that pleasant, familiar scent.

The trees can be found from Mexico to the West Indies and in all of the Latin American countries except Chile. Spanish cedar is also known as cedro, South American cedar, Brazilian cedar, Peruvian cedar, British Guiana cedar and like names, according to its country of origin.

The trees grow in mixed forests, where all commercial timber is harvested and later separated at the mill. Since railroads are rare in the dense South American forests, wood is carried to trre mills and plants by huge trucks with capacities up to 50 tons. The manufactured product is then trucked to the closest port, where it is loaded onto cargo ships for transport via the Panama Canal to a West Coast destination.

Spanish cedar's heartwood, when freshly cut, is pinkish to reddish brown, darkening to a red or deep reddish brown after exposure. The color is said to vary with location, with the driest harvest sites produc-

ing the darker, prized wood. The grain is generally straight, although some interlocking does occur. The hardwood also displays a medium to high lustre, determined by the depth of the wood's colorl the darker the wood, the higher the lustre.

Story at a Glance

Cedar from Latin America is a hardwood retains scent of domestic softwood namesake boasts rich color and physical attributes similar to mahogany. commercial use expanding.

The wood is similar to Central American mahogany in most properties, trailing only in the areas of smoothness, hardness and compression perpendicular to the grain. It has moderately good bending properties; is strong for its weight; dries rapidly with only slight warping, checking and splitting; works easily and well with hand or machine tools; holds

nails; screws well, and glues satisfactorily.

This type of cedar is quite durable, resisting both fungus and termites, but is susceptible to attack by the powder post beetle. Another problem is distortion or collapse, which often can be avoided by kiln drying with a low temperature schedule.

The wood's distinguished scent comes from its volatile oil, which may ooze out and appear on the surface as a sticky resin. The gum-like substance can stain materials in close contact and may cause boards to stick together. Kiln drying the unsurfaced stock followed by heating at 200'F will bring the oils and gums to the surface where they can be removed by planing. If left unattended, the exudation can present problems later in staining and polishing.

Importers believe Spanish cedar from Nicaragua, Costa Rica and the Amazon area has more exudation than does wood from Mexico, Belize and Guatemala, making the latter wood preferred.

Actually, the genus Cedrela grows in about 20 different commercial species. The most prevalent of these are'. Cedrela odorata, found in the high meadows of the Amazon forests; Cedrela ongustifolia, common in the humid forests of the coastal regions, and Cedrela y'ss/rs, which grows in inland jungles.

Traditionally, the hardwood has been used so often for cigar boxes, it is sometimes called cigar box cedar. Other products include furniture, cabinets, paneling, high-class joinery, flooring, house construction, boat building, skins of racing boats, canoe decks, organ sound boards, clothing chests, lead pencils, and sliced veneers for paneling.

lmporter Holds Open House

CUST0MERS and friends were treated to some Christmas cheer at a holiday season open house held bv Sumwood, Inc., the Palos Verdes Peninslla, (Los Angeles) Ca. hardwood importer. Company principals lll Jim

& Dawn Summerlin. l2l CathY & Mike Rhoades, Jack Millikan. l3l Charlie Wall, Ron Turner. l4l Dave Walther, Don Reel. l5l Bob & Kathv Wall. 16l Tom & Wanda Flynn. l7l Liontit & Pat Rodriquez. l8l Ardis Walther,

Jim Harff. (91 John Buchanan, Mark Michie' Jack Buchanan. Il0l Cliff Graves, Mike Thompson. llll Audrey & Mike Patterson.

Cedar Shingles

A l2-p. cedar shingle panel booklet is free from Shakertown Corp., by calling (800) 426-8970.

Concepts In Gedar

A 6-p. booklet on new and traditional uses for western red cedar is free from the Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

Fasten-ating Trio

A l4-p. fastening systems catalog, a 6-p. masonry fastener booklet, and a 6p. corrosion resistant fastener brochure are free from Atlas Bolt & Screw Co.. by calling (800) 321-6846.

Light Headed

A 6-p. post-top architectural luminaries brochure is free from Hubbell Lighting, 2000 Electric Way, Christiansburg, Ya.24073.

Lighten Up

"Why Lighting?," a 15-p. lowvoltage outdoor lighting brochure, is free from Toro Co., 5300 Shoreline Blvd., Mound, Mn. 55364.

New Flooring Standard

A copy of the revised standard for laminated hardwood flooring is $3 from the Hardwood Plywood Manufacturers Association, Box 2789, Reston, Va. 22090.

How To Build A Bookcase

Building plans for a bookcase/room divider (plan sheet 56) are free for the lst 25 copies, 200 ea. thereafter from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 91204.

Cedar Shakes &

Shingles

A 20-p. cedar shake and shingle design and application manual is free from the Red Cedar Shingle & Handsplit Shake Bureau, 515 ll6th Ave. NE, Ste. 275. Bellevue. Wa. 98004.

Cedar Color Control

A 4-p. brochure on the causes, cures and control of color variations in exposed western red cedar products is free for the first 25 copies, $7.50 per 100 thereafter from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave.. Portland. Or.97204.

Employee Laws

Understand Employee Regulations: 4n Emplo.yer's Guide to Federal LawsRevised 1987 is $ 19.95 from the National Lumber & Building Material Dealers Association, 40 Ivy St. SE, Washington. D.C. 20003.

lnside Roofs

A 68-p. roofing membranes catalog is free from Manville, l601 23rd St., Denver, Co. 80216.

Fireproof Cedar Roof

A fire-treated red cedar roofing brochure is free from the Red Cedar Shingle & Handsplit Shake Bureau, 515 ll6th Ave. NE, Ste. 275, Bellevue, Wa. 98004.

Main Entrances

A full color, l8-p. booklet on the prestigious Atrium Door system is free flrom Atrium Door & Window Corp., Box 226957. Dallas. Tx.75222.

Get lnto Jambs

"How to Install Interior Jambs & Exterior Door Frames" is 400 from Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 91225.

Breaker, Breaker

A 32-p. loadcenter and residential circuit breaker catalog is free from Challenger Electric Equipment Corp., 750 Boling St., Jackson, Ms. 39225.

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 thanks!

Shim Sheet

A shimming instructions brochure is free from Stanley Hardware, 195 Lake St.., New Britain, Ct. 06050.

Distributor Directory

The 1988 National Building Material Distributors Association annual membership & product directory is $25 for members (after their first free copy), $125 for non-members from NBMDA, l4l7 Lake Cook Rd., Ste. 130. Deerfield. ll. 60015.

Window Wish Book

An 84-p. window and patio door dream book is available from Andersen Corp., Bayport, Mn. 55003

Out Of Africa

An international Ghana hardwoods trade and industry directory is free from the Timber Export Development Board, Box 515, Takoradi, Ghana.

Rack Talk

Information on single and double sided cantilever storage racks designed lor large loads is available from Webb Rack, Webb Dr., Farmington Hills, Mi. 480 r 8.

Grade Report

A revised western wood grade stamps technical information page is free for the lst 25 copies, or S7.50 per 100 from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave.. Portland. Or.97204.

Lift Truck Extras

Four lift truck accessory bulletins, describing spotlights, strobe lights, flashing lights and back-up alarms, are free from Yale, Dept. 219, Box 12936, Philadelphia. Pa. 19108.

GTASSIFIED

ADUEMTISEMENTS

MOVING TO LAS VEGAS: Businessman with 20 years in garage door industry. Expertise in sales, installation, service, management and supervision. Knowledge of woodworking machinery and western softwood lumber. Self-motivated, goal oriented. JTP, PO No. 26847. Rochester. N.Y. 14626

WHOLESALE LUMBER SALES

Start the New Year with an exciting opportunity. Established wholesaler in Southern California (27 yrs.) desirous of hiring goal oriented outside sales person to cover Southern California market. Established clientele a major plus! Great benefits with unlimited growth potential for self motivated individual. Send resume to Nickerson Lumber & Plywood Corp., 12906 Saticoy St., North Hollywood, Ca. 91605.

ORDER DESK/SALES

Southern California hardwood lumber distributor will train a high-energy individual for entry level career position. Abilities must include excellent organizational skills, strong communication skitls, ability to work under pressure, and some hardwood knowledge or background. Contact Box 576, c/o The Merchant Magazine.

WHOLESALE LUMBER SALES

Northern California remanufacturing and distribution wholesaler, due to a retirement, is seeking an outside sales person for the Sacramento Valley area. Must be self motivated, have lumber sales experience, and be knowledgeable in Western softwoods. We offer salary and/or commission. Full benefits. Send resume and complete history in confidence to Box 573 c/o The Merchant Magazine.

Twenty-five (25) words for $19. Each additional word 65€. Phone number counts as one worid. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merdnnt Magazine, 4500 Campus Dr., Suite 480, fkrvport Beadl, Ca. 92660. Make checks payable to The Merthant 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.

SALES PERSON. We are looking for an individual, self-starter, with plywood & lumber background. Following helpful, excellent potential with many benefits. Send confidential resume to: Parr Lumber Company, P.O. Box 989, Chino, Ca. 91710, Attention: Personnel.

RETAIL SALES

Buena Park Lumber Co. has an exciting opportunity for an experienced lumber sales person. Candidate must possess exceptional knowledge of building materials along with excellent customer service skills. For confidential interview, contact Ed Walsh, (714) 522-2864,6586 Beach Blvd., Buena Park, Ca. 9062r.

STRATEGIC MARKETING development position available with Inc. 500 company representing premier wood finish line to the specialty market, domestic & foreign. Upper level marketing experience required in cedar or redwood. Direct resume to: CEO. P.O. Box 384, Ukiah. Ca.95482

PLYWOOD/HARDWOOD SALES

Well established firm looking lor motivated person with sales experience in the San Fernando Valley, Ca. Tremendous opportunity, unlimited potential. Contact Mark Michie, Southwest Plywood & Lumber. (213) 6369891.

YARD FOREMAN _ DISPATCHER

wanted for So. Ca. contractor-retail lumber yard. Must have experience in handling men and building materials, ability to dispatch our trucks, knowledge of both gas and diesel equipment, and ability to minimize fall down and rotate inventory. All applicants will be kept confidential. Send resume to Box 571, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

TIMBER SIZER PRE.FABRICArION D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

LOOKING FOR PONDEROSA

PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUTTO-LENGTH. SHRINK-U/RAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INAUIRIES TO: TREE PRODUCTS ENTERPR]SES P.O. BOX 280 LAKE OSWEGO. OR 97034 (s03) 620-5868

Gets Results

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states.

4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 (714) 852-r990

Swf',cc & staighttlna fipptng evallebta rr-r pfu

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

February 1988

OFF-BEARER MACHINE. Built to Ferrari specifications. Almost new. Asking $12,-500. 1555 La Mirada Dr., San Marcos, Ca. 92069. (6le) 744-4700.

HYSTER FORKLIFT No.l65. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 Q13) 77 5-2544

23 OR MORE industrial acres between railroad frontage and paved road. Only $19,500 per acre. Terms. Level. All usable. Work has started on thousands of houses within three miles. Biedebach Realty, 380 D. St.. Perris. Ca. (714) 657-1741.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 17 5-2544; (2 I 3 ) 83 5-567 1.

lnspection Service

BUILDING

hauling Southern California rollcr bcd truck and

-SOUTHERN CATIFORNIALOSANGELESAREA

American Hardwood C0.

Berkot l,lfg. Co

Beverly Manufacluring Co.

Burns Lumber Co.

Capital Lumber C0.

Carcll Mouldrng Co. ..

Chaparal Distribulo6

Chozen Trucking C0.

Cmstal Lumber C0.

Coos Head Lumber & Plywood

3C Trucking

DooleyLumberCo......

El&El Wood Producls Corp

Fountain LumberCo.,Ed

Fremont Foresl Producls

GalleherHardwood C0.

Gemini Forsl Products

Geor0ia-Pacific Corp. (213) 968-5551

Georgia-Pacilic Corp. (San Fernando)

Guerero Lumber Handling ..... (213) 431-5437

Huff Lumber Co. (800) 223-HUFF

Inland Timber Co.

Johnslon Hardwood

Jones Wholesale Lumber Co.

Lane Stanlon Vance

Lumber Assn. of So. Calil.

MacBeath Hardwood

Maple 8ros.. Inc. Mouldings

Marquarl-Wolle Lumber C0

Mutual MouldingandLumberCo..

North American Plywood {h Ca.) (800) 42't-'t373

osgmd Inc., Roberl S.

Pacilic Lumber Termrnal

Pacific Madison Lumber C0. 1213) 773-2292

Patr Lumber Co.

Penberthy Lumber Co.

tsUVE N]S' GUIDE

SAN FRANCISCO BAY AREA

Lumber Co.

& Co.

Forest Products

Lumber Inspection Seryice

Bedwood Assn.

Transportation

Forest Products

Pacific Corp.

Inc.

Cofp.

Seryice Suppty (San Jose)

(oakland)

Corp. (San Jose)

Jimber Products

Lumber Co. (Monterey)

oRTHERN AND CENTRAL CAUFORN|A_

tRclll/EUntm/F0uutt

Blue Lake For€st Products .....

8racul lntemaiional

Eritt Lumb€r Co.

Costa Trucking. Ja

Eureka Soulhern Raihmd Co.

Louisiana-Pacific C0r0.

PVM Bedwood Co.

Schmidbauer Lumber, Inc

luSunI/GEt88 Itl[EY

All-Coast Forest Products, lnc.

m|(EnsflElll

Co

Fremont Forest Products Ganahl Planing Mill

Georgia-Pacilic Corp. (Anaheim) Georgia Pacific (Mira Loma)

Gmrgia Pacific (Riverside)

Golding Sullivan Lumber Sales Hesperia Wholesale Lumber Induslrial Foresl Producls Inland TimberCo. Inlernational Forest Producls .

(916) 273-2233

Higoins Lumber Co. (800) 227-4338 (805) 834-0632

Pacific Wood Pr€seilino ol Bakes ield, Corp. (805) 582.3950 (805) 033-0429

GOTEROTTE Bowman Lumber Salos

Louisiana-Pacific Coro. . . ...

Rolando Lumber (Kinton Div.) .

F0nI 8m88

Georgia Pacitic Corp. {Redwmd) Holmes Lumber Co.. Frod C.

FnESt0

G€orgia-Pacific Warchous€

Hi0oins Lumber Co. (800) 742-1945

Inlenatimal Forst Products

Pacific Foresl Pmducts

Westem American Forest Products

Weyerhaeus€r Co. (800) 742-1939

Wmdwork Institute ot Califomia

ros Btxos

DMK-Pacific

r00EsI0

Snider Lumb€r Products

Sward Trucking

Thunderbolt Wod Treatino. Inc. (lio. Ca.) (800) 692-5744

BEOOIIG IRET

Louisiana-Paclfic Corp. (Bed Bluff)

P & M Cedar Products

Trinity Biver Lumber Co.

Wismnsin-California Forest Products

stcRttEiI0/sl0c[T0t ffitA

Eeadex Manutacturino

StRStRl

Tomac Inc.

$xTr milt

Higgins Lumber Co.

srfir t0$ mEl

J.

H. Elevins Co., Inc.

Gsorgia-Pacific CoD.

Hig0ins Lumber C0.

Martin Forest Industries

Noyo Timber Products, Inc.

Nu-Forest Prcducts

Windsor Mill, Inc.

Ul(ltH/tlUlTs

ORANGE, FIVERSIDE & SAN BERI{ARDIl{O COUI{TIES

BUVE N]S' GUilDE

PACIFIC NORTHWEST STATES

SOUTHWEST aRtzol{a

Georoia-Pacific Corp.

Hirt & wmd Lumber Co.

Jasper Wood Treatino

Leavitt's Freight SeMce ....

Lumber Products

McFarland Cascade McKenzie Trading Co.

ltol{TA1{A

Frank E. O'Dowd, former executive vice president of the National Building Material Distributors Association, died of cancer Dec. 16, 1987. in Wilmette, Il. He was 67.

Prior to his 1977-1985 stay with NBMDA, he spent 34 years as a salesman and marketing executive for the Edward Hines Lumber Co., based in Wilmette.

Mr. O'Dowd is survived by his widow, Peggy, five sons, four daughters, a sister, and seven grandchildren.

Bert Holdren, owner and president of Rialto Lumber Co.. Rialto. Ca., died Jan. 4, 1988. in Rialto. He was 80.

A native of London. Oh.. Mr. Holdren moved to Southern California in the late 1920s to help build

Grossman's lssues Newsletter

Grossman's is now distributing a l2-page newspaper, "Grossman's Gazette," at its four Southern California warehouse stores "to try to get closer to our customers."

Dill Lumber, Riverside. Over the years, he worked his way up to yard manager. In 1953, he and Al Beales purchased Rialto Lumber. He and his son, Jerry Holdren, built the current yard two years ago.

Mr. Holdren is survived by his widow, Evelyn, a son, a daughter, two grandchildren, and three greatgrandchildren.

Bob Marriott, a partner in Boyd Lumber Co., Upland, Ca., died Dec. 31, 1987, in Duarte. Ca. He was 65.

Born in Elk City, Ok., he and Chuck Jenkins joined Boyd Lumber, Jenkins' father-in-law's company, in 1946 after serving in World War IL He served in various capacities, including handler, administrator and supervisor, before gaining a limited partnership in 1970. He was also a member of the Upland City Council.

Mr. Marriott is survived by his widow, Marion, a son, two daughters, a brother, a sister, and seven grandchildren.

Distrlbstors

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-3435

MID.STATE LUMBER CO. 20O Industrial Parkwav

Branchbrr€, NJ 08876 (2Ol) 725-49OO

SOUTHEAST FURMAN LUMBER CO.

8960 Henkels Ln.

Annapolis Junction, MD 20701

(3Ot) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498

Asheville, NC 28813

(7O4) 2s3-s667

EPPERSON LUMBER SALES, INC. PO. Box 1559

Statesville, NC 28677

(7O4) 873-4321

The quarterly publication will reach customers in Ventura, Long Beach, Montebello and North Hollywood, although headquarters will follow its progress in the test area.

ADVtrRTIStrRSO IDIDtrX

Jones LumberCo., Stu. ........47

Jones Wholesale Lumber Co, ,... .31

Keller Lumber Co.... ..,..,,..32

Laco Lumber. ....,....23

Louisiana-Pacific..... ...Cover II

MacBeath Hardwood Co...,.... .41

Marquart-Wolfe Lumber Co. ...39

.....30

Blue Lake Forest Products .............55

Bowman Lumber Sales... ,...,,49

Bracut International .. , . ,... ..5E

Britt Lumber. ......,,.44

Caffall Bros. .......... 19

Cal Coast Wholesale Lumber, Inc. .32

Cal State Forest Products. Inc... .....,..25

C&D Lumber Co..

Capital Lumber Co..., ...,....,.3

3C Trucking. ...........6

Central Builders Supplies Co. ..........45

Certified Coatings .....22

Coastal Lumber Co.,..,, .......49

Duke City Lumber Co.....

Mesa Forest Products .,,.,.....22

Mutual Moulding & Lumber Co.........54

Navajo Forest Products Industries....... 15

Nova Lumber Co.. Ltd. .,.. ...39

Osgood, Inc., Robert S. ..... ..,,,......34

Pacific Forest Products. ...,....29

Pacilic Lumber Terminal. ......41

Pacilic Wood Preserving of BakersfieldCorp... .,,,......24

P&M Cedar Prodricts .,,.....62, Cover III

Penberthy Lumber Co. .....17

Philips Lumber Sales. .........50

Product SalesCo.. ...,,,.....,,4

Redwood Coast Lumber Co. ... ,,40

RSG Forest Products. .,.. ....20

San Antonio Pole Construction Co.......13

South Bay Forest Products Co.... .......44

Sun Studs, Inc.. .. .57

Thunderbolt Wood Treatins ..,,,26

TreeSourcrc, Inc......,...:., ...,,....,.27

Vaagen Bros. Lumber Inc.. 37

Waldron Forest Products, Inc. .....,....36

Western Machinery Sales, Inc. ...... .21

Western Red Cedar Lumber Association.5l

Western Wholesale Moulding, Inc....,,. 3E

Weyerhaeuser Co....... Cover I, Cover

WOODFORD PLYWOOD PO. Box l73l

Albanv. GA 31703 (9r2) dffi4900

Branches in Alabama, Georgia & Florida

LAKE STATES EMPIRE WHOLESALE PO. Box 249

Akron, OH 44309

(216) 434-454s

DETROIT FOREST PRODUCTS 35135 Glendale

Livonia, MI 48150 (313) s22-0610

NORTHWEST

HUMPHREY LUMBER CO. PO. Box 99943

Tacoma, WA 98499 (206) s84-6263

UPPER MID WEST CANTON LUMBER CO. PO. Box 9328

Minneapolis, MN 55440-9328 (612) 425-t4OO

WEST

ALL-COAST FOREST PRODUCTS, INC. PO. Box M

Chinq CA 91708

(714\ 627-85s1

HEDLUND LUMBER & MACHINE STAINING PO. Box 60O38

Sacramento, CA 95860

(916) 33r-66u

CEDAR WEST CORP PO. Box 5224

Denver, CO 80217

(3O3) 294-9r01

"MyHomeSaysA LotAbout

Meo . . And CedarPro' StdlngJ'

Sam Greco, Home Owner, Rancho Murieta, California

When I built my custom home, I wanted the best. I looked for quality in the products I bought. And I didn't want imitations or lookalikes.

When it came time to specify a siding maletiaT, it was a natural choice...CedarPro Incense Cedar. CedarPro has the look I want. Clean, sharp. It says "custom home".

I plan on being here a long time. I'm confident my CedarPro Siding will be too. It's the look that lasts.

Corporate Office, PO. Box 7349 Stockton, California 95207 209/957-6360