Merchant Magazine - February 1990

Serving the lumber and home center markets 13 Western SfatesSince 1922

STRONG COIORFUL

GRAPHICS Attract store traffic to the display and provide clear descriptrons of features, benefits, and buyers' alternatives.

FULLSIZED LATTICE

SAMPLES Soecimens of actual lattice in a variety of grades and patterns make buyers aware of the range of choice. Gives the dealer opportunities for selling up.

SOLID COIOR BACKGROUND

Makes lattice design stand out sharply for best visibility. Eliminates visual confusion of open lattice in retail premises.

SAMPLES ARE LABELED Each lattrce sample carries an identification tag giving the species, grade, spacing, pattern and thickness. WOODWAY Quality labels, too.

SECTIONS HINGE TOGETHER

Hinging arrangement can be varied to surt location. ldeas and instructions are provided with display.

The Merchandiser You Need To Put Profit Into Your Lattice Sales

Homebuilders and home owners are in love with lattice and grillwork. But they are not willing to settle for the cheap, take-it-or-leave-it variety they usually find at their dealers They are looking for what they expect to find in any product that will add pride and prestige to their homes or lifestyle: good quality and good selection.

Woodway Quality Lattice, from LWO, offers the first truly effective merchandising unit for this increasingly popular product line. lt displays a range of species, grades, patterns, and thicknesses. lt provides informative and illustrated buying guidance. lt directs the prospects' attention to the better grades that offer you the better margins.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Associate Editor David Koenig

Contributing f, ditors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Ginger Johnson

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92.66t0, phone (714) E52-1990, 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.

ADYERTISING OFFICES

Advertising rates upon request.

From all states east of the Rockv Mountains: Contact Jim Hein. national sa'les 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.

From Washington State, Oregon, Idaho, wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm ar (206) 774-3773 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Mdrcss-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.: $1 l-one year; $17+wo years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 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.

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

Good manners are good business

G CHOOL teachers have often been heard to tJ say to youthful students, "don't take that tone of voice with me, young man!" Or, when using a more conciliatory approach, "it's not what you say, it's how you say it."

This observation applies equally in business. From the top to the bottom, everyone in a business needs to be sensitive to not only what they're saying, but how they say it. And this applies to addressing co-workers as much as to customers.

Good manners are not taught in business school. But from our observation they should be. How often we hear the curt reply, the annoyance in the voice, the constant interruption, the sarcasm, boredom, exasperation and plain old rudeness. ls this any way to talk to a customer?

The reasons it happens are varied. Employees

can be hurried, harried, unhappy with life, their job (or both). Perhaps they suffer from an unpleasant personality. Whatever the reasons behind rudeness, it has no place in business or life. And it should be rooted out and eliminated just as surely and just as quickly as if it were inventory shrinkage.

The schools, seminars, bookstores and the telephone companies all have materials available to help those who want to ensure that their employees - or they themselves - are not guilty of unintentional rudeness.

Everyone should make a conscious effort to project sincerity and courtesy to customers. To those who only project and don't honestly feel these qualities within themselves, we suggest they find another line of work.

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

Find out why we're No. 1 in Gedar Fencing.

% Million board feet per day!

We produce the highest quality Western Red Cedar Fencing available consumer rated quality. Because our boards are uniformly sawn to a smooth texture rough, and graded from both sides in the 1" form, it is a consistent quality you can count on with confidence. That's whv we are No. 1.

Newcedar promotion

'' N'o#:Jilf ':'11 ":L'.,il'ili

is a quotation often cited by present day sales managers to motivate their people. This is particularly true in the cedar business.

And that's why the Western Red Cedar Lumber Association has been devoting much of its marketing efforts to assisting the dealer by targeting users such as architects and designers who specify the product, in addition to builders, remodelers and contractors who actually buy the product from the dealers.

IIn a new promotional direction for 1990 aimed at increasing the specification of cedar lumber products, WRCLA is initiating a Professional Design Awards Program for architects and landscape architects. The program will be co-sponsored by the American Institute of Architects (AIA) and the American Society of Landscape Architects (ASLA). Awards will be given for the best uses of western red cedar for new construction, remodeling and renovation in the categories of singlefamily and multifamily residential, commercial, industrial and institutional applications.

WRCLA advertising, publicity and direct mail will reach well over 50,000 architects and building designers, along with 20,000 landscape architects in the U.S. and Canada. with an invitation to submit entries. Judging will be conducted in the summer of 1990.

Story at a Glance

Cedar association is assisting dealers by contests and awards for achitects using cedar products in theirdesigns . aggressive promotion of the results will spread the word on cedar.

February 199O

The winning entries will be featured by WRCLA in publicity, literature and advertising to influence other architects and landscape architects to specify cedar in their projects. These same entries also will be featured in promotional efforts directed to builders, contractors and remodelers to stimulate increased cedar use by emulating the ideas generated.

The entries expected to be seen will be new applications of cedar for exterior environment in landscaping, for light standards, seating, berms, decks, walkways, [ences. privacy screens, and even in imaginative uses combining functional uses with outdoor art and sculpture. These ideas

translate into sales of cedar posts, beams, boards and planks in knotty and clear grades, capitalizing on the WRCLA marketing theme of the past several years: "CedarThe Original Treated Wood."

Also expected are imaginative uses of cedar for exterior design in walls, fascias, decks and walkways, exploiting the natural beauty of cedar. Interiors, too, are expected to reflect the trend to the warmth of more natural products. This is where the beauty ofcedar has long been its most popular appeal. These ideas translate into sales of siding, boards, paneling, fascia, trim and dimension, with a whole spectrum of cedar grades used.

Marketing targets cedar users

By Jeff Loth President Western Red Cedar Lumber Association

HE 1980s provided some inter-

esting times for cedar producers, from changing markets and consumer tastes to continued pressures on available timber resources to a renewed industry commitment to cedar marketing. And the decade of the '90s promises to be even more challenging for cedar producers in the U.S. and Canada.

It will be imperative in the '90s that a balance be struck between the needs of timber for products and the desire to preserve forestlands. And producers on both sides of the border will be working hard to meet this challenge.

The markets for cedar products have evolved in the past l0 years along with housing designs and customer preferences. Wood decks, many of them constructed of cedar, have added a new dimension to homes by creating outdoor living spaces. The stark plastic, glass and metal look has given way to a desire for more natural tones such as wood. Cedar paneling, exposed ceilings and other decorative products have also warmed up the interiors of homes and commercial buildings, replacing non-natural materials.

These changes did not come

about entirely by chance. In the mid1980s, the cedar industry determined it must take deliberate, wideranging marketing action in order to protect and expand markets for cedar lumber products. As a result, WRCLA embarked on an expanded marketing program to use these trends to create greater demand.

The industry identified four major audiences: architects and specifiers, builders and contractors, remodelers and retail/wholesale dealers. Special advertising was created for each group, highlighting the many benefits of using cedar. Projects using cedar in a variety of interior and exterior applications were publicized in major trade and consumer publications. Hundreds of thousands of publications, from idea books to

Story at a Glance

Cedar leaders remain committed to increased marketing efforts in the 1990s, building upon promotional efforts in the past decade. increased cedar use anticipated.

CedarSpecial lssue

What Is The WRCLA?

The Western Red Cedar Lumber Association is an affiliation of I 5 cedar producers.

Companies represented are: Caflall Bros. Forest Products, Wilsonville, Or.l Canadian Forest Products Ltd., Vancouver, B.C.; Delta Cedar Products Ltd., Surrey, B.C.; Evans Products Company, Ltd., Vancouver, B.C.; Fletcher Challenge Canada, Vancouver, B.C.: Lamford Forest Products Ltd.. New westminster, B.C.; Landucci Industries. Surrey, B.C.; Loth Lumber Co., Inc., Gold Bar, Wa.; MacMillan Bloedel Limited. Vancouver, B.C.; McDonald Cedar, Fort Langley, B.C.; Mill & Timber Products Ltd., Surrey, B.C.; Sawarne Lumber Company, Ltd., Richmond, B.C.; Tolko Industries Ltd., North Vancouver, B.C.; Tyee Timber Products, Ltd., Langley, B.C. and Weldwood of Canada. Ltd.. Vancouver, B.C.

Officers: Jeff Loth, president; Bob Landucci, vice president, and Gary Marshall, treasurer. Marketing information as well as literature is available from the WRCLA ofllces, Yeon Building, 522 SW 5th Ave., Portland, Or. 91204-2122.

technical information pieces, were distributed to cedar users worldwide. As the new decade begins, WRCLA's marketing effort has been expanded with the addition of a design awards competition conducted in cooperation with the American Institute of Architects and the American Society of Landscape Architects. A future competition will be created for interior designers. These competitions will recognize outstanding projects using western red cedar lumber and will provide material for future cedar pomotion efforts.

There are many challenges facing the cedar market in the coming years, making detailed predictions nearly impossible. However, in at least one area, the crystal ball is clear: Cedar manufacturers, through WRCLA, will remain committed to promoting and expanding cedar use and willwork to build on the marketins, efforts of the '80s.

Ways to finish a cedar sale

lA eOnn SALES. whether for inV door or outdoor use, are naturals for add on sales of finishes and the tools to apply them.

While a customer may think he wants to leave his cedar bare to weather naturally, he will probably be happier if he gives nature an assist. Some of the drawbacks to natural weathering are uneveness of color due to variations in boards and the light and moisture to which the wood is exposed.

Wood protected by overhangs will weather more slowly than wood directly exposed to harsh weather. Cedar hit by the overspray of lawn sprinkers will color differently than that with less exposure to water.

The natural weathering process can be improved with an application of water repellent preservative. These products apply easily and allow the cedar to gradually change from its original reddish color to a lighter shade. Additional water repellent benefits include minimizing watermarks and surface checks as well as guarding against decay and discoloration caused by mold and fungal growth.

Another option is a bleaching oil applied to achieve a gray, weathered look sooner. The bleaching oil speeds up the natural color change and provides a more uniform appearance. It minimizes the initial darkening and accelerates the natural color change to the final driftwood gray.

Customers who don't want a natural finish should be euided to

Story at a Glance

How to write bigger cedar tickets.. suggestions for add on sales of finishes and tools. do's and don'ts for recommending finishes.

the exterior stains. These come in two types: film forming and penetrating.

The film forming, such as varnishes and urethanes do not penetrate the wood, so they must be refinished in a few years. They also prevent the release of moisture within the wood, causing blisters and cracks.

Penetrating stains are often recommended since they provide both a natural appearance and protection from moisture. There is no peeling or blistering. Most of them contain water repellents and in many cases rot and mildew inhibitors.

Penetrating stains come in three types. The transparent have no pigment but offer water repellent features to protect the wood and aid the natural color change. Semi-transparent stains have added pigment to modify the originalcolor of the wood while allowing the natural beauty to show through. They are more durable than transparent stains. Opaque stains have a high pigment content and hide both the grain and color of the wood.

Latex stains even though they do not penetrate the wood are acceptable if the customer wants a color. Their life span can be extended with the use of a stain resistant primer. Because they have some porosity they have more stability and allow limited moisture movement with the wood underneath.

Cedar used inside the house can be finished with either a transparent or semi-transparent finish that will protect its surface while enhancing its beauty. Clear lacquer can be used in areas where there is little moisture. lt should not be recommended for bathrooms or kitchens.

Varnish can be used on smooth surface cedar, but it tends to darken the wood. A flat finish sanding sealer is best recommended under the varnish. If varnish is selected to be used in a bathroom or kitchen. at least

Cedar Finishing Productt

Alkyd Based Primer

All-acrylic Latex Paint

Bleaching Oil

Danish 6il :.: 'r,i

Lacquer Latex Stain

Oil Alkyd Paint

Oil Based Primer

Oil Paint

Penetrating Stain

Pigmented Stain

Varnish

Water Repellent

Finishing Tools

Brushes

Caulking Gun & Compound

Cleaning Brushes

Dropcloths

Ladder

Paint Pads

Paint Thinner

Rollers

Sponge Applicators

three coats should be suggested. Danish oil is a good recommendation for any room except those with high humidity such as a poorly ventilated bathroom. It is well suited to saw textured faces. Pigmented stains work well if the customer wants to accent a color scheme. They can be used on both smooth and saw textured cedar. The show of grain and characteristics can be controlled by the heaviness of the stain used.

In addition to recommending the finish which matches the effect desired by the customer, a dealer should make sure that the proper tools are purchased. High quality brushes, rollers and materials to prepare the wood for painting or staining can make the difference between a poor and excellent job.

A six page brochure on./inishing western red cedar siding and paneling is available for 50( lrom the Western Red Cedar Lumber Association, Dept. 668, 522 S.W. FiJih Ave.. Portland. Or. 97204-2 I 2 2 -editor.

Gedat kits build proiect sales

G ELL the benefits. Sell the pro- tl iect. Sell both with cedar kits. Manufactured from both western red cedar and incense cedar lumber, gazebos, summer houses, and swings are among the garden structures offered in kit form. All have many benefits for both the buyer and seller.

Your d-i-y customer has the convenience of buying all the wood necessary, a list of needed tools, hardware, stain and complete instructions packaged together. Some kits even contain the hardware and use pre-stained wood. All the pieces are pre-cut with components such as lattice and ridge caps prefabricated.

Story at a Glance

Ways retailers can sell proiects with cedar kits. benefits for both d-i-y customers and dealer ... advantages of complete package.

assembly line and inspected to assure top quality. Because of the efficiency of the procedure, the cost is often less than that of a comparable structure assembled without a kit. Prices run in the neighborhood of $ I 500.

Retailers find it convenient to build a model of at least one of the styles and sizes of gazebo or summer house they sell. They also find it pays off in sales to display the instruction booklet so that the customer can see what is involved. Securing the booklet to the structure or laminating the pages and posting them on a bulletin board are workable ways of displaying the instructions. Pictures of other available models and sizes should be a part of this display.

Although some retailers stock the kits, most prefer to special order, picking them up from their distributor as needed. Because they are completely packaged, the kits handle and stack well despite their size and weight. A forklift can move them readily.

Packaged in boxes or poly lumber bags, the kits can be handled fairly easily despite weighing over a thousand pounds. Poly bagged kits measure 7' x 46" x 33" and fit in the bed ofa pickup truck. Boxed kits are similar in size.

Gazebos and summer houses come in a selection of sizes and shapes. Options such as cupolas are available. Deck Squares, stools, planters, bar kits, risers, steps, swings, cafe doors and decorator windows, all made of cedar, can be bought to expand the original project.

In addition to convenience, the kits offer your customer the advantages of quality and competitive pricing. Components are prepared on an

In addition to add-on sales of nails and stains for kits which come unfinished without hardware, dealers can stimulate tool sales by cross merchandising. A display of hammers, levels, handsaws, power saws, steP ladders, measuring tapes and squares adjacent to the model will encourage customers to upgrade or rePlace tools as well as buy those they don't own.

A demonstration of the assembly process can be effective. This is most easily done at the beginning of the season to build a model. If you want to repeat it every few months, You can skip the nailing and simply show the assembly of the various parts.

Although basically a seasonal item, cedar kits are good money makers with fairly high margins. The fact that they can be ordered as needed is an advantage.

CEDAB products in kits are precut and designed to eliminate time consuming planning and cutting.

Gedar packaging is a plus for retailers

AS lF preparing to nimbly carry Fl eggs from the farm, lumber manufacturers are devising new. safer methods to protect their sensitive cedar during shipment to retailers and wholesalers.

"lt doesn't help us any to go to all the trouble of manufacturing it and milling it so it's looking good here, if by the time it gets to the customer it looks bad. We'd be wasting all that effort," says Mike Baldi, shipping superintendent for P&M Cedar Products, McCloud, Ca.

P&M tapes bundles together and affixes a special end cap constructed of four or six boards and featuring the company logo, a profile of the product, directions and applications information. Plastic film covers the shipment to protect the cedar's fine

edges and tongues and grooves. Bolsters and spacers are strapped to each unit to keep the pallet together for a cleaner operation.

But the shipping additions provide retailers with more than good looking wood. After it is unloaded, the wrap can be left on the lumber while it sits in the yard to continue to protect it from the elements.

And P&M offers a specially designed ProPac, featuring prearranged 6, l0 and l6-ft. length boards. "When it gets to the yard, it's prepackaged in predetermined amounts," says Baldi. "You don't have to go picking through the piles, and it ensures a fairer distribution of the different sizes to customers."

Loth Lumber, Gold Bar, Wa., has built its niche in the industry by prid-

ing itself on delivering its western red cedar in the best condition possible. Its earliest protective measure was selecting the safest loading procedure. "We tried everything from driving a forklift onto the truck to sliding lumber in on rollers," says shipping manager Richard Poole. "We found that piggyback van loaders worked best."

Three years ago, Loth designed a custom pallet of fir 2x6s with an attached pull rod. At the cedar's destination, a chain is hooked onto the rod so the lumber can be easily pulled out without damage to the bottom of the lumber.

Loth also uses end caps, corner protectors, 1-l/4" banding, airbag cushioning between the lumber and the walls of the van, and waterproof polybag pallet coverings. "Since we are in the Northwest, we have a good amount of rainfall, so we cover the lumber with as much plastic as possible to keep the moisture out. Rain also lessens the payload, adding weight and cost," Poole explains.

Story at a Glance

How cedar packaging innovations to protect shipments help retailers, wholesalers and customers. end caps, spacers, plastic wrap and custom pallets save money by reducing damages and loss.

I'-or exports, Loth adds a wax-dipped cardboard siding to the polybags for extra protection in handling at the docks and during the ocean voyage.

In all, Poole is sure the added steps are paying off "because we neverhave complaints about the condition of our lumber."

Yet Baldi notes special packaging can add $25 to $40 per 1,000 to the manufacturer's cost, though it helps guarantee the wood arrives without damage or loss. Poole agrees: "There is no upcharge for our packaging. lt's saving us money in the long run. Other companies would rather go through a lot of customers than have contented customers."

CUST0MIZEll pallet from Loth Lumber uses pull rod to 0rotect undersides of cedar boards during handling.

Built-in Quality

The two types of trusses used in the building above are typical of the built-in quality of all San Antonio buildings.

These trusses are specially designed to provide the strength and support required. And then some. Yet we don't overengineer our structures, which saves our customers money. They don't pay for something they don't need.

The quality provided by San Antonio's preci-

sion engineering produces a building custom designed to perform a specific function at a reasonable price.

San Antonio built the 2,000 square foot shop building shown under construction for Wood

r(N" Things in Tuolumne, Ca. It is used for the manufacture of wooden racks and displays.

Let San Antonio's experience work for you when you need to add or remodel a building.

Mike Esposito, rngr.

1280 Llnit F-1

West Liuubert l{rl. IJleir. (lir. 92621

(213) 694-8361

(771) 529-7790

I'.O. Box 129

()r'imes, (la. 95950

(s76) 4s7-230s

Incense holds its own

ALTHOUGH often overshadow- Fl ed by western red cedar, California cousin incense cedar offers many of the same benefits, plus a few of its own.

Incense cedar can be found at moderate elevations in the Sierras, the coastal range mountains of Northern California and in Southern Oregon. lt is named after the fragrant oil which seeps to the surface just after the wood is cut. The sapwood is white or cream-colored, the heartwood light brown to reddish-brown, often pecky, with a fine, uniform texture.

Its most outstanding characteristic is its high resistance to decay and high durability when exposed to weather. lt machines well, glues superbly, and takes and holds paints and stains well. High dimensional stability results in low volumetric shrinkage, while top marks in thermal conductivity make it one of the finest wood insulators.

"But it's not really a construction wood," says Bob Smith, Bohannon Lumber Co., Orange, Ca. "lt's a remanufacturing type of wood." Yet with its distinct appearance and properties, incense cedar proves an ideal material for countless products: r Siding (due to is decay resistance, dimensional stability, high insula-

Story at a Glance

Proving western red is not the only cedar in the forest, incense cedar offers many of the same advantages distinct appearance, high durability, working properties lead to countless remanufacturing opportunities.

tion, light weight, workability, weathering and paint holding properties);

o Sheathing and subflooring (insulation, stability, resistance, workability, light weight);

o Paneling and interior finish (clear grades, rich color, small knots, wear resistance, easy maintenance, paint and stain receptiveness) :

o Fencing, short poles and shakes (ease ofsplitting to post sizes, resistance, weathering, workability, light weight);

o Pencil stock (straightness of grain, softness and ease of whittling, light weight, workability, exceptional gluing);

o Venetian blinds (smooth surface, light weight);

o And closet lining, moulding, decking, lattice, outdoor furniture, hot tubs, toy stock, greenhouse benches, flower boxes, nursery flats, boardwalks. mud sills. rafters, window sash, ice houses, irrigation and drain boxes, grave lining, casket shook, shallow ditch shoring, duck boards, pickets, chicken houses, rabbit hutches, birdhouses, garden summer houses, garden stakes, trellises, beach dressing cabins, small boat houses, dog houses, feed troughs, plates, fire stops and other milled articles and specialty items.

P&M Cedar Products. Stockton. Ca., manufactures incense cedar into a wide range of products, utilizing the entire log, right down to the downfall. "The different size trees are graded while in the foresl for their best intended use and then separated for size," explains P&M's Jean Fakundiny. "The larger, older logs have a lot of peck in them and are best suited for pencil stock. Smaller logs are good for exterior siding, interior paneling and mould-

ing. And even smaller logs go into our cutstock program for picture frames, window parts, handles for barbecues, and so on."

P&M even uses the wood chips to feed a cogeneration plant and to produce Duraflame woodwax firelogs at its California Cedar Products division. "We've done a lot of tests, and incense cedar seems to make a better firelog than all other species. It's better than pine, certainly better than any hardwood, because of its natural bonding properties to wax," says California Cedar Products' Chris Caron.

But why incense cedar and not western red cedar? El Louise Waldron, Waldron l"orest Products, Carmichael, Ca., says, "People used to buy incense cedar because o1, number one, its color. It's a creamy white and not the bright red of western red cedar. Two, the price had been considerably less, although now it's pretty much in line with western red cedar. Three, for decorative items, if you're looking for a lower grade of pecky cedar, incense cedar has it and western red cedar lower grades really don't. And finally, incense cedar can be found in California, while western red cedar grows in the Northern hemisphere. So location may or may not be an advantage."

Yet with rising prices, the incense cedar business has changed over the last few years. "lt's not what.it used to be," says Smith. "lt's fairly hard to find and there's not as much demand for it, so consequently the mills haven't been producing it like they had been. We just sell the moulding grade now."

Incense cedar may not be the only tree in the forest, but its advantages are clear.

Aromatic red cedar= the closet queen

FI O-lT-YOURSELF home

l/ owners continue to look for ways to update and improve their houses with easy, economical weekend or one day projects.

Aromatic red cedar boards and panels for lining closets offer for a few dollars and a few hours benefits that are usually found only in expensive custom built residences.

An informal survey of do-it-yourself projects accomplished in one neighborhood showed that the majority of households had either lined one or more closets with aromatic red cedar or planned to do so in the near future. Popular because of the pleasant, luxurious scent provided by the aromatic wood, cedar lined closets are considered a necessity by many for protecting fine wool

blankets, clothing and furs.

Preference for the two types of aromatic red cedar available is fairly evenly divided. Some homeowners select panels pressed from aromatic red cedar chips because the 4x8 ft. sections install more easily in their closets.

Others choose the tongue and groove boards because they like the option of being able to apply them in a horizontal, vertical, angle or herringbone pattern. They also find the boards suitable for building shelves or storage cubicles. Many d-i-yers cover the closet floor as well as the ceiling and walls. Cedar boards come in 3/8" x 4" or 3/8" x 2" in 8 ft. lengths. They cut easily to the lengths needed.

Renters who want the luxury and

Afl0MATIC red cedar closet lining provides an outdoorsy fragrance as well as a moth repellent lor wool clothing. Simple shelves can be built to hold items such as wool socks and sweaters. Portable storage cupboards built from the cedar boards can be moved from home to home.

Story at a Glance

Summary of aromatic red cedar closet lining market. tips on merchandising, displaying, adveftising free materials.

protection of aromatic red cedar for their clothing and blankets line drawers with cedar boards or pieces of cedar panels or place them on existing shelves.

Aromatic red cedar products come packaged in cartons or bundles. They can be displayed as impulse items or cross merchandised with closet fixtures, paneling products and lumber. Because of the current emphasis on closet organization systems, customers are looking for such products. Builders and remodelers also are potential customers since aromatic red cedar lined closets are hot items in new homes and for remodeling jobs.

Panels and boards can be suggested for other d-i-y projects. Free standing cupboards or additional

storage closets in bedrooms, attics, basements and garages can be built with them. The aromatic odor is excellent for freshening a musty basement. Some people like the scent well enough to panel a bathroom or other room with aromatic red cedar.

Dealers find that advertising the aromatic cedar panels and boards or scheduling clinics demonstrating how to improve closets with them encourages sales.

Color Booklet Boosts Decks

Just in time for spring and early summer outdoor promotions. a new color brochure is available illustrating the many uses of western red cedar for decks and outdoor accessories.

The four-page "Cedar ConceptsDecks and Outdoors" shows your customers examples ofwestern red cedar decks for barbeques, sun bathing or just as a secluded, relaxing retreat.

terns for any outdoor project.

Also of interest to the homeowner or professional designer are the durability, appearance and workability of western red cedar and its ability to accept a variety of finishes, from paint to stains.

The new publication is available for promotional use. Literature on other western red cedar products, applications and finishing is also available.

Free information on aromatic red cedar products including closet applications can be obtained by sending a self-addressed stomped envelope to: Home Closet Planning Service, 221 N. La.Salle .5t., Chicago, Il. 60601 - ed.

Cedar decks are illustrated in a variety of styles and with accessories such as planters, trellises, railings, steps and benches to suit simple or complex designs. Cedar is available in a wide range of sizes, grades, surfaces and pat-

Copies of the new Concepts brochure are available from the Western Red Cedar Lumber Association, Dept. 653, Yeon Buildine, 522 S.W. Fifth Ave., Portland, Or. 97204.

Gcorgia-Padlic is continuing its $3.47 billion hostile rakeover battle lbr Greot Northern Nckoosa Corp., soliciting proxies to oust board nrembers a1 the March 2 meeting of Great Northern shareholclers; C-P says 75{lr of Great Northern shares have been tendered in their $63 a share ofler (see story, p. 26)

Honte Depot is in escrow ltlr property in Encinitas, Ca., with a l99l store opening targeted. Yardbirds opened a 44,185 sq. ft. store in Vacaville, Cla., their 8rh...

Nortltv,-est Building Supply openecl a tentporary site in Grass Valley. Ca.; partners Richard Mantle, Patrick Shaussee and Steven Willianrs expect to be in a pernri.rnent 1'ard bv spring .

Western Lumber Co. sold its Solana lleach site for 54.03 million to the Hollartder Group, Los Angeles, Ca., with arrangentents to lease back the 2. | 7 acres and continue to operate the 17,000 sq. ft. store located on it until construction of a conrnruter rail station begins...

HomeC'lub has signed leases fbr warehouse loc:rtions in Visalia and Rancho Califbrnia, Ca.: both will exceed 100,000 sq. fi. with separale 10,000 sq. ft. nurseries the Boise, Id., HomeC/trb offered a liee fingerprinting for chilclren as pelrt of a community service progr:rm

Boatrct-Daly Lumber Co., I)owney. ('a.. is no longer in business lnd is sclling off equipment

Eagle Hardwore ancl Garden. a rrew home improvcment opcril-

tion startecl in Kent, Wa.. by exPay 'N Pak chairman David J. lJeerenspcrger. is looking fbr sites in the Puget Souncl area . . Burr Lumber, Los Alanritos. Ca.. and Ganaltl Lumber, Anaheim. Cla,, have joined Hardv,arc Wlrutlesalerslnr'....

HomeClub, Inc., Fullerron, Ca., was nominated as one of six Company of the Year candidates by the ,4merican Society.for Treining atrrl Developtnenl, Orange County, Ca., chaltter

Reid & lVrigltt, Arcata, Ca.. has a new distribution yard under construction irr Bend. ()r.. with thc 10,000 sq. f L warehouse on 2-ll2 acres due to be contpleted,\pril 1...

WTD Industries, Int'.. Portland, Or., has purchased Mourtlain Viex, Luruber, Int:.. West Burke. Vt., from Bob Doyon and changed the name to Burke Lutnbcr Co.. Daniel R. Davis, mgr....

Cruna (rtt'\, ('cclor ('orp. has opened a western red cedar f'encing mill in Amanda Park, Wa., with Sandy Bremner and Kevin Johnson handling sales .

Metlnllian Millvrark, lnc.. Marysville, Ca., currently located in the fbrmer Semarts Mouldincs Cb. plant, plans to build a 68,000 sq. ft. plant on 6 acres in the [:nterprise 'l,<>ne aI Yr-rba County Airport

Pl1'wttotl Pttnals, /rrt'.'s ('hino. ('a., office is aff-ected by a realigning of'operations (see p. 26 tor story) Ser1uoio Suppl.v. lrvirre, Ca., and Grip-Rite Grrrup have mergecl to fornr Prime.Sourcc. Irtt'. (see p.27 for story)

The Merchant Magazine

Muplt' Bros. Int'.. llrea. ( a.. will move into a new exoanded distribution center in ('hino, ('1.. next mon1h... Goklenberg Pl.vtrootl & Itrtnber, Los Angeles, (1a., a Ply Gem lndustries subsidiary, has leased 43.000 sq. ft. of space in National City, Ca.. for its Goldenherg/Allied Plywood Division

LtT'D Indusa'rcs, Portland. Or., has acquired the Cornett Lurnber Crr. sxrllnlillat ('cntral Point. Or.. no price was revealed

[Jrtitt:rl .States Gypsum C'o. has openecl a new multimitlion computer controllecl production line lbr Durock interior and exterior cement board systenls at its Santa Fe Springs, ('a., plant Forest Prorlucls Marketing, lnr'., Oroville, Ca.. is celebrating its 25th anniversilry..

Ensu'orrlt fitrcst l'rtttltttrs hns moved its Rocklin corporate office to Arcal.a, Ca.

Dttt'kbat'k Prrrlut'ts. ( hico. Ca., is expanding its distributor network for Superdeck exterior transparent stain with the addition of' Weekes Forest Products. Minncapolis.Mn....

Nalcnr, lnt'.. Beverly FIills, Ca.. lrarent company af Nutional Lock Corp.. has purchased Weslock Corp. and Modern Faucet Corp. front .1.P. lndustries . .

The I'ort of' Portland, Or,. was the No. I processed lumber export port in the U.S. lronr July 1988 through June 1989 according to Dept. of Commerce statistics...

[]oise (.ascarle C-orp.'s I 989 earnings fell 7.5(}lr with 4th quarter earnings clown 33(lr fbr the Boisc. ld., compirny .

Housing .t/r,r/'/.s were clown 8Vr to a seasonally adjusted annual rate of I ,235.000 units in l)ec. (latest figs.) In the west starts were Lrp 3.4tY,... single family lromes dipped l0{Xr; multilitnrily units, 2.4(Xr... builcling permits for future construrction were off 0.4$/0.

P.(). Box .3468

t47OO E. Nelson Ave. Industryr CA 91744

FAX 818-333-9650

FredJones / DanJones

(818)330-0649

ACTIVE DISTRIBUTION

WHO WE ARE

Active Dstribution is a full-service warehour operation which specializes in the skrrage and distribution of specialtv and commodity products. A wide varietv of value-rdded service;, uniclue in the industrv, i5 offered to both manufacturers and retailers.

OUR LOCATION

With its headquarten in the FX)rt citv of St()ckton, California, Active Distribution can quicklv access major population centers of the West as readilv as it handles international imports and ex;rrrts.

FACILITY

A 130,(n0 s<1. ft. warehouse and 1.1 acrs of secured skrrage alklw the flexibilitv necessarv for handling manv tvprt* of prtducts, including lumber and plvwouJ. Mulern warehousing svstems, and a state-of-the-art computer network track Active Distributi0n's o;nration..

SERVICE OPTIONS

FEBRUARY

Building Industry Credit AssociationFeb. 13, mechanics' lien law seminar for suppliers; Feb. 17, seminar for subcontractors, Holiday Inn, Anaheim, Ca.

Wood Moulding & Millwork Producers AssociationFeb. 13-lE, annual meeting, Kona, Hi.

Spokane Hoo-Hoo Club - Feb. 15, Valentine party, Spokane, Wa.

Western Hardwood Association - Feb. l5-16, grading school, Kelso, Wa.

Maui Hoo-Hoo Club - Feb. 16, Valentine Ball, Maui, Hi.

Smopyc - Feb. l6-20, international construction equipment show, Zaragoza, Spain.

Oregon Logging Conference - Feb. 22-24, Eugene, Or.

Los Angeles Hardwood Lumberman's ClubFeb. 23-25, golf tournament trip, Tropicana, Las Vegas, Nv.

National Wood Window & Door AssociationFeb. 24-2E, annual meeting, Inter-Continental Hotel, Cancun, Mexico.

American Wholesale Hardware Co.Feb. 25, Long Beach Sports Arena, Long Beach, Ca.

Oakland Hoo-Hoo ClubFeb. 27, crab feed, Spenger's, Berkeley, Ca.

National Roofing Contractors AssociationFeb.27-March 2, annual convention & exhibit, San Diego Convention Center, San Diego, Ca.

Western Wood Products AssociationFeb. 27-March 2, spring meeting, Westin St. l:rancis, San l:rancisco, Ca.

Forest Industries Clinic & Machinery Show - Feb. 28March 2, Memorial Coliseum. Portland. Or.

MARCH

Blish-Mize Co.March 3-4, Sentry market, Holiday Inn, Denver, Co.

International Hardware Fair - March 4-7, Cologne, West Germany.

International Hardwood Products AssociationMarch 610, annual convention, Walt Disney World Swan, Orlando, Ft.

Los Angeles Hardwood Lumberman's ClubMarch 8, gag awards night, Stevens Steak House, City of Commerce, Ca.

Mountain States Lumber & Building Material Dealers AssociationMarch 8-9, buying show, Denver Merchandise Mart, Denver, Co.

North American Wholesale Lumber AssociationMarch 9, inventory management seminar, Las Vegas, Nv.

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

Western Forest Industries AssociationMarch 1l-15, annual meeting, Tucson, Az.

Spokane Hoo-Hoo ClubMarch 15, meeting, Spokane, Wa.

Southwest Pine AssociationMarch 15-16, annual invitational golf tournament, Scottsdale, Az.

Western Decorating Products ShowMarch l7-18, Disneyland Hotel, Anaheim, Ca.

National Lumber & Building Material Dealers AssociationMarch 24-27, legislative/leadership conference, Washington, D.C.

HOME GENTER MERGITANT

advertising alone won't cure the ills.

ter. The top was adorned with a photo of our new, smartly attired manager. Over his signature was an invitation to come in, see the changes, and shake his hand. The letter was warm, sincere and inviting. But it was also too soon! The letter was a cure lor the trafllc ailment - but the patient almost died.

At our retailer workshop last week, I found mysell talking about an experience that demonslrates lhe e/fects ql misleading advertising. I ran this stoty as a rclumn almost l0 years ago. It's worth rcpealing.

I ovenrlSlNG is the mosr expen- Fl sive and least productive cure for a sick store. I've been witness. and sometimes party, to increasing an ad budget in the attempt to bring the volume and margins up to a store's projections. Alone, an increased ad budget never workedl

Many retailers look upon advertising as chicken soup, penicillin, the wonder ingredient that's going to bring in trallic and make customers buy. It won't. Advertising is the vehicle that carries a message about merchandising and services. No matter how fancy or powerful that vehicle, unless the store realistically presents those products and services, the

During my days as director of sales promotion for a home center chain in the midwest, the fifth store we opened in town missed our first year's goals substantially. A task force moved in to uncover the problems. We found the manager was a close-minded, iron-fisted, doit-my-way personality - and the rest of the store's management team was ineffective. There was much employee dissension. Customers lelt uncomfortable shopping in the store. The out-ofstocks were at two or three times that of the other stores in the chain. And, we were not as competitively priced as the market area demanded.

Immediately we replaced the store manager with the best "people" man we had in the bull pen. Next we instituted a special promotion program in the immediate shopping area of the store. The finest sales letter I have ever written was part of that campaign. It was a simple let-

Our campaign brought back many customers who had previously committed themselves never to shop there again. They shook the manager's hand, and then proceeded to seek out the promised changes. They couldn't find'em. Instead they faced the same disgruntled sales staff, the same poor housekeeping and merchandising and the same noncompetitive prices. Many said goodbye forever. This time we added a credibility gap to our other illnesses.

The store eventually made it. It's now doing very nicely, thank you. But it took the third time around for us to realize that it take more than words. It takes merchandising action. In-store merchandising. In-store action.

Most importantly we learned that we. had to be specific in telling the sales force what is expected of them and how they can meet our expectations. Our ads talked about our "friendly, knowledgeable sales help." Too many times, however, our customers recognized that the guy behind the counter wasn't the guy who wrote the ad.

Sacramento, Ca.

Ponderosa Pine, Sugar Pine White.Fir, Douglas Fir, Cedar, S-P-F

James A. Haas, gen. mgr. Richard H. Mills

Sales Agents for:

Duramold Wood Products, El Paso, Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento.

Ca. 95825

u.s. WATS (800)624-5319

cA. WATS (800)321-1278

(916\972-7282

FAX 916-972-7290

ll Fishman & Affiliates

11650 lberia Place San Diego, Ca.92128

WESTIERN ASS0e[ATtr0N NEWS

As part of our continuing efforts to streamline The Merchant, naking it easier and quicker .for the reader, this page will be devoted to news o.f industry associations in the l3 western states. Please write or call us with news ol your organization-editor.

Mountain States Lumber & Building Material Dealers Association will be headed by president Gary Woodward, Woodward Lumber Co.. Las Cruces. N.M., this year.

Others elected to the board of directors: president-elect, Mark Swager, Anderson Lumber Co., Idaho Falls, Id.; immediate past president, Roger Wulf, BMC West, Aspen, Co.; secretary/treasurer, Bill Bader, Red Barn Lumber, Durango, Co.; vice president for Arizona, Dave Runyan, Babbitt's Home Center, Flagstaff, Az.; vice president for Colorado. Mike Guetz. Home Lumber

and Supply, Littleton, Co.t vice president for ldaho, K.D. Ker, Max Ker & Son Lumber, Idaho Falls, Id.; vice president for New Mexico. Bruce Ellis. Roswell Lumber, Roswell, N.M.; vice president for Utah, Jim Ridd, Standard Builders Supply, Salt Lake City, Ut.; vice president for Wyoming, C. Daron Dewey, Superior Lumber Co., Rock Springs, Wy.

Directors: Mary Hartung, Thatcher Lumber Co., Thatcher, Az., George Gotto, Building Material Supply, Lamar, Co.; Mark Statham, Summit Lumber Co., Buena Vista, Co., and Dan Burton, Burton Lumber and Hardware, Salt Lake City, Ut.

National directors: Kent Brosh, Crissey Fowler Lumber Co., Colorado Springs, Co., and Dave Stringham, Stringham Lumber Co., Salt Lake City, ut.

Alternate national director: Steve

Olson, Build-Rite Lumber and Supply, Rawlins, Wy.

Western Hardwood Association is scheduling industry related speakers and roundtable work sessions for the spring meeting, April 25-27 in Ashland, Or.

The first joint meeting of the WHA and the Western Pallet Association is scheduled for Sept. 29-Oct.2 at The Empress in Victoria, B.C.

Lumber Association of Southern California will have a traveling general membership and board meeting Feb. 2325, visiting Solvang, Morro Bay and Hearst Castle.

The association is advising members of the following new laws: Chapter 1450SBll37: Small Claims Court costs up lrom $6 and $12 to $8 and $16 respectively.

Chapter 366 and Chapter 1174: Two laws affecting the contracting-without-alicense group that it would be well to know more about.

Chapter 1177, A8762 Mountjoy: Affects the contractor's license bond which has been revised to include failure to pay

(Plcase turn t0 puga 4l )

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we'llsupply them with more than one billion board

feet of lumber this year.

Our national network of 1 2 sales offices, 1 1 distribution centers and 23 other distribution points guarantees that our entire line of products will always be available, at prices that will keep you competitive.

Right now is the best time ever to make the seasoned traders at Furman Lumber your working partners in the forest products industry. lf you're looking for a dependable source call us today toll-free at 1-800-547-1942 or (503)6360320.

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OPERANNG OPPORTUNITIES

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

UH,,lgen and building material

IL dealers, home centers and hardware stores have for some time been selling furniture items, lighting fixtures and lamps, appliances and floor coverings. These products, along with decorative accessories and draperies, are the core lines of the retail membership of the National Home Furnishings Association. Last month the Dallas Winter Home Furnishings Market was held and to keep current on this part of our business I attended it.

There are two such shows each Year in a dozen different cities at which the national and affiliated associations participate. The Dallas market, one of the larger ones, normally has an attendance registration of dealers, manufacturers and reps of about 15,000. There is no registration fee. The meeting is scheduled for five days, but the activities were primarily clustered during the weekend.

What our industry sells is in the minority in relationship to the total product mix that was presented. The home furnishing industry is as fragmented as ours, but, according to the almanac and the Statisticat Abstract, they do a good deal more business than we do with about half the stores.

What blew my mind was the emphasis on education. In a tightty packed two days there were 28 seminars and workshops. Of these, l6 were free. The other 12 were available in a one daY package that included breakfast and lunch for $25. Here are descriptions ol some of the freebies:

How to make your advertising 95olr effective; Learn what successful retailers already know.

R.O.C. return on customer: The best salesperson in any company is the one who has the greatest return on each customer they wait on, not necessarily the one with the highest sales volume. The only accurate measurement of individual sales productivity is R.O.C. (return on customer).

The hottest new styles and themes: How to buy and display them: Making the most of today's newest themes and styles in your store. A visual look at what they can do for you.

There's no such thing as a browser: Increase store profits and customer satislaction with add on accessory sales. Learn how to capitalize on this high margin area.

The dynamic duo of radio and print: How to combine radio and print to make your advertising more effective, find out how to use the two mediums to build a winning combination.

How to avoid stagnation in your business: Recognizing the symptoms of stagnation before they seriously affect your

business is the surest way to avoid the problem. How to spot early signs of stagnation and what to do to correct lt.

How to increase your multiple sales and double your average sales: How to increase the productivity of your sales staff and improve store productivity.

How to apply credit insurance to your credit receivables: A how to discussion of credit insurance.

Hiring a sales staff that closes 6 out ol l0: How to develop a sales team which beats the industry standard.

lmprove advertising results by 50011 with a layered play: A how to approach to creating an advertising Plan.

Smart warehousing: Minimizing costs and improving qualitY: ExPlore advanced technology currently available to drastically reduce operating costs in new or existing warehouse facilities.

Any retailer could learn something just from reading the description of the programs, let alone attending them. Business wasn't the only thing happening' but it sure dominated. Keynote speakers were knowledgeable home furnishings people. The whole atmosphere was how can we help you to do it better. Some 15,000 people thought it worthwhile. There must have been a reason.

Cost Of Losing Business

The cost of losing dissatisfied customers can add up quickly since unhappy shoppers can steer away other business. While losing one customer a Year who spends $5 a week amounts to $260 annually, losing such a customer each day results in an annual drop in sales of $65,000. If the customers each spent $50 weekly, the annual loss is $650,000; if they spent $500 per week, the drain is $6.5 million a year.

we specialize. in producing quality.fence

boards and raili airectly from the log in our modern sawrni:ll.

big enough to meet your customers' neds...)tet smalf enough to guarantee quality. And now Britt Lumber products are arailable in cedar, too.

G-P/Nekoosa Fight Gontinues

Georgia-Pacific Corp. is continuing its legal battle to acquire Great Northern Nekoosa Corp. although Great Northern's poison pill antitakeover defense was upheld by a U.S. District judge in Maine.

Analysts and arbitragers predict that G-P has the upper hand in the $3.47 billion tender offer. Continued legal maneuverings, they say, may only delay what is inevitable, the sale of Great Northern Nekoosa to the highest bidder. G-P says that more than 750/o of Nekoosa's shares have

been tendered in their $63 a share offer.

G-P is soliciting proxies for the March 2 meeting of Nekoosa shareholders in an attempt to oust board members. A second shareholder meeting March 20 will consider invalidating the poison pill. GeorgiaPacific also may appeal the latest decision on the pill.

Nekoosa is hoping for the success of a lawsuit in the U.S. District Court in Connecticut arguing that a takeover would violate antitrust laws.

Major PPI Realignment Underway

Plywood Panels Inc. (PPI) is realigning operations to complete the integration of Davidson-PWP, Inc.. which it acquired in 1988.

PPI's New Orleans manufacturing plant will close over the next three months, consolidating operations at a larger facility in Norfolk, Va. Headquarters will remain in New Orleans, along with regional sales and import operations. and warehousing.

Manufacturing of wood-based products will be transferred from PPI's facility in Tualatin, Or., to its plant in Chino, Ca., with the Tualatin plant concentrating on gypsum products. Specialized manufacturing in City of Industry, Ca., will continue. Warehouse/distribution facilities will be in Norfolk, New Orleans and Sacramento, Ca.

Last November, Kenneth E.

Glass was appointed president and ceo succeeding L. Russell Haan who remains a member of the board of directors.

Since then a number of senior management appointments have been made to integrate production and marketing operations company wide: Robert Trojan, chief operating officer, New Orleans; Dietrich L. Petersen, executive vice presidentoperations, Chino; James N. Haynie, executive vice president-marketing and sales, Norfolk; Don MacMaster, Jr., vice president-imports, New Orleans; Robert Taylor, chief financial officer, New Orleans.

Dick Olano, vice president-distributor sales, New Orleans; Vic Johnson, vice president-national accounts, Norfolk; Mike Swanson, vice president-mobile homes and recreational vehicles, Chino.

Commenting on the realignment actions, Trojan said they are "part of a new strategic plan designed to make PPI even stronger and to position the company for long-term profitability. The business objective for all of these actions is to streamline operations so that we can serve our customers even more effectively."

Sequoia & Grip-Rite Merge Sequoia Supply and GriP-Rite Croup have merged in a $124 million transaction to form PrimeSource, Inc., the largest independent distributor of building materials in the U.S.

Marvin E. Miller, chairman of Grip-Rite, White Plains, N.Y., will be chairman/ceo of the new company. Paul W. Hylbert, president, Sequoia Supply, Irvine, Ca., will be president/ceo.

Miller Supply, MetroPolitan Wholesale Supply, Guardian Purchasing, Pan American Building Materials and Mid-American Distributing, all Grip-Rite companies, will be part of PrimeSource, Inc. The merger results in 46 branch locations, but will be cut to 44 with the combining of Sequoia SupPlY locations in Dallas, Tx., and Chicago, Il., with Guardian Purchasing Corp. and Metropolitan locations in the same areas.

Berdex Opens New Office

Berdex International, Inc. has opened an oflice in Omaha, Ne., to trade and distribute dimension lumber, treated lumber, plywood and building materials nationwide.

Berdex with headquarters in San Francisco. Ca.. has a Sacramento, Ca., office that distributes moulding, millwork. cutstock, clears, selects, plywood and particleboard nationwide. The San Francisco office imports and exports foreign and domestic hardwoods. Berdex also has offices in Manila, Philippines, and Jakarta, Indonesia.

The new office will be managed by Candace Briggs, with Dave Kipp and Jackie Scoles as sales and marketing representatives.

Fibreboard Buys L-P Plant

Fibreboard Corp., Concord, Ca., has completed purchase of Red Bluff, Ca., millwork operations from Louisiana-Pacific Corp. for approximately $14 million.

"We are very pleased to add the Red Bluff locations to Fibreboard's growing list of quality manufacturing plants," said Lawrence C. Hart, chairman and president. "As it is widely known in the industry, these millwork plants bring with them an outstanding reputation for production of a high quality Product."

I

PROPUCTS

r

o Railroad Ties

r Poleg

o Posts

o Dricon Fire Retardant Treated Wood,,, .

o All Weather Wood Foundations-

o AWPB-FDN StamPed

For informatlon on quick serYice call the treatlng orporlsl

Bar Gode Guidelines

The National Forest Products Association (NFPA) has issued a series of recommended guidelines promoting the voluntary use of a Universal Product Code, or bar code, on wood products sold in building supply retail outlets.

"Our goal was to supply wood products manufacturers and distributors with detailed, industry-accepted guidelines so that they could answer the demands of home centers and single outlet retailers," says Dave Brewster, Georgia-Pacific Corp., who chaired the NFPA subcommittee which produced the report. "We have been hearing a growing demand from retailers for bar coded wood products and wanted to respond to that demand by early 1990. This document is a big first step. "

NFPA's Electronic Information Standards subcommittee developed the voluntary guidelines as part of a year-long assessment project. They are in accordance with the UCC (Uniform Code Council) standards.

According to the report, the wood product industry's adoption of voluntary bar code standards will help

manufacturers, distributors, and retailers share product-related information accurately and quickly, allowing producers to better meet consumer needs. From the retailer's perspective, the standards should help reduce inventory and recordkeeping costs, while improving product availability. As a result, the move to bar coding should mean improvements in both cost control and customer service.

The report provides detailed format information and specifications in four major areas: piece code identification, shipping unit identification, physical labeling and electronic data interchange (EDI). Those recommendations include: the use of UPC Version A for marking individual pieces (a process which provides both manufacturer and product information)l the use of UCC-128 codes to identify shipping units (an approach which provides either a serial number, fixed content, or variable content reference)l and the ANSI X 12 format for electronic data interchange (an approach which provides broad conventions for transmission of purchase orders, invoices, advance shipping notices,

and other key business documents).

The guidelines also provide an overview of bar coding, symbol location guidelines, quality criteria, printing options (on-site or off-site), and a "how to get started" checklist complete with recommended association and supplier contacts. NFPA has also prepared a list of companies offering bar code equipment, systems and services.

Bar Coded Boards Hit BE

Builder's Emporium, Irvine, Ca., has bar coded its entire pine board department with both full scan and visual capability, reportedly a first for a major home center chain.

BE lumber buyer Chuck Mayall accomplished the task by combining in-house sku numbers with bar codes on pressure sensitive labels. The boards are produced and coded by Precision Lumber Co., Portland, Or., and distributed by Mesa Forest Products, Costa Mesa, Ca.

Precision Lumber recently completed a major expansion at its facility in The Dalles, Or., and a second plant will be on line by July, according to Precision's Harvey Hetfeld.

PIERSONALS

John Mullin, Mullin Lumber Co., Los Angeles, Ca., and his wife, Louisa, plan a Park City, Ut., ski vacation this month.

Dick Bailey, pres., Hammond Lumber Co., Bellflower, Ca., and his wife, Nancy, spent four weeks over Christmas and New Year's at their home in Lake Tahoe, Nv., receiving there news ofa new grandson, 8 lb. 7 oz. Evan Richard Englesby, born Jan. 5, 1990.

Wayne Gardner, Lumber Association ol Southern California, City of Industry, Ca., has been nominated to serve on the American Lumber Standards Committee by National Lumber & Building Material Dealers Association pres. William Morton.

Joe DeMarco, past pres. of the Southern California Association ol Cabinet Manulacturers, is new to sales at Western Machinery Sales, Inc., Anaheim, Ca., according to pres. Brian H. Reynolds.

Kurt Giesselman has joined National Coatings Corp., Camarillo, Ca., as v.p. of operations, reports v.p./sales Bryan W. Sexauer.

Kent Wales, son of Kris Wales, Wales Lumber Co., Spokane, Wa., recently achieved the rank of Eagle Scout.

William F. "Bill" Doran is now eastern reg. sales mgr. for Columbia Irorest Products, Portland, Or., reports pres. Andrew J. Honzel.

Dennis Houghton is new to the purchasing department of International Paper, Building Materials Distribution, Tualatin, Or.

Ken Thim remains a consultant at James Hardie Gypsum, Los Angeles, Ca., not Domtar Gypsum as reported last month. Sorry about that, Ken.

William R. "Chip" Murray has joined the American Forest Resources Alliance as natural resources counsel. reports exec. director Mark Rey. Heidi Biggs is new as government affairs rep.

Gary Woodward, Woodward Lumber Co., Las Cruces, N.M., has been installed as pres. of the Mountain States Lumber & Building Material Dealers Association, succeeding Roger Wulf, BMC West, Aspen, Co.

John R. Devin has been named v.p. of sales/mktg. at Schlage Lock Co., San Francisco. Ca.

A.L. "Roy" Childress has been named pres./gen. mgr. of Western Oregon Door. Inc.. Winston. Or.

Ed Gavotto, American Mill & Manuflacturing, Chula Vista, Ca., and his wile, Norma, Mullin Lumber Co., Los Angeles, Ca., recently vacationed in New Orleans, La., followed by a Caribbean cruise to Cozumel, Mexico.

Christopher Grover has been promoted to v.p. of promotion at the California Redwood Association, Novato, Ca., reports pres./c.e.o. Keith Lanning. Charles Jourdain is now v.p. of technical services.

Tom Wright, Pacific Forest Products, Fresno, Ca., has been inducted into the San Joaquin Valley Hoo-Hoo Club, along with Steve Prado, OrePac, Sacramento, Ca.; Richard Wimp, Johnson Lumber, Kingsburg, Ca.; Edward Maciel, Riverdale Home lmprovement Center, Riverdale, Ca.; Jesse Fox, Fresno-Clovis Lumber, Clovis, Ca.; Roger Combs, Sand Plywood, frresno, and David Beckenhauer, Kevin Hoover, Eugenio Vildosola, Steve Caverly and Scott Morse, Georgia-Pacific, Fresno.

James A. Nelli is now director of mktg. for GAF's residential roofing products.

Scott Schledorn, Terry Lumber Co., Tarzana, Ca., and his wife, Jennie, plus Jack Price, Universal Forest Products, Huntington Beach, Ca., and friend, were among 700 revelers at the New Year's Eve party, La Quinta Hotel, La Quinta, Ca.

Richard T. Bailey has been named resource coordinator for the solid wood div. of WTD Industries. Portland. Or. Barbara A. Leline is a new fiber mktg. associate.

Jodi Saxton has returned to the National Lumber & Building Material Dealers Association as director of membership & mktg., reports exec. v.p. Harlan Hummel.

Harold Bratten has retired as sales mgr. of Miller Redwood Co., Crescent City, Ca. He is succeeded by Pete Reyneke, lormerly sales mgr., plywood div.. Merlin. Or.

Claude Thiret is coordinating the western div. office of Season-all Industries, with Doc Jeranson in Denver, Co., and Jerry Simpson in Ca.

Travis Huntley has joined Snow Mountain Pine Ltd., Hines, Or.

Kevin Whiting is a new trader at Suncrest Forest lndustries, Medford, Or.

Jim Lawson has joined Industrial Forest Products, Anaheim, Ca.

W. David Chambers is the new pres. and c.e.o. of Babbitt Brothers Tradine Co., Flagstaff, Az.

Jonathan Jimenez, Capital Lumber Co., Healdsburg, Ca., has been initiated into the Black Bart Hoo-Hoo Club, along with Nick Patterson, Willits Redwood Co.. Willits, Ca.; Douglas Rasmussen, Canadian Cedar Products, Ukiah, Ca.; Roy McBride, Yaeger & Kirk, Santa Rosa, Ca.; Ries Van Den Heuvel, AllCoast Forest Products, Cloverdale, Ca.; Kenneth Cameron, Cameron & Cameron, Fulton, Ca.; Mark Koch, Building Material Distributors, Galt, Ca.; Ralph Colombo, Diamond Lumber, Petaluma, Ca.; George Johnson, Georgia-Pacific, Santa Rosal Dennis Davis, Hopland Planing Mill, Healdsburg, and Tony Del Fatti and Kevin Murphy, Keene lndustries, Potter Valley, Ca.

Vern Veron, v.p./gen. sales mgr., Boise Cascade. Boise, Id.. has retired after 30 years with the co. John Bender succeeds him as gen. sales mgr. Robert E. Zipse has been named v.p./ mfg. for Potlatch Corp.'s consumer products div., Lewiston, Id., reports corp. v.p. Harry A. Cooper. He replaces Lloyd L. Hogden, who retires in April. G. William Morton succeeds Zipse as v.p. of the Arkansas Pulp & Paperboard div. of Potlatch, San Francisco, Ca. Greg Passmore is now pres. ol Forest Products Marketing, Inc., Oroville, Ca.

Mark Rutledge is now mktg. mgr. of the Cedar Shake & Shingle Bureau, Bellevue, Wa. Don Meucci is communications director.

Gary Bowen, San Diego Wholesale, San Diego, Ca., married Judy Dearden Dec. 17, 1989, at a surprise 40th birthday party and wedding in San Diego planned lor him by the new Mrs. Bowen.

Ed Fountain Jr., Ed Fountain Lumber Co., Los Angeles, Ca., enjoyed a Christmastime Caribbean cruise with his wife, Barbara, and three daughters.

Marshall Lauch is now handling export sales at Stimson Trading Co., Portland, Or.

Dan Pellizzari is now managing Weston Road Wholesale Lumber Ltd.'s new office in Redding, Ca

Brent Crosby has joined Pacific Coast Building Products, Sacramento, Ca., Hq. in a management position involving training.

Bill Gittings is new to sales at Louisiana-Pacific, Samoa, Ca.

Larry Knox has joined Taylor-Ramsey Lumber Corp., Lynchburg, Va., repping the West Coast.

Hugh Calyptus is now Australian lumber import manager at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Retailers Bullish For 1990

Forty-five percent of U.S. building material retailers think their sales will improve in 1990, and another 390/o expect steady sales. Retailers are most optimistic in the west and south, and least so in the northeast.

Seventy percent ofthe 600 dealers surveyed by Random Lengths said they expect to pay more for wood products in 1990 due to environmental disputes tightening the supply of raw materials. Retailers complained about price volatility of wood products, and several said they plan-

ned to carry less inventory and place tighter control on purchasing in I 990.

Western dealers are more likely to buy direct from mills than retailers in other parts of the country, though 600/o indicated they go to wholesalers for more than half of their lumber needs. Dealers in the northeast are more likely to buy through co-ops and wholesalers, and 25% said they receive all lumber products via reloads, distribution centers and cargo docks. Most of the lumber purchased by southern retailers is shipped directly from manufacturers.

"The Quiet Giant"

$ Ciant in fongevity-A maior west coat forest products wholesaler since 1926.

$ Ctant in Integrity-Continuing a tradi tion of solid ethics.

Q Giant in fxperlence-An efficient, courteous saff-alwys reliable.

0 Giant tn S€rvlce-Cargo, nil, truck and L.A. Harbor inventory to fit your needs. Bums Lumbq Company. Doing tbejob for 6J yearc and still standing tail.

New Data Backs Design Values

New long term performance data show that Dricon fire retardant treated plywood, exposed for extended periods of time at 170'F, can provide strength equal to industry-accepted values for plywood at normal exposure temperatures.

Roof temperature monitoring has shown that the temperature of roof sheathing used in dark roofs can rise to as high as 170'F for short periods on sunny days throughout 90% of the United States. A correlation was established between actual high temperature experience and accelerated exposure. The Dricon fire retardant treated plywood panels were subjected to elevated temperatures for a period equivalent to 30 years service.

From the data collected, span ratings were determined for panels from thicknesses of 5/16" to 7/8". Using Dricon FRT plywood, roof decks can be designed based on these ratings, according to a company spokesman.

The manufacturer nevertheless recommends that designers provide adequate ventilation and, where necessary, place insulation on top of the roof deck - or use roof coverings with low absorptivitywhen specifying their FRTW.

SAtllPtES of Dricon fire retardant treated plywood underwent the ASTM static bendino test to determine strength.

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Rore Exotic Hordwoods

Stockins over 1o million feet of Spruce, Douglas Fir, Cedar and Hem-Fir, our distribution faciliiies in Vancouver and Edmonton are designed for quick shipment to the Western States'

You will get individual attention on anything from the simpledt orders to highly specified mixed loads with delivery time tailored to your needs'

Wally Pierce Glen Wilson

tGlenn Mattice Jack Finkel

New Show Exhibits

The 1990 National Home Center Show, slated for Chicago's McCormick Place Convention Complex, March I I - I 3, will be the largest home improvement products expo to date. Contributing to the growth of this l5th anniversary event is the addition of well over 100 first-time exhibitors. With their participation, products, programs and services from over 1,200 suppliers will be on hand for an estimated 35,000 attendees to review.

New to this year's show as well is the color-coded exhibit floor format which, for the first time ever, will group home improvement product

exhibitors by product category. "Keeping current is the name of the game in home improvement retailing and wholesaling," explains John Berry, vice president/director of the trade show. "The addition of so many new, exciting and innovative exhibitors - by product categorycan only enrich each buyer's sourcing experience at The National Home Center Show."

Admission to the show is free to home improvement industry members and includes admittance to the exhibit halls and professional education programs. The new hours are l0 a.m.5 p.m. Sunday, March l1 and 9 a.m.5 p.m. Monday and Tues.

FRED C. HOLMES..;,.;

Buena Park Unveils Panel I

Buena Park Lumber. Buena Park. Ca., has added an outdoor carved redwood panel to the collection of unusual objects used to add interest to their showroom.

Created from four panels of 4'x76'x2" Sequoia gigantica redwood, the stylized carving depicts objects familiar to the Sequoia region. Artist John Edward Svenson, Upland, Ca., has entitled it Salmon Run.

According to Ted Gilbert, owner of Product Sales, Orange, Ca., who provided Buena Park Lumber with the material, the vertical grain redwood was windfall timber which had dried naturally for about 500 years. Displayed near the main entrance to the store's showroom, the finished work has been laminated, heavily sealed and given a stippled finish.

Taylor-Ramsey Changes

Taylor-Ramsey Lumber Co., Lynchburg, Va., has named Larry Knox manager of its western division. The firm previously had been represented in the California market by Buchanan Lumber, Long Beach, Ca.

A former partner in Liberty Hardwood, Santa Ana, Ca., Knox will be traveling nine western states for Taylor-Ramsey, which is primarily a hardwood manufacturer. Sales are to stocking wholesale yards.

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HIGH TEMPERATURE TESTED

New Flome Proof " LHC "Hiqh Temperoture Tested wood producls conloin fire retordonl chemicols speciollv formulotedto provide service in oll properly designed inlerior oPPlicotions ;itii;;;fiJfi.. tt"* flo-. proo:f tnC resuhs in o tredred wobd producilhol resists lhemol deo.odofion. Becouse of the new formulotion, Osomse Wood Preserving, Inc. con fully ossure* fheilseioffhe stucturol integrity of New Flome Proof LHC fire relordonl treoted wood products, iuch os olvwood roof sh&thinq, even when used under extreme conditions of heot ond humidlty cusioinorily encountered i-n properly designed, ventiloted ond conslructed roof syslems.

We olso produce high quolity Osmose Treoied Lumber ond Sunwood! bolh with o 4O yeor worronty ogoinsl rot, decoy ond termiles.

REDUT00D carved Danel has been mounted 0n outside entrance wall at Buena Park Lumber, Buena Park, Ca. (lower photo) Jim Nelson,

store owner, Rosemary & Ted Gilbert, artist John Edward Svenson.

IUSTOM ORDM$

New Gentral Builders Supplies Logo

Central Builders Supplies Co. has developed a new logo using red, yellow, green and blue with the slogan "The Right Decision."

l{EW t0G0 for Central Builders Supplies Co. incorporates bright primary colors.

The design "takes advantage of the high name recognition factor in the industry," Bret Pobanz, president and ceo of the Sturgis, Mi., based buying group, said. ..It represents an aggressive, moving and contemporary image which is reflective of one of the fastest growing groups in the industry."

Hardboard SidingGertification

The American Hardboard Association has introduced a new American National Standard for hardboard siding to assure a high quality, uniform product. The standard covers requirements and testing for straightness, squareness, physical properties and surface characteristics.

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ICustom-sized room dividers ship within a two week production cycle from the factory fAccordion doors custom sized to your eustomer requirements

Custom orders mean profitable return on inuestmentno inuentory!

What's New At Home Show

Thousands of new home improvement products will be seen at The 1990 National Home Center Show. The following list previews some of the latest innovations.

General Electric: Lexan XL-l thermoclear sheet replacement for windows, skylights and greenhouse glass.

Dr. Gutter, Inc.: SKU Rain Gutter Liner Kit.

Furman Lumber: Gypsonite, a wallboard alternative.

Atkits: pre-drilled, pre-cut and pre-primed ready to assemble storase units.

Alumax: a metal strainer that fits into gutter downspouts to prevent overflow.

DG Mouldings: Thermo Stop, a combination garage door stop and flexible vinyl weatherstripping.

Cladwood: Westwood Composite Board Fencing and Window Mates Exterior Shutters.

Polygal: plastic insulating glass replacement, the UV-2.

PlyGem Manufacturing: textured plywood panel designs.

Iviswood Industries: reversible spindles for balconies and patios.

Arax Products: electronic measuring tools using ultrasonic sound for fast and easy measuring.

Philips Lighting Company: peach, pink, blue, yellow, green and ivory light bulbs.

Andersen Corp.: Frenchwood patio doors.

Concept Door Co.: oak and mahogany entry doors, sidelites and transoms.

Larson Mlg: a nearly indestructible storm door that won't expand, warp, rust, crack or dent.

Zircon Corporation: electronic level which sounds a tone to indicate when the unit is level or plumb.

Kop-Coat: Wolman Deck Brightener to remove dirt and mildew stains from both pressure-treated and untreated woods.

EPA: Radon Danger "Baloney"

The theory that higher levels of radioactive radon gas exist in tight, energy eflicient homes was shot down by EPA officials who called it "baloney" and "hot air."

Stories in both Reader's Digest and National Geographic in recent months have perpetuated the myth. A brochure mailed by Sears, Roebuck to promote radon detection devices said, "The levels of radon tend to be the highest in energy efficient homes that are sealed, insulated and weatherstripped to prevent the leakage of air. "

"That myth persists, I guess, because it sounds logical," an EPA branch head explained, adding that it's just as logical to think that a tight home could keep radon concentrations down. After all, what can't leak out, can't leak in."

H0MEGI.UB's new store in Inglewood, Ca., was officially opened by Inglewood mayor Edward Vincent yielding the shears. 0thers (left t0 right): HomeClub president John Chase, council member Jose Fernandez, store manager Alex Born, Sister Paulette Gladis, Ph.D. and HomeClub senior v.p. Bill Pena Jr.

Retailers On Conservation

Retailers for Renewable Resources is a nationwide program designed to support ongoing efforts to develop public support for policies which permit the continued wise use and management of our private and public forests and to seek opportunities to improve federal laws that affect their use.

Recognizing that the lumber and building material retailers are committed to the stewardship of our nation's forest resources, the program has been approved by the National Lumber and Building Material Dealers Association.

Radiata Pine Warning

The Southern Pine Inspection Bureau warns of potential product liability claims against distributors of radiata pine, since the species is not produced under supervision of an American Lumber Standards Committee certified agency and has no set strength values assigned to it.

Nevertheless, radiata pineknown in the West as Monterey pinehas been popular in treated wood markets, as the American Wood Preservers Association recognizes it as a treatable species. Yet any American Wood Preservers Bureau gradestamp certification it may carry applies to the lumber's treatment process and not to grade or strength factors.

Mandatory Truck Inspections

Many lumber dealers in California are unaware that they are in violation of the California Commercial Motor Vehicle Act of 1988, according to Les Sanders, executive vice president, Lumber Merchants Association of Northern California.

Any company that is the registered owner or leaser of trucks with three or more axles weighing more than 6,000 pounds unloaded, truck tractors, trailers or semi-trailers and/ or two-axle truck-trailer combinations with a combined length exceeding 40 feet is required to participate in the biennial inspection of terminals (BIT) program maintained by the California Highway Patrol.

The CHP must inspect every 25 months each yard where vehicles are garaged, maintained or dispatched from and where maintenance rec-

ords are stored. Multi-yard operations may designate more than one CHP inspection site.

Any firm that has not made application for the program is committing a misdemeanor in operating vehicles subject to BIT inspection. Applications must be accompanied by a $400 fee for each yard. (Those with no more than one power unit and three towed vehicles pay only $100.) Application information is available from CHP Motor Carrier Safety Units (regional offices) located in Redding, Rancho Cordova, Vallejo, Fresno, Los Angeles, San Diego, San Luis Obispo and San Bernardino.

Documented evidence of systematic inspections, maintenance and lubrication service must be provided to the CHP. Each BIT mandated vehicle must be inspected at least every 90 days with brake systems, steering and suspension systems, tires and wheels and vehicle connecting devices included in the inspection. Free preventive maintenance guides are available from CHP offices.

In addition to applying for the program and conducting vehicle in-

spections, lumber dealers must have each regular driver enrolled in the DMV Pull Notice Program. This program notifies participating employers when an employee's driving record is posted with a conviction, accident or DMV action. Information is available from local DMV offices.

Firms failing to enroll in the BIT program, pass inspections or participate in the DMV Pull Notice Program are subject to sanctions by the ICC and PUC if regulated and/or criminal complaint by the CHP.

Education Tracking Program

Tracking educational programs and courses presented for retail lumber industry employees, owners and managers is an objective of the National Building Materials Institute sponsored by the National Lumber and Building Material Dealers Association.

The name, date, place, subject and hours of each course with the name, social security number and employer address of each student

taking it will be entered into a database maintained at NLBMDA headquarters in Washington, D.C. Educational classes and seminars sponsored by associations and companies, correspondence courses, management conferences and convention programs will qualify.

The objective is to track all courses and participants and assign credits as appropriate so that certificates and recognition may be given at some future date. One hour of education will equal one credit. A fee of $2 per person will be charged for registering classes and those attending.

Fred Caruso, Mountain States Lumber and Building Material Dealers Association executive secretary, Englewood, Co., is the registration program development coordinator.

Hoo-Hoo-Ette Meeting

The organization of women in the lumber industry and related fields has scheduled its second national board meeting of the club year for February l6-18, in San Diego, Ca.

Wolmanized Lumber Adopts Bar Goding

Wolmanized wood products will be first in the pressure treated wood industry to have universal product codes (UPC) on lumber of all sizes.

viated coding which enables bar codes to fit on the narrow end labels used with 1" boards and 5/4" decking without eliminating any of the current consumer information which appears there.

Pursuit of UPC labeling was prompted by The Home Depot, the first major retailer requiring it. Hickson Corporation worked with The Home Depot to overcome the practical and technical obstacles.

Coding will cover a wide array of products. When all sizes are considered (2x4-8', 2x4-70', 2x4-12', 2x6-8', etc.). along with products kiln dried after treatment, those treated with water repellent and specialty products, there are approximately 1100 SKU's of wood pressure treatedwith Wolman preservatives. Each now has its own bar code designation.

A "zero suppression" number has been granted to Hickson Corp. by the Uniform Code Council for use by producers of Wolmanized pressure treated lumber. The zero suppression number is an abbre-

Michael Modansky, wood products merchandiser at The Home Depot, said, "The use of bar coding allows us to be more efficient in pricing, consumer service and inventory control. We're demanding it of our suppliers. The producers of Wolmanized wood have shown leadership in the pressure treating industry by recognizing our desires and cooperating with us on the first such system among treated wood supDliers. "

The bar codes will be printed on lifetime warranty labels similar to those now being stapled to Wolmanized wood products. In-cylinder testing determined a label material and ink that can be scanned satisfactorily after subjection to the pressure treatment process.

Thol's How ll Goes!

"Been

a bricklayer long, Spurgeon?"

Western Association News

(Continued from Page 24)

a materials supplier among the reasons that a $50,000 bond must be filed bY a person wanting to renew, reactivate or reinstate a contractor's license' This provision is only good until January 1992.

All toilets installed after January l, 1992, will be certified to use no more than 1.6 gallons of water Per flush. (Gives you time to sell off the present stock.)

Chapter 1075-SBl0l Lockyer: IfYou have 25 or more employees and delivery of an item requires the presence of the purchaser at the point of delivery, you, the seller, must specify a 4 hour period when the purchase will be delivered.

Chapter 125: Amends sections 231l3 and 231l4 of the Vehicle Code, relating to aggregate material and the dropping of the same on the roadwaY wherebY it might create a trallic hazard or injure someone. The law is amended so that aggregate material is redefined to include dirt and revised to specify the location of center flaps and fenders on vehicles used to transport aggregate materials.

Western associations are advising their members to attend the National Lumber and Building Material Dealers Association's legislative and leadership conference at Lowe's L'Enlant Plaza Hotel, Washington, D.C., March 24-27. Jack Kemp, secretary of the Department of Housing and Urban DeveloPment, has been invited to sPeak.

Future Dates

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

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Bar Coding On Moulding

Retailers and distributors will be able to request UPCA bar codes on moulding if Wood Moulding & Millwork Producers Association members accept the bar coding committee recommendation to adopt the National Forest Products Association's bar coding guidelines.

UPCA bar code symbols on the back of each piece of moulding and bar code 128, which includes a UPCA bar code identification, on packaging will be available. Charges for these will be determined by the supplier.

The committee also is developing an addendum to the guidelines to address issues related to mouldinss.

TIME llUI lor socializing at the Los Anqeles Hardwood Club's dinner dance. lll Ron 0akley, Mike Long. l2l John Buchanan, Larrv Knox. l3l Cathey Rhoades, Mark Michie. l4l Tom & Anita Powell. l5l Roberto Sanchez, Jill Michie. 16l Denise & Jay Rupp. (ll Milan Michie. l8l Dennis Johnston, Ann Holman. Pat McDonald. l9l ieff porter. It0l Kim Buchanan. llll Dave Walther. The annual party was held at the Balboa Bay Club, Newport Beach. Ca.

NEW PRODUGTS and

selected sales aids

Cedar Deck Accessories

Western red cedar spindles and accessories have been added to Gerber Industries' line of outdoor deck components.

Spindles, newels, porch posts, post tops, post caps and railings are available, each tagged with a blue ribbon highlighting product features. Displays and "how to" literature are also offered.

Triple Bath Views

A tri-view bath cabinet with builtin lamps is now available from Triangle Home Products.

The kit offers three entrance hole sizes; precut, interlocking pieces requiring no cutting, hammering or

Get The Green Out

Exterior transparent stains in four natural wood tones specifically formulated for pressure treated lumber are now available from Duckback Products Co.

Without hiding the wood's natural grain and texture, the stains use a unique blend of transoxide pigments to transform the treated wood's green tint into a cedar, heart redwood, canyon or coastal tone. The Superdeck "Special Formula" stains' three different oils, transoxide pigments and other ingredients provide high durability, ultraviolet protection, water resistance and mildew control.

They are recommended for exterior use on quality wood siding, shakes, decks, gazebos, spa cabinets and furniture.

Sharpen Up

A sharpening tool for rejuvenating dull and damaged chisels and blades is new from Martek International.

nailing; a removable roof for easy cleaning; wide roofboard; vents at the sides and under the roof for proper air circulation. and floor drains. Designed to mount on top of a pole or on a wall, it uses exterior grade, solid core plywood for the nestbox and roof.

Aid For The Stripped

A tool designed to remove strip- ped screws that will turn but not come out of a multitude of materialsis new from RO-KEY.

The chisel sharpener attaches to any 3/8" or larger portable electric power drill to reportedly produce razor sharp edges.

Features include beveled mirror edges, distortion-free plate glass mirror, a glossy cabinet finish said to be resistant to scratches and rust, and self-closing, concealed European hinges with three-way adjustability.

Build A Better Birdhouse

A build-it-yourself birdhouse that can be constructed in any of three sizes depending upon the type of bird the owner wants to attract is now available from Lancom Marketing.

Screw-Key is held with its specially designed claw flat along the screw head. A screwdriver is placed through the center of the tool and turned as slight pressure is placed against the base of the screw by Screw-Key.

It is designed for screws, including slotted, Philips and hex head, up to 1/4" shank.

Specially formulated "cool running" grinding stones are said to prevent "blueing" or weakening of the metal's temper. Coarse and fine replacement stones are offered.

Hooked On Hardware

New floor stops and wall bumpers, both with hold-open hooks, have been added to Door Controls International's line of auxiliary door hardware.

Both are said to feature high quality casting in brass or bronze, finely polished to assure a smooth finish with a black rubber tip 3-7 /8" projection from the floor; a shield for all types of mounting, and packaging two to a box with wood screws.

Non-Corrosive Deck Fastenerc

Stainless steel decking fasteners have been designed bY Deckmaster to eliminate nail holes, hammer indentations and rust discoloration in new deck construction.

The fastener is attached to the deck joists by corrosive-resistant nails. The boards are then attached to the fastener with l-l/2" non-corrosive screws. Automatic spacers ensure boards are held firmly in place.

Fancy Gut Cedar Shingles

Decorator shingles hand-cut from No. I grade 1000/o heartwood, vertical grain western red cedar are now offeied in 12 patterns from Cedar Valley Shingle Systems.

The 18" tapered shingles are kiln dried, trimmed to 4-15l16" width and precision cut for smooth texture and-uniform thickness. Each 96-

wood species. Sidelights, toplights and SculPtured Crystal glass are also available.

Liquid Electrical TaPe

Liquid vinyl applied to wires or terminal junctions to bond, seal out moisture and prevent corrosion is new from Star Brite.

Sensor Siren

Porta Guard, an infrared motion detector to keeP watch over indoor and outdoor areas of uP to 8,400 sq. ft., is now available from Daisy Manufacturing Co.

Siren volume, alarm duration and infrared sensitivity are all adjustable. Models are batterY-Powered or run by a solar-charged batterY or alc adaptor.

The liquid electrical tape, applied with its brush-on cap, dries to form a flexible protective coating which helps prevent loose connections. The waterproof product is Packaeed in a 4 fluid oz. can in black, red, gieen, clear and white

Framer's Helper

A multi-PurPose tool for turning, levering, prying, wedging and stripoine all tvpes of 2x4 lumber has been intr-oouc-eit by Hart Tool Co.

count carton covers 25 sq. ft' of exterior wall at'l-l/2" exposure'

Patterns include sawtooth, acorn, full cove, half cove, straight, octaeon. diagonal. diamond, hexagon, iound. airow and fish scale.

Entry New

The Registry, the first wood door to offer the design and energY benefits of the Pease Door System, has been introduced by Pease.

The oak, teak or mahoganY doors are framed with a special Polished brass finish edge trim which attracts the door frame's magnetic weatherstripping for a refrigerator-tight seal. Other door system features include polished brass NormandY lockset and hinges, five-finger bottom sweep, adjustable frame, and adjustable solid brass sill with a weeP system to drain water to the outside'

Offered are five designs in the standard 36" door width, one in the 42" width, and two stain choices Per

The heat-treated steel tool also features two different sets of claws for pulling nails.

90" Glass Corners

Corner Windows featuring glass bent at a 90" angle for seamless corners without posts, mullions or butt joints have been introduced by Marvin Windows.

A unique two-stage heating Process is used to create the virtually defect-free glass.

Windows are constructed of solid ponderosa pine, with l-5l16" thick irames. 4-9/16" jambs, finger-jointed brick mould casing and l " insulating glass. Wood glazing stops are removable so the glass maY be replaced if broken.

For more in{ormation on New Products write The Merchant Mogozine.4500 CamPus Dr.. Suite 480. Newport Beach. Ca 92660

Please mention issue date and Page number so we can Process Your request fasterl ManY thanks!

Rising Water

New adjustable height faucets have been designed by Moen.

The Kitchen Riser features single handle operation for quick access to temperature and flow control and a spout that lifts and locks 10" above the sink, swings 360', and delivers water in either a spray or stream.

The Lavatory Riser's swivel spout can serve as a drinking fountain and lift 7" above the top oflhe basin. The faucet offers single handle control. a tough chrome finish which resists marring and scratching, and washerless operatton.

On Your Marks

Waterproof marking sticks for writing on galvanized tlash barrels. storage boxes, aluminum frames. sheets of window glass, cement blocks. lumber and many other objects are now available from Sanford Corp.

Offered in red and black, Mean Streak sticks mark a paint-like ink on light and dark-colored metal. rubber. glass, wood, plastic, concrete and corrugated boxes. Because the ink is waterpro,of, marks reportedly won't come offwhen weather conditions or temperatures change.

Fully Organized

An entire kitchen-full of organizers to maximize use of vertical and rear storage areas has been introduceO bV Clairson International. Ball-bearing slides reportedly assure smooth swivel_ out_ or glide-out motion, even heavily loaded. Most baskets and racks can also be lifted out or repositioned for convenience.

The Keije line includes adjustable glide-out coated wire pantry organizers, pull-out trash-containers and hampers, tiered baskets and lazy susans, pots-and-pan drawers, utility carts, oak message center, and under_ cabinet, swivel-down spice, [nife and cookbook organizers.

#6"', io:*A-_-',

COMPLY Lap Siding is a profit-building luxury

mil that you can't afford to be without.

Oregon Strand Board Company is the lap of luxury. In fact, COMPLY Lap Siding's beauty, hand-selected veneers, solid-core strength, dependability, ease of installation, and bottomJine value deliver the ultimate luxury: PROFITS.

COMPLY is more than a manufactured composite panel made from real wood products. We designed money-saving features into COMPLY Lap Siding so a builder or contractor can reduce the profit-killing expenses of materials, labor, waste, personnel and time.

COMPLY Lap Siding offers the luxury of a variety of widths and lengths so you can install it simply, quickly and with a minimum*of Personnel us a cail ano we

Strand Board can put you in the Lap of Luxury.

Home For Adhesives

Colorful, informative houseshape_d display cartons are helping to sell Contech Brands' new PL -pro 2000 adhesive sealant.

graphics on all four sides of the "house" to emphasize the product's many uses throughout the home.

Fresh Air & Sounds

A combination air purifier/ionizer and amlfm clock radio is new from Soundesign Corp.

other irritants from the air. A 24hour programmable timer can be used to operate the air purifier or clock radio.

Driveway Patch

A do-it-yourself asphalt driveway repair system is new from Co-Fair Corp.

Driveway Medic is made of a heavy duty, double-coated, nonwoven polypropylene fabric that is saturated with rubberized asphalt and self-adhesive. In use, it forms a waterproof barrier to block moisture and salt intrusion and prevent freezelthaw damage.

The preprinted BillboardBox corrugated displays feature eye-catching

The cube-shaped device is said to eliminate smoke, dust, pollen and

REDWOOD & CEDAR SIDING

We make Redwood and Cedar Siding and Interior Paneling in a variety of sizes, patterns, and grades. It is unmatched for its beauty, cost effectiveness, long life, dimensional stability, and finish retention.

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A portion of SILVAN'S profits are devoted to reforestation projects around America.

Patching, sealing and waterproofing is done by cutting a piece of material to match the size of the crack or damaged area, peeling off the adhesive backing and pressing the fabric down over the section of the driveway. It is said to instantly and firmly grip the driveway surface so it may be walked on or driven over at once. A seal coat can then be applied over the entire driveway for a clean, fi nished appearance.

Specializingin Western Softwood Boards & Clears

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Drain Clearance Center

A new Drain Cleaning Center featuring tools for clearing blockages in all types of household drains is now available from Chicago Specialty.

i:nffi**rc**:"* 8!ffit*'ffi

Spring - Loaded Sawhorse

Port-A-Horse, a portable sawhorse featuring spring-loaded leg spreaders and positive leg locks for instant set up and storage, is now available from Ivy Sales & Distribution.

The sawhorse opens to 25 in. high and folds to a convenient 2" x 4" x 38". It also features a black enamel finish and preset guide holes for attachments such as wood cushions to protect saw blades.

The pegged 4-ft. display showcases products from a line of more than 50 drain opening tools, including plungers, steel canister augers, plastic drum augers, power augers, toilet augers, sink and tub augers, and sewer rods.

. Pressure Treated Forest Products

o Custon Treating Service

o Fencing

r Water-Borne Salt

. CCATvoeA

o Grape-Stakes

. Posts & Poles

Blow lt Off

A hand held blower with a 137 mph air velocity is new from Snapper.

tank; large capacity, low noise muffler with spark arrester; bottommounted inlet fan; low point of gravity; anti-vibration handles and engine mounting; momentary-type on/ off switch to assure the switch is on while starting to prevent flooding; separate starter rewind system, and two types of nozzles: jet-type for heavier, direct blasts of air and fantype for wider movement.

The blower's exhaust fumes are directed through the blower tube to keep fumes and oil residue from the operator's face and clothes.

An Organized Display

The Merchant Magazine with a 4-ft.-wide working model display from Stanley Hardware.

The merchandiser showcases the 4' lo 6' size organizer with a 13" sixshelf tower.

features

The ventilated Steel Plank closet organizer system is now available

4-4Y2" to tl2" Lengths

FAX 714-626-4583

The blower

21.2 cc engine;9.7 lb. structure; 17.5 oz. gas

5'

Other kits fit closets from 3' to to 8', and 8'to l0'. 6',,

213-941-7575

800-421-1373

800-421-1372

Spot's Own Sanitation System

An outdoor disposal system that flushes pet waste directly into existing household sanitary lines is new from Intromark lnc.

Included are Pet Flush bowl, Pm adaptors for 2" and 3" size cleanouti, pipe reducer, pipe niPPles, 45" and 90" pipe elbows, clean-out installation guide and instructions. All parts are made of Plastic.

Speaker Phone Converter

A device which turns ordinarY push button telephones into speaker

ohones is new from United Telesis. ' Telebell's electronic phone converter is plugged into a ll0 volt line and regular modular Phone jack to link up to speaker phones at front entrances.

NO\TH ryME\ltcAN PLYWOODw4@

IO3O9 NORWALK BLVD., SANTA FE SPRINGS' CA.90670

WAREHOUSE LOCATIONS: SANTA FE SPRINGS' CA.; HAYWARD' CA.; KENT. WA.: JERSEY CITY, N.J.; MOBILE' AL'

READY NOW!

1989

SECONDARY WOOD PRODUCTS MANUFACTURERS DIRECTORY

Announcing the first and only comprehensive directory covering the entire secondary wood products industry of North America. In its 6,659 listings you'll find detailed information on: all major furniture' kitchen cabinet and component manufacturers, moulding and millwork operations, pallet and container producers, industrial panel producers, structural components and specialty products manufacturers.

Valuable cross references for each section include products manufacturered and species used. Additional sections list all major headquarters, a classified Buyers'Guide and much more'

Miller Freeman Publications Distribution Cent€r' 6600 Silacci Way Gilroy, CA ,tOrO 956r (40E) 848-5296 ' FAX: (408) E48-57E4

Please send- copies of the new Secondary Wood Products Manufacturers Directory (#138-001) for l0 day free examination. After reviewing, Iwilleitherreturnthebook, withoutobligation, orhaveyour invoice paid at US $147 each (plus postage and handling).

Aluminum Shingles

New aluminum roofine from Alcoa Building Products cdmbines the look of slate, Spanish tile or thin wood shingles with the performance benefits of aluminum.

The roofing features lighrweight, textured surfaces with even shinele thicknesses and consistent UItt

edges, and a high performance finish said to withstand ultraviolet rays, heat, cold, rain, snow, hail and hurricane force winds.

It reportedly will not rot, warp, split or curl like wood or asphalt, break like concrete or tile, pit, rust, burn or support combustion.

Filter Fresh Water

A counter top water filter said to quickly attach to virtually any standard faucet equipped with a male aerator is new from Ametek.

Rebuilt to ZERO TIME TOW TRACTORS

No more headaches with broken forklitt rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 vears of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales, administration and service back-up for their reconditioned and rebuilt tractors that will make sure the iob gets done but this time WITH THE RIGHT EQUIPMENT!

After attachment, a chrome bypass valve will divert water flow from normal sink use to the drinkins water filter on command

Cartridges are available to remove foul tastes, odors. sediment or chemicals.

No plumbing is required for installation, only a pair of pliers for removal of the old aerator..

Timbers To Go

I)etachable utilit,v' hooks ivhich hang fiorrl a car's pilssenger ckror and lrr.rnk litr easy tralrsport of' lLrrtrbe r. piping ancl other long ntutcrials itrc llcw fiotll JLtpitcr ProclUCTS.

Tinrbcr I'ote hooks flnish ancl include trvo clown.

lure paclclcd to protcct the car's pieccs o1'-1-li. poll ropc fbr tic-

MlNl.UtllTS of moulding are new lrom Georgia-Pacific. Each G-PAC pallet contains 3,400 to 6.200 lt of one base or casing profile secured in bundles, wrapped in poly. then framed with 2x4s and banded

Grab Feed: lumbermen's biggie

CBAB FEE0 emcee for dinner attended by over 425 members and guests in Eureka, Ca,, Jan. 19, was Jim Hunter [ll with his bride Lisa. Consumed at the 21st annual were 1400 lbs. of Humboldt crab. [2] Brent Crosbv, Lvle E. Hoeck. l3l Bill Barr, Ted Mathews. lll .tett Howard, Mike Stone, Kent Bond. l5l Gary Gamble, Jerry Ensworth, Len Adamo, Greg

Moss. [6] Sam Witzel, Ted & Todd Pollard. l7l Rick Richter, Chan Singleton. l8l David Jones, Roy Nielsen. l9l Gene Pietila, Louis Mills. ll0f Max Corning, Bob Dimeco. llll Len Viale. Il2l Lester Raborn. Ronnie Fuchs. Jimmy Petrey. {l3lChris Shively, John Hirst, Harry Lyon. (l4l Larry Kreider, Steve Rush. llSl Mike Moseby, Kathy Arents. ll6l Steve

Bertsch, Bill Elmore, Jay DeCou. llTl Ted Saunders, Charlie Brittain, Lee lorg, Mike Price. Il8l Valerie Scoggin, Bob Reid, Cindi Smith. ll9l Bennie Young, Rick Grimm. Dinner was held at the famed Eureka Inn, a designated historic national monument. Also see opposite page.

ll0tl0BED at Humboldt Hoo-Hoo Club annual Crab Feed was lll Harold Bratten, who as sales mgr., Miller Redwood, Crescent City, Ca., sold over 850 million feet of redwood over 26 years of six day weeks. Bill Scott (riqht) oresented plaque. Also see facing oaie. l2l Butch Hood, Steve Hautala, Claudia Jeinings, Clyde Jennings. [3] Bob Bonniksen, Lee Roy Jorilan, Stephanie Shannon. l4l Bill

tHoqlund, Ron Dybas. l5l Bill Gittings, Joe Bowman. 16l Doug Willis, Rod Kautz. l7l Jim Stroup. (81 Terry Humphrey, Dennis Byerley. (91 Charlie Cox, Bernie Guilin, Ted Gilbert, Paul Ward, Oan Naughton. ll0l Ken Canepa, Jovce Swanner, Tom Miller. Il | | Jerry Paimer, Kellv Miller, Tom Silva. ll2l Mike Renner, Bariy Savage. ll3l Larry Kreider,

Dean Fox. ll4l Rick Ray. llSl Ted Gilbert' Phil Keltv. ll6l Rod Sanderson, Paul Emmons. itrl aart & Rogan Coombs. [l8l Mark Boone, Cap Strano, Jim Julian, Carl Henoch. llgl Dennis Bucko, Joel Hamel. {201 Kari Pecolatto, Julie Weigand, Russ Britt, Nancy Bettendorf, Roberta Staley, Mike Roach.

Foundation Plans

Standard foundation plans for mobile homes using the Permanent Wood F-oundation system are available lrom the Western Wood Preservers Institute, 603 Stewart St., Ste. 1018, Seattle. Wa. 9810 r

Hardware Folder

A 40-p. sliding, folding and pocket door hardware brochure is free lrom Stanley Hardware, (800) 622-4393.

Skylight Writings

A modular, wide-area skylighting system brochure is free from Wasco Products. (800) 522-l l8l.

Put Up With Vinyl

The 32-p. "Rigid VinylSiding Application Instructions" is $3 from the Vinyl Siding Institute, 355 Lexington Ave., New York. N.Y. 10017.

Outdoor Projects

The 512-p. revised Homeowner's Complete Outdoor Building Book is $ 16.95 in paperback from Sterling Publishing Co., 387 Park Ave. So., New York, N.Y. 10016.

lron Sides

An 8-p. decorative metal ceiling and wall sheets brochure is lree from Shanker Industries, Box 3 I I 6. Secaucus. N.J. 07096.

Tiled Up

A 1990 product and design idea catalog of cement-bodied floor and wall tiles is free from Ro-Tile. l6l5 S. Stockton St., Lodi, Ca. 95240

Roof Tips

A booklet on GAF'TEMP thermally efl'icient roofing systems is lree from GAF, l36l Alps Rd., Wayne, N.J. 01 470.

Sink Tank

A European design sink catalog is lree from Republic Sinks, Box 1010, Rusron. La.71273.

All About All-Coast

A full color, fold-out brochure profiling wholesaler All-Coast Forest Products is free from All-Coast. Box M. Chino, Ca. 91708.

Coatings Gatalog

A 24-p. aerosol and brush-on coatings catalog is free from Plasti-Kote, Box 708. Medina, Oh. 44258.

Insulative Answers

A loose-fill insulation question-andanswer booklet is 250 from the Mineral Insulation Manufacturers Association, 1420 King St., Alexandria, Ya. 22314.

Foam Facts

An 8-p. Styrofoam brand plastic loam brochure is free from Dow Chemical Co., (800) 258-2436.

Stick Around

The l2-p. "Adhesive Selection & Use Home Improvement Guide" is free lrom DAP Inc., Box 277, Dayton, Oh. 45401.

Direct To The Door

"lnstalling Wood Windows & Doors," a l6-min. video with notebook, is $25 in English or Spanish from the National Wood Window & Door Association, 1400 E. Touhy Ave., Ste. G-54, Des Plaines, Il. 60018.

Open Windows

A 20-p. architectural window guide is free from Season-all, 1480 Wayne Ave., lndiana, Pa.15701.

The Light Show

A 6-p. video on direct burial and anchor base fiberglass light poles is available from Shakespeare, (800) 845-7750.

Trimming Tools

A mini-booklet on string trimmers, brushcutters and air blowers is free from Solo Inc., Box 5030, Newport News, Va. 23605.

Profiles In Protection

"Protect Your Home Like A Pro," a 20-p. profile of l0 wood cleaners, finishes, preservatives and sealants, is free from Klean-Strip, Box 1879, Memphis, Tn.38l0l.

Classic Cupolas

For all New Literature offerings write directly to the name and address shown in each iiem. Please mention that you saw it in The Merchont Mogozine. Many thanks!

3 For The Bath

Brochures on new toilet, tub and shower lines are free from Briggs Industries, Box 31622,Tampa, FI. 33631.

Uniform Code Guidelines

Bar Coding Guidelines lbr the lilood Products Industry lor wood products manufacturers and distributors is $25 for National Forest Products Association members, $50 for others from NFPA, 1250 Connecticut Ave. NW, Washington, D.C. 20036.

A 4-p. brochure on five new classic cupola designs is free from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.

Added Security

The 1990 Sweets catalog of mechanical and electronic security products is f,ree from Schlage Lock Co., 200 Parkside Dr., San Fernando, Ca. 91340.

Lift Talk

A 24-p. lift truck selection, operation and fleet management guide is free from Nissan, 425 N. Martingale Rd., Ste. 1900, Schaumburg, Il. 60173.

Tool Plugs

A ll4-p. electric tool catalog is free from Milwaukee, 13135 W. Lisbon Rd., Brookfield, Wi. 53005.

ASTM E-84, MIL-L-1 91 40 Typ€ 1, FR-S. M€ets UBC standard 42-1. D-BLAZE

REDWOOD

CONSTRUCTIOI{ HEART ROUGH 1x4.1x6,1x8,1xl2

2

2

4xl 2

2,8x8 coilsTRuciloil cottoN RoUGH 1x4,1x6,1x8,1x12 2x4,2x6,2x8,2x1 2

xO Dog Ear F€ncing

- 8' Post Grad€ CONSTRUCTION HEART S4S 2x1,2x6,2x8,2x12

4x6, 4x8, 6x6, 8x8

ACZA CHEIIONITE - AWPA. C - 14 &c-18

& 2x6

foundation grade

CDX STR I

#2 & ,3 DF lagging LP-22

3xl 2 Rough

#1 DF tUDslLL - czc for school lobs

2x1,2xo

COPPERNATE "25O''

TREATING SOLUTIOT{ 1&Sgal.pails PINE

C A BTR Sugar Pine: 1 x6, 1 x8, 1 x1 2

#2 T&G: 1x6.1x8

t3 Shiplap: 1x6,1x8 - *3 T&G 1x6

*2 Com S4S: 1 x4 thru 1 x1 2, 2x1 2

;3 Com Sugar Pine S4S 1 x4 thru 1 xl 2

#4 Com S4S 1xl2

C/S 4x4 KD Pine S4S #3 Comm. 2x1 2 S4S Pine

Saw sizing and resaw work is now available

Vendedor, disponible que habla Espaiol.

@ ffi

..WILL CALL'' OR DELIVERY

GIASSIFIED ADUEMTISEMENTS

EXPIIRIENCED salesperson from lumber industry with some computer background for Orange County, Ca., based company. Demos and sales ol specialized software package. Travel necessary. Allgeier Computer Corp. (7t4) 544-9040.

CREDIT MANAGER with aggressive handson ability to handle all lacets of building industry matters including preliminary liens/releases, collections and credil approvals. Must be familiar with current collections laws and procedures. Send resume with salary history to: Personnel I)epartment, 6-586 Beach Blvd.. Buena Park, Ca.90621.

RIVERSIDE, Ca., based wholesale lumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call for appointment. (714) 360-1090. Sanra Fe Forest Industries, 9040 Jurupa Rd., Riverside. Ca. 90640. Altention: Robert T. Gaylord. All inquiries strictly confidential.

OUTSIDE salesperson needed for wholesale lumber company. Established 20 years. Territory open - Orange County and part of Los Angeles, Ca., counties. Must be experienced and aggressive. Draw, commission, profit sharing, medical. Excellent opportunity for the right person. Apply: P.O. Box 326, Etiwanda. Ca.91739.

Il roLt beltcr.c irt t'otrr lrtrsincss rnd $rnl

Twenty-five (25) words ior $21. f:ach additional word 700. phone number counrs as one woro. Address counts as six words. tjeadlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera read),. $55 ifwe set the type. Names ofadvertisers ustng a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magrzine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks pavable to The Merchant Magazine. Mail copy to above address or call (7 I 4) 852- I 990. Deadline for copv is the 22nd of the month. PAYMf,NT MUST ACCOMpANy copy unless you have established credit with us.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western Staies. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.91212, Attention John Matschiner, Real Estate Manager. (503) 232-718 | All inquiries kept confidential.

AND WEATHERED

Douglas Fir S4S and rough,

LUMBER TRUCK 1972 KW with 24 ft. double trailers. Cummins 400 magnum engine, good condition. $20,000. (91O 743-3470.

LIFT TRUCK, Hyster. Recent complete overhaul. 15,000 lb. capacity, special thin forks, side shift swing shift. $12,000. Fred Holmes $10 743-3470.

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doue Willis. Call Producr Sales Co. (714) 998: 8680. Please see our ad on page

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Ueach. 3C Trucking (213) 422ry26.

Multi-User Accounting System

Order Blank

$19.00 (25 word minimum) .65 each additional wo .65 Phone number'l' 3.90 address *. 5.00 centered copy, per line 5.00 headline 5.00 box number 5.00 special border

PRINT YOUR TOTAL HERE $

*Phone number and address can be part of 25 word minimum. A $40 per column inch rate applies to camera ready copy; $45 if we set the type.

n Assign a box number and mail my replies daily. TO RUN: TIMES

Lookins lor a mini-computer to do yout a.iounting? Or a network of IBM-PC compatibles?

Here's the On Balance alternative: Add a co-processor card to a PC compatible and give it the power of a mini-computer. Add time tested software that's already in use in reman plants, wholesale building material suppliers and sawmills. That's the On Balance Accounting System.

You can buy a four user sYstem for under $25,000, including hardware and software. If you alreadY have an IBM-PC compatible, it's even less. We can finance the software. We offer custom programming to your specifications.

@Brligmaeffioo

3706 Mt. Diablo Blvd. #2ffi Lafayette, CA94549 4rs/284-5807

"We're so proud we put our name on Every Piece!"

ONLY Manufacturer of AcornOak@Tlrand

S4S Sanded

Hardwood Boards

Ouality Oak Mouldings

Veneered Products

Glued Panels/FingerJointed Products

-SOUTHERN CALIFORNIA_ LOSANGELESAREA

SAN FRANCISCO BAY AREA

oRAltGE,R|YERSDEa

3A1{ BERTABDIXO COUI{TIES

All06ier Cdnpulor Cdrp.

Ansdcan Hardd Co.

Anlinsm Lumhar Sal€s

B€ad€x Manulacludno

Boar Fonst Prlduc1s

Botnnm Lumlei Co. ...................

Bums Lumber Co.

Calilomia Lumbor InsoEtin Soflhe

csE LU;hsco.

...:.................::...:

Canfor U.S-A. Co.D.

Carroll ilouldino Co.

Cascade Empire Co.

cosui Lum'toico.

El0El Vhod Pmd|xb Coo.

tsUVE M]S' Baldwin Ent€rprises (408) 754-0993 BeaverLunborco. ....... (408)727-6211 Berdex Intornatiflal (415) 391-6700 gig Creek Lumber Co. (400) 429-4890 Eonninotm Lumber Co .... (115) 935-6889 calilomia For€st Prcducts (408) 842-1673 Calitomia Lumber Inspection Seryice (408) 211-2960 Califomia Redwood Assn. (41 5) 382-0662 Cas€lla Transporlatio.r (415) 632-1160 DMK Pacitic Corp. (415) 790-9670 Erpross America (800) 533-4355 (800) 322-3554 (408) 754-0993 Fibcboard Coo. (4lS) 60&0700 Gsroia-Pacific Corp. (oakland) (415) 352-5100 Geor0ia-Pacilic Corp. (San Jo6e) (408) 297-7800 Hirt & wmd Lumbs Co. (415) 935-3fi1 Hub City Golden Gato Teminals (415) q|0-9368 Kelleher Corp. (tilovato) (415) 890{270 Kelleier corp. (san Rafael) (415) 454-8861 (707) 891-1281 (707) 894-257s (707) 894-3362 (707) 894-4201 ... (707) 964-0281 ... (707) 981-6181 ... (707) 964-6377 (916) 343-3261 (916) 527-4343 (916) 36S373r ($6) 6A-5561

IICTTUEUIETA/FORIUTT Beaver Lumb€r Co. 00n 822-4623 Blue Lake Forcst Products ................... (70D 822-2995 Bracut Intemational .... (707) S22-364S Bdtl Lumbor Co. 17071 822-1779 C6ta Trucking, Joe (707) 822-2901 Ensvonh For6t Producls (707) 822-3085 007) 068-5660 Louisiana-Pacific CorD. 007) 4/t3-751 I Schmidbau€r Lumb€r, Inc (1071 443-7024 Uniwrsal Forest Pmducts Q07l 725-4421 turunv8msE tillEY Aoate Salos, Inc. ............... (916) 272-3451 All-Cmst Forost Products, Inc. (916) 273-22It m[EnsRElI Higoins Lumber Co. (800) 227-4338 (805) 834-0632 Pacilh lvod Pmse.ving ol Bakersfield CorD. (800) 582-3950 (805) 833-il29 Gt 0tt[0tu All-C@st Fo6t Produc$ Eownan Lumber Sal€s L0isiana-Pacific Coro. Preslon Lumber CorD. F||n 0m00 Gmrgia Feific Corp. (Rcdwood) Hail0d Producb Holmcs Lumber Co., Fr€d C. MEETl| Gooela-Pacitic lvanhose (2(x)) 251-9471 Intsmti'|al Fonsl Pmducb e(x)) 27$3356 Pacilh FsE6r Pmducls (2()g) 268-6221 Unity F0|ls1 Pmducb (200) 52&3003 lvssl€m &nerimn Forost ProdrJcts (209) 251-5031 Wby8rhaousor Co. (800) 742-1939 (209) 18F6221 mite Both€c (209) 261-4888 Wbodwofi InstiMe of Calihnh (20S) 233-9035 10t ut0t DMK-Facific..... (209) 82F65,14 IOIIEEII! Calilomia SugEr & lYbsten Pire Agmcy (209) 575-9669 Snirb Lunbor Pmducts (209) 667-1000 IhundGdolt Wbod Treatino, Inc. {209) 8694561 (l{0. Ca.} (800) 692-5714 (So. Ca.) (800} 82G8709 NEDDITS TIEI orrckb€ck Poducb Co. (Chho) Louisiam-Pacific Coe. {Red Bluft) P & M C€dar Prodwts ........ Trinity Riwr Lumber Co. ErGmtEnoEl0cKT0t tttl Active Disldbutin

Eerdex Intemational ,.... (916) 972-7282 Beadex Manulacturing Co. ............. ..... (209) 462-6600 Bowman Lumber Sales ... (916) 873-6243 Canlor U.S.A. Corp. (916) 666-5534 Capitol Plrrmd (916) 922-8861 Ensvorlh Forest Prcducts (Rocklin) (916) 624-5776 Ensuodh Forost Prcducts (Sacnment0) (9.|6) 386-9408 Geoeia-Pacific Warehous€ (916) 481-4444 Hickson Corp. (916) 533-7814 Kcllehcr Cdp. (916) 929-1792 Laco Lumber Co. Mmdland) (916) 661-0812 Laminated Timber Seryim, Inc. (209) 982-0585 Loisiana-Pacific Corp. (916) 624-4525 Michigan-Calitomia Lumber Co. {916) 614-2311 Mokelumne Rivsr For€st Products (2m) 367-1265 M & M Builders Supply (2$) 835-4172 t{ikkelCorp.,The............... (916)488-6170 Facitic Soltheast Focst Prcducts (916) 626-4221 P & M C€dar Prcducts (209) 957-2802 PGL Buitdin0 Pmducts (916) 301-4242 Riwr City Mouldino Co. (800) 321-5095 (916) 386-13t1 San Antmio Polo Cmstructim Co. (916) 137-2303 Slanline, Inc. (916) 63$4500 Shckhn UJholesale (2(x)) 94e0282 sun Forest Products (916) 673-2000 (800) 824-5888 Union Foest Products .... (209) 405-1711 Union Planing Mill (209) 465-1711 unity Forrsr Producrs (800) 248-'1910 (916) 671-7152 univsFal Fol6t Pmducts (2ql) 982-0825 waldon Focst Products (916) 4S5-5348 Wbstom Vlbod Trcatino Co. (916) 666-1261 WoFrhaoosor Co. (800) 952-5616 (916) 371-1000 Whits Brcthe6 (gt6) 38S2606 Wollo Lumber Co. (916) 72F8538 OREATERSAI{ DIEGOABEA tun6.i{xn Mill & Menuhcludno (619) 12G7313 8ak0r Hafltufi.l (619) 263-8102 Eums Lumbcr Co. (619) 262-1t71 Cal Sbte lumber Salos (619) glells6 Fdrman&Affilhl6 (619)18S7500 Founhin Lumber Co., Ed (619) 972-9107 Fr€mmt For€61 Pruduch (8m) 4,|S1923 (619} 17|.155:l F|cI lladrrfid Lumbd Co. Ga.gia-Facific Coe. Kdbn€r Coo. Lam Shnton Vance Maple 8rc6., Inc. Mouldin0 RoaneC0........... Shnlin€, Inc. Wbstem lttod Presene6 lnslitute Itby8draqrssr Co.

:..

Enswod Fdest Producb- -.

EweM Lumber & Moldino

Fontana Vlholesals Lumbcr

Fountain lumber Co.. Ed ............

Frofiian & Co.. Stcoh€n G.

Fr€mdrt Fo|6t Ploducb

Rluc Sdutiros. Inc. ..............

Ganail Planing Mill

G€orgia-Pacific CorD. (Anahcin)

Goorgia Pftific (ilim Lma)

Goldin0 SulliEn l-umher Salcs

H6seda Wiol€salc Lumber

Hickson CorD.

Industdal For€st Prcducts

lnland Timber Co.

Intomatiml

Joinston lhnl$ood Inc.

Jm6 Wmlesalc Lumber Co. .........

Kellsn€r Corp.

L-P Distribution Conter

L-PWafeilad/lnn6rseal

Lamimtod Timber SoflilEs Inc.

Mac8cath Hardd

t/iapls 816., Inc. i/huldings Marinsls For6t Pmducts

iilarouart-Wolfe Lumber Co.

Mesa For€st Pmducls

NewDoil Planing Mill. Inc. ..... Pacific Lunbd Co. Pacilic Madison Lumbor Co.

T'

Pan lumber Co. pinUertryUiCrc Systems

Pmducl Sals Co.

Rancho Hadwods

Ral Lumber Senice (Anah€im).. (800) 222-7335

Rsal Lumber SeNice (Riwrside)

Regal Custom Millwort

Reliable Wholosalo Lumber Co.

RoanoCo.......

San Antmio Corstructim

S€quft Supply (711) 261-2730

Snavely Foresl Pmducts .........

S0th Bay Forest Prcducts

Tool & Nail Lumbsr Co

Uniwsal Forest Pmducts

wbber Ply{rcod & Lumber (800) 132-7300

Westem American For€st Products

Wbstem Intematimal Forssl Prcducts

W€stem Machinery Salos

Weslem Wholcsale iroulding Weyerhaeirser.. (800) 647-7762 (711) 772-5880

n0El ilEt Blw 0x Manufacturing CaDital Lumber Co. ..... Georoia-Pacilic Cory. Kellehef Lumbci Co. irartin FoBst Induslri€s iloyo TimboJ Pndcts, lm. ilu-FoGst Products unr[/uillt$ Ahl Fqest Prodwts All i€art Lumbor Co., Inc. Cal Coast WDl€sale Lumbr, Inc Little Lake Industries......... Louisiana-Pacitic CorD. Pedomance hatin0s, Inc. {Ca.) Redwod C@st l-umber Co. Willits RedwFd Co. (707) 575-0377 (707) 133-7070 (707) 581-7070 (115) 45,1-8861 (707) €1-1200 (707) 545-6060 (707) 133-glr3 (707) 462-8075 (707) 168-0176 (70D 168-0141 (70n 4595395 00tl 468-0272 (000) 46&8817 (800) 468-8820 007) 468-018r (707) 459-9566 YNEM (209) 911-0241 Waro Enterpris€s (800) 752-7097 (714) 627-0953 ll14l657-2mt (714) 99&8680 (714) 699-5188 (714) 991-7770 (714) 77G7192 (711) 77G1673 (711) 54$1865 (714) 995-0283 (714) 5297790 (714) 974-2330 (800) 358-2789 (714) 637-5350 (711) 51&7306 (7r4) 842-6681 (714) 2591100 (7r4) 875-1550 (7t4) 85$1661 (711) 69$1128 (711) f7F7192 (7r1) 817-6100 (7r4) 261-8099 (7111 68r-9116 (714) 684-5353 (714) 544-3434 (619) 244-9933 .. (714) 391-r571 {711) 9:17-il11 .. (711) 877-2001 (711) 627-7301 (714) 82F3090 (714) 5,12-9557 (711) 36Gr880 (711) 62&282s (711) 582-0977 (7111 947-2121 (711) 99,1-62,f0 (711) 73&1781 (714) 751-0800 (711) 96G0281 (714) 24r.7001 (714) 54F9061 .. (714) 662-5603 (714) 68G&40 (714' b2t-6551 014) 51,1-9010 (711) 95&5161 (711) 681-1707 011) 354-8382 (714) 874-5910 (7111 63$3871 (714) 76G8086 014) 97&6335 (711) 962-9094 (714) 62G359r (714) 681-4707 011) 591-1861 (711) 89S0(X! (711) 17&0166 (711) 591-2226 (7r4) 591-03i'9 (714) 355.5490 014) 921-00E8 (711) 35G1211 (7r1) 972-9107 (7r1) 67$3500 014) 521-7500 (711) 250-11il' (711) 95SAt90 014) 63,1-1611

Wblfe Lunber Co.

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Ktultlt

PACIFIC NORTHWEST STA ROCKY MOUNTAINStsUVE M]S'

wasl{1]{GloN

Vaagen Bros. Lumber, Inc.

R.S.G. Forest Products

Gram Lumber co.

I(E1IlN|lRE PGL Buildinq Products...........

GnErnn SElTln/Tlc0m lnEl

American Plw@d Association

Beadex lranulacturino Co. .

Burlington Northern Raikoad

Burns Lumber co.

Georoia-Pacrfic Corp. (Tacoma)

Georoia-Pacilic Corp. (Seattle)

Hub Cily Seattle Terminals

Kennedv-Johnsen Lumber Sales

PGL Bulldinq Prcducts (Auburn)

PGL Building Products (Marysville)

PGL Building Products (Alaska oiv.)

Loth Lumber

Lumber Products

McFarland Cascade (ln Wa.) (800) 521-2131

Norlh American Plywmd CorP.

Northcmst Redwood & Cedar Co

Simpson Timbel Co. ...

Tricon Forest Products

Western Turnings & Stair

Weyerhaeuser Co. (Sealtle)

weyerhaeuser Co. {Tacoma)

SPOKIiE

Georgia-Pacilic CorP.

ItSAllY

Canlor U.S.A Cotp.

Willametle Industries

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OREGOl{

Conrad Wood Preseruing Co. {503) 756-2595

Coos Head Foresl Ploducts

Cms Head Lumber & Plywood

Sause 8ros. ocean Towing

c0Rlltus

Mary's River Lumber co.

EUEEI{E/SPNIilGFIEI.O

Fremont Forest Products

Georoia-Pacitic Coro.

Hirt I Wood Lumber Co.

Jasper Wood Treating

Lumber Products

McFarlandCascade....

WeyerhaeuserCo.

Joltlt llAY

John oay Lumber Co.

tE0F0n0

Caveman Lumb€r

Cornett Lumber Co.

Fountain Lumber Co., Ed

Fourply, Inc.

Lumber Products

PGL Euilding Products

Snavely Forest Ploducts

GUIDE

Cascade Empire Corp. (800) 547-8371

Cole & Associat6. John T.

oisdero Lumber Co.

Dolohin Internalimal (The oalles)

Fries€n Lumber C0. .........

COLORADO

c0txEncE clTY

CaDital Lumbor Co.

Furman Lumbor Co western Turnings & Staii

ALASKA

SOUTHWEST ARIZONA

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ilEWilEXICO

A.G. "Tony" Hansen, 91. with Mullin Lumber Co., Los Angeles, Ca., for more than 50 years, died Jan.7, 1990, in Canoga Park, Ca.

Born in Fresno, Ca., he began his lumber career with Valley Lumber, Fresno, joining Mullin Lumber in 1923 managing its North Hollywood yard. He worked his way up to vice president of finance, semi-retiring in 197 4.

Mr. Hansen is survived bv one son, one daughter, seven grandchildren and five great-grandchildren.

ls Your Card Readable?

Ensure the print on your business cards is large enough for people over 40 to easily read them. Use at least l0 point type. "Classy" cards with tiny, unreadabte print are neither classy nor efficient.

ActiveDistribution... .........20

Allgeier Computer Corp. 15 American Hardwood Co. .... ...........29

AnfinsonLumberSales ......31

Arizona Pacific Wood Preservinq ..., , 21 Berdex lnternational .........:. .......22

Blue Lake Forest Products ..,..42

Dlstributors

NORT}TEAST

GEORGE MCQUESTEN CO. Iron Horse Park North Billerica, MA 01862 (617) 663-343s

MID.STATE LUMBER CO. 20O Industrial Parkwav Branchburg, NJ 08876 (2Ot\ 72s-4W

SOUTHEAST FURMAN LUMBER CO. 896O Henkels Ln. Annapolis Junction, MD 207O1 (3Or) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498 Asheville. NC 28813 (7O4) 253-s667

I,UMBER THIEF

On Jan. 3 our lumber truck was stolen out of our yard - tractor, trailers and 18,000 lt. of 2x6 No. 2&Btr.

In our efforts to recover the truck we have learned that l0 lumber trucks have been stolen in the southland in less than six months. Nine of the trucks have been recovered (ours being the exception) but only one olthe loads. The lumber stolen has been everything from I x4 Economy to 14,000 ft. of oak. Cargo loss is approaching $75,000.

If anyone has information which will stop this rash ofthefts or help us recover our livelihood, please call us at (2 l3) 325-1137.

And, for goodness sake, please take extra precautions to ensure that you are not the next victim.

Kathe Hull

I)aniel Hull Trucking

1926 W. 259th Pl. Lomita. Ca. 90717

THANKS, GUYS

I want to thank all of the sponsors of the Sacramento A rea Wholesalers Luncheon for inviting me each year.

It's one of the most enjoyable lumber functions that I attend and I look forward to going each year. It's a great time to see old and new smiling flaces.

May 1990 be a happy and successful year for all ofyou. Thank you again lor a very nice party.

Betty Foster

Redwood E,mpire Wholesale Div.

P.O. Box 156 Cloverdale, Ca.95425

EPPERSON LUMBER SALES. INC. PO. Box 1559 Statewille, NC 28677 (7O4\ 873-4321

WOODFORD PLYWOOD PO. Box l73l

Albany, GA 31703 (912) 883-4900

Branches in Alabama, Geoqia & Florida

LAKE STATES EMPIRE WHOLESALE PO. Box 249 Akron, OH 44309 (2t6) 434454s

DETROIT FOREST PRODUCTS 35135 Glendale Livonia, MI 48150 (3r3) s22-0610

BOEHM.MADISEN

Nl6 W22l0O Jericho Dr. Waukesha. WI 53186 (4t4) 544-4ffi

I'PPER MID WEST CANION LUiIBER CO. PO. Box 9328 Minneapolis, MN 55440-9328 (6t2\ 42s-t40o

WEST

ALL.COAST FOREST PRODUCTS. INC.

P.O. Box M

Chinq CA 91708 (7t4r 627-8s51

ALL-COAST FOREST PRODUCTS, INC.

End of Railroad Ave.

P.O. Box 9

Clorrerdale, CA 95425-OOO9

(7O7) 894-428r

CEDAR WEST CORP

P.O.Fr:.x5224

Denver, CO &217

(3O3) 294-9lol

Why CedarPro' ls theSmaftCholce.

oday's smart builders lakethe time to know their projects-and their clients. They know what materials will give the best results. What level of quality the client demands-and what the budget will allow. Smart builders shop around for products they can trust and sources they can depend on.

So it's no wonder that when the job calls for premium cedar siding, smart builders call for CedarPro.

CedarPro is genuine incense cedar siding, manufactured to exacting

specifications by P&M Cedar Products in its own sawmills. Kiln-dried for dimensional stability, CedarPro Sidings are carefully graded for their intended use. It's a tou$h test-P&M allows fewer defect characteristi cs

You can make the right choice, too. For premium

than most standard grading-agency specifications. This "custom grading" means Iess waste and better performance where il counts . on the job.

And CedarPro's quality commitment goes even further, with consistent machining and tally counts, breadth of line, custom-wrapped protective packaging, and in-field customer sewice. It's easy to see why CedarPro is the right siding choice for so many smart builders.

cedar siding from a dependable source, call for CedarPro Sidings, from P&M.

CedarPro Sidings are available in Plain Bevel, Rabbeted Bevel, Tongue-and-Groove, Channel Rustic. Shasta Cove, Deck, and SlS2E Board patrcms.

PENOFINO TRANSPARENT WOAD FINISHES

fJon t hide your beautiful wood with an opaque stain. Discover it with I-l Penofino transparent wood finishes. Instead of using inexpensive impenehable clay pigments like most semi-transparent stains plnofin@ uses microscopically ground strategic metals that are so small you can see right through them. These microscopic metals also offer the best in UV protection because they don t absorb sunlight, they reflect it.

From Penofin's@ color system to its Brazilian Rosewood Oil base, Penofin@ contains the finest ingredients available for wood protection. Brazilian Rosewood Oil penetrates deep into the wood fibers allowing them to breathe. It doesnt leave a film on the surface to crack, peel and chip. We could make it cheaper but it wouldn't be the finest wood finish in the world.

For information on how you can discover the beauty of your wood with Penofino call our toll free number for the nearest dealer in your area. In California, (8W) 468-8817, outside California (800) 468-8820.