Merchant Magazine - February 1992

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

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BOISE CASCADE'S STATE.OF.TH E.ART

ENGINEERED

WOOD PRODUCTS

QUIET, CALL BACK FREE ENGINEERED LUMBER ELIMINATES SQUEAKS, WARP, WANE AND WASTE. NOW IN STOCK FOR IMMEDIATE PICKUP AND DELIVERY: BCI JOIST I-BEAMS, 9-112',TO 20" DEEP, QUICKER, LIGHTER, STIFFER AND QUIETER THAN DIMENSION LUMBER. VERSA-LAM AND VERSA.I.AM PLUS I.AMINATED VENEER LUMBER FOR ADDED STRENGTH, WORKABILIY AND uNlFoRMlTY.9-112" TO 20" DEEP, LENGTHS UP TO 66 FT.!

TIME TESTED, TRIED AND TRUE

TIMBERS

FINEST QUALIW. LONG DIMENSION. ROUGH DIMENSION. UP TO 50 FT. LONG AND 24 IN. WIDE. COMPLETE TIMBER MILLING FAC|L|TY. |NCLUD|NG ryD SELECT HEM-FIR-IN STOCK, FROM S4S TO SAW SIZED. LAMINATED TIMBERS. SIMPSON HARDWARE IN STOCK.

DOUGLAS FIR From as small as 3 x 6 x 8' to as large as 18 x 20 x 40' our inventory of #!/Btr Full Sawn Rough Timbers is unmatched by anyone else in the business.

CLEAR ALL HEART For special applications think of us for Clear All Heart Timbers.

WESTERN RED CEDAR WRC offers timbers for exterior applications that are not only decay resistant but also attractive in appearance. Our inventory consists of 4x 4through 6x 6, and 8x8, graded as #2/Btr. No Prior Selection.

COI{STRUCTION HEART REDWOOD An excellent utility grade of Redwood for a variety of outdoor uses. From one timber to a unit or more, our Con Heart Timber inventory offers a selection from 3 through 6" as well as8x8andt2xt2.

GLULAM BEAMS Offering next day delivery, we inventory all standard sizes of Glulams from 3Ve, 51/e,63/q,

to 83/+'i And we have the ability to RESAW your beams if that is what the application calls for.

VERSA-TIMBER Produced by Boise Cascade and available through All-Coast only, Versa-Timber is the only engineered timber that matches solid sawn timbers in surfaced d imensions, Cu rrently, Versa-Ti mbers come in5tzx7Ll/2,731/2, and !5!2, (6x72 through 6 x 16) and up to 60' long. Versa-Timber is stronger than solid sawn or Glulam Beams. lt is especially stable and won't twist, split, check, shrink or warp. lt also will accept stains readily, butwith its unique horizontal grain is attractive left natural.

VERSA-LAM PLUS Many applications of t3/a'LVL call for the doubling or even tripling of these members. Versa-Lam Plus in 3Az or SVz" thicknesses is designed so builders can avoid on-site splicing and multiple member nailing - now one beam can do the work of two or three.

DAVID CUTLER editor- publisher

Poor employees don't run great companies

aa[

ou can't believe the vegetables that want der in here thinking they should go to work for our company. If I hired these clowns we' d be out of business in six months," an exasperated manager told us recently.

It's a familiar lament. In an age when the techniques and hardware to train and educate employees have never been better, it seems our business faces a growing shortage of good people. Yet when management is quizzed about the need to spend money for recruitment and training, eyes glaze over. Their minds are elsewhere. And not just in this recession; it was like that in the good times, too.

Population trends bear upon the problem. With the graying of America, more experience and knowledge is lost to retirements. At the other end of the scale, lowerbirthrates following the Baby Boomer generation means fewer young people entering the workplace.

The lack of glamour and a perceived poor chance

for advancement in building products retailing, wholesaling and distribution often mean we don't get the coveted young hotshots. Few who join us live for their work. Rather they merely work for a living. And the end results demonstrate it.

This industry must recruit from a tv watching generation raised on the lies and half truths fed them by a pro environmental media too lazy to check out the truth. Not a problem likely to vanish soon.

Everyone seems to agree that any company is only as good as its people. "People are ow most important asset, " they piously intone. Yet when the time comes to do something in recruitment and training, the commitment isn'tthere. Unfortunately, it's easier, cheaper and, yes, sometimes more practical to pirate anexperienced employee thanto train a new one.

We need to find and keep good people. The question is how.

Specializingin Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski Office Manager: Carla Renick

WB when l! pryhbe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest andmostrrersatile woods in the world: smooth, straigl,., richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy colnnons, or gardengrade lumbe4 kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood customem, choose the redwood that has werything going for it: looks, promise, and a fine hmily narne. Choose G-P redwood. A member of the California Redwood Association.

Formore information, call the Ft. Braggmill,(707) 964-0281, or the G-P Distribution Centeiiearest you.

Look to cedat for value added products

take the wood a step further to create value added products.

ETAILERS searching for niche fasteners andfinishing materials as well as pre-milled and assembled railings, balusters, posts and decorativeball tops and caps can make it possible for a doit-yourselfer to build a deck with minimum effort.

Long used for specialty products such as rough-sawn, channel rustic siding, fencing, paneling, shingles and shakes, cedar is now becoming increasingly available in more finished forms ideal for niche marketing.

"Niche marketing products, " says Laddie F. Hutar, Hutar Growth Management, "have to be identified with a noncommodity area, in other words, high quality items meeting specific consumer needs."

Value added ("quality with a maximum value to a consumer") products, especially when crafted from a high quality material such as cedar, match this definition to a "c." Because special cedar products make projects convenient for customers or meet special needs, dealers can use them to develop a niche market. Many customers will pay more for the value added and work saving features with the retailer benefiting from the higher margins.

Prefinished siding is an excellent example of a value added cedar product. Factory primed and finished with an Olympic Machine-coat IOO%Latex solid color finish, the product carries a 10 year limited warranty that the finish will not crack, peel or flake. In addition, factory finished cedar usually has less cupping, splitting and chippingbecause it is kiln dried to a l9Vo moisture content before finishing.

Nearly half of all siding customers are pre-sold on wood. Western Wood Products Association figures show that 43Vo of homeowners prefer wood siding over other siding products. The value added factory finish on cedar assures them a better product with the dealer getting as much as3OVo margin, a win/win situation for both, Joe Kastelic, Olympic/PPG, points out.

Decking and deck accessories are other outstanding examples of cedar products manufactured with added value. Precut decking packaged with

Because he can avoid paying a contractor or having materials custom milled, the customerisusually happy to pay more for the package that makes it easy for him to do the job. Organizing the components into a system or project adds value to the original materials as does an attractive package with good instructions.

Garden cedarproducts also canhave value added benefits. Lattice pre-assembled into panels, picket edging fastened together and packaged as instant flowerbed edging, trellises ready to drive into the ground: these products all command higher prices (and higher margins) than the cedar lath and stakes from which they come. Cedar garden furniture is another item with a higher price tag and margin than its basic components because of added style and convenience. Pre-assembled cedarsections that quickly combine into a compostbin are probably the latestexample of adding value to an ordinary product.

When made of cedar, moulding is enhanced by added durability, dimensional stability, workability and acceptance of stains and paints to command a higher margin. Fingerjointed mouldings, such as those from incense cedar, turn a basic material into an affordable, good selling product.

Innovative thinking by wood product manufacturers has created cedar products perfect for niche marketing.

Story at a Glance

Ways retailers can nache market value added cedar products... margins as hagh as SOYo ... products tailored to consumer needs and wants attract customers.

F opportunities need to take a second look at cedar. as manufacturers

Average Monthly Gedar Prices 199U92

Where is western red cedat going?

T h. current recession has hit the I forest industry like a giant sledgehammer with shutdowns and cutbacks occurring in all areas. Logging shutdowns, both seasonal and recession induced, have reduced the supply of cedar logs available for processing. However, any shortages are likely to be a short term situation caused by the economic slump, experts says.

Westem red cedar manufacturers expect products to return to normal levels in 1992 as the economy starts to pick up steam. Industry production is market driven and a recovery in the economy and the housing sector are critical factors in getting forest product manufacturers, including cedar producers, back to a healthy state.

"Eighty five percent of our members' production goes into the Northern American market via the regular distribution channels and we are not anticipating any long term problems in supply," says Ken McKeen, Vancouver, B.C., Canada-based president of the Western Red Cedar Lumber Association. "In fact. the WRCLA is embark-

ing on a major promotional program for cedarproducts in the U.S. thisyear."

The WRCLA program will stress the natural properties of cedar that make it an appropriate and high quality wood for residential use. Ken McClelland, general manager of WRCLA's new satellite office in Vancouver, says, "The program will help end users fully understand the unique qualities of cedar and will provide product quality assurance. We will be putting field staff in place to assist purchasers in targeting the right grade for the right end use and to monitor product quality." (See p. 10 for related story.)

Story at a Glance

Canadian producers see short term shortage caused by eco nomicslump WRCLAinaugurates majorpromotional pre gram in U.S. satellite oflice opens in Vancouver, Ganada.

Multi'rtri I I ion dol lar cedat promotion

f f f ESTERN red cedar distributors

!f and dealers across the country are applauding a multi-million dollar marketing program aimed at increasing demand for cedar lumber products inthe United States. Projected as a four year program, the promotion is budgeted at more than $5 million.

"Certainly it's a good idea," said Ben Cederbloom, sales manager, M. F. Tomsick Lumber Co., Kennewick, Wa. "Any advertising is helpful."

He noted a particular need for promotion in areas turned off from cedar by lowerquality products shippedthere 15 ormore years ago. "They gotburned and, as a result, some areas have been out of the cedar market ever since," he said.

"But the quality is a lot better now, with much more stringent grading and

quality control, particularly in the tight knot products," Cederbloom added.

Other dealers are equally enthusiastic that the exceptional drnability, light weight, remarkable color and texture plus the fine straight grain and unique insulating cellular structure of westem red cedar will be publicized. Because of scaled back promotions and advertising in recent years, many younger contractors. architects and consumers are unaware of its benefits, some say.

Westemred cedar lumber manufacturers in the Pacific Northwest and westem Canada are joining in the campaign which began Jan. 1. Spearheaded by the Westem Red Cedar Lumber Association, which includes producers in both the United States and Canada, the promotional program will emanate from offices in Portland, Or., and

SlDlNG, decking and boards in western red cedar clear and common grades are targeted lor increased sales in cooperative marketing promotion by U.S., Canadian ceda producers, and the Canadian government.

Vancouver, B.C. Field offices also will be established to serve cedarmarkets in midwest and southern cities.

Expanded marketing efforts will be funded by the cedar industry with supplementary matching funds from the Western Economic Diversification Office of the Government of Canada. Western Red Cedar Lumber Association member mills produce nearly 75% of the westem red cedar lumberused in the U.S. each year.

"This program represents a strong commitment by cedarmanufacturers to provide essential marketing support for the products we make," WRCLA president Robert Landucci explained. "Not only will we target major customer groups in our marketing, we will also develop materials to assist distributors in selling cedar products."

Promotional activities will focus on up-market residential housing and shess the quality, durability and environmentally friendly aspects of natural western red cedar products compared to vinyl, aluminum and chemically treated products.

Storyat aGlane

U.S. and Canadians join in marketing program... midwest and southern field offices to open ... beefed up advertising, literature, semF nars, promotion events for siding, decking and boards in clear and common grades.

The campaign will include advertising in major trade and consumer publi cations; literature and video tapes on cedar lumber products; regular and special publicity offerings for local and regional media; display materials for exhibitions; seminars on how to properly select, install and maintain cedar; and a cedar design awards competition co-sponsored with the American Institute of Architects.

Cedar products targeted for specific marketing activities include siding, decking and boardsin clear and common grades.

;EALERS who sell roofing with llhouse or rehab packages or for reroofing jobs need to keep up with the latest developments in roofing materials in order to advise their customers.

This is especially true of cedar shake and shingle products since bad press in connection with massive fires such as the recent one in California has created misconceptions. Fire retardant cedar shakes and shingles marketed with the Certi-Guard label have been on the market for almost 20 years.

The cedarshake and shingles industry recognized the dangers of unrated roofs in high fire hazard areas back in the '70s and spent millions of dollars in research and development. The result is aprocess thattransforms cedarshakes and shingles into Class C and B fire retardant roofing products.

Despite extensive testing of CertiGuard shakes and shingles with positive results, fire and building code officials have questioned whether the pressure impregnation process would last. Recent tests of Certi-Guard Class C fire retardant shakes removed from a home after 16 years of exposure to harsh climatic conditions prove that there is no need for doubts, according to the Cedar Shake & Shingle Bureau.

The shakes, which had been applied in 1974, passed the same series of ASTME-180 tests that new fire retardant impregnated shakes must pass. In addition, after passing the Class C test for which they were originally rated, the shakes performed well when exposed to the more severe Class B standards.

With these results, it became obvious that Certi-Guard products are as effective against extensive exposure to fire as other Class C and B rated roof products, Bureau president Michael M. Westfall points out.

In dealing with customers who like thenatural appearance of cedarshingles and shakes, but have doubts about their fire safety, dealers can use this information to recommend Certi-Guard products. For additional assurance, they can explain that although most roofing materials need to pass just three tests to obtain a fire rated classification. CertiGuard products undergo nine tests to meet UL 790 (Underwriters Laboratories) specifications. Furthermore, ongoing testing monitors outdoor weathering at specific test sites at intervals of one, two, three, five and ten years.

Cedar shingles and shakes gain their fire resistance by being impregnated with a fire retardant chemical. Only

Fire retardant cedat roofing passes time and weather tests

materials graded as No. 1 by the Bureau are treated. The treating process seals bundles of newly made cedar shakes and shingles inside a high pressure chamber. After a vacuum is created to draw out air and moisture from the cells, pressure up to 150 lbs. per square inch forces the fire retardant chemical into the wood cells. The shakes and shingles are then thermally cured at temperatures up to 200 degrees Fahrenheit to lock the fire retardant into the wood fibers through polymerization.

Fire retardant shakes and shingles sell for aboul. 25% more than asPhalt roofing products and are competitive with most of the tile and cement roofing products on the market. They offer a consumer the advantage of a fire retardant roof with a traditional apPearance. Cedar shingles and shakes have additional benefits of being light in weight and able to withstand any necessary roof walking.

Members of the Cedar Shake & Shingle Bureau also produce cedar

Story at a Glance

Fire retardant cedar shakes & shingles update. .. facts to close a sale. product competitive with other Glass C and B roofing products

shakes and shingles with a 30 Year warranty against fungal decay. Identified by a Certi-Last label, these products have been pressure treated with a chemical which resists fungal decay. They are recommended for roofs exposed to high heat and humidity.

Certi-Guard or Certi-Last products can be ordered from Bureau member producers to meet the needs of customers. Orders usually can be filled in a week or less, a spokesman said. Wholesalers who stock cedar shakes and shingles may send them to a local pressure treater certified to apply CertiLast or Certi-Guard treatments.

Gypress: coming on strong

F YPREss, one of the country's

most distinctive building materials, is abundant for the 1992 building season.

According to the Southern Cypress Manufacturers Association, cypress is in ready supply, with most mills reporting ample stocks in a wide range of dimensions.

"We have plenty of cypress stockpiled," says Lyman Shipley, Coastal Lumber Co., Weldon, N.C. "The supply is the best it's been in more than three years."

The mills also are making an extra effort to provide customers with finished product to meet virtually any application.

"We're ready to give customers any productthey want,"says J. Wilson Jones III, Mackey's Ferry Sawmill, Roper, N. C. "We're cutting anyth ing for 4|4 to 8/4 and flitches, along with siding, paneling and doorcasings. If they askfor it, chances are we can make it for them."

The challenge for producers is taking cypress beyond its traditional marketa 150 to 200-mile wide area stretching from the coast of Maryland down to Florida and along the Gulf to Texas, where it has long been the choice of quality home builders.

"Cypress is specified in the building codes on Hilton Head," Gary Barnes, Barnes Lumber Sales, Statesboro, Ga., notes. "The architects who developed the island several decades ago used it

extensively because of its natural look and protection against the elements. Today, it seems that most architects still specify cypress for everything from single homes to large condo projects."

"Cypress is truly unique, " Shipley adds. "It's sought after because there's nothing like it. The visual effects are truly amazing."

Cypress' primary exterior applications remain siding and trim, along with fencing, where it offers a number of advantages. Its distinctive natural grain and workability are the most obvious, but cypress also is one of the most durable woods available. Cypressene, a natural preservative manufactured during growth, makes the heartwood especially resistant to insect damage and decay.

Inside the home, cypress provides stunning visual effects for paneling, ceilings, millworkand casings. Cypress paneling and millwork have long been architectural favorites along the Atlantic Coast with pecky and finegrain cypress used for custom cabinetry.

Responsible management and harvesting practices ensure an ample supply of cypress for generations to come. Helicopter logging in deep water and miryswampswheresomeof thebest trees growhas opened up new supplies. At the same time, producers are using state-of-the-art forest management techniques to ensure that cypress remains a perpetually renewable re-

source for the nation's builders. Equally important, availability is reflected in its competitive place in the building materials market.

"Business has been very steady," says LaVerne Ard, Marsh Lumber Co., Pamplico, S.C. "We've been selling a lot of lumber and siding to steady customers, and we expect cypress to be very competitively priced for some time to come."

Story ata Glance

Cyprcss ouQ rcwing traditional southem market. abundant supply, competitive prices d-i-y acceptability sought for this favodte of architects and homeownes.

"We're looking forstrong growth in thetraditionalcypressmarkets siding, paneling and interior trim," says Pat Kenny, Georgia-Pacific, Atlanta, Ga. "We'd love to see thatexpand into the do-it-yourself markets as well. Cypress is an excellent product, with an excellent future."

This promises to be a banner year for cypress, and one in which it will merit the close attention of builders, architects and homeowners.

CYPRESS is gaining popularity all over the country.

> incense cedar finish boards STK decking Cffimit" siding

> engineered wood products Boise Cascade Versa-Lam LVL

Versa-Lam Plus BCI Joist

> western red cedar finish boards clear & STK fascia pattern sidings clear balusters clear & STK decking

> douglas fir #1 & BTR timbers green & KD dimension

The right buttons to push arethe ones that get you in touch with Western Wood Treating, Inc. When you're looking for the best service, quality products and prompt delivery grab your phone and get pushy. Western Wood Treating is a state-of-the-art TSO faciliV that uses Osmose@ CCA treatment and meets all AWPA standards for .25, .40 and .60 retention levels. At Western Wood, we5elieve in giving you our best. You can make good things happen when you push the right buttons; so push your way to the top and let us make some good things happen for you!

Go-ops: advantages and disadvantages

By Wally Lynch P.A.LD. Associates

FO-OPS have enormous economic Yimpact on our industry. Theirmarket penetration is massive. One wonders how much bigger and more important they can become. Their growth strategies are simple, attainable and consistently met by doing a better job with existing associates, adding new members and making acquisitiors. Five major reasons for their success have been identified.

There's a good and a bad side to each reason, so read on before seeking out membership. Get it out of your head that you can buy better than they can or that the help they provide isn't cost effective. The whole thrust of the co-op is to combine economic clout to buy better, pass it through faster and putmore money in a member's pocket.

GROUP IDENTITY: Economic clout of thousands exceeds that of an individual, but it costs money to become affiliated. Participation in discounts, rebates, etc. can depend on the size of the stock purchase or the up front loans extended to the joiner. Although a new member takes on an "in guy" identity through name recognition generated by advertising, etc., local identity changes. Membership is an investment opportunity, but it's also a reduction in liquidity.

LARGE SCALE BUYING: Landed costs are less or it won't work, but it costs from l% to 5% of purchases to get these benefits. Quality problems are resolved centrally, but local direct access is lost. Turnover goes up if you play the game right, but it's still dependent on minimum packs and availability. The number of vendors on the affiliate's books is reduced, but the need for secondary or alternate suppliers does not go away. There will be broader assortments. but also dilem-

mas if buying is not managed propeily. Recent movement by hardliners to add building materials and vice versa has yet to prove itself. Being all things to all people is very difficult and costly.

PRIVATE

LABELS

_ LOWER COST: Some items and products are readily adaptable to private branding, others are too easily and successfully produced. We are in a retailing cycle where house brands are going against one another and the majors are competing by expanding lines with nationally known brand names.

CENTRALIZED PROMOTION:

Given the sheer size of the co-op sales volume, promotion and advertising, cosls per outlet should be reduced. A creative professionalism results in better graphics for the same or less cost. The downside is that whatever is developed nationally doesn't necessarily apply locally. One size really doesn't always fit all, but some pass through is preferred to none at all.

MANAGEMENT AIDS: Programmed buying groups have all sorts of goodies to move products through your facilities.

o Trade Shows: You travel, getaway, see people and product, but the computer's at home. Buying without it makes no sense.

o Field Reps: These are nice, helpful people who want you to succeed, but most have never run a store, much less met a payroll.

r Composite Operating Statements: It's nice to know how you stackup. It's also nice to retain your privacy.

o Discipline: Many groups provide systems to manage effective use of people and assets, but big brother can produce heat in the kitchen and expense.

o Mechanized Ordering: The computer and the modem have devoured the "open to buy budget" and eliminated the order clerk. They also have altered management's ability to oversee and control buying.

r Seminars: These are good and bad depending on how much you can take to the bank. Some speakers make you feel good on Friday, but you have forgotten what was said by Monday.

. Displays& Signage: Goodif managed and coordinated, but can make your store look like the aftermath of a political convention.

r Price Tags/Labels: A time and labor saver, but it tends to produce stereotyped and/or margin based pricing.

r Weekly Delivery: This increases tumover on the 20% of your items doing 80% of your business, because it's based on hole filling. It would be nice if the outbound trucks could take with them the SOVo of the items that do 20% of the business.

o Forms & Insurance: Generally offers huge advantages over individual rates, but nothing compared to what it could be if our fragmented industry could join on these needs.

Story at a Glance

An analysis of co-op benefits. ways to get the most from membership. .. pitfalls and negatives.

It's hard to believe that the tens of thousands of retailers now associated in some way with the co-ops could be wrong about them and they're not. There are, however, a few land mines out there to deal with, when and if youjoin.

Cotter Adds Build America Concept

Cotter & Co. is launching a new Build America concept atAdams Building Supply, Dundee, Fl. A west coast prototype is still to be selected for the program introduced at the Winter Lumber Market in San Diego, Ca., Jan. 1114.

Designed to help Cotter True Value dealers create a new image or renew their market approach as suppliers of lumber and building materials, the program will progress through L992tobe in full swing by the 1993 Winter Market in Orlando, Fl.

Cotter will provide dealers joining the program with all support needed to develop a competitive advantage. Services include redesigning the store plus adding installation and service businesses. Training, strategic planning, buying, warehousing, and advertising help will enable the dealer to attract and keep contractor and consumer customers.

Dealers will be identified with Build America trademarks and colors. The program is designed to guide them through market, customer and site studies, exterior and interior retrofits or remodels, marketing, merchandising, display, signage and decor strategy. Customer service policies, training, advertising, scheduling and store services will be established as part of the program.

In conjunction with the plan, Cotter plans to broaden its lumber and commodity building products program, strengthening trading offices in Chicago, Portland, Or., and Atlanta, Ga., as well as developing national wholesaler supply agreements with companies such as Georgia-Pacific and PrimeSource.

Committed to helping dealers become building project centers of first choice, Cotter emphasizes that lumber and building materials should represent at least 40% of the inventory of stores entering the program. In addition, they should have a solid basic hardlines program including electrical, plumbing, builders hardware, tools, power tools, paint and decor products, paint sundries, fasteners, lawn and garden, power equipment and metal specialties.

ANNOUNCING Build America program to 300 dealers attending Cotte/s Winter Lumber Show in San Diego, Ca., Larry Wendling, assistant lumber and building malerial division manager, introduced Greg Adams, president of Adams Building Materials, Inc., Dundee, Fl., the premlere Build America store.

Homing in on specialty millwork

ANY MARKETING analysts view the 1990s as a time to "get back home." Specialty millwork products are excellent at evoking warm, personal touches, and dealers mindful of this can best merchandise these high margin extras.

"People are putting off those trips to Hawaii or abroad. They're worried if they're even going to have a job. So their interests are with home and family," says Bill Anders, Pacific Millwork Inc. "Recreate the warm feeling of the fireplace and the rug or grandma and grandpa sitting out on the white porch in a rocking chair or a swing, waving to the neighbors."

Effective specialty millwork displays trigger similar responses. "Don't just show a mantel board," he explains. "The people who have been successful have actually taken a firebox and a mantel, put candlesticks on each end, and decorated it for Christmas with stockings. A lot of mantels are sold as the holiday season approaches. People want that cozy, cuddle-up-to-the-fire kind of thing. They buy that value. The product becomes secondary to what they want to feel."

Story at a Glance

Warm, inviting displays sell mantels, spindles and other specialties. how to display and sellthem.

Payless Cashways worked with SuperiorFireplace Co. to create a total hearth area look similar to the vignettes commonly used for kitchen and bath products. "They have an endcap display with three fireplaces and they put marble and mantel around it," says Superior's Jude Bentley. "Th"y put signage on top showing how to install it and have everything needed at the point of purchase. (The display, signage and cross merchandising) complement each other."

A similar effect can be achieved even in minimal space. She says, "Home Depot carries one (mantel) line and it's all special order. The only thing there (on display) is the mantel and pictures of what you can do."

Ease of installation is anotherselling point inmarkets ripe for upgrades, says Bentley. "Most mantels come ready to install. You really only need nails and a drill, maybe some screws. You cut the legs down and stick a skirt behind it. It's almost one size fits all."

Stair parts are more difficult to merchandise. "It's really hard to inventory spindles," Anders says. "People just don't

say, 'Let's change our spindles. I'm tired of these round spindles. Let's get some square ones.' The majority go into new or add-on construction."

Yet spindles are a natural accent to porches and decksand deck displays. "Spindles give decks that old, colonial feeling," Anders explains. "The sale starts when a customer looks across his cracked patio at his brown grass. He goes down to the lumberyard to buy a garden hose and sees this deckthat's built there. The concept gets planted inhis mind."

Giving attention to fancy millwork can make up for necessarily low margins on other products. "We've increased sales 70 to 83% just by putting in a good rack," reveals Sara Bills, S&S Wood Specialties, which distributes mantels, shelving, railing, dowel rods and other millwork items. "Still, a lot of buyers won't even talk to us. They say it's not a priority. They're missing out. The biggest home center chain in the nation doesn't (stress millwork) and they don't move a third of what they could on dowel rods."

Often it's the little extras that provide the biggest profits.

COZINESS sells specialty millwork. Adjustable mantel kits from S&S Wood Specialties feature qualily materials, interlocking components and easy assembly around all types of fireplaces and inserts.

NEWS ERIEFS

Anderson Lumber Co., Ogden, Ut., plans to double the size of Murano Lumber, Orem, Ut,, acquired last fall, and add a truss plant

.Pay 'N Pak,Cheyenne, Wy., will have a grand opening celebration later this year

Home Depot expects to open a store in the Palm Springs, Ca., area thisyear . . SanJose, Ca.,city council approved construction plans for a 104,600 sq. ft. Home Depot with 18,800 sq. ft. garden center.

North Bay Lumber Ca., San Rafael, Ca., will be remodeled by Jack and Jim Dlego (Diego Bros. Builders), who acquired it from Mack Giles upon his retirement Austin Hardwoods has moved to a larger facility in Santa Ana, Ca., increasing lumber, moulding and hardware areas by 7,000 sq. ft. . .

Barr Lumber Co.,Los Alamitos, Ca., acquired its 13.5 acres location fuom Southern Pacific with plans to subdivide a portion of the property . . . Twila and Earl Scott purchased Hausler Luntber, Clatskanie, Wa., owner Bessie Hausler is retiring after 44 years in the business Builder's Emporium, Thousand Oaks, Ca., closed in Dec.

Pay 'N Pak, Kent, Wa., will continue to opemte stores in Salinas, Eureka and Yuba City, Ca., with the other 23 Ca. units sold to Tri-Equities Investment PooI I Limited Partnership, San Ramon, Ca. knart acquired the Honolulu location Modesto Lumber Co., Modesto, Ca., is closing its Tudock, C?., yard. Dill Lumber, Hemet, Ca., is shuttering its Lake Elsinore, Ca., location .

Waldron Forest Products moved to larger offices at4227 Suntise Bl., Suite 100, Fair Oaks, Ca. 95628, phone unchanged . Mesa Forest Products, Costa Mesa, Ca., opened

a new sales office in Visalia, Ca., headed by Linn Edlen

Great American Finishing, Inc., Los Angeles, Ca., is a new prefinishing operation opened by Ralph Bullock, offering mouldin gs, Olyntpic machine prestained siding, etc. . . Standard Structures Inc. and Butcher Block Tables and More. Petaluma, Ca., formed Sonoma Solid lilood, Frank Gammicchia, pres., based at the Standard Structures complex in Windsor, Ca. . .

Jones Wholesale Lumber Co. added an additional2-Ll2 acres under shed plus l12 acre ofpaved parking at its Lynwood, Ca., site . . Pyrarnid Mountdin Lumber Co., Seeley Lake, Mt., acquiredSpokane M oulding,Spokane, W a., *om Link Associates . .

Westwood Lumber Inc. is thenew name for Westwood-lngram Co., Moraga, Ca., Jack Lawrentz, pres. and sales mgr. Gabbert Lumber Sales, Sacramento, Ca., is now Gabbert-Edwards Lumber Sales with James Edwards as a partner D e laney S ash & D o or,Los Alamitos, Ca., closed (see story p.23)

CA Co. , Lewiston, Id., opened an Auburn, Wa., wafehouse, Ken Baune, sales mgr. . . . Califurnia Sugar & Western Pine Agency's mldg. and millwork div., Redwood City, Ca., opened a San Diego, Ca., office, closing a Denver, Co., office; the Empire (Modesto), Ca., disffibution yard also closed

PLateau Forest Products, Inc., Albuquerque, N.M., relocated offices to 1230 NE 3rd, Suite 101, Bend, Or. 97701 . . Fibreboard Corp.'s Snider Luntber Dlv. moved its Turlock, Ca., sales office to Standard, Ca

Georgia-Pacific is closing its Anaheim, Ca., distribution center, consolidating operations at River-

side, Los Angeles and San Fernando, Ca., units . . . Double J Lumber, Orange, Ca., is voluntarily liquidating after 26 years in business . .

Lane Co., Portland, Or., a sales and marketing consulting firm, was opened by Teny Lane . . Pope & Talbot, Portland, Or., is acquiring a Castlegar, B. C., sawmill fr om We star Group Ltd. for about $22 million (u.s.)...

Cedar Shake & Shingle Bureaa endorsed A8337 Ca. Assembly bill to require fite retardant roofing in new construction or reroofing . Pacific Lumber Ca. is appealing a California ruling that puts the marbled murreletbird onthe endangered species list

Masonite Corp. has a new $20 million production line at Ukiah Valley, Ca.; a $3 million air pollution control system will be in operation by Aug.

Pay' N Pak Stores Inc. got a transfusion of several million dollars additional credit from its bank for spring buying and conversion of 8 Puget Sound (Seattle, Wa.) stores to their new store-within-a-store format. .

Stevenson Co-Ply, Stevenson, Wa., closed lan.24 Diamond B Lumber Co., Philomath, Or., plans to close by the middle of March .

Internationat Wood Prod,ucts is the new name for the Portland, Or., office of A.C. Dutton Lumber, acquired by Les Hagen . .

Aloha Lumber Co,Kapaa, Kauai, Hi., acquired Kona Consffuction Materials ftom Amfac Distribution Hawaii, Inc.,Kallua-Kona, Hi. . . Rocl<y M ountain H e I ic opfers, Provo, Ut., acquired Alta Timber, Eugene, Or., renaming it Aero Forest Prodacts..,

Housing starts for Dec. (latest figs.) jumped 2.6% to a seasonally adjusted annual rate of 1.103 million single family starts rose 18% . perinits improved 5.8% l99l starts hit a 46 year low with signs of improvement fat'92 Federal National Mortgage Association economist David Berson said, "Housing always responds to Iower rates and that's what's happening now."

HWI can help western lumber and home center retailers become more profitable.

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HWI was founded in 1945 to help hardware and building material retailers compete and become more profitable. Today over 3000 HWI member/owners are reaping the benefits - and profits.

Call HWI today at 2191749-8531extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

c Separate, Jlexible advertising for hardware or building material retailers

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MAl,lUE OF

CALENDAR

FEBRUARY

San Joaquin Valley Hoo-Hoo ClubFeb. 15, ladies & guest night, St. Anthony's Social Hall, Fresno, Ca.

Los Angeles Home ShowFeb. 15-17, Los Angeles Convention Center, Los Angeles, Ca.

Canadian Building Products & Hardware Trade ShowFeb. 19, Hyatt Regency Hotel, Bellevue, Wa.

NorthCascade Hoo-HooClubFeb. 19, logger'snight, Lakeway Inn, Bellingham, Wa.

Coast Counties Hoo-Hoo Clubtr'eb.20, industry night, Adolph's Restaurant, Santa Cruz. Ca.

Western Hardwood AssociationFeb.20-21, hardwood grading school, Red Lion Inn, Kelso, Wa.

Oregon Logging ConferenceFeb. 20-22, County Fairgrounds, Eugene, Or.

Building Industry Credit AssociationFeb. 21, mechanics' lien law seminars, Holiday Inn, Anaheim, Ca.

National Hoo-Hoo-Ette ClubFeb.22, board meeting, Burbank, Ca.

National Wood Window & Door AssociationFeb. 22-26. annual convention, Hyatt Regency, Kauai, Hi.

MARCH

Tacoma-Olympia Hoo-Hoo ClubMarch 3, crab feed, Tacoma, Wa.

National Home Center ShowMarch 8-10, McCormick Place, Chicago, Il.

Spokane Hoo-Hoo CIubMarch 12, meeting, Spokane, Wa.

Pacific Coast Wholesale Hardwood Distributors AssociationMarch 15-18, annual meeting, Kaluakoi Hotel, Molokai, Hi.

North American Wholesale Lumber AssociationMarch 17, regional meeting, Westin St. Francis, San Francisco, Ca.

Western Wood Products AssociationMarch 17-20, spring meeting, Westin St. Francis, San Francisco, Ca.

International Hardwood Products AssociationMarch 1721, annual conventiory'World of Wood, Westin Canal Place, New Orleans. La.

North Cascade Hoo-Hoo ClubMarch 18, initiation meeting, past presidents night, La Conner Yacht Club, La Conner, Wa.

Hardwood Manufacturers AssociationMarch 18-20, annual meeting, Hotel Del Coronado, San Diego, Ca.

Mountain States Lumber & Building Material Dealers AssociationMarch 19-20, annual buying show, Holiday Inry' J.Q. Hammons Trade Center, Denver, Co.

Inland Empire Hoo-Hoo ClubMarch 20, golf/roast, El Prado Golf Club/Pyrenees Restaurant, Chino, Ca.

Montana Building Material Dealers AssociationMarch 2022, anntal convention, Outlaw Inn & Cavanaugh's, Kalispell, Mt.

National Lumber & Building Material Dealers Association - March 22-24, legislative leadership conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

Forest Industries Clinic & ShowMarch 25-27, Oregon Convention Center, Portland, Or.

Western Decorating Products ShowMarch 27-28, Long Beach Convention Center, Long Beach, Ca.

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WESTIERN ASS0eIATI0N NEWS

Western Building Material Association will award the first scholarships from the WBMA Educational Link Fund at high school graduation time this year. The amount and number of scholarships will depend upon the fund balance and the investment income.

Application blanks are being distributed to all members so that they can encourage high school student employees or children of employees to apply for the awards which honor Charles Link. former executive director of WBMA.

The scholarship fund has received several memorials and bequests with some members electing to contribute to the fund in lieu of giving customer business gifts. Others have earmarked annual contributions. The association hopes that the nonprofit educational scholarship fund will make a significant impact in providing higher education opportunities to students who are affiliated directly or indirectly

through employment with a WBMA member.

Contributions may be sent to the fund in care of the WBMA office.

Mountrin States Lumber & Building Material Dealers Association has set this year's Building Materials Buying Show for March 19-20 at the Holiday InnJQ Hammons Trade Center, Denver, Co.

The program includes buying show, seminars and a new "dealer lunch," Last year's show attracted 920 retail dealers.

Lumber Association of Southern California is advising members that some Southern California cities have attempted to pass ordinancesbanning the saleoftropical hardwoods on the assumption that they come from tropical rain forests.

Retailers learning of such action or pro-

posed action are asked to contact the LASC office. They have available a letter developed by the International Hardwood Products Association that can be sent to Inayors, city council rnembers and the like to explain tropical hardwoods and sustainably managed resources.

Lumber Wife Needs Operation

Dan Nuttall, Anderson Lumber Co., Ogden, Ut., is seeking to raise enough money to fund a bone manow transplant for his cancer-stricken wife, Dawn.

The operation represents her only chance of survival from a rare form of cancer. Tax deductible contributions may be sent to Dawn Nuttall Bone Marrow Fund, account #2331W4925, the Deseret Foundation, c/o Jan Jensen, 1945 E. Sunset Dr., Layton, Ut. 84040.

Sudden Closure At Delaney

Delaney Sash & Door, Los Alamitos, Ca., abruptly closed its doors recently, leaving a wake of unhappy creditors.

Afterfalling behind on lease payments, Delaney was served an eviction notice, according to the secured creditor's counsel at Neben & Stanett, a law firm. Claiming via a recorded telephone message to be "closed for the holidays," the company initiated a liquidation plan to sell all assetsatauction,hesaid. EarlierDelaney's owner John W. Clark and two others had filed papers to gain secured creditor status, ensuring they would be repaid first in event of a liquidation, said counsel.

Meanwhile, suppliers with outstanding invoices saw the -50-year-old company suddenly vanish. "They were 60 days past due with some accounts, 90 with others, but not seven months like companies that are really in trouble," said Cathy Vidas, El & El Wood Products, Chino, Ca. "He just didn't want to work it through. He decided to get what he could and walk away."

El & El, along with Kwik Fit Corp., Garden Grove, Ca., and Howies Mouldings, Santa Fe Springs, Ca., were considering legal action to force Delaney into involuntary bankruptcyyet then would have to retum all monies receild from Delaney in the last 90 days. "We all received decent amounts in the last 90 days," shesaid. "Dowewantto riskbeing out twice as much?"

Counsel for the secured creditor said they were forced to take possession ofthe company after the eviction notice and were rightfully due repayment before all othercreditors. "It's unfortunate." hesaid.

"But they're not the first.

By the second week of January, Clark had opened a new company, Southland Window Inc., Garden Grove.

ldaho Timber Buys ldaho Cedar

Idaho Timber Corp., Boise, Id., has purchased Idaho Cedar Sales, Troy, Id., with no changes expected in name, personnel or operations.

President Wendle Minkler and vice president Mike Jacobs will continue managing Idaho Cedar as a separate corporation.

ldaho Retailer of the Year

1Oth Street Lumber Co., St. Maries, Id., is Jensen-Byrd Co.'s 1991 Golden Rule Dealer of the Year.

A member of Distribution America, the Spokane, Wa., wholesaler said 1Oth Street Lumber was selected for its overall excellence in customerservice, merchandise presentation, promotional activity and retailing expertise.

Charlie Dianda manages the store which is owned by Brian McGregor, Archie McGregor Jr. and Archie McGresor.

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Eric Schwarze hasjoined WesternWoods, Inc.'s So. Ca. sales office, Irvine, Ca., reports Bob DiMeco.

Frank Rhoades, So. Ca. regional sales mgr., Roseburg Forest Products Co., Roseburg, Or., is celebrating his 25th year with the co.

Eric Maxey has been promoted to v.p.administration at Universal Forest Products.

Ron Breedlove has been named sales mgr. at Louisiana-Pacific, Samoa, Ca., replacing Bob Mosby, who has retired. John Russell is now whitewoods product mgr.

Martyn Temple, Weyerhaeuser Co., Long Beach, Ca., and Lumber Association of Southern California's Wayne Gardner recently attended a briefing on Gov. Pete Wilsonts "grand accord" in Sacramento, Ca.

El Louise Waldron, Waldron Forest Products, Fair Oaks, Ca., and daughter Marie Hunter are in Albertville, France, at the Winter Olympic Games.

Bill Herrera, Laguna Lumber Co., Laguna Beach, Ca., has retired after 45 years with the firm.

Charlie Wilson was feted by Lane-StantonVance Lumber, City of Industry, Ca., to celebrate his 85th birthday.

Dave Ponts hasjoined Andel Forest Products, Santa Rosa, Ca., reports Karl Drexel.

John Carlton, mgr., Mendo Mill & Lumber, Clearlake, Ca., has joined the Black Bart Hoo-Hoo Club, along with Robert Malley and Jay Haegele, Mendo Mill & Lumber; Michael J. Fink and David Millin, Foster Lumber Yards; Juan Carver, All-Coast Forest Products; Lary Lownes, North Bay Forest Prod-

ucts; Jay Jones, Schaller Forest Products; Ben Pforsich, Empire LumberAce Home Center; John Cligny, Gary Mierzwak, Pat Murphy and Jim Pack, Diablo Timber; Gary Parshall, Trus Joist-MacMillan; Dennis Tyrrell, Redwood Empire, and Lyall Fahden.

Gary Flack has joined Haley Bros., Inc., Buena Park, Ca., as gen. mgr. of the architectural door div., according to Ray Cobb, pres. of parent company T. J. Cobb.

William H. Gregory, pres., Gregory Forest Products, Glendale, Or., has resigned from the American Plywood Association'sboardoftrustees. DennisA. Spencer, Stone Forest Industries, Medford, Or., is filling his unexpired term as vice chairman.

R. Hugh Love, director of communications, American Plywood Association, Tacoma, Wa., has retired after nearly24 years with APA. Jack Merry succeeds him.

John P. Foucrier, sr. v.p.-operations & administration, Pay 'N Pak Stores, Inc., Kent, Wa., has resigned to pursue other interests.

Clayton Smith, W.J. Conrad Lumber Co., Coos Bay, Or., has been named pres. and gen. mgr. Ray Ronk is now v.p. John Tomlin is the new pres. and gen. mgr. of Cornad Wood Preserving, Coos Bav.

Seth Martin is new to sales at Product Sales Co., Orange, Ca., covering the central Ca. coast, reports Ted Gilbert.

Kim Goo has been promoted to operations administration director for HomeClub, Inc., Fullerton, Ca., according to pres. Jim Halpin.

Linda Mosier-Vaudt, Lumbermen's Building Centers, Newport, Or., has been promoted to asst. mgr.

Steve Rex has been named gen. mgr. of Snyder Lumber Co., Enterprise, Or.

Tim Henson is now heading the new International Sales Division forWeathervane Window Co., Kirkland, Wa., reports Tom Grove, v.p.-sales & mktg.

Tony Orlandini is mgr. of HWI's new Woodburn, Or., distribution center.

Clyde Jennings, CJ Redwood, Escondido, Ca., planstomarry Lynette Crone May 2,1992.

Jon Rootness has been promoted to mgr. of Meeks Building Center, Elk Grove, Ca. Steve Walsh isnow mgr. in Rocklin, Ca., and Thomas Wulf, mgr., South Lake Tahoe, Ca.

Vicki Mann has joined Louisiana-Pacific, Mission Viejo, Ca., handling OSB sales for Or.

Linn Edlen is heading up the new Visalia, Ca., sales office for Mesa Forest Products, Costa Mesa, Ca., as well as being responsible for their Goshen, Ca., distribution yard. Edlen had been with Sequoia Forest Industries.

Rob llaskins is the new Hawaii sales rep for Lumber Products, Tualatin, Or., based in Tacoma. Wa.

Al Swanson is now mgr. of Copeland Lumber, Stanwood, Wa.

Lana Van Hyning is a new administrative asst. at Western Wood Preservers Institute, Vancouver, Wa.

Don Palmer has joined the inside sales team at Heppner Hardwoods, Azusa, Ca.

Leroy J. Sanchez has been promoted to exec. v.p. and c.o.o for Hacienda Home Centers Inc., Albuquerque, N.M.

Christopher Wray has been named gen. mgr. at Sierra Point Lumber & Plywood, San Francisco, Ca.

EdMarelius ismgr. of Louisiana-Pacific's new Nature Guard cellulose insulation plant in Miramar (San Diego), Ca. George Pope is regional sales mgr., according to div. mgr. Mike llartnet.

Ron Wigington is now gen. mgr. at Rogge Forest Products, Bandon, Or.

Titus A. Drum is the new credit mgr. at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and tr'reddy Fungus.

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L-P tlefends Haruest Recod

Responding to recent stories in California newspapers alleging LouisianaPacific Corp. disregarded information provided by its foresters, resource managers and consultants concenilng timber harvesting on company lands, LP's management shot back, "Nothing could be further from the truth."

Citing a review of L-P's western division activity in recent years, they pointed out less timber available due to withdrawal of productive timberlands, not overcutting, caused job losses for nearly 1,000 L-P workers. The company began torely heavily oncompany lands in 1987 when timber supplies from national forests and state lands began to dry up because of environmental and political pressures, they said. However, this policy was short lived and the western division in 1988 began to take less timber each year.

In 1990, L-P says, further planned reductions coupled with a maze of court appeals challenging timber harvest plans resulted in significantly less wood for the L-P mills. Shift curtailments and mill closures from 1988 throueh

1991 correspond directly with the steadily decreasing harvest volumes of the past four years, the company points out.

Overcutting must be viewed from the big picture, the company continues. "Today L-P has balanced harvest and growth on its lands, although that balance is threatened by overly restrictive and unwarranted regulation. "

Responding to charges ofshort term greed, L-P has stressed to employees that recent investments of more than $120 million indicate its commitment to California. Is the company out for profit? L-P answers that both shareholders and employees lose when lack of profits shut down operations. When it becomes necessary to curtail operations, the welfare of its people must be the highest priority of the company's management, the message emphasized.

Jerry Partain, a timber consultant, stood by the intemal memos which he wrote to western division manager Joe Wheeler alleging excessive harvesting. A retired Humboldt State University forestry professor, he was employdd by

L-P as a consultant in Dec. 1990. Other writers of memos recently obtained and made public by the Santa Rosa, Ca., Press Democraf refused comment.

6.9 Million Acres For Owls

Final designation of critical habitat for the northern spotted owl was cut to 6.9 million acres by the Fish and Wildlife Service.

The final plan reduced the affected area to 5.7 million acres of Forest Service land and L2 million acres of Bureau of Land Management Land. It cost Washington 2.2 million acres; Oregon, 3.3 million acres and California, 1.4 million acres.

FWS saysthe dropfromthe original 11.6 million acres (reduced to 8.2 in August) will save approximately 1,000 timber industry jobs and return 65 million board feet to the timberbase.

Hearings by the Endangered Species Committee, also known as the God Squad, in Portland, Or., will help decide if 44 BLM timber sales should be exempted from the Endangered Species Act. Hearings were scheduled to last through January.

FOREST PRODUCTS, INC.

FOR THEIR support and contributions to Operation Deserl Storm during the recent Gulf War, Thunderbolt Wood Treating, Riverbank, Ca., has been honored with a Certificate of Appreciation from the National Commit tee for Employer Support of the National Guard and Beserve, (l-r): National Guard representative Terry Bradshaw and company officials Leonard Lovalvo, Don DeVries, Ted Seybold.

m,E.REST E*ooucrs

P.O. Box 727,Healdsburg, Ca. 95448 707-433-3373 FAX 707-431-2913

Nu Forest Products is a full line lumber distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and run any pattern your customer requires.

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Retailers Tour The Mills

From I-beams to environmental regulations, 56 employees representing 18 Lumber Merchants Association of Northern California companies learned a lot about the wood products business during a 12 hour marathon tour of three Red Bluff, Ca., plants.

First stop was the Louisiana-Pacific beam plant where a miniature model home, a video and an I-beam display prepared them for seeing l-beams manufactured and tested.

"It was amazing to learn about the different types of beams," said Greg Boom, Close Lumber Co., Sutter, Ca., "especially the strength tests which showed how strong beams really are."

rAt Sierra Pacific's millwork plant the group leamed ponderosa pine and

FIFTY SIX lumber and building material employees from 18 member companies ol the Lumber Merchants Association of Northern California spent a day in Red Bluff, Ca., visiting three plants: (1) & (2) Louisiana Pacific's beam plant. (3) Sierra Pacific's Anderson mill. (4) & (5) Boseburg's plywood plant. (6) Les Sanders, LMA executive v.p., at Sierra Pacific's millwork olanl.

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sugar pine are the primary species used and that nothing is wasted in the automated operation with even the scrap ground for particleboard.

Following lunch hosted by L-P, the group moved to Roseburg's plywood plant. Dividing into small groups, they viewed the entire manufacturing process.

"It was fascinating," commented Tex Rickabaugh. "We watched plywood being manufactured from log peeling to finished product. This was really educational."

Gathering at a local restaurant, the group recapped what they'd learned and questioned foresters from the mills. Dick Connell, Western Wood Products Association, gave a presentation of InGrade Testing.

Following dinner, the focus turned to timber supply issues, Board of Forestry emergency regulations and environmental concerns stemming from the federal Endangered Species Act.

Tour members questioned why some timber companies had changed position to support California Governor Wilson's "Grand Accord" bill which is slated to become the Sustainable For-

(Plcose turtt to pagc 46)

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Instant Workstand

Stable, self-leveling, adjustable brackets from Tridex connectthree legs to produce level work surfaces even on uneven ground.

Unlike sawhorse brackets, they provide substantial flexibility in sizing for

Safe Bahd Gutter

Safety cutters from Elmoreduce the dangerofinjury due to the suddensnap or whiplash of the sharp ends of cut bands.

The cutters are equipped withshock

Back To Back

A new back-supporting work belt from Champion Ergonomics features a patented color indicator to provide a quick, easy method of determining if the belt is being worn properly.

Designed to help prevent lower back injuries, the belt offers quality control numbering (each belt is individually numbered so each employee uses only his assigned belt), one year limited warranty, rugged design, light weight and elastic binding to conform to body movements and eliminate ride up.

use on a variety of different projects. After the size of the work surface desired is determined,2x4's are cut to size and assembled with the brackets.

Gustom Organization

A modular divider for space organization in the cargo areas of pickup trucks and vanshas been introducedby Martec Plastics.

absorbers that firmly grip both ends of the cut band while automatically absorbing tensile energy from the bands. Handles are engineered for ease of handling and lower cutting effort in any position, without needing a horizontal resting surface while cutting. Made from steel forgings, the cutting edges are hardened and tempered for toughness and durability.

One model cuts through L-114" x .035 bands. A second, for longer reach or greater leverage, cuts through 1 - 1/4" x .050 bands used in the lumber and metal industries.

No-Slip Striking

Plumb's rough faced hamrner with non-slip design makes nailing easier and prevents slipping or bending even

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

Made of durable, weather resistant, lightweight polymers, Martectorkeeps cargo safe and secure, installs quickly and easily, comes custom sized for any size truck or van, and is modular, so dividers and partitions can be added or rearranged.

when the nail is not hit correctly. Available are solid steel, fiberglass and lacquer-finished handle premium hammers. The steel claw or ripping hammers come in L6,20 and 24-oz. models. Fiberglass handles are offered in 13, 16 or2o-oz. versionswithclaw heads, 16 and22-oz. with rip and bell rough face, and a 22-o2., 15" model with rip head and bell rough face. The clear lacquer-finish handle hammers are available in 16 and 20-oz. claw with octagonal rough face and a 16-oz. rip hammer with a bell rough face.

Bench Press

An 8" benchtop drill press featuring a powerful 1i4 hp induction motor and state-of-the-art value-added engineering has been introduced by Skil Corp.

also displays cumulative usage at the press of a button.

Water usage can be analyzed on a daily, weekly or monthly basis, up to 9,999 gallons. Activatedassoonaswater begins to flow, the device never has to be turned on or off.

Nail Pullers

Forged of high carbon steel, uniquely shaped nail pullers from Vaughan make it easy to extract deeply embedded nails.

Quarry-Look Wall Panels

Operating at five different speeds to meet most drilling needs, the tool has a handy storage area that holds 20 drill bits, adjustable locking depth stop and scale with improved user visibility, conveniently located chuckkeyholder, T-slots and recessed locations in the cast iron base for easy clamping and fastening, and I 12" capacity chuck with 2" spindle travel.

Its rugged 6-112" x 6-112" cast fuon table tilts up to 45 degrees for angle drilling. The drill press has 7" chuckto-table and 10" chuck-to-base capacities.

Flow Ghart

The WaterTracker oersonal water meter from Muir Products attaches to showerheads. faucets and hose bibs to give cunent and cumulative usage readmgs.

The specially hardened and tempered claws are ground flat to slip under a nail head with minimal damase to the wood surface. The rocker head'provides excellent leverage with the body contoured for safety and comfort.

Finished in a rust resistant, blue finish with polished claws, Bear Claw Pullers come in five sizes.

Slab ln A Box

The Nu-Pride cement finishing kit from Marshalltown Trowel Co. provides in one box nearly everything needed to prepare and finish a concrete slab.

Included are t4" x 4" concrete trowel, concrete edger, concfete groov et, 5 -l 12" pointing trowel, 14" wood float, tips and techniques booklet, instructions and checklist of other tools and materials needed to complete the project.

Simulating the look of quarried rock, the Quany Collection of vinyl-covered Durasan gypsum wall panels is now available from Gold Bond.

Offered are four stone-look colors: mica, limestone, claystone and blue quartz.

Panels reportedly are highly durable, with exceptional face and abrasion resistance. Ifan entire panel is destroyed for any reason, it can be replaced with matching stone pattern.

Available in Il2" regular and ll2" or 5/8" Fire-Shield gypsum wallboard, each noncombustible panel measures 4'wide with standard height options of 8', 9'or 10'. Custom heights from 8'to 14' and widths of 24" or 30" can be special ordered.

Retooled with Fiberglass

Fiberglass handleslighter than steel, stronger than wood and impervious to weather changesare now available from Ames on an expanded selection ofStinger scoops, rakes, hoes, forks, cultivators and edgers.

Constructed of durable, water resistantmaterials, the device measures in l/lfth gallon increments so usage can be tracked while the water is running. It

Featured are human engineered "D" grips for greater comfort and strength, large steel collars that add strength to handle/socket corurections, and extra long handles for greater leverage and easler use.

The line also includes new Stinger poly rakes made with TPO for superior break resistance at lower temperatures.

Door Store

A new exterior/entrance door merchandising fixture from Boston Retail Products increases visual impact to stimulate sales.

Each display frame exhibits both a storm door and an entrance door. All doors are operational in frames, so customers can see, touch and demonstrate them at point-of-sale.

Display frames mount to the face of racking/shelving and floor. Frames are supported by casters for easy pivot and maneuverability for access to inventory stored behind the display.

Water Louver

A new rain gutter protection system from Waterloov keeps gutters from being clogged by leaves and other debris.

The system utilizes surface adhesion to guide rainwater into louvers and then into a home's rain gutters. It eliminates cleaning out clogged gutters and damage due to cascading rain.

Made of corrosion resistant, heavy gauge aluminum, it comes in natural silver or any of 12 baked-on finishes to match standard roofing/gutter materials.

Steady & Supportive

A special cantilever rack with inclined load arms and end restraints for the storage and display of awkward inventory such as gutters, downspouts, pvc pipe and steel pipe is now available from Steel King Industries.

Arms are sloped so the product doesn't roll off. For further safety, ends of the arms feature optional welded load restraints with rounded edges.

The arms and uprights come in virtually any size or weight capacity.

Double Buff Blocks

A glass block with adjacent finished edges has been developed by Weck. Double end block allows finished edges to be exposed along horizontal and vertical edges simultaneouslv.

Step down designs can be accomplished without other material for finishing.

Blocks come in 8x8x4 dimensions in the Nubio and Clarity patterns.

Report Software

Custom Reporting, new report writing software designed for use with their entry level products, is now available from RealWorld.

The software creates custom-designed reports from accounting data, searches and sorts on any field, selectively chooses the data to include on reports or labels, integrates information with word processors or spreadsheets, uses predefined or custom-designed labels, selects from 14 bar code types, supports 12 printer modes including dot matrix and laser, loads accounting data into predefined database structures and offers built-in graphing and statistical analysis.

It can generate mailing labels, Rolodex cards, bar code labels, custom form letters and a wide variety of specialized reports including sales analysls.

Industry Tells lts Story

Educating Califomians about forestry and the forest products industry is the goal of the Califomia Forest Products Commission, whose members represent wood product producers.

Carol Crow is president of the Sacramento based group which has retained Ketchum Public Relations to create a positive public image of the

industry and Charlton Research to provide information for the campaign.

Commission members and alternates for 1992: JonE. Norby,DonaldJ. Beaty, Craig B. Ditman, Glen Duysen, Cecil L. Wetsel, David W. Kaney, Tim Lindgren, Richard Pland, Tim Louk, David S. Norby, William "Bill" Beaty, Art Harwood, Kent Duysen, Frank Stewart, Maureen S. Frisch, Tim

Treichelt, John Campbell, Carey Kinyon Sr. and Duane Crites. Bruce Main and Wayne Miller recently completed their terms.

The commission, which was authorized by Califomia legislation, advocates protecting the forest envfuonment, striking a balance between use, preservation and responsible forest product activities which enhance human life, viewing forest products as an integral part of everyday life and basing forest policy decisions on sound scientific data.

Projects undertaken in 1991 include woods tours for educators, fotest exhibits, school programs, sponsorship of The Sierra Escape distributed by the Park Service in Yosemite, media kits and training, baseline research and familiarization trips to forests, mills and towns for media, legislators and opinion leaders.

How To Survive Hard Times

o Do the same work for more profit

o Decrease fixed costs

o Avoid bad credit risks

o Stay on top of receivables

. Reduce overhead

. Manage direct costs

o Keep a positive mental attitude

Holmes, Steve Hautala' Tod Holmes, Phyllis Hautala, ToniJardstrom

MoSumwood, Inc. 500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (213) 54'l-0179

FAX 213-541-7297

Sales From lnventory: $00) 242-8447

FAX 213-605-0243

ITTO Works For Forest Management

Sarawak, Malaysia, a significant producer of tropical hardwood lumber, has voluntarily agreed to a substantial reduction of its allowable cut.

Reporting at the eleventh session of the International Tropical Timber Organization (ITTO) in Yokohama, Japan, Sarawak finalized plans to reduce timber production from sustainable forest management areas by 3 million cubic meters within the next two years. A reduction of 1.5 million cubic meters is targeted for 1992 with a further reduction of 1.5 million cubic meters in 1993. This will bring the annual production to a sustainable yield level determined by an independent forest management mission in 1989.

ITTO, a United Nations chartered organization, comprises 22 member countries classed as tropical timber producers and26 countries classed as tropical timber consumers. Organized in 1983, the group is working toward Target 2000, the year in which the tropical forests of the wodd through proper management will achieve sustainable regeneration. To this end, ITTO has implemented projects in reforestation, sustainable forest management, conservation, trade, market intelligence, training, research and development in numerous tropical countries.

Jim Summerlin, Sumwood, Inc., Palos Verdes, Ca.; Wendy Baer, executive director, International Hardwood Products Association; Keister Evans, executive director, Tropical Forest Foundation, and Lee Jimerson, Leje Intemational, Portland, Or., attended the meeting as non-govemmental representatives of the timber trade.

HAVING FUN at the Hoo-Hoo International 99th annual convention in Leura, Australh: (l-r) Al Meier, Dick Campbell, Jimmy Jones, Phil Cocks and Kevin Kelly. The occasion is one of the sham rituals the group uses to punctuate more serious business of the convention.

20940 S. Alameda St. Long Beach, Ca. 90810

(213\ 774-2046

(818) 330-3991

(714\ 758-0423

FAX 213-605-0243

West Coast representative of Holmes & Co. of lndiana

RIVER FOREST PRODUCTS

Mokelumne River Forest Products is de. voted to excellence in providing you with allwestern sofrwood species, Masonite sid. ings, and plywood. For superb service' top quality and very competitive pricing, con. tact John Diederich, Gordon Roby or Randy Collins at (2091367-1265 or Fax 209.367.1442 P.O. Box 2755,Irdi, CA9524I-2755

NETWORKING session of non-governmental attendees at the ITTO meeting in Yokohama, Japan, included trade representatives from the major tropical timber consuming nalions: (left to right) Hiroshi Kanagawa, A. V. Morrell, Lee Jimerson, Yasuhiro Miya, A. D. Stevenson, Kanemi Matsuki, Jim Summerlin, Wendy Baer and Morten Bjorner.

Home Center Show Panelists

Fourteen leaders from the home center industry buying/selling spectrum will participate ina discussion ofbuyer/ seller relationships at the opening general session of the 1992 National Home Center Show and Conference, March 8,

McCormick Place East, Chicago. Titled "Partnership Wars!" in reference to the mix ofbudding partnerships and alliances in a traditionally adversarial setting, the 8 a.m. interactive discussion will be moderated bv

Harvard Law School professor Arthur Miller.

Panelists are: retailers Carl Dill, president, Dill's Building Centers, Peekskill, N.Y.; Bruce Weitz, president, Grossman's Inc., Braintree, Ma.; Jim Inglis, The Home Depot, Atlanta, Ga.; Dwain Newman, president, National Home Center, Inc., Springdale, Ar., and Alec Beck, president, Stripling Blake Lumber Co., Austin, Tx.

Manufacturing panelists: John Punzenberger, national sales mgr., Rain Master, Bemis Mfg. Co., Sheboygan Falls, Wi.; George MacConnell,sr. v.p., Georgia-Pacific, Atlanta, Ga.; Ken Gates, v.p. sales & marketing, Lawrence Brothers, Inc., Sterling, Il.; Frank Feraco, pres. and c.o.o., Sterling Plumbing Group, Schaumburg, Il., and Sam A. Wing Jr., chairman and pres., Wing Industries, Dallas, Tx.

Distributors: Ronald A. Pink, pres., Distribution America, Des Plaines, Il., and Paul Hylbert, president and c.e.o., PrimeSource, Inc., Irvine, Ca.

Manufacturers' representatives: Connie Salios, pres., Kalty Salios Sales, Signal Hill, Ca., and Greg Houx, v.p. sales, United Samsco Associates, Garland, Tx.

HARDWOOD HOLIDAY: Los Angeles Hardwood Lumbermen's Club's annual, held Dec. 14, La Venta Inn, Palos Verdes Estates, Ca. (1) Mike & Cathy Rhoades. (2) Dennis & Cindy Snow. (3) Dan Jones, John Buchanan. (4) Jim & Dawn Summerlin, LaVernia & Jim Veck. (5) Ken

& Jo Tinckler, Ed & Mike Slattery. (6) Fred & Linda Brocklebank. (7) Craig, Carmen, Janet & Gharlie Jordan. (8) Steve & Mary Ann Hubbard, Lany & Diane Knox, Jay & Linda Abele. (9) "Jerry" &Jack Millikan, Mary&Charlie Bohnhotf. (10) Kathy & Bill Fitzgerald, (11) Bob & Dorie

Shenatt. (12) Alan & Denise Bohnhotf. (13) Anita & Tom Powell. (14) Diane & Walt Maas. (15) Lisa Rains, Mark Michie. (16) Linda & Mike L0ng.

Recycling Shop

"Starting a Business Recycling Program" and the factsheet "Recycle News" are free frorn Global Turnkey Systems, (201) 445-5050.

nw6EMWFqMT

Fire Retardant Lumber

Information and Spec:Data on FR 3500 pressure processed fire retardant treated wood, non-incised and non-perforated lumber for plywood, mouldings, dimensional lumber, glulams, trusses, etc., is available from Fire Retardant Treated Wood, Inc., 13921 Slover Ave., Fontana, Ca.92335, (800) 3s0-3s10.

Versatile Yellow Gedar

"Yellow Cedar: A Wood of Enduring Beauty," a 6-p.brochure on the wood's diverse uses, including structural decking, paneling, millwork and joinery, boat building, frarning and construction and outdoor and industrial uses, is free from Delta CedarProducts Ltd., (604) 58338 18.

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

Architectural Wood Mouldings

An 8-p. architectural wood mouldings brochure profiling solid cornice mouldings, baseboards, door casing, chair rails and accessories is free from Ornamental Mouldings Ltd., Box 336, Waterloo, Ontario, Canada N2J 4A4, (519) 884-4080

Moulding Bundler

A free demonstration video ofa securing system which bundles moulding with durable rubber bands to prevent indentation markings is available from Henrich Packaging Co., 2301 Fairview Dr., Ceres, Ca. 95307, (2O9) 537-r2OO.

Gedar Source Books

The 4-p. "Western Red Cedar Products Use Guide" and 4-p. "Where to Buy Guide" are free from Western Red Cedar Lumber Association, (5O3) 224-3930.

Building Book Set

The first four volumes of the Carpenters & Builders Library (Tools, Steel Square, Joinery; Builders Math, Plans, Specifications; Loyout, Foundation, Framing; Millwork, Power Tools, Painting) are $16.95 ea. from MacMillan Publishing Co., (212) 702-6760.

ELASSIFIED AEVERTIISEMEN1IS

WE ARE accepting applications for an Engineeted Wood Products Sales Representative for So. Ca. Applicant must have experience with engineered building products and knowledge of basic engineeting, construction blueprint reading, material take-off and conversions. Previous expefience in a retail lumberyard or cottractof sales would be a benefit. Qualified applicants only. Send resume to Box 632, c/o The Merchant Magazine.

Twenty-five (25) words for $21. Each additional word 700. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. Iine: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Mrgazine,4500 Campus Dr., Suite 4E0, Newport Beach. Ca,92660. Make checks payabletoTheMerchantMagrzine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of lhe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

HELP WANTED: Manager for a well established North San Francisco Bay Area lumberyard. Must be diversified pefson, from counter work to outside supenisor and experience with walk in ttade to small contractors. Dataline computer point-of-sale system. Health plan, vacation pay, salary open, but there is a limit. If interested, please send resume to: Box 628, c/o The Merchant Magazine.

PROFT]SSION A I, TRADT]RS

with expertise and il good reputittion in specialty lumber products are needed at ( ascade l:mpire (.orporation. Our growing company, with current annual sales of Sl45 million, wishes to double its size within the next five years. If you're interested in a future with a forward thinking company, please respond to Ray li. ilaroldson, president, (800) 767-8.171. All responses will be held in strictest confidence.

EXPERIENCED outside lumber salesperson sought by retail lumber yard. Established customer base required. All inquities held in strict confidence. Call Dennis Parker, Ban Lumber Co., City of Industty, Ca., (818) 968-O777 or (714) 99O-s773.

HELP WANTED: Assistant managet-lumberyard. Must have experience with walk in trade, contractorc, etc. Must have recent experience in retail ttade, We ate a member of HWI and use Dataline computer point-of-sale. Medium sized, well established North San Francisco Bay Area, Health plan, profit sharing, vacation, etc. Please send resume to Box 629, c/o The Merchant Magazine.

IIELP WANTED: Sales person specializing in Industrial / Municipal accounts, with customer following in the Southem California area. Health plan, vacation, & profit shating. Send resume to: The Merchant Magazine, c/o Box 633.

sALES/PLYWOOD

Wholesaler looking for aggressive, expefienced salespemons for San Femando Valley, L.A. and Orange County, Ca., tenitories. Commission only with benefits. Areas have established customet base. Leads also supplied. Generous commission sttucture. Please send confidential resume to: P.L.Y., P.O. Box 4830, Long Beach, Ca. 90804.

FOR SALE: Any five of nine Catetpillar forklifts. All 16,000 or I 8,000 lbs. All diesel engines with side and swing shifts. All in good condition. Putchased new from 1975 to 1989. Prices $9,500 to $28,500. Details available by fax on each lift. Call Ed Fountain Sr. or Jr., (213) 583-1381.

THANKYOU, California

For yout enthusiastic reception to our Radiata Pine. Leeco Mouldings has a compfete inventory of 6" to 12" clear boards, plus other items in state. Leeco Mouldings. Call Clint Bower, (7 14) 675-0838.

RADIATA PINE

Order Now!

The Forest Products Industty "Hit Single": I'm A Tree

Please

DOWNFALL LUMBER and plywood, DF, HF, SPF, shotts, plywood bows, plywood scraps.

Catl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-2544: (213) 835-5671.

LUMBER AND BUILDING MATERIALS retailer for sale. Sales of $7.5 million and $525 M ptetax profit. Located on the West Coast. Serves a divetsified customer base. Genemtes an above average gross profit. Operates ftom a modern facility with outstanding equipment. Excellent seniot management team. Its marketing atea ptojects extteme growth. Firm's expected growth exceeds that ofatea. Reply to Box #63l,clo The Merchant Magazine.

Seuanl &ys ocanmuffion of furdlng, nornully rquba o spc,ful frlp to ttrc londffll.

Employea lrote the danga ond work to lrlnsfer to dumpta or truc*. A fan mlnuta uhenunpcklng unlts, rsults ln thls crrmp't, aslly std oorhnble saap, a/r.ady stard ln a stel drum for dlsponl ortd sleThc

ffi-2737

NORTHERN

*9$t#ilYt5l4::U:ti

lnternational Forest Johnston Hardwood Kallsher CorD. l-1;iriii'iu,,iio'n

PACIFIC NORTHWEST STATES WASHINGION

OFEGON

OBITIUARIES

James R. Turnbull, 80, former American Plywood Association and National Forest Products Association executive, died Dec. 31, 1991, in Palo Alto, Ca.

Born in England, he worked for various firms in North America, including Tacoma Lumber Co., Tacoma, Wa., and Monsanto, before becoming a consultant in 1958.

In 1962 Mr. Tumbull joined APA as executive vice president, in 1 964 spearheading the formation of the Plywood Pioneers Association and engineering the merger of two groups into the Western Wood Products Association, He left APA in 1969 to serve as chief executive of NFPA, retiring n 1972.

William Eugene Nickerson, 53, retired co-owner of Nickerson Lumber & Plywood, North Hollywood, Ca., died of complications of a brain tumor Jan. 3, L992, in Toluca Lake, Ca.

In 1961 he formed a partnership with the late Albert J. Foreman, then owner of Barrington Plywood, which eventually was absorbed into Nickerson Lumber & Plywood. Both retired in

1981, selling the wholesale lumberyard to their employees.

The men continued as partners, developing industrial properties in North Hollywood and Gardena, Ca.

Edward G. Ludwick,73, co-owner of Kronen Ludwick Lumber, Santa Barbara, Ca., died Jan. 17, 1992, n Santa Barbara.

Mr. Ludwick served as manaser of Santa Barbara Mill & Lumber C-o. for approximately 20 years before becoming a partner in John D. Kronen's business in 1984.

Retailers Tour Mills

(Continued liom page 3l)

estry Reform Act of 1992 and be voted on this year. The feeling was expressed by some that the threat of an initiative had won over common sense decision making for the future of forest policies and practices in the state. Some felt they had not been adequately informed as to whether the industry would remain united in support or opposition. The consensus was that industry mem-

bers should lettheir legislators know in writing how they feel about the proposed legislation.

While several timber companies and the California Forestry Association favor the governor's proposal, others including LMA are undecided at this time on the position they will take as the issue goes through the legislative Process.

AD INDEX

ANDINTHE 21.:ST CENTURY

Wh"n you choose a cedar supplier today, you want premium, high-quality products and service. But not just next week. Or next year. You want a supplier that will be there for you as long as you're in the cedar business.

Potlatch is in the cedar business to stay. We have a strong inventory of multi-aged cedar on our well-managed Idaho timberlands. We can deliver what you need next month or in 1999.

O.tt Idaho timberlands are particularly suited to natural regrowth of cedar. But we're also resear.hirg ways to plant cedar more successfully so we can be sure that we'll have cedar in the next centur/, too.

Aaa that to Potlatch's wide range of cedar products and our long-standing reputation for quality manufacturing and service and you have the formula for success in the cedar business-now and in the 21st century.

(208) 799-1850