Merchant Magazine - February 1993

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ftryo leadom in the fore$t Products Industn

Canfor ilnd Terminal - Ail llnbeatable Cornhination

tflhen you combine premium weslern red redor logs from vosl foresls mrefully monoged by (onfor with Terminol Forest Produos [td.t unporolleled level of workmonship, fte resuh is o ronge of quolity western red cedor products thot seh fte $ondord for the induslry.

(onfor ond Terminol hove been working in portnership for olmo$ Mo decodes. Through fteir exclusive morkefing onongemenl, (anfor offers more fion 90 million boord feel of boords, dimension, sidings, ponelings, fencing, decking ond speciolty produch_ such os finger-ioined molerioh ond | 00 per cent verticol groin finish - with oll producti meeting Teminolt $ondord of excellence in qualify confrol.

Add (onfort exlensive North Americon cuslomer bose ond more thon 50 yeors of expefience in the wood producb indusfi ond you hove o combinolion fiot con'l be beot.

For ollyour cedor requiremenfs, collyour (onfor representolive todoy!

Our Quality is in Your Hands.

Your Universal representative is ready to answer questions, take orders and produce fencing and lattice, home, garden d.nid;:Deok Necessities, and CCA ffeated lumber... on time! Call ui for a full listing of our added.yalu"g PRO-WOOD@ Iine.

avallable, pltJs shppilE ard handlirE. CHAIIGE 0F ADDRESS Send address laliel lmm €cant isstF il Doesble. new address and zb code to addnss be6w.

POSilASIER Send a(Hloss danges'to The Merchant Magazine, 4500 Canpus Dr., S1e,180, N€u,port Boach, Ca:92660

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DAVID CUTLER editor- publisher

The war against wood use

There is universal agreement in this business that the environmentalists are winning the war against wood use. Everyone agrees something must be done to protect our interests. Often there is agreement on the methods required to defend ourselves. Scores of small organizations daily fight the good fight They do their best. And that is exactly the problem.

Our existing organizations are too small, too broke and too narrowly focused. They aren't coordinated with one another's efforts. What's required to effectively rebuff the enviros and salvage what remains of our country's resourc€s is to have an organization large and effective enough to get

the job done. Despite the good efforts of many, this business still lacks an umbrella group with the lrrow-how and finances to correct public opinion and achieve sensible govemmental and judicial decisions on using our wood resources.

Our industry's leaders and their associations and groups have so far failed to create and fund a broad-based organization to do the job needed. Small groups, grass roots workers and the like all perfonn a vital role and we sincerely salute them. But without the firepower of an all industry effort, we'll continue to win the occasional skimrish. but too few of the big battles and, we're afraid, the war itself.

We need to collectively ask our top people to get involved and create the champion to win our war. The rest of us have been doing our best. It's not enough. Now we bave to do what's required.

THE TREATED ANSWER

Lumber, plyvood, round stock stokes, poles, & pilings

Agency stomped, ground contoct fire retordont pressure-treoted wood products

"It is not enough to do our best. Sometimzs we must do wlat is required"

Sir Winston Churchill

wrb when1!pryhbe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most rzersatile woods in the world: smooth, straight, 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 colrrnons, or garden grade lumbeq 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 customers, dtoose 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.

For more information, call the Ft. Bragg mill, (707) 954-028I, or the G-P Distribution Center nearest you.

Cedar sellers new quality push

AUALITY and service are buzzwords of the back-toldbasics '90s and Western Red Cedar Lumber lsfociation is trying to be right on ttre mark.

"That's what all of our programs, including tlose for retail dealers, are all about," says Ken McClelland, WRCLA executive director in the association's Vancouver, B.C., head office.

"Our members are committed to producing quality cedar products and standing behind them with service. To spread this message nationwide we have opened a national advisory service, Super Cedar Service," he says. "We want to communicate and share infonnation about cedar with the people who need ir."

WRCL A cedar advisors iue stationed in three regions across the United States (Midwest,

and Southeast) to answer questions and offer free literature on how to specify, install and finish westem red cedar lumber products for exterior and interior applications. Since communication means listening as well as speaking, they are doing plenty of both. McClelland says the association is gening useful feedback from its new open door policy. "It helps to keep us upto-date," he explains.

Lectures, staff training seminars, banners, statement stuffers, ad mats, videos, colorful brochures and posters are targeted specifically to the retail dealers. "we want to raise our profile at the dealer level and provide as nuch support as we can," he adds. "Our field staff is on the road much of the time traveling to trade shows and speaking engagements. We offer train-

ing programs for sales staffs to familiarize them with cedar grades so they can give customers their own brand of Super Cedar Servi@."

A handy three ring reference book, 'TVRCLA Specifier Guide," provides infomration about western red cedar, its properties and uses for the retail dealer. This will be updated on a regular basis as new WRCLA titles are published. A new eight minute video, "It's a Natural," explaining why cedar is an environmentally ftiendly building material plus giving an informative updating on cedar grades and uses, has been nhed with the retailer and his cedar customen in mind. A poster and point of purchase information for new patio deck grades (see story p. 10) are being designed.

A quarterly newsletter is another component of the association's service driven program. Reviewed as "interesting, innovative and relevant on a wide variety of cedar related issues," it is free to retailers along with a specifiers guide and complete list of WRCLA literature and videos from Western Red Cedar Lumber Association, 4290 Bells Ferry Rd., Ste. 106-581, Kennesaw, Ga. 30144, (404) 9283318, FAX 405-5918593.

Story at a Glance

Super Cedar Service offers tree materials and services designed to help retailers sell mot€ cedar ... regional offices provide training programs for sales, product knowledge reference guides, videos, advertising and promotion help.

West

A LTHOUGH cedar producing .{amembers of the Western Red Cedar Lumber Association see no immediate end to the tight cedar log supply, they expect 1993 production levels to remain about the same as last year's 900 million board feet.

Much of the western red cedar lumber in the U.S. market comes from British Columbia which faces a fiber supply crunch on several fronts, including a heavy winter snow pack and planned reductions in the allowable cut announced by the B.C. provincial government. U.S. cedar producers, who supply aboltZi%o of the cedar used in this country, are experiencing their own environmental demands and shortfalls.

Statistics prepared by the B.C. Council of Forest Industries and the Western Wood Products Association, Portland, Or., project cedar log volumes remaining steady, but lower, through 2005. U.S. coastal production is expected to &op from a 198690 level ot 2.91million cubic meters to 2.50 by 1995 and hold through 2005. For the same period, U.S. inland production is anticipated to decline ftom .93 million cubic meters to .77. British Columbia coastal production will fall ftom 1986-90's 6.85 million cubic meters to 6.30 in 1995, 6.15, 2000, and 6.00, 2005, while interior production of 1.74 (19861990) will hold at 1.65 until2005.

Incense cedar which is produced in ,,,

Second Growth Cedar'

,As loqg as thgre is: demand::and:

:,tO:.: :.:medei:.:th€tGe0af;.;SUp;;,;,;,;,1, p-ly win continue to be there, com-

::::i:::::me.plStttJeff :i:l,othiiiipielid ghtlownei,,;,,,,, of t oth Lumter, GoId Bo, Wa;, As suppli and deuranA push,np tbe,price of cedarr'.mo1g geCbnd

1:1:;,;r,:;lio*th,,Cedar:i:logsr,rwiU:::ieu1a1.,1he,;,;ir,: market, Loth notbi, , ', ,,, :,, , Althotigh, bg eees no::€asing in :::

r:i:::r:::tbg::::tight::::s:upply::::ofr s:ld::::Ei6ripthr r:r:r: ,,;,,,,,,,Cedut,,;log:e,i,,,h*:,,i.$,:,,eou,ntlng,,,,on,, a,,'',',,, ',,,,;',,,1eedy',s:uFFf y:.:o.f :::Se'bo:ndrtgio:wlhttiti:t:::t ,,,,:,cedar.,,,:Often called,',appeafanc'e - i , grfde1, tbis knotty-type young""

:::::::::t giog$:::leed{ri tfi o$:: bCCntrtintegiAted,:r:::::r:: ,, , into thC: cedr miirket :bver ihe paSt ,., 15.year$ Suitable fgl siding, deckl .,,,.,,,,,inc,f.,,iailiugrand,.ih(eriorpani...,..,,. , , slisg;,,ighgs many of ,the.ctaf,acter.i.$ties.,.of ,.,old.i gfowth '.,c.edai fl u8., avaifabifify., BCC.ausU y:oungor,, ,,,.E'ce$:::ss:::FSsrt:taf,feqtrd-::lbjttenijr$h!i,:.,.:,i, ....mente!.fe$ulatitusi,, harvesting.i.iS.'....,.., still possibb. 'i

What's happening to cedar supplies?

limited areas in the U.S. will feel the same availability pinch. Production between 1986 and 1990 averaged 1.14 million cubic meters, but is due to drop to .88 million cubic meters through 2005. This cedar is widely used in interior applications such as paneling.

While supply side shortages have caused some price fluctuations, "going back to the 1972 dollars and in terms of buying power, cedar is still a good value," WRCLA executive director Ken McClelland notes. He expects 1993 shipments to be about the same u 1992.

As well as appealing to the environmentally green buyers, "cedar is etching out a brard of consumers that wants an original home, one that is not just a house, but a home with natural character," McClelland says. Moving western red cedar from a commodity to a specialty product price-wise has been the aim of the industry, and the association is attempting to do this on several fronts, including opening two U.S. offices, one in Chicago and a second in the Atlanta Ga., area, which offer consumers, from do-it-yourselfers to architects, infomration on cedar's special qualities and uses.

Cedar producers, mindful that the consumer is looking for quality and pre-finished products, are attempting to meet both needs by providing items such as pre-stained siding. In order to supply a wider range of home and garden cedar products, suppliers are either acquiring a partial interest in smaller specialty or value added plants or forging marketing agreements with mills that can custom-cut smaller orders, McClelland explains.

Bob Thompson, MacMillan Bloedel's North American cedar distribution manager, says cedar "has always been a specialty product but has not been priced that way." Tight log supplies, reduced production capacity, plus increasing consumer recognition of cedar's special qualities "should continue to remove cedar

Story at a Glance

Western red cedar supply tight and expensive as lumber products become spocaalty items main supplier B.C. hard hit by restrictions on cutting and bad weather

from conmodity pricing and place it within a less volatile market of specialty products," he contends.

With the housing market improving and looking for quality products with natural characteristics, western red cedar is well placed to capialize on its status as a star performer among western woods, McClelland adds.

WRCLA represents 16 primary and secondary cedar manufacturers in western Canada and northwestern United States. Members, who are large integrated forest products companies as well as independent operators and specialty remanufacturers, produce a wide range of exterior sidings and deckings as well as interior paneling and many specialty items. About 85Vo of B.C.'s cedar production crosses the border into the U.S.

CEDAR adds natural drarac{er lo a home.

New grade names for cedar decking

(SIIX new Western Red Cedar tllumber Association patio decking grades will be introduced to the marketplace this spring to simplify the process of selecting the appropriate grade for deck construction.

"The intention is to make it easier to sell, specify and purchase cedar for a patio deck," explains WRCLA executive director Ken McClelland. "WRCLA manufacturers often have their own brand names, but these will be equivalent to one of the six new master grades we are introducing."

A poster on the grades and other point of purchase information messages are in production for distribution to dealers.

The following WRCLA decking categories are intended to be a guide only for the use and specification of products produced by WRCLAmembers.

WRCLA Architect Clear Decking: the ultimate in durability and appearance with fine vertical grained heartwood. All aspects of the manufacturing and quality control are performed to the highest standards. Available both seasoned and unseasoned. Because of its exclusive nature, this product will usually be run to individual orders.

WRCLA Custom Clear Decking: a finely machined surface with limited characteristics. Available both seasoned and unseasoned.

WRCLA Contractor Clear Decking: size and number of characteristics are limited to create an overall quality appearance. Available seasoned or unseasoned.

WRCLA Architect Knotty Decking: selected knouy decking.

WRCLA Custom Knotty Decking: size and quality of characteristics are limited.

WRCLA Contractor Knotty Decking: allowed characteristics include those which may require nimming before final installation. The products described in these new categories are intended for use only as deck surface and other appearance components, the association stresses. They are not intended for scaffolding, conveying machinery or equipment or structural uses on edge.

Story at a Glance

WRCLA introduces new deck grades for members' products this spring ... designations will help retailers and customers select the appro- priate cedar products for decks.

Gypress millwork is at home in almost any situation

W1?).,1'#l'jlil i

want top of the line," the manager at a lumber yard specializing in cypress immediately knew what to show her.

Although the customer and her husband wanted to give new life to a beach front cottage, the salesman could have recommended cypress for the finest mansion being built in the area. Cypress is equally at home in a formal or informal setting.

The couple was sold on cypress when they saw the store's display. "A good display really makes a difference," the wife commented. "Seeing all the different grades lets you choose between making cypress formal or informal. Cypress has a certain appeal and wood gives life as nothing else does."

"Its appearance, versatility and availability are part of that appeal," says Susan Regan, executive vice president of the Southem Cypress Manufacturers Association.

Professionals who use cypress are enthusiastic about its qualities. "Cypress is the best product I know of," aclnowledges the owner of a large custom home construction company. He uses mainly select grades and finds cypress to be more CYPRESS performs well in both fomal and lnformalsettings. The classic millwork shown in these photos is crafted from cypress as are the custom made kitchen and bath cabinels in a seashore coltaoe. Cvoress can be left natunl or painted'ab desired,

available than other species and ruly price competitive.

An interior trim carpenter with another construction company agrees, "It has few knots and good color and, compared to a comparable pine, it's less expensive."

Cypress is an architecnral woodwork favorite because it's stable, has good nail holding characteristics, doesn't split when nailed, glues very easily, is decay resistant and mills well, the veteran lumber yard manager adds. These characteristics make cypress ideal for mantels, mouldings, hand rails and other fine architectuxal woodwork.

Story at a Glance

How good displays help sell cypress

Ways to promote its versatility and adaptability to every style.

"That's what I like about cypress," the lumberman says. "It's far superior to other species."

Lumbernen, builders and homeowners all agree cypress has no equal. For fine architecnral millwork, a ceiling, beams, kitchen or bath cabinets, a deck - the wood has no equal in their opinion.

For spec ific informat ion about cypress, contact the Southern Cypres s Manufacturers Association, 400 Penn Center Blvd., Suite 530, Pittsburgh, Pa. 15235, (412) 829-0770 - Editor.

Become afence specialist with innovative products

I\TEW developments are turning ll commodity fencing into a specialty product. Retailers who have expanded beyond cedar, redwood and heated posts and boards are welcoming higher margins and more d-i-y customers.

With pre-assembled fence panels and gates, even the most inexperienced do-it-yourselfer can build a fence. Shadow box, lattice top, estate panel, basketweave, French gothic and spaced picket styles become fairly simple projects. "Unique designs and elaborate architectural features are now within the ability of d-iyers," explains Larry

a dealer as a fence specialist. Specialty structural fasteners which simplify fence construction should be companion products to specialty fencing. They are best cross merchandised in the fencing section along with lag screws, hinges, larches and locks suitable for gates. Stains, paints and water protection products used for fences should be included to give the impression of a specialty fencing deparmrcnt.

A high tech fencing of extruded, molecularly-bonded blend of 1007o

tan with hardware included. Widely used in industrial and commercial applications, riding centers and ranches, it is "designed for high impact, weather resistant and zero maintenance application, not conducive to chipping, cracking, peeling, rotting, rusting, oxidation or animal rubbing or chewing," says John F. Harsch at Heritage Fence, a vinyl fencing manufacturer. In other words, zero maintenance.

Held,

Real Wood

Products.

Pre-assembled fence panels have easy-to-sell benefits. D-i-y-ers are willing to pay exEa for the time saved and the convenience of eliminating sawing, putting up panels instead of individual boards, and the ease of installing a pre-built gate. A choice of woods, cedar, pressure treated or KD western whitewood, as well as the availability of machine pre-staining or pre-painting are additional sales points that assure higher margins.

If the customer wants more of a challenge in doing a fence project, he can be steered to pre-cut fence boards. These eliminate the tedious job of trimming, make fancier styles such as pickets or gothic poins possible for a non-professional and help to establish

Story at a Glance

Ways to develop a specialty fencing department with higher margins ... products that appeal to d-i-yers and speclal interest groups uti: lizing cross merchandising.

virgin high polymer resin is one of the latest specialty products. With 26 styles of fences and gates and a variety of post and picket caps, it can be used for privacy, semi-private, lawn and garden or ranch barriers.

Said to have a tensile sfiength five tines that of wood and a flexural strength four times higher than wood" the product comes in white, gray and

Homeowners are beginning to show interest in its durability. Honse owners like its quality of absorbing impact by an animal to prevent injuries often caused by splintered wood fences.

Polyrner-covered kiln dried southern pine is another new product for post and board fencing. Stock dimensions of 2x6xl6 and 4x4x8 can be augmented by special order. Fabricated with an ultraviolet inhibitor, it has the fresh painted look of solid vinyl and the paint-free advantages. The fencing comes with a 10 year warranty against fading, splitting, peeling and cracking.

Developing a specialty fencing deparunent complete with cross merchandised fasteners, finishes, cement and tools can help a store gain a fence specialist reputation. Support the section with advertising and services such as fencing plans, clinics and delivery to achieve high sales.

Courtesy of RealWood Produc*

Moulding & millwork: how to sell cold weather projects

f UMBER and building materials don't sell in winter. If lJthat's your sales philosophy, you're kidding yourself. Winter is the ideal time for doing inside jobs - jobs that require millwork and moulding.

Winter offers an opportunity to promote remodeling kitchens and bathrooms, adding new cabinets, replacing interior doors, installing paneling and decorative moulding. These jobs can keep remodeling crews working when it's cold and wet or occupy homeowners housebound by rain, snow and freezing weather.

Dealers reporting steady sales of millwork, moulding and similar items during the winter months are not necessarily located in areas with mild climates. Interior projects are equally popular during the winter in less temperate regions. Replacing kitchen cabinets, adding paneling or retiling ceilings are cold weather jobs, one dealer reports. He says they help to smooth out the winter drop-off.

A series of weekly clinics offering help in a variety of projects utilizing millwork and moulding is an excellent way to attract attention and customers. Focusing on

and moulding. Hardware, paint, wallpaper, new window treatments, all types of flooring and even tile or countertops are needed to complete projects. New appliances or bathroom fixtures can be additional add-ons, as arc tools to do the jobs.

Salespeople should be enthusiastic about promoting "inside" jobs. Showing a customer the newest louver, accordion or mirrored closet doors or paneled doors for halls and bedrooms or interior French doors can spark the idea of updating. Pointing out a vignette that demonstrates modernizing a kitchen or dressing up a room with chair rail or crown moulding can start ideas flowing.

Ideas easily grow into sales when they are encouraged by enthusiastic salespeople and a ready source of building materials.

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insralling interior doors or applying moulding as an architectual accent on walls, ceilings, cabinet doors and builtins such as bookcases or fireplaces can get sales started. Advertising free kitchen design service or promoting a special on kitchen cabinets with copy pointing out the advantages of working inside in winter is another way to build interest for indoor jobs.

Before you begin any promotion, it is advisable to have sufficient inventory of moulding and millwork on hand or be prepared to replenish stock in a very short time. Analyzing your customer base can help you to detennine your product mix - paint grade, hardwood, fingerjoint" sou0em pine, prefinished or extruded rroulding. Display a selection of cabinets, mantels and doors with catalogs available for ordering others. Select suppliers who can get orders to you quickly.

Winter remodeling projects can sell more than millwork

rReplaceinerioLdoors :' :' ' '."" r: 1

r Add wainryoting ,,' . : ,

O Build,,buitt-ih'Ot, freestataing book Cases; entertai-nrnEnt ,,:,'cabinets;:$indow,,seats, clme.ts, storage,,arla5 : : :.: :.:

r Add;,cedar paneling,,to,closCts :::t i, : ,,:,

Story at a Glance

Ways to keep moulding and millwork sales steady during winter months promotion & advertising suggestions ... indoor projects with customer appeal.

ITZOUR yard can be a pain finanI cially and physically without the proper policies and anitudes towards productivity and safety. And especially for the yard numager, there are special devices out there to eliminate timely, costly and potentially dangerous practices.

Here's a mini-buyer's guide to some labor-saving yard equipment:

To prevent employee injury and escalating workers compensation premiums and claims, many dealers have acquired back supports for their yard crew. Unfortunately, many are made of elastic materials that offer little support. Others are too cumbersome or wide, making them hot" sweaty and uncomforcable for the wearer. After several months of use, these girdlestyle belts often lose their shape.

Extra help around the yard

There are other devices to quickly chop almost any kind of scrap: bands, strap, wirc, seals, tubing, cable, extrusions, plastics and steel bars. The compact, manageable chunks are packed into concainers for recycling and reselling. The choppers and scrap conversion systems can cut the disposal time and cost and give you more operating space.

- Sweed Machinery, Inc. (800) 888-13s2

Another option is elininating the conventional steel banding all together. One synthetic fiber srapping now available offers high safety, strength, durability, lower weight and cost, good shock absorbency and stretchability. They attach easily with buckles or a simple knot and can be removed just as quickly.

A new support is made of 1007o nylon, which neither expands (more protection against back injury) nor conhacts (so it doesn't lose its shape). And the belt is only a comfortable 5 inches wide.

Belts can be customized with reflective safety strips, D-Rings and suspenders, producing a very practical work belt. They can even be manufactured with your company's logo or packaged for marketing to do-it-yourself customers for home use.

- The LiftBelt Company (800) 995-5438 or (803) 288-046r

Scrap steel banding is another potential hazard in the yard. The long, unwieldly sEaps are difficult to handle, store and dispose of. The Band-Ade machine cuts steel banding into compact" easily stored slices and conveniently deposis them in a steel drun. Once messy, bulky straps arc transformed into valuable scrap for easy disposal or sale.

- tndian Country, Inc. (607)'167-3801

You don't have to worry about rusting, staining or comer protectors. The straps adjust to the wood's expansion. They may also be printed upon.

- Carisrap International (800) 361-9466

Certain problems in the yard can also be avoided by having a forklift that can do it all. There's a new, improved lightweight material handler that copes with all terrains and is portable. It attaches to the rear of a flatbed truck for quick and easy unloading at any destination. The hydrostatically-driven A counter-

weight rack and lower engine placement provide a lower center of gravity and added stability. To avoid tipping forward, the new safety system, attached to the front axle, prevents lifting loads with the front wheels and legs in the up position.

Kubota diesel powered, it weighs about 3,600 pounds and lifts 4,000 to 5,000 pounds !o heights of 72 to 120 inches. Extend-A-Forks and disc brakes are standard. Other models include four-wheel drive.

- Spyder (800) 231-5916

Yet another way to up yard efficiency is through improved communications. Motorola makes pocketsized HT and MT FM two-way portable radios. The lumberyard radios are just over 6 inches high and weigh about a pound.

There are a variety of models available, with features such as broad tunable band width, programmable channel spacing, a built-in-noise canceling microphone to minimize background noise during voice transmissions, priority channel scan and Call Alert decode.

- Warehouse Radio (800) 523-0625

Treater developsproduct meeting needs of market

TN 1989 Allweather Wood Treaters lexamined the market and discovered a treated substitute was needed to replace diminishing supplies of redwood and cedar decking and fencing products in hot, dry climates.

Since their Sunwood products tended to split and twist when moisture introduced into the wood during

Or., in May, 1991. Two 6 ft. 6 in. diameter, 82 ft. long cylinders with 12 in. piping and oversized pumping equipment can treat in excess of 100 million b.f. of Sunwood or other CCA products annually. A concrete chenrical containment system meeting federal and slate standards of zero discharge into the environment was

the treatment process was removed too rapidly, the company theorized it could remove the moisture from the finished product and reduce twist and split problems, making a wood suitable for use in the arid climates of the western U.S.

Research at their Washougal, Wa-, treating plant's dehumidification dry kiln developed a drying process and color additive formulation that worked on test decks in Southern California and Southem ldaho. Thus kiln dried after treatment (KDAT) Sunwood was born.

A CCA treating plant to produce the new product opened in Medford,

designed with the help of Osmose Co. engineers. Two large dehumidification dry kilns using low heat and an airflow process are capable of matching production from the treating plant

High production lumber handling and incising equipment including automated sticker placement and removal systems keeps the lumber flowing at the fastest possible rate with the least amount of labor. Using only 10 acres of a 25 acre site, the facility can be expanded as demand continues to increase.

Allweather Wood is aggressively presenting its products in established redwood and cedar markets. Thev

offer advertising support, home and garden show displays and pafticipation, product knowledge seminars and point of purchase literature and displays !o distributors. In line with their belief that a successful project makes a happy consumer, they provide an installation guide on the proper use and installation of KDAT Sunwood.

Story at a Glance

Treated product designed to meet needs of hot, dry climates ... drying process removes moisture left by treating ... color additive makes wood more attractive for decking and fences.

ALLWEATHER Wood Trealers' 10 acre plant on a25 acre Medford, Or., site has room to expand.

PRODUCT displays are provided to dealerc.

LA Subway Gives Treated Lumber a Second Try

lltHEN a fire ripped through the !f subwav tunnel under construction in Los Angeles two years ago, the LA Metro banned the use of treated lumber as lagging throughout the subway structure. According to the Los Angeles City Fire Marshal, hot slag from a cutting torch started the treated pine lagging, used to support the tunnel, to smolder. Then, without noticing, workers installed a plastic vapor liner over the smoldering wood. The lagging may have smoldered for eight hours or more before breaking into open flame and igniting the liner.

LA Metro's decision against treated lumber alarmed members of the wood preservers industry - treated wood has long been the material of choice used as support lagging. Not only did the subway project represent millions of board feet of lumber, but the decision against treated wood could have affected its future use in similar applications.

John Culp, senior engineer at the Western Wood Preservers Institute (WWPI), had been following the subway project because, as he puts it, "At WWPI, a project that size doesn't go unnoticed. " Culp immediately contacted Tim Smimoff, chief tunnel engineer on the project, and urged him to reconsider the decision against using lumber.

Research has shown that the chrome used in the pressure-treated pine lagging was the real problem - when heated, chrome glows. So the goal was to provide LA Metro with a wood treatment that would meet Smirnoffs preservative requirements and mitigate his concerns about fire.

Smirnoff consented to hear Culp out. Smirnoff explains, "Pressure-treated wood has traditionally been used by contractors to build tunnels. Its low cost and high strength in comparison to other materials make it the best for the job. And it's important that we let our contractors compete."

It was suggested that they (LA Metro) do some tests of theirown. They discovered that a 100-watt light bulb will cause chrome in treated pine to glow. In contrast, ignited Chemonite@ (ACZA)-treated Douglas fir extinguished itself. Utility companies have known this for years. Brush fires go

right around Chemonite-treated poles. With the assistance of J.H. Baxter Company, Smimoff was presented with tests on the flame-resistant properties of Chemonite conducted by United States Testing Company, Los Angeles. From these tests and the reputation of Chemonite as a preservative, LAMetro

reversed its decision, permitting Chemonite-treated Douglas fi r to be used in the construction of the station houses.

Culp is pleased with the decision. He credits their success to good detective work and one-on-one communication, adding that wood has a competitive edge over other products.

Elecks BEAMS Bulkheads DocLs BUMPERS GUARD RAILS

For over half a century, Chemonite has provided unparalleled protection of Douglas fir, and other hard-to-treat wood, against

Regnier Brothers Building Material, Bend, Or., is building a new, 12,000 sq. ft. warehouse and showroom on Highway 20 with plans to move this summer ...

Simon Home Centers, Walnut Creek, Ca., tripled the size of its kitchen and bath dept. to 4,000 sq. ft. with 15 model kitchens at a cost of $75,000 All American Home Centetr Downey, Ca., will have a grand re-opening March 10, to celebrate remodeling ...

Opening of Eagle Hardware & Garden Inc. in Bellewe, Wa., may be delayed 6 months if a recent court ruling requires a new environmental impact statement; Kennewick. Mount Vernon and Puyallup, Wa., and Honolulu, Hi., stores are scheduled to open this year, future sites have been selected in Lynnwood and Evcrett, Wa. (see story p.24)

HomeBase opened an eighth Wasrungton location in Lacey Feb. 13 ... construction of a Home Depot in Encinitas, Ca., was temporarily shelved by the City Council; a Tacoma, Wa., unit opened; a proposed Issaquah. Wa., unit was scrapped; ground was broken for a Rancho Mirage, Ca., stofe; construction continued on a Victorville, Ca., warehouse; permits were granted for a Federal Way, Wa., site and a Bellevue, Wa.. location was beine considered...

Barmon Lumber Monroe, Wa., was named Lumber Dealer of the Year by Jensen-Byrd Hardware ... Copeland Lumber closed a wholesale warehouse in Modesto. Ca. ...

EI Gato Bailding Materials, Los Gatos, Ca., closed with the retirement of owners Walt Pierce and Jack Vodden ... a vacant ex-

Builder's Emporium store burned in Araheim, Ca. ...

Lane Stanton Vance Lumber leased I1,496 sq. l-t. in San Bernardino, Ca., for a distribution/retail center Caffall Bros, Wilsonville, Or., opened a sales div. in Maple Ridge, B.C.

Landmark Forest Products is a new Riverside. Ca.. wholesale distributor established by former staffers of the Marquart-Wolfe plywood operation: Lance Duke, Tom Stanford and Rick Hovick gen. partners ,Sncvely International is a newly organized subsidiary of Snavely Forest Products, .Inc., with headquarters in San Francisco. Ca. ...

Brazier Forest Industries, Seattle, Wa., will close its Molalla, Or., large log mill March 9, retaining part of the crcw to work in a stud mill due 1o open on lhe site April7

Arcato Redwood Co., Arcata" Ca., will close its small llngerjoint plant located next to its main remanufacturing plant due to log supplies March l; main plant is unaffected ...

Western Cal Industrial Lunber has moved to a Long Beach, Ca., location with full yard and mill services .,. Vancouver Door Co., Puyallup, Wa., is building a new operation to replace facilities destroyed by fire last fall and expects t0 begin shipping by early spring...

For the record: oriy Panel-Tex, not sister company Accurate Planing Mill, declued Chapter 11 bankruptcy...

MnckIanburg-Dtrncan, Oklahoma City, Ok., acquired

Wedge lrtnovutiorts lrc., San Jose, Ca., for an undisclosed price Owens- C orning, Toledo, Oh., restruclured its Conslruction Products Group, creating retail and distribution, insulation, roofing and asphalt, and windows divisions, construction products group operations, finance, planning and growth, Owens-Corning Canada and Owens-Corning Europe ...

Wellmade Products, Oakland, Ca., has emerged from bankruptcy protection and relocated mfg. to Merced, Ca. ...Standard Brands Paint Co., Torrance, Ca., expects to emerge from Chapter 11 bankruptcy prolection this spring

American Plywood Association is now recognized in Canada as an accredited tesling and certifi cation agency and can supply trademarks indicating conformance to Canadian standards (see related story p. 28) ...

International Hardware Distributors Associalion is the name selected by merging National Whole sale Hardware As soc iation and American Wholesale Hardware Association; Smith, Bucklin & Associates, Inc., will manage it ... National Forest Praducts Association, America Paper Institute and American Forest Council have merged as the American Forest & Paper Association (see story p. 31)...

National Wood Window & Door Association and Califomia Association of Window Manufacturers are the first Independent Certification and Inspection Agencies licensed by the National Fenestration Rathg Council to provide fenestration product thermal performance certification services "

Housirtg st(/r/s rose 18.57o last year to the highest level in three years and the first increase in six years starts in Dec. (latest flgs.) climbed 5.SVo to a seasonally adjusted annual rate of 1.302 million units single family starts increased 3.77o: multis L9.4Vo: building permits 7Vo ... analysts credited the overall improvement to lower interest rates ...

(Please turn to page 36)

guil,nl W hollaalp Lurrrbp,r

Hem-Fir Hemlock

Douglas Fir

GREEN oT DRY o DIRECT MILL

SHIPMENTS . LCL o CARGO o

RAIL o TRUCK & TRAILER o

PRESSURE TREATED LUMBER

CALENDAR

FEBRUARY

Spokane Hoo-Hoo Club - Feb. 11, Valentine's Day party, Shilo Inn, Spokane, Wa.

San Joaquln Valley Hoo-Hoo Club - tr'eb. 13, ladies night & crab feed, SL Anthony's Social Hall, Fresno, Ca.

Datallne - Feb. 15-16, national users conference, Walt Disney World Village, Orlando, Fl.

Phoenlx Hoo-Hoo Club - Feb. 16, golf outing, The 5fi) Club, Phoenix, Az.

Domotechnica '93 - Feb. 16-19, intemational fair, Cologne, Gemrany.

Wood Monldlng & Mlllwork hoducers Assoc'lation - X'eb. 1& 21, wintermeeting, Ojai Valley lnn & Country Club, Ojai, Ca.

Natlonol Wooden Pallet & Contalner Assoclatlon - f,'eb.20-24. annual meeting & expo, Hotel del Coronado, San Diego, Ca.

Roseburg Hoo-Hoo-Ette Club - Feb. aj, Boss's Nigh! Roseburg Counky Club, Roseburg, Or.

Oregon Logglng Conference - Feb, 25-27, County Fairgrounds, Eugene, Or.

National Assoclatlon of the Remodellng Industry -Feb.2G28, annual convention, McCormick Place, Chicago, Il.

MARCH

North Amerlcan Wholesale Lumber Assoclatlon - March 2. regional meeting, Westin St. Francis, San Francisco, Ca.

Tacoma-Olympla Hoo-Hoo Club - March 2, annual ctab feed, Tacoma, Wa.

'Western Wood Products Association - March 2-5, spring meeting, Westin St. Francis, San Francisco, Ca.

Intenratlonal Hardware Falr - March 7-10, Cologne, Gemrany.

Spokane Hoo-Hoo Club - March 11, waste energy plant tour & dinner, Spokane, Wa.

Assoclated Bulldlng Materlal Dlstrlbutors of AmerlcaMarch 11-14, annual meeting, Double Tree Resort, Palm Springs, Ca.

Natlonal Retail Hardware Assoclation - March 14-17, annual meeting, Mariott Hotel, Marco Island, Fl.

Phoenlx Hoo-Hoo Club - March 16, golf & initiation meeting, Scottsdale Counby Club, Scottsdale, Az.

Mountaln States Lumber & Bulldlng Material Dealers Assoclation - March 18-19, buying show, J. Q. Hammons Trade Center, Denver, Co.

National Home Center Show - March2L-z3, McCormick Place, Chicago, tr.

Roseburg Hoo-Hoo-Ette Club - March 23, meeting, Roseburg, Or.

Wood Technolog5l Cllnlc & Show - March 24-26, Oregon Convention Center, Portland, Or.

Internatlonal Hardwood Products Assoclatlon - March Z-28, convention, Conrad Puerto Vallarta, Puerta Vallarta, Mexico.

Hardwood Manufacturers Assoclatlon - March 25-26, annual meeting, Williansburg, Va.

Ca.95482

Remodel USA - March 26-2t, Baltimore Convention Center, Baltimore, Md.

Conference wlth Congress -March27-29, Washington, D.C.

Home Center Instltute - March 27-30, loss prevention/safety conference, Del Mar Hilton, San Diego, Ca.

Construmat - March 29-Aprll 3, international construction show, Montjuic Exhibition Center, Barcelon4 Spain.

Yard & Olflces: End ol Alrport Rd. P.O. Box 723, Uklah,

Hoover fieated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIFSI Fire Retardant Treated Wood with:

a fhtrd Party Klln Monitorlng ln additlon to U.L. follow-up servlce

a FRf labor and malerials replacement cost warranty

I Code Compliance Report with evaluation of elevaled temperature slrenglh iestlng for rool applicatlons

I Hlgh temperature strcngth test results

I IVew York State Smoke loxlclty |est results

* NER reports are subject to re-examination, rcvisions and possible closing of file.

For Technlcol lnformorlon Coll r-8oo-TEc-wooD

WESlIERN ASS0C[ATr[0N NEWS

Western Buildlng Materlal Assoclation has received final IRS approval for the WBMA Educational Link Fund. Trustees will soon be able to proceed with scholarship awards.

Scholarship application forms will be sent to all WBMA members along with information explaining qualifications. Students affiliated directly or indirectly through employment with a WBMA member are eligible to apply. First awards will be announced atl993 high school graduations. Amount and number of scholarships will depend upon the balance of tbe fund and the investment income generated by it.

The non-profit education scholarship fund has received memorials and gifts as well as annual conhibutions from members. Some memberr have elected to contribute to the fund in lieu of giving traditional customer business gifts. Donations are tax deductible.

New members of WBMA's 40 Year

Club are: Nadine Dysart" Van Petten Lumber & Hardware, Walla Walla, Wa.; Charles Hiley, Hennick's Home Center, Bandon, Or.; Lyle Miller, Yaw-Kinney, Great Falls. Mt.: Francis "Frank" J. Powers. Seattle Lumber, Renton, Wa.; Donald M. Richcreek, Hanson-Kinney, Great Falls. Mt.: Jobn J. and Catherine Stibel, Hennessy Lumber, Conrad, Mt.; Don W. Walker and William Zagone, K & S Marketing Services, Portland, Or.

Mountaln States Lumber & Bulldlng Material Dealers Assoclatlon has named Geri Jorgensen, a long-time employee, as manager, replacing Fred Caruso who resigned in December.

MSLBMDA's annual Products Expo and Building Materials Buying Show will be March 18-19 at the Holiday Inn and J.Q. Hammons Trade Center, Denver, Co. The association is sponsoring a special

members reception the evening of opening day.

An active education schedule begins this month with Tony Tiemann presenting "Basic Product Knowledge," on tbe l6th, at the Hilton Grand Junction, Co. A dealer luncheon and idea exchange is scheduled at the Holiday Inn, Denver, on the 18tb.

Other events: OSHA compliance and reform program, March ll, Holiday Inn, Denver; dealer luncheon with speaker, April 22, Holiday Inn, Denver; Management Conference, Nov. 5, Hyatt Tech Center. Denver.

Thol's How lt Goes!

o The most consistently uniform rough-sawn lumber available today. AnythinE in our vast surfaced inventory can be promptly custom-run through our patented process from lx2 to l2xl8

o Fits standard hardware the first time, every time.

. Custom made assuring you of bright, fresh stock on every order.

ACCURUFF lumber can be made from virtually any soft lumber species on one or more faces including dry lumber and glu-lam beams.

o Non-standard sizes welcome.

o l\4ost sizes available in lengths up to 30 feet with longer lengths and larger sizes available on special order.

o Broken units and highly specified tallies welcome. To your requirements for grade, appearance and FOHC.

"If you have to ask, you can't fiord it."

The Merchant Magazine

Upbeat Home lmprovement Market Forecast

The home improvement products market long-term forecast remains strong with a 6vo aveta$e annual growth rate over the next five years. Sales in 1997 are expected to reach $142 billion. The 1993 market is projected to total $115.4 billion with an 8.8Vo increase over 1992 estimated figures, according to the latest Home Improvement Research Institute report

While the economy is slowly emerging from the recession, the 1992 home improvement products market appears to be on the road to recovery at a faster rate than total retail sales. Sales are estimated at $106.1 billion in 1992, closing 5.37o over revised 1991 sales of $100.8 billion, compared with a4.27o projected growth for total retail sales. Growth rates over the next five years iue expected to continue to surpass estimates for total retail sales.

The consumer market led the growth in home improvement products in 1992 with a 6.47o inqease over 1991 sales. Sales in 1993 are estimated to increase 7.lVo. Ovet the next five years, the consumer market is expected to grow at an average of 5.4Vo annually. This segment accounted for

69Vo of the 1992 estimated home improvement products market and will continue to represent over two-thirds of the market over the next five years.

Growth varies anong the four major merchandise lines comprising the consumer sector. Lumber and building materials represent a}rn,il 45Vo of the sales. 1992 sales in this segment showed the strongest rebound over 1991. Sales will average 5.37o annual growth over the next five years.

Lawn and garden equipment and supply sales have been hardest hit, but are expected !o rebound sharply with a 6.6Vo averafle annual five year growth forecast. Sales representl9%o of. consumer purchases.

Hardware, tools and plumbing, representing approximately 28Vo of total sales, are projected to grow at an average rate of SVo over the next five years. Paints, preservatives and supplies, 87a of consumer purchases, will show a slightly higher average annual growth rateof 5.2Vo.

According to revised projections 0y the Home Improvement Research Institute, the total professional remodeler market is estimated at $32.5 billion in 1992,2.7Vo over l99l revised sales of

$31.6 billion. This market represents 30Vo of the total home improvement products market and is forecast to increase slightly, averaging 32Vo over the next five years.

The pent-up demand for major home irrprovements should drive the professional remodeler segment in the next few years. It is expected to grow by l2.5Vo in 1993 to $36.6 billion. Growth will continue over the next five years at an average annual rate of 7 .37o reacbrng $46.2 billion in 1997

Regionally West South Central is expected to have t6.8qo average annual growth rate over the forecasted five year period with the remainder of the U.S. experiencing between a 5.6Vo ud 6.27o average annual growth rate. The South Atlantic, Middle Atlantic and West North Central are expected to perform below the national average of 6Vo.

New Hardwood ldentification

A new Hardwood Mark created by the Hardwood Institute will be used to distinguish genuine hardwood products ftom imitations and substihrtes. The new mark is available to ilumufacnrers and retailers.

Supply Lags Behind Markets

Lumber markets for 1993 are potentially strong, but the equivalent of nearly 207o of the nation's softwood lumber consumption and 307o of its domestic production are in limbo until the federal forest controversies in the Pacific Northwest and Northern California are resolved.

Timber sales in the region arc at a virtual standstill because of court injunctions and harvast restrictions over old growth forests and the northern spotted owl as a threatened species, the American Forest & Paper Association reports. "With no relief in timb€r

supplies, lumber and panel prices, now 35 to 40Vo higher than a year ago, could rise to unprecedented levels," said Con Schallau, AFPA chief economist.

Future bright spots are President Clinton's promised summit !o resolve the timber crisis and anticipated growth in new housing of 100,000 to 200,000 units. This is expected to increase softwood lumber consumption to 48 billion board feet if high prices don't force substitution of non-wood uuterials.

Imports from Canada and increased production in the South can fill some

of the vacuum, although at higher prices, the report explains. Builders afe expected to construct smaller homes or use substitute materials to reduce costs which may force some home buyers off the market. Exports are expected to stay near 1992's record $6.7 billion level.

Ernst Supports Citizen Group

Ernst Home & Nursery recently tried a new low profile way of keeping competition out of its backyard. The chain helped bankroll a Bellevue,'Wa., neighborhood group's carnpaign to stop rival Eagle Hardware & Garden's expansion, according to the Se attle - P o st Int e llige nc er.

Eagle uncovered that its competitor contributed $4,000 to BROIL (Bellevue Residents Opposed to Improper Land Use), the group fighting Eagle's attempts to remodel a local candy plant into a home center, the paper reported.

"What really gripes my butt is that these guys have been hiding behind a citizens group to do their difly work," Eagle chainnan David Heerensperger said. "Obviously, they're intimidated by Eagle because they've been losing cus0omers to us."

On Jan. 4, a superior court judge stopped construction of the Eagle store in Bellevue and directed city officials to revise the procedures that allowed Eagle to start remodeling in a light industrial zone.

The president of BROIL saw nothing wrong with accepting money from one of Eagle's primary competitors. "You ever tried to raise monev?" he asked.

Housing Starts Looking Good

Bolstered by lower mortgage interest rat€s and improved consumer confidence, housing starts swelled 5.5Vo n December to an annual rate of 1,302,000.

Single family unit starts rcsr-,3.7Vo to a 1,130,000 unit annual rate. Multifamily starts jumped l9.4Vo to 172,N0 units. Building permits rose 97o for single family homes, but fell 6.4Vo for multifamily units.

"I think we're entering '93 on a pretty good footing," at least for single fanily housing, said David Seiders, chief economisL National Association of Home Builders.

fT HAS been over a decade since Itne Total Quality concept began to surface as a priority for American businesses. Since then, countless theories, techniques and tools have been devised for achieving a Quality process. Up to now, though, every one of these approaches and systems has been developed to accomplish one goal: customer satisfaction. The customer's perception of a product and accompanying service has been and always will be the most powerful factor in a company's success. While Customer Focus sounds like a simple concept, it can be complicated and elusive.

The first premise of a customer focused operation is that customers and suppliers exist inside the company as well as outside. If employees live up to each other's requirements and expectations internally, the company will stand a better chance of staying ahead of external customers' needs. Like teanmates, they have to rely on each other. They need to be empowered to pinch-hit for each other. Empowerment should go beyond the ability to make polite excuses. Invisible systems inside the company can be improved at little or no expense, with the inpact obvious

Three myths about quality

By Dtck Parrlsh Senior v.p. & general mgr. Timber & Wood Division Boise Cascade Corp.

to people on the outside Improvement has to be a continuous effort. Customers note whether you're standing still or moving ahead of the competition. If you don't measure, review and adjust perfomtance on a constant basis, you could be the last to lnow you're losing ground.

The Custom Focus concept sounds simple on the surface, but subtleties make it difficult to achieve. Wrong assumptions ftequently arise.

Myth # 1: All you need is good training in person-to-person skills to insure good customer relations.

Fact: The right people with the right training can usually diffuse a customer's anxiety and impatience. But solving core problems and build-

fing lasting customer relationships go beyond basic psychology and good manners. In many cases, front line employees don't have the necessary authority to resolve a problem.

Take for example, the story of a colleague of mine waiting for delivery of a computer component. He'd shopped and found the most reliable product. When delivery becane overdue, he called his supplier to find out the status of his order. After being routed through several depar0nents, explaining his situation anew every time, he finally got to a person who had the infomntion he needed - but her computer was down.

Please turn to page 26

Myths About Quality

Continuedfrompage 25

Everyone had been understanding and courteous. They'd done everything in their power, but could not solve the problem. A few even voiced frustration at intemal systems that prevented helping him. when the product finally arrived, it performed as promised, but my colleague's impression of that company will be forever tainted.

Customer service personnel need access to every level of every department. If they don't have the authority to make a decision, they should be able to reach the person who can. In a company with Total Quality culture, Customer Focus pervades every area every office, every plant, every work station.

Myth f2: I can't do more for my customers without sacrifi cing something on my end.

Fact: When problems are approached correctly, your company is likely to benefit as much from the solution as the customer. Boise Cascade initiated a Total Quality commifinent several years ago which has led to a number of breaktbroughs

in customer satisfaction. One of the most successful projects involved the ready date notification process of truckload shipments from our plywoodmills.

This project was targeted because of disparities in infomration circulating anong and between intemal peo- ple and external customers. customers were not notified that their shipment was ready until the order was sitting in the yard. This meant they could not schedule pickups in advance, nor alert their customers for delivery. They were losing time and increasing shipping fees. We were wasting yard space.

Customer feedback and suggestions proved invaluable in mapping a new plan. From the beginning it was obvious that any solution would involve deparfinents across the entire division. Solving this problem was a test of both our people's training and their faith in our Total Quality system.

A cross functional team was fonned witl volunteers from departments involved. With flow charts, cause-and-effect diagrams and other problen-solving tools, they documented the entire process, identified root causes and set about improving

the situation.

Plywood customers are now notified of their ready date for trucks the week prior to the ship date. This saves them scheduling time and allows them to predict delivery dates for clients.

Internal operations dramatically improved. Our truckload inventory time was reduced from an average of four days to under a day and a half. The project made it easier for extemal customers to do business with us. It also improved internal efficiency and morale and spawned improvement opportunities. Improving internal processes not only improves productivity, it contributes a host of other workplace benefits.

Myth #3: If surveys show you have a higher customer satisfaction rating than the competitors, it's time to shift to another priority.

Fact: Customer satisfaction is a constantly moving target. It must remain your frst priority. Many customers never complain, even when dissatisfied. If you only oil the squeaky wheels, you are not productive. If you are not pro-active, you

Please tum to page 27

EllzobthHutsell plantmnnager dlrutor oJacountlrg salesmanager

Tldtke prdrcdon& quallty

ccA Little Threat to sea Life

Results are expected this spring from a study investigating the effects of CCA treated piling on marine organisms.

Funded by Hickson Corp., tie research will answer questions about possible toxicity. "Marine life grows abundantly on treated wood Piling," Bill Baldwin, vice president for environmental and technical services at Hickson, said. "We lnow of no hazards and hope this study, using the most scrupulous scientific procedures, will fill a research void and determine definitively there is a no basis for concern."

National Gypsum Value Set

National Gypsum Co. said a bankruptcy court's determination of a $350 million value for the company is a "big step forward" in the wallboard manufacturer's efforts to reorganize. A committee of bond and credit holders had challenged the company's plan saying it overpaid senior creditors and underpaid junior creditors and proposed a plan which valued the company at $630 million.

are fighting a losing battle.

Myths About Quality

Continuedfrom page 26

Companies depend on customers, intemal as well as external, to keep them in business. In a Total Quality environment, improvements affecting one are likely to affect the other.

Customer satisfaction needs to be constantly evaluated and reevaluated. Any way that you can customize your product and accompanying service will be perceived by your customer as added value and build loyalty to maintain a lasting relationship.

The project at our plywood mills is

but one of many examples of how the Total Quality process is improving business at Boise Cascade. In a relatively short time, we have seen dramatic benefits - not only for our external customers, but for ouf own people. Total Quality is effective as a problem solving tool, as a morale booster for employees, and as a guide to customer satisfaction. I am convinced it is the most powerful management approach yet developed in this half of the Twentieth Century.

Structural Panel Tariffs Cut

Tariffs have been cut in half on U.S. and Canadian plywood and completely eliminated on oriented strand board, waferboard and particleboard under a tariff reduction schedule implemented by both countries.

Tariff on Canadian plywood entering the U.S. has been rcduced to l07o and will be phased out in equal annual increments, reaching zero Jan. l, 1998. The tariff, now 7.57o, on U.S. plywood entering Canada will be reduced in the same rnanner.

Reduction was made possible by

resolution of a long standing dispute between the two counries over harmonization of structural wood panel performance standards. Standards developed by a Binational Comminee of technical experts are now approved and recognized in both cormtries.

The American Plywood Association has been accredited as a certification agency by the Standards Council of Canada. Without this, U.S. structural wood panel manufacturers would have been virtually excluded from the Canadian market.

Fire Gode Task Force Forms

Proposed changes in sprinkler fre patio furniture, tools, garden hose, codes that could significantly increase trash bags, trash cans, bird feeders, tgt"iletj'costs have prompted fonna- plastic pots, sprinklers, pails, tion of an industry task force to de- sprayers, toys, small appliances and velop less costly sprinkler alterna- foampackaging. tives.

"The new systems could cost each

lnange_s^1vlich may ake effect as rerairer or manufacturer an average of early as 1994 apply to Group "A" $25,000 per store with no significant plastics including paint trays and improvement in safety," said spokesbrushes, drop cloths, shop vacuums, man Jim Tomes. Home Depot and tool boxes, truck boxes, flashlights, HomeBase have joined the tasi force. t.a.u1d1y tubs, foam pipe insulation, HomeQuarters and Eagle Hardware ABS drain pipe, shower enclosures, or€ considering taking part. lighting, telephones, smoke detectors,

SOFTWOOD, ., HARDWOOD ., PLYWOOD . PALLET STOCK

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(510) 837-9545

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ATTN: LUMBER BUYERS AND SELLERS

Now AvAlt-ABII: A neu, "high tech" way to buy and sell lumber. TNT FAx NETWORK is asy, fast, saves you money and the TNT Fax Network gets results.

TNT's nevu computerized fax system provides lumber buyers and sellers with current weekly price and availability updates. The system faxes your inquiries to almost wery u.s. West Coast and Canadian sawmill, giving your lumber needs immediate exposure, Mills: ure can fax out your olferings to over 4OO TNT customers.

Research House Tests

Building Products that conserve the nation's material and energY resource are being tested in the Resource Conservation Research House built bY the National Association of Home Builders Research Center in Bowie, Md.

The 3,600 sq. ft., two-story house uses steel framing and a cast-in-place concrete foundation forming system utilizing post-consumer polystyrene recycle. Hardboard siding from Abitibi Price utilizes recovered wood fiber and roundwood. Ceiling tiles and panels are made with wood fiber containing 22Vo tecycled newsprint. Other tiles and panels contain 227o rccycled newsprint and 25Vo recovered mineral wood.

Spray apPlied wall insulation and

Gompany Shuns Big Chains

In order to supPort indePendent home centers and hardware stores' Sashco Sealants is not selling its products to chains such as Home DePot, HomeBase and Builder's Square.

"Our intention is not to degrade or reflect negatively on these fetailers,"

Gonservation Products

loose-fill attic insulation contain recovered newsprint. Insulated wall sheathing from Dow Chemical contains 107o post consumer polystyrene recycle. Wallboard from LouisianaPacific is 707o gypsum md 307o rccycled waste paper. Nailite roofing is 52Vo resin from recYcled comPuter housings.

Owens-Corning Fiberglas windows have a frame and sash of composite polyester resin reinforced with fiberglass and finished with a polyurethane coating. Timbrex, a 507o sawdust and 50Vo post-consuner polyethylene recycle wood substitute product from Mobil Chemical Co., is used for deck material, railings, columns, landscape timbers and rim. The house is oPen for tours.

company president Les Burch said. "We only wish to support our dealerdistibutor netrrork in the best way we lnow how."

The company emPhasizes its commitment to the independent with a pamphlet, "Product Selection: A Competitive Guide," showing retail-

ers how to apply competitive merchandising principles. Ace Hardware, Hardware Wholesalers Inc. and Distribution America reportedly are cooperating.

Asbestos Litigants Agree

Twenty former asbestos manufacturers have reached a $1 billion settlement with two leading law firms, marking the first time two parties have agreed nationally on a way to resolve the runaway personal injury litigation outside of bankruPtcy courL

While it covers only future clairns and not the more than 100,000 suits pending around the country, the Proposed settlement is a real step towards ending the asbestos litigation crisis, which has led to over 200,000 lawsuits, pushed 16 comPanies into bankruptcy and continues to grow at a rate of at least 50 lawsuits a day. It may also offer a model for manufacturers in limiting liability in other cases involving toxic Products.

The proposal would establish a private administration to handle asbestos claims out of court, with the 20 defendants and their insurers settling at least

100,00 new asbestos injury claims for $1 billion during the next decade. The panicipating firms, found by juries to be responsible for up to 25Vo of liability in asbestos cases, also offered the same terms to all 76,000 of the law_ suits pending against them, for about another $1 billion.

But the proposal is under fre ftom other plaintiff lawyers who represent thousands of other asbestos victims and doesn't. apply to the largest fonner asbestos makers. Among the participating manufacturers are GAF, Armstrong World Industries, National Gypsum Co., U.S. Gypsum Co. and CertainTeed.

Stanline Consolidates

Stanline, Inc. will shutter nvo of its Norwalk, Ca., divisions and move its headquarters and other two divisions to Pomona, Ca.

The Industrial Division, which sells particleboard to fumiture makers and cabinet shops, and Applicator/Acoustical Division (USG Ceilings), canying commercial interiors for conFactors, will be closed. The Corian Division, handling DuPont countertops, and Dealer Division, serving indepen-

dent lumber dealers with doors, flooring and ceilings, will be moved in late February.

The company-owned site in pomona has been used as a warehouse for its Armsrong line and offers l00Vo more office space and 50Vo morc warehouse space over curent headquartefs.

"It didn't make sense to have four separate locations so close together,', said president Lynn Homertgen. "We don't see the business climate of the '80s returning any time soon, so we're getting ready to do business in the '90s. These are the two divisions that are growing and profitable."

Operations in Sacramento, San Diego, Phoenix and Las Vegas remain unchanged.

Firms Ranked by Employees

Two forest products companies and a window manufacturer were included 9! the 1993 Top 25 List of Largest Manufacturers in the Sacramento, Ca., area compiled by lhe Sacramento Busincss Jourrwl.

Ranking is by the number of full time employees. Michigan-California Lumber Co., Camino, was l6th witl

Connediry YuTo

280 workers; Milgard Windows, Rancho Cordova, 2lst with 210, and Sierra Pacific IndusEies, Lincoln, Zth with 178. All three retained thek 1992 rankings.

Market Turning "Greener,'

Buyers of western lumber products are asking more questions and showing concerns about the environmental impact of wood products.

More than 25,000 lumber wholesalers and retailers throughout the country reported they are noticing a "greening" of the markeplace and a growing public awareness of environalgpfaligl.

Some 537o of the retailers and 59Vo of the wholesalers contacted in a recent Western Wmd Products Association survey noted this trend.

More than half reported questions about the environmental impact of wood products have increased in the past two to thfee years with 27vo say- ing customers believe they may be hanning the environment by using wood products.

The survey is one of a number of WWPA activities to detennine market concerns.

' Home and Buitding center Designs . over 2000 SKU's in warehouse competitive Pricing . Full service Trading Staff in chicago & portland

' Experienced & professionar Management Team . Flexible Home Improvement Direct Mail . Commodity Inventory Available from District & Reload Centen and Mill Direct New & lnnovative Retail Image program . Winter Lumber Market Dedicated to Building ldaterials Members

. Extra Payment Terms on Group and Individual Purchase . ConespondenceCourse for Retail Employee Training Lumbr & Building Moterlols Divtsion

For more information on how you can get connected to the power source, contact Gary Smith ar l-800621-8147.

ADA lnterviewing Guidelines

To comply with the Americans with Disabilities Act there are do's and don'ts in interviewing prospective employees, according to the Western Building Materials Association.

You can make pre-employment inquiries regarding an individual's ability to perform job-related functions. You may ask:

o Questions regarding any infomration on a legal application.

o If the applicant is capable of perfonning each duty listed in the job description and essential functions of a specific job, for example reaching the top of a 6' high filing cabinet, lifting 50 lbs., possessing a driver's license, reading a video display terminal or standing for three hours.

o What he will require to do the job only afierhe has disclosed any disability which might impair job perfornumce.

The ADA prohibits asking:

o About any visible physical characteristics, such as scars, burns and missing limbs.

o If the applicant is disabled or has ever had an injury, disease, emotional illness, consultation with a psychologist or psychiatrist, drug or drinking

problem or prescribed drug use.

o About the nature or extent of a revealed medical condition, such as cancer, and whether it's in remission.

o When and how he became disabled and how much tine is needed to treat the disability.

o If he has ever filed for Worker's Compensation.

o If there is any health-related reason he can't perfonn essential job duties. And during the interview don't take any notes regarding any physical or mental disabilities.

Forest Product Groups Merge

National Forest Products Association, American Paper Institute and American Forest Council have merged as American Forest & Paper Association (AFPA).

The new association represents companies that grow, harvest and process wood and wood fiber, manufacture pulp, paper and paperboard products from both virgin and recycled fiber and produce solid wood products. The members account for more than lVo of the total U.S. manufacturing outpuL

New Hardwood Plant Opens

Selma Treating Co.

G. LYNN SHURTLIFF, Sales Manager

Building Materials Software

For IBDI Colrrnputerc

Designed for building materials retailers and wholesalers, this complete system includes point of sale, order processing, billing, sophis- ticated pricing (markup, markdown, contrhct, quan-tity breaks, -etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts pavable, general ledAer.

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American Hardwood Co. has opened a new plant in Gardena, Ca., adjacent to South Central Los Angeles.

Employing abour 80, the 45,000 sq. ft. plant and office situated on 2-ll2 acres is the first new manufacturing facility in the depressed area in years. The company sells hardwood, oak timbers, Alaska yellow cedar, clear spruce and does custom millwork, including the manufacture of wood window covering components.

American tlardwood was founded in 1914 by the Taenzer family. Joseph F. O'Hora is ceo.

Phantom Freight Suit Denied

A Colorado court has dismissed the class action "phantom freight" lawsuit accusing 15 Canadian manufacturers of overcharging U.S. lumber buyers for shipping charges.

On Jan. 6, the district court judge granted the Canadian defendants' motion to dismiss the case for lack of jurisdiction. The plaintiffs have filed notice that they will appeal, which could be a year-long process.

Filed in July 1991 by out-of-business wholesaler Rivendell Forest Products, Englewood, Co., the suit alleges the Canadian fimrs used underweights, freight prepay discounts, open-end incentives, confidential shipping rate contracts and delivered-only pricing to charge extra freight. Damages sought are estimated at as high as $2 billion.

Western Lumber Tracked

Western lumber shipment trends reflected last year's poor Southern California construction market, according to the Western Wood Products Association's latest "Destination of Shipnents" report.

About 28Vo of the westem lumber was shipped to California, falling from 1991's 3lvo share. Shipments to the state declined l07o in volume.

The rest of the West made up the difference, as 457o of the shipments stayed in the other western states in 1992, compared to 1991's 42Vo. The Midwest received 14.77o of western lumber shipments, the South 8.97o, and the Northeast 3.87o.

Some 61.87o of the western lumber was shipped by truck last year, with 35.5Vo moved by rail and 2.7Vo over wat€r, mostly by barge.

Don Hsllor Soles Monoger

MBERS

ALSO BOISE CASCADE ENGINEERED WOOD PRODUCTS BCI JOIST. LVL VERSA-LAM. VERSA-LAM PLUS

For the Best Qualitv and Seruice Call

ADMIBING new plant: (1) Dr. Perry N. Pierose, Dorolhy Taenzer Pierose, a member of lhe founding family, and ceo Joe F. O Hora. (2) Pete Clough, Chris Rogers. (3) Doug Willis, Dennis Richardson. (4) Larry Holguin, Ted

Gilben. (5) Mark Michie, Jon Hockenberry. (6) Boyd Becker, Don Moreland, Jeffry Niedermeyer. (7) Tom Flynn, Kim Ritter, Pal Mick, Victor Hernandez. (8) Jim Frodsham, Bob Owens. (9) Lovey McOarlhy, David Carrillo.

(10) Dean Beaulieu, Dennis DeBritz. (11) Bob Owens, Nathan Osborne. (12) Perry Makins, Jay Abele

PERSONALS

Randy Beck is the new mgr. of Foster Lumber Yard, Fairfield, Ca.

Jlmmy Morrls bas been promoted to yard mgr. at Foxworth-Galbraith Lumber Co., Payson, Az. Robln Duva is now retail operations mgr. at Alamogordo, N.M. Lemuel Clarke, Ruidoso, N.M., celebrated his 50th wedding anniversary Dec. 23,L992.

Thomas M. Laplnskl has joined Snavely International, San Francisco, Ca., as exec. v.p. and gen. mgr.

Terry VYllley is the new store mgr. at Chinook Lumber, Snohomish, Wa. Owner Erlc Frltch plans to wed in England this summer.

Don Pellegrlno was promoted to mgr. of Meeks Building Centers, Yuba City, Ca., replacing tbe late Ron Barrle.

Bob Sturgls is the new v.p. of mktg. & sales at Hickson Corp.

Mltch Boone, formerly of Navajo Forest Products Industries, has joined Sagebrush Sales, Albuquerque, N.M., as industrial sales mgr.

Blll Fidler has joined Kelleher Corp.'s Auburn div., based out of Por0and, Or. Donald Walker has been promoted to v.p. and gen. mgr. at Tri-W Distributors, Kirkland, Wa., reports pres..Ken Nelson. Steve Dunn is now directorsales & mktg.; Phll Greger, directormerchandise & operations, and Melanle Compton Lucla, asst. to the pres./ office operations.

Mlke McDonnell, American Plywood Association. has returned to San Francisco, Ca., to resume field services div. market development activities after three years in l-ondon. Duncan Klng succeeds him as APA rep in the U.K. and heland.

Jack Wood, v.p.-wholesale distribution, KwikseL Anaheim, Ca., has retired after t I years with the fi:sr.

Bob Duran, mgr., Terry Lumber, Los Angeles, Ca., and outside salesman Dean Wilson were honored by the Highland Park Chamber of Commerce for participation in the Highland Park Business Expo.

Dave Cralg has joined Forest Grove Lumber, McMinnville, Or., reports Al Martlndale.

Dave Mlller is now v.p.-operations at Pan Pacific Forest Products, Lake Oswego, Or.

Davld Kurtz is the new director of western fiber operations for GeorgiaPacific, overseeing trading of secondary fiber for G-P's West Coast facilities. Dick Phelan is operations mgr. for GP's metal products unit; John Trammell, systems analyst; Curt Metcalfe, business analyst; Mark Zackln, national product mgr,construction hardware, and Jlm Brown and Ken Plerce, national product mgfs.- rebar/remesh.

Denis Stack is now with Agwood Inc., working out of Fullerton, Ca.

Ron Breedlove is new to industial sales at Plateau Forest Products, Bend, Or.

Douglas GlanE is a new mktg. specialist at Bowers, South Gate, Ca. James Szollar is eastern regional sales mgr.

Anexoacone-of-a-Findwood.Beau$ul.Dwsbb.RuistanLtodrcay mdwatzr.lliformn u[ar. Smoort. Aromatic. Anlrcw suadynsupptyfor avwiny of usu:Boatphnftngwd. timhas , TonL suck", Fhme stocA, Pahlo decfring , Eboffig , Su[nm. grodes , PorcIrry, Aunm-

James Rauch, Mescalero Forest Products, Mescalero, N.M., has retired after 50 years in the business. Rlchard Dryden succeeds him as sales mgr.

Dan Prlest has joined Mountainview Lumber, Lake Oswego, Or.

Joe Lettzlnger, Simpson Timber Co., was named 1992 National Forest Products Association Member of the Year, recognizing 36 years of service to the industry and NFPA. NFPA's Lifetime Achievement Award was awarded posthumously to Blll Shlelds.

Sandra T. Powell is the new corporate sec. at Potlatch Corp., San Francisco, Ca., replacing Brlan W. Davls, who has retired.

Jim Bowman, First Choice Tool Co., has been promoted to western and Rocky Mountain factory sales rep.

Wlggleton, fomrerly of Distribution America, has joined Ace Hardware as head of its lumber & building materials division.

Ron Warren is new to cedar fencing sales at Welco Lumber, Arlington, Wa.

Mlke Boone has joined Cascade Pacific Industries, Portland, Or., bandling sales in the Portland-Seaftle area.

Klm Mollne has joined Copeland Lumber Yards as mgr. of its Lincoln City, Or., yard.

Jeffrey ldzlk is now mgr.-sales & mktg. for Masonite Building Products.

Mlke Jones is the new sales mgr. at Edgewater Forest Products, Portland, Or.

Ed Woods has been promoted to mgr.mktg. services for Columbia Forest Products, Portland, Or,, according to Harry L. I)emorest, exec. v.p. Cralg Brown replaces Woods as Midwest sales field rep. Vlc Allkln is now managment information systems mgr.; Kelly Smlth, corporate accountant, and Wave Oglesby, eastern national account mgr.

Mlke Westfall, pres., Cedar Shake & Shingle Bureau, will serve on a steering committee fomred by the State of Washington Department of Natural Resources to develop a wildland/urban interface fue and wind mitigation plan.

Dale Markey has been named mgr. of the new HomeBase warehouse in Lacey, Wa.

Joanne Chu is now construction products product mgr. for Minwax.

Lora Cas{ellanog Home Depot, will head up merchandising & advertising for the company's sponsorship of the 1996 Olympics.

Donald E. Roller has been named pres. and ceo of United States Gypsum Co.

Tom Eltts, Trustworthy Winslow Hardware, Bainbridge Island, Wa., was appointed to Distribution America's Trustworthy Dealer Council.

Rob Ueberroth has joined California Cascade Industries. Fontana. Ca., as dispatch/shippin g/receiving mgr., according to Kelly Coffelt.

Jlm Walby has retired after more than 30 years with Marine Lumber Service, Seattle, Wa.

Kristle Keckler, Boise Cascade, Boise, Id., has been promoted to sales rep and transferred to Florien, La.

What's New With You?

The Merchant Magazine wurts to know when you change jobs, get a promotion, take a vacation, get married, have a baby or receive recognition. Send your news to The Merchaflt Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660 or call (714\ 852-1990 or fax 714-852-U231. We're waiting to hear from you.

Moe R. Less is the new boolkeeping supervisor at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and tr'reddy tr'ungus.

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quality productsfrom cement floats to ice crem bucket staves.

We have the expertise and equipment to do your iob in our sophisticated plant to precise tolerances with strict quality control.

Send us :/our drawings. We can chop, mold, tenon, drill, stain, oi CNC router to your specs. When it comes to redwood Darts. Precision Redwood is the sDecialist.

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Swpecl Cboppas set you lree ft@ the bdsslo (Ed cut tbe cost d scrcrp dtsposafl a Drdmaticolly at th€ mqn-hours required tc dispc ct ttre ure{ed maledqls.

trusions, ploslics ondsteelb(tr-t$o compcct, mqn- ogmbb ctunks thot pqck

a Ferfom continuously shift cdter sNlt, ywr cdlet yeor, with lo./ rointenffie becquse lhey leqhre o minimum number ol mwing ports, htghsl qwlity nrdleriqls ord qn e6icienl op€rqting dsigrn thdt hos been ds\rsloped thnrgh c^/er 25 yeols ot disposol erEdneetug and rrrvrrswruuv.

A.*ubstFvrl|qlhortSr^/eedChc,Fpers drd Sqap Corpedon Sldems ccn pqy brlhemselves by givirgFi.r rTlore operoting spoce, increqdng podudivity drd prodElngpEmim-pd€d r€ycl- oblesdp.

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'l\Jming U nmandg eob]a Scrdp lnto Monogeobla Asts.

(Cortinued frorn page I 8)

Persis Corp., corporate owner of the Honolulu Advertisen has donated old growth Oregon timberland within the Willamette National Forest" valued at $12.6 million, to the Friends of Opal Creeh an Oregon conservation group, which will hold the land until it can be turned over to The Nature Conservancy for permanent preservation...

hior to jury deliberatton, BaId Knob Land & Timber Co. and the state of Oregon settled a lawsuit over a Coos Bay, Or., timber sale revoked by the Oregon Dept. of Forestry to protect northern spotted owls: details of the settlement were not available

Lumber futures prices hit a record high on the Chicago Mercantile Exchange in mid-Jan., but experts said the market's enatic behavior indicated the forces behind the 2-month-old rally may be weakening

The U.S. Forest Service and environmentalists reached an agreement that any tree larger than 30 inches in diameter can not be cut in California spofted owl habitat in the Sierra Nevada range; timber interests have vowed to sue.

Buyers Like Low Prices

Consumers favor everyday low pricing over frequent sales and buy from discounters because of price, a study by Cmpen & Lybrandrevealed. The research found consumers are looking for product repairs and more product information.

Steve Hautala, Tod fi$lmes

Pallet Changes Studied

A move to reusable pallets with more stand ardized specifications could have an effect on the wood products business. Pallets are one of the three major volume users of woo4 hardwood as well as softwood. ln addition, repair and/or replacement of b'roken deck boards and sringers is a consistent business.

With the disposal of broken pallets a major problem, changes to strengthen and extend the average use are under consideration, R. D. Behm, who recently completed a pallet survey, said. Users report performance has been lowered by a switch to a 11/16' thick deck board from a typical 13116" alder or fir deck board, mathematically reducing rigidity by 40Vo. A number of major users are returning to thicker deck board construction and adding special nailing to

the notched stringers in an effort to extend the life of the pallet.

Pallets provided by a firm that rents them to companies nationally are strengthened with blocks at the four corners and three internediate blocks to prevent split boards and nail popping. However tlis can cause deflection problems, Behm claims. With a potential life of l0 uses, rental eliminates problems for the user, but western lumber and specialty firms could find their supply or repair business reduced or eliminated, he added.

Tests and conferences at Oregon State University are attempting to quantify the difference in rigidity and performance of various pallet constructions. Using cosonwood lumber for reinforcing has been discovered to overcome nail popping, a hazard second only to split deck boards.

Wood Treaters Confer In D,C.

The American Wood Preserving Industry Legislative Conference March 14-17 at the Hyatt Regency, Capitol Hill, Washington, D.C., will bring together wood preservers from

across the coun!ry.

Meeting personally with their elected representatives, they will have an opportunity to tell new and reelected members of Congress how

Tr{E BESq FOR TI{E BEST

DOMESNC HARDWOODS

curent and proposed legislation and regulations affect the industry's plants and products.

Senator Richard C. Shelby (D-Al.) will be keynote luncheon speaker. The program includes an insider briefing from an EPA official, a journalist and an environnental activist on how Washington works. The National Association of Manufacturers will conduct a computer simulation game, Congressional Insight, where players must make tougb political calls and try to get re-elected.

Industry groups co-sponsoring the conference include ttre American Wood Preservers Institute, Alabama Association of Wood Preservers, Lumber Manufacturen Association of Virginia Southeastem Lumber Manufacturers Association, Southem Forest Products Association, Southern Pressure Treaters Association, Texas Wood Preservers Advisory Council and Western Wood Preservers Institute.

NEW PRODUCTIS and selected salesaids

Cedar Shake & Shingle Assurance

A 20125 year warranty is now offered on Scott Cedar brand natural cedar shakes and shingles by ScoC Cedar Products.

Each pallet of handsplitand resawn shakes, tapersawn shakes, and shingles

Replacement Window

A new single-hung and slider window has been designed for the remodeling market by Rehau.

Also suitable for use in bay, bow and multiple-lite configurations and prime applications, the 5-777 feanres sleek sightlines and a smooth, maintenance free vinyl finish. Its wider, 3-

is production certified and tagged with machine number, shift and production date so any potential quality problems can be quickly located.

Products are inspected and certified by third party agency Warnock Hersey.

Silent Glide Garaqe Door

The Quiet-Glide fised panel,2" sectional garage door from Stanley Door Systems features environmentally friendly CFC-free molded polystyrene panels to provide extra quiet operation.

1/4" jamb depth is ideal for wood window replacements.

Sructural and thennal advantages include an overall 314" glazrng capacity for inproved insulation, fusion-

welded frame and sash corners, a positive interlock with dual weatherstripping to enhance air tightness, and rigid, multi-chamber PVC profile construction.

Grading School Program

A computer program designed as a tulorial for grading hardwood lumber is now available from the National Hardwood Lumber Association.

The HaLT (Hardwood Lumber Training) program is a self-taught training exercise for students, beginning lumber inspectors, lumber salespeople and office personnel. The software runs on any IBM or compatible computer with MS DOS operating system.

It grades boards in real tine, ftom data files that contain 150 boards. Board data files were developed by measuring and cataloging the type, size and location of various defects on actual hardwood lumber, which were then recreated as data that the program interprets and explains. Users can also create their own boards, which HaLT will grade and explain.

The program is mouse-compatible. Color-coded defects are easily visible, and both sides of a board can be viewed by flipping. Dialog boxes explain the step-by-step process used to create anv bard.

A polystyrene backer, laminated to each section, and exclusive dovecail design add strength and durability, while white PVC stile compression clips and a white textured finish on the backer present a clean interior appeamnce.

All intennediate stiles are secured to the face and return of each section using Tog-L-Locs and structural adhesive for secure attachment of openers and step plates. Constructed of 26 gauge steel, the 500 series door features a deeply embossed woodgrained white polyester finish that requires no additional painting.

It is available with windows and trim and in all sizes except 12' and 14'widths.

Magnetic Tool Rack

A new magnetic tool rack from Dowling Miner Magnetics Corp. helps organize tools in the workplace or at home.

Available in 12,24,36 and 48" lengths, racks are durable, versatile, easy to inshll and keep all shapes and sizes of hand tools handy and orderly.

Batr Mobile

Convenient new consumer "batt packs" from Georgia-Pacific make fiberglass insulation more atfractive to d-i-yers and small contractors. With half the square footage of the material in conventional batt packages, batt packs are easier to handle. The pre-cut lengths also make installation easier and eliminate waste.

Ladder Perfect

A fiberglass ladder that combines a multi-length, one and two-man stepladder, sEaight and extension ladders

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-L990 or FAX 7 74'852-023 L Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

Name Company Address Citv State zip

Phone

and a scaffold system into one has been introduced by Bauer.

Manufactured with non-conductive fiberglass side rails, Univers reportedly is the first fiberglass articulating, telescopic ladder. Ladder sections telescope independently of each other, allowing quick height adjustments in

12" increments, either as a step or extension ladder to put the user close to a wall, or to use safely on stairs, ramps and other multi-level surfaces.

One model has a step ladder height from 5'to 8' and extends fron 8'10" to 14'10" as a straight ladder. A second has a step ladder height of 6' to 10' and a straight ladder extension heightfiom 10'10" to 18'10".

Sign lt Yourself

The Impulse Sign System from Insignia Systems generates high impact" professional quality signs in a matter of minutes.

Fast, affordable and easy to use, the self-contained typewriter-size system allows retailers to create top quality in-store signage without an artist" computer expert or outside vendor.

Maccounting

Accounting software for the Apple Macintosh personal computer is now available ftom RealWorld Corp.

Visual Accounting high+nd graphical accounting system fo Macintosh System 6 and System 7 provides the many feanres of RealWorld Account-

ing and Business Software, plus the benefits of Apple System 7, including Apple Events, Publish and others. Also included are context sensitive help, strong GUI features, WYSIWYG printing capabilities for key accounting reports, graphics and Ballmn Help.

Hardwood Trim Nails

A line of slender diameter trim nails with specially shaped casing heads that sink flush with the wood surface is new from Maze Nails.

Their slender dianeter substantially reduces unsightly wood splits and means more nails per pound than with

regular finishing nails. Made from a stiff high carbon steel, the hardwood trim nails drive with ease, helping ensure a professional look.

They are available in five sizes, from l" tD2-ll/', packed in 1, 5 and 50 lb. boxes.

Windows Go Vinyl

Low maintenance, energy efficient vinyl windows are now available from Weathervane Window Co., joining their wood and aluminum clad lines.

All products carry a lifetime warranty to the original registered homeowner.

Gorrugated Joint Fastener

A corrugated joint fastener tool is new from Senco Products.

The air-powered SC2 fastener is highly versatile, &iving three lengths of Sencor fasteners to produce a wide assortment of wooden joints: butt joints in cabinet and furniture frames, door and window sash, millwork, picture frames, truss construction, boxes and pallet stringer repair.

It consistently drives fasteners into even hard and dense woods with fewer assembly operations and works equally well in softwoods, where other types of clamp-style fasteners often fail. Once driven into the material, the fasteners reportedly provide twice the joint strength of ordinary connectors, so fewer fasteners are needed, often without gluing, milling, doweling, screwing and clamping. A full l" crown ensures quick fastener placement and maximum joint strength.

The tool's excellent balance and light weight reduce operator fatigue. The magazine can be quickly adjusted to accornmodate all fastener lengths, and the E-Z Clear snap-open nose permits fast removal of jams. The safety is said to prevent the tool from firing unless it is in coniact with the work surface.

2 New Shower Devices

The World Class Anystream showerhead from Speaknan Co. offers full-pattern sprays, while the Sentinel Mark II Regency or Royale balanced pressure anti-scald valves guarrurtee bather safety regardless of sudden

variations in water pressure.

Upon failure of either the hot or cold water supply, the shower collapses within the specified ANSI standard to avoid scalding or freezing blasts.

Showerheads feature the water conserving Autoflo device, designed to deliver only the volume of water

necessary to produce a satisfying shower, to save over 5,000 gallons of water per year when used just five minutes daily.

Safety Tapes

The Duratape Message Center from Empire showcases a full selection of safety and barrier tapes, flagging trpe, stake flags and post-a-signs.

filling low spots in concrete or wood, the new Interior/Exterior Floor Leveler leaves a smooth finish to ease the installation of linoleum, vinyl, tile, wood or carpeting. Its self levelin! formula permeates all cracks and crevices for a more complete leveling job. It sets hard in 30 minutes and is paintable once dry.

Available in convenienr 3-ll2lb. and 16 lb. tubs, the leveler comes in powder form to mix with water into a smooth, creamy consistency.

MarbleWood Flooring

The warmth and beauty of wood comDlement the cool, classic look of marble or stone in Gemstone, a new collection of inlays available as part of Harris-Tarkett's Heritage Collection of hand-assembled parquets.

The line includes six colors that coordinate with four parquet pattems to

create custom-designed floors at a fraction of the cost of marble, granite and other natural materials.

Gemstone is a solid surfacing mate-

rial with color and pattern that goes through the material. It cuts, sands and finishes just like wood for easy on-site installation.

The flooring installer can achieve a wide range of beautiful designs without the aid of a stone expert.

Signs and tapes are available in a wide range of high demand messages, sizes and colors with high profile dispenser reels and point-of-purchase display boxes.

Level Out

Red Devil has reformulated its popular non-shrinking floor leveler for use outdoors as well as indoon.

Ideal for patching deep cracks and

Sanding Block Maker

A new device from Timesaver Technologies has modernized the chunk of2x4 every woodworkerhas used for years as a sanding block.

The Sandwitch is a block of smooth, splinter-free aspen equipped with a steel hamess that locks a quarter sheet of sandpaper finnly in place to guarant€e a taut, flat sanding surface.

The tool reportedly gets into tight corners with two flat sanding surfaces at a perfect 90" angle. Its quickchange harness is said to accommodate all sandpaper grits up to 60 wt

Protective Siding

WeatherFront siding from Alsco Building Products is now made with Du Pont Tedlar pvp fitn.

The siding provides long lasting protection and just-sided beauty backed by a cost saving lifetime guarantee against blistering, flaking, peeling and corrosion. It is also warranteed for 25 years against chalking and fading.

It is said not to deface or deteriorate

after years of continued exposure to sunlight, acid rain, weatherizing, sub,: zero cold or sall and is stain, solvent and impact resistant.

Wallcovering Kits

Two new wallcovering kits with all the necessary wall preparation and wallcovering tools and accessories for

a professional-looking job have been inftoduced by Red Devil.

The Pre-Pasted Wallcovering Kit features a 33" long water bdx to moisten pre-pasted materials, spear- Point plumb bob, string and chalk, utility knife with breakaway blades, smoothing brush, seam roller and trim guard.

__

The Pre-Pasted Vinyl Wallcovering Kit contains SpearPoint plumb bobl string and chalk, utility knife with breakaway blades, smoothing brush, seam roller, prep sponge and trim guard.

Both kits include a handy instruction booklet on how to hang wallcovering quickly and easily.

Switch Blades

Trimtranp Professional 300 instantly converts any circular saw into a precision cutting compound miter saw to provide quality work and time savings at the job-site for both professional and handyman.

Constructed entirely of aluminum, the saw table accessory features quick set-up to quickly and easily cut crown moulding, trim, cabinetwork, aluminum and vinyl siding, and soffits.

It allows contractors to cut inside and outside moulding corners without a coping saw. Easy to read crown moulding settings and tabletop directions make for fast, easy cuts with minimum material waste.

Weighing just 30 lbs., it cuts material 20" wide and 2" thick in one pass and fits all circular saw makes of 7-114" and 8-1/4" pivot and drop plate type. Its special design allows the saw to cut backward in radial arm style, the downward pressure pushing the work finnly against the table and fence to reportedly provide unsplintered cuts of cabinet maker quality.

Solid copper nails for slate, tile and sheet metal roofing as well as copper flashing. Swan Secure manufacturers a complete line of copper nails in smooth and ring shank sizes from 3/4" to 6" in length. Eliminate the possibility of claims resulting from rust or wind damage. Copper nails are corrosion resistant and will last as long as the roof itself without staining or streaking. Swan Secure copper nails stay put when slates, tiles, wood or metal roofing materials expand or contract. Large flat heads afford easy driveability. Also available in stainless steel. For additional data and dealer information:

Router Team

The new RotoMite router and double-end Zip Bits from Roto Zip provide fast, clean cuts in drywall.

The compact, z-llzlb. router cuts a variety of materials, including drywall,

For door and window openings, roughed-in studs and headers serve as a template !o guide the tool.

The bits' down-spiral parabolic flutes make for fast, clean cuts while directing dust away from the operator. Guide points provide fine control over all types of cuts. And bits are doubleended for extra long life. A no-fall button shaft lock eases bit changes.

Merchandising Department

A software package for IBM and compatible computers designed to help small business retailers create self-running merchandising displays and printed materials to support pointof-sale promotions is new from Powertrain Development.

plastic laminates, foam insulation and other building materials. It turns at 28,000 npu and comes with an adjustable base guide so the depths of cuts can be set precisely.

To cut openings for switches or outlets, the operator uses the electrical box as a guide - following the outside edge of the box for an accurate cut.

Upsell! Desktop Merchandising Syst6m creates higi quality disph! signs and cards, product information sheets, flyers, business forms, ooupons and product tags using a laser printer. Other software modules are used to create self-running salesfloor promotions and 24-hour storefront advertising displays that can be prescheduled for viewing up t0 a year in advance.

No special computer training or equipment is required to operate the system.

Slipperiest Spray

One Lube advanced fonnula nonflarunable spray lubricant from Petrolon is now fortified with rrrq the most slippery solid lubnicant available. It lubricates to stop binding, sticking and squeaking; protects metal surfaces against mechanical wear; penetrates quickly to free "frozen" or corroded metal parts; cleans, and, by displacing moisture, also protects metals agarnst rust.

The non-staining lubricant is packaged in a6 oz. dual-action pump spray can that emits either a steam for narrow or tight-fitting areas or a spray mist for larger surfaces.

Water Conserving Kit

A new water conservation kit from Frugal Flush, Inc. installs easily in standard toilets without special tools and requires no tank modification.

Saving up ta 70Vo of water used per flush, the kit consists of a specially designed fill valve and efficient waterconserving flapper. The valves are made of durable thennoplastic rubber, acetal resins and stainless steel parts

that are resistant to water treatment chemicals.

All{n-One Graining System

One Stroke wood graining and antiquing products combined in one jar has been reintroduced by Rhodes American in today's most popular colors.

Turning old into new with one stroke of the brush, it is a paint with a gel-like consistency that gives the

appearance of a grained wood finish when applied. It also contains polyurethane, which provides strong stainresistant surface protection.

The base coat, grain coat and finish coat arc all applied in one simple step. Eliminated are the need for time consuming preparation, stripping, sanding or use of harsh chemicals.

It can be used on virtually any nonporous surface, including furniture, metal filing cabinets, wall paneling, doors, mouldings, kitchen cabinets, vanities, mantels and bookcases.

WHOLESALE SUPPLI ERS FOR:

* Round Tree Stakes * Lodgepole Posts

* Nursery Stakes * Utility Poles

* Agricultural Stakes * Tree Props

* Treated lumber for retaining walls and other uses

Box 1665, Magalia, Ca. 95954 Robert Glatt

Leather Carpenter Aprons

A full line of Durallide high quality leather carpenter aprons is new frod'r Empire.

Manufactured using an exclusive tanning process, the aprons feature thick northern Canadian hides for incredible wear and tear resistance, inverted pockets for increased strength and room, and lock stitching.

The all-weather pouches reportedly are weatherproof, waterproof and can be washed clean when dirtv.

Small Chalk

more than 40 12-ft. lines.

The reel features a high impact plastic case that fits comfortably and easily in the hand. Its special snap-together design and clip closure make it eiuy to replace the line without tools.

Floor Planner

Spaceman Enterprise, the industry's first common language floor planning tool, has been introduced by Nielsen Retail Information Group.

Designed to enhance Spaceman III, the software allows retailers to nunase their two most important assets: fldr selling space and the inventory residing in that space.

Since more thm 907o of all marking applications are shorter than 15 ft., Irwin has introduced a Mini SEaitLine Chalk Line ReeI.

Ideal forjobs such as hanging wallpaper, building decks and tile work, the compact yet durable 25-ft. chalk line reel is 24Vo smaller and 50Vo llghter than standard models to easily fit in a pocket, nail pouch, tool belt or tool box.

Designed with an easy-fill opening, it holds I oz. of chalk, enough to mark

Bridging the merchandising and store planning deparunents, it utilizes data and store layouts generated by a retailer's corporate CAD system and allows merchandisers to oveday their category level merchandising plans. Using Spaceman III's powerful financial analysis tools, Spaceman Enterprise users can perform adjacency planning, store traffic flow and evaluate financial contributions to the bottom line by category, aisle, department or store. o Pressure Treated Forest Products

o Custon Treating Service

Oak-Framed Vanities

The new Dominion line of vanity cabinets from American Woodmark features wider door stiles and rails for a richer look and thicker door ftonts which allow deeper cuts to enhance detailing.

Frames and drawer ftonts are kiln-dried solid oak. All doors have 3/4' thick solid oak franes witl oak veneer, recessed-panel inserts.

The vanity features self-closing/adjustable hinges and a self-closing/dual-rack epoxy drawer glide system. The toe kick comes in a matching finish. Vanities come with a fi ve-year limited warftmty.

Cabinets are available in square and cathedral recessedpanel styles. Finish options include toffee, honey, natural and frosl

Vanity base, sink base, drawer base and combination units are available in various sizes, along with a full array of marching accessories including valet cabinets, medicine cabinets, sink fronts, contemporary and traditional bar lights, side lights, kneehole drawers and hamper kits.

Balcony Table

A space-saving, fold-down table that is easily installed onto most balcony railings is now available from Sombec International.

Designed to be used on a conventional size balcony, the Original Balcony Table conveniently folds down and remains in place ready for use. lts27" length and 24' width provide ample area for two to dine comfortably. The leg features a patented height adjusunent so the table can be leveled should the balcony floor be uneven.

Manufactured in element-resistant white resin. it is ideal for balconies, patio decks, backyards, mobile homes, boats, as well as indoor uses.

MoSumwood, Inc.

500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (310) 541-0179

FAX 31 0-541 -7297

Sales From lnventory: p00)242-8447

FAX 310 605-02/t3

oOcHrrot'i

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

(310)774-2046

(818) 330-3991

(714) 758-0423

FAX 310-605-02€

qWest Coast representative ot Holmes & Co. of lndiana

Diometers

4Vz" Io 42"

Lengths

...and more is what you'll get at the 1993 Forest Indusilies' UVood Technolos/ Glinic & Show!

You'll get hands-on experience with the technologies that will help you optimize future profits. You'll also get firsthand information from industry experts that will help you improve your bottom line now.

And you'll get an unequaled opportunity to network with over 10,000 other professionals, suppliers and manufacturers gathered from around the world - face-to-face, in one place.

You'll find all this at the show with the most experience: two decades of the Clinic & Show, and over a century of Forest Industries/Wood Technology magazine. It's an experience you can't afford to miss!

The 21st Annual Forest Industries'

Coonial Saw Co. Inc. Columbra Conl4h Inc Con'Vsyft€yslone lnc.. Con€ Onve Op€rations

lnc. Confey Eledric Co. Contechsn |rc. tuns wsslem c@Fr Beanng Co ' CyberTsh Inc O Stak€ Mill. Dana coD .Dayne Hansn & Asorales. Delmhorst Instomanl Co.'D€loro

St6ilil6 lrc Oigilron El*ton6 tu. lnc. oiveEilied Plstics Inc. Dd$_Mast€rB€Bvss ' Dnvs

Moror & Cotd Sysrems. Ounn Elsloni6 Inc. ourand-Raute Industi€s Ltd Duraqup Inc '

Eato. CoD OFon Products EG&G Felicon Electo H6avy Equipn€nt. Ellinglo. Mlg lnc. t

Ellism ft. Emra Contols Inc. Engrnser nS Sa es Inc Esco CorP. Eze Lap Damond Prdu*

Fab.€n€ lnc. Falk CorD, Th6 Fd@ hdusties Ltd. Filsr & Stowell Sales Flars Machinery

Fl€xbl€ Sl€€ lacing Co Fluid At Componenls hc.. Forano Nonhwesl. Fonilibe. Coe 'Frosl

Eiqrn66ing Seruice Co Fry Contob.General Electnc & .Gsned Kinemalics tua G€neral

Tool & Supply Co. G€orgia Ouck & cordage Mill Glob€ Machine Mtg. h. Graco. El6ctonEs

l.c. ' Hallco Manuiacrurins Co Inc. Haton co, The & Nw CAT oeale6 Hamplo. Power Poddslnc.HanchenMb.HansenF@l.c..HamMhlog€r'HatoeylndustiestHaybuslor' H€avy Machrnes Inc.. Hollec USA Corp.. Hydra Pow6. Systems Inc. ' Hyd/aulic & S6.vo Dynamrcs. Hyste. $1es Co IEES. lggosund Tels Nonh Ameica lndustial Eectic sarvice Co..lndushal Plaslics lnc.'lndusrial Seryo Hydaulics Inc.. Ing€bolfFand.l.ovec Posnioning & Contol Inl Knile & Saw J. P. whal6n Co J€C Engineer nS Sa es co. ! Jeff Ternl Machinory Inc J6nksysl€ms Inc. Job Shopp€b Inc JWP Ene€y Prducis Inc. Kanemalsu |rc. Kam

Repal S6Mc€. KDC Tech. Corp.. K€th Mlg. 'Key Knde. Kikenny Machine Co .Kim@ tuQ.

The Ki.g Group Kockums Caicar Cory Koenig In. Kop-Coat Inc Kranco Inc t L_M Equipment Co. lnc. Lacey-Ham6f Co Laidq Indu$nal Syslems ! UIBD Plasncs ' bminalions

Co.p Laser Technical Instum€.ts L6ws Contols Inc Lignomal USA Lrndsay Fof€sl Prducts Inc Lloyd Contols lrc. ' Loggrng E Sawmilling Journal. Llcdyne Technologi€s Inc

Mac Charn Co Machinery Sales Co. Inc. Mack Maiulactuing Inc. MaroustEl Sales Inc.

Marahon Lstoum6au Sales & Seryice co Mafta1 Co. Madin Spfock€l & Gear l.c. Maxr Mill lnc.. Mayoards Industes lnc.. McGure Beaing Co Mert Plywood Machinery Inc. t M€bl oetecloB lnc. Mid-Wi lam€t6 Procul Inc. Mil Power Inc Milwauk€e cfane a Eqlipmohl Modicon Inc Morbark Nodhwesl Inc MTS Syslems CoA. Munnell & Sh€rnll Inc Ndsd Brcs. Eng.€enng'N6wman Machine Co Inc Nownes Machine Lld t Mcholson Mtg Co Nodh C€sl Electic Co Nonhwesi Molion Inc ! Nonhwesl NoFk. Novax Indusries CoP Numalic6 Inc Off@ Equpnenl Co. Olivine CoD Ophn ll Machnery Inc Oregon IndlstEl Supply Oswald conrocro.. Pacinc Euilding SysEms. Pacinc Contol Supply Inc. Paclc Fabncabrs. Pacltic Flub svsrems Cop Pacinc $de co 'PacilrdHoe saw & Knile Co. Paradigm sales PauL Munre Sweelland Psd Manuladunng LId. Pdsbu.g Testing Laboralory Plaslic suppiy hc.

Pbn Ebcfic Slpply Inc Plibnco Co./Feliacluros Nodhwest Inc Plymak Co 1.c.. Polymer Inll. Pod Plastcs, Inc. Pon€r Engineeing 'Pon a.d cha. Manutacrunng Pr€c sion Equipment |rc. t

P€cision Poducts Co. PremEr Gear & Machrn€ Wods Prducron Machrn€ry hc ' PSC Inc

R A Bam€s Fador Companies Bedwood Electonics Co@ B€dwd Plastcs QP Fens Manuladunng Co Inc Final CoP. Fqe/s Machinery Fucker Fluid Power. S & F lndustnes Inc. Satro.rcs Inc Salsm Equipmenl lrc SAS Fllid Power Inc Scandlra Inc. $renlilic Tehnd€ies lm. Search Nonh Amenc Inc Sew Eurod.rve loc SICK Oplic'Electonic Inc

Siemens Energy & Automat@n Siemens hdlstial Allomalion Inc. Signod€ CoP. Simonds Indusries Inc sotrac Inc t Sollhwesl/DoAll 'Spare Pans Manolaclurgrs .c Spscially PrduclvAllqs rnc 'Squa.6 D Co. Slar Lrnear Syslems t Sleam Engmeenng Inc Sleven Bryan & Assoc. Inc Slil€s Machinerv SiraDco/Cailso. Stusser E echc/lnlelluton Sumilomo Machinery Corp Systi Mal c Co. Teco Amei€n nc Tdemsanqua Inc ' Tetaco bbnGnb Co. Tmbeiland Machin€s Transparenl Prducls. Tianqlg T QP Turck Inc.. u.S. &anrus & Dnves. U.S. Mebl Works U.S Wap Co@ UIP Foraslh.e. Un@l 76. Uptme Tsh. l.c. UBS El€ctonics USNB Applied Th€ory OiMsis vd@ Kono atunefte lld varco.Pru&n Buildings Vrbra.Po Co Inc Visronsman l.c t VoEht Enterprses Inc. t

!

LETI1IERS

Ken Thim, a contibuting editor to The Merchant Magazine and a long time member of the wood products industry, died Dec. 26. (See The Merchant, Jan. 1993, p. 46) - Editor.

TRIBUTE TO A GOOD FRTEND

Ken Thim was a salesman, poet" counselor, sage and witty friend.

My first contact with him was through work. He called on our office as a wholesale building materials company sales rep. With a knack for talking meaningfully to people, making them feel comfortable without intruding, he stood out as a genuine human without an ounce of "put-on." He knew how to relate.

I became aware of tbe poety he'd been writing and sharing for years. Topics were everyday experiences, emotions, holidays, problems, people. Anyone could relate to his simple, rhythmic style - genuine, loving, humorous, witty, upbeat and sometimes impish with humor, compassion, goodwill, hope and inspiration - lessons of life.

Ken was famous for his Christmas poems, especially an ongoing epic of a naughty boy named Timmy. These were mailed by the thousands. Ken's work was even read on KABC Talk Radio. One of his latest ventures was "poems for hire" written for special occasions.

Ken was "Mr. Synergy." He brought out the best and then some in everyorie be met. He had a positive outlook in the face of personal problems (and he was no stranger to these). Ken was an inspiring man who lived life fully and pursued his passions.

I)onna Jones Furlow

Jones Lumber Co, P.O. Box 40 Lynwood, Ca.90262

HIS HT]MOR WAS SPECIAL

The January issue of The Merchant caried the obituary notice of the passing of a dear friend of mine, Ken Thim. I would like to express my gratitude for having known him. He touched the lives of many of us tbrougb the years.

' I first met Ken after the war at Freeway Lumber in Norwalk, Ca. tn later years at Home Owners Emporium and Flintkote Supply. Most of us knew or kept in touch

with him through his poems. At my requesl he composed several in memory of friends passed on to the Great Forest Beyond.

Ken's special humor will be missed.

The Merchant does the lumber and building material industry a service each month by publishing editorials, news and obituaries.

Best wishes.

Rlchard "Dlck" Freeman

Retired So-Cal Commercial 6374W.78th St. Los Angeles, Ca. 90045

Cornre Npxr Mexrn

tr Redwood

D Windows & Slrynghts

tr Nalls, Screws & Connectors

O Coatings, Palnt & Stalns

O EurekaCrab Feed Photos

Sunwood "kif n drjed after treatment" isn't lust for decksr We at Allrryeather Wood Treaters '

. We produce top timbers, lattice Sianels

ADVERTNSEMENTS

EXPERIENCED outside lumber salesperson wanted. Full benefits. Call Ed Wyche, (310) 323-t337.

HELP WANTED: Assistant manager-lumberyard. Must have experience with walk in trade, contractqs, etc. Must have recent e4)erience in retail trade. We are a member of HWI and use Dataline conputer point-of-sale. Medium sized, well estatilished North San Francisco Bay AreaHealthplan, profit sharing, vacation, etc. Please send resume to Box 629, c/o The Merchant Magazine.

PAN PACIFIC Forest Products in Bend, Or., is looking for 2 forest prducts traders. Full benefits. Excellent opportunity with a well established company. Uve & work in one of the most desirable places in the U.S.A. Please call Ron Hanson at (503) 389-6100.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $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 Merchrnl Mrgrzine, 4500 Cempus Dr., Suile 4t0, Newport Beech, Ca. 92660. Make checks payable to The Merchrnt Mrgrzine. Mail copy to above address or call (7 I 4) 852- I 990. Deadhne for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

FOR SALEI Hyster ferklift, 1988 model 880 XL, pneumatic tires, side shift, top condition, low honrs, $18,000. Fred Holmes, (916)7433'269.

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-t$7e'll do them all to customer specification.

COPELAND LIJMBER WISHES TO BUY Lumber Yards in the Westcrn States. Contact Copeland Lumber Yards Inc., 90f N.E. Glisan, Portland,Or.97212, Attention John Matschiner. Real Estate Manager. (503) 232-718 I All inquiries kept confidential.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in

NEW LITERATURE

D-l-Y Advertising Opportunity

Infomration on the special d-i-y Home Improvement section in the Spring 1993 edittonof ADVO Savers Magazine, featuring discount coupons and special offers from national and local retailers, is available from 4 Joan Terrace, Montvale, N.J. 07645: (2or)39r-8775.

Textured Wallboard

Hardwood Calendar

A full color 1993 naturc calendar depicting America's commitment to bealthy hardwood forests 365 days a year is $6 from Hardwood Manufacturers Association, 400 Penn Center Blvd., Ste. 530, Pittsburgh, Pa. 15235; (4L2) 829-0770.

Shake lt Up

A new shake & shingle products catalog is free from Shakertown, 12(X) Kerron St., Winlock, Wa.98596; (800) 426-8970.

Information on Murus textured wallboard is free from Plywood Panels, Inc., 100 Napoleon Ave., New Orleans, La. 70115; (800) 535-7838.

Information Por Favor

Quikrete d-iy repair project literahue is now available in English and Spanish from Package Pavemen! Rt. 52, Box 408, Stormville, N.Y. 12582; (800) 724-8193.

Gardener's Guide

An 87-p. lawn and garden tools catalog and l9-p. winter tools catalog are free fiom Ames, Box 1774, Parkersburg, W.V. 26102: (5L6) 678-3196.

Lights On

"Imaginative Illumination," a 24-p. low voltage lighting catalog, is free from Intermatic, Intermatic Plaza, Spring Grove. Il. 60081.

GET YOUR COPY of anv New Literature items by coitacting each company directly. Please mention you saw it here!

Royal Treatments

Ideas for Great Window Treatments is $8.99 from Sunset Books, 80 Willow Rd., Menlo Park, Ca.94025; (800) 227-7346, or in Ca., (8OO)3214372.

SOUTHERN

Oap. c5i bn". -:--.-...:.....-l:.-...*.-.:idgd iiiEiiii KCdrd lunberCo.....

lladn Forcd Pr0ducb.........................(80q 67S2501 Noyo Tlmbq Pro&ctq Inc...-.-.-.----.............. l{u Fdd Prodrcl......

lilrCc&0o,,lna ftincso[Clm Soi

iloE|txAREA Al ood Ford Fro&cb......,,...-,,... Cdlfunlr Linbd hsccdon S.nlcc

-PACIFIC NORTHWEST

WASHINGTON

BELLIT{GHAT / LYilDEil

Chg|rco |rx.............................

Cdyllc lrdd| Pl€ctim Pim Co (Om{.......................(50) 8aS5C27

cocd&P.dlc Cdp. .............(50) 53t2917

vANCOUVER Alushd lry@d Tr..tm (Watutga0...,,....,,..............(m) fr,-8131

EIHq lvod ha (WaCrctCd)...............................,.....(206) 83$8561

OREGON

CORVALLF Wlhmotb htuti6(Ablny) ..(5ts)06?-7771

EUGENE ' SPRII{GFIELO

Bdtr. I Co., J.H. -.................

FrmotFq6t

GoaC&Prdlc ccp..

GuCsWood Roducb

W€ydnuCo.....

RIDDLE

Hrftc.t Lmb{ Co...... ..-.........(54} 87+2?$

ROSEBURG KdL.1nb.rco......... .........'...(58) 672-6528

R€dng tu ftoducb ........(56) 679331|

BOISE

GsC+PdlcCqp.,.

1.8. Trudc.nd Eqlbm.nt.............,

At Chemco, we believe in the natural strength and beauty of America. That's whv we produce Sunwood@ Brand pressure treated lumber. The tolor bf the West is built into Sinwood, sivine it the warm look of redwood and cedar. And Sunwood has atenefit mother nature can't provide - a lifetime warranty against fungal decay and termite attack!

Chemco offers quality products you can trust, and like the mountains of the ereat Norihwest, wi:'ll always be here making America a little m"ore beautiful, NAIURALLY!

OB[lIUARIES

Juel F. Sheldon, 67, president of Ross-Simmons Hardwood Lumber Co., Longview, Wa., died Jan. 13, 1993, in Longview.

He worked for Weyerhaeuser for 15 years and Northwest Hardwood for four before gorng to Ross-Simmons in 1969. In the early 1980s, he briefly feturned to Weyerhaeuser, then rejoined Ross-Simmons in 1983.

He was a member of the Governors Hardwood Conmission and a past pres. of the Western Hardwood Assn.

Dale Lowry, 59, salesman for Jewett4ameron Lumber Co., Tigar4 Or., died Jan. 3, 1993, in Portland, Or.

After starting out in 1954 at a plywood co-op, he moved to M. Trumbo, Oregon Pacific trndusries and Sunrise Forest Products, all in Portland. He joined Jewett-Cameron in 1984.

Arthur John'Mike" Mikalson, 89, retired Pacific Northwest lumberman, died Dec. 11, 1992, in Mount Vernon, Wa.

After working in logging qtmps in Montana, he and his brother, Nornnn, bought a mill in Chattaroy in 1941.

ln 1946 he and partners purchased Columbia Lumber, Kettle Falls, Wa. He joined Arden Lumber Co. in 1958, managing it until it was sold in 1976.

He helped establish forestry scholafships at the University of Montana and Washington State University.

James Berry, 81, founder of Forbusco Lumber, Fortuna, Ca., died Dec. 14, 1992,in Castno Valley, Ca.

After working forNewton Lumber, Denver, Co., and Pope & Talbot, San Francisco, Ca., he opened Forbusco Lumber in 1946. He also worked at Twin Haftors Lumber and co-owned Great Bay Lumber Sales, Brunello & Berry and James Redwood Sales. He retired in 1984.

AD INDEX

Adrms l,umbcr -*31

Al!-Cost Facc hoducts.

Allwcrthcr Wood Tlcrtcrs-----------49

Anfinson launbcr Salcs ------- ------n

Becr Forcst hoducb --...-----..--.'.---34

Sclnr Tlcedng Co (Ncvrdr Wmd hcecrvlng)J2

Slsklyotr Fccst hoducts------*-----46

South Bay Forcst hoducts Co,------.*-*21

Southcrn Forest hoducts Assodrtlon-*----*31

Sumrood, Inc./Duchcnan Eordwood -.-**--47

Swrn Sccuc.-- -.......-*--*.43

Srccd Mrchlncry .-.--.*---35

Boonc Wholcrdc Hrrdwrc---*-------44

Bohehnon Lumbcr Cc -----.--*--..--,O

Bomu l,rmbcr Sdcr......--.-.-*-.--..*45

Br*ut Intcrnrllond --------..--*---50

Cel Cmt Wholcolc Lumbcr, Inc.--.---.-*.46

Cmrdlen Fcert koducts, Ird..----*Cwcr II C&E Lumbcr Cc--------*-------47

Thundcrboft Wood Ttcotlng Co...--. ***--.-..26

INTLumbcr Cc -*-.---*2t

Trcelcd Forcst hoductr.------*-----.13

Trlnlty Rlvcr Lumbcr Co..----------*D

Unlty Forot Produ.lr.---.-.-.......-----45

Unlvcrrd Forost hoducts.-.........------.3

Wood Tcchnologr Cllnlc & Show--------4t Crpltd Lumbcr 3-C Thucklng--

Wcyorhrocr Co --.--Cover I

ols. r Sale New

ou need the risht tools to work on vour lumbEr sales. Tools to train your employees to understand lumbergrades and sizes. Tools to counsel your customers on lumber for theirhome projects.

We have a complete toolbox of Southern Pine sales aids: Do-ityourself construction plans, a traini4gvideo on lumber how-to booklets and brochures, and a poster that shows how to select ireated lumber for any outdoor application.

Theres also clip art foryour local advertising, and span tables to keep you up-to-date on the new national lumber design values.

Reach for the right tools to work on lumber sales at vour home center or retail store. Send for our free Southern Pine Toolbox brochure today.

PR(IFII 1INE

has the look most sought-after by builders, remodelers and home owners. That's why its appearance is so widely copied by the imitation wood people with thefu "cedar-like" names and claims for metal, plastic and composite substitutes. Ancient clear cedar is diminishing in supply and rising in cost, but Skookum's young growth knotty cedar compares favorably in all performance categories when properly sar,rm, kiJn-dried, applied and finished at about half the cost and with as much or more margin for you. o Here is how Skookum fulfills its longterm commitment to supply you with profitable quality cedar sidings. New state-of-the-art dry kilrs, saws, sawing methods and manufacturing processes make a superior product. You keep your profits

cause constant in-line quality control insures

useability-reduc-

ing retums and callback. Better packagrng insures you receive what you ordered, with a 99% on-time delivery record. r The ads we run to builders and architects, along with the support you get through our distributors with literature, training sessions and other sales tools will make real Skookum siding your customers' choice.

Name

ANDINTHE 2!ST

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

Pothtch 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 tn1999.

Onr Idaho timberlands are particularly suited to natural regrowth of cedar. But we're also researching ways to plant cedar more successfully so we can be sure thatwe'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. t I