Merchant Magazine - March 1982

Western do-ityoursellers will need this product morethan ever in 1982.

Can you meet thedemand?

Koppers pressure-treated wood is becoming moreand more popular with oeople who are concerned with the rising costs of construction...and who are unwilling to pay the high price of redwood and cedar for do-ityou rsef f projects. Wol m an ized wood is the ideal alternative. lt's great for patios, decks, fences, and many other outdoor uses. lt is an attractive, long-lasting product that will provide resistance to weather, insects and decay. Too, it requires virtually no maintenance.

Remember: your customers and prospects are already familiar with the Koppers brand names. They see Wol m an ized@ wood, Outdoor@ wood and other Koppers wood products advertised i n majorarchitectu ral, building, and consumer magazines.

Koppers pressu re-treated wood products are produced, sold and serviced in the western U.S.A....yet they are backed by the research and development, quality control and international experience of Koppers Company, Inc.-a world leader in wood preservation, offering:

o Outdoor@ wood

o Wolmanized@ lumberand plywood

o Poles, posts and timbers treated with creosote, penta andWolman@ CCA preservatives

o NCX@ and Dricon@ fire retardant treated wood

o Fire retardant treated shakes and shingles

o Treating service for your wood lf you'd like, a Koppers representative will come into your yard and give you whatever assistance and advice you want to help you maintain your profit level, while saving your customers money. Selling ideas? Pointof -purchase d isplays? Ed ucational seminars for your personnel? He'll help you in these areas also.

To be sure you have the wood products your customers want this year, contact the Western Wood Products Division, Koppers Company, Inc.

Southern California (714) 5244850 (2131 624-1076

Northern California (916) 372-6920 (415) 692-3330

Colorado (303)534-6191

Hawaii (808)682-5704

Wolm an ized@ pressure-treated wood decking

NIDU||0ll llilR0DUSlltB [u$r8 $llllt8s

Now there's a new redwood product you can sell for residential and commercial projectsseasoned rustic redwood sidings.'

Saw-textured surfaces, natural knots and sapwood give these sidings a handsome rustic look. Available in vertical and horizontal patterns and a new thick butt bevel, they also provide the natural atributes of the luxury grades - including finish retention, stabiliry and resistance to flame spread.

You can order these new sidings, along with other redwood products, from most suppliers.They're already being promoted to your customers, so now's the time to stock this new redwood product - seasoned rustic sidings.

? C"ffo*ia Redwood Associatiol one Lombard Street, San Francisco, CA 94111

I Wrt" fo, o* seasoned rustic redwood sidings dnn sheet.

f,ditor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Lou Taylor

Circuletion

Sherridan Roberts

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone l7l41 549-8393. bv The Merchant Magazine, Inc.- Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request. ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact John V. MgcKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact DaYid Cutler, 4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660. Phone 014) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr,, Los Anseles. Ca. 90049. Phone (213) 4723113 or (714) 549-8393.

FROM THE MIDWEST: contAct Charles L. Lemoerlv. 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone Qt2) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue il possible, plus new address and zip code. Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $14-one yeart $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-owned publication lbr Ihe retail, t,holesale and distributiott levels ot' the lumber, bttiltling. nnterials and home improvemenl business in the l3 llesterrr gales.

DAVID CUTLER editor-publisher EDITOR[AL

Smile it up and talk it up

THE ATTITUDE and morale of a company I and the people in it are important parts of the business equation in good times; in the present circumstances, these factors are even more critical.

It's a situation that reminds us of the old story of the successful side-of-the-road hot dog seller who, pursuaded by his son that all is hopeless, abandons what created the success and, finally, succumbs to financial faihue. In a sense, a case of talking yourself out of business.

At all levels, we must be alert to the dangers of the casual remark about how bad business is. The more that people hear the gloom and doom message and the more they believe it; the more they shrink what business is left.

Top management people must be as optimistic as is consistent with reality. It is essential that you set a tone that is positive, constructive and

designed to elicit the optimum performance from the entire work force. It's not a waste of time for the chairman of the board to chat up some enthusiasm with the low men on the totem pole. It is smart business.

At the sales level, where a firm has the largest degree of communication with its customers, great care must be exercised to avoid talking yourself out of a sale by having crepe hanging sessions with customers.

Sales floor and counter people as well as the delivery team should be aware that what they say, as well as their general demeanor, affects the customer's attitude. A customer is far less likely to buy if all he hears from you and your people is today's bad news.

More than ever, now is the time for the smile, the positive attitude, and constructive commenq it's bound to help in bad times.

SeNing the lumbel building mateilals and home lmprcvement ma*ets in 13 Westen States-Since 1922

More and more people are using redwood rustic siding. Because rustic siding is more economical than premium redwood grades. Yet it still has the warm, rich look that only comes from redwood. It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is one of the largest redwood and fir suppliers in the counbry.And with hundreds of disfibution centers nationwide, you can order the amount you want and get it quick.

So for redwood, or fiL come to us. We're Georgia-Pacific. And we've got all the rustic siding vou need

Redwood rustic siding makes more sense than ever, And we've got all you need.

QUESTION: Whatingredients does a wholesaler need to expand into a new market area during times as hard as these?

ANS\ilER: (1) A quality product line.

(2) A growing new market area.

(3) A strong, service oriented organization.

(4) An experienced, energetic person to put it all together.

Redwood is the quality product, Colorado the growing market area, Reid & Wright the existing organization and Richard Reid the young, enthusiastic coordinator. In one year, wholesaler Richard Reid has managed to establish a strong, new base of redwood customers in Colorado and the Rocky Mountain region. Introducing new redwood products like B grade and rustic sidings, providing information and personal service have become trademarks of his campaign.

Reid explains that redwood, with its exceptional dimensional stability and resistance to erosion from weather, is an ideal product for the harsh climate of Colorado. The new rustic sidings suit the market with their rugged, knotty appearance and affordable price. Redwood and

Wholesaler expands

Colorado redwood market

strong wholesalers are not new to the state, with 3590 of the redwood shipped to the Rocky Mountain region ending up in Colorado, but Reid found many dealers carrying a limited line of products; i.e., primarily decking. Ready for the challenge, Reid has enjoyed promoting a wider variety of redwood siding, paneling and garden grades.

He spent much of last year educating customers and end-users about redwood's properties and applications. Working with the California Redwood Association he developed a slide seminar that describes redwood in a technical, architectural and historical context. He also used CRA literatureto distribute detailed information to architects, builders, lumber dealers and consumers.

One aspect ofthe educational process has been to dispel the idea that redwood is "too expensive." Reid explained, "Redwood is really very competitive with cedar. when I get people to look at the figures and they see redwood is comparable, most people choose redwood over other species."

Established in 1948, Reid & Wright, a family run business, began

selling to lumber and building material dealers in the San Joaquin Valley of California. They narrowed their product line down to primarily selling redwood as their customer base gradually changed to industrial users, remanufacturers and furniture makers. With amanufacturing plant of their own in Arcata, Ca., where they stock anywhere between 3 and 7 million feet of lumber, and offices in Hawaii and Colorado, Reid & Wright sell redwood internationally. Now through the energies of Richard Reid, they are back in the business of selling redwood and other lumber products to dealers in a growing new market.

Reid brought special qualifications for selling redwood to Colorado. Coming from a 'redwood family' he has lived and worked around redwood all his life. "I've worked in mills, in remanufacturing and in sales and distribution," he explains. "There's something about pulling lumber on the green chain day after daythat gives you a special feeling for the lumber. Being the new kid on the block, I've got to offer dealers something new. What I'm offering them is my own experience and specialization in redwood and Reid & Wright's physical capability to deliver the products they want."

"Redwood is beautiful and being well accepted," says Reid describing his venture in Colorado. He especially enjoys seeing the success of customers who have expanded their redwood line, whether it's with new products or products they haven't carried before. Many of his customers are selling more redwood than ever before in spite of high interest rates and slow construction starts. When asked what sort of a future he sees for redwood in Colorado, Reid replied without hesitating: "Nothing but growth."

Story at a Glance Energetic Colorado whole. saler sells redwood. service and Information stressed . . enthusiastic about area.

Re&vood bearrtyno tneatedwod can mafch.

Sittt;rson rctlrvood gar.icn grades provide natural beirutl'u ith another natural benefit, performance.

A ll tlre l\('rf{ ,rtt)rlrre ( .ll)J l1t( )rc, in ltrCt, that any treatlncnl Can irrr1..1p1

\\/itl'r Sinrpst)n C()nstruction Heart, Garden Heart, Construcrion C,,nrrnon irnd Merchantable srade retluootl, )()tlr cust()nler ge ts nntural redwood resistance to *'arping, tu'isting irnJ checking.

Re.lut,o.l heartu'txr.l resists rot, decal'and insects.

An.l all thc gar.len gradcs take and hold a finish better because there are no chernicals involvc.l ro react against or inter{erc with the finish. Thel'yard',1'ell too.

Garden grirdcs do all this bctter than pressure-treate.l u'oods, u'ith the natural bear.rty thirt enhances the valuc , rt arrt prr rjt't.t f,,r ).clr, t( ) (-\ )nlc.

For customers u'htt want perfrtrnrance, give ir ttr them bt-'autitully u'ith Simpson reclu'rxrd. It's ai'ailablc righr nori irt any rt th,-' d istribut i()n centers I istecl bc l..rtn

ARCATA, Drawer HH, West End Road, Arcata, CA 95521, (7O7) 822-0371

Kf RKLAND, 12249 N.E. 124th, Kirkland, WA 98033, eod 622-0320

LOSANGELES, 1 4141 Arbor Place, Cerritos, CA gO701, (213) 92G.6619

Simpson Building Supply Company

The special pr,oduct spaialists.

SANTA CLARA, 500 N.4athew Street, Santa Ctara. CA 95050 (4O8) 727-3222

SHELTON, PO. Box 698 Mill Street, Shetton, WA 98584. (206) 426-2671

4ffia m*nffi$ft*&T$t

A PLEDGE TO OUR RETAIL GUSTOMERS

fhe industry as we've known it for so many years has changed.

The traditional and ethical lines of distribution are disappearing - EXCEPT HERE!

We pledge to you the FINEST SERVICE availableanytvhere in the U.S.A.

We pledge to you a QUALITY PR0DUCT at competitive prices.

We pledge the very best in SALES PERSONNEL. We pledge to you the SUPPORT of our entire compan!; Seventy-five people in all, from our offices in Eugene, Oregon, and Grass Valley, Galifornia, to our Cargo facility on Terminal lsland, California, to our headquartefs in Ghino.

AND MOST IMPORTANT;

We pledge to you that WE WILL NOT SELL YOUR CUSTOMERS. Thank you for your support.

Redwood news break: more details below

/l PICTURE is worth athousand Iwords, according to an old saying, and redwood dealers across the country are finding this true when they use audio visual materials to boost redwood sales.

For as little as $30 they can show customers why redwood is a beautiful and practical choice for projects inside and out of the house as well as convince them that they really can do it themselves. Along with this they have a point-ofpurchase display that answers customer's questions and sells redwood when the sales staff is not available. Staff members also can be taught the virtues of redwood and how to sell it effectively using films.

Two LaBelle audio visual shows produced by the California Redwood Association meet these needs and more, according to Chris Grover, a staff member at the San Francisco, Ca., office.

A brand new film entitled Choose & Use Redwood Like A Prol gives consumers and sales staff information about the grades of redwood while illustrating and describing its many uses. A clear distinction is made between architectural grades used for paneling and siding, and garden grades used for decks, fences and yard structures. Running slightly

over five minutes, this show encourages viewers to do it themselves.

An earlier frlm, Redwood Decks

To Build & Enjoy has been used for more than a year by over a hundred redwood merchants. This six-minute presentation ties in with the Redwood Design-A-Deck Plans Kit and an assortment of other outdoor ideas and how-to-do-it literature. Equally effective for both personnel training and consumer information, the show sells more than just lumber-it sells the dream of outdoor living and the amenities that go with it.

The uses for these a/v shows are as varied as the needs of individual lumber merchants and their sales philosophies. Here are some ex-

Story at a Glance

Audio visual materials boost redwood sales . $30 invest. ment brings good return sales staff, customers both learn from films.

amples of how they are selling redwood.

In Louisiana, the J.E.B. Ransome Lumber Co., wholesalers, has purchased several LaBelle film cassettes on redwood deck construction. They loan these out or give them away to their more promotion-minded redwood customers. One was given to the Poole Lumber Co., a retailer in the New Orleans area. Wallace Poole, the owner, explained they have just purchased one of the newer LaBelle projectors that turns on automatically when a customer walks up to it. Poole commented on redwood's increasing popularity in his region, and in regard to the film, he said: "It's a very professional looking show that sells people on redwood. In that respect it's just like the literature produced by the Redwood Association."

Early last Spring, Everitt Home Center in Fort Collins, Co., held an ambitious deck promotion over two consecutive weekends. Craig Dandy, store manager, said the promotion attracted many interested d-i-yers and the show on decks was running almost continuously, giving prospective builders the details they needed.

A retailer in Fresno, Ca., Long's

(Please turn to page 62)

Advantageous, af f ordable redwood

ITH the current marketing situation, a will find it advantageous to emphasize jointed redwood products which have special

tages for building and remodeling.

dealer fingeradvan-

Finger-jointed, as a reminder, mpans short pieces of redwood, with knots and defects trimmed out, are machined at the ends and glued into long lengths. An example is Palco-Loc redwood.

Sforyat a Glance

Finger-jointed redwood . . short pieces glued electroni. cally. superlorqualities. affordable . . . super for re' modeling.

Of clear all heart vertical grain redwood, this product is end glued electronically using an exterior waterproof adhesive. The joints are tight and solid. According to builders, the lumber is straight and easy to work witli on the job. Another plus is its affordability. Finger-jointed redwood, with knots and defects trimmed out, are' solid redwood in the same grade, usually reducing costs by 35-4090.

The restoration and remodeling of old houses in urban areas provide an excellent market for finger-jointed wood. In San Francisco, Ca., for example, because the Victorians were originally sided and trimmed in clear all heart redwood and then painted, restoration jobs require the same wood.

Beronio Lumber Co. in that city has been able to supply contractors with clear all heart finger-jointed redwood at substantial savings. A big seller has been the lxl0 cove shiplap pattern manufactured by The Pacific Lumber Co. in Scotia, Ca. A traditional pattern used on many of the houses in the Bay area, it usually required milling, but now can be ordered in specific lengths.

(Please turn to page 55)

C0VE SHIPIAP pattern originally used on this Victorian duplicated in clear all heart vertical grain finger-iointed manufactured by The Pacific Lumber Co., Scotia, Ca.

house is redwood

TWO FLAIS became a four unit condominium in San Francisco, Ca', when remodeled with fingerjointed redwood. lt was advantageous for the architect t0 specift,ttie product costs less and has superior paintability.

TRIAD POS: MAKE SALES TODAT DECISIONS TOMORROW

Running a good business takes more than good sales. lt takes good decisions. You have to do both-sell, and decide what to sell, how many, for how much, and when.

But making good decisions takes time. So does selling How do you plan for the future when you're busy making today's sales?

With information. Accurate information abour rnventory, customer credit, pricing, cash floq purchasing, and more. All gathered in the simplest way possible: while you're ringing up sales.

That's what Triad's Point-of-Sale (pOS) system can do for you,

SALES THAT CENERATE TNFORMATION.

Every time you make a sale, your Triad pOS terminal automatically adjusts your stock levels, accumulates a sales history, and on charge sales, records receivables information. This information is then used by the system to suggest inventory reorder requirements and calculate your gross profits. And you can request a report for each register or clerk showing the complete day's sales activity, with check, bankcard and charge totals clearly identified.

But that's just the beginning. Your Triad can also give you repons on inventory turns, sales, and profit margins for any period by department, merchandise class, or individualitem.

That's the kind of information you need to manage your business.

SERVICE WHILE YOU SELL.

While Triad POS is collecting management information, it's also providing faster service to your customers. And helping you sell.

When you ring up the sale, Triad POS automatically charges the correct price-even for

promotion items or special customer discounts-and immediately prints a cash receipt or charge invoice with a description of each item purchased. Triad tracks your promotion sales and profits, and your seasonal sales activity. Each charge sale is preceded by a customer credit check for your protection-and your customersl

That's the kind of information you need to sell.

TOTAL CONTROL. TRIAD HAS ITALL.

Triad POS is just one part of the total Triad system. Our Inventory management package helps you balance your inventory and increase turns. And Triad customer accounting, accounts payable and general ledger applications help you improve cash flow by giving you vital information each month on the financial status of your ousrness.

CONTROL: lT'S JUST COOD BUSINESS.

With Triad, you can keep your costs down and your profits up. We'll get you off to a good start, too, with an evaluation of your business, your goals, and a plan to show you how your computer will pay for itself. Beiore you buy. Afterwards, we'll help you prepare system installation, assist you in converting your records, and completely train you and your personnel.

As you grow, your Triad system willgrow with you. With program enhancements and follow-up support that includes consultino. training, and periodic preveitive marnlenance.

With a Triad system, you can have the tools to run your business more profitably than ever. But don't take our word for it. Ask about our 3 60-day system trial. Callour California headquarters toll-f ree: 800/538-8597 (in California and Canada call collect: 408/734-9720, ext. 800), or write us at the address below.

DECK ENTRY from the San Diego, Ca., area, designed to meel weather conditions of the site, included a translucent windscreen.

Planter boxes, gazebo, and decking pattern were combined for visual interest as well as practicality. More than 160 prolessional and

do-it-yourself decks were entered in the contest last year.

Redwood competition builds deck sales

UMBER dealers and customers

Ibalike are beginning to look forward each year to spring and the annual redwood deck building contests.

As the competition becomes traditional with many dealers, customers anticipate the demonstrations and the opportunity to test their d-i-y skills.

The contests are excellent ways for lumber dealers to grab homeowners attention. Whether it is to establish an image as a do-it-yourself center or to cash in on word of mouth advertising, a contest can spark redwood lumber sales as few other promotions can.

Redwood is the ideal deckbuilding material for a contest promotion because it appeals to qualityminded homeowners who are serious about improving their outdoor living and the value of their home and

Story at a Glance

Deck building contests grab customers . . retailers tailor competition to sales philoso. phies. report record sales of redwood.

summer and enjoyed their best summer sales in years. It started with a media blitz advertising campaign where they explained entrants must build their decks out of redwood purchased from J&W and submit entries by turning in photos of their decks. When the contest ended with 160 entrants, it exceeded their greatest dreams and they had their best August sales ever.

Ten finalists were chosen from the photographs submitted and a panel of judges including two landscape architects, a local radio celebrity and a representative from the California Redwood Association inspected the finalist decks. The judges were impressed with the quality of work and the pride expressed by the builders who were do-it-yourselfers as well as professional architects and builders. Prizes of $500, $250 and $100 gift certificates were awarded.

Sierra Redwood Sales of Sacramento and Stockton, Ca., aimed their second annual contest at doit-yourselfers. With a grand prize of a trip to Hawaii, their first contest had successfully attracted a good deal of attention in the highly competitive Sacramento market.

Redwood Sales plan to continue them as annual events. Oddie Dalen of Sierra Redwood Sales commented "Word gets around about the contest. So when somebody in our area thinks about building a deck, naturally they think of us first."

The California Redwood Association offers these tips for holding a successful deck-building contest.

(1) Advertise the contest well in advance, preferably in the early Spring while homeowners are making summer plans.

(2) Kick off the contest with a do-ityourself deck construction clinic or other promotion.

(3) Build demonstration decks in a highly visible spot in your yard.

(4) Contact local media before and after your contest. It's likely they'll consider it a newsworthy human interest story.

follow through with good design and careful construction techniques.

Two retailers who dealprimarilyin redwood have reported extraordinary results from their deckbuilding contests. The differences in the way they conducted their contests reflect their sales philosophies, but both had the same end in mind-attract attention and sell redwood.

J&W Redwood of El Cajon and Sorrento Valley, Ca., a retailer serving the rapidly growing San Diego area held their first deck contest last

Since then they have concentrated on establishing a reputation as a doit-yourself center where homeowners can receive personalized planning assistance and advice. Their yard and offices reflect this philosophy. Displays show a variety of deck patterns with different understructure designs and railing. There are also examples of fences, benches, and other outdoor structures. In their offices, there are albums of photographs showing specific elements of decks. For example, one book covers different types of trellises and shade structures. Homeowners can custom design their decks, picking the elements that appeal to them.

The winners of the Sierra Redwood Sales contest included a retired man and a school teacher who built her deck with only the help of her l0-year-old son.

Both J&W Redwood and Sierra

JUDGES from the community in combination with local homeowner' contestants can make a deck building competition newsworthy lor local media. Contest judges shown with executives of J&W Redwood (left to right) were Mac Hudsun, local radio personality; Charley Jennings, owner of J&W; Todd Fry and Diane Womack, landscape architects; John Parsons, California Redwood Association; Clyde Jennings, mgr., J&W.

CRA tip sheets move short lumber

tlNE of the perennial problems

Yfacing most lumber dealers is how to move short, left-over and cut off pieces of lumber.

This dilemma can be solved with redwood because of its suitability for attractive, small do-it-yourself projects. Lumber dealers can turn what is a common problem into an asset with high-profit quality grades of redwood. To help dealers sell more short and carry out lengths of clear redwood lumber, California Redwood Association is promoting a special series of do-it-yourself tipsheets on small redwood space-saver projects.

Nationwide newspaper publicity features redwood bookshelves, 'bathroom vanities and plant furniture designed to use kiln-dried clear and clear all heart grades of redwood lx2s, lx4s, lx6s, and 2x4s in 4 to l0 foot lengths.

One page with illustrations, tipsheets have complete materials lists for each project, specifying exact redwood requirements for easy dealer handling. The plans are printed on a glossy paper stock for simple, inexpensive reproduction or may be ordered in bulk quantities from CRA or member mills.

Redwood Projects for Plants, construction tip sheet has appeared in selected newspapers nationwide, becoming one of the most popular CRA tipsheets. The bookshelf and bathroom vanity tipsheets offer

great potential for dealers to gain more redwood lumber sales. They also will get potential d-i-yers off to the right start. Experience has shown that after an initial sucess, d-i-yers tackle larger and more expensive projects.

Tipsheets tell consumers how easy-handling short lengths of clear and clear all heart redwood lumber ensure outstanding dimensional stability, low maintenance endurance, and genuine beauty unmatched by other woods. Lightweight redwood lacks pitch so it's smooth to work and machine. Hotdipped galvanized, stainless steel or

Story at a Glance

lnstructlons for small proiects use leftoverwood.. Initial successes encourage d-i.y . . dealers build tralflc wlth demonstrations.

aluminum nails are recommended, particularly for redwood in contact with moisture.

Redwood lumber dealers stocking tipsheets such as Projects for Plants and Space-Saver Shelves along with short redwood lumber can capitalize on the growing consumer demand for natural, top quality materials for d-i-y furniture that will Personalize and improve every part of their homes.

Projects for Plants includes a rugged redwood stand, 40 inches high for two potted plants, a l4xl6 platform for hanging plants, and a parsons style redwood bench 12 inches high and up to 4Vz feet long. All are right for deck, patio or any room of a house.

Redwood Spoce-Sover Shelves includes modular bookcase units two or four feet long, 27 inches high, with tilt-back shelves for paperbacks, and top bin for tape cassettes. Units can stand alone or link

(Please turn to Page 60)

For many western firms, satrvivql is the no. I order of the day ashigh interest rates and a lengthening recession continue to depress wood products and the bldg. materials industry . it is widely believed that if present conditions do not improve soon a rash of bankruptcies at all levels will occur . .

President Reagan has est. a cabinet level task force to propose new ideas to help housing, deadline Mar. 3l . ahigh level contingent of forest products leaders is set to meet this mo. with the President to plead the industry'scase...

For the 6th mo. in a row, housing starts were below the I million level . . latest Jan. stats show 894,000 units on a seasonally adjusted annual basis, down 0.690 from the mo. previous . . single family home starts rose 5.20/0, while multis dropped lDVo ... bldg. permits were up 6Vo, the 3rd straight rise in that important fig

In virtually every Western market, home building is at or near an all time low; in Ca., '81 housing starts were the lowest in more than two decades, off 27.5s/o from '80 . MocBeoth Hordwood is rebuilding its Montebello facility, badly damaged in a fire last year .

Victor Posner, Fl. financier, expects to complete acquisition o f Evans Products Co. , Portland, Or., through Sharon Steel Corp. purchases of stock in about two months , Wickes Cos., San Diego, Ca., expects to complete a $580 million revolving credit agreement with lenders to tide them over until summer; sale of the forest industries div. is stillpossible...

Bonanzo Building Centers is opening a fifth store in Santa Clara, Ca., with a sixth in Newark, Ca., due to open later this spring . . Economy Lumber & Hardware, Denver, Co., is building a 60x30 ft. addition . . Homeowners Do-It-Yourself Center, has opened a new store, no. 5, in La Puente, Ca.

Ampac Hardwood Lumber, Inc., Portland, Or., has changed its name to Universal Lumber Co., Inc., all else stays the same . . Ivanovich & Co. is a new office wholesale firm in Newport Beach, Ca., founded by Frank Ivanovich . Andersonia Forest Products, Inc., Arcata, Ca., has moved into So. Ca. with a sales office at Huntington Beach . .

IMest Ridge Plywood Coz, Westfir, Or., has reopened the old Edward Hines plywood plant to produce sheathing panels . . Sun Valley Door & Supply, Inc., Phoenix, Az., has moved to a new location, l0l N. 57th Ave., a 48,000 sq. ft. facility on 4 acres . . Rio Grande Forest Products is a new wholesale co. in Albuquerque, N.,M., Tom Walsh owner

Anderson Lumber has received the go ahead to build in Midvale, Ut. . . . Pay 'n Save has closed the first Ernst storc, a downtown Seattle, Wa., landmark for 75 years; a high-rise is slated for the location . Fife Lumber & Hardware, Fife, Wa., is building a 20,000 sq. ft. expan- sion . . . 84 Lumber's battle against the zoning regs blocking their proposed location in Phoenix, Az.,rcontinues .

Nusbaum-Levy Co., San Francisco, Ca., has moved to San Jose, C8., after having their operating inventory acquired by

Bacar, Inc, a housewares distributor, to become the hardware portion of the firm . . StrevellPaterson, hardware wholesaler. Salt Lake City, Ut., is continuing to operate although it is included in the American-Strevell Corp. filing for reorganization and refinancing under Chapter 11

Jensen-Byrd Co., Spokane, Wa., is buying the inventory and assets of Pacific Marine Schwabacher, Inc., Seattle, Wa. . . All State Forest Products, Pendleton, Or., has become an exclusive sales rep for Yaqk Volley Lumber, Troy, Mt. .

Standord Brands Paint Co., Torrance, Ca., is acquiring 25 stores and a paint manufacturing plant from Kwal Points Inc., Denver, Co. N.M. state legislature is questioning plans by Frontier Fiber and Meadows Resources to build a fiberboard plant and a sawmill near Las Vegas, N.M.; Meadows Resources is a subsidiary of Public Service Co. of N.M, (electric utility co.)

Daniel K. Ludwig, U.S. financer and shipping magnate, has given up his dream of a $l billion, 4 million acre Amazonian wood pulp and agricultural complex along the Jari River in Brazil, turning over the project to an allBrazilian consortium of private businessmen Construction has begun on the world's largest ipoad dome structure, the roof of a $44 million indoor stadium and convention center in Tacoma. Wa....

Proposed changes in the way the Feds sell timber from the National Forests are too complicated and will hurt a depressed industry says Western Timber Association . . . Wood Products Promotion Council, a coalition of the Southern Forest Products Association, Western Wood Products Association, American Wood Council, American Plywood Association and National Forest Products Association, has been formed to stimulate demand for woodproducts...

ru00n sEnvrc[ PIY G(l.

GALENDAR

MARCH

Wertern Wood Products Assoclrtlon-March 9-12, spring meeting, St. Francis Hotel, San Francisco, Ca.

Internrtlonsl Hrrdwood Productr Arroclatlon-Mrrch 10.13, annual convention, Rancho Las Palmas, Rancho Mirage (Palm Springs), Ca.

Loc Angeler Hardwood Lumbermrn'g Club-March 11, annual secretaries luncheon, Stevens Stcak House, City of Comrnerce.

Natlonal Home Center/Home Improvement Congresr & Expo-March 14.17, McCormick Place, Chicago, Il,

Confcrencc wlth Co4rcuMrrch 2il-2{1, WashinSton D.C,

Natlonal Remodelen Assoclatlon-March 25-21, annual home improvement and remodeling expo, Convention Center, Atlantic City, N.J.

Solid Parquet Flooring

The only complele DIY llne, plue pre.slalned mouldlngs to go wlth

It. A low malntenance product, a true peel & place DIY wood llle.

Plenty ol dealer merchandlslng alds.

Intermountdn Iogglng Conlcrence-Msrch 3l.Aprll 3, Sheraton-Spokane Hotel, Spokane, Wa.

APRIL

Phoenlx Hoo.Hoo.Ette Club-Aprll 2-4, Champagne Holiday, Hacienda Resort Hotel, Las Vegas, Nv.

Lor Angeler Hardwood Lumbcrmm's Club. Aprll 9, annual day at the races, Santa Anita Race Track, Arcadia, Ca.

Humboldt Hoo.Hoo Club-Aprll 15, Railroad Night, Ingomar Club, Eureka, Ca.

Amerlcan Inrtltute ol Kltchen Dealers-Aprll 1t.21, kitchen/bath industry show, Convention Center, Dallas, Tx.

Amerlcan Hardwarc Manulscturers Acsoclatlon-Aprll 1t.21, Shamrock Hilton, Houston, Tx.

Weil Coart Lumber Inrpectlon Bureru-Aprll 23, annual meeting, Benson Hotel, Portland, Or.

Amcrlcen Hrrdborrd Arsoclatlon-Aprll 25.2t, annual meeting, Hyatt Regency Hotel, San Antonio, Tx.

Soclety ol Amerlcrn TYood Precsrverr-Aprll 25.2E, annual meeting, Hyatt Regency Hotel, New Orleans, La.

TYoodwork lnrtltute ol Crlllornlr - Aprll 29-Mry 1, 3lst annual convention, Quail Lodge, Carmel Vdley, Ca. MAY

North Wert Tlmber A$oclrtlon-Mry 2-5, annual meeting, Salishan Hotel, Glencden Beach, Or.

Hcrdwood Plywood Monulgcturen Asroclatlon-May 5.7, spring convention, Royal Soncsta Hotel, New Orleans, La. Southern Oregon Tlmber Indurtrler Assoclstlon-Mry 7, 35th annual meeting, Red Lion Inn, Medford, Or.

Nrtlonrl Bulldlng Mrterlal Dlrtrlbuton Arcoclrtlon-May 9.t2, spring convention, Innisbrook Resort, Tarpon Springs, Fl.

Nrtlonrl Kltchen Cablnet Auoclatlon-May 9-12, 27th annual convention, Boca Raton Hotel, Boca Raton, Fl.

Lor Angeler Hrrdwood Lurnbcrmrn'r Club - Msy 13, dinner and election of officers, Velvet Turtle, 530 E. 33rd St., Long Beach, Ca.

Olymplc Logglng Confcrence-Mry 13.14, annual meeting, Empress Hotel, Victoria, British Columbia.

Lumber Merchsntr Arroclrtlon ol Nortbern Callfornlr-May

13-15, annual meeting, Hyatt Regency, Maui, Hawaii.

Natlonrl Foreil Product! Amoclrtlon-May 16.19, spring meeting, L'Enfant Plaza Hotel, Washington, D,C.

Arlzonr Lumbcr rnd Bullden Supply Auoclatlon tMry20.22 61st annual convention, Little America Hotel, Flagstaff, Az.

"The product wlth the selllng edge"

Rolando Lumber Co., Inc.

Rolffio Lumber Sales, Inc.

Mt.Assn. Changes Name

The Board of Directors of the Mountain States Lumber Dealers Association voted to change the name ofthe association to the Mountain States Lumber and Building Material Dealers Association, effective Jan. I, 1982.

Association pres. James Beardall,

Ogden, Ut., said that the addition of the words, "and Building Material," is intended to make the name more reflective of the broadening scope of the industry and the organization that represents it in the Mountain States region. He said, "the new name is also compatible now with that of the National Lumber and

Merchanl Magazlne Building Material Dealers Association in Washington, D.C., our national affiliate."

The association represents some 300 lumber yards and 100 supplier companies employing over 7,000 people in the five state region of Colorado, Idaho, New Mexico, Utah and Wyoming.

Other officers elected at their recent annual convention are Don MacDuffie, Casper Lumber Co., Casper, Wy.; Roger Wulf, Boise Cascade Building Materials Center, Aspen, Co.; Ralph Hutchison, Carroll Building Materials Co., Albuquerque, N.M.; Kay Clark, Clark's Millwork and Lumber Co., Roberts, Id., regional v.p.s. Ken Nelson, Everitt Lumber Co., Ft. Collins, Co., is immediate past president.

NEW 0FFICERS of the Mountain States Lumber and Building Material Dealers Association are (seated from left) Ken Nelson, immediate past president; James Beardall, pres., and Don MacDuflie, v.o. (Standing) Roger Wulf, Ralph Hutchison, and Kay Clark, all regional v.p.s.

Hardboard Producer Gearing Up

?HE HARDBOARD Division of I Evans Products Co. in Corvallis, Or., is gearing up to meet new market demands in spite of the present economic uncertainty.

Contrary to the faltering lumber and plywood plants, the Hardboard Division has been operating at full capacity. Bill Hoffman, sales manager, notes that production has only recently caught up to demand. "We've been in an over-sold condition for a number of years," he said. "It meant that we had no op- portunity to build an adequate customer inventory. We expect to take advantage of this temporary slow-down to remedy the situation."

The company has other plans directed to the long range. General manager Carl Henricksen says, "We are looking for ways to expand our business through expansion of product lines and concentrating on

demonstrated strengths-our efficient manufacturing and a good field sales force."

Henriksen feels that custom business in the form of printing and lamination is one of the most promising avenues. He explains, "There is an opening in the lowpriced paneling market that we can serve with hardboard prefinished

(Please turn to page 27)

Story at a Glance

Hardboard market forges ahead... efflclent manufactur. ing wlth good fleld sales lorce supports expansion . . d.i.y customers, home lmprove. ment dealers rosponslve to product.

FALOO RUSTIC REDWOOD

Bevel Siding in a Dramatic Pattern

This shape of the rabbeted pattern has a self-aligning feature which aids the siding's application. Also, driving nails is easy because the back surface ofthe rabbeted sidrng is flush against the sheathing; also would be flush against stud surfaces when applied directto studs.

There is increasing demand for rustic redwood bevel sidings. Here is Pacific Lumber's rustic redwood in a handsome new rabbeted pattern. Available in 6" and 8" widths, this pattern provides maximum stability with extraordinary ease of application. PALCO rustic rabbeted gives a strong horizontal line to a new home that will set it apart from the more commonplace vertical applications.

Additional important advantages:

o lt is air-seasoned.

o Has a handsome saw-textured surface.

Has a combination of genuine natural rustic appearance with the traditional inherent characteristics of redwood's superior performances. Economical- is available at affordable costs.

o Produced in long lengths, it fits on most wall areas with very few butt joints.

o Extra thickness helps keep knots in place.

SPECIFIC ADVANTAGES OF PALCO RUSTIC

REDWOOD RABBETED BEVEL SIDING:

ls air-seasoned:

Air-seasoning for many months before being run to pattern removes most of the moisture from the wood slowly and naturally. This process dries the wood without stresses. Knots are held in place better and check less. Seasoning helps sustain the beauty of redwood's natural color. The reduced weight provides easy handling and significantly reduces shipping costs.

Has redwood's inherent characteristics:

1. Unique natural beauty with attractive grain and knots. Sapwood and heartwood together provide a pleasing color contrast.

2. Dimensional stability with minimum warping, cupping or checking.

3. A cellular structure that provides superior workabilityeasy sawing and nailing.

4. Superior finish-holding of stains and paints.

5. Decay and insect resistance of redwood heartwood make it very durable.

Resistance to damaging weathering effects.

Excellent insulator-'l " redwood has the same thermal insulation as 5.8" thickness of brick, 9" concrete block, 13.7" concrete. 1.706.0' aluminum.

Low flame spread rating, means more resistance to flame spreading than most other species of wood products.

Has top quality saw-textured surface:

Not just roughed up, the surface will hold stains and paints up to twice as long as many smooth surfaces.

Has exceptional thickness:

Manufactured with a hefty overall butt thickness, the exposed portion of the rabbeted butt is s/e"- much thicker than that of the traditional rabbeted sidings. Knots remain in place better than in thinner sidings.

APPLICATION INSTRUCTIONS :

For sheathing use fiberboard, plywood, or lumber, etc. Rigid foam plastic sheathing can cause misperformance of wood sidings. Until the problems are solved, we have to recommend our siding not be applied over rigid foam plastic sheathing.

Use only corrosion-resistant nails to avoid staining of the wood: top quality hotdipped or hot-tumbled galvanized, or stainless steel nails. Nails must penetrate 11/2" into studs or 1lz" combination of wood sheathing and studs. lf sheathing is not solid wood, use long enough nails to penetrate studs 1%".

Spacing of Ve" for expansion clearance.

FINISHING RECOMMENDATIONS:

Palco's Rustic Redwood can be linished with a variety of appearances.

1. Stains: Oil-base semi-transparent stains, very popular, provide color but don't hide the grain, knots or texture. Oil-base opaque stains will usually obscure the grain and knots but not the texture.

2. Paints: Top coat can be either latex or oil base and must be applied over a compatible prime coat. Prime coat must be an oil or alkyd-resin base, or a stain-resistant latex base.

3. Water-Repellents: A non-pigmented water-repellent coating will minimize the darkening. The sur.face will become a buckskin tan. lf reapplied, water-repellent can keep the buckskin color; if not, driftwood gray will be reached in time.

4. Do not use shake and shingle paints, low lustre alkyd paints, or varnishes.

DETAI LED PRODUCT SPECI FICATION

SHIPPING INFORMATION FOR DISTRIBUTORS:

This siding is available in truck or carload quantities or can be mixed with a wide range of redwood lumber, Douglas fir lumber and plywood.

Product name: Palco Rustic Redwood Rabbeted Bevel Siding. Sizes: Nominal 1t/a" x 6" is Pattern #472', |/q" x 8" is Pattern #473. Net sizes are shown in this sketch: Lengths are random 6'-20'

l

Grade: A combination of Select and Construction Common, air-seasoned, saw-textured surface.

Units: Each unit contains 1,750 feet surface measure and is oretallied.

PALCO RUSTIC REDWOOD is also available in thick butted Bevel Sidings 11/r" x 10", 12". Ask for the PALCO literature. Other patterns including vertical siding are available on special order.

b. 7.

HARDBOARD PRODUCTION

(Continued from page 24)

products. We are presently learning how to adapt to that production on the equipment we now have. Of course, we will also maintain our position as a hardboard manufacturer. "

Less than a year ago, Evans introduced a new Dominion Line of prefinished, woodgrain-paper hardboard panels. The success of the new product line has been reported as unusually good. The initial seven designs are slated to be expanded to l0 or 12 before mid-1982.

The product is a paper overlaid hardboard which simulates a number of different kinds of woods. And while the hardboard industry is predominately oriented to l/4" thick panels, Evans pioneered and led the industry with the l/8" panel concept.

These hardboard panels are in-

tended primarily for application over existing wallboard or other solid backing. They offer an advantage to the d-i-y homeowner with easy handling.

Home improvement dealers also experience an advantage in handling the panels since they require less storage space and are half the weight of standard hardboard panels. Point of sale handling is also claimed to be easier.

Evans Hardboard concentrates its marketing efforts West of the Mississippi River. At the present time, the Hardboard Division accounts for about l09o of the production on the West Coast.

Evans has been in the hardboard manufacturing business for 28 years. "The basic philosophy remains pretty much the same as ever: look for ways to serve the market, do it better and offer a more complete service in a long term customer relationship," says Hoffman.

Positive Discipline

A warning about job performance and possible dismissal can be positive if the manager maintains control of the situation.

Employees should be encouraged to talk. This way they usually disclose the true reasons for the misconduct. The manager should listen carefully without sympathizing.

The manager should act naturally, staying in character, whether he is normally tough or soft spoken. If a difference of opinion is involved, a compromise should be sought.

Reaction to discipline is usually more effective if the initial penalty is less harsh than expected. Performance often improves when the employee feels that management tried to correct the situation, not punish him.

ARIZONA SGENEqP

FRANK DAVIS executive vice president

IVE of our country's leaders are scheduled to take part in the association's 1982 convention, May 20-22 at the Little America facilities in Flagstaff.

Cal Brand, deputy director, policy and budget, Hud, Washington, D.C.; Doug Ashy, president, National Lumber and Building Material Dealers Association, Lafayette, La.; John Pritchard, v.p., LUA, Boca Raton, Fl., are included on the program. Ross Kincaid, former exec. director of the Western Building Material Association, Olympia, Wa., will moderate one of the panel discussions. Keynote speaker for the Saturday program will be Tom Haggai who is considered one of America's top speakers.

Dave Runyon of Flagstaff is chairing arrangements for the convention which will follow the theme Build Arizona in keeping with the fact that our state is the fastest growing in the nation.

Your staff is examining several of the

bills before the Arizona state legislatgre and will work on those concerning our industry. Out in the field, Bob Ramsey and I have visited members in Phoenix, Yuma, Parker, Lake Havasu City and Kingman.

Our association was host for the Western States Lumbermen's Council meeting at the Doubletree Inn, Scottsdale

Mall, Scottsdale, Feb. 7-9. Representatives ofthe seven federated associations in theWest, Lumbermen's Association of Texas, Mountain States Lumber Dealers Association, Western Building Material Association, Montana Building Material Dealers Association, Lumber Merchants Association of No. Ca., Lumber Association of So. Ca. and our own association exchanged ideas on management and coop programs.

Of interest to our industry is the University of Arizona's Executive Development Conference, an intensive seminar designed for middle and upper level managers. Dates are April 22-30 at the Hacienda del Sol Resort, Tucson.

cording to Jim Beardall, pres., who announced appointments at the January board meeting.

The new legislative affairs committee will keep members aware of pending legislation at the state and national level. Beardall appointed a representative from each state to inform the association office of local legislative activities. They are

FRED CARUSO executive secretary

G! eveRel new committees will lEassist the board of directors in accomplishing goals in the coming year, ac-

March,1982

Ralph Hutchison, Carroll Building Materials Co., Albuquerque, N.M., chairman; Keith Ker, Max Ker & Son Lumber Co., Idaho Falls, Id.; Dave Stookesberry, Economy Lumber & Hardware, Greeley, Co.; Rick Heimsoth, Capital Lumber Co., Cheyenne, Wy.; and Howard Anderson, Anderson Lumber, Ogden, Ut.

The finance and planning committee will review dues and bylaws annually each year, promote continuity of leadership and assist with planning. Committee members are Roger Wulf, Boise Cascade Building Material Center, Aspen, Co., chairman; Bob Young, Boise Cascade BMC, Orem, Ut.; Ken Nelson, Everitt Lumber Co., Fort Collins, Co.; and Marvin Steele, Estes Park Lumber & Hardware, Estes Park, Co.

A new committee to promote membership in the association and recognize members for outstanding contributions to the industry and the association, the membership development, awards & recognition committee includes Kay Clark, Clark's Millwork & Lumber Co., Roberts, Id., chairman; Don Northrup, Lost River Lumber Co., Arco, Id.; and Keith Ker.

The education & training committee will continue to recommend policies for the development of education programs for lumbermen and their employees throughout the Mountain States. Named

co-chairmen were Don MacDuffie, . Casper Lumber Co., Casper, Wy., and Jerry Tracy, Jackson Lumber Inc., Jackson, Wy. Committee members will remain the same as last year.

'The Young Lumbermen Committee attempt to identify young lumbermen and involve them in the affairs of the association. Rick Heimsoth will chair the committee.

CHUCK LINK executive director

INCOURaGING news from Idaho Eis an announcement by the housing agency that it will offer $25.2 million in low interest (1390) mortgage money to middle and low income state residents desperate to buy their first home.

To be eligible for the loans, single residents must make $23,000 or less a year. The income limit increases to $27,000 for a family of five and goes up $1,000 for each additional family member. Loans must be used to buy older homes or construct new single-family dwellings.

Costs cannot exceed $50,000 for older

homes and $57,000 for newly built homes. The funds became available Feb. I at I I lending institutions, Citizens National Bank, Idaho Bank and Trust, Idaho First "'-,ional, Lomas and Nettleton, Northern State Bank, Sherwood and Roberts, Transamerica, Utah Mortgage, Valley Bank, Western Pacific and General Electric.

Washington residents who want to get a quick message to their legislator regarding legislation during the remaining days of the 47th Washington Legislative session can use a statewide toll-free hotline. Between 8 a.m. and 6 p.m. weekdays and 9 a.m. and I p.m. Saturdays, messages will be taken from those calling l-800-562-6000. Constituents also are urged to call legislators directly, visit them at their offices or write them a letter.

Freight Overcharge Common

Save dollars by keeping a close watch on freight bills which frequently have overcharges according to transportation consultants.

They found that overcharges occur up to 80q0 of the time with most errors caused by hasty calculations.

Common mistakes include errors in billing weight, failure to make up a bill of lading and errors in classification. Also beware of paying for pre-paid shipment and paying the same bill twice.

Eye ol the Giant

A complete inventory of Idaho's forests is expected to be completed this year using satellite pictures from NASA's Landsat 2 electronic camera.

Preliminary tests have been used by the U.S. Forest Service to monitor and manage national forests. Landsat data can be adapted by computers to create false-color maps for categorizing different vegetation and ecological zones. Covering an area about I l5 miles square, the pictures assist the Forest Service in measuring changes in growth and health of forests.

Federally Frustrated?

If you are frustrated by a problem involving the federal government and don't know which agency or official to contact, try the Roadmap Program first. Write the Commerce Department, Business Liaison Office, Room 5898-C, Washington D.C. 20230 or call (202) 377-3t76.

Ways to Prolong Pump Life

Water pumps in trucks will last longer if antifreeze is used all year long. Pumps should be replaced only when showing signs of wear, not at a predetermined mileage.

Photo by Georgia-PaciJic

KING-SIZE load of lumber was shipped by Niesen-Ward Forest Products, Inc., Fort Bragg, Ca., to kick off their 1Oth year in business. Tallying out to 43,325 board feet of kiln dried surface redwood, the truik ahd trailer load was the largest ever made by Georgia-Pacific at Fort Bragg, according to Bill Niesen and Paul Ward.

It takes a big tip off and a fast break to make a slam dunk in this year's lumber market. Yet, the pros, who score most often, know the coaching staff at South 8ay has the right strategy to keep you in the game" With over 15 million feet of redwood, Western rCd cedar, pine. spruce, incense eedar a*d f ir, South Bay has the l'magic toucl!'tg ggt you the right product. at the right price an{ at

the right time. Extra finesse is added$V two modern planing mills conveniently locpted to give you f ast service on any spoqal requirements. Strong support by our newqgf fookie, more points on the loard. Dcn't South Bay now! . 'i 1 ,

Sonoma Thin Panel, willhelp you

22OO No. Glassell, Oiange, CA. (213) 86O-77e1 , (7t4| 637-53sA

164 Healdsburg Ave., Healdsburg, (707)433'3313 1"i i,. ' :,

the Co npor mpet

Western dealers give computers high scores

r r R

|"?,Y:,".,?,,,'i':1.l;; ;,;,; profit margin improvement quicker billing and payroll . . better management information and decision making." Comments like these underscore how two Western lumber dealers benefited from recent computerization.

Woodward Lumber, Las Cruces, N.M., and ABZ Lumber, Denver, Co., modernized their mega-dollar building material companies this year with Aid/Man computer systems. Both say they witnessed dramatic improvements in profitability, business operations and management effectiveness.

Aid-In-Management, Inc. (Aid/Man), offers computer systems that were developed by lumbermen for lumbermen. A sub-

sidiary of Builder Marts of America, [nc., the systems are presently being utilized by more than l00lumber dealers throughout the United States.

Gary Woodward reportedly found the computer paid for itself in ten months. Savings in inventory and more effective internal controls boosted gross profit margin nearly 30/o at his $10 million dollar operation.

Inventory analysis reports alerted Woodward to the fact that several thousand of his 10,000 stock items hadn't moved in one year. Now, he is in the process of reducing inventory by $300,000 to free cash and reduce carrying charges related to excess inventory.

He found that 325 of 10,000 items accounted for 8090 of the sales and

MANAGEiIENT inlormation provided by computer systems helps a dealer to make decisions regarding his operation.

that 120 of 24O0 customers brought 8090 of sales.

The program aided Woodward's truss manufacturing operation. A single, pre-fabricated roof truss order signals the computer to itemize each of its component parts, deduct them from inventory, cost the total unit and register the need to re-order parts automatically. As lumber prices fluctuate, each component number is instantly re-priced to help maintain gross profit on every succeeding order.

In other processing areas, the payroll system now does in 20 minutes what formerly took two hours. The payables system identifies opportunities for cash discounts and the receivables svstem

Story at a Glance

Lumber dealers modernize operalion with computers . . Inventory savings. better inlernal control tlme savang, accuracy termed dramatic.

prohibits sales to customers placed on credit hold.

Bob Mandel, owner of ABZ Lumber, searched for a computer system before he installed the Aid/Man unit five months ago. He was familiar with computers, having used a service bureau for years.

His $9 million operation, which dates back to 1934, saw benefits in each computerized area. "We run longer into the month before closing," Mandel noted, "which adds four days of purchases to the monthly invoices." Faster return of money boosts profitability.

Inventory management information led to more turn and profit on every stocking item. Slow movers are being deleted and overstocks trimmed.

Daily reports provide "very helpful management information," he noted. "We are integrating these financial reports into management decision making, taking advantage of receivables aged analysis, customer status, credit limits as well as the inventory system reports."

"The quotation retention system enables our desk employees to quote a job and update line items or quan-

R

tities over time as needed. The computer lets us sell the order and handle all order filling, inventory update, billing, pricing and collection automatically. The time saved and guaranteed accuracy here are dramatic," he noted.

The Aid/Man group provides a turnkey service. The staff helps a dealer select the proper computer system, carefully supervises the installation, and provides on-going support services.

CO.

INVENToRY control is current with computer terminal recording the vital statistics of each sale.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Atfiliates

1 1650 lberia Place

To pour more salt on the wound, they San Diego, Ca. 921 28 keep producing smaller community direc-

lHafe the phone company, phone anI swering devices and telephone answering services.

My dislike for the phone company is not because of their service or even their rates. It's because of the questionable selling practices oftheir advertising space sales department.

Firstly, they sell their Yellow Page advertising by the month (try buying only I I months). Then, they continuously add classifications that, as a retailer, you're reluctant to miss. It used to be easy. You just bought a listing or ad under LUMBER. Nowadays, however, you've got to consider "Building Materials," "Contractor Alterations," "Hardware," "Kitchens," "Plumbing Supplies" and just about every other imaginable category. Will they someday try selling advertising by SKU?

torieseach with its narrow product classifications. In metropolitan areas a retailer could easily exceed 290 of his gross volume by taking a small ad in every broad category in every phone directory in his market. Frankly, I think the retailer who ends his print and broadcast advertising with "Look us up in the White Pages ." is a smart merchant.

Electronic telephone answering devices are a pain. I'm intimidated by the recording that either orders me, or pleads with me, to leave a message and I'm mad as hell to have made a long distance call to talk to a machine. I'd rather have the phone go unanswered and remake the call.

As for telephone answering services, they get my award for "Scaring new business away." Very few things annoy me more than the curt, "Please holdclick." Mostly I don't hold because the few times I did hold, I kept holding and

holding and holding! When I call a business and get an answering service my immediate reaction isNo office! No employees! No communication! No follow-up! Nobody really cares! No business from me! As a customer, I've had answering services tell me that "He's out, please call back later" without any attempt to take my name or number or ask about the nature of the call. Chances are I will make another call immediately to another supplier.

The bad job of screening phone calls is not restricted to answering services. We've had recent experiences with major corporations who do a poor job oftraining their people on how to keep their product and services up to the standards their public relations department boast about.

Last week our office shopped for word processing equipment. Our ultimate purchase will probably exceed ten thousand dollars. That's not a bad initial sale for some company and there's continuing volume in software and supplies. But, we witnessed personnel at giant companies like Xerox, IBM, and Radio Shack destroy much of the image that their advertising tries to create.

Here are some of our experiences:

o We toldthe sales department of IBM

(Please turn to pase 52)

We knovv lumber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a do$ house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in any cluantity you need. If we don't have it, we can make it.

Just ask. A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T€pT and rail. A Also please inq[uire on clear Douglas Fir and Hardr,voods.

Intense Promotion Pays Off

To paraphrase a comment of the current times, "when the going gets tough the tough get going." Ifthere is something you want, go for it.

Apparently the Palmer G. Lewis Co., Inc. advertising and promotion high-intensity all day seminar held at Auburn, Wa., had something the dealer wanted. Dealers and store managers came from all over the state for the third annual session.

According to Chuck Lauber, PGL advertising and promotion director, the turnout journeyed from all over the Evergreen State, Spokane, Yakima, Prosser, Moses Lake, Bellingham, Roslyn and Kingston as well as from Seattle, Tacoma, and Olympia. Attendance figures revealed 36 dealers and 2 suppliers present to learn advertising planning, budgeting, media selection, the use of co-op funds to increase advertising muscle, moving merchandise by utilizing tabloids, truckload sales, home shows, product demonstrations and proper in-store merchandising.

In the afternoon, testimonials by

three retail dealers highlighted "My Most Successful Promotion." The stars of this segment were Pat Cavanaugh, partner, Cavanaugh Ace Hardware, Auburn; Debbie Meier, v.p., Sea-Coma Lumber, Tacoma, and Rick St. Mary, mgr., Upper Valley Hardware, Selah. Dramatic sales increases were enjoyed by these dealers who had strong positive promotions in spite of economic hardships. Staff increases at Sea-Coma Lumber, for example, resulted from effective promotions. Two full-time employees were hired to handle increased sales.

The official welcome to students came from PGL president and chief operating officer, Richard E. Lundgren. The keynote speaker was David Rogoway, director of information services for the American Plywood Association. His presentation of the APAFamily Cricle house of the '80s and the all-weather wood foundation system caught the fancy of the audience.

A "hands-on" session involved all students with the task of laying out a half page newspaper ad from

The Merchant

elements supplied. A truckload sale heading, illustrations, body copy, a variety of coupons and tools including rulers, glue sticks, pencils and a newspaper layout sheet were handed out. A new respect for creating newspaper display ads and the local media staff serving the retailers was developed, according to Lauber.

The co-op advertising instructors included Don Carlock, Diversified Media, Seattle, who opened many eyes to the tremendous "sleeping giant" potential by relating the case study of one retailer he guided from being a $40 a month advertiser up to a $15,000 budget, most of it paid by supplier co-op. Darrell Nelson, coop coordinator for the Tacoma News Tribune, explained the simple but necessary steps and methods used to set up a retail co-op program and PGL's co-op coordinator Joyce Grip gave specific comments directed to retailers concerning distributor requirements.

PGL's printing and promotion experts Jack Gilbert and Jim Bentley, covered the tabloid promotions,

Lightuveight and flexible for easy handling

Reusable for longer life

Rip-proof and waterproof for greater protection

Low cost for safe economical storage

Available in white to reduce condensation

"CRIFFOLYN is auailable in a uariety of weights, sizes and types to fit euery ,i"d.i' Phone or write today fo, your free brochure and samples: (InTexas or Canada call colbct: (713) 943-0070).

Call T0LL FREE 800-231-6074

ItIlPR0YE SlllPPltff PR0fE0flhil "

March,1982

truckload sales, product demonstrations and store merchandising. Lauber acted as m.c. and presented advertising basics and media analysis.

All students were presented with a special Advertising and Promotion Certificate of Merit and a questionnaire requesting opinions and analysis of the program's effectiveness.

"The tremendous interest and response indicated by dealer turn out prompted us to take the show on the road," concluded Lauber. "Already we're making plans to schedule similar seminars in Oregon and Eastern Washington. We know that dealers who advertise and promote aggressively will survive these tough times, enjoy increased business and produce turnover."

HIGH INTENSITY advertising and promotion speaker, (1) Pat Cavanaugh, Cavanaugh Ace Hardware, Auburn, Wa., explains the way to gauge the success of a promotion based on promoti0n expenses versus dollar volume sold. Retailers attending lhe seminar sponsored by Palmer G. Lewis Co., Inc. faced the challenge of assembling half page truckload sale ad from elements provided with (2) Jim Bentley assisting Lowell Hanson, Field Lumber, Kent, Wa., and Rob Harper, Harper Building Materials, Rosyln, Wa. (3) P0rtion ol the group attending from all over washington state. (4) Rick st. Mary, mgr. Upper Valley Promart, Selah, Wa., tells his promotion success story. (5) Debbie Meier, v.p. Sea-Coma Lumber, Tacoma, Wa., explains using a tabloid in conjunction with newspaper and radio back-up.

PERSONAIS

Robert E. Ridgeway, assistant director of the financial & administrative services division; David R. C-ountrymrn, mgr. research services; Thomrs E. Batey, Jr., mgx., standards services, and Ralph II. Sundberg, Tacoma regional mgr., quality services division, have all taken early retirement from the American Plywood Association, Tacoma, Wa.

Edward C. Evans is heading the new Andersonia Forest Produsts, Inc., Arcata, Ca., So. Ca. sales office in Huntington Beach, Ca., according to G.E. Anderson, pres.

Lyn Rabun is new to sales for lumber, particleboard and millwork at Navajo Forest Products, Navajo, N.M., according to Joe Shipman, gen. sales m8r.

Willis Phel, pres. of the cedar panel division of Shakertown Corp., Winlock, Wa., also has been named pres. of Wood Specialty Products, Moutlake Terrace, Wa., according to Craig Buker, board chairman of the parent Shakertown Corp.

Gary Simmen has retired from GabbertSimmen Lumber Co., Sacramento, Ca., for the life of a rancher, raising sheep and rabbits on his spread at Wilton, Ca., (south of Sacramento).

Bruce Ingram, Product Sales Co., is back in Orange, Ca., after a No, Ca. sales triP.

Doug Willis, "Sully" Sullivan, and Dennis Richardson, South Bay Forest Products, Orange, Ca., are back from a week off for "attitude-adjustment."

Gene Burnett, Pacific Madison, Downey, Ca., is at home recovering nicely, his wife, Diane, is pleased to report, from a triple by-pass heart operation.

Jerry Witt, Afco Industries territory mgr. in So. Ca., has been named salesman ofthe year for his company, according to David G. Bancroft. asst. to senior v.p., marketing and corporate development, Diboll, Tx.

Richard Rising has been named national sales mgr., wood preservative products, for Reichhold Chemicals, Inc., Tacoma, Wa. He was northwest regional mgr. for Simpson Building Supply Co.

Bob Abbott is now a buyer at Far West Fir Sales, Huntington Beach, Ca.

Roger Plath has joined the trading staff of Simon,Crabtree and Ryan, Inc., Lake Grove. Or.

George Throop Jr., George L. Throop Co., Pasadena, Ca., his wife Nancy; son Gcorge Throop trI, his wife Mrrshr; and son Jelf were recent winners on the Family Feud, an NBC game show, taking home $10,563.

Willirm TY. "TYdly" St. Clairhas joined Preway Inc., Wisconsin Rapids, Wi., as So. Ca. zone sales mgr.

Murray Pdlrt is managing the newly expanded Fife Lumber & Hardware, Fife, Vy'a., according to Al Meier, pres.

Michael Clauscn is now production mgr. at States Lumber Industries, Eugene, Or.

Tom Walsh has opened Rio Grande Forest Products, a new wholesale co., in Albuquerque, N.M.

Thomas P. Barnum has been named national accts. mgr. and PeterJ. Draghi Western regional sales mgr. at Deft, Inc., Irvine, Ca.

Mfte Johnson who has been appointed gen. mgr. of ldaho Timber Corp. of Texas is relocating in Fort Worth, Tx.; Jim Virgil has been appointed gen. mgr. of production and commodity sales, and Brad Bower, gen. mgr. specialty wood products, according to Larry Williams, pres., Idaho Timber Corp., Boise, Id.

Cliff Smoot, Masonite Lumber Div., Calpella, Ca., vacationed in Tucson and Phoenix, Az., in early Feb. Betty Foster got in a late Feb. vacation in So. Ca. and Az.

Gordon King, Hampton Lumber Sales, Portland, Or., is back from a recent Princess Cruise in Medco.

Steve White has transferred from the Terry Building Center, Northridge, Ca., to the general offices of The Terry Co., Tarzzrra, Ca., as a member of the purchasing dept. according to Steve Mellem.

Dick Smallridge, Dier Lumber Co., Sacramento, Ca., and his wife, Rebecca, had a baby on Feb. l, Garrett Richard, weighing 7 lbs., 3 oz.

Frank Doepker, C-E Morgan Building Products, Oshkosh, Wi., was elected pres. of the Fir and Hemlock Door Assn. at the annual meeting in Eugene, Or. Ed Young, Simpson Timber Co., Seattle, Wa., moved to v.p.; Dennis Hill, E.A. Nord Co., Everett, Wa., sec.; Robert H. Hunt, Western Wood Products, Portland, Or., re-elected executive sec./treas. Craig Agee, Nicolai Co., Portland, Or., is the retiring pres.

Jim Faust has been named co-manager of the 84 Lumber Co. store in Albuquerque, N.M.

Frank Gilchrist, pres. of Gilchrist Timber Co., Gilchrist, Or., is recovering at St. Charles Medical Center, Bend, Or., from injuries suffered in a cartruck collision Jan. 22.

The Merchanl Magazlne

Robert Huffman, paint mgr., Corona Lumber Co., Corona, Ca., and Don Rolf, Capitol Brush Co., received color televisions from Peter J. Draghit western regional sales mgr. for Deft, Irvine, Ca., as winners in a recent contest.

Dennis Larson is new mgr. of the Palmer G. Lewis Co., Inc. warehouse operation at Spokane, Wa., replacing Walter Maes who will be servicing special branch accounts. Scott Fairchild, outside salesman, has been promoted to Reno, Nv., branch mgr., replacing Les Hayes who has retired.

Judd Webber is now with Olympic Cascade Corp., Eugene, Or.

Dean Drake, The O'Malley Companies, Phoenix, Az., and Frank Davis, exec. v.p., Arizona Lumber and Builders Supply Association, Phoenix, Az., were recently on a business survey trip in Ca.

William Powell is the new advertising and promotion mgr. for States Industries, Eugene, Or.

Terry Patterson and Chuck Thompson are now traders at Continental Forest Products, Lake Oswego, Or.

Peter French has joined Ponderosa Products, Albuquerque, N.M., as a marketing consultant.

Jim Wallace and Terry Shaffer have joined the marketing staff of ldaho Timber Corp., Boise, Id.

Dale McCodmick,' Eugene-Willamette Lumber Co., Santa Ana, Ca.; Steve Koontz, Randall Lumber Co., Huntington Beach, Ca.; Jim Julian, Home Lumber Co., San Bernardino, Ca.; Harold Schuh, American Forest Products Corp., Rialto, Ca.; Ralph Crabtree, Rim Forest Lumber, Rim Forest, Ca., and Ken Snare, Chandler Corp., Fontana, Ca., are taking part in a third annual Death Valley motorcycle trip, March 26-28.

Vince Besinque, Lane Stanton Vance Lumber Co., City of Industry, Ca., and his wife, Margaret, have returned from Acapulco, Mx., where they visited friends.

Lloyd Olson, Crenshaw Lumber Co., Gardena, Ca., and his wife, Beth' recently visited Ecuador, Peru, Argentina and Brazil.

Steve Grieb and Charlie Schweilzer' dimension sales, Louisiana Pacific's Sierra Div., Red Bluff, Ca., were in So. Ca. on a sales trip. John Hale, moulding sales mgr., has been in Texas on a sales trip. Claude Scott' his wife, Marta, and two boys are planning an Easter vacation stay on Catalina Island, off the So. Ca. coast.

(Please turn to page 68)

NEW PRODUGTS and

selected sales aids

Built.in LuxuryTub

The Aurora Series of whirlpool tubs from the Lippert Corp. is suitable for new construction or remodeling.

Of molded marble, tubs come preplumbed and can be customized to specific design or building requirements.

A built-in lumbar support and warm whirlpool massage are standard equipment on the tub which is designed for conventional, sunken or step-up installation. Safety handles are available in a choice of finishes.

Two models, 60" x 32" x l7Yt" and 72" x 36" x l9-l/8", are available in a choice of color with matching molded marble tub surrounds, vanity tops, showers and decorator wall panels available.

Fire-RetardantWood

Equipped with all the advantages of a fire-retardant treated wood for weather-protected applications, Dricon from Koppers Co., Inc. has two additional features: hygroscopicity and corrosivity.

Dricon is unmatched for low hygroscopicity, the tendency of a

material to pick up moisture from its surroundings. Because sulfates and chlorides are not used in the treating, it has moisture absorption properties approximately equal to those of untreated wood.

Since Dricon is non-hygroscopic even up to 9590 relative humidity, corrosion is limited to a level virtually indistinguishable from that of untreated wood. Fasteners and other metal parts used with the woodmaintain surface finish and integrity.

In addition, Dricon pressuretreated wood reportedly brings all of the advantages of wood construction to a project. It is strong, easily handled, and workable with common tools and skills. It is recommended for studs, trusses and beams in systems using metal lath and plaster or drywall for buildings classified as fire resistive. In roofdecks, joists and purlines, it qualifies for aClassl roof system, according to Underwriters' Laboratories, Inc., testing.

All Dricon is kiln-dried to l9o/o moisture content in accordance with building code requirements. It also bears an Underwriters' Laboratories FR-S label.

The Merchant Magazine

Miniature Housing

The Houseworks Dollhouse Plon Book and doll house components are new from National Plan Service.

Step-by-step instructions with photographs, illustrations, cutting guides, patterns, diagrams and interior and exterior decorating tips for three complete house styles, victorian, colonial, and georgian, are included in the plan book.

The self service gondola display includes miniature components and accessories such as doors, windows, floors, moulding, shingles, stairs, hardware, shutters and clap boards. Newspaper ad slicks, national consumer referral service and an authorized Houseworks dealer decal are available to help the dealer capitalize on the growing interest in doll houses.

Energy Eff icient Window

Larson Manufacturing has a new line of energy efficient windows. Eliminating wind and water infiltration with a polyethylene sash seal system, they are available for replacement of original interior windows and exterior storms, especially aluminum storms.

Other features include a mechanical interlock with double weatherstripping and co-polymer jamb retainers, hollow frame jambs of high tempered aluminum, and choice of white or brown.

Singing in theShower

The new StikStall shower enclosure from Howmet Aluminum's Architectural Products Division means customized beauty for custom homes.

With on-site fabrication, the unit is erected around the glass rather than fitting framed glass into a supporting frame. The new design uses less metal for trim side lines and maximum exposure of clear or obscure glass. Hinge doors are replaced with adjustable pivot doors, either conventional framed-style or frameless. Units are available in metallic finishes in door and panel; corner unit; corner unit with door and sidelight; and neo-angle. All can be machined to the exact opening size.

FREE READER SERVICE

For more inlormalion on New Products and New Litereture, wrile The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issu€ date and page number so we can process your request fasler! Many thanks!

Added lncentives

Sinkmaster is releasing details on a garbage disposer sales promotion and Superplumber co-op advertising kit.

Electrical testers, Plumb-Goodie installation accessories, and Imperial Mighty Oak cutlery will be shipped free with various models in the coming months.

In addition, a bonus bucks co-op plan will give a retailer a 5090 bonus accrual on his co-op advertising account, according to Anaheim Manufacturing Co.

Garden Accessories

Preway Inc. is expanding its home accessories line with a series of decorative fiberglass waterfalls and ponds.

A choice of four recirculating waterfalls is available. The Matterhorn can be installed flush against a wall; the Yosemite and Arrowhead fit into a corner and the Catalina can be placed in the Malibu pond for added effect.

A reservoir is standard with all models. Tiny lights, with a l2-volt light transformer, highlight the water which an electric pump recirculates.

The kidney-shaped garden pond can hold up to 40 gallons of water with aquatic plants and goldfish added for extra interest. All ponds and waterfalls are molded fiberglass with the appearance of rugged natural stone, designed for both outdoor and indoor use.

Foot Loose'n Fancy Free

Armstrong's new residential product introductions include numerous sa(ony style carpets.

Anything Goes is a cut pile designed for heavy traffic use in continuous filament Antron Plus nylon with resistance to soiling and staining as well as built-in static protection. It comes in 25 colors.

Great Joy, 10090 long staple nylon in saxony plush construction, is treated with a soil protector and comes in 16 shades. Better 'n Ever, Anso long staple nylon yarn in l2 colors, also is treated for soil resistance. Here 'n Now with twisted heat-set yarn comes in cut pile in 12 colors. With Antron III yarn and soil shield, Holiday Magic is a sculptured pattern certified for Hud installations. It comes in 14 colors.

Special Charm, a cut and loop pattern in multi-color Anso IV nylon, Dots Nice, a patterned carpet, and Sure Hit, a frieze of 10090 long staple nylon, complete the new line.

On-the-Wall Shower Bath

The Swan Corp. is introducing a fiberglass Shower Tower which allows for the installation of a shower and bath fixture while maintaining the surface and integrity of the existing wall.

The single piece, pre-plumbed unit is designed for installation by the home owrler or professional contractor for both remodeling and newconstruction applications.

The on-the-wall plumbing feature avoids extensive rework of the existing in-wall plumbing. For new construction work, shower installation is simplified. The moisture proof edge detail is sealed with foam tape so the unit may be installed directly over any surface.

The unit comes complete with plumbing tree, wall mount brackets, fiberglass housing, blender valve, control knob, tub faucet and either standard or personal hand held shower.

Down to Earth Anchor

The Duckbill earth anchor, which is said to hold 10,000 times its own weight without stems or rods from anchor to ground surface, has been introduced by Foresight Industries Inc.

Available in three sizes, it is installed using a hammer and a drive rod. The anchor cable is pulled tight with a lever which rotates the anchor into load lock position.

Made of aluminum alloy, it reportedly can be driven into the ground at any desired angle with no deflection in rocky soil.

More and more households are getting into remodeline. .-And" Inlano Lumber wa"nts to help.

Red Cypress is an exotic softwood comoarable to clear heart redwood, in color, texture and uses.

Red Cypress is smooth on one side, ready for stains or other finishes.

Red Cvpress Tongue and Croove Reversib[e Wall Paneling will be a great addition to a living room wall, den or any room in the house.

Each package contains over 21 sq. ft. in 1' to 4' randoim lengths, with easy to follow installation instructio-ns included.

ADDITIONAT RE}CYPRESS PRODUCTS IN STOCK

DIMENSIONS: 2 x 4, 2 x 6, etc.

TIMBERS: 4" and Larger.

3 CRADES: Clear, select, better ano commonS.

BOARDS: Rough or 54S.

ALL STOCK: Completely Air Dried.

ALL PATTER NS: Available CALI US FOR SAMPTES AND PRICE IIST.

Hanging Tough

Minwax Co., Inc. has introduced Helmsman Spar Urethane, a finish that is said to combine the durability of both urethane and spar varnish in one easy-to-apply finish.

A clear finish designed to protect wood while allowing the natural beauty to show through, it is for

patio furniture, exterior doors, kitchen cabinets, bar tops, boats, or any surface that needs protection from continual wear and tear. It also provides protection against water, salt and atmospheric pollution. Ultraviolet absorbers provide resistance to yellowing and sun damage.

Sink orSwim

New from Plumb Shop is the flexible extension tube for d-i-y sink installation or extension tube replacement.

Because the tube is flexible, minor misalignment is allowed between sink strainer and J-bend while still maintaining a leak-free connection. The carded tube is available in lYz" O.D. and lVt" O.D. slip joint connections, and lt/2" O.D. direct connection. Each package includes step-by-step directions.

Spring Cleaning Preview

Rubbermaid's "Spring Cleaning" shelf liner sale begins with shipments March I through orders postmarked April 16.

A new pattern, Bouquet, is included in soft colors of champagne, seafoam and watercolor. Also included in the sale are shelf and drawer liners in solid colors of chocolate, gold, white and yellow.

Floral, Cane, Gingham, and Calico designs are available in popular colors.

Shelf packs, pre-packs and merchandisers are available with a variety of assortments.

Gas Log AirSystem

Readybuilt Products Co. has introduced a "make-up air system" to insure proper combustion for gas heater logs.

The kit consists of two, 3" plastic collars, 48" of flexible aluminum

tubing and the necessary fittings and aluminum tape. It is installed at the side of the preformed fireplace wall with a tube through an outside wall.

The system comes with instructions and diagrams to insure proper installation.

TIMBERS

We are cutting Douglas fir posts and timbers from 6x8 through l2xl2 to lengths of I' to 40' with dapping, drilling and angle cuts. Utility through #l & Btr. We can offer surfacing as well with our Stetson Ross Timber Sizer (14" x 28" maximum).

Give us a call on your cut-toJength or custom surfacing inquiries.

Bracrrt

Offrce 7O7-822-3648

Jerry Guin Denny Hess

Pastels lnvade Cupboard

Rubbermaid's FunFunctional servingware is new in pastel shades of pineapple yellow, rosy coral, sky blue and seafoam green.

Included in the line is a serving tray, lVz and 2 qt. pitchers, a salad plate and dinner plate, a snack tray and mugs and tumblers in 12 oz. and 14 oz. sizes. Also in the line is a napkin holder, a sugar bowl and creamer, a butter dish, salt and pepper set, and a 6" bowl.

Ceiling Fan Warranty

Nichols-Kusan, Inc., a subsidiary of Bethlehem Steel Corp., has extended the warranty on its Old Jacksonville ceiling fans from five to 15 years old.

Under the terms of the new limited warranty, the original retail purchaser can have his fan repaired or replaced at no charge if the unit, excluding glass, proves to be defective in material or workmanship within 15 years of the date of purchase. Additional details of the warranty are provided with each fan.

FREE READER SERVICE

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

Attention Grabber

Frelen Corp. has introduced a new packaging and point-of-purchase display system for its line of tubular foam pipe insulation.

Colorful two or four pack polybags have flexible display options. Using pre-punctured bag headers, packages can be hung from pegboards, wire stands, or a selfshipping carton which converts into four-color floor display. Self-selling headers and "take one" pamphlets are included.

Right to the Point

New roofing nails from Dickson Weatherproof Nail Co. feature extraJarge 9/16" EDPM washers. They are said to provide the surest possible weather-resistant seal for securing asphalt surfaces. Heavygauge, lock ring shanks offer maximum resistance to nail creep. Extralarge washer roofing nails are available for use with corrugated asphalt roofing and siding products. Six lengths are available from 2" up to 4Vz" in V2" increments. All are hot galvanized. They can be painted to color specifications.

Drink to Good Health

A new home water filtration unit has been introduced by Compubit, Inc.

Reportedly it returns tap water to a "cleant' state, removing harmful chemicals as well as chlorine. The unit contains granular activated carbon plus silver.

ReplacementTrim

Replacement Dolly Stems from Dolly Trim, Inc. have adjustable stems to compensate for differing valve depths and escutcheon styles, enabling old tub and shower fixtures to be upgraded and coordinated with lavatory sets.

Sets, complete with washerless valves and featuring %-turn, nonrising stems, are also available in 12 styles and 8 decorative finishes;

From Pro to Amateur

Four products from the Thoro System line that traditionally have been purchased primarily by professional waterproofing applicators will be introduced to the do-ityourselfer.

They are: Super Thoroseal, a cement-base waterproof coating; Waterplug, a hydraulic cemenq Thorocrete, a patching mortar; and Thorogrip, an anchoring compound.

The products have been repackaged in light-weight plastic pails with simplified application instructions.

Primary uses for Super Thoroseal are waterproofing of interior basement walls, exterior masonry surfaces, and swimming pools. Waterplug is applied by hand or trowel to stop rushing or seeping water through concrete or masonry surfaces. Thorocrete is used to repair concrete driveways, walks, garage floors, gutters and broken patio surfaces. Thorogrip can support hand railings, metal or plastic poles, and even major appliances set in concrete bases.

Easy Door Adjustment

Stanley

Automatic Openers

reports that surveys of sales of its newest line of automatic U-install digital garage door openers show that a major selling advantage is the external adjustment features available on all new models.

This permits homeowners to make final adjustments in their opener functions by hand, without removing the operator cover. Such functions as setting proprietary radio codes, adjusting door travel up and down limits, and establishing the sensitivity of an instant reverse capability are within easy reach via control knobs on the operator cover.

Sklrtlng the lssue

Arrow Group Industries, Inc. is offering mobile home skirting in a horizontal clapboard style with wood-grain embossing.

The finish, a baked on eggshell enamel, includes Perma-Plate XL2 weather-resistant protection.

Panels overlap vertically or horizontally to reduce trimming and make a continuous look installation possible. All panels are pre-cut and drilled with splice and corner posts available.

Heavy-duty Padlock

Holmes-Hally Industries has introduced a heavy-duty slide bolt with a security shield that protects the shackle of a padlock.

The I I gauge steel lock will fit either the right or left side of the door. The bolt is designed so that the zinc plated cover protects the shackle of a padlock from being cut, while permitting a second padlock to be secured in place for additional security.

Aerosol Paint Remover

Formby's Inc. has a new aerosol paint remover that removes stubborn paint, polyurethane and other finishes from wood and other surfaces with bubbling action.

Available in a 15 oz. spray can, packed six cans to the case, the product will be supported by national advertising, consumer promotions, and point-of-purchase materials.

"This is our 19th year of serving you . . . and we look forward to many, many more."

Eastest Shea1hing

in Southern California.

Just tell us how many units you need ofour top quality ply*ood sheathing. We'll have it ready and waiting for your prompt pick-up at Berth 190 in \Tilmington.

lVillamette keeps a huge supply of sheathing products right here in Southem Califomia so you won't have to. If vou're a wholesaler or distributor in the Los Angeles area, and need a few units for a fill-in-or an entire truck-load-give us a call for a quote. Or an order. It's like having a sheathing mill right in your own backyard!

Phone us today at 503.926.777L.

Willamette Industries, Inc.

Lumber and Plywood Sales Division

Albany, Oregon 97321

Ready.to-Assemble Tables

American Forest Products Co. has three new ready-to-assemble and finish furniture items, a cocktail table, lamp table and chow table, made of kiln-dried, extra-thick-cut Western pine.

Easy to assemble, they come complete with assembly materials and instructions. Each table is packaged in its own self-display, flat-pack shipping carton.

Vented Kerosene Heater

A new automatic, vented kerosene heater is from Radiant King.

The Dimension 2000 features variable select BTU output, multispeed fan and an automatic timer.

Designed for homeowners with large heating requirements, it combines the convenience of zone heating with the economy of kerosene heating. Heating capacity ranges from a variable of 8,000 BTU's at low setting to I 3,500 BTU's at medium, and 18,300 BTU's at high. It warms areas up to 1,000 sq. ft. on one tank of fuel (1.8 gals.) for

35 hours on its lowest temperature setting and for nearly l5 hours on its highest.

For safety purposes, the outside air intake is fan-forced directly to the combustion chamber and vaporized with kerosene. All vapors, odor and burned-off carbons are vented outside by the exhaust-fan system. Other safety features include an automatic shut-off switch, electronic ignition, and a cassette fuel tank.

In addition, indicator lights show when the unit is on, has turned off for safety reasons, needs refueling, and when there is water in the fuel. The heater's outside surface is designed to remain cool during operation.

Easy On the Eyes Package

Designed to work as an informative point of purchase display, Benchmark's new Remodeling Do6i packaging features a bright two color design.

Instructions on the outside tell consumers the basic steps for installation, while complett detailed instructions are included inside. Illustrations on the package show how to measure the door opening in order to purchase the proper size.

A cutaway illustration with cap- tions shows the energy savirig features of the steel door and framE system. With insulation, all-steel security and an energy saving tax creclit, it comes in styles for any arcnrtecture.

Stlcky Wlcket

A product to bond plaster, concrete and other cement-like materials to- a sound surface, Lab, liquid adhesive bond, from Tamms-Industries Co., is brushed, rolled or sprayed over a clean, sound surface. Chemically compatible with other products, it is non-flammable, nondeteriorating, and unaffected by normal temperature variations.

- It-comes in I qt. and I gal. plastic bottles and 5 gal. plastic pails.

AIDYantages Aduertising system

r 36 Different Promotional Themes

Mo 36 Feature llems

o 36 Sub-Features

o 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

'and you gel 2 sets ol all art wotk!

GUAFIANTEED! lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

'*ffiffiffisFF"*."

HOME CENTER

(Continued from page 35)

that we were interested in considering purchasing an IBM word processor and would they send someone to talk to us. We were told "Everyone is outplease call back later. t'

o Radio Shack showed us printed samples of how their mini computer can be used as a word processor and some of the test in their presentation letter wereprintedthisclosetogether while other lines were about this far apart!

. When we asked Xerox why the print in their presentation samples was blurry and not clean and crisp, we were told these were copies, not originals. (It sure doesn't say much for their copy equipment.)

r And, more than one operator's handling of a phone call made us question whether we could get th€ service we needed for this expensive electronic equipment.

Why am I writing about IBM, Xerox, and Radio Shack in a Home Center column? Because if big companies like these can let their guard down, I wonder what's happening at the local retail level?

It's a buyer's market. Buyers can pick and choose and make their purchases at the stores where they feel most comfortable, most appreciated. Maybe it's time for the building material operator to check to see how easy it is to get a phone call through to his operationor to place a phone orderor get waited on in the storeor get credit OK'edor get lumber tallied in the yard!

Maybe it's time to check to see if some of the people who talk with customers at your store treat them as an interruption of their non-selling duties. And maybe it's time for management to review their systems and procedures and to make sure that everyone who has the responsibility of talking to potential buyers knows specifically how management wants them to respond to, and, to ask questions ofthe customer. Maybe nobody explained it before!

Thot's How

Goes!

Service-oriented wholesaler

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard md Plywood, (7O7) 542-0820 Dave leBeck

"Frankly, the government is curious to know just how you made it-and still followed all the regulations we've put into effect."

The

o You'Il see lots of new sales opportunities!

o You'll find it easier to sell your "tlow - movlrrg" itemg!

o You'Il discover manynew buyers never knew existed for both gradee and high grades!

o You'll have 8fi) pages full of up-todate lumber purchaslng factg on most of the woodworking plants in the U.S.A. and Canada.

o You'Il know who is buying what . in epeeies, grades, thickneesee and quantlties of HABDWOODS, SOFTWOODS and IMPORTED WOODS

Some people are saJzlng"Let's wait awhile and hope things get bettert"

Smart Money is ordering the new, computerized GREEN BOOI(,and rnaking things get better!

New Dimension, an Old Name

In the West the 99-year-old Winton Lumber Co. is remembered for the years it operated the pine mill at Martell, Ca., before selling it to the American Forest Products Co. in 196/..

The firm also is remembered for building the first all white fir plywood plant in 1959. Now, it is a leader again with a mill, the Pas Lumber Co., Ltd., producing structural grade finger-jointed long length dimension lumber.

In the early '50s, when the Winton family did finger-jointing of white fir and pine moulding, they hoPed that one day they could use the surPlus short length lumber from the spruce mill in a higher dollar return product. Twenty five years later technology developed by Dr. Suezone Chow of the Western Forest Products Laboratory, Vancouver, B.C., made this possible.

They opened the Pas mill in Prince George, B.C., in l979toproduce2x4 through 2x12,22 ft. through 40 ft., structural #l and #2 SPF. Built at a cost of over $2% million, the plant is said to be the most modern finger-

joint facility in the world.

The process starts with 6 to l0 ft. lengths of spruce, pine and fir. This raw material is sized in the planning mill to an oversize of l/8" over in thickness and V+" over in the width before entering the finger-joint plant where it is trimmed andvisuallygraded before fingers are cut in each end.

After the cutting, the material flows through a huge oven 73 ft. long where a 175" temperature is maintained. As the raw material leaves the oven, phenol resorcinol exterior marine glue is applied to the fingers at both ends. They are then jointed together with approximately 400 p.s.i. of pressure. The heat stored in the fingers helps to cure the glue.

A continuous ribbon of lumber is the result of this process. As it feeds out, a flying cut-off saw automatically cuts it to pre-determined lengths. After traveling on a series of carefully timed belts to allow additional curing, the lumber goes to the Planer where it is surfaced to standard, structural dimension sizes.

Each piece of lumber produced is passed through a 40 ft. Metriguard Tension tester which clamPs the

lumber at each end and applies a load in tension to 1.3 times the Ft. values for #1 SPF grade. Results show 390 or less of the pieces fail. In addition' 9990 of those that do fail break not at the joint, but in the lumber.

Uses for long dimension lumber include rafters and joists in residential, commercial, and agricultural construction. According to those who use it, its straightness makes it unnecessary to sight in the crowns. The availability of long lengths for floor joists, plates, ceiling joists and rafters is said to make it possible to build with approximately 4090 fewer pieces of lumber, eliminating butt joints, spliced joints and overlaP joints.

In addition to long dimension lumber, the Prince George Plant can run 2 in. decking to lengths uP to 40 ft. with precision trim to exact length and rough faced sidings in DollY Varden, Channel and carsiding Patterns.

All Winton long dimension lumber is sold through the Winton Sales Co., Minneapolis, Mn., with Lou Huettl, sales manager, and a staff including Paul Williams, assistant sales manager, and Steven From.

REDWOOD ADVANTAGES

(Continued from page 12)

Finger-jointed redwood with a handsome close grain appearance can be used for interior paneling with clear finish as well as outside with painted or opaque finish.

Because it can be ordered in specified lengths, the product has inventory advantages for a dealer. It also is available in nominal lx4 through lxl2 in standard S4S (fitll 3/4" net thickness), or can be special ordered in pattern or siding, and in nominal l-l/4 and 2" thicknesses.

Lower cost clear vertical and clear mixed grains also are available. All comply with FHA requirements for exterior and interior non-structural (non-load bearing).

wholesale distribution ot redwood, douglasfir, pine and specialty products

BOB SHANNON

P.O. Box 744 Santa Rosa, Ca.95402 (707) s4s-6060

I can finish the palace today! I found all my moldings at Sanford-Lussier!

BEVEL SIDING in long lengths of linger-jointed redwood reduces application costs and lits on most walls with very lew butt joints.

SURF'S UP once brought out the big redwood boards. This collection was photographed in Hawaii about 50 years ago. The unidentified surfer in action at Palos Verdes Cove, Ca., dates back to 1938. The cumbersome redwood slabs weighed about '125 pounds dry plus another 10 pounds when wet. Many were homemade.

Baby Boomers Prefer D-l-Y

Hardware, lawn and garden, and automotive merchandise acquired by baby boomers, the post World War II generation of Americans born between 1947 and 1962, are usually purchased in stores specializing in do-ityourself merchandise.

Sally Haviland and Tom Murnane, authors of a study, The Boby Boom Generotion: lilhere They Shop, published by Management Horizons, Inc., a consulting firm, unearthed this information in a recent monitoring of consumer retail shopping behavior.

IAKING ll0IE of their recent enlry into the rich So. California market, Kelleher Lumber Co. of San Rafael, Ca. (Greater San Francisco Bay area), recently wined and dined lriends and customers at the handsome new warehouse in Rancho Cucamonga, Ca., that they share with Kelleher Moulding Co., their sister firm. Their 3-state service area includes So. Ca., Las Vegas and Az. Four local men service the area, augmented by five additional sales people who fly in from Hq. on the company plane lor what sales mgr. Jeff Barnes whimsically refers to as an "airstrike" on the territory. A complete line of mouldings and clear lumber is stocked. (1) John Ahlers, Rudy Rivas, Don Kelleher, Bill Ferguson, Hany Lyons. (2) Don & Betty Dunn, Sid Thompson, Larry Holguin. (3) Rudy Roodman, Ken Kenoffel. (4) Jim Nelson, Rick 0rlando. (5) Lee Schenck, Steve Burdick, Bob Derham. (6) Dick Williams, Jefl Barnes. (7) Brett Nichols, Sally Callahan. (8) Phil Valenti, Harland Horak. (9) Kevin Strauch, Jim Pubols. (10) Geoff Rue, Monica lrwin, Brent Bouslog, Roger Jones. (11) Ken Elgan, Tom Metzger. (12) Phil Buffington, Stephen Scherer, Jim Morrow. (13) Lloyd Bacon, John Kelly, Brent Watson. (14) Glen Johnson, Jack Schrim. (15) Dennis & Sharon Bowman, John and "Ce" Melendez. (16) Lou Ramirez, Elaine Marsh, Steve Milne, Jim Thomas. (17) Jelf Jahraus, John Allen. (18) Mike 0'Connor, Jim Fitzoatrick.

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

EEDWOOD'S natural beauty

l-I and endurance make it a good choice for all spaces where people live, work and play, indoors or out.

You can recommend kiln dried clear all heart, clear and B grades for simple paneling designs and trim or finely detailed patterns, decorative screens, window framing, mouldings and cabinetry.

Available extra-long for high ceilings and large walls, single boards can be trimmed so that patterned edges, grains and sapwood accents match from surface to surface to achieve integrated visual effects.

Garden grade redwood can be suggested for outdoor use in fences, decks, planters, benches and the like. Again, the rich color and interesting

Redwood's at home, indoorsorout

B0ARD 0N BOARD fencing design has the same look lrom both sides. Boards can be applied nearly solid or relatively open to as needed lor privacy. The open baffle-like fence breaks up strong wind currents while allowing air to circulate freely. You can recommend garden grade redwood for this type of tence since the slight shrinkage of green lumber does not affect the design.

texture are visual delights.

Natural resistance to decay, pests, and fire plus the ability to insulate are added pluses that help you sell redwood for indoor or outdoor use. Documented measurements show that l " redwood lumber insulates as well as 4" of plaster, 5Vz" of brick, l3Vz" ofconcrete and 14" ofstucco.

Film Shot at DietelYard

A recent episode of Code Red, a t.v. series, was especiallY exciting to employees of Dietel Lumber Co., Inc., Burbank, Ca', because their yard was used for location shots.

A structure was speciallY built to be burned down along with the

lumber stacked inside. The Burbank Fire Department and the City of Los Angeles Fire Department were on hand with full equipment and crews as well as the Burbank police.

More than 100 people from Columbia Pictures, including star Lorne Greene, Martina Deignan, Andrew Stevens, Adam Rich, Jack Lindine and Dennis Haysbert were involved in the production.

Kenneth J. Beals, sec/treas. of Dietel, operated the fork lift setting the structure scene prior to shooting.

REDWOOD SHORTS

(Continued from page 17)

together to fit small corners or wrap around a sofa back. Other redwood options are hinged lid for the cassette bin, and simple bookends using scrap lumber.

Need redwood retail promotion ideas? During a crowded Saturday or weeknight, a local carpenter or in-store sales person can build CRA projects to display with tipsheets and other CRA literature. Plant furniture or bookshelves can be used as

The Merchant Magazine

traffic builders to be finally auctioned, raffled off or given away as door prizes.

Tipsheets are available through redwood suppliers or from the California Redwood Association. For more information on redwood promotions, contact: Chris Grover, California Redwood Association, One Lombard Street, San Francisco, Ca. 941I l.

NEW 0FFICERS ol the Fir and Hemlock Door Association are (l to r) v.p. Ed Young, Simpson Timber Co., Seattle, Wa.; sec. Dennis Hill, E.A. Nord Co., Everett, Wa.; and pres. Frank Doepker, C-E Morgan Building Products. 0shkosh, Wi.

CoDE RED used the Dietel Lumber Co., Inc. vard in Burbank for location shots. Hilton C. 'Beals, v.p., and Betty D. Moore, pres., with Lorne Greene, star of the t-v series, between takes.

What's happening with hardwood

IJARDWOOD is an unknown to IImany of today's young homeowners, products of the plastic '70s. Accustomedto cold, hardmanmade stuff, they find it hard to believe that a material as beautiful and luxurious as hardwood can be both durable and affordable.

To this end, the Hardwood Institute, a division of the National Hardwood Lumber Association, conducts through the media an education program selling the virtues of hardwood flooring, paneling, kitchen cabinets, and furniture. In the past year more than one million lines of copy appeared in over 2,500 newspapers and magazines promoting the benefits of hardwood in the home.

The nation's largest dailies as well as the small town weeklies printed stories filled with information on the buying and care of hardwood. Colored or black and white photographs accompanied much of the editorial material.

"Decorating Tips," a hardwood oriented column distributed monthly, was printed as a regular feature in many publications. Other stories, often carrying an endorsement bythe designer or celebrity whose home or apartment was featured, received wide coverage. In addition, a number of syndicated stories on hardwood appeared in print across the country.

For exposure outside the print

Story at a Glance

Consumer education programs keep hardwood message belore public print, radio, tv extol beauty, Yalue, durability . . . retailers profit from promotions.

media, HI originated the material used in 3,075 spot radio broadcasts for a total air time of 153 hours. Radio stations utilized three minute features by Linda Forrest filled with helpful hints on decorating, buying, and caring for hardwood paneling, floors, and furniture. Stations are generous in praising the spots for both content and style. One program manager wrote HI to say that he had collected all the spots and would use them as a special feature during Decorating Week. Although the spot broadcasts are repeated many times, HI counts only the first usage at each station in its tabulation.

Films produced by the Hardwood Institute are popular with tv stations and audiences alike because they meet the needs of those looking for solid consumer information.

"Furniture for a Lifetime," a new film made in 198 I , has been shown by 28 stations. "The Real McCoy," a film on furniture reproductions, has

been requested by 33 stations for showings this year. More than 25 requests have been received this year for three other films which HI produced earlier. Slide shows developed on flooring and different species of hardwood also have been aired. In addition to being used on television, the four-minute films have been shown to other audiences by National Hardwood Lumber Association speakers.

Each year since its formation, the Hardwood Institute has set communications goals for its promotional programs in print, radio, and tv. Each year the goals have been reached or surpassed with the exception of 1978 when the radio broadcasts fell short of the expected mark. These promotions have done much to educate homeowners and sharpen their desire for using hardwood in their homes.

Public exposure in magazines, newspapers, radio, and tv is responsible in part for much of the growing popularity of hardwood and the continued demand for it in the marketplace. The retailer is benefiting from the fallout of this promotion program. The impact of it can be increased by individual stores promoting radio broadcasts and telecasts as they occur in their areas and arranging merchandising tie-ins with magazine and newspaper stories.

Fnost Handwood Lrrrnlren Gornpany-llg, lsot.rFce fon quallty lmported hardwood lurnben landed on the West Coast.

Tables Pace Furniture Upturn

Table sales volume will make an upturn before case goods and upholstered items according to buyers and manufacturers at the Western Furniture Market just concluded in San Francisco, Ca.

More than 1000 different table groups were surveyed by the Northwest Hardwoods, Inc. staff from Portland, Or., in their 20th successive market study. Contemporary styles made gains from last summer but traditional concepts still lead by a few percentage points in the wood and wood base categories according to Dave McCullam, v.p.

Styles following the traditional road had two specific branches. There were the authentically designed English, French, Italian, Spanish, Early American and Colonial as well as the modified and simplified country interpretations in each maior style category.

In the traditional furniture category, English styles exceeded French for the first time with 13.590 of the showroom spaces compared to 12.4s/0. The French classification included provincial, French court and the popular French country styles

many of which showed the scrubbed look in pine, alder and oak.

Early American and colonial tables were featured in 9.390 of the spaces while the country and ranch styles added 3.390 to the American adaptations. Oriental styles were important at 8,2v/o of the market.

Italian and Spanish concepts were tabulated at 2.7slo and 2.0v/o respectively.

Oak, the leading traditional wood, showed a drop from a year ago. The entire open pore and bold character wood group dropped to 40.990 ofthe spaces compared to 43.2s/0 last July and 42.3t/o a year ago.

Burls were a positive style statement in tables at 9.490 of the market compared to 8.lqo a year ago. Designers relied upon the intricate grain and character of burls for visual contrast to solid lumber frames and borders of maple, alder, pecan, hackberry and birch. As the primary wood surface, pecan and alder each accounted for 4.390 ofthe table presentations. Maple could claim only 2.60/0.

Walnut was strong in contemporary treatments as well as traditional introductions at 7 .2s/o follow-

The Merchant Magazine ed by mahogany at 5.590 and cherry at 4.6s/0. All other woods, paced by teak, were noted in 6.190 of the exhibits.

(Continued from page 1(t)

Building Supply, has used the film to train new sales and counter personnel. It teaches them step-by-step deck construction as well as major redwood sales points. The projector is kept in a conference room. When customers are planning a redwood deck or wondering if they can do-itthemselves, sales people invite them into the conference room to watch the film. Then they help them plan their decks using ideas from the Redwood Design-A-Deck Plans Kit and other CRA literature. Gary Long is confident this personalized style of selling and the film play a big part in their ability to sell redwood and the idea of doing-it-yourself.

These are only a few of the ways CRA's films have been used to help dealers capitalize on redwood's profitability. Redwood Decks To Build & Enjoy andChoose& Use Redwood Like a Pro! are both available from the California Redwood Association for $30 each.

NEW TITERATURE

1982 NAWLA

Membership Guide

The 1982 Membership and Distribution Directory is available for $5 by writing North American Wholesale Lumber Assn., 2340 S. Arlington Heights Rd., Suite 680, Arlington Heights, Il. 60005.

Patio Door

A full-color brochure of sizes, construction features and installation photos ofthe Forester patio door is available free from Louisiana-Pacific Corp., 324 Wooster Rd. N., Barberton, Oh.4203.

Don't Drink the Water

THM's (thriholomethanes) The Deadly Menace is free from Compubit, Inc., 2820 N.E. Fourth Ave., Pompano Beach, FI.33064.

Vapor Barrier

For a copy of a vapor barrier material for pipe insulation test kit, write Stauffer Chemical Co., Fabricated Products Division, One Metroplaza, Edison, N.J, 08837.

Some Like lt Cold

Copies of three product catalogs are free from the Advertising Department, Climate Control Division, The Singer Co., 1300 Federal BIvd., Carteret, N.J. 07008.

Required Reading

For a free copy of the new Marlite brand doors and frames catalog, write to the Commercial Division, Masonite Corporation, Dover, Oh. M22,

Bright New Outlook

Acopyof the 198256-p. catalogof windows and gliding patio doors is free from Andersen Corp., Bayport, Mn. 55fi)3.

Plywood Marketlng Proflles

Plywood End-Use Marketing Profiles

l98l-83 (Report E32) is available for $12.50 from Bob Anderson, Director, Market Research & Economic Services Division, American Plywood Association, P.O. Box 11700, Tacoma, Wa. 98402.

Stock Answers

A guide to Hardwood Plywood Stock Panels is available free from the Hardwood Plywood Manufacturers Association, P.O. Box2789, Reston, Ya.2280.

Great Outdoor Opportunity

FOR PROMPT SERVICE

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

Great Plons for Great Outdoor Projects, Great Fences, and Greot Decks are available free from the Society of American Wood Preservers, 14101 Wilson Blvd., Arlington, Y a. 22?.@.

Transportation Guides

Two new transportation management guides, the Tronsportotion & Traffic Dato Systems Source Guide, andthe Fleet Report & Record Encyclopedia, can be obtained by contacting J.J. Keller & Associates Inc., P.O. Box 368, Neenah, Wi. 54956-0368 orcalling l-800-558-501 l.

Energize Your Store

Information on Energuide, a retail merchandising package promoting do-ityourself energy savings, is free from Northern Energy Corp., Energuide Group, 470 Atlantic Ave., Boston, Ma. 02110.

Romantic Interlude

A new l6-p. catalog of energy-saving ceiling fans is free from Old Jacksonville Ceiling Fans, Nicholas-Kusan, Inc., P.O. Box ll9l, Jacksonville, Tx.75766.

Treated Wood Products

Four color brochure on pressure treated Deck Wood for aboveground and in ground applications is free from J.H. Baxter & Co., 1700 S. El Camino Real, San Mateo, Ca.9402,

Solid South

The Southern Hardwoods and Southern Hardwood Propertia Guide are free from the Southern Hardwood Lumber Manufacturers Association, 805 Sterick Building, Memphis, Tn. 38103.

House of the Dolls

Free brochure of details on becoming a miniature dollhouse components dealer is available from National Plan Service, Inc., 435 W. Fullerton Ave., Elmhurst, Il. 60126.

Conformlng Code

Code Co4fo rming llood Design is free to qualifying architectural design and engineering firms from the American Wood Council, 16l9 Massachusetts Ave., NW, Washington, D.C. 20036. Others may buy the guide for $15.

Taxing Times

A copy of Estate and Gift Tax Strutegies is free from Communications Director, Arthur Anderson & Co., 69 W. Washington St., Chicago, Il. 60602.

Remodeling Sell.Up

How to Reside with Pride ond Profit is free from Shakertown Corp., P.O. Box 400, Winlock, Wa. 98596.

LUMBER BUYER

Component manufacturing and contractor yard in Phoenix, Az. Experience in buying carload lots from mills and local sources. Salary commensurate with experience. Send resume. Write Box 441, c/o The Merchant Magazine.

LUMBER/HARDWARE retail counterperson, experienced, for So. Ca' full service lumber & builders hardware store. Salary and benefits. Contact John Harmer, Southland Lumber, QlSl &l-6357.

EXPERIENCED pallet salesman. Ask for Carl Boesch. Hunter Woodworks, (213\ 77 5-254.

OUTSIDE sales person for hardwood plywood line in So. Ca. market. Wholesale experience desirable. Well established reputable company, Send resume to Box 440 c/o The Merchant Magazine.

OUTSIDE contractor sales person to serve Riverside and San Bernardino, Ca., counties. Contact Mike Seeds, gen. mgr., Ganahl Lumber Co., 155 Rincon St., Corona, Ca' 91720. (7 r4') 7 37 -5r 42.

EXPERIENCED lumber salesmen needed for industrial sales in both softwoods and hardwoods to cover Los Angeles and Orange Counties, Ca. Commissions, car, profit sharing and retirement plans. Good medical and dental. Contact Don Reagan, sales manager, Cal-Forest Lumber. (213) 321-210'1

REMINDER: Paynrent nlust accompany the copy you send in for classified ads. Just use the rnstructions above to figure the anrount. When you call in ads. we'll tell you the anrount that ntust be sent for the ad.

ARE YOU SATISFIED?

DO YOU think of doing business in the classic unhurried manner of a time you thought was gone? Call me to discuss the many benefits of your affiliation with a group of gentlemen trading lumber in a gracious old time manner.

We are interested in exPerienced lumber traders of anY age with a substantial following. Softwood or hardwood, domestic, import or export. Stay where you are. If you like, work from your home. Full or Parttime. Travel as you choose.

W. Preston Germain, President, Ger' main Timber Co.. 304 Center Ave., Pittsburgh, Pa. 15215, (412) 782-3240.

SALESPERSON to contact retail lumber yards in So. Calif. Compensation adjustable to capability. Ed Fountain Jr.

2l 3-583- l 38 I

MERCHANDISING manager-home center store. Excellent benefits. Salary open. Fisher Lumber Co. Contact Erik (213) 456-9031.

TWISTED

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213)

ELEVEN YEARS experience in all phases of contractor and home center management' purchasing and sales. Bondable, non-smoker. Willing to re-locate. Reliable hardworker. Ready to start immediatelY. Bob Winterhalder. 1420 Oak Leaf Dr., Watsonville, Ca. 95076. (408) 722-9859.

TIMBER SIZER-Berlin #2 20 including infeed, outfeed, blowers, cyclone, motors, electrical panels, etc. (2r3) 4s4-84t9.

HARDWOOD INFORMATION

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10: Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoY and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 50% saving over our standard $6 per year rate, which is a real bargain in tsel f.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better job.

WtlY lS lT I nlrrt takcs up in tht nrorning al-tcr slccping undcr an advcrtisccl blankct on ln advcrtiscd nrrttrcss and pulls olt advcrtiscd pujanrls. Takcs a blth in rrn ldvc'rtiscd lub. shlvcs uith an ailvcrliscd nrzor, uaslre's rvitlt un advcrtiscd soul). l)uts on tdvcrtiscd clothcs. sils tlorin lo brcakfast o1'ldvcrtiscd coffcc, l)uts on an advcrtiscd hll. ridcs to Iris ot'ficc in an adt,crtiscil car, $ritcs with an advertiscd pcncil -fltcn, hc rcfuscs to advcrtise. sal ing advcrtising dor'sn't pul. and thcn. if a busincss isn't good crrotrgh to advcrtisc . hc advcrtisr's it for salc.

lf Iorr bclicvc irr vour busincss and \r'rnt to build ir ADVE,RT|SE.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422-M26.

ffi LOS AXOELES AREA M

LUiIBER A1{0 PLYW000

Al Peirce Company

American For8st Producls Co. (Corritos).

American Forssl Producls Co. (Van NuysJ .

American Hardwood Co.

Burns Lumb6r Co.

Calitornia Wholesale Division

Caoital Lumb€r Co.

Coirnor Lumber Sales

ConlemporaryBuildinoProducts. Inc.

Coos Head Lumber & Plywmd

Crown Distflbution Cenler.

ooolev ForestCo., Inc........

Esslei&Son, D.C.......

FarWsst Fir Salos (213) 629-5206

Founlain LumberCo., Ed

Fremonl Foresl Producls

Galleher Hardwood Co

GeminiForeslProducls.

Georgia-Pacilic Corp. (213) 968-5551

Heppner Hardwoods

Hill LumberCo., Md.....

Hull Lumber Co.

HunterWoodworks........ (213) 835-5671

lnland Lumber Co.

Lane Slanton Vance Lumb€r Co.

Larry Larson Lumber Co. (714) 821'8100

Louisiana-Pacilic Corp..

MacBealh Hardwood

Marquartwolle Lumber Co.

osgood Inc., Robert S.

Pacilic Lumberoo.

Pacilic Madison Lumber Co.

Panel Tex

ParrLumberco.........

Penbenhv Lumber Co.

ORE TIR BAY AREA

AmeflcanForeslProduclsCo.

Bonninoton Lumber Co

BuildindMaterialOslribulors...

Beaverlumber Co.

Calilornia Bav Buildrnq SuDolv C0.

Calitornia Foiest Products. .'.

Calilornra Suoar & Western Pine Aoencv

Calrlornia Suiar & weslern Pine Adenc!

Calilornra weltern wholesale, Inc:.

Diablo Timber Products

Euoene-Willamelte Lumber Co.

ThE Flecto Co

Floor Seryice SuDoly (San Jose)

Georqia-Pacilic Cdrd

Georoia-Pacrlic C0rD. tSan Jose)

Golddn Gate Lumber C0.

Hrooins Lumber Co. {San Jose)

Hi66ins Lumber Co. lUn0n Citvl

H166rns Lumber Co. lwalnul Cieek)

Holls Wall Lumber Co.. lnc.

Kelleher Lumber Sales

Lealherback Induslries, Inc

Macgeath Hardwood

Mission Foresl Producls

Niesen-WardForeslProd. (408) 779-2147

Novo Trmber Producls, lnc.

oaklev Plvwood & Doors

P.R.0.0. lwholesale 0islribulors

Redwood EmDire, Inc.

Rolando Lumber Co., Inc.

Simpson Building Supply Co.

*R+;&T{*.{#I1.,T##l{ORTHERil

ANGAIA/EUNE[A/FOBTUl{A

Bracut lnternalional

Crown Redwood Co.

Eel River Sawmills

Humboldt Redwood Mlo. Co.

Louisiana-PacilicCorD......

Reid & Wriohl

Simoson Blildino SuoDlv Co.

Tri-WLumbersales ...-.......

VallevWest LumberSales

AUEORII/GRASS VAILEY

All-CoaslForeslProducls, Inc... ..........

Ensworth Forest Producls.

R&LWoodProducls

EATERSFIETD

Pacilic Wood Preseruino ol Bakerslield, corp. .:.... (805) 582-3950

cHrc0 Norfield Sales&Seruice.. ....

CLOYENOALE

Eowman Lumber Sales

G&R Lumber Co. Rolando Lumber (Kinlon Div.). Roundsoist. Center....... (707) 433-4816

c0RLtl{G

3.F.

TBEATEO tUiIBER-P(lLES-PItIIIGS-TIES

Crane Mills.

FORI ERAGO

Gmroia-PacilicCoro.(Redwood)

HolmlsLumberCo.. FredC.

Niesen-Ward Foresl Products

FRETOI{T

DMK Pacilic CorD.

Louisiana-Pacitic Coro

FRESl{O

American Forest Producls Co.

9alilornia Sugar & weslern Pine Agency haslon Lumoer, Inc.....

Georoia-Paciticwarehouse.

Distributorslnc. ......

Catroll Moulding Co. 0EDmr'slnc.

HiooinsLumberoo. ... ....

lnieinatronal Forest Products Inc.

Lewis Co.. Inc., Palmer G.

MissionForeslProducts.....

Pacilic Foresl Producls

Shaw Lumber Co.

SlandardSlruclures,lnc...

KIGS SEACH

Aowood Mill & Lumber LoS 8AL0S

Slewarl HardwoodLumber C0.

TODEST|l Snider Lumber Producls

SunriseForeslsProductsCo.

NEDOING ANEA

0MK-Pacilic Corp. FealherRiverMouldinoCo. Havamoom Lumber Co: Leriis Co.. lnc.. PalmerG. Louisiana.Pacilic Corp. (Red Blull).

Far W€st Fir Sales

Flintridge Lumber Sales, Inc.

FonlanaWood PreseBino......

Fountain LumberCo., Ed

Freeman&C0., StephenG.

FremonlForestProducls ......

ceorgia-Pacilic Corp.

Golding LumberSales.........

Hammermill Manulacluring, Inc.

H & M Wholesale

lnland Lumber Co.

International Forest Products, lnc

Kelleher Moulding Co., Inc.

Knollwood Corp.

KoppersCo., Inc.

Lumber Co.

Cardwell Forest Products .........

Carroll Moulding Co.

Connor LumberSales, Inc..

Contemporary Euilding Products. lnc

Crown 0istribution Center.

DMK-Pacilic Coro.

Paul Bunvan Lumbel Co

PhihpsLumberSales

P & l\4 Cedar Producls

ReddrnQ Lumber Iransporl

Schallei Forest Products.

SietraPaciliclndustries (916) 244-2200

Web Lumber Co.

SACRAiIENTO/STOCKT()I{ AREA

American Foresl Producls Co.

Eanev&Associales

BuildlnoMaleflal0istribulors.lnc.

Calilornia Builders Suoolv

Calilornia Suoar & Wistein Pine Aqencv.

caDrtolPlvwoid.lnc. ..... .'

Floor Service SuDply

Gabberl.Simmen LUmber Inc.

Georoia. Pacrlic Warehouse HiooinsLumberCo.

Ko-o-oers Co.

LewisCo.. Inc., PalmerG.

Louisiana-Pacilic CorD

McKuen Mouldrno Co.

Manaoemenl Resburces Associales

NrkkelCorD.. The....

P& M Cedar Products.

Selzer Foresl Producls

Shaw Lumber Co...

Siskryou Forest Products

Slocklon Wholesale

Unron Foresl Producls

Unron Pacilic Railroad.

Waldron Forest Products

SAilTA NOSA AREA

J.H. BlevinsCo., lnc..

Knollwood Coro.

LeBeckForestProducts.......

Louisiana-Paoitic Coro

MartinForesllnduslries.. ...

Norlh BavForestProducls

NoYo Tiffiber Products, Inc.

Soiith gavForesl Producls

Slandard'Structures. 17071 544'2982

Trinitv Foresl Producls

Windsor Mill, Inc.

STAl{OABO

Louisiana-Pacilic Corp. {Sonora div.)

uKtAlt/cALPEttA/Wl tUTS

Aowood Mill & Lumber

C;ner Forest Producls

CoaslWood Preservino.

Foresl

Little Lake Induslries

MasonilewesternLumberoiv.....

WEED

SiskivouForeslProducts

wil-LlAils

San Antonio Pole

Reel Lumber Seryice.

Rolando Lumber Sales, Inc.

Roy Foresl Producls Company

Rvoel Lumber Sales

Sai Antonio Construction

Shaw Lumber Co

Simoson Euildino SuDolv

Souin 8av ForeslProiiirits

Sunrise Foresl Products Co

Trealed Pole Builders, lnc.

Tweedv Lumber Co.

LJnrcarA lnsurance Co.

OREATER EAII DIEOO

Ameflcan Mill & Manulacluring

Baker Hardwood

Burns Lumber Co

Laminaled Timber Services, Inc.

MacBeath Hardwood

Mariner'sForest Producls

Marquart-Wolle Lumber Co.

Newporl Baning Mill, Inc.

Panel Tex

Parr Lumber Co.

PetermanLumberoo..........

Product Sales Co.

Frshman & Alliliates

oR/ltoE, RlvERSlDE e SA]I BER]IARDIlIO COUI{TIE3

ffi##Sffi PACIFIC I{ORTHWEST STATES ffiffi

wasHtlroTol{

LerisCo., Inc., PalmerG.

8EtlnGrAt

J€rsledtLumberCo., lnc. ..

ENETENTOX

LewisCo., Inc., PalmerG. ...........

EYENETT

L6wisCo., Inc., Pa|merG.

KEXTONE

LewisCo., Inc., PaherG.

xtnKtAl{0

SimDson Euildina SuDDlv Co.

t0]{GYtEg

Union Pacilic Railroad.

OLYTPIA

0elson Lumberoo. (800) 426-6040

SEATTTE

Bel AirDoor/Aloine Veneers. Inc.......

G€or0ia-Pacilic Cor0.

Simpson Timbsr Co.

UnionPacilicRailroad..

Wasco {Maicro Ind.).

sHEtToll

SimosonBuildino SuoolvCo. .. ......

smxAlE

Georgia-Pacilic CorO.

LewisCo., Inc., PalmerG.

union Pacilic Railroad.

TAC0tA

American Plvwood Association

Bel Air Door/AlDine Veneors. Inc.

Burns Lumber Co.

Gmroia-Pacilic CorD.

Lewia Co., Inc.. Palmer G. Alaska 0iv.

Louisiana-Pacllic CorD

McFarlandCasmde {800) 426-8430

Union Pacilic Railroad.

vAIc0uvEn

lnternational Forest Producls. Inc.

WAU.A WAut

Union Pacitic Railroad.

WEI{ATCHEE

Lewis Co., Inc., Palmer G.

YAt(|tA

Lewis Co., Inc., Palmer G.

ATEANY willamettelnduslries. Inc.

SEN|l Union Pacilic Railroad

c008 8AY

CoosHeadLumber&Plvwood

c0RvALUS

Bonninolon Lumber Co.

Evans FroductsCo. (Hardboard)

Mary s

LewisCo.,lnc..Palmerc.........

Lumber Co. (800) 547.8927

Lumber Products

McFarland Cascade

0reoon Cedar Products

oredon McKenzie Lumber Producls Co.

Bolando Lumber Co.

Staleslnduslries,lnc. (800) 547-8928

SunshineWoodProducts

BUVERS' ffiUID E

ROCKY tOUl{TAtnSw

HEP?ilEN

Kinzua Coro.

H[tsE0R0

PermaDost Producls Co

I(UTATH FALLS Lumber Products tE0F080

Eyrnelruckino. (800) 547-9655

FaunlainLum&rco.. Ed

Lumber Producls

Union Pacific Railroad

Wendlino-NathanC0..Inc...........

GREATEn m8rulto AnE

AlDine Inlernalional CorD.

J.H. Eaxter & Co. : . Bel Air Door/Aloine veneers, Inci (800) 547-6755

ConlactLumberCo. 15031 228-7361

oant&Bussell, Inc. {8001 547-1943

DatalineCorD.. .........

Far West FirSales FriesenLumberCo. {503) 397-1700

FullmerLumberco.

FurmanLumber, Inc.........

Geor0ia-Pacilic Coro.

Hamilon Lumber Sales Co.

Knollwood CorD. LewisCo., Inc., Pa|merG.

Louisiana-Pacilic Corp

Louisiana-Pacilic CorD. (Beaverlon)

LumberProducts ..........

McCormick & Baxter Creosotino C0.

Niedermeyer-Marlin C0..... 1800) 547-6952

North Pacitic Lumber C0. {8001 547-0440

Northwesl Hardwoods, Inc.

Publishers Foresl Products (800) 547-6633

SiskiyouForeslProducls

Sunrls€ Forest Products C0. {800} 547-l 771

Union Pacitic Railroad .

Weslern International Forest Products.. {800) 547-5744

NIDDLE

C&D Lumber Co.

Herbert Lumber Co.

BOSEBUNG

Keller Lumber Co.

SALET

Lumber Producls

Slavlon Wood Producls

SEASIOE

Agwood Mill & Lumbsr

80tsE

Georoia-Pacilic Coro.

Lewia Co.. lnc.. Palmer G.

Louisiana-Pacrlic Corp. (Coeurd'Alene)...

Lumber Producls

Pressure Trealed Timber Co.

Union Pacilic Railroad.

tEwtsT0r{

Union Pacilic Railroad.

POCATELTO

lJnion Pacific Railroad.

sAt{0P0r1{T McFarland Cascade

AI{CHORA6E Atrow Lumber LewisCo., Inc., Pa|merG. sEwAn0

Louisiana-Pacif ic Corp

HIL() Camobell-Burns Wood Products C0.. lnc.

H0N0LUTU

BelAirDoor/{Uni-SalesC0.r (oooersCo.. Inc...

Seid & Wriaht. Inc. Simpson Timber {808) 737-31 94

EOUtDEN Reid &Wright, Inc. .. c0t0RA00 SPnrilGs

Therma-Tru, Inc. coitilEncE ctTY R W Soecialties. lnc.

OEI{VER DenverReserueSupplyCo.

Georgia-Paciiic Corp. Koppers Co., Inc. McFarland-Cascade

Wasco(FacloryDirectsales)

GRAIil' JUltCflol{ R W Specialties, Inc.

toxTAila

TWOIEwffiTOSERT'EYOtt

James W. Anderson, district manager for Weyerhaeuser Corp., at the customer service center, Hayward, Ca., died of cancer on Feb. 14, 1982, in Palo Alto, Ca. He was 53.

Mr. Anderson started his career in the lumber industry at 18, working for Weyerhaeuser at Snoqualmie Falls, Wa., where both his parents were employed. He later entered sales, working in Mississippi and managing a district center in Cleveland, Ohio. He had been at Hayward for about 15 years.

A member of Hoo-Hoo International, a fraternal order of lumbermen, and the American Forestry Association, he is survived by his widow, Wanda.

PERSONALS

(Continued from page 38)

Laird Graham, Ted Small and Yaughn Hoskins have joined the wood products group of the Chandler Corp., Boise, Id., as sales reps. Other new sales reps are William Sandell, Fon-

tana, Ca., div.; Steve Alexopolous, Phoenix, Az., div.; Larry Mortenson, Salt Lake City, Ut., area. Betsy Bendix is the new sales coordinator at Fontana.

Ted and Rosemrry Gilbert, Product Sales, Co., Orange, Ca.; W.S. and Glenys Simmons (she's with Louisiana-Pacific in Ukiah, Ca.)

Jerry and Joyce DeCou, DeCou Lumber, Atascadero, Ca., and Ray and Kathielouvier. Louvier Finish & Supply, Costa Mesa, Ca., are back from a Baja Mexico hunting trip.

AD] NNDEX

PffiffiLOMBERSALNSARE

CASH IN ON THIS GROWING CATEGORY OF PROFITABLE BUSINESS

Pressure treated wood is coming on strong! Lumber merchants who have initiated aggressive stocking and merchandising programs report outstanding sales of treated wood for decks, fences, retainino walls. etc.

DO.IT-YOURSELFERS. REMODELERS, LAND. SCAPERS E CONTRACTORS

These active markets know pressure treated wood can safely be used in direct ground contact. Materials such as posts, landscape timbers, deck supports, poles and substructures can mean new business for you. Pressure treating permanently locks preservative chemicals deep into the wood fibers. Levels of treatment are identified by the quality control marks of the American Wood Preservers Bureau. Wood marked LP-2 is for use above ground and LP-22 is designated for wood in direct ground contact. To be sure, it is recommended that all wood intended for outdoor home ,A cBouND use bear the LP-22 mark. \,2"?l-t#t

CONSU\4ER PROMOTION HITS HIGH GEAR

WWPI's continuing aggressive promotion campaign in magazines, newspapers and direct mailings is telling and selling millions of western home-owners on treated wood and its benefits. u Long-lasting durability

D Money-saving economy ! Ready availability n Ease of Maintenance tr Beautiful appearance. Get ready for sales to go UP when you offer pressure treated wood.