Merchant Magazine - March 1986

Servlng the lumber and home center markets in 13 Western States-Since 1922

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

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart gades.

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

Our Ft. Bragg facility is a full-service Douglas Fir mill, trco. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer.

Call today: 7071964-0281. For redwood quality you can build on.

lmagine, Andersen' windows were America's best-sellers even before we introduced this revolutionary glass.

We call it Andersen HighPerformance insulating glass, a double glazingthat does an extraordinary job of fighting heat loss and heat gain in a home.

That's because a special transparent coating bonded permanently to the inner pane works 24 hours d day, in all climates, on all sides of a home to restrict radiant heat flow. So homeowners stay warmer in January and cooler in July.

To find out more about how High-Performance glass enhances the window name recogntzed 5 to 1 over any other, call one of the Andersen distributors listed below. .Comc nomelo qualtry

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9266i0, phone (714) E52-l990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

FROM WASHINGTON STATE, OREGON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680.

FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (714't 852-t990.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone (213\ 4'72-3113. Advertising rates upon request.

SUBSCRIPTIONS

Change of Mdress-Send subscription orders and address chanses to Circulation Dept., The Merchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $15+wo years; $2O+hree years. Foreign: one year payable in advance in U.S. fundsCanada or ]v{exico: air-$35; surface-$3O; South America: air-$55; surface-$3O; Asia: air-$68; surface-$3O; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling. The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

EDITIORilAL

CanFewer Do Morc For The Many?

lf,t E ARE pleased to be reporting in this issue Uf the merger of the Redwood Inspection Service and the California Redwood Association. While a sad event impelled the merger-the unexpected death of longtime RIS manager Peter Johnson-the merger nonetheless has a very positive result as the consolidation means the industry has a strengthened champion for its causes. A story on the merger appears on page 38 of this issue.

The entire wood products business from manufacturer to dealer has always been noted for the large number of companies at all levels. Ours is a highly fragmented segment of the American business scene.

Unfortunately, this also has produced far more organizations than are needed to get the job done. While it may be comforting for every little meaning to have a movement all its own, it has too often caused uncalled for industry bickering, inadequate cooperation and an ineffective response to problems. These issues might have been better fielded by a single organization rather than several that can hardly agree on what time it is.

Observers within and without the industry have

long recognized the desirability of fewer, stronger organizations to represent our interests. Yet, too often, the ideal has been blocked by oversized egos, unquestioned industry traditions and plain old backwardness. When it came right down to giving up that fiefdom, those perks, strokes and the comfortable business-as-usual, the contributions to consolidation iust didn't happen.

Sometimes it diint matter. But other times, when political strength was needed at local, state and federal levels to protect the interests ofthis industry, the strength wasn't there. It had been sapped by too many organizations muddling along in their own little worlds.

Marketing and other promotional efforts have too often been less than what was needed. Not because the people involved didn't understand their worth, but because the small single group just didnt have the dollars to do the job.

At some point we'll have fewer, stronger organizations at all levels of this business. We hope it's sooner, not later.

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

llomboldt Redwood l'tfs. co.

ru @ W

HELP your customers to make their redwood projects look like these by giving them proper advice on finishing. lnformation is available from CM for the asking.

How to answer rcdwood finishing questions

Redwood Association has two new pieces of literature: Redwood Exteior Finishes and Redwood Interior Finishes. These color booklets use easy-to-read illustrated charts to show how finishes affect redwood. They also describe the uses, applications and maintenance these finishes require. Redwood retailers can educate their employees and their customers by ordering these booklets and making them available to those who have questions.

Tests conducted by the Forest Product Laboratory in Madison, Wi., document the fact that redwood accepts and retains finishes better than any other wood. While redwood is well known for its excellent performance without any finish, all woods including redwood perform better if they have a protective finish.

pigmented hues can be recommended. Remind customers that these finishes should be applied to clean dry surfaces. It is also important that they keep rooms well ventilated when applying finishes.

In general it's always best to warn customers to read and follow manufacturers' advice when applying finishes. Many finishes can be mixed with thinners, mildewcides and other pmducts to change their visual effect and enhance performance, but it is important that you caution customers to check on products' compatibility. Tell them the best visual test for a finish is to actually try it out on a scrap of redwood to see if it looks right.

like:

ANYONE who sells redwood needs to know the answers to questions

n What is the best finish for my redwood deck?

! What happens to redwood if I don't use any finish at all?

I What type of finish should I use in my redwood kitchen?

E Can you paint redwood siding?

The Technical Services department of the California Redwood Association reports that 75Vo of the questions they receive about redwood projects concern finishes.

Lumber sales and counter people get a proportionate number of questions about paints, stains and finishes for redwood. Providing the correct answer gives the merchant an excellent opportunity to add to the sales ticket while providing a service for his customers.

The key, of course, is salespeople who are knowledgeable about finishes for redwood indoors and out. Fortunately, there's an easy solution. The California

Many people want a natural redwood look for their decks and siding. While there is no finish that will enable redwood (or any other wood) to keep that freshly milled look, clear water repellents containing a mildewcide can be recommended for the most natural appearance. Redwood finished with a water repellent will gradually turn to a buckskin tan color. Semi-transparent stains are also available in many "redwood" shades. The light pigmentation has a natural appearance that manycustomersfindappealing. Paints are not recommended for decks or walking surfaces, but for siding and other projects, a paint that is properly applied will last longer than any other finish.

Varnishes and other clear, film-forming finishes should not be recommended for exteriors because they tend to discolor, blister and crack. They are also very difficult to remove for refinishing.

Finishes for interior spaces are more a matter of decorating, except for moist areas like kitchens and baths where finishes have a protective function. In kitchens and baths, multiple coats of a alkyd resin or polyurethane varnish are best recommended. These are available in either a gloss or duller satin finish. In other areas waxes, oils, sealers, stains and paints that are available in natural or

Story at a Glance

Build sales and reputation by having the right answers to questions on redwood finishes free CRA literaturc can educate employees . . . proper advice will cut complaints.

Redwood is a quality product and it deserves a quality finish that's applied properly. Good advice at the counter can mean the difference between a complaint and a satisfied customer. By giving your customers the right advice about finishes your business can build a reputation as redwood experts.

This information and more is included in CM's two finish data sheets. For free samples of Redwood Exterior Finishes and Redwood Interior Finishes, contact: Califurnia Redwood,Association, 591 Redwood Highwal:, Suite 3lN, MillVallev, Ca. 94941-ed.

Redwood agencies merge

THE MERGER of the Califomia

I Redwood Association and theRedwood Inspection Service is complete.

While this may seem new. it is actually a retum to the organizational structure that was followed for many years prior to 1963. Bringing the two organizations together puts the CRA in the same form and structure as the American Plywood Association and the Westem Wood Products Association.

The members of the Califomia Redwood Association and the Redwood In-

spection Service had long considered the possibility and practicality of combining the services of the two organizations. Such a move was viewed as desirable from the standpoint of strengthening cooperation within the industry and prudent with respect to the economics of the financing and administering the activities of the CRA and RIS.

The untimely death last June of Peter Johnson, secretary/general manager of RIS, prompted the boards of directors of both organizations to again consider

consolidation. Both boards agreed unanimously to merge CRA and RIS and to petition the State of California for approval. Approval was received in December.

Under the merger agreement, the Redwood Inspection Service has become a division of the California Redwood Association, but in all other respects it enjoys the same autonomy it has always had. A governing committee sets policy in respect to operations, funding, membership and services. Through its grading committee RIS retains responsibility for complying with all regulations goveming the conduct and actions of ruleswriting agencies of the forest products industry.

CRA Member Mills

Georgia-Pacific Corp.

Miller Redwood Co.

The Pacific Lumber Co.

Simpson Timber Co.

Timber Realization Co.

RIS Member Mills

Annapolis Milling Co.

Arcata Redwood Co.

Carlotta Lumber Co.

Combs Lumber Co.

Dalerio's Pallet Shook Co.

G&RLumberCo.

Georgia-Pacific Cory.

Harwood hoducts Co.

Louisiana-Pacifi c Corp.

Miller Redwood Co.

Nu Forest Products

Pacific Clears

The Pacific Lumber Co.

Reid and W?ight, Inc.

Rolando Lumber Co.

Schmidbauer Lumber Co.

Simpson Trmber Co.

Trinity River Lumber Co.

CRA Boad of Directors

Thomas B. Malarkey, Jr., President

James A. Coon

Henry P Sandsfrrom

Darrcll H. Schroeder

Clifford C. Smoot

Keith Lanning and Diane Parodi, the general manager and secretary/treasurer respectively of the CRA, have been appointed to fill the same positions with the RIS.

There continues to be a separation between the mills which are members of the CRA and underwrite its industry promotion activities and the mills which subscribe to the grading services provided by the RIS.

Story at a Glance

RIS Gorcrning Commiffee

Alan S. Holmes

John A. Campbell

Dale A. Eichar

Harold Henderlong

l-eo S. Hulett

Peter P Kepon. Jr.

Henry P Sandstrom

George Schmidbauer

Joe W. Wheelet Jr.

Redwood Inspection Service

now an autonomous division of California Redwood Association RIS continues its grading responsibilities grading servaces only still available from RlS.

sAwiltttYou

oYER4trtltoN BOARD FEETOF READYTOROll]UTBER

Pope & Talbot's nsil cargo reload facility at Port Hueneme is like having a sawmill in your own backyard.

A sawmill tlnt turns out 4-5 million board feet of dimension framing lumber every day

It gives you easy access to a reliable source of Douglas Fir from the Pacific Northwest. In sizes ranging from 2x3 to 2xl4 and a full range of grades, including MSR.

All dimension is red end-painted and cargostenciled for easy identification.

Only the best. Always on hand. Competitively priced.

A1{OTHER5MltUOil BOARDFEE I]{THE BAYAREA

Pope &Talbot's Crockett Cargo Reload Facility is the only one of its kind in the San FranciscoBay uea. So now we cover you in Northern or Southern California with the same benefits: no more costly delap in supply no more long hauls to mills and drastically lower inventory carrying costs.

By L. Keith Lanning Executive Vice hesident & General Manager California Redwood Association

T HERE HAVE never been more I opportunities available to redwood merchants than there are today. The variety of markets for redwood products is wide open.

Markets include new construction as well as remodeling, homes as well as light commercial buildings and architectural as well as garden applications. Redwood products themselves have more versatility than ever before with newer lines such as B grade, the knony rustic redwood sidings and air-seasoned garden grades.

Redwood merchants have one more important advantage in 1986-there are a greater number of high quality sales tools at their disposal than ever before. Last vear. the California Redwood Association developed many new materials to educate customers and employees.

As in any sales/merchandising chain, the last link between the salesperson and

California Redwood Association Materials

California Redwood Association provides a variety of educational and sales materials for redwood merchants. Descriptions and prices of the items mentioned in Keith Lanning's article are listed here. Redwood customers may receive a discount by ordering through their redwood supplier.

These materials are funded by the member mills of the Califomia Redwood Association: Georgia-Pacific Corp., The Pacific Lumber Co., Mil-

Morc and better

sales tools

the end-user is perhaps the most critical. The counter salesoerson in the lumber yard is in a position to offer advice, discuss and compare product performance and close the sale. To do the job well, a eood lumber counterman needs knowledge in several fields including: sales, wood science, construction, non-corrosive fasteners and finishes. The California Redwood Association has developed a variety of methods for employers to use to train redwood sales people.

The New California Redwood Correspo

Story at a Glance

New redwood sales tools . . correspondence course with certificate for completion available... slide show video, literature library can help dealers sell more profitably.

way to give anyone a thorough backsround in redwood-related subiects. There are eight assignments on tbpics such as: forestry, manufacturing, grading, handling, installation and finishing. Each assignment is graded. On completion of the course, the student receives a certificate mounted, naturally, on redwood. This brand new course reflects current production practices, grading standards, building techniques and marketing realities.

ler Redwood Co., Simpson Timber Co. and Timber Realization Co. For more information about these materials, contact: Califomia Redwood Association, 591 Redwood Highway, Suite 3100, Mill Valley, Ca.94941.

Redwood Correspondence Course

The CRA Correspondence Course is made up of eight graded lessons. Students receive a permanent threering binder of reference data and a

The correspondence course is not just for counter salespeople. Enrollment in the previous course included people from all elements of the distribution chain-mills, wholesalers and retailers. There is probably no better background material for anyone in the redwood buslness. A

Redwood ies and Uses

that gives a redwood merchant an opportunity to establish a reputation as a redwood expert. This program was designed to aid people in developing and conducting personalized training seminars and presentations. There's nothing like a personal presentation for training

redwood mounted certificate on completion of the course. Enrollment is $100.

Redwood Properties & Uses Video

An l8-minute video which describes redwood grades, properties and uses is available in the standard VHS format for $22.50. The program may be special ordered in other video formats. Price will vary according to format and quantities ordered.

people and creating a lasting impression.

This slide show covers topics such as grades, properties and applications. Information on forestry and milling is included for background. The slides and script also detail good construction and finishing practices that sales people can pass on to customers.

One of the major advantages of a slide show is its flexibility. Presenters can reorganize the program for the audience and even add their own slides to personalize the program.

A Redwood Properties and Uses

Video is a brand new l8-minute program which was developed specifically to train redwood sales people. Descriptions of redwood's many unique properties are used as a foundation to discuss the variety of redwood applications. The major redwood grades are illustrated along with their related uses. Valuable tips on recommended construction techniques, fasteners and finishes are included.

The Literature Library available from Cffiethatshould be used by everyone selling redwood. In the last year, we have published 16 new

CRA Ad Reprints

Redwood merchants can buy reprints of the California Redwood Association ads that appear in builder, architect and consumer masazines for $12 per hundred.

Redwood Properties & Uses

Slideshow with Script

A slide show with script is available for those who wish to give a personalized presentation of redwood grades, properties and uses. A boxed

FIRST student enrolled in the California Redwood Association's brand new correspondence course is LoRen Justice ofArcata Redwood Co.

pieces of literature. Individual pieces have target audiences of architects, builders, do-it-yourselfers or homeowners, but they are all valuable for anyone involved in the building process. Based on decades of professional experience, CRA literature is more than iust a sales tool-it is a reference libraryihat can be used daily by counter salespeople. In this library they'll find the answers to al-

most any redwood-related question. Today, the redwood merchant has more tools than ever to help in selling redwood for all types of construction. These CRA materials target architects, builders, homeowners and salespeople, addressing them in terms they understand. Selling redwood without taking advantage of these tools is like trying to build a deck without a hammer.

carousel of 130 slides with script is available for $96.

Redwood

Literaturc

California Redwood Association literature may be bulk ordered from CRA or through member mills. For a price list and sample package of all the new CRA literature contact California Redwood Association.

Architectural Literature

Grades & Uses

Properties & Uses

Architectural Guide

Homes-Art in Architecture

Siding Pattems and Applications

Exterior Finishes

Interior Finishes

Garden Literature

Landscape Guide

Decks-Outdoor Rooms

Deck Construction

Fence Construction

Tips for Garden Projects

Construction Tipsheets

Deck Over Concrete

4x4 Planter

8xl0 Deck

Garden Shelter

VGR program and a slide show, both on the properties and uses of redwood, are part of the new educational information available from the California Redwood Association.

L. Keith Lanning, execulive vice president and general manager of the association, presented her with the first lesson.

HAND loading and unloading guarantee that redwood will not be damaged. Undercover storage on racks, away from dirt and grime, is recommended as are end caps and plastic coverings for shipping.

Carcful handling and storage prctects rcdwood prcfits

EDWOOD is a quality building material for highly-visible applications like siding, interior paneling and landscape architecture. When customers buy redwood, they buy it for its appearance. You can expect customer satisfaction because redwood lives up to its promises.

Naturally. customers expect to receive redwood lumber in good condition. The best way for your store to earn a reputation for quality is to educate employees about storing and handling redwood. This way the profits don't have to pay for damaged stock. Common sense rules about storage and handling can keep profits up and customers satisfied with the quality of their redwood purchases.

Redwood should be stored in a dry location under cover. This is important for the certified kiln dried architectural grades, but it also holds true for unsea-

soned or air-seasoned garden grades. Keeping redwood under cover protects it from sun as well as rain and other weather. Redwood shrinks less than other woods, but proper storage helps prevent shrinking. splitting and warping.

Lumber should not be stored near excessive heat sources such as boilers. It

Story at a Glance

Avoid moisture, excess heat and dirt by racking under cover Careful handling prevents costly dents and scars protective covers aid safe arrival of shipments.

should be kept up off the ground and protected from dirt and grime. Ideally, redwood should be stored away from heavy traffic areas-particularly major forklift paths. This keeps it from collecting dirt and lessens the chances of collisions or accidents.

Builders should be told to follow the same guidelines when storing wood on site. Redwood should be kept about 4 inches off the ground and supported evenly every 24 inches. It should be covered with a waterproof cover that permits air circulation. Dark covers should be avoided because they have a tendency to absorb heat from the sun.

The handling of redwood is as important as the storage. The fewer times boards are moved and handled, the less the chance there is of collecting scars and dents. Many dealers use end caps to protect boards when they deliver wood

to a construction site. But the main ingredient for proper handling of redwood is care and an appreciation for its value.

Marc Canizzaro of Rafael Lumber, San Rafael, Ca., commented, "When someone buys lumber from us, it is going to be used as a finish product. We assume they are going to use a clear finish on it and we treat it like that. Our yard people average about l0 to 12 years

of experience so they know what is expected."

When redwood lumber arrives there, it is offloaded by hand and placed on racks. When it is shipped out it is usually covered with plastic. "Basically, the care comes from a feeling that we are dealing with quality materials." Obviously, it is a feeling that is instilled in employees and comes from the top.

Redwood is not fragile. It is among

Coop advertising

the most durable woods on earth. It shrinks less than other woods when exposed to sun and moisture and resists erosion from weather better. Architects, builders and homeowners have all come to expect these qualities from redwood. They also expect it to do the job beautifully. Properly cared for and properly applied, it can have a higher customer satisfaction rating than any other wood available.

can sell mote rcdwood

By Greg Lambert Redwood Marketing Manager Simpson Timber Co.

oFFER CO-OP Make it timely. Make it appropriate to our mar-

ket.

The feedback was loud and clear when before forging ahead as usual this year with planning and implementation of a promotion support program on redwood, we decided to tune in on the advertising and promotion needs as perceived by lumber wholesale distributors and dealers.

From the retail side, valuable feedback was gleaned from an in-depth profile study conducted by the Home Center Research Bureau. In a survey asking retail dealers to rate the most useful services their suppliers could provide, co-op advertising came out on top followed by advertising materials and product literature for consumers.

Market playback from the wholesale distributor came from a survey of our distributor customers. It pointed up spe-

Story at a Glance

Retailers and wholesalers put co-op advertising at the top of their wish list . . lack of appro- priate redwood advertising sparked program grassroots programs based on multifacet promotion.

cifically that the distributor lacked redwood advertising and promotion material that was timely and appropriate to his marketing area.

Based on the wholesale and retail level input, a major portion of our 1986 redwood advertising and promotion budget has been allocated to co-op and an expansion of our previous co-op support programs. The goal is to provide on a shared-cost 50/50 basis advertising and promotion support tailored to local market requirements and seasonal opportunities to general immediate redwood sales action at the srass roots retail level.

In its ultimate form, the co-op thrust evolves into a three way partnership between manufacturer, distributor, and dealer. The grass roots programs are orchestrated through the wholesale distributor, who qualifies for drawing rights on a pool of redwood promotion funds based on purchases of our redwood. In most situations, the co-op funds are passed along to the local building materials retailer in the form of 50/50 support

(Please turn to page 34)

Redwood millwork rcflects the past

OMES built in San Francisco, Ca.. 100 years ago were considered outstanding examples of Victorian architecture and the use of a local wood: redwood. Today a company located just north of San Francisco continues the tradition by producing standard and custom turnings in redwood.

Pagliacco Tirrning & Milling and its related custom operation, Architectural Wood Tirrning Service, are located in Woodacre. Ca.. a small town surrounded by redwood forepts. Robert Miller, the owner, and his employees perpetuate the milling of beautiful redwood products for homes and buildings.

It is appropriate that they are surrounded by redwood forests, because the company obviously has a great appreciation for the special properties of this wood. Here's a quote from the fourth page of the Pagliacco Tirrning & Milling catalog: "Our experience has shown that the majority of redwood turnings made at the turn of the century for exterior use in San Francisco (an area of high exposure to moisture and decay) are still sound and have not deteriorated appreciably. Not so with turnings from nonand less-resistant species; signs of deterioration have developed after only a few years in use."

Redwood is the primary material for the balusters, newel post and caps, railings, porch posts and columns manufactured by the company. Miller is in a unique position. Since much of the work they do is reconstruction and renovation, they often see the old posts, balusters and columns as they are removed from buildings 50, 70 and over 100 years old. This experience has left Miller a staunch supporter of redwood.

The primary customers are architects. Miller estimates that there is a 50/50 split between commercial and residential uses of their products. The residential jobs are almost entirely for custom homes.

Miller explained that they aren't in competition with the mass producers of generic railings and balusters commonly stocked in home improvement centers.

The lumber retailers who work with Miller are primarily ones who deal closely with their own clients. "The dealers who appreciate our product are generally ones who feel bad if they can't find just the right thing for a loyal client." Miller commented.

Story at a Glance

Authentic Victorlan millwork designs, some dating from the 1870s, used in reconstruction and renovation redwood often used due to its remarkable durability in damp climates .$g catalog of historic, obsofete milfwork free to Merchant Magazine readers.

After several years doing custom woodworking, Miller spent over six years researching and studying traditional Vctorian millwork. This included hunting down manufacturer's catalogs from 1870 to the early 1900s. He compiled these profiles, drawings and specifications into a massive private catalog which sits in the corner of his office. The result of this labor is a well planned and historically authentic product line which is documented in the new company catalog.

The 24-page catalog for Pagliacco

(Please turn to page 73 )

CREAfl0N and master: Robert Miller, owner of Pagliacco Turning & Milling, with millwork equipment used to produce redwood masterpieces such as the columns shown in the top photo.

Redwood attracts @mmercial contractor dollars

I IGHT commerical consrruction is E a steadily growing segment of rhe building market. Redwood siding is one of the most popular materials for this type of construction because of its appearance, performance and competitive price. Redwood lumber dealers can increase their business to commercial builders by stocking a range of popular redwood sidings, including: clear all heart, clear and B grade. Knotty redwood rustic sidings are also popular and economical for commercial buildings. Aside from having the right materials available, there are several other ways to attract corffnercial builders. The key is to think like a builder.

There is no question that builden are after a good price and estimates that they can use for their bids. Dollars they save can mean the difference between loss or profit and winning or losing a bid for a job.

Redwood is competitively priced with other materials used in commercial construction such as brick and other forms of masonry. In addition, installation of redwood siding is often more economical, as it can be done by most carpenters.

Beyond price, there are many services

Story at a Glance

Get your share of light construction sales by stocking redwood siding scout construction projects, use special salesmen, help with estamating and bidding, have a special contractor sales counte[ offer credit terms, itemized billings .

a lumber yard can provide that will make a builder's life easier. When it comes down to it, a helpful and consistent supplier can be more valuable to a builder than the best deal in town.

Some lumber yards have special salesmen for professional builders. One yard we contacted has an outside salesman who looks for new customers by checking the building permits and scouting new construction projects. Professionals like to deal with professionals, so the better informed your sales force is, the happpier it will make the commercial builders.

A good salesperson can help a builder remember all the items needed for a particular job. During the bidding and estimating process, this helps the builder to avoid unbillable expense. When it comes to building time, delays and extra trips by the builder or lumber yard delivery trucks will be prevented.

Many yards have a special sales counter for builders. This is a psychological ploy as well as a practical feature. It helps to illustrate that builders are considered preferred customers. It also makes a clear delineation between builders and other customers where different prices are concerned.

Delivery is important to builders. Naturally, builders appreciate a short time span between the order and the delivery. They also expect to get things in good condition. Redwood is bought for its appearance, so builders expect to receive their lumber in good shape.

Builders expect credit-2O to 30 days is not uncommon. Working out the terms of credit is a policy that each lumber dealer has to consider carefully.

Commercial builders have to be good bookkeepers and like everyone else, they probably hate doing it. Itemized bills are important for builders in their own planning and billing. If a builder is working on several different projects at one time, it will help if the jobs can be

billed separately. Fortunately for dealers, new computerized billing systems make it easier to provide bills in a helpful format.

As more and more businesses move to suburban areas, the potential for redwood sales for commercial buildings will continue to grow. Dealers need to consider all the ways to expand their sales to this growing market. The frst step can be to stock the popular grades of redwood sidins.

C0MMERCIAL construction is a growing market for the redwood dealer. Redwood sidino adapts to all styles of architecture as shown ii these ohotos.

Olrlr has moved its headquarters liom Pasadena, Ca. tri the Grace Flome Centers West otfices in Diamoncl Bar. Ca. Culo,eras Lunther, Altaville, Ca.. has opened a new 6.000 sq. ft. fecility conrrecting with the Mark Twain shopping centcr..

&1 lsattber Co. has closed six stores in Oregon and Washingttrn (see p. 3l lor story) . . Hubbanl Buildir4q Supply, Hubbard, Or., has been purchared by Deln Augustus and renamed Hublxud Htu,th*tre ontl Lwnber . . Handluruxt will open in a new shopping center location in Vista, Ca.

Lturtbenrrcrt's is negotiatinu lor a store in lssaquah. Wal . . .ir,r,,.r,r,Dr.qgs is building a new 2,970,000 cu. ft. fiicility on an ll acre industrial park site in Sacramento and will move fiom its present downtown Iocation where they'r,e been since 1B78...

Prt.t' 'rt S(^'(' Cot?.. Seattle. Wa.. owner of Entst Horne Center:s, has changed its name to Seatle Standard Ctr1r. . Frcd Mcvarwill expand its home improvement line in a 44,000 sq. ft. enlargement of its Creshanr, Or.. store

Hone Depot hr. has dropped plans to open five new stores in the Detroit, Mi., market, selling the facilities under development to Par:e Membership Wrelnwe lrc., Denver, Co. (see p. 3l for details) and rcserved a 115,000 sq. ft. location in a shopping center under construction in Pico Rivera. Ca.

Pa}'ft:.rs Caslrrrzns, rvhich recentlv closed rts Aunrra. Co.. Huglt M. lVrcrls Builrlirry Materiuls, is considering a ncu soullrcust Dcnvcr unil . Matlcl Lturtber; a 54-ycar-old Trcona. Wa.. retailer. will close this nronth (see st()ry. p. .19) . .

Stuulurd Brunds, which will open 5t()rcs in Huntington Park arrd Diamond Bar, Ca., in April. and a new Colorado Springs, Co., unit in N{ay, recently conrpleted an interiorlexterior renovation of its San Ralael Horne Decorating Center, San Rlfuel. Ca. .

Wall Dr-v Kiht htts adcled a new lumber stgrage building at their Lorrg Beach, Ca.. piant Ctns Head Lrunber antl Phtttntl, Co., Wilnrington, Ca., has movcd tcl Berfh 200 in the Los Angeles. Cla.. harbor.

A .$700 million bid by Harold Ceneen, former ITT chairman, for the 660 store retail empire oi trV R. Gruce & Co. has been reported by usually reliable source st a Crace spokesrnan saicl Ceneen was "one of more than 100 individuals and companies expressint interest" Grace operates 307 home centers under various nantes includins Httnt!.t' Dtttt. Htuuh'Qn'. On tuurl Sfipl), Hcrrchffire, Ole's and others

Mttwtutt G'r,rr7r hus corrrpleted ils acquisition of Tlte PtrciJic Ltunber Co., San Francisco: more than 827c of the shareholders ok'd the $40 per share takeover

fuluuilk': late\t prl)posed plan lirr' repaving cledibrs exlencls rlver .11.+ verars q,ith no pxn'ision for intcrcst: itsbcstos rietims uill be puitl lrnnt a trust funcl o1- S2(X) nrillion in cash anrl receivables. a $1.5 billion bond ancl 5475 nrillion in annual installnlents ()\cr' 22 yclrr':

Keatrc Ertterprisas, Ptitter Valley. Ca.. has expanclcd with a new olf'ice/ warelrouse facility . Alodtlhr Enterpnse has nrovecl its western regiclnal office to Salern. Or.

Tht' Aillri,rr,rI Kittltttr Ctrltitrr't .4ssociatirtu expects cabinet sales to rise l7c this year to 40.1 rnillion units . Notionol Rrast Prrxlutts Atsrxir$iou has moved to 1250 Connecticut A",e. NI.W.. Washington. D.C. . .

Decertification elcctions ltave now been held at 1tJ ktuisianu-PaciJit' facilities with 16 r,oting in firvor of decertification and tuo appcaling to thc National Labor Relations Board.

Oreprtt Wlkurrcne LLunbar Co. is liquidating its Ncwport and Lincoln City, Or., retail stores Gallelrcr Hanhtrxxl Co., Santa Fe Springs, Ca.. is now a clistributor fbr PennaGrain Products

Palnrcr G. ktt'is Co. will pay a 79 first quarter dividend . . Gern"ginPociJit"s building pnrducts sales in 1985 increased from $379 million to $391 rnillion at Pope & Thlbor 4th qLrarter 'll-5 income u,as lOp a share vs a 4th quarter '8zl loss of 78p . lhe Poilartll wood products group's ner'8-5 sales uer.' $950.-l million corlpared with $993.9 rnilliott in l98+ . .

HtnrcClub plans to open rtn Oakland. Ca,, unit this month r,lith stores in Stanton, Riverside, City of Industry, North Hollywood and West Los Angeles, Ca., expected to open

PctciJic Ltanlrcr Co. minority shareholclers were deniecl a orelirninary injunction to bkre k ivl(t.ywnl Groult Inc. from completing its tender offbr of $870 million for the co. . . Srntlnvest Forest Indu^rnre.r, which lost 59.823,000 in 1985, has received an extension of a temporary restrilining order to keep a rninority shareholder group tiom soliciting proxles

Httrsirtt \tot'l.\ ( litth('d l5.7cl irt Jurr. (latest l'ig:. t t.r a seustlnally aeljusted annual rate of 2,088.000 units . single family honies led the biguest jLrrnp in almost two ycars with a 24.57c increase. an annuarl rate of 1,353,000 units rnultifirmily were up 2.57c tct an annual rate of 735,000 units . the west trailed the rest of the nation with only a 1.8% increase in starts building permits dropped 0.2c/c to a 1.870.000 unit annual rate

FAMOWOOD

is the PR0FESSl0llAt'S Att PURP0SE PtASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass ! :!t4*

Kea.y to use .gnt out ot lne can, famow'o. " !

Ready to right the can, Famowoot applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly aOVlied. -1

*i'lifllir:r 16 matchins wood corors

GALENDAR

MARCH

Western Wood hoducts AssociationMardl 1l-14, spring meec ing, Westin St. Francis, San Francisco, Ca.

American Concrete Institute-Mardr 16-21, Hyatt RegencyEmbarcadero, San Francisco, Ca.

National Lumber & Building Material Dealers AssociationMardt 17-19, Conference with Congress,Hyatt Regency Hotel, Washington, D.C.

Mountain States Lumber & Building Material Dealers Association-March 20, estimating school, Best Western Stardust Motel, Idaho Falls, Id.

CanadaAVood'86-Mardt 2l-23, exposition, Palais des Congres' Montreal, Quebec, Canada.

Western Decorating Prroducts Show-March 22'23, Civic Artditorium, San Francisco, Ca.

National Lumber & Building Material Dealers AssociationMardr 23-27, family business seminar, University of Pennsylvania. Philadelphia. Pa.

Umpqua Valley Hoo-Hoo-Ette OubMarch Z, nominations meeting, Tom Tom Restaurant, Roseburg, Or.

APRIL

Mountain States Lumber & Building Material Dealers Association-April 5, estimating school, Hilton Hotel, Albuquerque, N.M.

I.dational Housenares Manuhcturers Association - April G10, intemational housewares exhibition, McCormick Place, Chicago, Il.

Ir.iational Hardnood Lumber Association-April 7-11, hardwood lumber rules course sponsorcd by Los Angeles Hardwood Lumbermen's Club, Holiday Inn, LaMirada, Ca.

Interrnountain Loggrng Conftrcnce - April 9-12, Ridpath Hotel & Motor Inn, Spokane, Wa.

REDWOOD . CEDAR

DOUCLAS FIR . HEM-FIR

PINE COMMONS o PLYWOOD SIDINCS

TREATED STOCK

MASONITE BRAND SIDINC

PLYWOOD SHEATHINC

DirectMill . T&T . CarLoads or LCI from our distribution yard 1286 North Broadway Stockton, Ca.95208 {209) 946-0282

fohn Diederich - ludy Murphy

Lee TurrrcrGordon Roby - t\,latt Stanley

: Dave tvtiller

Woodrmrk Institute of California-April 10-12, 35th annual convention, Embassy Suites, Palm Desert.

Wood Madrinery Manuhcturcrs of America & Wooduorking Madrinery Distributor's Association - April 13-16, joint industry convention, Camelback Inn, Scottsdale, Az.

Mountain States Lumber & Building Material Dealers Association-April 14-15, building materials buying show Denver Merchandise Mart, Denver, Co.

Dub's Ltd.-April 18, golf toumament, Mira Vista Country Club, El Cerrito, Ca.

Arnerican Wood Preserrcrs Association - April 27-30' Franklin Plaza, Philadelphia, Pa.

North American Wholesale Lumber Association-Apnl 27-30, annual meeting, Boca Raton Hotel, Boca Raton, La.

American Institute of Timber Construction-April 27-May I, annual meeting, Lodge at Pebble Beach, Pebble Beach, Ca.

Weslern Hard$ood Association-April 30-May 2, spring meeting, Eugene, Or.

Olympic Ingging Conference-lMay 1-2, Beaver, Wa.

Mountain States Lumber & Building Material Dealers Association-May 1-3, dinner & golf, Albuquerque, N.M.

HOME GENTER MERGHANT

SETTING: Office of the sales promotion manager of a regional home center chain. The two characters have never met. The salesman has waited 25 minutes beyond the scheduled appointment time. He enters. The man beyond the impressive-looking desk is speaking on the phone. The man motions to the chair. The salesman sits. The man is on the phone another five minutes.

The Man: (Hanging up) "Sony to keep you waiting, the manager's meeting ran a half hour over and I've had to put out some fires at the newspaper."

SaLesman: "I understand mav I call vou Bill?"

Bill: "Please do."

Salesman: "There sure is a lot of activity here."

Bill: "Yeh, we keep busy. Now explain to me again what you told me on the phone. What are you trying to sell me?"

We will prepare a full-color mailing piece offering your customers a brand name paint sprayer for its regular price, $49.95. Your customer just mails back the order form with his charge payment. The $49.95 gets charged to his account."

Bill: "Then?"

Salesman: "You send us the order and we drop ship the paint sprayer right to his home."

Bill: "O.K., now who gets what?"

Salesman: "There's 40Vo profit at $49.95. We take our expenses off the top for the sprayer, the production of the full-color statement stuffer, the handling, packaging, and shipping. Once our costs are covered we split the profits 50/50."

...Silence...

Salesman: "Here is a list of retailers we've worked with before. Ask them for a recommendation and remember you're not inserting anything with your statements now

and you've nothing to lose and lots to gain. We've got a strong track record."

More silence

Bill: "Nope, it sounds like a good idea, but who needs you?"

"We have paint sprayers, and I can have my ad people prepare a mailing piece. And somehow we'll get the orders processed and shipped. There's nothing that you can do that we canl do."

Salesman: "You're right. There is nothing that we do that you can't do. Except! We'll do it. You will always find 101 other priorities that prevent you from completing the program."

That scene took place many years ago. I was the Bill. The salesman was right. One year later I had him on the phone and gave him the go ahead. We ran a very successful and profitable statement stuffer.

Today, I find myself taking on opposite roles. In my work as a consultant, there are programs I recommend to retailers that are historically successful and profitable. They should be implemented by my office or other outside service companies. But, too often the retailer reacts just the way I did many years ago. And too often the program never gets started. Sometimes it takes an experienced executive a while to recognize that the availability of talent on board is no guarantee that a project will ever get started or finished.

Any program stands a better chance to succeed when the ones responsible receive no benefit until it's completed.

ARIZONA SGENE(W

E.J. JOHNSON executive vice president

HE ALBSA proudly announces its 65th annual convention scheduled for May 7-10 at the new Radisson Hotel Continental in Mesa. Convention chairman Tony Padilla, Foxworth-Galbraith Lumber Co., Mesa, and his committee have done an excellent job in preparation forthe coming event. It is anticipated that more than 300 attendees will enjoy an outstanding business program along with some social events that have popularized Arizona's exciting conventions.

The convention commences Wednesday evening, May Z with a reception for NLBMDA president and Mrs. Pat McCormick of Madison, Wi. It is a nice way to welcome them to Arizona and get into the swing of the convention. The following morning features the annual lumbermen's golf tournament which will be played on the new Camelot Golf and Country Club course located north of Mesa. 'lburnament chairman Don Hossack has promised that all participants will come out winners as they vie for numerous prizes and awards. Abuffet awards luncheon has been added this year to provide a proper way to recognize the best and the worst of our intrepid participants.

The ever popular western steak fry will conclude Thursday's program. Attendees will really enjoy the site of this year's western outing and hospitality. While guests are dancing to continuous cowboy music, the lights of Phoenix will come alive from Rustlers Roost situated atop South Mountain. This evening has always brought old friends together and is a relaxing way to meet new friends as well.

We are particularly proud to announce the line up of speakers for our business programs which will be held on Friday morning, May 9, and Saturday morning, May 10. Heading the list are Arizona's First District Congressman John McCain lII, James Galbraith III, vice president, Foxworth-Galbraith Lumber Co. Dallas. Tx.. and Arizona State University head football coach John Cooper. Ken Ross. economist for First Interstate Bank of Arizona, will discuss the effects of an ever changing economic atmosphere and its impact upon business in the state. Bob

SUBSCRIBE TODAY

Scott, president of the Arizona Employer's Council, will explore employee law suits and federal employment regulations. Bob Baker, vice president of Lumbermen's Underwriting Alliance. Boca Raton. Fl.. and Arizona State Senator Pete Corpstein will present programs concerning the insurance industry and its costs to the lumber business.

The Western Wood Products Association. in cooperation with the American Plywood Association, American Wood Council, National Forest Products Association and Southern Forest Products Association will unveil a major promotional marketing program for a Plen-Wood raised floor system in Arizona's homes.

Additionally, NLBMDA president Pat McCormick will discuss the lumber business across the country as well as programs from our National Headquarters in Washington D.C.

Other programs being finalized at the time of this writing, include rail transportation of lumber to the Arizona market and employee productivity. Without a doubt, this year's business format will stimulate the thought processes of those attending long after the close of the convention.

If this isn't enough, we have an exciting addition for this year's convention. We will be awarding three grand prizes. The first grand prize is a weekend for two couples aboard Kaibab Forest Products' houseboat the "Lady K" on Lake Powell in Arizona's northlands. This prize will be awarded at the conclusion of Friday's third Annual Wholesalers Extravaganza Night.

To the uninitiated, this fantastic evening, jointly sponsored by industry suppliers, brings customers and prospects together in a gala setting that can never be forgotten. Chairman Rich Bilby has promised some new twists and surprises!

The second grand prize is another houseboat weekend for two couoles at Lake Powell. This prize, courtesy of Nielson Building Materials, Mesa, will be awarded at the ladies luncheon at noon on Saturday. Chairwoman Jan Clark and her committee have put together an exciting program which spouses will not want to miss.

The third grand prize will be awarded at the conclusion of Saturday's presidents' banquet and dance. Back again for the third year is a weekend for two couples aboard "La Vida," Ray Lumber Company's yacht, harbored in San Diego, Ca.

Well, there you are-Arizona's 65th annual convention. A very special room rate of $70 per night has been arranged for attendees. We hope you will all plan to join us and look forward to seeing you.

gIx BAND FIILLS

Over 50,000,000 feet annually

Arizona Lumber & Builders Supply Association

GARY L. SMITH executive vice president

T HE PROGRAM ran from product inI formation to stress management at the LMA Management Seminar conducted in January. Held annually at Asilomar State Park in Pacific Grove, Ca., this year's conference drew 86 participants.

Our first speakeq Bryon Oberg from the American Plywood Association, brought us up to date on the emerging technology in the structural panel industry. Because of the success of APAs performance rating program and the favorable acceptance ofthe new nonveneer panels (waferboard, O.S.B., structural particleboard) these "new" products will make up l4Vo of production by the end of the'80s.

Energy compliance and the adverse effect

of California energy regulations on the lumber dealer was the theme of a program by Mike Hodgson of Consol, an energy compliance firm in Stockton, Ca. Mike warned of the potential loss of markets to the wood pnrducts industry when slab floor construction is mistakenly awarded an advantage because of the "mass effect," as it was in Califomia. He also reviewed how the national wood products associations have succeeded in removing the bias. Mike concluded by highlighting products, some familiar and some new that will become or will remain popular because of the need to conserve energy. Among these were water flow devices, rigid insulation board and a new hot water saver that returns hot water from the pipe to the water heater after each use.

The keynote speaker on the first day was George J. Handgis, co-founder of Home-

Club Inc. After opening with some general information on the history of HomeClub, George responded openly and candidly to the volumes of questions and concerns of those present. If one repsonse can highlight a session that everyone really got into, and enjoyed, it was George's answer to the question "what should the independent lumber dealer do to remain competitive with a HomeClub or other warehouse operation?" After making the point that the independent offers services that they cannot and will not, George made the following suggestion: "If you are presently operating successfully and making a profit, don't change anything." When is the last time we had to be reminded-"If it ain't broke. don't fix it?"

Our conference concluded on Sunday with synopses of dealer round tables held.earlier and a dynamic presentation by Michael Gerber of the Michael Thomas Corporation. MTC is a business development firm and Michael concluded his "Key Frustrations Workshop" by urging participants to operate their businesses from the beginning as if it were already what they visualize for it in the end.

Conference facilities at the Asilomar have already been booked for 1987. Judging from the enthusiasm and success of 1986. it is certain to be "sold out" again.

California and the Lumber Association of Southern California.

WAYN E GARDNER executive vice president

Gr OME years ago it was decided among 9 the associations participating in the National Lumber and Building Material Dealers Association that regional meetings could be beneficial.

The concept premise was that ideas could be bener enhanced between orsanizations

that had similarities due to regional closeness than between organizations that were on the opposite sides of the nation.

Thus the Cowboys was formed. It consists of the Western Building Material Association, the Montana Lumber and Building Material Dealers Association, the Mountain States Lumber and Building Material Dealers, the Lumber Association of Texas, the Arizona Lumber and Builders Supply Association, the Lumber Merchants of Northern

This group met Feb. 2, 3 and 4 in Park City, Ut. What a beautiful place for a meeting in February. The ski slopes were close by and covered with snow making it a very picturesque location, well chosen by Fred Caruso of the Mountain States Association.

Attending this year were Chuck Link and the Western president Bob Perrin; Fred Caruso and the Mountain States president Dave Stringham; Joe Butler of the Gxas Association and president Ruel Alexander; Arizona executive E. J. Johnson and the president Jim Killen; Northern California executive Gary Smith and president Ron Silvera; Southern California executive Wayne Gard-

(Please turn to page 27)

Announcing: suN PLYWOOD, TNC.

SUN PLYWOOD, lNC. joins the Sun family of mills produci ng quality buildi ng materials. SUN PLYWOOD, lNC. is located at North Bend, Oregon. Shipping facilities include rail (SP RR), truck,

piggyback van, and barge. We're a member of the American Plywood Association. Look for our grade stamp for your assurance of quality. Our goal at SUN PLYWOOD. lNC. is to

provide you a consistently quality product, fast service at market prices. lf you are not using SUN PLYWOOD-we are new-ask your favorite distributor to order a shipment today.

A NEW ADDITION TO THE QUALITY SUN FAMILY OF BUILD'NG MATER'AI.S

N STUDS, INC._SUN STUDS iS ating Thirty Five Years of production exSun 5tuds was the first computerized ll in the world. Production exceeds 90 board feet annually of KD Western k and Douglas Fir Studs graded under SUN PTYWOOD, INC.

LIB grade rules.

SUN VENEER, INC.-SUN VENEER leads the industry in computerized technology and fiber utilization. Production capacity exceeds 850 million square feet annually of 'll10 inch veneer. Sun employees are involved from logging to replanting to manufacturing for the benefit of you-our customer.

CHUCK LINK executive director

E ORECAST 2000 from the Rainier I Bancorporation's"EconomicPerspective" says that growth of Pacific Northwest jobs and income is projected at above average rates.

Economic growth in Washington, Oregon, Idaho and Alaska is forecast to outstrip the national average for the rest of the country according to the latest economic projections by the U.S. Commerce Department. The agency forecast is based on trends in jobs and real personal income, which, of course, could change.

For the time being, the outlook is for

The Southland

(Continued from page 24)

ner, president E. L. Newkirk and vice presi dent Phil Butterfield.

Some of those attending arrived on Saturday so that a day of skiing could be enjoyed before settling down to business.

On Sunday evening the meeting started in earnest. On Monday we reconvened at 8:30 a.m. and discussed various situations until after 5:00 p.m. with only a short break for lunch. Tiresday morning we started again at 8:30 a.m. and reluctantly quit at ll:30 a.m. due to some flight schedules.

Each association president and executive officer covered the highlights of the previous year. This brought out the successes and the failures of each association. The meeting was an exchange of ideas so that each of us could

strong earnings and employment growth in services, construction and key segments of durable goods manufacturing, especially those related to national defense, instruments, high technology machinery fabricated metals and aerospace and other transportation equipment.

Drug abuse among employees is a continuing problem and occurs at all levels in the workplace.

Many managers are handicapped in confronting an employee on a drug issue due to a lack of outward manifestations of drug usage. Yet, a manager may have to confront a drug abuser if the worker's performance is greatly impai.red and is affecting the morale of other employees.

If you must approach an employee about drug abuse. remember these points:

benefit from the successes as well as the experience of the failures. There is no reason for us to reinvent the wheel for each meeting idea. And the Cowboy meeting really helps in avoiding that pitfall.

Chuck Link talked to their success in education meetings; E. J. Johnson, on video tape education and Second Growth; Gary Smith, about their credit union and management seminar; Joe Butler talked of LAT's legislative activity and their upcoming l00th anniversary celebration at the April annual meeting; Fred Caruso discussed their new membership progam that brought in 50 members, their cost maintenance program for health and accident insurance, and many other fine prcgrams. Southern Cahfornia talked about the fine management conference for 1985 and the plan formulated for 1986, the long range planning that's taking place now and the success of the Second Growth, the under 4Opeople in the industry.

' Do not analyze your employee's motivation or make observations about personal style that are unrelated to the person's work performance. Instead, carefully document all work performance and your unsuccessful efforts to resolve them.

' Do not act as confidant to the employee. The individual may reject professional help knowing you arc there to help.

Do not be cajoled or fooled by employee denials. In most cases, a drug abuser is the last person to know he or she is in trouble. Be firm, fair and always focus on work performance.

' Offer the employee a choice between discipline or professional help. Put the drug abuser on notice that unless work performance.improves,he or she stands to lose the job. If the employee accepts treatment, he or she should be assured that it will be treated in strict confidence.

There are many counseling and drug rehabilitation programs available. For additional information, call the toll-free national cocaine hotline ( I -800-COCAINE).

The officers, none of whom had attended such a meeting before, were impressed with the meeting content and were appreciative of the opportunity to meet and discuss problems with other association presidents.

Ron Silvera pointed out that due to the timing of the meeting, and the timing of the installation of many of the presidents, it might be most practical to include the vice president in the meeting. Southern California did that in 1986 and plans to continue the practice in subsequent years.

This meeting was one of those that everyone wanted to have last at least another half day. There was so much to cover and so little time to cover it all. Considering the location, the hotel space, the people and the interest level, it could almost be categorized as an ideal meeting, if such a thing exists. Everyone, including the wives who attended this year, is looking forward to the Pacific Northwest for the February 1987 meeting.

How-To Fair Attracts 200,000

More than 200,000 people were on hand for Orchard Supply Hardware's 9th annual How-To-Fair at the Santa Clara County Fairgrounds, San Jose, Ca. OSH is currently owned by W.R. Grace.

Over 250 hardware and home improvement manufacturers bought booth space to display and demonstrate their wares and distribute discount coupons. This year's increase in both attendance and exhibitors required two main exhibition halls and four other buildings for demonstrations and clinics. This is a significant growth from the one building occupied by the first fair in 1978.

Orchard Supply Hardware, a 21 unit retailer based in San Jose, Ca., has learned that it can create a big jump in sales volume at its stores by showing d-i-y minded customers how to do a variety of projects. Demonstrations and clinics range from traditional subjects like plumbing to more contemporary topics like Chinese cooking.

Store managers have found that the discount coupons handed out at the fair increase store traffic and sales while building Orchard Supply Hardware's image as the source for home improvement materials, information and expertise. They know that a crowd at the fair means a crowd at the stores later.

The San Jose fair was held Feb. 7-9. The fifth annual Fresno, Ca., area fair was scheduled Feb. 28-March 2.

Gustorq MillirtQ

Spacialists

W00DWORKING technioues from the 19th century were demonstrated by Roy Underhill, host of -TVs "The Woodwright's' Shop," at the 0rchard Supply Hardwari How-To-Fair.

Yoursource of qualig redrrood and Douglasfin

I n 1889 we built the first dryI kiln for redwood processing.

I This was later followed by the construction of the first electrically powered sawmill in California. ln

1983 The Pacific Lumber Company completed construction of a new state-of-the-art Dou g las f i r sawm i ll capable of milling logs six feet in diameter.

Today Palco continues to be a leader in kiln-drying and manufacturing of quality redwood and

Douglas fir products. We specialize in vertical grain lumber including Clear All Heart and Clear grades of Certified Kiln Dried redwood and C&Btr Douglas fir. Air seasoned Rustic redwood sidings can be shipped in mixed truck loads with a full line of rough full-sawn, S4S, or pattern redwood and Douglasfir. With one truck, from one location, you can obtain up to twenty different redwood and fir products in convenient pre.tall ied units.

Over the years our manufacturing and flexibility in shipping have evolved to meetyour redwood and Douglas fir needs.

Photo: Pacific Lumber Company Archives

Truths Your Mother Never Taught You "The Way To A Man's Heart ls Through His " wA[Lef "

[lhe gastronomical route just won't cut it in the world of commerce, but, tell a man how he can make a profit and you have an attentive listener.

!et's face it. Profit is the name of tne game we all play. lt justifies our existance. Without the difference between cost and selling price you, we, everyone in business is soon outof business.

New Simpson Timber President

Thomas R. Ingham Jr. has been named president of Simpson Timber Company. He has been vice president and general manager of their northwest operations since April 1983.

[o

at the

must buy right, and that's where Mallco can playan important part in your profit picture.

flrompt, dependable deliveries let you get a "maximum turn" for the greatest profit. No need to be saddled with huge inventories, simply draw f rom Mallco's inventory. The items you need are as close to your store as your Mallco salesman or the phone (use our toll-free 800 number if you are located out of town).

ISAO marks Mallco's fortreth year of supplyinglumber and building materials to the trade. Forty years under the same ownership. Forty years remembering that the way to a man's heart is not through his stomach, but through his wallet.

flhis philosophy has been good to us, and prof itable to our accounts. We never f orget that you have to buy right to be able to sell right. And, to sell right is to earn a decent profit.

Ihat's what it's all about, isn't it?

(602) 252-4961 or Toll Free 1-800-352-5530

In his new position he will be responsible for the building products group which includes redwood, doors, panel products and fir and hemlock lumber. Reporting to him willbe Hank Sandstrom, vice president and general manger, redwood operations; Bill Rud. dick, general manager, doors; Larry Fleming, general manager, panel products, and George Baker, marketing manager, whitewood lumber.

He will continue to act as general manger of northwest operations with his office remaining in Shelton, Wa.

Ingham was named vice president, California operations, tn 197'7 and corporate vice president, marketing, in 1980. He joined Simpson in 1964 as a management trainee and served in sales positions and as production manager, fir and hemlock lumber.

Ingham earned his bachelor's degree in accounting and economics at the University of Puget Sound. He is currently a director of the American Plywood Association and is a past president of the California Redwood Association.

Stanley Acquires Bostitch

The Stanley Works is acquiring the Bostitch Division of Textron Inc. for approximately $193 million.

The sale, which is expected to close by the end of the frst quarter, will help Stanley to develop both its professionaV industrial tools businesses and its consumer do-it-yourself business, according to Donald W. Davis, c.e.o. and chairman of The Stanley Works.

sell

rightprice,cne

84 Minus Six

The 84 Lumber Co. closed six stores in Oregon and Washington during January, because it said it has been losing money in the Northwest for five years.

Stores in Vancouver, Richland, Yakima, Puyallup and Lacey, Wa., and in Bend, Or., were closed by the privately owned company, based in Eighty Four, Pa., which operates 380 lumber supply stores in 34 states.

Orchard Staff Plans Buyout

Orchard Supply Hardware's managers and employees will try to purchase the 2l store home center chain from its parent company, W. R. Grace & Co., which has announced it will sell its retail division, according to Orchard president and c.e.o. Tom Thornton.

Thornton said he and the employees plan to make a bid in three to four months which can be entered 30 days after Grace issues a prospectus on the sale.

He will urge the managers and as many of Orchard's approximately 2,350 employees as possible to participatd in the leveraged buyout.

Since Grace bought the chain for about $26 million in Grace stock in 1979. San Jose-based Orchard has expanded from nine to 2l stores in Northern California. It is one of four home center chains comprising the majority of Grace's retail group.

Under 35ers Follow Trends

Retailers with customers in the under 35 age group can better understand their customers if they think in 'terms of trends and changing fashions.

"The young homemaker likes to change her decor more frequently," says Shari Hiller, color stylist for Martin-Senour Paints. "She may not furnish her home as expensively as the older homemaker. but she does redecorate more often."

The young homemaker tends to go for the trendier colors and furnishings which complement them. She is a very important decisionmaker." she adds.

Through research, Martin-Senour has discovered that young homemakers are greatly influenced by cur-

rent trends when making decorating decisions. Many homeowners in the age group of 25 to 35 years have a good deal more discretionary income than their counterparts of l0 to 15 years ago did. Consequently, they redecorate more often and although they want their home decor to be a statement of their personal taste and interest, they are greatly influenced by the popularity of color in the market place.

Home Depot Drops Expansion

Changing its focus from expansion to improving sales in existing markets, especially Texas, Home Depot Inc. has dropped plans to open five new stores in the Detroit. Mi.. area and sold facilities under development to Pace Membership Warehouse, Inc., Denver, Co.

Bernard Marcus, chairman and c.e.o. of Home Depot, said 'As a result of our scaled-down expansion program, together with other steps we have recently taken, we are hopeful that 1986 will be far more profitable for us than was 1985." In the nine months ending in November, Home Depot's profit dropoed 477o.

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New Lumber Reload Facility

Buoyed by the success oftheir Northern California cargo reload facility in Crockett, Pope & Thlbot has begun serving Southern California with a cargo reload at Port Hueneme in Oxnard.

The reload facility, which opened in January, is expected to move about 50million board feet of lumber into the San Fernando Valley in 1986, saving customers high inventory carrying costs, long hauls to mills, and costly delays in supplv.

"Our market surveys indicated a demand for our products in Southern California," said Reed Tiull, sales manager at Pope & Thlbot's Port Gamble, Wa., mill, which supplies lumber to the reload facility. "However, those surveys also indicated that our products were not getting into the San Fernando Valley in large enough quantities."

By barging lumber directly, Pope & Talbot will carry a constant stocking inventory of 4-5 million board feet of dimension framins lumber at Port

Hueneme, in sizes ranging from 2x3 to 2xl4 and a full range of grades.

The Port Hueneme reload facility is modeled after Pope & Tirlbot's Crockett reload facility, which opened in November, 1984. During 1985, Pope & Thlbot moved about 5O-million board feet through Crockett, which, according toThrll, was "right in line with our projections."

Both facilities are supplied by the Port Gamble mill, the oldest continuously operating mill in North America, which currently produces about l75-million board feet a year. About 6-million board feet of Douglas fir is barged south by Sause Brothers Ocean Towing Co. every 2O-25 days. Since the mill is almost completely waterbound, barge transportation rather than truck or rail allows the lumber to be cost-competitive.

"We have every reason to believe Port Hueneme will be just as successful as Crockett," saidTiull. 'All indications are that market conditions are risht for this kind of facility." :

SHIPI|IENT of 6 million bf of Doug fir is loaded aboard a barge at tope & Talbot's Port Gamble, V1h., mill for trip to their new Port Hueneme, Ca., reload facility.

Agencies Merge

(Continued fron page l5)

of special sales events promotions featuring Simpson redwood.

Through the co-op triumvirate the aim is to triple promotion mileage for each promotion dollar invested. For example, as his contribution to the promotion effort, we suggest to the wholesale distributor that he share with Simpson the cost of collateral items such as product literature, redwood seedlings, and the Book of Wood/Could 11 plansbook, thus providing these items free to the promoting dealer.

At the same time, advertising and promotion programs benefit from the intimate knowledge the retail dealer has about seasonal timing and media selections that work best in the local market. We have a lot of confidence in these local choices and are willing to match them on a 50/50 basis plus providing the promotion tools to achieve a maximum result in sales and profit.

For 1986 the professionally prepared promotion support arsenal includes: co-

DEALERS have found the Book of WoodlCould // to be an outstanding in-store traffic builder. lt features 23 p@ects using redwood.

op guide, which covers all whys, wherefores and how to's of co-op advertising; a Book ofWood containing 23 innovative redwood projects by professional wood workers; tv spot slide set including a storyboard script and 35 mm. slides for

a 30 second tv spot promoting The Book of Wood/Could IL

A repro art kit with 25 pages of newspaper repro art including headlines, selling themes, and end uses; radio scripts for 30 second and one minute spots for special event promotion; redwood product literature in informative, idea generating four color; Redwood Sales Success Reponer, a publication of success stories of promotions that rang up redwood sales and profits; a redwood properties and uses video tape, a fast moving l8 minute presentation.

Also included are redwood in-store displays, a traffic stopping, sales making LaHonda paneling unit; a redwood sales banner, which is a reusable, weather resistant headliner for a redwood event, and redwood product labels.

In summary the priorities established through marketplace feedback have been translated into a dynamic redwood coop promotion program with timely, appropriate-to-market support elements professionally prepared to provide a highly effective competitive exposure for Simoson redwood at the local level.

NOW DISTRIBUTING wood panel doors Jor Morqan Products Ltd., Building Materials Distributrirs has an 85,000 sq". ft. warehouse in Galt, Ca.. to serve customers in Norlhern and Central California. A 45 year old firm, BMD also has facilities in Sunnyvale and Eureka.

DRY INCENSE CEDAR

Our Tongue & Groove siding is dried to American Lumber Standards / 197o or less, for strength and durability. The boards are 1" x 6" x 6' to 76' in length and have a saw-textured face with surfaced back. The product is graded for installed appearance from resawn face Newport (3 & Btr. Common).

We package our siding at the mill with end cap protectors to guard against damage and furnish customers with information on finishing and installation. T&G is bundled, end capped, and taped in 6 pieces per package for easy handling. The random packages vary from 6' to 16' in length.

' : To obtain prices for PROoPAC call your authorized CedarPro@ representative listed below.

Outstanding In-Store Traffic Builder

lnformative Book of Wood/Could ll provides step-by-step detail on 23 i nnovative redwood projects created by professionals in fine woodworking. Available in versatile combination shipper and counter display.

ldea-Generating Product Literature

lnformative, highly functional fourl color product literature effectively promotes redwood sales action. t Manufacturer's discount also accorded on allCalifornia Redwood Association I iterature.

TV Slide Spot Featuring Redwood Plans Book

A set of eight 35mm slides complete with a storyboard script for a 30 second TV spot promoting the Redwood Book of Wood/Could ll. Sign off slide affords space for advertiser identif ication.

Handy How-To Guide to Redwood Coop Promotion

Goncise and to the polnt, this handy guide covers coop promotion from A to Z and shows how it can double and triple the mlleage and impact of local advertislng dollars.

Redwood Ad artment in an Envelope 25 pages of professionally newspaper repro art and C radlo spots. Repro heavlly flavored wlth end use lllustratlons, and suggested sales themes.

CRA

Wlde ranglng presentatlon provldes a wealth of redwood Informatlon In an 18 minute showIng. Covers numerous redwood properties, manufactu ri ng, grades, flnlshes and end uses.

Banner a Redwood Sales Event

Boldly screened lettering on a durable, reusable, weatherresistant fabric including grommets for mounting. Banner measures 10'x 3'.

Redwood ldentity Sells at Point of Purchase

Affix these bright, colorful pressure sensitive labels to redwood stock in stand-up blns to unmistakably identity the lumber as redwood.

Ask your Simpson Redwood supplier tor details about co-op promotion support on allffese sa/es and profit builders, or contact: Greg Lambert

Simpson Timber Company

California Operations

P.O. Box 1169

Arcata, CA 95521-1169 (707) 822-0371

Successes

Sales Success Reporter

s relat€ the case history of effectlve special promG events that brought in

and rung up redwood

Traff ic Stopping, Sales Making Paneling Display

Smartly labeled, easy to handle shrlnk wrapped packages of versatlle Redwood LaHonda paneling displayed ln a sturdy compact floor unit that stops traffic and converts lookers into buyers.

The Redwood People

Redwood Propertles and Uses on Video Cassette

5impson

Many buyers are presold on rcdwood

RE-SOLD is the term many redwood dealers applit to the product, meaning that many customers are already convinced that the beauty, warmth, elegance, stabiliry, and endur-

ance of redwood is exactly what they want.

Capable of manv moods, redwood is appropriate for both traditional and contemporary homes. Redwood interiors

are as beautiful and versatile as redwood exteriors. Unlike simulated wood or composite paneling products. redwood has a natural beauty and elegance.

Eye appeal is not redwood's only attri-

urb. The durability of the wood as well as the attractive appearance makes it a popular choice

with home owners and builders alike ENVIR0NMENTALLY comoatible redwood seems at home in a wooded area or citv sub-

bute. Certified kiln dried redwood has been preshrunk for the best possible performance whether it is used indoors or out. Redwood is not only beautiful, it is tough.

Story at a Glance

Long years of redwood pnomotion have made the public aware of the wood's qualities public perception of beauty, durability and other positive points means this specialty wood has greater profit potential for the seller.

Architects, remodelers and homeowners find redwood exceptionally responsive to a variety of designs, from the

fine joinery of a comer detail to the smooth, tight fit of a tongue and groove pattern for a wall or ceiling.

Redwood is positioned in the market as a specialty wood, not a commodity. For this reason, it has more profit potential than many other woods. For the lumber dealer, redwood's beauty, rcputation and performance can add up to big ticket sales and big ticket profits.

Green Douglor Flr

Dimension lumber, studs, timbers to 40'. Unitized

KllnDrled

BEAUTIFUI interiors are possible with the use of redwood paneling and millwork. Responsive to a variety of designs, the wood is acclaimed for its ease of working and performance.

Somc of our

Spccialticr:

Merchandising ls Planning

Nothing promotes a product better than effective merchandising. The basic tools of merchandising: effective displays, cross selling and attractive packaging, can help increase a retailer's sales of basic items such as sandpaper.

Planning is an essential aspect of merchandising effectively. The retailer should designate certain areas of the store by end use for specific products. For example, sanding belts, discs and cut sheets should always be displayed prominently next to power tools. Packages of full size sheets should be in the paint department next to hand sanders. A good merchandise display should attract, inform and sell the customer while maximizing the retailer's valuable selling space.

Many manufacturers offer merchandising racks or ready-to-hang displays. These can save the retailer time and money over trying to create displays. Tb complete a display a header sign should be used to attract the customer and identify the product below.

Cross merchandising increases point of purchase sales by subtly selling additional products for a specific job. Cross merchandising, continuing our example of sandpaper, may sell a customer sandpaper and protective coveralls in addition to paint. The technique is accomplished by displaying a sign of a painter wearing coveralls in the paint area, or hanging a few sandpaper products near the paint or a salesperson may suggest the

Palco Increases Production

The Pacific Lumber Co., recently taken over in a $870 million buyout by Maxxam Group, Inc., New York, has confirmed that it has increased its redwood Iumber production by 25Vo. Mill B at Scotia, Ca. is now operating 10, rather than 8 hours per day.

It was estimated by a Palco spokesman that redwood commons now being produced will reach the market this spring, while drying of upper grades of lumber will add approximately a year for those products before they will be available for sale.

need for coveralls and sandpaper to the customer. Effective cross merchandising reminds the customer of tools needed to finish a job.

The key to merchandising is attracting the customer to a product and creating a need to buy it. Effective merchandising through planning, displays, cross merchandising, and packaging will accomplish this objective and, thereby, increase sales dollars per transaction.

Some concern has arisen since the buyout that Maxxam will over produce and/or sell timberlands in an attempt to finance its cost of acquiring the venerable redwood firm. Those critical of the buyout say increased logging on Palco's 193,000 acres of redwood along with production increases will cause price declines and hurt the redwood market. Maxxam has said only that it is considering sale of timberlands and other possible income raising plans.

Palco is building three new kilns at their Scotia production site and adding a new Weinig planer.

Tax $ For Asbestos Victims?

A study funded by the Mannille Corp. shows that 56Vo of the American public believes that the federal government should compensate citizens who suffer from asbestos related diseases regardless of who is responsible.

American Viewpoint, a survey company, polled 1,041 citizens, 18 years old and older. According to 62Vo, the legislation currently before Congress that would enable compensation to disease victims should be passed.

In addition, the federal government should be held as responsible as private companies if it acts like a private company in purchasing, selling and utilizing a hazardous material, according to SlVo of those polled.

Second Grovvth's 10 Years Old

A ten year reunion meeting will be held by the Second Growth, a part of the Lumber Association of Southern California. All previous and present members are being urged to attend according to Bill Sullivan, club president. The weekend meeting is set for June 6-8 at Rancho Bernardo Inn in Rancho Bernardo, Ca.

Second Growth recently raised its age limits so that anyone in the industry 40 years of age or under is eligible to join. Former members 36-40 are being urged by the club to re-join. The group has a current drive in progress to increase membership.

Wasco: Life Begins at 50

Marking its 50th anniversary, Wasco Products will begin its largest ever plant expansion to meet the increasing demand for skylights.

"Skylight sales are going through the roof, and we've outgrown our facilities," said president Joseph R. Anghinetti, estimating skylights of all types represent at least a $400 million market in the U.S., with an expected 25Vo annual growth rate.

Using a $4.2 million industrial revenue bond recently approved by Maine finance authorities, the company plans to purchase its leased factory in Sanford, Me., for expanded production and acquire a nearby 25-acre site to be built up by 1989.

A Star ls Born

Star Lumber Co. is a new remanufacturing and wholesale lumber company in Rialto, Ca.

Located at l9l N. Lilac. the sixmonth-old firm is headed by Steven Thsh, president, who worked for his father, Harry Thsh, at Aetna Lumber Co., Van Nuys, Ca., before starting his own business.

The new firm handles inventory lumber for Aetna and other Southern California lumber companies.

A GOMMITMENT TO EXGELLENGE

T FINEST INGREDIEI.ITS

I EiIVIR(lI'I MEiITALLY SAFE

I PRESERVES ANIl ENHAI,ICES

NATURAL BEAUTY

GRACEADA MANSION, MODESTO, CA DEVELOPED 8Y JOHN B. HINCHEY PHOTO BY JEFF BROOME

Storm Losses Mostly Small

The harsh storm and floods that rocked Northern California in mid-February slowed things down due to road and rail closures, though most area lumber yards reported little damage.

"We're still operating, though we can't ship anything," noted Dave Snodgrass at J.H. Blevins Sawmills, Inc., Napa, several days after the first flooding. "The water went around us."

The railroads, the Eureka Southern and the North Western Pacific, were expected to be down for three to four weeks, according to Eureka's Mike Arrendell.

Many roads were also closed. "Shipping has slowed," Sharon Dare of Louisiana-Pacific in Samoa said at the time. "We might try convoying on Highway l0l, but whether the roads can handle the heavy equipment is another thing."

The Latham Lumber Co. in Roseville, the only yard reporting extensive injury, suffered $300,000 to $500,000 in damages, according to Hamid Naorani, vice president and general manager.

A creek adjacent to the company overflowed, sending a strong current through the sloping property, which was submerged under 14 feet of water at its low-

est point, he said.

"It carried away lumber, roof trusses and floor trusses," said Naorani. "It destroyed equipment and fences, and eroded land. It's going to take two to three weeks to clean it all up."

Minor damage was reported also at some locations, such as Blevins' mills in Hopland and Sebastopol. "Four feet of water went through the Hopland planing mill," Snodgrass said. "Now they're under three feet of water. They lost a lot of electrical motors, but no lumber. Now they're just drying out." he said soon after the initial flood.

"In Napa, two big firs went down, but no big damage. The mill was isolated, and they didnt have power for six or seven days," he said.

Overall,according to Humboldt Redwood Manufacturing Co. in Arcata, "everybody just got really wet."

Formaldehyde Decision Due

A pending determination by OSHA as to whether or not formaldehyde is a cancer causing agent may have an effect on lumber and building material dealers.

If formaldehyde is determined to be an irritant, the retailing of products involving formaldehyde such as partic-

leboard, paneling and hardwood plywood will be unchanged. On the other hand, if OSHA determines that formaldehyde is a carcinogen, a cancer causing agent, dealers will be required to conform to a number of new regulations.

Dealers could be required to institute employee training, distribute hazardous material safety data sheets to customers, keep records for 30 years and be subject to federal legal action, according to the National Lumber and Building Material Dealers Association.

At present, formaldehyde is the subject of a comprehensive set of draft regulations issued by the Occupational Safety and Health Administration. No determination has been made as yet as to whether formaldehyde is simply an irritant or a cancer causing hazard.

It is felt that the requirements that would become mandatory if the decision is that formaldehyde is a cancer causing agent would be strict, expensive and time-consuming for dealers to observe.

Retailers are being asked to respond to the threat with letters to Labor Secretary Bill Brock at the Department of Labor, 200 Constitution Ave., North West, Washington, D.C. 20210. The im(Please turn to page 80)

Wood Raised Floor Approved

In a major victory for wood raised floors, the California Energy Commission has approved a foundation design using insulation applied to the inside of concrete or wood raised floor foundations along the perimeter of a house. This will eliminate the need for "underfloor" insulation, saving some $4O0 per house.

Research by insulation and wood products industries interested in expanding "raised floor" use in the California homebuilding market indicates additional savings in energy costs for heating and cooling can be achieved by using the perimeter-insulated raised floor (PI R F) in place of the poured concrete slab. The slab floor is rypically used in an estimated 7O7o of the homes built in the state over the last 20 years.

The PIRF concept was developed by two Northern California energy consulting firms and is based upon using the thermal mass of the earth beneath a residential crawlspace by insulating around it but applying no insulation between the ground and the floor of the living space above.

When energy-oriented building regulbtions issued by the CEC in 1983 became effective, homebuilders who had

preferred to build on raised floors instead of concrete found that additional costs needed to comply often increased housing costs in face of an intensely competitive market.

"The PIRF acceptance means building economics of raised floor houses are in the same comparative range with slab as they were before the regulations," according to Richard C. Connell, Sacramento-based representative of the Western Wood Products Association.

Raised wood floors, he said, were the "only floors to speak of in California

Oak Maintains #1 Show Spot

Oak maintained a #l position in the winter furniture market with 2l.3%o of the spaces in San Francisco and 24.9Vo in Dallas, according to Dave McCullam, vice president, Northwest Hardwoods, Portland, Or.

Ash and pine showed an increase in both market centers as did cherry which placed second in showings in both cities. Alder, maple, birch and walnut were stronger in the West than in Dallas. Hickory-pecan was more popular in Dallas.

An increased use of mahogany, burls

until the 1950 s and 60 s. That's when homebuilding became so competitive that everyone turned to the cheapest flooring techniques possible. Crawlspaces began to disappear in new homes, especially those built by volume builders. Most custom homes have continued to incorporate raised floors."

In 1984, only about 12,000 homes were built on raised floors in California, according to industry estimates. This could be increased to 40,000 should builders return to the same practices they did prior to 1983.

and burl clusters, olive ash, mappa and myrtle was noted. Ramin, English yew and teak also were in evidence. Northwest Hardwoods, a division of Weyerhaeuser Co., has conducted this type of survey for a number of years.

Record Home Resales Seen

Home resales are expected to increase 4Vo from 1985's 3.17 million to 3.3 million, the highest number of sales of existing homes since 1979's 3.83 million, according to the National Association of Realtors.

Desert Redwood is no mirage

Vru knorv the problent.

Son'rc redwcxxl luntber is ttxr green. Some is ttn dr1-.

\\'ell, ne* l )eser1 Rcdu',, d foont L,rLusiura-I'rrrrfit i: ju.t riglrt. It solves the problenl onL-e zutd tor ail.

New l,oursl.ui.r-Pacrfrc De sefl Rcdwrxxl is trrnstnc[on conrmon or construction healc lumber tluit is krln dried ratlter th:an :ur-dried. But just tcr :i pedect 19 .'. percent or krrver moisture content.

Orih'atter it's dried rs it tnnimed, pLnecl und g-aded. I )utrensions :ir'(' tnl(, Sltnnkrgt' rs t'onttollt'rl. ( 'r;rclurg rs nght on.

l,ouisuulr-l'lrr'rtrr' [ )rst'11 llt'tl

wud kxrks nglit, r,vorks right.

f**ls ri.rh1 Even better, it's pnced nght. And another (U lLrU.tcl beautiful thuig abor.rt I--[' I)eser1 Redrvrxxlis its u,eigirt. Ljnlike green reclvntxxltlurt rveigirs up to 28(X) grLnds 1rr tilruvu-rd board feet, I)eser1 Redrvrxxl lveiglis ahrLrt 1(j(X) pourds 1rcr thor-rs:uicl.

\',,11 1);11 lc.. ffcigltt tr r get it. \irr-r dcliver ntore per truckload. \ our rektil custonrer c':ur load it r",ttit ease.

l,ouisiuur- ['acihc I )e serl Rtthvrxxl consttucti(nr (1 )rr lnor r ,il)cl (r )nstltrr'tion lturt-t ;u't. ,tr;ul ;tble ut 2"r 1' ol 2"r (j" cluut.n .loTl: u) lerrgllt. l,r'){ I11.1,1

Nohxll'else rmkes it. Just LrLusr.ua-Pacific. Discr.rver the ircautv of Louislun-Pacific Deserl Iledui x td t, da!'.

A personal guarantee.

\\rhen 1'ou bu1':ur Aleric-:u.tnrade Louisrana - Pacrhc product like Deserl Redr.vcxxl. u,e expect y,ou to expect the best. Not just qualitv. But a conrpetitrve price. A satrsfactory. business relrtionship. And senice tlnt leaves !-ou c(xr'Ipletel-v satished.

'lhe 12.fiXJ nren and wonlen ol' l,,ouisl ur r - P; rt'tfit' 1,,irt tt tc ut grrurg voLl our pcrsomlg'uaraltee.

We lvill g:rlirm. Il',r'e clur't. let us knou', lrlt';r:t' Sutt't'rt'lr'.

vv'laa1 ') bl-e'<-z

I lL.itttr.r:.,1t(j I't( 't(i|lLl

Housing Big ln West

Seven of the top 20 U.S. housing markets this year will be in theWest, according to the Chicago Title Co. Los Angeles, Ca., and Phoenix, Az., are expected to build more homes than all areas except for Dallas/Fort Worth, Tx.

Other ranking western markets are Riverside/San Bernardino, Ca., 7th; San Diego, Ca., 8th; San Francisco, l2th1. Denver, Co., l5th, and Anaheim, Ca., l8th.

Five of the markets are forecast to surpass last year's totals, with starts in Los Angeles expected to rise by 8Vo to 52.500. almost twice the number of 1983 starts.

Tacoma Lumber Firm Closes

One of the oldest family-owned retail businesses in the Thcoma, Wa., area, the Model Lumber Co. of Fife, will close by mid-March, according to the ownen.

Herman Kleiner, son of founder Morris Kleiner, said the 56-year-old lumber yand and home center was sold because the real estate had become more valuable due to expansion of the nearby Port of Thcoma, while the lumber business had been slowing.

"It's been getting harder and harder to produce a decent income in the lumber business, " said Greg Kleiner, president and grandson of the founder. He said some 500 retail yards closed nationwide last year.

The closure will leave a gap in the area's building supply and lumber business, he said.

Morris Kleiner, who died last year at age 95, began Model Lumber in 1929, having bought and sold several lumber companies since 1920 after immigrating to Canada from Poland as a teenaqer.

New Forcst Council Formed

The American Forest Council has been formed to supersede the American Forest Institute which will cease operations after 54 years.

Charles W. Bingham, executive vice president, Weyerhaeuser Co., will serve as the first chairman with Gene Cartledge, c.e.o., Union Camp Corp., as vice chairman. The National Forest Products Association and the American Paper Institute will jointly manage the new program which is dedicated to the promotion of forest management.

China Forestry Tours

Tours for Americans to see Chinese logging operations, mills and [ee nurseries and meet forestry and wood products officials will be held by Roman Associates, Inc., in April and September to China.

'There's Money In Housewares"

The message to retailers that there is money to be made in housewares has been packaged by the National Housewares Manufacturers Association and the National Retail Hardware Association in a l0 minute video.

"Hardware and Housewares Natural Partners features success stories on three different size hardware stores in three completely different communities," said Ronald A. Fippinger. managing director for NHMA.

The video, available from the member services department of the National Retail Hardware Association, is part of a move to counter the deemphasis of housewares in nearlytwothirds of the nation's hardware stores and home centers.

84 Tests Delivery Concept

l3-1 Lurnher Conrpan'n'. the sirth largcst builcling nlrteriuls srrppliel in the [ .S.. is tt.irtr u Lnrique j(,1)\'el\l ir] nrirter'ial delivery to help catapult rtseit into the building-contractor lrarket.

ll4 Lurrrher tc\tcd u Lrr)iLlr.rc !r)n!cpl called "Just in Time " in ctxrperation with a condominium developnrent ln Crcenwood. In. Lumber and other building materials are delivered to the conslruction site as the)' are needed. father than delivered al1 at once at the stafi of the project. Originall,v der,ekrped by Japanese iiuto makers. the concept preVents the rvaste of materials that nray be darra-sed or stolen before they can be used by' the builder 84 Lumber maintains that this delivery system is more cost efllcient fbr the builder and subsequentlv fbr the purchaser.

The inventury system has proven tcr be so successful in the test nrarket that 8.1 Lunrber president and firunder. Joe Hiirdy Sr. is considering testing the s1 stenr in llirger nrarkets across the coLlntry'. He plans to attract contractors u'ith quality finished prodr.rcts. and pledees to meef or better prices orr nraterials. 8-1 will continue to cater to do-it-r'ourselt'ers. but will put nrajor eflirrls into attracting the contractors.

"I don't think there's a large. single compan) that's -uorng after the contractors. and I think r.r"e har.'e to fill that roid." Hzirdy' said.

Founded in 1957. 8-l Lumber. a pri\ate compan\'. is a 38 state. 3721 store chain rvith annual sales near $7(X) rrilIion.

DELIVERY of materials as needed in a test program conducted by 84 Lumber enabled this c0nd0 t0 be built in two months. Joe Hardv Sr., 84 president and founder was on hand foi the 0penrng.

Bee6 Booze and Boards?

The promotional tactics a lumber company can use to attract new customers are countless, although it might seem everything imaginable has already been tried. Don Northrop of Arco, Id., may have come up with a new one. He's opened a liquor store at his yard.

Business has picked up at the recently retitled Lost River Lumber and Liquor. "We're building a habit," said Northrop. "If they come in for booze, they get to thinking about hardware and maybe decide to build something."

As soon as customers walk in the door, they can see the liquor display in a patio setting near a cedar and redwood lattice screen behind the tool department.

What's working for him is a sideline that was sought after by about every business in town. When the owners of the only liquor store in town retired, everyone else applied for the state license to sell liquor. Lost River Lumber won the battle for the booze.

Under Idaho liquor control laws, the state owns the alcohol and Northrop gets paid for managing it. But just its availability has brought in dozens of new customers to the lumber firm.

"We've probably seen 20 or 25 people we've never seen in our store before." he said. "In a small store. that is a bunch."

There are still a number of partlumber businesses around in the West. Many are holdouts from a time when the small town lumberyard might double as a general store. The V. C. Johnson Lumber Co. of Ranchester, Wy., opened in 1916 and three years later installed a gas pump and began carrying Texaco products. To this day, the founder's son, Ray Johnson, continues to profit from the combination.

And the Davis Lumber & Hardware Co. of Davis, Ca., visibly proves radical variety can be an asset. It's seemingly swallowing downtown. What began years ago as strictly a lumber/hardware operation has been diversifying to such an extent that it now has a pet department!

The store is now three blocks long. "I don't think they could expand any more," notes receptionist Mona Prehara. "They're running out of city."

Other non-standard departments include toys, automotive, work clothing, sporting goods, crystal and china; "about everything except for food."

Gedar & Redwood Tlmbels Select

We're redwood and cedar experts. Chances are we have what you want,in stock, ready for immediate delivery. Let us find your hard to fill requirements. You can save yourself time and trouble by using our inventory and our expertise as direct mill specialists. Let's work together.

PERSONALS

MiI<e Parli has joined Longtree Limited Partnership, Spokane, Wa., as product mgr. in charge of theirredwood progftm.

David W. Lasier, pres., Schlage Lock Co., San Francisco, Ca., is the 1986 chairman of the American Hardware Manufacturers Association's government relations commiftee.

Jim Groschupf has retired from Plum Creek Timber Co., Kalispell, Mt., after 33 yean with the co. Gail Whtson has joined the sales staff.

Paul J. Koenig has been pmmoted to v.p. of marketing services at Delta Faucet Co., according to Raymond E Kennedy, pres.

Anni Vance has been promoted to traffic coordinator for Kaibab Forest Products Co., Fredonia, Az., according to Bill Herman, Kaibab sales mgr.

Bill Stevens, Pacific Lumber Co., San Francisco, Ca., is back after aTx. sales trip.

Waldo Tinsley Sr., pres., Pacific Group Marketing, Huntington Beach, Ca., and his wife. Marie. have returned from a twoweek vacation/business trip to San Juan, Puerto Rico.

Julie A. \drtight has been named sales rep in the Rocky Mountain states for The Pacific Lumber Co., San Francisco, Ca., succeeding "Bud" Ro@.

Bill Heidridr, Sr., co-owner, Edgemont Lumber, Riverside, Ca., has been appointed grand marshal of the Moreno Valley's annual May parade.

Ron Boners is new to outside sales at Sequoia Supply, Orange, Ca., according to Bill Riggs. John Quisl is the new millwork specialist.

Sid Voorhees, Eugene Planing Mill, Eugene, Or., has been given the Executive Vice President's Award by the Springfield, Or., area Chamber of Commerce.

Leonard E. Hall, Lumber Products, Portland, Or., has been named an honorary member of the National Building Material Distributors Association. hte HalI, Lumber Products, was one of four 25year members honored. Clay Blad<stock, Lumber Supply & Warehouse Co., Seattle, Wa., has been named chairman of the By-Laws Committee, and Ridrard Lundgren, Palmer G. Lewis Co., Aubum, Wa., chairman of the Strategic Planning Committee.

Kathleen Blanke, Mauk Seattle Lumber Co., Seattle, Wa., has retired after 4O years with the co.

David R. Lucy has been appointed market mgr. for BrirAm/Venture Marketing, Ltd., Aurora, Co., according to Ridtard W. Glaubinger, pres.

Dan Green, sales mgr., Wolfe Lumber Co., Newport Beach, Ca., and his bride, ttre former Linda'S.H." Mathisen. have returned from their honeymoon in Thhiti after a Jan. 25. 1986. weddine.

Willie Fena, Jr., is the new v.p. of merchandise for HomeClub Inc., Fullerton, Ca.

Michael trhith has been appointed western regional sales mgr. forAladdin Enterprise Products, Inc., in Salem, Or.

Hawk Fhrmanr pres., Furman Lumber, Inc., Boston, Ma., has been elected a U.S. director of the Canadian Lumbermen's Association. Scott Greene has been named mgr. of Furman's seasonal products dept., where he has worked since December, 1982, after joining the co. as a buyer in the western rail dept in July, 1982.

Bill ffiliams, the new contractor sales mgr., is one of five new employees at Escondido Lumber Co., Escondido, Ca., all formerly with Westy's, Poway, Ca., according to Jack Jackson, Escondido gen. mgr. Also new are Brad Wiese, asst. mgr.; Greg Martin, will call foreman; Iloug Hampshirr, will call dept., and Dan McDorrell, contractor sales. Mark Ilatfield, newly arrived from Virginia, has also joined the contractor sales team.

James Costello, Snider Lumber Prcducts, Tirrlock, Ca., is the new pres. of the Western Wooden Box Association.

Fbank Penberthy is new to sales at the Newport Beach, Ca., office of Cascade Empire Corp.,Portland, Or.

Joe Wheeler is the new Coastal Div. mgr. for Louisiana-Pacific Corp., replacing Eldon "Tbpe" Knauf who has left the company. John Schick, former Southern California Distribution Div. mgr., is now director of marketing and sales for L-B with the distribution div. folded into the Siena Div. under Larry Hart, Red Bluff, Ca.. div. mgr. Mike Sampson is now operations mgr. for the distribution facilities.

Martin Condon and Gary Yaminski have been named outside sales reps for Bend Millwork, Anaheim, Ca. Bill Deger is now credit mgr. and Jeannine Tltcomb, office mgr. Hank Krueger has been promoted to regional mgr. of the new Benicia, Ca. distribution center. Gary Losk is the new outside sales rep; Jeff Nisvonger, operations mgr.; Phyllis Krueger, office mgr., and Cheryl Nugent, credit administrator.

Karen Powning has joined Jenkins Forest Products, Cameron Park, Ca. as sales asst.

Jean Bratton is new to sales at Big Pine Lumber Co., Redding, Ca.

C. Tl "Nick" Cleghorn has been named v.p. of administration at Honsador Inc., Honolulu, Hi.

Glenn E. Wilson has been elected senior v.p., gypsum and roofing div., of the Georgia-Pacific Corp., Atlanta, Ga. Another newly elected v.p. is Donald L. Glass, roofing div.

Gotta Picft.rre of Your Truck?

We're looking for photos of company trucks that we can feaffie in a photo spread on trucks plaffFd for oul July Special Issue on Transportation.

The more visible ttre company markings the bener. Any size or type truck is OK. Restored old ompany vehicles are also eligible. Picrures must be in sharp focus and clear; black ard white preferr€d, but color is accepable. And please, DO NOT WRITE ON TIIE BACK OF TI{E PHOTO. otl'a separate sheet of paper include your name, company address, a brief description of your truck(s) andyour telephone number.

N4ail in a well padded envelope to us at 45OO Campus Drive, Suite 480, Newport Beach, Ca. 926ffi.

Thanks!

Thomas R. Johnson has joined Columbia Forest Products, Inc., Portland, Or., as v.p., finance and administration, succeeding retiring Edwin C. Nokua, according to A.J. Honzel. pres.

Thomas E. Brassell, v.p., technical services, American Institute of Timber Construction, Denver, Co., will retire April 1, 1986, after 26 years at the post, according to association pres. Jeffrey Van Cott.

Thomas M. Houghton is now sales and marketing mgr. of prefinished paneling at Tiimac Panel Products, Portland, Or.

Jon Horvell is new to sales atWesternTimber Products, Coeur dAlene, Id.

Mark Mitchell will handle KD hem-fir sales for Crown Zellerbach's Warrenton, Or. sawmill.

PhiI W. Tbylor, sales mgr., Mountain Fir Lumber Co., Inc., Murphy Creek and Mount Hood. Or.. has retired after 26 years with the co. Mike Gunn succeeds him at the Murphy Creek div., according to R.E. Hirt, senior v.p.

Brad McMurchie is new to import sales for the international div. of Tirmac Lumber Co.. Portland. Or.

Byron Ward has joined the sales team at Oregon Cedar Products, Springfield, Or.

Hans Zupp is a new security guard at Mungus Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Fheddy Ftrngus.

(Continued on next page)

,.H. BIEUINS SArUmllLS, INC.

Sawmills and planingmills at Placerville,Sebastopol and Napa, Ca. Dry kilns at Placerville, Ca.

Speciafists in redwood, cedar, pine and Douglas fir products

Redwood and Douglas fir timbers most any size up to 32 feet

Dry, air-dried or green patterns

Long length redwood and fir dimension

Personals

(Continued from previous page)

Herbert Winward, v.p.. wood products sales and marketing. western region. Weyerhaeuser, Thcoma, Wa., has been named to the advisory board of the National Home Center Show according to William Fishman, show seminar director.

Tom Horstmann is now mgr., Or./Id. region, at Palmer G. Lewis Co., Inc., Auburn. Wa.

Neal W. Givey has been named v.p./treas. at Stapley Wholesale, Mesa, Az.

Darci Beumel is now assistant sales mgr. at Yuba River Moulding and Millwork, Yuba City, Ca.

Owen McKannay and Tbrry Simpson are new in sales at Evergreen Pacific Lumber Sales, Inc., Kirkland. Wa.

Donald S. Hendrickson is now gen. mgr., Building Materials Distribution Div.. Boise Cascade, Boise, Id., replacing Daniel B. Hogan, v.p. and gen. mgr., who has retired.

Jim Hunter is the new pres. of Humboldt Hoo-Hoo. Others elected: Bill Scott, v.p.: Mike Vinum, sec.; Ken Gradek, treas.; Bob Thomas, vice-gerent snark. Board of directors: Larry Johnson, Abe Willis, Russ Britt, Bob Delabama, Dennis Bermers, Rich Winkel, Curt Wood, Rich Giacone, John Kovacovich and Mike Renner.

Bernard Marcus. chairman of the board of The Home Depot, Atlanta, Ga., has been selected to receive the 1986 Spirit of Life award from the City Of Hope Council. Arthur Blank, pres., and Lora Costellanos chair the fund raising campaign.

We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or, if easier, call (714\ 852-1990. There is, ol course, no charge.

Don Olson, v.p., Kaibab Forest Products. Phoenix, Az., and his wife, Karen, are parents of a new son, Alexander Blake, born Feb. 8. 1986. This is their second child.

Dennis D. D'Amore, exec. v.p.. Water Jet Corp., Canoga Park, Ca.. is the new pres. of the Whirlpool Bath Manufacturers Association.

The Merchant Magazine

Casey Curry is new to sales at Rock-lin Forest Products, Inc., Sacramento, Ca., reports Robert B. Plunkett, pres.

James C. Workman is now senior v.p.. air ccnditioning products, at American Standard, Inc., and pres. ofTiane Co., succeeding Richard J. Campbell who has retired.

Mark A. trhller, exec. v.p., Champion International Corp., has been named to the board of trustees of Xavier University of Louisiana in New Orleans.

Bill Scott has been promoted to redwood sales mgr. at Simpson Timber Co., Arcata. Ca.

Jeffrey S. Silverman, pres., Ply-Gem Industries Inc., New York, N.Y. , has also been named chairman and c.e.o., succeeding Bernard Hewitt who is retiring after 30 years in the position.

Laurence J. Farley plans to relinquish the c.e.o. job at Black & Decker Corp., Towson, Md.. at the March 20 board meeting. Nolan D. Archibald, pres. and c.o.o., is expected to succeed him.

Dencil E. Gold has been named pres. of Spenard Builders Supply of Alaska, succeeding James O. Campbell.

William R. Fleeman Jr. is now asst. to the v.p., building products, for Koppers Co., Inc. John J. Kozak is mgr., commercial roofing; William J. Baldwin, mgr., technical/customer services, building products; Mark A. Schwartz, product mgr., roof insulation, and Gerald B. Stanley, sales mgr., commercial roofing.

LETTERS

ACTION COUNTS, NC'T TALK

Congratulations on your editorial in Ifte Merchan! Mogajne. February issue.

In regard to the Conference With Congress: The Conference With Congress is one of the most worthwhile and effective programs NLBMDA ever developed. Every federated association of the National Lumber and Building Material Dealers Association should be represented with some dealers.

I read a number of articles in your magazine with a lot of "philosophy" on legislation. This has very little meaning until you get on a face to face basis with your respective legislator. then it is effective action. not just talk.

Fhank E. Davis

Lumber Consultant

6117 N. l4th Street Phoenix. Az. 85014

OFFICE WHOLESALERS PRAYER

We thought you might enjoy the following: The phone is my shepherd. I shall not want.

It maketh me to lie to my customers when their orders are late.

It restoreth my soul with a ring and a new order.

It leadeth me in the paths ofrighreousness for I have never knowingly lied to a customer.

Yea, though I walk through the valley of the sawmill. I will fear no sawmill credit manager, for my check is in the mail, and through all the days of my life I will smile and dial until death do mv phone and me part.

Amen.

Doug Willis

South Bay Forest Products Orange, Ca.

We offer both standard and custom sizes.

Mantels are manufactured western hemlock and oak.

NEW PRODUGTS and selected salesaids

are available with either light honey or dark golden finished frames, with matching woodtone sides.

Other features include a durable steel cabinet with a soft-tone, baked-on enamel finish, three fixed shelves and built-in top lights.

Scailered Showers

Safe At Home

A wall safe which mounts between existing wall studs is new from Wall Vaults, Inc.

The safe's felt-lined interior provides 420 cu. in. of storage space, measuring 14" x 8" x 33/c". It features a U L listed Medeco cam lock that resists drilling, picking and wrenching; 16 gauge steel interior walls; l0 gauge steel reinforcement on top and bottom, and a l0 gauge steel flush mounted door.

Installed between standard 16" center wood or metal studs, the vault is secured from inside by four case harrdened steel bolts.

A new comer-enfiry shower enclosure from Kinkead fits where other showers wont.

The Merchant Magazlne

wood finish, a 3-speed pull chain, reversing switch for changing the direction of the air flow three wall switches and a direct-drive motor with sealed ball bearings that never need lubrication.

Triple View Cabinet

New bath cabinets from Broan feature "one-touch" spring-loaded magnetic door releases to provide easy access to three storage areas.

Styled in natural oak handwood, they

Tlvo sliding doors open at the corner and slide back out of the way. The angled entry allows ease of entry even in cramped quarters.

The enclosure comes with browntinted clear glass in a gold or bronze-colored anodized frame or with pebbled glass in a silver frame. A 36-in. receptor base and a moulded plastic surround for the back walls is available.

Fan Hugs The Ceiling

A paddle fan which "hugs" the ceiling so it can be installed in areas with less than standard headroom is new from NuTone.

Ideal for second floor bedrooms. recreation rooms, basements, aparffnents and mobile homes, the fan extends only 53/+" from the ceiling to the top of the fan blades.

Included are four wood blades in teak-

The motor housing is available in polished brass, antique brass, white or brown finish.

Silent Running

A new dishwasher offering a sound reduction package to eliminate operation noise has been introduced by KitchenAid.

The Whisper Quiet System lessens the sounds without reducing water pressure or volume for washing action by adding a riple-layer, high-density insulation to the tank.

A 3-in. thick layer of fiberglass behind the lower service panel and toe plate eliminates motor and pump noises from under the dishwasher.

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

dry wall, the gun is also ideal for fastening rim, flooring and moulding, as well as for general hobby and household use. It countersinks the brads as well as driving them. The base is designed to pr€vent marring of the material being worked.

Ratures include solid-state elecftonic circuitry to assure maximum power to each brad, quick-release front end so that jammed brads can be removed quickly and easily, 6-ft. cord and capacity for both I in. and l-ll4 in. brads.

Unintentional discharge ofbrads is almost impossible because in order for the trigger to be activated the base must be in contact with the work surface.

Wet Bar Faucets

A wide variety of wet bar faucets available in a number of finishes and handle/escutcheon treatments, including a swan head single hole faucet, are new from Harden Industries.

The faucets may be orrdered in nine different metal finishes, with EpoxyGlas protection and washerless /+" turn ceramic brass valves.

Water Heater Booster

A compact tankless water heater designed for use as a booster to the standarid storage tank system is new from Chronomite Laboratories.

The heater is activated when water flows across a powerful electrical-resistant coil that can instantlv raise the temperature to l40T A sensing device tums on the heater at a particular minimum flow rate. Most of the heaters operate with a constant heat input and a maximum flow rate.

The devices are available in gasdriven or electric-powered models.

Brad Nailer

An elecfiic brad nail gun with a Vshaped base to fit paneling grooves and other tight places is new frrom Black & Decker.

Designed for attaching paneling to

Roll Of Protection

Exnuded roll-form grommeting to protect not only wires and cables from sharp panels and knock-outs but also to protect the edges of glass, sheet metal, wood panels or other sheet-form materials is available from W. H. Brady Co.

The grommeting is available in nonconductive black or natural nvlon as well as serrated and uncut polyeihylene. Nylon offers high abrasion resistance, a wide temperanue range and good corrosion and chemical resistance. Polyethylene is lighrweight and has good corrosion and chemical resistance. The serrated style installs easily in small-radius holes. The uncut style is best for flatedge applications.

It is available in 25- and 50-ft. cut+ofit rolls in six stock sizes to fit numerous panel thicknesses.

Finished With Texture

Cracked, chipped and otherwise imperfect walls and ceilings can be textr,rred with a new finish from United States Gypsum Co.

Ready to use, straight from the pail, Quik & Easy Texture is formulated to give thick, one-coat coverage to hide cracks, bumps and other wall and ceiling defects. A brush, roller or rowel is all that is needed to give them the textured surface.

Formulated to drv to a harrd white finish, it can be ieft unfinished or painted with latex or oil-based paint. Clean-up can be done with soap and water.

Instructions explain how to achieve a variety of textured looks including a uniform stucco look, hard or soft textured effects, striated patterns, stipple pattems, swirls, waves and crossridges.

Single Cable Does lt

New wiring system products from Brand-Rex Cable Systems combine telephone, power and data communications in a single outlet.

Ti,i/Con and Duo/Con systems can save as much as two-thirds on installation and labor costs since there is only one cable to pull. The one outlet contains all cable, fittings and wiring devlces.

& IIAIL

The Merchant Magazine pocket, it can stand upright on a counter top to free hands to replace fuses or work in tough-to-reach areas.

It measures 4" x 2-314" x l-314".

Colorful Concrete

Sure-Fix Cement Color from W. R. Bonsal Co. adds permanent color to concrete when mixed with any bag of cement or mortar mix.

The pure, synthetic mineral oxide pigment powder also can be used to color grout, stucco, plaster or other powdered masonry coatings. It can be dusted onto flat concrete slabs to create surface color.

It is available in l-lb. boxes in beise. brown, red and black.

Fashion In Faucetry

The new Fashion Line from Bathroom Jewelry contrasts metal withacrylic highlights to produce a bold accent.

The line includes a center set washerless faucet, a wide spread washerless faucet, tub and shower fittings, towel ring, robe hook, tissue holder and towel bar, all available in polished chrome or polished brass.

Blackout Light

Door Package Deal

A complete steel door frame package which contains every item needed for most door frame installations in one package is new from Perma-Door.

The Pro-Fit package includes standard 5%-in. jamb depth steel frame, I /z hour fire rating, inswing or outswing sill, hardware and anchors, weatherstripping and instructions.

Versatile Hammer

An "everything hammer" ideal for the home d-i-yer, handyman or professional contractor is new from ThadeCom.

140 EAST 17th ST. COSTA MESA, CA92627

CALL: MIKE JAMESON

A rechargeable flashlight that plugs directly into a standard wall outlet so it is always available and charged for use is new from Intermatic.

Whenever there is a power failure, it is ready for use around the home as an emergency safety light or as a handy flashlight. Small enough to fit in a shirt

The Thjima Push Hammer eases any smalf nail or brad, up to lV+" in length, into wood, plasterboard or any other surface with body leverage and weight.

Nails are held magnetically in the shaft so that they may be driven at any angle.

Applications include installing trim and paneling, hanging pictures and plants, or doing many other d-i-y projects or home repairs.

Filtercd Or Unfiltercd

A water filter head that attaches with a "click" to the faucet is new from Grohe.

The filter head eliminates additives such as chlorine, ozone and other din particles-improving water's taste and smell. It can be used for filtered or unfiltered water, simply by moving the collar on the head.

IThe charcoal filter cartridge is reportedly easy to change and has a threemonth service life. Three cartridses are included, with numbered remindir collars that can be set to show the month for the next cartridge change.

The head is available in white and mocha.

A Pumping lron

A new sump pump weighing only l2Vz lbs. and powered by a 3 horsepower motor can pump 2580 gallons per hour.

T\e EZ Pump LoBoy 20 from HiLo Industries is non-clogging. will pass /:" solids. and has lt/2" discharge.

OSB Panels

BlueRibbon oriented strand board, a composite structural panel made from wood strands, is now available from Georgia-Pacific Corp.

The competitively priced product can be used for subfloors, wall and roof sheathine.

OSB -has no core voids, knots or splits. With no core voids, it is said to be less likely to delaminate. The edges are sealed with a blue sealant to retard moisture absorption.

Shimmy Up

New snap/stack plastic shim-strips from Grove Products are universal shims that can instantly adapt to a wide range of alignment and leveling tasks.

Tha 4' x 24" shims -are diviOeA Uv molded scribe lines into 2 x 12 matrices of 2" squares which can be snapped off singly or in groups depending on the shim size needed. A combination of breakaway locating tabs and molded through-holes enables the strips to be interlocked and stacked to any thickness in t/rc" and %" increments. -

Designed to withstand 15 tons of compressive force, the injection-molded shims resist corrosion, rot, mildew and staining. Applications incltrde installing windows and doors and leveling furniture.

Materials include steel motor housing, polypropylene impeller, 8 ft. cord with 3 prong grounded plug, expanded polypropylene float, molded float rod, and base, pump housing and switch cap of molded plastic.

The pump is available in four models: automatic with float operated mechanical switch, automatic with pre-set mercury float switch, automatic with 10" mercury float switch and non-automatic.

Pocket Ladder

Qwik-Step, which attaches to any vertical 2x4 to make a temporary step right on the wall, has been introduced by TRF Products.

The chrome-finished tool is small. light weight and easy to carry.

It can also be used as a handle for carrying a framed wall.

Hold On Tight

H. B. Fuller Co.'s premium quality all-purpose construction and repair adhe-

sive is now available in a 4-oz. squeeze tube to handle everyday household bonding and mending needs.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS ,1 COAT APPLICATION ON ALL SIZES OF PLWVOOD, ENCLOSED WAREHOUSE FACILITY.

(946133t1-6644

Max Bond adhesive grabs fast and holds tight, yet can be repositioned for 20 to 30 minutes without loss of bonding strength. lt is drip resistant. easy to clean up and light tan in color to blend with most woods.

Masonry Water Repellent

A new water reoellent for use on brick, concrete block, precast concrete, stucco, natural stone and most masomy surfaces is available from Charger Corp.

Guaranteed to resist water penetration for up to l0 years, Florok Klere-fieat's long life is due to its alkali resistant nature.

It is non-volatile, enabling it to bond with the masonry without evaporation. The deep penetmting application is said to retain its natural appearance with no surface build-up or darkening effects. Masonry remains completely breathable.

Manufacturers of fence boards, posts and rails, decking and specialty items. Our sawmill and reman facilities provide us

Listen, No Hands!

A hands-free telephone headset made of ultralight material to connect easily to most modular phones is new from GC Electronics.

headed by a full color room photo illustrating use of the colors. Exterior chips and photos of painted home exteriors also are features. Plastic chip holders retain the last chip so the rack never looks empty and a builrin indicator shows when to restock.

The center's lighting system allows customers to view their color selections under warm incandescent, cool fluorescent or simulated daylight.

Heat Reflectors

New fire-resistant radiant barrier material from Denny Sales Corp. for all types of buildings can reportedly cut radiant heat infiltration by up to 95".

Denny Foil, a composite of foil, fiberglass reinforcement, fire retardant adhesive and kraft, can as much as double thermal insulation performance when used in conjunction with conventional materials.

"Hands-free" or conventional telephone usage can be selected with the flick of a switch. A volume control fine tunes each call to a comfortable level.

Color Coodinator Center

A new color center from Glidden make.s color matching, accenting and coorolnatlng easrer.

The 40-in. center holds 200 interior and exterior color chips which customers can select from to take home to finalize their decorating decisions.

Interior chips are ananged in vertical rows bv color familv. Each row is

For more information on New Products write The Merchont Magazine. 4500 Campus Dr.. Suite 480, Newport Beach. Ca 92660

Please mention issue date and page number so we can process your request faster! Many thanksr

Installed along the roof line between the interior surface and insulation, the foil reduces heating and cooling costs by reflecting the sun's radiant heat away from the building's interior.

Also available with perforations for breathability for applications where condensation or air infiltration is a concern, it comes in convenient 50-in. wide rolls for installation over 48-in. rafter spaces.

New Energy-Sayer Sells Homes

gemnl W talpuale Lurtrbpr, Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL o CARGO o RAIL . TRUCK & TRAILER r

PRESSURE TREATED LUMBER

Yard & Offlces: End ol Alrporl Rd. P.O. Box 723, Uklah, Ca. 95482

0071 468-0r81

Ghecker Boalds Ape Tile

Checkers ceiling panels from USG offer the luxurious, monolithic look of tile by artfully integrating the grid into the design.

Each 2'x4' panel features 32 six-in. square tiles. The pattern combines textures, perforations and fissures to create an appealing, gridless look.

Made of fre-resistant mineral fiber, the panels also are reportedly easy to install, simply being laid in a suspended grid system. Access to electrical services and ducts is achieved by lifting a panel.

Gircling the Glass

A new series of decorative Circle Head windows has been introduced by Jersey Millwork Co.

The three styles include a standard model with 7+" insulated glass, a clear crystal fan design and a n'rlip design with stained glass effect.

Designed to fit over most standard window and door systems or be used as free standing decorative windows, they are available in 2/8 and 3/0 widths, with other sizes available on special order.The line also includes sunburst and cathedral grilles, interior trim sets in clam and colonial patterns and jamb extension kits.

Aluminum Overhead

A durable aluminum roofing system, ideal for mobile homes, patios, carports and porches,'is new from Homemark.

Fabricated from heavy gauge aluminum with a tough pVC coating, the self-supporting l2-in. ribbed panels have 3-in. vertical sides to provide maximum rigidity. Interlocking joints are rmpervrous to water penetration.

The PVC coating is reportedly four times thicker than the average coating. It comes in white or almond.

_ The panels are available in two designs, with two or with five ribs. Also available are structural anodized aluminum extrusions, fittings and a concealed rain gutter.

KeepsWater In lts Place

New Press-N-Seal bathtub and shower caulk from Chemseco eliminates traditional squeeze tube caulks.

A special rubber sealant has been applied to a Mylar coating to prwide an instant waterproof barriei guaranteed not to spli'i or crack.

^ No tools are required and any unused portion stays flexible for later use. The product can be wiped-clean with any mild cleanser.

The non-flammable caulk is completely odorless and comes in white.

THtr

Lumbe-r, plywood, round stock, stakes, poles €' pillng - - agency stamped, ground contact flre retardant pressune treated wbod iroducte

ComputerSalesman

An electronic shelf-talker for the retailer provides individualized consumer information in a system that works like a calculator and gives product information at the touch of a button.

displays which are available in various sizes from 40 to 80 characters wide and from one to eight lines high.

The device fits on a shelf or counter and can be run either on batteries or plugged into an outlet.

Bathroom Scrubber

hollow handle which can be filled with liquid cleaner for automatic dispensing.

A replaceable cleaning head of nylon fleece bonded to a hydrosponge is said to ensure safe. abrasive-free maintenance of acrylic and fiberglass. The cleaning head rotates to three positions for storage, use of normal liquid detergents and thicker liquids.

The Intermark Corp. system presents answers and recommendations on easy-to-read liquid crystal

A total bathroom cleaning system for bathtubs, showers, sinks and tiles has been introduced from England by Alliance International Trading Corp.

Bathmatique cleaning aid features a

Door Merchandiser

A new free-standing floor display introduces a new line of multifolding wood doors by Spaceshaper.

The 48' wide merchandiser features a full-size operational door. Also shown are actual samples of prefinished real birch and oak veneers available and color photographs of typical applications.

C&DLumberCo.

Managers ol l"oresl Resources and Manufacturers of Wood Products

WESTERN CEDAR

Fine Textured, warm and stylish. One of the most durable and decay resistant of American Woods!!!

Instant Lawn

A solid nutrient mixture blended with seed to form a lishr weight compact blanket for growing new grass has been inlroduced by Atlantic Construction Fabrics.

A self-contained, ungrown lawn, the Peat Mat roll consists of selected seeds saturating natural ingredients - peat, wood mulch, textile fibers and tackifiers. They create a iop soil environment over almost any soil and nourish healthy-root system growth.

Rolls are simply pinned down on a clean site and watered. A Mini-Patch size (2-Vz'x5' ) is specially designed for patching trouble spots, such as around trees, high traffic areas, slopes or low-lying places. Other rolls, all packaged in tightlyryrapped cellophane bags, come in 2-1/z'x28' and 5'x28' SIZCS.

Three different seed blends, each without noxious weeds, are available for different climates. Custom seed blends can be manufactured for large orders.

.SSSIfS.IE BoARDS:

Tongue & Groove 1x2 thru tx^t.Z^^S]D & BTR- -l-----" sls2E crnffi[n-sts-evts

KILN DRIED, AIR DRIED, GREEN DIMENSION:

2x4 thru 2xl2 STD & BTR2 & BTR- S4S or ROUGH --T-------'l

I-IMBLRs:

4x4 thru 6x8 STD & BTR- S4S 2 & BTR-S4S or ROUGH

PATTERNS: (WCLBI

rhru 2xl2 CLEAR-

cFr Fr-T TIGH-I KNOT

Part-Time Screen

A window screen designed to roll out of sight when not in use is new from Roll-Away.

Similar to a window shade, the screen operates under tension' Installed on the inside frame of the window, it has a life expectancy of 25 to 30 years.

The screen is designed for seasonal ventilation, insect protection or unobstructed view and maximal light. It is offered in a frame finish choice of bronze anodized, satin anodized or white polyurethane powder coated aluminum.

Heating With Gas

Gas freplaces from Valor are said to put 7590 of the heat in the room, not up the chimney as compared to conventional fireplaces which have less than25v/o efficiency.

Conventional fireplaces can be converted to Homeflame systems which are made of stainless steel with permanent ceramic radiant components and firelogs.

A five position mattual valve control offers 10090 safety shut-off. A Piezo spark igniter is used to ignite the flue.

For more information on New Products write The Merchant Mogazine,4500 Campus Dr., Suite 480. Newport Beach, Ca.92660.

Please mention issue date and Page number so we can process your request faster! Many thanks!

Leave the Lights On A computerized wall switch security system which operates outside porch, stairway, hallwaY or room lights to make homes look occupied while owners are awaY is new from Intermatic.

The digital Wall Switch SecuritY Timer can be programmed to switch lights on and off up to eight times per day. It features a built-in LCD digital clock, plus a program button for scheduling "on" and "off" times. Programs can be reviewed at the touch of a button.

lt is reportedly simple to install and replaces any standard wall light switch.

Lock Set Combo

A security package which combines a deadbolt with an exterior lock in a single package is available from Dexter.

IGyed alike, with four keYs to a pack, the locks come in matching style and finish.

They are available in a varietY of packaging, including the show-all pack, bubble pack and contractor pack.

Old Growth Douglas Fir Green, Rough or Sufaced

Invisible Glove

A protective cream to keep hands clean from dirt, grease, grime and paint is new from Borden, Inc.

Forming a protective shield that keeps stains from getting into the skin and under the nails, the product also gives users a firm grip on the objects they are handling and washes off with soap and water.

Non-flammable and non-toxic, it is available ina3-oz. tube containing approximately 25 applications.

Oak Veneer Mouldings

A new pre-stained harwood veneer moulding has been introduced by DG Mouldings.

Available in walnut, unfinished oak and two shades of finished oak, it is made by wrapping real oak veneer around a wood-like substrate. The veneer is adhered to the substrate with a hot glue in a process that prevents peeling.

The product reportedly will not warp because its core material has zero moisture absorption. In addition, there is no need for sanding, staining, varnishing, or pre-drilling nail holes to prevent splitting.

Power Cleaning System

Central vacuum systems for superior, convenient cleaning power for every part of the house are new from Broan.

Each system consists of a stationary power unit, wall inlets, lifetime PVC tubing and a lightweight 30-ft. flexible hose with a variety of cleaning attachments.

For noise-free cleaning, the stationary power unit should be installed in the basement, garage or utility room. Three or four wall inlets can usually service a house of up to 3,000 sq. ft.

Featuring bagless cyclonic filtration, the three models provide from ll0 to 212 cu. ft. per min. of air flow and from 3.5 to 8 gallon capacity dirt canisters.

Siding Side Orders

Vinyl siding accessories colormatched to both horizontal and vertical profiles are available from Gold Bond.

Vertical siding accessories include /+" J-channels, F-channels, head flashing, undersill trim and vertical starter strips.

Horizontal siding accessories include starter strips, window/door head flashings, undersill trims, both insulated and non-insulated J-channels, inside comer posts and outside comer posts. They are available in eight colors.

Builders Express, Inc. PO. Box 741623 Dallas. Tx.75243

Questions ?

Send them to this magazine at 4500Campus Dr.,Suite 480,Newport Beach,Ca. 92660.WallyLynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your costs.

E vgnv year_about this time. someone h gets word that so and so is opening a new store in .his trading area. We hear about

it because of a concern on how to best combat this new market presence. This poser most often comes by phone a week or two before the intruder is scheduled to open its doors. Sometimes it is fortunately up to a couple of months before the newcomer's grand opening is planned.

When an operation opens up, you can bet the family jewels that it is doing so because of a firm conviction that the endeavor can and will be profitable. This in itself identifies a marketing weakness within the community which the alien believes he has spotted, identified and will exploit.

The first priority that the late comer must and will pursue is to change the buying habits of the customers within the area. From an operating standpoint, this is done by pre-

senting an image conducive to bringing the customer into physical contact with the facility and its sales force. There the impression is either solidified, destroyed or settled somewhere in between.

Images are generated and sustained in many ways, but the first rule of survival is to be competitive. In terms of the long time entrenched dealer, this involves understanding and identifying the new image so that operating judgments can be made regarding a competitive posture.

Images have infinite identities. Some cannot be matched without great expense, others are just difficult to duplicate because of their cost and still others can be provided with new disciplines at little or no additional outlay. While the possibilities are broad, most identifiable image makers fall into six categories.

(1) Location: Only one entity can operate from each site. Each outlet has that edge, be it good or bad over everyone else.

(2) Open Hours: Daily and weekends.

(r) Wbqlj! !&I9d_&r_14!9: The product lines offered are sometimes minimal and sometimes dominant. Recently great emphasis has been placed on broad assortments within issues. (57 varieties of one tool or fixture - we are the headquarters for this kind of item. etc.)

(4) How are sales transacted: How many ways can the customer pay? Will it be delivered? Do they install, maintain and/or guarantee (warranty).

Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng conditions keep him dert to progress.

"LOOKING AROUND" says Paul

(5) Housekeeping: This is difficult to judge initially at new insrallarions, but the ultimate evaluation is would your wife entertain her family and friends there, given the state of their rest rooms and displays.

(6) Advertising: This is the sum total of the retailer's efforts to invite the customer to a profit party. This is how the customer knows about the new kid on the block. Conversely, it's how the retailer who doesn't invite people to a party passively helps to change buying habits.

If the "old guard" can put their arms around these six areas, they can begin to adjust to the intruder. The actual adaptation has to do with answering three questions within each of the six areas above

(1) Do you have a similar policy or gram?

(2) How can you compete or adjust?

(3) How can you best convey your adjusted image so that customers remain loyal?

Price, while recognized as important, is not the perfect image maker it is reputed to be. Early on in the newcomer's initial advertising. it will seem that price is omnipotent. but price finds its level rather quick_ly as either profits or Chapter ll bankruptcy rears its ugly head.

Hampton's- professional lumber traders offer you quality forest products to meet all your needs. We supply a full range of qualityframing items from controlledproduc-

Print Power for Selling

More than 6O pieces of literature dealing with western woods are available to the retailer from the Western Wood Products Association.

Eight publications billed as "what you need to increase lumber sales,"are designed to help the dealer sell more western wood by promoting new uses such as wood interiors, wood decks, raised wood floors and wood frame designs. The first kit or copy of a brochure is free.

Other available literature also is free for nominal numbers and relatively inexpensive for quantities considering that much of it is done in color.

Three four-color leaflets are designed to be used by retailers as mailers or as invoice stuffers. They invite the customer to come to the store for additional help and information.

Other booklets are designed to stimulate ideas from the d-i-y or remodeling contractor. The almost 30 titles in this series include a number of plans

The Merchant Magazine for building items ranging from patio furniture to an additional room.

Those needing technical information will find a wide selection of publications explaining lumber grades, machine stress-rated lumber, structural data and design tables.

Product information catalogs can be used by retailers, architects and builders as well as sophisticated do-ityourselfers. A series called "Spec Points" details specification information on lumber including pressure treated and fire retardant.

An eight book series is designed to help the retailer buy and sell. It can serve as a reference library or as material for training employees.

The 1985 product information literature list and order form is available from the Western Wood Products Association, Yeon Building, Portland. On972M.

ATTRACTIVE cover on a new piece 0l literature from the Weslern Wood Products Association is typical of the quality of their publications. Many are designed l0 help dealers sell more weslern w000.

Firm Celebrates its Founding : OA$i* xl

(1) Sue & Dennis Richardson. Roger & Pat Branrger (2) Harvey Scott. Gordon MacDonald. Lorne LaCasse. Wayne Holm, (3) Rod Kautz, Ronda Ward. Pete Clough (4) Doug Willrs

(5) Andy Ersek. Bob Bonniksen (6) Jim & Alice Rossman. Jim Frodsham.

'l'he con.rpany having the open house pictured here is Oregon Canadian Forest Products of Califbrnia. rvhich celebrated the rccent fbunding of their contpan\, u'ith this party at their new offices in Oran_ce Cu.

The neu firm vu'as fbunded by Roger Braniger and Dennis Richardson in atTiliation with Oregon Canadian Fitrest Products of North Plains. Oregon. The parent firnt is an Ore_gon specialtl' company which nranutirctures and rentanuthctures

Douglas I'ir clear lumber. Thc Calitornia companv is an ofTice wholesaler specializin-u in ntarketing and distributing fine western finish soflu'oods in Dor.rglas fir. western cedar, sprr.rce. redwood and henrlock.

Industrl \'eterans Richardson and Braniger had both worked previousll' tirr a number of years fbr South Ba1' Forest Pxtducts of Orange, Ca.

CELEBRATI0N of the 15th million flush door coming off the production Itne at Srmpson Door Co s Vancouve; Wa,, plant included 14 employees who have been with the company since it opened in 1973 Front row fleft to right). Lew Snodgrass. production mgr., Dick Andersen. Cal Fletchet Rudy Derrah, Don Francis, John Wheeler, Back row: "Sarge" Cain, Paul Eckman. Vic Bisback, Ed Addis Bill Newman, Bill Simpson, Jr. Glft certiicates and special caps were part of the celebration.

Characteristics of oak: final installment

NE MORE point about oak pertains to all of the members of the oak family. Wood technologists call oak a refractory species, which means it's difficult to dry. Regardless of how good an oak log may have been in the woods, the lumber will be only as good as the drying.

Generally oak lumber should be airdried to below 307o moisture content before going into a dry kiln. The green lumber should be stored in a cool, shaded shed or protected under roofcovers and wrapped in burlap. Lumber dried in kilns that use kiln cars on ffacks sometimes comes out befter than lumber dried in kilns loaded by forklift because by design the track kilns assure a constant, even flow of air over the lumber. Oak must be dried according to a proper

SIZER

kiln schedule. Lumber dried too quickly will come out full of tension and sometimes loaded with honeycomb or cell collapse.

Perhaps the most important step in the treatment of oak comes after the lumber

Story at a Glance

Oak is only as good as the drying .observation of colo6 texture, visible defects is the best way to evaluate oak.

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-Ve'll do them all to customer specification.

is dried, but while it is still in the kiln. This is calledsffess relieving. It is a conditioning treatment that consists of subjecting the dried lumber to a high temperature and high relative humidity for a day or two. When demand for oak is great, as it is now lumber manufacturers are tempted to push their production through the kiln process too quickly. But the best producers of oak lumber always stress relieve their stock, thereby assuring the consumer a stable product that will not spring when cut. Don't hesitate to ask your lumber supplier whether his oak has been stress relieved.

Lumber people and craftspeople agree that all of the written information on oak lumber cannot substitute for the experience of buying lumber from different geographical areas and the experience of working with it. A thorough examination of the product with special attention to color. texture. and visible defects is the best way to evaluate any lumber. But much can be leamed by asking questions of your hardwood supplier. Any knowledgeable lumber person enjoys the opportunity to talk about the quality, workability, drying and milling of his oak lumber.

This k the fual article in a fve part mini series on the characterisics ofoakwritten a1\ Gage McKinney, a contributing editor of thi,s magazine.--ed.

Redwood Millwork

(Continued from page I6)

Tirrning & Milling is a good example of the company's professional pride. It includes well over a hundred different products and includes instructions for handling, storing and installing balusters, newel posts and columns. It illustrates the care that is taken in choosing quality materials and design accuracy.

Realizing that architects were the major market for his products, Miller mailed catalogs to an extensive list of architectural firms across the country. Response from such mailings can typically be from 2 to sEo, but Miller claims he had nearly a 20Vo response from his mailing after only six weeks.

Miller's catalog which normally sells for $3 is available free to Merchant Magazine subscribers on request by writing Robert Miller, Architectural Wood Turning Service, PO. Box 225, Woodacre. Ca.94973.

HUGE REDW00D timbers are milled into custom and standard turnings in Pagliaccos Woodacre, Ca.. establishmeit.

tNlt=t\/^\[ | nl"rFr-il nTil|l[RtE Liug \!\-u [ti ti tlln1tr! relr]15

Redwood On The lnside

A 9-p. booklet ofredwood interiors is free from Simpson Timber Co., PO. Drawer V Arcata. Ca. 95521.

Constructing An Education

"Construction Methods, Blueprint Reading, Material Tiakeoff," a l5-book self-study course, is $165 plus postage from the National Lumber & Building Dealers Association, 4O Ivy St. S.8., Washington, D.C. 20003.

Remodeling Price List

"Repair & Remodeling Cost Data 1986," the 475-p. 7th ed., is $42.95 from R.S. Means Co., Inc., 123 Construction Plaza, Kingston, Ma.02364.

Duel Of The Doors

A l2-p. booklet comparing gliding patio doors to swinging French doors is free from Andersen Corp., Bayport, Mn. 55003.

Holiday Promotions

A free catalog of retail sales aids for holiday and seasonal promotions is from Dismar Corp., 4415 Marlton Pike, Pennsauken, N.J. 08109

Ad On Tools

A power tool ad planning kit is free from AEG Power Tool Corp., I Winnenden Rd., Norwich, Ct. 06360.

Turnings & Millwork

A 24-p. custom tumings and millwork catalog is free to dealers who send their business card to Pagliacco Tirming & Milling, PO. Box 225, Woodacre, Ca. 94973.

Choose To Remove

Ao 8-p. booklet on paint remover selection is free from Klean-Strip, P.O. Box 1879, Memphis, Tn. 38101.

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

Clean Air Act

A new air cleaner for woodworking is described in afree2-p. bulletin fromAercology Commercial Products Inc.. Old Savbrook. Ct.06475.

Beam Me Up, Scotty

"Glulam Beams," an 8-p. brochure, is free from the American Institute of 'limber Construction, 333 W Hampden Ave., Englewood, Co. 80110.

Prefinished Panels

A packet of brochures on prefinished industrial panels is free from Weyerhaeuser Co., Box 275, Springfield, Ol 97477.

Dim Watted

A 16-p. dimming controls brochure is free from Hunt Electronics, PO. Box 670, Addison. Tx. 75001

Nall File

A nail selection chart for home center personnel is free from Dickson Weatherproof Nail Co., 1900 Greenwood, Evanston, Il. @204.

Gypsum Guide

"Using Gypsum Board forWalls and Ceilings," a 4O-p. manual, is free for single copies or $1.50 each for bulk orders from the Gypsum Association, 1603 Orrington Ave., Evanston. Il. 60201.

Redwood Marketing News

"Redwood Sales Success Reporter," a marketing and promotion newsletter, is free from Simpson Timber Co., PO. DrawerV Arcata, Ca.95521.

Flame Spread Data

"Flame Spread Performance of Wood Products," a 4-p. brochure, is 809 (50C each for 100 or more) from the National Forest Products Association, 1619 Massachusetts Ave. N.W., Washington, D.C. 20036.

Pipe & Valve Marking

A pipe and valve marking Products catalog is free from S.B. Hammond, Seton Name Plate Corp., PO. Box ZCG-1331, New Haven, Ct. 06505 or (800) 243-6624.

Wood Strand Orientation

An 8-p. oriented strand board guide is free from the American Plywood Association, P.O. Box 11700. Tacoma, Wa. 98411.

Insert Here

A brochure on self tapping, self locking inserts for plastics, woods and metals is free from Groov-Pin Corp., ll25 Hendrick Causeway, Ridgefield, N.J. 07657.

Colorful Light

An 8-p. stained glass lamps and lighting products catalog is free from Meyda Stained Glass Studio, 239 Bleeker St., Utica, N.Y.

Screwy Tools

Heavy duty electronic drywall screwguns and tech screwdrivers are described in a 4-p. brochure free from AEG Power Tool Corp., One Winnenden Rd., Norwich, Ct. 06360.

The Ultimate How-To

"Build Your Own Low-Cost log Home" is $11.95 from Garden Way Publishing, Schoolhouse Rd.. Pownal, Vt. 05261.

GLASSNF!EB ADVERTiSEMENTS

LUMBER BtryER. We need an experienced buyer of commodity lumber for our four yard operation. Our customer mix is retail. industrial and heavy in contracting sales. We offer an attractive compensation package. Send resume, with salary history, to Margaret Anderson, Ganahl Lumber Co.. Box 31, Anaheim, Ca. 92805. (714) 7725144.

DOOR SALESMAN. Leading distributor in No. Ca. is looking for someone with a minimum 3 years experience selling wood and metal doors to door shops, retailers and pre-hangers. Excellent compensation and benefit package. Send resume to B.M.D. Inc., PO. Box 606. Galt, Ca. 95632. Attn: Mike Ferqason.

INDUSTRIAL SALES: Expanding So. Ca. wholesale distributor seeking experienced softwood lumber and/or plywood salesman. Buying background helpful. Inquire in strict confidence. Send resume to Ed Langley, Neiman-Reed Lumber Co., Inc., 13301 Burbank Blvd., Van Nuys, Ca. 91401.

wholesale and distribution company located near San Jose has sales openings for experienced lumber sales and sales trainees. Sales trainees with retail lumber experience are desired. Knowledge of the Califomia market prefened, but not necessary. This position offers an excellent salary with an uncapped commission program combined with a complete fringe benefit package. Relocation to the local arca necessary. Please send your resume to lrn Male, Redwood Empire, PO. Box 1300, Morean Hill. Ca. 95037.

INDUSTRIAL SALESMAN. Southem California wholesale distribution yard looking for an experienced industrial salesman. Customer following is a must. Salary plus commission and many other benefits. Send resume to Mike Nicholson. AllCoast Forest hoducts, PO. Box M, Chino, Ca. 91708- I 206, (7 t4) 627 -8551.

softwood lumber and plywood wholesalers looking for an experienced industrial salesperson. Customer following a must. Excellent commissions and benefits. All replies held in the strictest confi dence. Send resume to Box 547 cloThe Merclant Masazine.

LUMBER TRADER. Established Califomia wholesale company has an opportunity for the right person experienced in softwoods. Send resume to Box 546 c/o The Merchant Magazine.

LUMBER TRADER: Established No. Ca. wholesale company looking for traders in west coast species, experience necessary. Must be selfstarter with customer following. Top compensation and benefit package. Send resume to Dave Schaller, Schaller Forest hoducts, Box N, Redding, Ca. 9ffi99.

WHOLESALE LUMBER salesperson in retail lumber with customer following. Must have wholesale background. If you are highly motivated. call Dan Underwood for details (714) 68G1888.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $4O camera ready. $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dn, Suite 480, ltlewport Beach, Ca. 92660. Make checks payablc to The Merchant Magazine. Mail copy to above address or call (71.1) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SALESMAN/TRADER. Northern Ca. whole

saler seeking experienced trader. Mill base and customer following essential. Excellent company benefits. Salary plus commission or straight commission. Please send resume and earnings history to FPM Inc.. Box 286. Oroville. Ca. 95965.

CALIFORNIA TIMBERLINE, INC. is looking for a well-established softwood./hardwood lumber salesperson. Full milling facility. Please contact Pete Skibba at (714) 591-4811.

LUMBER TRADER, experienced in softwoods, boards and selects. Excellent opportunity for aggressive individual. Send resume, in strict confidence, to P.O. Box 23186, Portland, Or.97223.

LONG ESTABLISHED HARDWOOD lumber company needs salesman for outside sales. Car allowance. medical. draw and commission provided. Mail resume to Box 5,{5 c/oThe Merchant Magazine.

GIASSIFIED ADVERTISEMENTS

35 YEAR VETERAN experienced in sales and management seeks position with wholesale or retail lumber companies. Strong background in lumber, hardware, purchasing and estimating. Ralph Froiland (818) 889-7173 or (818) 888-3748.

YAl ES AMERICAN 177,2 head planer. In operation now, will be available in 45 to 60 days. Peterman Lumber, Inc., 10330 Elm Ave., Fontana, Ca.92335. (7t4) 829-3466.

million sales. 12 years old. Retail and installed. Prirne focation inCentral California .42Vc margins. For sale or lease. Wnte Box 548 c/o The Merc-hant

CLASSI FI ED ADVERTISI NG Order Blank

Name

Company Name (if any)

Address

City State

Phone (

COPY

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.

ARDS

BOUGHT AND SOLD

Let Dick Phelps us his 30 years, So. Ca. experience ro a lumberman to assist you JAMES R. GARY (/Co. Ltd.

Realtors & Estate Agents 21747 Emin St., Woodland Hills, Ca.91367 ^ (8r8) 703{100 Ca. Nat. 4314555 (8m)421{555

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 7',l5-2544:' (21 3) 83 5-5671.

When sending in a change ofaddress please include zip code on both old and new addresses and either the old label or the inlbrmorion from it. Thanks !

CHARGES: $19.00 (25 word minimum) .$19.00 .65 each additional word .65 phone numbet* . . 3.90 address*.

5.00 centered copy, per line 5.00 headline 5.00 box number 5.00 special border

PRINTYOUR TOTAL HERE L

*Phone number and address can be part of 25 word minimum.

A $40 per column inch rate applies to camera ready copy; $45 if we set the type.

! Assign a box number and mail my replies daily. TO RUN: TIMES TILL FORBIDDEN

- SOUTHERI{ CALIFORIIIA

LO3 AIIOELES AREA

AmsricanHardwoodco.

Bel Air Door Co.

8erk0tM19.C0

BeverlyManulacluangCo.......

Bur ns Lumbsr Co.

Caroll Moulding Co.

Coastal Lumbsr Co.

Coos Head Lumber & Plywood

3oTrucking

DooleyForestCo., Inc...

Essley & Son, D.C.

Far\r,/€sl FirSales...... (213) 629-5206

Fir & Pine Lumber Co..

FountainLumberCo.,Ed..

Fr€monlForsstProducts

Galleher Hardwood Co.

Gemini Forest Products.

G€orgia-PacilicCorp. (213) 968-5551

Harris Trucking

Heppner Hardwoods

Hull Lumber Co.

Inland Timber Co..

Johnslon Hardwood lnc..

Kirby Foresl Industfles, Inc .

Knight Induslries

Lumber Assn. ol So. Ca.

MacBeath Hardwood

Beaver Lumber Co.

B8rger & Co.

CalilorniaForest Producls.

Calilornia Lumber lnsoection Service

Calilornia R€dwood Aisn..........

Casslla Transoortation

Crestwood Forest Products

DMK Pacilic Coro.

Doors. Inc.... :...............

Floor Serurce Suoolv {San Josel

Georoia-PaciticCdrd.

Geordra-Pacilic Corb. (San Jose)

Harn-ess Timber Prddubts

Hiooins Lumber Co. {Monterev)

Hiiiins Lumb6r co. lsan Josdi

Hrd6rns Lumber Co. {Union Citv)

Hi66ins Lumb€r Co. lwahul Cieekl

Hii? Wood Lumber bo.

B UYE A]S' ffiUIDE

SAN FRA}ICISCO BAY AREA

HMS Svslems CorD

J.H. Ba'xtsr&C0...............

Louisiana-Pacif ic Corp

MacBeath Hardwood (Berkeley) MacBeathHardwood(SanFrancisco)

Pacitic Lumber Co.

Panel CliD RedwoodlnsoectionService..

RolandoLumberCo.. lnc.........

Seauoia SuoDlv (Fairlield)

Soduoia Subbl! (san Francisco) SiniDsonTimbarCo.

Southern Pacilic Trianole LumberCo...... Wendlino-Nathan W€verhaiuserC0.

I{ORTHERN AND CEI{TRAL CATIFORNIA

A[CATA/EUREKA/FORIU t{A

Bracul Inlernalional

Eritl Lumber Co. Combs Lumber Co. Cosla Trucking. Joe Humboll Redwood Co.

Louisrana-Pacilic Corp.... PVM Redwood Co. SchmidbauerLumb€r, Inc............

AUEURI{/GRAsS VALLEY

All-Coasl Foresl Producls, Inc..

8AI(ERSFIELD Higgins Lumber Co. Pacilic Wood Preseruing ol Bakersfield. Corp. (805) 582-3950

CL(lVEROATE

Bowman Lumber Sales

Louisiana-Pacitic Corp Rolando Lumber (Kinton Div.)

ruNT BRAGG

Gsorgia-Pacitic Corp. (Redw00d)

Holmes LumberCo., FredC. ......

FRESN()

Georgia-Pacilic Warehouse........

Higgins Lumber Co. Lewis Co., Inc., Palmer G. Pacilic Foresl Products WsysrhasuserCo. (800) Woodwork lnstitule of California

Los 84il0s Stewan Hardwood Lumber Co. .

oRAilOE, RIYERSIDE & salt BERilaRDllto coul{TtEs

H()tIISTER 0MK.Pacitic

il00Esr0

Snider Lumber Producls. SwardTrucking

REDDIIIC ANEA

DMK-Pacific LewisCo., Inc., PalmerG.

Louisiana-Pacilic Corp. (Red Blull).

PaulBunyan LumberCo.

P&MCedarProducts....... (916) 246-0196

Redding Lumb€r Transpon.....

TrinityRiver Lumber C0.......

Wisconsin-CalilorniaF0reslProducls.

SACRAlIIEl{TO/STOCKT(!I{ AREA

Berger & Co.

Canfor U.S.A. Corp.

Capitol Plywood

Floor Service Supply.

GabbertLumberSales (800) 521'

Georoia-PacificWarehouse...........

Hedlind Lumber & Machine Slaining

Higgins Lumber Co.

Koppers Co.

LaminaledTimberServices, Inc.

LewisCo., Inc., Pa|merG.

Louisiana.Pacific Corp

Michigan-Calilornia LumberCo...

M & M Builders Supply.....

Nikkel Corp., The.......

P& M CedarProducts......

Rocklin Foresl Producls

Simmen Lumber Stanline, Inc.

StocktonWholesale Union ForestProducts

Union PlaningMill

Waldron Forest Products.

Western Wbod Trealing Co. WeyerhaeuserCo. ........

SAI{IA MARIA Higgins Lumber Co.

SAITA ROSA ABEA

J.H. Blevins Co., Inc.. .

HigginsLumberCo...

Marlin Foresl lnduslries

Noyo Timber Products, Inc.

Nu-ForestProducts Rich Doss, Inc.. Windsor [,lill, Inc..

UKIAH/CALPELLA/WILLITS

AllHeanLumberCo.,lnc. .....

Coast Wbod Preservrng, Inc.

Lake Induslries

Newporl Planing Mill, Inc.

0r€gon Canadian Foresl Products

ol California.

Pacific Lumber Co. PacilicMadisonLumberC0. Parr Lumbsr Co.

Pot€rmanLumberCo.,lnc.

IGt{MORE

PACIFIC I{ORTHWEST STATES

BUVE N]S' ffiUIEE

ROCKY toultTAl]ts

- COLORADO wASHtilGTO]a

Lav{rs Co., Inc., Palmer G.

GREATER SEATTI.E/TACOMA AREA

Af,roncan PlywoodAssmialion.

Brady Inlernational (206) 251-0900

Burns Lumber Co.

Colonial C€dar

Georgia-Pacificoorp.(Tacoma)

Georgia-Pacific Corp. (Seatlle).

LewisCo., Inc.. Palmerc(Auburn)

Lilis Co., lnc.. Palmer G (Bremenon)

Lowis Co., Inc.. PalmerG (Everetl).

Lowis C0., Inc., Palmer G Alaska Div..

Lolh Lumber.

McFarlandcas€de in!!h. (800) 521-213

Nonhwest Forest Products

SEuoia Supply.

Simpson Timb€r Co.

0urnaull Shingle & Lumber Co

Tumac Lumber Co.. (800) 982-8202

!'lbsatch lvountain Manlel Co.

Western Turnings & Slair

weyerhaeus€r c0. (satile) (800) 562-0908

Weyerhaeuser Co. (Tacm)

sP0xAr{E Berger & Co.

Gmrgia-Pacrlic Corp.

Lilis Co.. Inc Palrer G.

Weyerhaeuser Co. (ln0r., ld., Ml.)

WEI{AIChEE

1il6 Co., Inc., Palmer G

YAKIiIA

Lilis Co., Inc., Palmer G

oRECOI{

ATEAt{Y

Canlor U.S.A. Corp. .

c00s 8AY

Coos Head Lumber & Plywood

GBEATER PORTTAIID AREA

Allwood Industrials, Inc. (800) 547-1782

J.H Baxter & Co

EoiseCascade. (800) 54i-8016

Callall grolhers.

Cascade€mpireCorp....... (800) 547-8371

Cole & Associales, John T.

Continental Foresl Producls. (800) 547-8465

Crow'sWeekly

Disdero LumberCo.

DMK-Pacilic

Estacada Lumber

Forest Fiber Producls Co. .

Friesen Lumber Co.

Fullmer Lumber Co.

FurmanLumber, Inc......

Georgia.Pacitic Corp.

Hampton Lumber Sales Co.

Inlercell Manulactunno Co., Inc

LewisCo., Inc., PalmeiG

Louisiana-Pacif ic Corp

Lumber Producls

Mt. Angel Plywood Inc.

Northwesl Hardwoods

Penberthy Lumber Co.

Pope & Talbot Publishers Forest Products (800) 547-6633

Soquoia Supply

Simon, Crablree&Ryan........

Southern Pacific

Wostern lnlernational Forest Products .. .. (800) 547-5500

Wbslern Red Cedar Lumber Assn.

Western Wood Producls Association Weyerhaeuser Co.

Lumber Co. Herb€rt Lumber Co

SOUTHWEST aRtzoila

FORMALDEHYDE

(Continued from page 45 )

portance of formaldehyde based products to the lumber and building material industry should be stressed, according to a NLBMDA spokesman. AnY exPeriences with formaldehyde related products, either positive or negative, should be outlined. It also is suggested that the dealers point out the negative impact a full scale regulatory action would have on their business.

Manufacturers have been aware of the possibility of controls on the use of formaldehyde and have attempted to insure that their products have satisfied existing safety and health regulations. The list of products which contain formaldehyde is long and includes particleboard, paneling, hardwood plywood, sandpaPer, some paper products and adhesives.

Record Home Sales

Existing home sales increased to 3.2 million for 1985, breaking the 1979 record of 3 million, according to the U.S. Department of Housing and Urban Development.

Sales of new homes rose to 686,000 in 1985, the highest since the record 709,000 in 1979.

NEWS BRIEFS

(Continued from Page 18)

Riversifu Lwnber Co., Bothell, Wa., has closed and is no longer in business.

Gannhl Pkming M// is adding new equipment at its Anaheim, Ca., location . , Wamette Industries, Portland, Or., has acquired Midway Veneer. Sweet Home. Or. Star l;wnber Ca. is a new reman and wholesale firm in Rialto, Ca. (see p. 41 for story) . .

Lts ,$ryelesll,ong Beach, Ca., led the nation with 53,248 new housing units in 1985 Phoenix, Az.. ranked second with 50,335 units; San Diego, Ca., 38,062 and Riverside/San Bernardino, Ca., 35,305, were in the top l0 . .

lnmford Forest Products is the new name for l-arford Cednr ard Sool<e Forest Prodrcts, Don McMillan, pres., and Dennis Molander, gen. mgr., sales and marketing, for the sawmill in Sooke,B.C., and reman. facility in New Westminster, B.C.

Ceiling Fan Turns 100

Credited with inventing the ceiling fan in 1886, the Hunter Fan ComPanY of Memphis, Tn., will celebrate its l00th anniversary this year.

The company will rebate $18.86 directly to sales clerks for each six Hunter Original fans they sell this winter.

Hardwood Products Convention

The International Hardwood Products Association (IHPA) held its 30th annual international convention, March 3-7 ,1986, at the Waiohai Hotel on Kauai, Hawii.

The IHPA convention is held annually to report the association's activities and further the aims of the forest products industry. This year's meeting featured industry and government authorities in the hardwood industry worldwide.

TheWorld of Wood Exhibition was held in conjunction with the convention. This offers an opportunity for producing countries to exhibit the woods and products available to hardwood importers.

We'll have a full report on the IHPA convention in a forthcoming issue.

Gets Results