Merchant Magazine - March 1988

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 stamp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. 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.

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

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

REDWOOD SPECIAL ISSUE

Redwood Wholesaler Expands Into Manufacturing

Redwood ls The Product To Sell For "Other" Jobs

ABCs Of Redwood Promotion Pay Off ln More Sales Displays You Can Build To lmprove Redwood Sales

D-l-Y Projects Can Sell Lots Of Redwood Lumber

Redwood Supplies Continue To Grow, Meet Needs

Hardie Industries Seeks More West Coast Market

Veteran Hardwood Men Establish Rancho Hardwoods

National Lumber & Supply Listed In Top 10 Cos.

Eurodesign ls Latest Hot, New Kitchen Design

Deck Contests: A Proven Way To Sell Redwood

Manufacturer Pulls Out All Stops For Decking

Serving 13 l,Veslern States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist John Szalay

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) E52-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The l\,{erchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Adverlising rates upon request, From all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, natidnal sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (?14) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

l-rom Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole llofm at (206) 774-3713 or 21819 77th Place West, F.dmonds, wa. 98020.

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

Subscription Rates-U.S.: $9-one year; $15-two years; $20-three years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$301 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.

When all else fails, ask grandpa

WANTED: Experienced, dependable employees who will be satisfied with rheir jobs and be stable participants in the workplace.

llt E'VE all seen classified ads similar to the lU one above. We're likely to beseeing even more of them as the baby boom generation ages and employers find it increasingly difficult to hire capable help.

Fortunately, there is a large pool of available workers who fit the above description. yet, amazingly enough, too often this valuable sourcethe retirees of America - has been overlooked by employers.

One of the eflects of the Graying of America is that as the U.S. average age rises to ever higher levels, large numbers of retired men and women who want to work comprise a national resource that is woefully under utilized.

A strong case can be made for the values that the seniors bring to a company. According to the National Council on the Aging, older workers are absent less often, have fewer workplace accidents, tend to be more satisfied with their jobs and are more loyal to employers than younger workers. An American Association of Retired Persons poll found that 360/o of retirees responding indicated that they would rather be working. Of those 55 years old and still employed, a remarkable 740/o said they would prefer to stay on the job, even when retirement was financially possible.

The traditional image of the retired asdoddering old people sleeping away the day on the porch no longer jibes with reality. Today's retired are healthier, more active and far more physically fit than ever before. And they want to work.

Employers fed up with rapid employee turn over andlax attitudes will be doing themselves a favor to consider filling that next job with an older worker.

It may look like an ordinary double-Fne window, but there's more to this glass than meets the eye. What you can't see are the microscopically thin layers of metallic coating bonded to an inner surface of the glass. This transparent surface acts like a see-through computer to detect heat and restrict its flow through the glass. It even filters out most ultraviolet ravs. What's more. Hieh-Perform-

most ultraviolet rays. s more, High-Perform 3 enersv efficient than ance windowsare 42Vo more energy tha: ordinarv double-oane windows durins the winter ordinary double-pane during and 22Vo better in the summer.

tiken this technology one step further for hotter climates

W€S with a western or southern exposure. The High-Pertormance E;::----1,

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distributors listed below.

Redwood wholesaler expands into manufacturing

"M*illllff:yl,?1.,il1

redwood products and services is an accuratedescription, " says president John Gaskin, of Capital Lumber Co.'s present role.

Specialization has been Capital's basic operating philosophy for over a quarter of a century. The firm in 1948, founded by George Gaskin, John's father, started as a retail yard in Phoenix, Az. In the early 1960s the company started wholesaling redwood and cedar. That same species specialization still exists, complemented by the recent addition of fir finish.

Lumber wholesaling haschanged drastically from the days of Capital's debut. At that time wholesale lumber marketing was dominated by nonstocking office wholesalers who brokered rail cars in transit to a retail dealer without seeing or handling the lumber.

In the post World War II era, the price of redwood escalated with inflation. The dealer was forced to reduce the cash outlay required in buying straight cars of redwood by drawing on redwood stock carried bv the

wholesaler, who gradually assumed the role of stocking distributor. While specialization in redwood product and service became an economic essential, the transition from old growth redwood to a younger growth tree shifted production atthe mills from semi-custom to a high volume dictated by the smaller log size and grade mix. Mills were less able to accommodate special items and shorter runs. Dealers were less inclined to tie up high interest money in carload inventories, and the Japanese concept of 'Just in time" delivery began to apply to redwood inventories.

Capital started putting together an integrated stocking distribution network strategically positioned in Albuquerque, N.M., Chino, Ca., and Lubbock, Tx. "Then during this past year," Gaskin points out, "we added a centralized hub to the existingservice network with a new fromthe-ground-up 50,000 sq. ft. dis-

(Please tum to page 54)

Story at a Glarice

Arizona-based firm shifts from retailing to wholesaling to manufacturing distributor. 50,000 sq. ft. production facility added in Northern California. company positions itself for the Japanese "just-in-time" delivery concept.

PAUSING to check lumber just ofl one of the transfer chains: (left to right) Vern Ingham, production mgr., Marty 0lhiser, Healdsburg mgr., and John Gaskin, Capital president.

ST0CKlllG an inventory of 10 million ft. of redwood, cedar and f ir f inish, the facility has two 50,000 ft. capacity dry kilns, a fully automated, computerized moulder, resaw and planing mill.

HUB of Capital's specialization, this new from-the-ground up manufacturing and distribution complex is in Healdsburq, Ca.

Redwood can be your key to diversification

'F HE WATCHWORD in building ! material sales for the next few years may be "diversification." With housing starts dropping from 1.65 million a year to 1.5 million starts, lumber wholesalers and retailers needto find other markets to help fill out their sales.

There are other reasons why diversification makes sense. A wellbalanced customer mix will help building material dealers avoid the inevitable ups and downs of any single market. Redwood is one lumber product which satisfies the demands of a variety of customers and several different markets.

Redwood is, of course, always in demand for the traditional construction markets. Redwood siding is used for residential and low-rise commercial construction. There are several options with redwood siding from the top-of-the-line clear all heart grade to the more economical knotty rustic redwood sidings. Redwood interior paneling also has both residential and commercial uses.

In addition to new construction, redwood siding and interior paneling are particularly popular for remodeling and renovation. Redwood is often used in kitchen and bath renovationsthe two rooms most often remodeled. In commercial applications, the warmth of redwood interior paneling is used in banksand offices. Retail businesses in shopping malls often dress up their storefronts with redwood paneling and redwood signage.

Want More Redwood Information?

If you want more information about redwood, you can contact the California Redwood Association, 591 Redwood Highway No. 3100, Mill Valley, Ca. 94941. (415) 381-1304.

For the do-it-yourselfer, redwood is the first choice when it comes to decks, fences and other landscape projects. The properties of redwood are well known, as they have been advertised and publicized in magazines and newspapers coast-to-coast.

These traditional redwood marketshave plenty of diversity in them. The remodeling and renovation markets help to balance the newconstruction markets. In the past decade, the growth of do-it-yourself trade has helped to balance the fluctuations of the professional builder trade. In addition to these traditional redwood markets, there is another area that many merchants may be

overlookingthe manufacturing trade.

There are a great number of products manufactured from redwood. Many represent significant markets in themselves. Redwood is used for outdoor furniture, surrounds for spas, landscape lighting, signage, benches and stadium seats, planters, window sills and sashes, architectural columns, shelves for barbecues and tubs for ice cream makers. By developing manufacturing customers, lumber merchants can develop steady customers who are independent of the construction market.

Story at a Glance

Ways to use redwood to build a diversified market base .. how to attract commercial, remodeling, do-it-yourself, industrial customers with the ver' satile qualities of redwood.

Few redwood dealers will capture trade in all of these markets, but a redwood inventory will give them the opportunity to sell to a wide range of customers. Those looking for products that will enable them to sell to diverse markets will do well to take a look at the possibilities with redwood.

Redwood Promotions From A To Z

D ROMOTIONS used by dealers l- to sell redwood run the gamut from A to Z. You, too, can profit from this dictionary of proven redwood promotion ideas.

Association aid. One of the largest sources ofassistance in pushing redwood is the California Redwood Association. With stacks of free literature and other promotional tools available, the agency goes out of its way to help get the word out.

Brochures. A product catalog may be just the thing to let customers know what you have and what they can do with it. A Santa Rosa, Ca., retailer, for example, recently put together an attractive booklet, sprinkled with full color photographs provided by the CRA.

Story at a Glance

An alphabet of redwood promotions for you to use association aid, brochures and contests are among the ABCs of successful sales... advice from leaders in redwood marketing.

Contests. Summer building contests are a traditional favorite for stirring interest in redwood. Redwood Lumber & Products, Fort Worth, Tx., stages a deck contest every year. Owner Ken Young says. "Our next deck building contest will start Memorial Day and end Labor Day. The winner gets a trip to Mexico or Lake Tahoe. Of course, they'll have to buy the redwood from us."

Ganahl Lumber Co.. Anaheim. Ca., staged its first deck contest in 1986 and did it one better last year. They expanded the entries to include not only decks, but also patios, gazebos, unique fencing, landscaping involving wood, and even treehouses, so more people could participate.

Demonstrations. A customer can often be persuaded to make certain repairs or additions if you teach him how to do it himself. Deck building classes areamong the more popular attractions. "We hold deck building clinics every Saturday at 9 a.m. and 3 p.m.," says Young. "lt's free and takes about one to one-anda-halfhours, depending on the audience. We show a VCR tape produced

by the CRA and our own slide presentation. We give everyone attending a free deck plan kit, a $5 value."

If you don't havethe ability to run the show yourself, often amanufacturer or wholesaler can help. Mark Lofland, general manager, Capital Lumber Co., Chino, Ca., explains: "We hold deck clinics with our experienced people to show our customers' customers how to build a deck. It is done during weekends on their premises."

Education. Redwood can sell itself in a region where its strengths are well known. "Here in Texas, we've had to combat treated pine," says Young. "ln California, everyone's familiar with redwood, but here it's a process of educating people. It's going to take time. People come in and say they can get anything in California, but we're the only one here who has it."

Flyers. Sales brochures sitting on the counter or directly mailed to customers have become one of a home center's most valuable tools.

Guests. Celebrities, often from local sports teams, are good at increasing floor traflic in retail stores. And experts on certain products can bring added sales power to exhibits during special promotions. "We're an oflice wholesaler," says Pete Cadenasso, partner, Alamo Forest Products, Walnut Creek, Ca., "and the Modesto Lumber Co. asked us and representatives from Penofin to help advertise decks at a local show held for the residents. They had a full, l0 x 12 parquet display deck set with redwood benches and lattice panels around the back. We answered questions and handed out redwood and deck care literature."

Ho-e shows. Trade shows showcase your name and product to crowds of ready buyers. "We're relatively new to trade shows, but we're planning to do more," says Dennis Ferguson, Holt Lumber, Fresno, Ca. "We had a booth and our whole display was constructed of diflerent patterns of redwood. Everyone there helped to demonstrate the show's'Smart House' theme."

Other dealers regularly employ home show exposure. "At the last show at which we exhibited, we put out all the CRA literature," says Jody Parker, sales manager, Robbins

Association videotape, and his own design lesson plan for his free presentation.

c0mpanyRedwood

& Stearns, Rapid City, S.D. "We built a redwood canopy under which we offered deck packages ofdifferent sizes so we could give people prices right there. We also had lead cards with a box to check if people wanted to be sent further information on decks."

In-house training. Teaching your staff about the benefits of redwood can improve its ability to sell the product for a variety of applications. Alamo Forest Products has sent representatives to speakat dealers' sales meetings. "Once a month, certain dealers will hold sales meetings. We'll send a rep to the yards to talk, often because many of the sales people are new, and to explain grades and applications," says Cadenasso.

Landscape design service. Free consultation can be a time-consuming but rewarding service. "lf a homeowner brings in plans of his lot, with easements and other information, we'll work up a free landscape design," Young says. "Just a basic 30-minute drawing as an introductory offer. If they want something more detailed, we'll put them in touch with a landscape artist who, for an hourly fee, will pick out plants, locate them, and so on."

Magazines. See Newspaper coverage.

N"tnrp"p"r coverage. When there is news at the yard, let the press know. A simple press release can put your name in front of thousands of readers. A quick phone call led to a Texas retailer's recent profile as the cover story of the city's business publication.

Paid newspaper and magazine advertisements are a more direct path to results. "We have regular flyers inserted in the local newspaper during the busy season," says Parker. "That way, weget to everybody in town."

Op.n house. Inviting your customers to a private, after-hours party makes them feel special and gives them a golden opportunity to make a purchase. On a larger scale, Palmer G. Lewis Co., Medford, Or., holds a dealer buying show every spring. PGL's Mike Householder says, "We invite our customers to the warehousewhich we clean up

first, of course. We'll have company representatives from Palco, Armstrong, Owens Corning Fiberglas, and so on. We provide dinner and a beer garden. Everything's on display and the prices are special. We also offer tours through the warehouse and free samples of products."

Ptans. Plan sheets are available explaining how to build everything from a redwood porch in a booklet from Georgia-Pacific to a storage shed in a sheet from the Western Wood Products Association.

Dealers can also offer their own instruction. "As for deck plans," says Young, "for any customer who comes in, our people will sit down with him and go through the whole process, from locating the best site on down."

Ready-assembled papkages. Putting it all together for the customer can create instant add-on sales. Chuck Shell, manager, 84 Lumber Co., Plainview, Tx., says, "To keep things simple, the corporate headquarters has put together a basic 8 x l0 deck design package. lt's standard and offered to all the stores."

Sale themes. AImost every month brings a new holiday to tie into. Father's Day, National Roofing Week and the Fourth of July, among many others, offer unique marketing possibilities.

Training seminars. Says Capital's Lofland, "We offer training seminars to our retail customers and

take them on mill trips. We'll maybe tour a half-dozen mills to give them a cross-section of production, making them aware of what's happening. Keeping them informed makes things run easier than if they're in the dark. So, if there's a need, we'll do it. But it takes some money and certainly a lot of time."

Videotape presentations. Filmed demonstrations are available from some associations and manufacturers. Designed specifically to attract attention, they can serve the function of an extra salesman.

Wall of fame. A Southern California business filled two huge bulletin boards near the entrance with thank you letters from satisfied customers. Redwood Lumber & Products' version of this provides a helpful service. '!For contractors, we have alarge list, actually an areaon our wall with photographs of their work and business cards. For those who don't want to do it themselves, we bring the homeowner and the contractor together," says Young.

Yellow pages. Although the phone book's sales staffcontinues to invent further classifications to confuse callers, they still put you afew seconds away from everyone in the city.

Zest. Whatever the redwood promotion, its ultimate success will be determined by the energy and excitement that the dealer. himself. brings to it.

H(lME show promotion demonstrated qualities of redwood in an "ooen house" which

showcased a variety of products, including a redwood deck, cabinets, doors and windows.

nISPLAYS that customers can Ysee and touch speak eloquently about redwood's color, texture, grain and other unique characteristics.

Displays can show and sell just about anything including siding patterns, fencing patterns, finish choices and the recommended techniques for building a deck. A welldesigned display shows several options atonce andhelps to sell related products such as hardware and finishes.

Displays show the real product in a simulation of the end use. The real thing has a greater impact than photographs in a catalog and more sales appeal than stacks of lumber. Here's a good case example. One of Pacific Lumber Co.'s redwood wholesaler customers increased his sales of knotty rustic redwood siding through the use of a display. The triangular display shows three different siding patterns in addition to holding related product literature. Dick Evans, vice president of industrial marketing, explained that North Santiam Lumber Co. of Ohio hasits field sales staff use the rustic siding display when calling on retail customers. "The salesmen bring the display in and set it on the desk. While they use it to sell the product, they explain that the customer can keep the display if they place a rustic siding order."

Story at a Glance

Suggestions for displays that attract customers and sell redwood . . tips on building your own, using proven ideas.

edwood displays you can build

Display Building Tips

Christopher Grover, promotion manager of the California Redwood Association, makes the following recommendations for designing and building displays:

o ldentify your promotional goal and your target audience:, i.e., Are you selling siding to builders or decks to do-it-yourselfers?

. Use your displays to sell projects, not products. Customers are interested in houses not siding and they are interested in decks not 2x4s.

o Keep everything on the display large and graphic. Avoid small type. Remember: the hrst job of adisplay is to get the customer's attention. If it doesn't do that, the rest doesn't matter.

o Clearly display the customers' choices in lumber patterns, construction techniques, et cetera. Show the options but keep it simple.

. Use your display to distribute redwood literature. This doubles its effectiveness by giving the customer something to take with them while they are planning their redwood projects.

o Keep your displays well maintained. Keep demonstration decks uncluttered. Keep literature racks full of related literature. Shabby displays aren't going to impress anyone.

Redwood deck displays are attention getters, whether they are indoors or out, large or small. Do-ityourself customers are always interested in seeing how redwood decks are constructed. A deck display will answer many of their basic questions without tying up a sales clerk. A good deck display provides examples ofconcrete footings; post, beam and joist construction; recommended spans; nailing patterns and finishes. Rails, steps, benches and planters should be included in deck displays. Paints, stains, water repellents, lacquers and varnishes are an important part of any redwood sale. Redwood holds finishes beautifully with an entire spectrum ofpossibilities for interior and exterior finishes. A display showing finishes on redwood lumber will increase both redwood sales and finish sales. The California Redwood Association designed and built a finish display for educational seminars for retailers under the auspices of dealer associations. The free-standing, two-sided disptay shows several interior finish options on one side and several exterior finish options on the opposite side.

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ALES of redwood are not necessarily limited to large projects such as fences, decks, pool and spa surrounds. Many dealers are successful in selling a good amount of redwood for smaller, woodshop-type projects.

Plans for simple projects suited to the capabilities of the weekend craftsman are readily available. Most woodworking project books have numerous designs suitable for redwood. In addition, magazines often publish project plans adaptable to redwood. Other plan sources include the California Redwood Association and Simpson Redwood, which has published a book of23 projects using redwood.

By using in-store clinics and free plans to encourage small projects using redwood, a dealer can stimulate a wide range of add-on sales in addition to creating more redwood sales. Fasteners, hardware, glue, sandpaper and stains are necessary to complete most projects as are various hand or power tools.

Surprisingly, woodworking projects. although small in comparison to a deck, can require sizeable amounts of redwood. For example, the material list for a typical bench plan requires more than 10 ft. of 2x8 and almost 17 feet of 2x4 redwood.

In addition, corner braces, dowels, flathead wood screws, roundheadwoodscrews, washers, glue and sandpaper are needed to complete the bench. Tools used include a saw, hammer, drill, square, pipe clamps and router.

Simple projects that emphasize the natural beauty of redwood are best. Furniture-like projects that have been successful include benches, tables of all sizes and shapes, seating units, chests, plant stands and audio equipment consoles. Storage units for all rooms including hanging racks for coats, kitchen spice racks, bookcases, display shelves and bathroom cabinets are potential redwood projects. Screens, lamps and beds are among the more innovative designs for redwood.

Planters, storage chests, hanging baskets,garden tables andchairs and benches are popular outdoor living area projects. Redwood sculptures, although requiring more skill than the average do-it-yourselfer may have, have been done for display both outdoors and indoors.

Woodworking projects often use

Ways to expand redwood sales

short lengths of redwood, another plus for a dealer. Because woodworking projects are usually undertaken indoors, they areideal for the winter months when redwood sales lag because few decks and fences are being built.

Story at a Glance Suggestions

for selling redwood for small woodshop projects promotion, clinic,addon sales tips sources of free help.

Many dealers have been successful in displaying redwood and projects using it at local craft and woodworking shows. Redwood, whether it has been left unfinished to gain a natural patina, handrubbed with lemon oil, or finished with a semitransparent stain, is considered by some to be on a par with teak, oak and similar fine hardwoods.

Redwood

to stay A:::"::":

D EDWOOD lumber shipments

Tl for the first time in 30 years have exceeded I billion board feet, climaxing almost l0 years of steady growth, and easing any fears that redwood supplies were dwindling.

Dealers can be assured that the industry guarantees them a steady supply of redwood, due in great part to redwood being the fastest growing North American conifer. The phenomenal growth and production from young redwood forests have brought about many changes in the industry.

To stay in step, the California Redwood Association is making changes in its membership and structure. "The major change the California Redwood Association has made is the addition of three new member mills to its roster," explained Keith Lanning, executive vice president and general manager of the Mill Valley, Ca., association.

New members Arcata Redwood Co., Louisiana-Pacific Corp. and Redwood Empire have joined old members Georgia-Pacific Corp., Miller Redwood Co.. The Pacific Lumber Co. and Simpson Timber Co. In addition, the Redwood Inspection Service, the CRA division responsible for quality control, has added Beaver Lumber Co., Capital Lumber Co. and Little Lake Industries to its membership.

"This is a substantial increase in industry support for the CRA and all the promotional and technical services we perform," Lanning added. "Last year CRA's members repre-

sented only 550/o of the total redwood shipments. This year they will be responsible for a full 85% of redwood lumber shipments."

Story at a Glance

Despite record shipments of redwood a steady supply for the future is well assured . how the California Redwood Association has evolved and strengthened in response to these market changes.

Industry and association changes are significant to those who sell redwood as well as redwood manufacturers, according to Lanning. He emphasizes that lumber dealers can look forward to a strong supply of redwood products including new products such as rustic siding and air seasoned redwood dimension lumber for decks. These new entries to the market will be manufactured from the ever-increasing harvests of young growth timber.

"The effectiveness of quality control will bestronger than ever," promises Lanning, "with more members in the Redwood Inspection Service." In addition, he anticipates the fuller industry representation in the CRA will result in more effective

and more unified product and sales support.

Specialized promotion programs funded by members interested in developing sales of specific products are now underway. These enable the association to provide a wider range of promotions as well as more regional programs, according to Lanning. Since promotions in the past were supported by all members as a group, they were usually limited to products produced by all members. The change, if adopted, will allow companies to select individual product promotions which they wish to support.

Internal changes are also underway in the structure of both the California Redwood Association and the Redwood Inspection Service, merged to reduce the costs of administration and management. "This will not affect the quality of service provided by either of theseorganizations," Lanning stressed. "Rather, they will be better equipped to work together on both technical and promotional projects."

More eflicient operation is the restructuring goal of the promotion division: to respond more quickly to the marketplace, the particular needs of member mills and their customers. "As a result, I feel confident that there will be greater product and market specialization in CRA promotional efforts," Lanning added. "By prornoting the many virtues of redwood as a generic product, we can build redwood's reputation and create a strong market."

NEWS BMIEFS

HonteClub, lnc'.. is building a 103,689 sq. ft warehouse with a 9,880 sq. ft. nursery in Taconra, Wa., its third Wa. location; no cost or opening date disclosed.

Ponderosa Luntber Co., Scottsdale, Az., has closed its Chandler, Az., yard opened last year, moving all operations back to Scottsdale. ,Niclson Building Matcrials, which had planned for I I /2 years to move its Mesa, Az., yard near its truss plant. door plant and wallboard div. in Gilbert, Az., has decided to liquidate the lumber div. and lease the Mesa property it's occupied for the last 30 years. ..

.4goura Building Materials and Roadside Lumber & I{crrdw,are. Agoura Hills, Ca., are among 38 businesses facing eviction by the city- because they violate zoning prohibiting display or storage of merchandise outdoors.

H&E Home Centers has moved into a new 52,000 sq. ft. lacility in Lancaster. Cla. . . Paul Baumert and Sheryl lJolcomb have purchased Plummcr Hardv,are and Building .Supply, Plumnter, Id., from Chris and Jvl Kindsvogel.

Lumbermen's Building .Supply, Tigard, Or., has closed All American SportsClub, founded 2l mos. ago by HomeClu& originator Robert McNulty, has filed Chap. I 1 bankruptcy . Neiman-Recd will open Lumber Oty stores in West Hill and Winetka. Ca. (see p. 56 for story). .

.4lpirte lnternational Corp., Portland, Or., has formed an international mktg. div., Thomas J. Niedermeyer. director, with staffers Audrey Seto and Henry Clemo...Cal Susar & Western

Pirr:. San N{ateo, Ca.. has moved to Redwood City. Ca.

ITol'/' Forest Praducts has moved its Caldwell, ld.. branch o{I'ice t0 Meridian, Id. Rogge Forest Proclucts is the new name for Douglas Pat'ific LLtntber C'o., Bandon, Or.... Rrooks l-unber, Bellingham, Wa., has been renamed Brooks Mlg.; John Ferlin is the new v.p. and gen. mgr....

Retts-.9ine Lumhar Cir., Culver City, C'a., has been closed after 54 years by T'om, I{.1-. "Red" and Bob Betts who will pursue retirement anrl other opportunities ... Ra.1, Luntber Co., Glendale, Az.. has closed its yard. truss irnd door plants (see p.4l fbr story).

Ea.ele Wood Products has been started in Santa Fe Springs, Ca., by Michael Larsen, formerly of National Wood Products. Salt Lake City, Ut., and Mike Long, formerlv Western Arnerican Forest Products, City of Industry, Ca., as co-v.p.s; parent co. is Baillie Lumber, Ilamburg, N.Y.

Louisiana-Pacrlrc has moved its Southern Ca. distribution center from Corona to a 40,000 plus sq. ft. facility with all-paved yard on rail at 13850 Central Ave., Chino, ('a.91710...

4rntrican Foresr Protlucts. Marlell and Foresthill, Ca., is being sold to Gcorgia-Pacfc (see p. 41 for story) . .Seattle Pacific Forest Produc'ts is new in Arlington, Wa., Dennis Bolger owner.

Shasta-Sierra Corp.'s lumber div.. Eugene, Or., has been incorporated as Sfiasta-^tierru Luntber, lnc., Mel Pellow, pres. . . ,lasper Enterprises is a new

Spokane. Wa., area wholesale operation headed by Lon Jasper.

Stanline, Inc., Los Angeles, Ca., is being acquired by Buttzl, plc,. a diversified British co. (see p. 24 for story) . . .Standard Brands. Carson, Ca., has sold tnlerprise Wallcoverings to a management group in a LBO led by Warren De Young, pres. and ceo, and Sheldon Abrams, exec. v.p. and coo

Hoover Treated Wood Praducts, a subsidiary of Ply"Gem Industries, Inc., has acquired Sagebrush .Salts, Int'., Albuquerque. N.M., for $2 million, Donald Kruse, pres., and Gordon Runyon, v.p., continue in management. . ,

.SCR lnc. is the new name for .Simon, Crabtree & R.van, Lake Oswego, Or. Spar Tree Prctdrrcls has been opened by Bob Reynolds and Don Treece in Beaverton.Or.,..

Orange C'ount.y Lumber, Sanla Ana, Ca., had little damage in a I'reb. fire . Monlmore Timber Products' plywood mill, Coos Ilay, Or., was destroyed last mo. byfire...

Roseburg Forest Praducts Co., Roseburg. Or., has formally agreed to purchase Diarnond Londs Corp., Red Bluff, Ca., which includes a sawmill, plywood plant and 230,000 acres in timberlands; sale should close this mo.

A 6,800 sq. ft. addition, including a new compulerized moulder and a 24" gang rip saw. has been completed by New,port Planing Mill. a div. of Mariners Forest Products, Santa Ana, Ca. . . . Eadington Cos., Fullerton, Ca., has acquired Lynn Forest Products from Silvercrest Corp., Santa Ana. Ca.. for $3.1 million...

Housing slarls fell 1.9%r in Jan. (latest figs) to an annual rate of 1..r77.000 single family starts fell 2.9"1,. apartment Starts were nearly unchanged; bldg. permits fell 8.2u1'...

GALENDAR

MARCH

Western Wood Products Association - March l5-18, spring meeting, San Francisco, Ca.

Black Bart Hoo-HooClubMarch 16, Sports Night, Santa Rosa. Ca.

Western Building Materials AssociationMarch 16-17, building materials marketing course, Red Lion Inn, Eugene/Springfi eld, Or.

Inland Empire Hoo-Hoo ClubMarch 18, dinner/speaker, El Prado Goll Course, Chino, Ca.

National Kitchen & Bath AssociationMarch 18-22, annual conference/show, Washington, D.C.

Arizona Lumber & Builders Supply AssociationMarch 19, fork lift training seminar, Empire Lift Co., Mesa, Az.

Western Forest Industry AssociationMarch 20-24, annual meeting, Newport Beach, Ca.

World Exposition of Tile & Bathroom FurnishingsMarch 23-25, Miami Beach Convention Center, Miami Beach, Fl.

APRIL

Canada Wood 1988 - April 4-6, Palais des Congres, Montreal, Canada.

WesternPallet Association - April 4-6, semi-annual meeting, Scottsdale, Az.

Woodwork Institute of California - April 7-9, annual meeting, Palm Desert, Ca.

Lumber Merchants Association of Northern CaliforniaApril 8, insurance trust meeting, San Jose, Ca.

West Coast Lumber Inspection Bureau - April E, annual meeting. Portland. Or.

Southwest Builds Association - April 13-14, show, Phoenix Civic Plaza. Phoenix. Az.

Western Building Materials Association - April 13-14, building materials marketing course, Red Lion lnnDowntowner. Boise. ld.

Lighting World International - April l3-15, lighting industry convention, Los Angeles Convention Center, Los Angeles, Ca.

Intermountain Building Materials Buying Show - April 14, Salt Palace Center, Salt Lake City, Ut.

National Building Material Distributors AssociationApril 15-20, conferences, Rancho Las Palmas Resort, Rancho Mirage, Ca.

North American Wholesale Lumber Association - April 1720, annual meeting, Innisbrook Resort, Tarpon Springs, Fl.

American Wood Preservers Institute - April 21, environmental forum, Portland, Or.

MAY

Wood Machinery Manufacturers of America - May 4-8, joint convention with Woodworking Machinery Distributors Association, Rancho Las Palmas, Rancho Mirage, Ca.

Lumber Merchants Association of Northern CaliforniaMay 14-17, annual convention, John Ascuaga's Nugget Hotel, Sparks, Nv.

Western Hardwood Association - May 11-13, spring meeting, Downtown Seattle Sheraton Hotel & Towers, Seattle, Wa.

Arizona Lumber & Builders Supply Association - May l314, annual convention,The Crescent Hotel, Phoenix, Az.

HOME GENTER MERGTTANT

BILL FISHMAN

BillFishman & Affiliates

1'1650 lberia Place

SanDiego, Ca.92128

QOVe interesting rrends are devel- lV oping in home center retailing. Many of the mass retailers, who have already established their low price position within the do-it-yourself market, are now promoting service in their advertising. They are also makinga bigger and bolder bid for industrial and commercial accounts.

Payless Cashway's ads now feature: "lntroducing. COMMERCIAL ACCOUNTS lf your business is property management, residential remodeling, retail, manufacturing, building maintenance, school, government agencies, etc., you need our Commercial Credit Account."

Payless offers an open line of credit,

centralized billing and accounting and itemized monthly statements.

Handy Dan's ads now read: "Attention Purchasing Agents Handy Dan Commercial DivisionYour single source for maintenance and renovation supplies."

The Handy Dan ad boasts credit programs, centralized billing, advance order placement and field reps.

Although I haven't seencopies of their directmail program, I'm sure that both these retailers have identified and direct mail targeted this high-volume market segment. One service feature that is now being promoted heavily by the chains is delivery and more frequently F'REE delivery.

Mr. Cjood Buys promotes: "We deliver anything you purchase

from our store FREE within our normal trading area."

B & B Home Supply Warehouse advertises: "Only $10 will deliver anything within 20 miles of any B&B store."

Somerville Lumber ads read: "F'REE DELIVERY (others charse a lot for it)"

Lowest price guarantees are still prevalent in the mass merchandisers' ads most with qualifiers relating to close-outs and going-out-of-business sales.

Scotty's "will give you l0% off anybody's ad price. No Hassle! No Cards!"

Builders Square will change their price and give their sharp-eyed customers "100/o more in Square Bucks ."

Lowe's offers to meet the price and refund an additional 10% of the difference.

Rickel says that they'll beat advertised prices by 50h. So say Cirossman's too!

Hechinger and Payless Cashways will match competitors' advertised orices.

On the negative side almost all home centers and building material retailers run the full range of disclaimers in their ads. "The right to limit quantities," "lllustrations may not depict the actual merchandise," "Rain checks for items out-of-stock," etc.

I don't know if these disclaimers have ever been court tested, but they do give the store manager a fighting chance with

an irate customer.

Two of the most unusual copy lines that appear in our industry's ads are Builders Square's "NO MIDDLEMAN MARKLIP" and National Lumber's "National Lumber Stock is Publicly Traded on NASI)AQ symbol NTLB." Hmmm!

Future Dates

Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.

\ALUE

A word that is synonymous with Miller Redwood Company's plywood sidings. Consistently superior quality delivers realvalue to specifiers of our douglas fir and redwood plywood sidings.

Miller Redwood Company produces a full line of plywood sidings that are capable of meeting the high quality demands of most any specifier.

For information on how to add value to your product line, contact Miller Redwood Company.

The siding on your side. For the look, quality and reputation, nothing else comes close #lJ!

about and therebaname brpeople likeyou... J

Industrial Wood Products.

A new division of Willamette lndustries that remanufactures all kinds of building materials. Like decking, flooring, sidings, paneling and fascia. Plus special order items like wood gutters and paneling patterns.

We deliver quality goods on time and in the quantities you need. Which really isnt difficult for us. We already have over 80 years of manufacturing experience. So for a name you can count on, call us.

Willamette Industries, Inc.

Industrial Wood Products Division

P.O. Box 296

\4bodburn, OR 9704

(503) 226-6240

Az. Retailers'

67th

Annual Arizona Lumber and Builders Supply Association is in the final planning stages for its 67th annual convention, May 13-14 at the Crescent Hotel in Phoenix.

Association president Michael O'Malley and convention chairman Don Hossack are organizing a lean, hard hitting event. Names of seminar leaders and the keynote luncheon speaker will be announced soon.

The second annual Bill Bell-Dean Drake memorial golf tournament will beco-sponsored by the Phoenix Hoo-Hoo Club on Friday, May 13. The annual steak fry on Friday evening has been scheduled for Bud Brown's Barn.

Steve Snavely and Bill Herman are co-chairmen for the annual Wholesalers Extravaganza Night which will close the convention on Saturday evening. They promise to continue the rich tradition which has helped to make ALBSA conventions memorable.

Stanline Bought By British Firm

Stanline. Inc., Norwalk, Ca., has signed a definitive agreement to be acquired by a U.S. subsidiary of Bunzl, plc., a diversified British manufacturing and distribution company.

Under the cash merger, Stanline stockholders would receive $13.50 for each of the I .697.042 outstanding shares, or a total of $22.9 million.

Although the boards of directors of Stanline and Bunzl have approved the transaction, it will be subject to final approval by shareholders and other closure procedures.

The wholesale distributor of specialty building products serves California. Arizona and Nevada.

Alhambra Metal Products Sold

The Bel-Air Door Co. has sold most of the assets of its window division, Alhambra Metal Products, Alhambra, Ca., to North Star Co., Inc., a Gardena, Ca., custom metal roll forming company. No price was revealed in the transaction.

Alhambra-based Bel-Air will continue to manufacture its Bel-Air combination door line. Additionally, Bel-Air will maintain its importation and distribution of its exclusive line of entry doors, according to Samuel Fineman, president.

Palco-Loc Redwood Exterior Siding Beautiful and Economical.

-,alco-Loc

is manufactured from Palco s architecplural quality Certif ied Kiln Dried California I redwood. lt is finger-jointed and electronically end glued to produce durable, long-length pieces. Manufactured with exterior waterproof adhesive, Palco-Loc complies with building codes for exterior applications.

Stays Straight and Flat

Even in the widest widths and longest lengths, PalcoLoc redwood is perfectly straight and has more dimensional stability than solid pieces of the same size. lt's easier to apply and resists cupping or crooking. One inch nominal Patterns and S4S are a full 3/t" net for added stability.

Long Lengths

Palco-Loc redwood exterior siding is usually purchased in 16' to 20' random length packagesalthough other lengths can be ordered.

Clear All Heart Vertical Grain

This is the highest grade of redwood, unmatched by other species. Palco-Loc exterior siding is carefully machined providing a high quality surface. lt also has little or no pitch resulting in superior paint and stain retention.

Economical

Palco-Loc redwood exterior siding is considerably less costly than solid long length pieces of the same grade and the convenient lengths reduce application costs and waste.

Palco- Loc. A Vlrri ety of Applications to LowerYcur Costs.

Both Clear All Heart Vertical Grain and Clear Mixed Grain are available in S4S, fascia, bevel siding and patterns. Clear All Heart Vertical Grain is knot-free all heartwood and provides the finest surface for maximum finish life. Clear Mixed Grain contains sapwood and offers a lower cost alternative. The product is manufactured in two thicknesses, 1" 1s70" n",, and 11/t" (11/rc" net) with widths ranging trom 2" through 12".

The superior dimensional stability of Palco-Loc Fascia consistently provides a straight, smooth and f lat installation. This assures that soffits can be easily applied and will maintain their position. This product is manufactured in single or double plow for'rf4tt or 3/a" soffit material. Palco-Loc plowed fascia, not only permits easy soff it application, but reduces applications costs and eliminates the need for moulding. Full 34" net thickness gives added value in stability and nail holding for gutters.

ldeally suited for new construction or remodeling, beautiful Palco-Loc Interior Paneling is economical and can be ordered in either Clear All Heart Vertical Grain or Clear Mixed Grain in any standard size and pattern.

The convenient long lengths of Palco-Loc Bevel Siding reduce application costs and result in fewer butt joints on most wall areas. Natural resistance to flamespread helps Palco-Loc redwood siding protect homes in ways most other wood sidings can't. And of course, redwood heartwood is famous for its resistance to decay and insects. May be ordered in both 1/2" and 34" standard CRA patterns.

Clear ClearAll Heart Mixed Grain Vertical Grain

Palco-Loc Fascia

Palco-Loc Bevel Siding

Palco-Loc I nterior Panel ing

{ E.J. JOHNSON d*& execultve Y \ vice president

t jl: to thc obvious sinrilarity and proxinrity of lunrber nrarkets. interests and custonrer/client relationships. a joint meeting ol'the l-umber,,\ssociation of Southern California and the ALBSA has been scheduled for Nov. 9t2.

The meeting will coincide with LASC's fall executive management seminar rrnd uill feature joint participirtion in business. social and golfing events. Beautilul Palm Springs. Ca.. will hostthe event with meeting headquarters at the MurquisIIotel.

At thc last .\LIlS,\ board oldirector's meeting. voluntarl participation in this historic meeting was approved It is hoped that an excellent rcpresentation of ALIIS,^ menrbcrs will lttend in an efJbrt to build nrore nrutualll uscf ul tics with our interstule partners. Nlorc inlbrnrationon this cvent will bc availablc soon. but please contact us if lou $'ould like to participatc in thc planning process.

I:riday'. NIay l..l. through Saturda-v". May l'1. are the clatcs ol thc 67th annual .\LIlS,\ convention to be held at the beautiful new ('rescent IIotel in Phoenix. Association president Nl ichael O'Malley iind convention chairman [)on Ilossack promise a program which features all the best of past business events.

Convention registration fees have been redesigned to induce greater participation of industrl' members both within

At

ancl beyond Arizona. T'he package registration this year is $90 for menrbers and S(r0 lbr a nrenrber's s1-rouse. Nonmenrbcr rcgistration is $ | 50.

'I'he ('rescent is conveniently located at I)unlap and I-17 with quick access to Nletro ('cnter shopping. The hotel features a complete health club with squash and tennis courts. ,\ll will be available to convention guests. .\ special room rate has been arranged for ,{LBS,\ members.

One of the best aspects ol ,.\LBS..\'s conventions has been to gather a series ol speakers to address industry topics of useful interesl to cveryone. This year will be no dili'erent as chairnran I)on Ilossack promiscs somc very stimulating programs that will lircus on current lunrber markets and opportunitics. The busrness progranr will begin with a continental brcaklast and will concludc with a kc),-note lunchcon.

The second annual Ilill llell-l)ean I)rake Memorial (ioll' tournanrent will bc held in conjunction with thc Phoenix I loo-lloo ('lub to takc special advantage ol I:riday the llth. This Illack ('ar [)a1 will feature all sorts of'golf rng excitement as participants. superstitions not necessarily aside, vie for honors and prizes.

(iolf chairman I)oug l\{c('ullough promises a most memorable event. assisted by [)uncan ilossack, l:rank tleldt and Pete Kuehner, other members of the golf committee. They are seeking firms to participate in stocking ditty bags for the golfers.

Ilecause what's a convention without a chance to loosen up with western duds and renew good times with old liiends. the annual steak fry will be held l)riday night. llud []rown's llarn, on l:ast Northern closel-v- located to the convention hotel. will be the exclusive spot of lumbermcn and women to chow clown and, with proper spirit, to dance the night AWa-v".

\\'holesalers [:xtravaganza night, truly a highlight as convention goers enjo,v- an cvcning of lun, cxcitement and canraraderie will be held Saturday evening. Sponsoring firnrs have truly established a rich tradition which has made ,\rizona conventions most memorable. (-o-chairmen Steve Snavely and llill llerman team up to present this year's edition in a rather different light. You won't want to miss it.

Thot's How lt Goes!

"Don't knov'x'holte is. but I vt'ish I Itad ten more.just like him!"

The Merchant Magazine

And now Britt Lumber products are available in cedar, too.

Britt Lumber we specialize in producing quality fence posts, boards and rails directty from the fog in our modern sawmill. We're big enough to meet your customers'needs...yet small enough to guarantee quality.

nnf-nnnra IN II UUL:T\V/\V/S UU \:/ CHUCK LINK executive director

FIO YOU ever receive unsigned Y checks in the mail? I[you are confident ofthe payer's financial position, the certified public accounting firm of Knight, Vale & Gregory suggests an approach which will save you time and enhance your cash flow:

o On the space where the signature should be, type in "over."

Onthe back where you would normally endorse the check, type in "Absence of signature guaranteed."

o Type in your firm's name.

o Sign your name and title above the firm's name.

Most banks will accept the check since the endorsement guarantees that you won't dispute a charge against your account if the check is not honored by the customer's bank. And the customer's bank will generally process the check and remit the funds.

The first action you should take after you lose a customer to a competitor is to ask yourself, "What can I do to get this customer back?" Second, "What has to be done to assure myself I don't lose more customers for similar reasons?"

Prepare a list of all the things that could have gone wrong with the account. Next, set up a convenient meeting with your former customer for a frank discussion to clarify the position. Consider key areas such as price, delivery, proper handling of warranties or guarantees and service calls.

Your ex-customer may try to be vague so as not to hurt your feelings. You want to solicit his support in helping you identify what went wrong by discussing your possible problems.

GARY L. SMITH executive vice president

A VERY significant event for all of us fil on the West Coast is coming up this October. The annual convention ofthe National Lumber andBuilding Material Dealers Association will beheld at the Wyndham Hotel in Palm Springs Oct. 13-16,1988.

The event takes on special significance because for the first time in many years the new president of NLBMDA will be a dealer from the West. He is Merle Mensinger of American Lumber Company, Modesto, Ca. Merle is a past president of LMA in addition to being past everything else in the association. He was the recipient of the LMA President's Award in 1986 in recognition of

his many achievements and efforts on the behalf of the industry. Merle and wife Betty have been active on the national scene for many years as well and will represent us well as president.

The combination of events - a Palm Springs convention and a California president - should make for a very large turnout from both Northern and Southern California. LMA will be holding its fall board of directors and insurance trust meetings in conjunction with the event to encourage attendance, but we're sure that many who don't happen to be serving in those groups will want to plan on being there to help Merle get a good start on the next year's responsibilities.

Plan now to be in Palm Springs, Oct. 13-16. r988.

Lumber Merchants Association of Northern California '1055 Lincoln Ave.. San Jose, Calif. 95125, (408) 295-4103

WAYNE GARDNER executive vice president

f Hfne used to be a group ol old I time weather prognosticators who followed the almanac relative to planting in the spring. February was the time when the groundhog saw his shadow, or didn't see a shadow, andeither ol the phenomena was to portend the advent of spring or more winter. March was said to come in like a lion and go out like a lamb or vice versa. Then in April if it rained on Easter we would get seven more Sundays of rain.

Whether or not the groundhog sees a shadow, no matter what the weather is like at the beginning of March or whether it rains on Easter, onething is certain. The warm, sunny days of spring will cause the flowers to bloom, trees to blossom and those of us with homes to start thinking about doing some home repair project.

lf you are going to get the maximum amount of business from your advertis-

ing, you need to have trained personnel. Some feel that putting everyone in red jackets so the customer can spot them is an answer. And it is, partially. But the only one who really benefits from an untrained employee in a red jacket is the uniform supplY firm.

Putting a new coat on a person is not the answer. It is necessary to put a new person in the coat. And by new person, we don't mean a new hire. What is needed is a trained employeea new person in that coat. Asthe old minister used to say, "lt's better to shine up the old ones than to jine upthe new one." Training can be the answer.

Training can takethe form of study courses available through your associations, half day seminars on lumber, plywood, and other products, or l5 to 20 minute video tapes that are available on avariety of subjects to be used for inhouse training.

At the recent meeting of the Western Associations which is afllliated with NLBMDA, a lot of discussion took place

over training, what was happening and what should be happening. A strong feeling was evidenced about some type of certification program. With this, an employee would cover certain basic courses and then work in a more specialized area to become a certified building material distribution specialist.

Recently NLBMDA announced an intern program that would allow some young person to spend six weeks in Washington, D.C. during the summer. While there, that person would see how NLBMDA works on behalf of the lumber and building materials industry as well as get acquainted with the operation of governmental agencies whose actions affect the lumber andbuilding material business.

There are many, many opportunities open for educating andimproving your personnel. As the buds on the trees and the new flowers with seemingly unbridled energy remind us of spring, hopefully we will also be reminded that a lot of untapped resource is in all of us. All we need is a little nurturing to bring us forth into full bloom and our best. Try a little education on your personnel. Let them bloom so that they attract the homeowner who needs material and helpful hints on making the job go easier. It will make everyone's spring. And do wonders for your sales.

OPERATING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box741623 Dallas, Tx.75243

GINCE retail chain stores began 9 advertising selling prices, competing independents have questioned how they do it. This has been more prevalent in the last few years as the consumer oriented entrepreneurial lumber yard experiencedcompetitive pressure by reduced housing starts. If this question were a symptom of a disease, it would have long ago hospitalized or at least quarantined the independents.

The answer is not simple. Pricing is a

judgement call generated by factors like where and how one buys, distressed merchandise either on location or at the supplier level, competition, brilliance, ignorance, systems and computers, or lack of either, marketing strategies, or lack of them, plus other numerous factors.

The biggest culprit, almost universally undetected, is the accounting system. Over 90% of the dealers who directed the pricing question to our office had to begin solving the riddle by reevaluating the numbers generated by their accounting people.

Several federal and private agencies contribute to the nation's accounting guide lines and procedures. These systems are designed to facilitate the collection of taxes, not to provide business owners with decision making information. This can be devastating to one's ability to compete eflectively and profitably.

Follow this scenario by a client who asked "How do they do it?" His company did $2,000,000 in sales for its last fiscal year at. 25o/o maintained margins and 20/o pre-tax profit. Sales were evenly split betweenconsumers and contractors, but each had experienced a volume loss during the previous year.

He was asked to obtain information on four ofhis expense accounts. In a few days he advised that (1) the company had spent $12,500 on financing receivables; (2) $90,000 on delivery; (3) incurred $10,000 in losses for bad debts and

(Please turn to page 54)

. Jenkins: DoubleEnd/Single End Machining Centers.

Cemco: Wide Belt Sander & Boring Machines.

. Montgomery: Hogs

. Unitronics: Resaws

Venjakob: Finishing Lines for mouldings

Rancho California Co. Opens

Rancho Ilarduoods Ir-rc. is a ncw firnr serving Riversiclc arrd San l)icgo counties fiorl the ncwly boonring citl of Rancho C'alifbrnia, ('a. l-ocatccl just ofl llighwal' 15. lubout 75 nrilcs southeast of' I.os ..\ngclcs. thc company offers harclwood lunrbcr and pl1'wood. nroulclirtg:. tttilluork lrnd high pre:surc lanrinatcs both wholesale ancl rctail l'ronr its 12.(X)0 scl Ii. industrial br-rilcling hclrclcluarlers l1 also sells nrill clirccts.

J'oclcl /inrnrcrnran is thc nranagcr. 'l'hc co-o\\ncrs ol' I{ancho Ilarclwoocls rrrc .lirck IIar.cns. Soulhwcst I)lvu'oocl & I unrbcr. I{ancho l)onringr-rcz. ( u.. unrl ( lint Ilower. l\{ariners l:orcst I)roclucls. Santa ,,\na. ('a.

Hardie To Shake The West

James llardic Inclustrics. onc ol' .\ustralia's largest and oldcst public companies. is expanding its shakc rooling business to gain a greilter share ol'the $150 million \r\lcst ('oast shinglc nrarket.

Ilarclic's building products division in Mission Viejo. ('a.. is cur-

rcrrtlf inrporting its fire-resistunt llbcr ccnrcnt shake. rvhich hacl 1987 sulcs o1'about Sl nrillion.

Shakc sales o1' S22.-i ntillion are targctecl br thc tinte llarclie 's $3[) nrillion. I10.(XX)-sq fi. shake n-)anulactr-rring plunl in [:ontana. Ca.. opcns latc in 1989. ('onstruction began last nronth on thc plant which annuulll u'ill proclucc cnough shinglcs to covcr aboul 10.000 hontes.

Hardwood On Trade Mission

As a result of p1q11icip31ion in un Oregon trade mission to Taiwan and Japan, hardwood producers in the West have the potential Ibr increased sales to those countries.

Displays of alder and maple including finished products were part of the promotion carried out bv I)ave Sweitzer. secretary-manager c.rf the Western Hardwood Association.

After spending a week in each countr]-. meeting people at receptions. the Western Hardwood Association booth andscheduled appointnrents. Sweitzer is following up with a letter to each person contacted. Inquiries about hardwood lumber, cut-stock and veneer are being distributed to the membership.

NAWLA Sets Meet Schedule

"[.ooking Ahcad With Vision" is the thcnrc ol' thc North '\nterican Wholesale Lunrber ;\ssociation's 96th annual nrccting. r\pril I 7-20. 1988, at thc Innisbrook ILesort. Tarpon Springs. l:1.

John Mcl.aughlin. host ol-the weekll' PBS/NBC public aflairs program "The I\{cLaughlin (iroup." will be the f-caturecl spcakcr a1 thc meeting. expected to draw about 700 delegates.

,{lso featured will be economist N'lrchael K. F,vans. two open forums on conrpllter soltware and employee rcviews. and the business contact SCSSIO NS.

High Tech Window Glass Hot "l{cgulrrr clouble-panc winclou's rurc bcconring obsolclc." sals Jack I jllrich. nrarkcting nranager fbr .\nclcrscn ('orp.. llalport. l\1n. ('r-rrrcntll, nr<lrc tlran half of their orclcrs clrlI lirr low-cnrissivitv insulating glass. .,\llhor.rgh 1hc Jow-l: glass costs slightly nrorc. thc clill'crcrrcc is ofl'sct in thrcc to llr c r curs. basccl on energ) cost sa\ ings.

STIMSON TRADING COMPANY OFFERS

A FULL LINE OF LUMBER, TIMBER, AND PREMIUM SIDINGS.

Timber owner, manutacturer, and wholesaler, Stimson Trading delivers a full line of lumber and timber products: dimension lumber, heavy timbers and premium sidings of redwood, fir, and hardboard. Scheduled delivery is by truck, rail, and barge Competitive prices and fulfillment of contract obligations are the basis of our service.

Call us at (503) 295-0951

Stimson Trading Company. Studio One, Roof Garden Pacific Building Portland, Oregon 97204

WE TAKE I

IHl HEM'FlR

This fine-textured, non-resinous timber has an excellent weight/strength ratio. lt ranks high in fiber stress (FB) and elasticity (E); and shows relatively small changes in dimension through absorption or drying. Hem-Fir is easy to work and shape.

Try our HEM-FlR Dimension!

Glulam Grorp To Vancouver

The American Institute of Timber Construction has moved its headquarters to Vancouver, Wa., after being based in Englewood, Co., for the last 17 years.

"The move is going to give us easier access to the majority of our glued laminated timber producers," said president Ted Weir. "lt also locates us nearthree major engineering and forestry universities and their testing facilities, as well as other wood product trade associations, such as the American Plywood Association and the Western Wood Products Association."

Founded in 1953 in Washington, D.C., AITC represents 27 glulam manufacturers and offers technical information, assistance and quality control services.

New Kitchen Design Ghain

Competition to home centers specializing in kitchen remodeling suppliesand services has come to the Los Angeles, Ca., area with the opening of a prototype Design Works Kitchen Center.

Said Dennis Finch, president of Whirlpool Kitchens, Inc., "With the growing trend toward integration of cabinets, appliances and accessories in the kitchen, we think we can be at the forefront of that integration. We envision that most of our sales volume will result from complete design packages."

In addition to this center built in the Los Angeles suburb of Torrance, a second center for do-it-yourself to premium-end customers will open in Huntington Beach, Ca. Other centers are located in Colorado and Arizona. Plans are to expand the chain nationally.

SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXI-ERIOR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWOOD, ENCLOSED WAREHOUSE FAOLW

Housewares Called lmpulse Buys

Retailers not using point of purchase displays in their housewares departments may be pushing their customers to buy those items in the super markets or mass merchandise stores.

Recent studies show that 690/o of the consumers shop without a shopping list and make on-the-spot decisions to buy about 66.1% of the time. In the housewares category, the study showed that 800/o of the purchases were based on an in-store decision with 65% of the decisions made on impulse.

A breakdown of housewares categories showed that appliances, dishes, silverware, glassware andgarden supplies were bought on impulse 1000/o of the time. Cookware andbakeware had a 6l% impulse buying rate while kitchen equipment was an impulse purchase 7I0/o of the time. Sales of all housewares increased when point of purchase displays were used.

National Housewares Manufacturers Association research has discovered an increasing number ofshoppers relying less on advertising and more on in-store product information to make purchases. Four out of ten shoppers reportedly use in-store displays as their primary source of information.

Researchby the Point-Of-Purchase Advertising Institute, lnc., reports president John M. Kawula, found 860/o of shoppers said that they were not exposed to television or radio promotion before shopping.

National Lumber In Top 1OO

National Lumber & Supply, Inc., a Southern California home center chain based in Fountain Valley, Ca., has been identified as one of the Top 100 Public Companies in Orange County.

Sol Jaffee is chairman of the firm which was ranked l?th with sales of $136,000,000. Started in 1943, the chain employees 1,350.

Companies on the list were ranked by 1986 sales revenues reported to Dun and Bradstreet. Info Source, a research, investigation and information broker in Newport Beach, Ca., provided the list which was published in the Orange County Business Journal.

Youth Ghooses The West

The youngest Americans live in the West, where the median age is 31, according to U.S. Census Bureau estimates. Florida has the oldest residents, with a median age of 36.

The national median age of women is 32.9 andof men is 30.6, the survey determined.

U.S. ls On The Move

The greatest increase in Americans changing homes in 30 years was recorded between March 1984 and March 1985. as 46 million moved, up about 7 million over the previous year.

About 37.50/o of those moving were in their 20s, while a low of 60lo were at least 65 years old.

We are proud to represent:

...and we will be glad to assist you with

o plywood

r plywood siding

. oriented strandboard

o mdo concrete form

o paneling-hardwoods

o roofing-louverboard

o cladwood products

o decorative overlays

o Douglas fir . hem-fir

o spruce

o pine . stress-rated

o treated lumber

o timbers

Bob Davids has joined Rolando Lumber Co., San Leandro, Ca., as an outside sales rep.

GregOlsen is new to sales at Thomas Forest Products, Eugene, Or.

John Boardman is the sales mgr. of Pan Pacific Forest Products, Lake Oswego, Or. Dan Nabors will handle sales for the Bend, Or., based firm from Arcata, Ca.

Carl Force, lumber group sales mgr., Georgia-Pacific, Fort Bragg, Ca., has retired after 14 years with G-P. He began in the industry in1942 with the old Union Lumber Co.

Michael O'Malley has been named v.p., installed sales, forThe Property Doctors, Phoenix, Az. Roy Burleson is the pres.

Gary Messenger and Tim Gnutzmann are now selling for Crestwood Forest Products, Bethel lsland, Ca., accordingtoRon Dybas.

John Turner, Cal State Forest Products, Anaheim. Ca.. is back from a Utah ski trip.

Bob Salas is the new gen. mgr. of Ganahl Lumber Co.'s architectural mill, Anaheim. Ca. Jim Nash is now asst. contractor sales mgr., Janice Slife, homebuilding class director.

Gordon M. Ball has joined South Coast Lumber Co., Brookings, Or., as controller and c.f.o. He replaces Jim Murphy, who has joined an accounting firm.

Mike Allen is new to Ensworth Forest Products' Blue Lake, Ca., sales office.

Bob Courtney, Pope & Talbot, Inc., Portland. Or.. has returned from a trip to Australia.

Dwayne Charter has joined the sales team at Siskiyou Forest Products, Woodland, Ca., according to Fred Duchi.

John Cole, John T. Cole & Associates, Beaverton. Or.. has been on a West Coast swing doing sales and marketing consulting for his company which is also a leading executive search firm.

John Lefors, gen. mgr. for particleboard and MDF, Willamette Industries, Albany, Or., has been re-elected pres. of the National Particleboard Association. Also re-elected: v.p. John Masaschi, Georgia-Pacificl sec./ treas. Jack Sweeny, Temple-EasTex; technical committee chairman Don Cox, Temple-EasTex; promotion chair Norman Voss, Georgia-Pacific, and production management chair Mark Tracy, Weyerhaeuser.

Calvin Hughes, yard mgr., Freres Building Supply, Jefferson, Or., has retired after 41 years with the co. Robert Parrish succeeds him.

Robert "Butch" Bernhardt Jr., Western Wood Products Association, has been assigned to the Western Red Cedar Lumber Association, Portland, Or., as director of product promotion.

Ken and Donna Benfield. owners. Coast to Coast, Rexburg, ld., were honored as Businessmen of the Year by the local Chamber of Commerce.

Michael Momb, pres., M&W Building Supply Co., Canby, Or., has been selected to serve on the Society of Agricultural Engineers Board.

Marv Goodman, gen. mgr., Freres Building Supply, Stayton, Or., has retired after 35 years with the firm. His son, Dan Goodman, succeeds him.

Ed Paul, EelRiver Lumber Sales, Red Crest, Ca., is back after a four-day fishingtrip to Cabo San Lucas, Mexico. Randy Hayden, LouisianaPacific, Samoa, Ca.; Mike Stone, Golden State Lumber Co., San Rafael, Ca.; Al Stockton, San Bruno Lumber Co., San Bruno, Ca., and Rick Bleifuss and Steve Burdick, Compass Lumber Products, Danville, Ca., were also on the Compass Lumber- sponsored trip.

Ed Gilson, Seattle Door Co., Kirkland, Wa., has retired after 37 years in the business. Randy Stump succeeds him as purchasing agent.

Rick DeMarco hasopened Mackinaw Lumber Sales, Bend, Or. John DeMarco Sr. is also with the co.

Dale Johnson is new to LJB Lumber Sales, Tigard, Or.

Frank Pearson has been named gen. mgr. of Kinzua Corp., Heppner, Or.

Bob Cash has joined the plywood sales force at Hearin Forest Industries, Portland, Or.

Jim DiMatteo has joined California Sugar & Western Pine Agency, Redwood City, Ca.

March 1988

Joe Shipman, Navajo Forest Products Industries, Navajo, N.M., has been on a So. Ca. business trip.

Charlie Moss has been promoted to national sales mgr. for the commercial lumber products div. of P&M Cedar Products, Stockton, Ca. Vic Hadley is now commercial lumber sales/production administrator.

Bill Cross is now exec. v.p. of the Pacific Northwest Hardware & lmplement Association. Portland, Or.

Bob Hemsley has been named plant mgr. of the creative laminating div. at Goldenberg Plywood & Lumber Co., Los Angeles, Ca.

Alex Krauss, Barnett Co., Denver, Co., has retired after 4l years with the firm.

Steve Shudoma has joined the sales force at Capital Lumber Co., Chino, Ca., according to Jack Butler.

Lyle Burnett is the new mgr. of lumber development for Trus Joist, Boise, Id.

Steve Kagel is new to OSB sales at Louisiana-Pacific, Mission Viejo, Ca.

Patrick Custer isnow in sales at Siskiyou Forest Products, Woodland, Ca.

Sheila Miklos, Bonnie Sawyer and Thom Wright have joined the trading staff at Washington Pacific, Portland, Or.

Fritz Gaughan is a new salesman forAiken-Ford Lumber Co., Eugene, Or.

Orley H. Anderson, v.p. of trade sales, The O'Brien Corp., San Francisco, Ca., has retired after 32 years with the firm, according to Jerome J. Crowley Jr., pres.

Frank N. Youngman, distribution center mgr., Georgia-Pacific Corp., has been elected pres. of the San Diego Lumber & Wood Products Association, SanDiego, Ca. Ron Lauderbach, Ransom Lumber Sales, v.p.l G. T. Frost, Frost Hardwood Lumber Co., treas.

David Adrien hasbeen promoted to v.p. and treated lumber dept. head at Furman Lumber, according to Hawk Furman, pres. and c.o.o. Richard Viola is also a new v.p.

Vern Sumner, salesman, Hirt & Wood Lumber Co., Eugene, Or., will retire in April after 40 years in the industry, the last six with Hirt & Wood, according to Frank Jason, mgr. and senior v.p.

R. F. Mullan has been appointed exec. v.p. of the American lnstitute o[Timber Construction, Vancouver, Wa., according to Ted Weir, pres. Thomas G. Williamson is now v.p. of technical services.

Edwin W. Spencer, chairman of the board, Honeywell Inc., has been elected to the board of directors of Boise Cascade Corp., Boise, ld.

EdNolte has been named sales mgr. of Fort Vancouver Plywood Co., Vancouver, Wa.

Mary Hannafin has been promoted to national accounts mgr. of Schlage LockCo., San Francisco, Ca.

Dave Bufe, Mesa Forest Products, Costa Mesa. Ca.. is back after a Lake Tahoe ski-trip vacation.

Thomas A. Jones has joined R&G Sloane Manufacturing Co., Inc., Sun Valley, Ca., as pres.

Jackie Sanderson hasbeen appointed marketing assistant for the Simpson Door Co.. McCleary Wa., according to Del Orren, gen. mgr.

Dick Beckman, mgr., Blakely & Hout Home Center, Chehalis, Wa., has been petitioning Washington legislators to let small businesses negotiate their own employee benefits.

Cal Gary is back from the Winter Olympics in Canada after representing Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Call (714) 852-1990

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I obsolutely sure I buy my Buitding Materials and Hardwore rightZ Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can rake the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You

*C.B.S. has been nationally recognized as "The Ploce To Go To Buy Low"*

* As you buy more the cost to belong goes down-not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091

Phone: (616) 651-1455

These Advantages

* C.B.S. is dealer orvned

* C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Headquorler.t.l0r lhe Allied Building Centers

*C.B.S. was featured in the December, 1986 edition of The Merchant Magazine

Ghange Ahead For Wholesaler

Aggressive restructuring will take place in the wholesale distribution industry in the next l0 years as firms make fundamental changes to capitalize on new market conditions and technology.

Although the number of wholesale distribution firms will decrease due to mergers and acquisitions, the percentage of total wholesale trade sales will increase. In addition. a study conducted for the Distribution Research and Education Foundation, Washington, D.C., identifies four major forces of change. These are market, technological, financial and organizational.

In the market, merchant whole-

saler-distributors are expected to extend their share in the wholesale trade channel. They are expected to increase sales through marketing activities such as direct mail, catalog sales, backward integration into manufacturing processes and forward integration into retailing activities.

Technology will increase costs of sales almost double by 1995 from 1.60/o Io 3010. Use of personal computers will more than double with expenditures for scanning equipment, telemarketing and vendor/ customer links increasing. Nearly half of all the transactions in 1995 will use the computer. Purchases made by automated systems will

more than triple to almost half the purchases made. Barcoding and scanning will increase as will warehouse mechanization.

Working capital will be made more productive by improved asset management and increases in inventory turnover. More assets will be invested in fixed assets to improve productivity. While gross margins will flatten and even decline in some commodity lines, pre-tax income will increase because of improved productivity.

Capital needs will be met from external sources as opposed to retained earnings. Foreign and domestic investment and other types of outside financing will increase while bank financing will decline.

Inside sales forces will increase significantly with both inside and outside salespeople taking on more marketing and promotion. There will be less order taking and servicing of existing customers as these functions areaccomplished by computer.

Foreign owned and publicly-held wholesaler-distributors will increase to account for about a third of the firms with approximately half of the sales. More ceos will be non-owners from outside the owner's family. They will be younger and retire earlier. Their functions will tend to strategic planning, marketing and technology rather than sales and daily functional tasks.

Competitive pay with incentive compensation will prevail. No skill shortages are expectec.

March 1988

G-P Plans To Buy American

Georgia-Pacific has signed a letter of intent to purchase American Forest Products, based in Martell and Foresthill. Ca.. for an undisclosed amount.

The sale would include American Forest Products' sawmill, particleboard plant, and moulding and millwork plant in Martell; sawmill in Foresthill; 125,000 acres of timberlands, and related equipment, according to Paul Jorgensen.

Details are expected to be finalized by early March, said Jorgensen.

Molded Door Market Growth

According to a survey conducted by Masonite Corp. among 3,250 builders and 95 door distributors, 1988 should continue to be a growth year for molded door sales.

"Even in what forecasters say will be a relatively flat or slightly declining housing market, independent door manufacturers can continue to gain share by utilizing new designs to builders and homeowners," said Dick Hinz, Masonite's director of marketing.

In 1987, 57o/o of those home builders surveyed indicated that they use molded doors as a standard feature in their homes. Molded doors were used by 490/o as a standard feature in 1986.

Molded doors have always been more popular in new construction. While this trend will continue, the number of molded doors purchased for the repair and remodeling market is projected by Masonite to gain seven share points from 1987 to 1992. Currently molded doors represent 10.9% of the totaldoors used in

residential repair and remodeling. By 1992 we project usage to represent l8o/0.

Additionally, the survey showed that only 60/o of hardboard molded interior doors soldwerestained compared to 79oh of wood stile and rail doors.

Arizona's Ray Lumber Closes

Ray Lumber Co., Glendale, Az., is liquidating its assets as it seeks a new business plan.

Founded in 1946 by Charley Ray, the lumber wholesaler has closed its yard, truss plant and door plant, according to Bill Ray, president and c.e.o.

Former principal Mike Ray and manager Paul Conley are no longer involved in the company, according to Bill Ray.

Springfield, 0r.

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

FIRSI seedlings for the Louise Mc0uin Reforestation project were planted by (left to right) Carlene Belisle, lva May Van Noy and Linda Reed of the Eugene, 0r., Hoo-Hoo-Ette Club at Hendricks Park on Jan. 31. Seedlings are being contributed by International Paper's Kellogg Forest Tree Nursery, 0akland, Ca., and Georgia-Pacific Corp.'s Tree Nursery, Cottage Grove,0r. The project honors Mc0uin, a Hoo-Hoo-Ette Lumberwoman of the Year, who recently retired after 40 years with Rosboro Lumber Co.,

Mt. States Credit Policy

The retail lumber industry serves as a bank to the construction industry with residential construction accounting for 64.70/o of the total credit extended.

This conclusion is a result of the analysis of 135 questionnaires on credit management practices sent by the Mountain States Lumber & Building Material Dealers Association to retailers within its five state region. Approximately 160 retail lumber yards with retail sales totaling $606,366,000 are represented in the survey report. The number of yards and total sales were nearly equally split between urban and rural locations with 8l% of the sales total representing credit sales.

Summarizing general credit policies, 85% reported that they invoice at point of sale with 79o/o billing monthly, 50/o billing daily, 2% weekly, 20/o bi-monthly and 120/o using a combination. Credit terms of "net due on the l0th" with no discount for early payment are used by over half of the companies and account for more than half of the total dollars of credit offered.

Of the companies reporting, 920lo said they assessed a finance charge on unpaid balances due beyond 30 days. Only 160/o cut offcredit after 30 days; l0o/o varied between 30 and 60 days,depending upon the customer; 380/o cut off credit after 60 days and

I l% vary between 60 and 90 days; 60/o cut off credit after 90 days with the balance using other cut off procedures.

A formal credit application is required by 930/o of the firms represented. Personal guarantees are required by 560/0.

More than two thirds of the companies had filed intents to file liens.

Over all, 1,158 "intents" were filed against $493,402,800 in credit sales. The number of liens filed varies considerably from state to state with Utah and New Mexico retailers being the most likely to file a lien. Smaller yards tend to use liens less than larger ones.

Of the firms reporting, T2o/o have a designated credit manager. Only 18% have credit managers who spend more than 50% of their time on credit. Only 20.580/o of the owners serve as credit managers. Less than

half of the firms are afliliated with a credit organization or network.

Poor judgement in assessingthe credit capability of customers coupled with the weakness of the legal system in the collection of bad debts is considered by most respondents to bethe biggest problems facing the industry with regards to credit management.

Construction Decline Seen

Steep drops in office and other commercial building, plus gentler declines in housing and public works projects, will reduce total 1988 construction contracting to $246.2 billion, a 4olo decline.

"Since October, consumer confidence has been shaken, federal budgetary restraint has been tightened, and expectations for the economy's growth in 1988 have been lowered," according to George A. Christie. of McGraw-Hill Information Systems Co.

"On balance, this mixture of favorable and unfavorable developments does not pose a serious threat."

Eurodesign In Kitchen Defined

Eurodesign is the latest word in kitchen design' but not everyone is sure of its meaning although designers say it will be hot through the 1990s.

Frequently it is used to describe a kitchen with elegant cabinets, appliances, fixtures and fittings engineered to be totally functional. Eurodesign follows the European living style of putting more emphasis on presentation and functionality. In Europe cabinets are considered a one-time purchase, moved from houseto house with the family like fine furniture.

Eurodesign also demonstrates how every inch of space can be carefully used so that the storage potential of the kitchen is maximized. Cutting boards that are hiddenon top of cutlery trays and waste baskets mounted to the back of a cabinet door are examples of how unused space is put to work.

Interior storage aids such as wine racks and bread boxes are built into Eurodesign cabinets as are shelves that roll out to the userandsliding plastic containers suspended from the underside of wall cabinets.

New Walls Are A Cool Deal

Wall panels that absorb heat when room temperatures rise above a certain level, storing it to release the heat when temperatures fall below a certain level are being developed.

Researchers at the U'S' Energy Department's Solar Energy Research Institute, Golden, Co., are creating wall panels, ceiling tiles and other construction materials that would use crystalline hydrocarbons classed as solidstate phase-change materials to help cut air-conditioning and heating costs.

Ghinese Launch Oak Into Space

After researching a number of materials, the Chinese chose to construct their satellite re-entry heat shields of oak, accordingto Aviation Week & Space Technology.

The Chinese People's Liberation Army used oak in its nine recoverable military reconnaissance/Earth resources satellites after discovering "that for this type of spacecraft, a thick layer of oak worked well to char and dissipate the heat associated with re-entry," according to the journal.

Deduct Additions For The Disabled

Dealers remodeling their stores or yards to improve access for physically handicapped customers can deduct up to $35,000 a year to cover the costs.

Information on tax breaks from such changes as widening doorways, adding ramps and modifying vehicles is available from PVA, Section 190 Program, 801 l8th St. NW, Washington, D.C. 20006.

NEW PRODUGTS

and selected sales aids

For more information on New Products write The Merchant 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

Sticking Together

cleaned with water when cured.

It comes in 8, 16 and 32 oz. bottles, each packaged 12 per counter display carton.

A Step Up

Easy-to-construct steps ideal for decks have been introduced bv O.D. Funk Manufacturing.

Dive lnto Raft Sales

^ A ^merchandising kit promoting Styroloam buoyancy billets is new from Dow.

The kit includes a compact counter display with a cut away of a billet with an insert for how-to brochures"Swim Raft Headquarters" banner, and ad slicks.

Designed to withstand fresh or salt water, the billets are made of a lightweight, rigid, extruded polystyrene foam ,consisting of millions of small noninterconneiting cells so the billets can be pierced or dented without losing buoyancy.

The swim raft kit also enhances add-on sales of lumber. rod stock. nuts, bolts, washers and nails.

A wood glue said to provide a bond that is stronger than the wood itself has been introduced by Ohio Sealants.

Fast-setting, nontoxic, nonflammable and sandable, Quick Bond Wood Glue reportedly is not affected by heat, moisture or oil, and can be

The JohnnyBilt Handi-Step system_ includes galvanized 2O-gauge steel frame components primed in flat black with pre-punched holes for easy assembly.

Each set of two-step through fivestep frames comes with instructions gnd .a one year limited warranty. Lumber and carriage bolts are soid separately.

The sets are reportedly easy to handle and eliminate the neeil to custom cut stringers.

Swing Shelf

A swing-up shelf to provide extra work space in the kitchen is new from Fieldstone Cabinetry.

Heavy duty hardware allows the shelf to easily pop out for use and retract into the cabinet for convenient storage.

Climbing The Wails

A lively array ofpatterns and borders create Essex's new line of wallcoverings for children's rooms.

Essex Kids features graphic borders that complement smaller sidewall designs. The collection's four color,palettes include country, boys, pastels and primaries.

. Pre-pasted on vinyl-coated paper, the wallcoverings are washable and strippable.

The collection consists of l4 patterns in 63 colorations and nine border patterns in 29 colorations.

The product comes in cherry and oak in a variety ofcustom stains.

Bottoming Out

Worn patio chairs canbe made to look new again in less than 30 minutes with a new one-piece replacement cover from Phifer Wire Products.

Easier to install and lasting longer than replacement webbing, Better Bottom is made of vinyl-coated polyester. a durable. mildew-resistant fabric.

Covers are designed for patio chairs or chaise lounges in four different colors.

Screening Out The Trouble

Solar window screening for saving energy has been introduced by Phifer Wire Products.

Mounted on the exterior of the glass surface, Sunscreen's unique frberglass weave offers good outward visibility, natural ventilation, interior fade protection, daytime privacy, reduction of glare, insulation against brisk winds, and prevention of ice buildup.

Auto-Faucet

An automatic faucet using a completely sealed infrared system to turn on water when hands are placed under the faucet and turn off when hands are withdrawn is new from Tandem Enterprises.

The all metal bathroom faucet features flexible connecting hoses said not to break like conventional metal tubing.

The electronic sensor has a low voltage transformer that plugs into a regular wall outlet to reportedly eliminate the chance of shock or short.

which features header signs and comes either as a thin plastic Planogram for use with pegboards or as a self-supporting l/8" polystyrene board, which can also be used with a pegboard.

The center also stocks gas and electric oven and top burner knobs.

Replacement Door System

A time-saving solution to replacement door installation has been devised by Benchmark Doors.

Only simple hand tools and minimum plumbing experience are needed for installation.

Quick Tiling

An accelerated mortar from H.B. Fuller Co. allows grouting in less than three hours.

Quik Flex latex-modified thin set mortar mixes to a smooth consistency. Combining solid bonding of plywood andconcrete, and a fast curing time, it has a 50-minute pot life.

Gray in color, it is available in 25lb. bags for installing wall and floor tiles.

A Sunny Proposition

Solariums from Sunshine Rooms, Inc., can be used to update old bathrooms or to create new ones.

The sun rooms feature an exclusive weepage control system that prevents moisture problems by draining moisture to the outside, high-strength aluminum framing, positive glazing seals and 100% thermal breakine.

The screening comes in widths up to 84inches in eight different colors.

Change Up On The Range

A line of replacement electric range top burners is now available from Robertshaw.

Offered in clamshell packaging with easy-to-understand instructions, the burners can be displayed on the firm's replacement center,

Especially designed for remodeling purposes, the Secura-Fit System features a heavy-gauge steel door and a l6-gauge, galvanized steel, "L" flanged frame, conveniently sized to fit an already existing wood jamb. Unlike wood doors and frames, Secura-Fit reportedly won't warp, rot, crack or twist.

The system also has a dense foam insulating core and magnetic weatherstripping, which provide a tight seal that stops drafts for maximum energy efliciency.

A variety of door styles may be used with the system, including insulated glass and embossed designs. Matching bifold closet doors are also available.

Three styles in a variety of widths and a wide range of glass, glazing options, shade systems and accessories are offered.

Finished Oak Flooring

The first solid oak polyurethanecoated plank product has been introduced by Tarkett.

Featuring a durable Swedish polyurethane finish to provide easy maintenance, Marathon is also said to be stain and scuff resistant andto require no sanding, staining or finishing.

The 3/4" thick planks come with a beveled edge in 3" ,4" and 5" widths in both red and white oak, with either a natural or sable brown nowax finish.

Gimme A Light

A decorative. motion-controlled security light is now available from RAB Electric.

The solid brass and beveled glass fixture has an integral sensor to detect the presence ofpeople or cars up to 50 ft. away and turn on the lights instantly. The light is adjustable to turn off from three seconds up to 20 minutes later.

Smartlantern has a quick test mode for fast, easy installation and a built-in manual override to allow operation of the unit from a light switch.

The fixture takes a 100 watt bulb. but has an additional switchine capacity of 500 watts.

Frosty Finishes

Ten new colors featuring the popular frosted look have been added to Daly's wood finish line.

The oil-pigment stains are available in mauve, taupe, grey, ash, fog mist, driftwood, butternut, blue ice, white and clear in half-pints, pints, quarts, gallons and five-gallon drums.

Exposing The Floor Boards

A merchandiser for preassembled oak laminated flooring is now available from BiWood Floorins.

help consumers find all necessary information, such as d-i-y installation options, colors, maintenance guidelines and uses.

Oak Plank is 8' long, 5/8" thick, and 4" or 5" wide for use on floors, walls, ceilings or as wainscoating.

Chain Power

An electric chain saw constructed of lightweight material resistant to shock, heatandcold is now available from Sachs-Dolmar.

vent accidental starts, front hand and guard support, balance oriented design, double insulated heavy duty cord, and safety-matic chain brake and chain catcher.

Handy Fire Retardant

The display utilizes a 6 ft. gondola, product cartons, a unique display board and a full size sample to

Designed for pruning, trimming, cutting and shaving wood, the 110 volt, 1400 watt saw has a 14" bar and chain, automatic piston oil pump with oil reservoir fill-level window. centrifugal clutch which protects the motor, and gearing permanently lubricated and protected against dirt. Standard features include a polyamide air fan for better motor cooling, safety throttle interlock to pre-

A biodegradable, non-toxic fire retardant that can be applied to a wide variety of porous materials reportedly to last indefinitely is new from TC Corp.

Flame Guard canbeapplied from its standard spray bottle, through immersion of materials. with rollers. or through high-pressure spray. Wood sprayed under 80 psi or more becomes "A" rated.

Modern Time

A computer lover's wall clock, which charts time in binary digits, is new from Sunrise Computer Products.

the deadbolt can't be wrenched off the door, a bolt with two hardenedsteel pins that turn free rather than being cut if attacked with a hacksaw, and a long throw to guard againstthe lock being pried or jimmied free from the door jamb.

lubrication, keeps out dirt and preserves smooth operation. Three new models in nine different finishes are available.

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

The timepiece features a super precision quartz movement which is guaranteed not to gain or lose more than two minutes per year.

Measuring 12 in. in diameter, it is powered by a standard size AA battery.

The clock is light beige with the numbers in black.

Locking Out Trouble

A new line of contemporarystyled deadbolts featuring a "panicproof" design is now available from Weslock.

The design allows the unlocking of the deadbolt with a single turn of the thumbturnwithout using the key - permitting a quick exit in case of emergencies.

Security features include an angled outside cylinder housing so

The deadbolts have all-metal parts and a strong, single-piece die cast housing that reportedly retains

Hcller Soles Monoger

rf4'f 8 N€ Heller Rd. Roseburg, Oregon 97470 503/ 672-6528

Don

Wide Open Bifold Doors

New folding doors from L.E. Johnson Products swing back 180" and fold flat against outside walls, giving complete, jamb-to-jamb access to the inside area.

The standard set of hardware includes a 180' control arm, surface mount door and jamb hinges, and mounting hardware. Four-door bifold systems require two sets of hardware.

Tub For Two

A large double lounger whirlpool bath that permits two peopleto bathe in a reclining position while facing each other is new from Jacuzzi.

The Aura model features dual panels with hot and cold faucet handles and an accessory area for bathing. Also included are four highvolume, fully-adjustable whirlpool jets, a slip-resistant bottom, and a built-in safety device.

Standard mortise butts may be used at the jamb to match other interior hinges and finishes.

The hardware does not allow the track to show, and there are no unsig.htly gaps, even atthe top of the openlng.

A double light package and Water Rainbow fill spouts create an array of colors as water fills the bath. Both spouts are concealed by smoked acrylic covers with mirrored inner lids.

The spa measures 72" longx 60" wide x 20" high.

Retail Chain

Chain and accessory displays in a variety of shapes and sizes to meet product mix and space needs are available from Campbell.

Redwood. with its distinctive natural beauty, has always been the preferred decking lumber for those who could afford the quality. Now with LP Desert Dry Redwood, you can supply performance and prestige for a fraction ofthe price you'd expecl

LP Desert Dry Redwood construc-

tion heart and construction common have tight knots andthe natural variations ofcolor andpattern which distinguish them from cedarandpressure-treated lumber. It s an upscale look At a down-to-earth price.

LP Desert Dry Redwood is kilndried so you can offer economy and

Ranging in size from a 2l-in. wide counter model to tall, floorstanding units, the merchandisers offer chains in barrels and on reels, with accessories on hooks or in small bins.

Heavy duty chain cutters are an integral part of most displays, along with attractive headers with charts to help customers select the correct product for their jobs.

performance every step of the way. By taking the moisture content down to 19 percent or lesg the load is lightened andyou get more board feet on every truck Desert Dry Redwood loses nothing butwaterin the process Onthe job, joints stay tight andshrinkage iscontrolled. It also maintains a superior resistance

Fit For A Hanging

Wall Maid, a versatile wall organ- izer for light weight household items, is new from V.S. Nelson Co.

Lawn & Garden Products.

D-Thatch uses microbial extracts, microorganisms and biocatalysts to break down thatch naturally, preventing the development of such lawn diseases as fusarium, necrotic ring spot and summer patch.

Keeping Tabs On Tools

A self-adhesive hang-tab is now affixed to the blade of Red Devil hand tools for convenience and added sales benefits.

The tag is said to reduce the amount of selling space required to display a large assortment of tools, allow customers to inspect the feel of the handle and the flex of the blade, assist the user in selecting the proper tool, and highlight the tool's features.

The 12" x 24" unit matches any decor and can be mounted either horizontally or vertically. It comes complete with mounting hardware and six hooks.

Thatch Proof

A natural spray-on concentrate that reduces thatch without harmful chemicals or expensive dethatching equipment is new from Sudbury

It can be easily applied with a tank-type or hose-end sprayer at any time during the growing season. The product loosens underlying soil and allows water to soak down into the ground.

Thatch is said to become greatly reduced with diseased areas starting to grow in healthy after a single treatment.

The hang-tabs are attached by a strong adhesive that leaves no residue on the tool after tabs are removed by customers. The adhesive reportedly can withstand temperatures from 8"F- to 110"Fand a 38 lb. shearstrength test.

to decay and insects Dried, trimmed, and surfaced so sizes are true, it s paperwrapped for protection in 2" x 4", 2"x 6", 2"x8"-12" dimensions andlengths up to 20 feel

For more information aboutDesert Dry Redwood or any of our other grades

ofredwood, call Mike Parli, Redwood Sales Manager, at(707) 443-751L

LP Desert Dry Redwood No longer reserved for a privileged few.

Go To Seed

A new seed display from Bentley Seed Co. features angled trays to make shopping easier for the customer and to take up less floor space for retailers.

able pitch hole saws is now offered by The M.K. Morse Co.

Stucco Up

A new pre-mixed compound from Red Devil, Inc., simplifies the process of repairing exterior or interior stucco surfaces.

Reportedly weighing less than half as much as other cement-based stucco repair products, California Lite dries quickly to a textured finish matching that of the original stucco. It is said to adhere well to all types of concrete, mortar, stucco and most wallboards, and to fill any size hole or crack in a single application.

The Renaissance merchandiser displays seed packets with improved, easy to understand directions.

Saw Show

A molded plastic display for vari-

The display for the Real McCoy hole saws features one each of 36 popular saw diameters, plus 10 pilot drills and one hole saw extension.

The hole saws feature a bi-metal tooth design of various gullet sizes to cut wood, plastic and metals, from aluminum and cast iron to stainless steel.

The stucco repair will reportedly not sag, shrink or crack, can be painted, and may be cleaned up easily with water prior to curing. It comes in quart, gallon and 5-gallon containers.

New Gaulk Rolls

Two new strip caulks are now offered by Borden.

Elmer's Place & Seal Tub Caulk and Place & Seal Glazing are both said to be easily applied with a strip unrolled and pressed into place.

caused by extreme wind conditions is new from J.P. Stevens & Co.

The Hi-Tuff Fascia System includes snap-on fascia in a broad range of architectural metals and finishes, formed without horizontal break lines. It is available on 24 gauge galvanized steel with smooth or textured finishes in a wide assortment of colors.

Fascia anchor bars and snap-on fascia come in 12' lengths, and in 3-l/2", 5", 6-l/2" and 8" heights.

The extruded aluminum, preslotted anchor bar is serrated sothat it firmly grips the roofing membrane, drawing it tightly to the roofedge nailer. Stainless steel anchorbar fasteners are included.

The tub caulk has a permanent, opaque white, Mylar plastic outer film which protects the caulk from mildew and keeps the outside surface and seal clean.

Both caulks come in 3/8" width, 17 ft. rolls. The tub caulk also comes in a 5/8" width.

Top Of The Line Roofing

An advanced roof-edge system designed to offer maximum protection against roof-edge damage

Flexible Flooring

A new red oak hardwood flooring system from Horner Flooring Co. features built-in foam expansion joints to absorb the expansion and contraction of each row of slats. The joints are said to minimize cumulative expansion, the primary cause ofcupping and buckling due to humidity. The Wood-Flex system also uses butted joints which re-

portedly wear longer than tongueand-groove joints.

The construction eliminates the need for intermediate or perimeter expansion joints, and there is no paper covering to peel.

It can be glued to most smooth surfaces, and because its joints are flexible, it may be installed over minor subsurface irregularities. Each slat of factory sanded, northern red oak is adhered to the subsurface.

Operating Opportunities

(Continued from page 3I) shrinkage, and (4) granted $100,000 in volume discounts to contractors (5%). These expenses total $212,500. Total expenses for the year were 230/o of $2,000.000 or $460.000. The difference between the two is $247,500.

His questioning now centered on the significance of this information. First, the company is in two different businesses which need people and assets in different ways and thus are separate and distinct evaluations.

First, look at a rudimentary P & L statement for both of the businesses. With each part doing a million dollars, 750h or $750,000 was in cost of goods sold, 230h or $230,000 in expenses. Pretax profits were $20,000.

When re-allocation is done the picture changes drastically. First, allocate common expenses of $247,500 equally to each operation. This is $123,750 or 12.3750/o each. Second, add to the contractor expense that which was exclusively incurred in serving that customer: $212,500 or 21 .250h. Contractor expenses now total $336,250 or 33.62501t of sales and exceed margins realized by 8.6250/n generating a $86,250 loss. Conversely, the consumer side exceeded expenses by 12.62501: and generated $126,250 in pre-tax profits.

The easily identifiableclunker made realized margins in the contractor area nominally l5%r because of "discount" accounting and 350i in the consumer area. Neither business is viable for different reasons. The contractor end can't survive and the consumer end can't compete.

Space won't allow for the total answer to "how do they do it?", but given this exercise theclient took the question off the table.

Wholesaler Becomes Mfr.

(Continued from page 8) tribution and manufacturing operation at Healdsburg." Situated on an easy-access I 7-acre site, the new facility stocks l0 million feet of redwood, cedar, and fir finish; has two 50,000 foot capacity dry kilns; a fully automated, computerized state-ofthe-art moulder; and companion resaw and planing mill equipment. An additional 20,000 sq. ft. under roofis under construction atpresent.

"The added service capability of this distribution and specialty production link in the Capital network positions us to provide specialized redwood products and service exactly the way the customer wants, exactly when he needs them," adds Gaskin.

CELEBBATII{G his 50th birthday, Larry Holguin, a salesman for sisler companies California Timberline and Heritage Hardwoods, Chino, Ca., parachuted from 13,000 ft., freefalling for 8,000 {t. before pulling the ripcord and safely landing within a few yards of the target he stands next to in the photo. The birthday lump, January 23, at Perris, Ca., f ullilled a promise to jutnp on his 50th birthday that Larry made to himself as a 20 year old with the U.S. Army's 11th Airborne. Was he frightened? "1 was surprised that I wasn'1," Larry notes with a grin, "l guess I'm either too old or too stuoid."

Formaldehyde Limits Set

Permissable, short-term and action level formaldehyde exposure federal limits went into effect February 2, 1988.

Employers handling formaldehyde-containing products, such as plywood and particleboard, who are unsure if they have excessive formaldehyde emissions, should have a professional check the air quality in their workplaces.

The National Lumber & Building Material Dealers Association and their federated dealer groups offer a summary of the regulations.

Plan To End Driver Shortage

To help alleviate a nationwide shortage of qualified truck drivers and mechanics, the American Trucking Associations has adopted a five-point plan of research, demonstration projects, instructional materials, management training and prornotion.

"This shortage isone of the most urgent problems facing the trucking industry because trucks transport 750/o of all freight and serve every

community in the nation," Thomas J. Donhue, ATA president and ceo, said. He warned that the shortage could slow down the shipment of goods, increase prices and potentially erode safety.

0BEG01{'s Rogue River produced this 53 lb. salmon for Tom Fogerty,0sborne Lumber Co., Newark, Ca., on a fishing trip sponsored by Dave Trvbom of Diablo Timber. Danville. Ca.

Neiman-Reed Expands

Neiman-Reed's Lumber City, Van Nuys, Ca., is adding two stores in California's San Fernando Valley by converting former Ralphs supermarkets.

Bringing the chain to l0 units, the 30,000 sq. ft. stores arescheduled to open in West Hill near the end of April and the Winnetka unit by late May.

REDWOOD CEDAR TIMBERS

Product Sales Co.

P O Box 4989 Orange, Ca.92613 4989

17t41 998-8680

lsool 228-76+7

lSo. Ca. WATSI

FAX 714-921-8249

o Pressure Treated Forest Products

o Custom Treating Service

o Fencing

(Exclusive sales agents for,Coast Wood Preserving, Inc.)

Roy' Nielsen r Butch H<lod

o Water-Borne Salt

. CCATvpeA

o Grape-Siakes

. Posts & Poles

Sales - Bob Norton Phone: (503) 874-2236

ll{U]{D Emoire Hoo-Hoo Club initiated nine new members at a dinner following an after noon of golf at Indian Hills Country Club, Riverside, Ca. Among the 75 attending: (left to right) (lf Rod Robbins, Chip Roepkei Larry Stainbrook, Phil Abraham. l2l Harold Schuh, Ralph Crabtree, Frank Lundsford. l3l Don

Gregson, Jack Butler, John Allen. [4] Bill Ferison, Ted Gilbert, Ed Gavotto. Initiates in the lumbermen's f raternity included Rick Deen, Larry Grosinger, Brad Johnson, John Paine, Tom Ross, Lance Duke, Chuck Hookins, Wayne Nailon, Pat S. Ross.

Evans' Posner Avoids Prison

Victor Posner, millionaire financier and head of the former Evans Products Co., avoided prison for his income tax evasion by agreeing to pay more than $7 milllion in charity, taxes and penalties.

Facing a maximum 4O-year jail sentence, the 69-year-old industrialist pleaded no contest to charges he overvalued by $t.2 million the 22

Deck Contests Spur Sales

Retailers who missed capitalizing on publicity seeking entries for the California Redwood Association/ Popular Science redwood deckbuilding competition will have a second chance when the winners are announced in the July issue of the magazine.

Winning decks will be featured, offering retailers an opportunity to promote late summer, early fall sales of redwood decks. Those wanting help with the promotion should request the CRA pamphlet with suggestions on

acres of land he donated to Miami Christian College in the late 1970s.

Posner entered the pleas a month before his retrial. He was convicted in 1986, but the verdict was thrown out due to jury irregularities.

He is required to spend $3 million to help the homeless, give 5,000 hours of community service, pay the cost of his own prosecution, and pay more than $4 million in back taxes, penalties, interest and fines.

conducting deckbuilding contests.

More than 200 entries were received in the nationwide contest which closed Jan. 15. Promoted during the summer and fall of 1987, the challenge to both do-ityourself and professional deckbuilders was to submit photographs, plans, material lists and descriptions of deck projects which solved a particular problem of a home and yard.

CRA staff members and Al Lees, Popular Science home and shop editor, were among those judging entries for prizes of $1000, $500 and $300.

Log Home Market Expanding Dealers interested in expanding their services should consider that the construction of log homes accounted for over 5o/o of the custom-built, single family homes built in the United States in 1986. A total of 19,291log homes were built during the year. The 27 log home producers in Montana led the nation by producing 2,0361og homes followed by 16 producers in Ten-

SURR0UIIllEl| by entries for "problem-solving" redwood deck contests, Christopher Grover (left) and Charlene Draheim, California Redwood Associati0n, and Al Lees, Popular Science magazine home and shoo editor. have a hard time selecting winners to be announced in July.

il$o'- -49

nessee with 1,928 homes, l7 in North Carolina with I,448 homes, 11 in New York with 1,284 homes and 14 in Wisconsin with 1,172 homes.

Total sales volume for the industry was over $416 million. The estimated value of the log homes after erection on the owners' land exceeded $2 billion, according to a report compiled by John R. KuPferer, editor and publisher of Log Homes Mag' azine.

Log packages sold for log homes contain in some cases lumber and materials for floor and roof systems, interior partition walls, windows and doors as well as logs. All log homes require additional purchases of cabinets, plumbing, paint, stain and other building materials to complete the interior.

Redwood Deck Blasts Off

"We wanted to give the retailer something special in redwood, back it to the hilt with a distinctive identity and support it aggressively with promotion fire power," says Mike Couey, Simpson Timber Co. red-

wood marketing manager, describing the new TopDeck marketing Plan.

The campaign's major thrust is putting redwood and the retailer back on top in sales oPPortunities and profit margins on decking. Beginning with the name ToPDeck, the product is being given the tangible sales support, identity and momentum necessary to make a top name for itself in the burgeoning decking market, Couey explains.

TopDeck, named in an emploYee contest, has been fashioned into an eye-catching symbol. It appears on everything from product literature and protective package wrapping to scratch pads.

The dealer promotion program, which Couey says is the strongest promotion backing ever accorded a single Simpson redwood product, includes:

o Co-op funding for local advertising and promotion, o Four color consumer literature, o TopDeck Tips folder on deck designs, r TopDeck Tips folder on construction and finishing, o TopDeck Tips folder on care and maintenance, . Repro art on decking, o Grid ruled scratch pads, o Protective

KID DOUG FIR S4S

package wrap, . Related literature on redwood amenities for outdoor living.

A total decking line, the product includes popular redwood decking grades including B deck, construction heart, garden heart and construction common. After monitored air seasoning, the product is milled and graded in dimensions including 2x2. 2x4, 2x6, 2x8, and 4x4 in lengths to customer specifications from 8 to 20 ft.

Record crowd at Humboldt club meeting

M0RE IHAiI 400 lumber oeoole from all over the U.S. olus Australia. Canada & Mexico attended the renown Humboldt Hoo-Hoo Club Crab Feed, Eureka, Ca., Jan. 21. Fresh Dungeness crab (2% lbs. per person), a local specialty, was featured. Club VIPS: lll Brent Crosby, Phil Cocks. l2f Paul Emmons, Mike Vinum, Phil Dodson, Ron Robbins. l3l Claudia Jennings, John Cligny. l4l Len Viale, Joe

Bowman. l5l Nelson Sembach, Dave Bufe. 16l Bob Thomas, Dave McCartney. l7l Brad Monson, Phil Kelty, Dean Fox. l8l Garth lorg, Mark Lofland. l9l Art Wall, Kevin Hill, Paul Ward, Dan Bonnington. ll0l Kathy Clark, Frank Penberthy. [lll Bud Chase. ll2l Chet Dennis, Sam Sanregret, Jack Razzeto, George McConnell Jr., Mike Herbert. ll3l Charlie & Len Cox, Gerry Foster. (l4l Dave & Chris

Schaller. llSl Sandra Sundell, Ken Mayginnes. ll6l Bob Crews, Roger Thayer, Brad Howell, Mike Dode. llTl Tony Phelps, Chris Pooser, Mike Allen. llSf Gail & Vivian Radestock, Bryan O'Hagan. ll9l Sonny Hatfield. [20] Brian & Don Ling, Ziggy Ziegenfuss.

i.

RA]t|R00 of the Crab Feed (see other pix) was Humboldt club pres. lll Jim Hunter. l2l incoming club pres. Len Adamo and Merl Tanner, who was honored for his 39 vears in the industry. l3l Bob Bonniksen, Bob Britt. [41 Gil Sissons, Rich Winkel. l5l Pat Hunter, Tim Tanner. 16l Bill 8arr, David Jones, Mike Couey. l7l Clifl Smoot, Austin Vanderhoof,

Gary Luiz, John Cavallo. l8l Bob Park, Doug Willis, Ted Gilbert (is that hand empty?). l9l Mike Moseby, Dave Weinstein, Chris Johnson. ll0l Jerry Nelson, Carl Force. llll Louis Lengel, Fred Johnson. Il2l Steve Overton, Bob Shull, Rich Giacone. Mike Charoentier. ll3f Dale Fleshman, Ron Breedlove. ll4l Dan Nabors, Bob McFarland, Mike Roach.

ll5l Richard Oberhaus, Julie Wriqht, Rick Cornell. ll0l Vern Myers, Joel lta-mei, Rob Welch. ll Tl Jack Lawrentz, Max Corning, Curt Wood. llSl Mack Brown, Aaron Gettel. ll9l Hap Hasty, Ron DeWitt. (201 Don Nolan, Kathy Clark. 12ll Rick Lopez, Charles Moyei, Steve White.

Deck Medicine

"Treat Your Deck to a Longer Life" is free from Koppers Co., by calline (800) 556-7737.

Storage Strengths

The I2-p. "Checklist for Better Storage Planning" is free from Penco Products, by calling (800) 582-1000.

Glass Products Plus

"Through the Looking Glass," a 24-p. catalog of decorative glass, brass and mirror products, is free from Mechanical Mirror Works, by calling (800) MrR-RORS.

Upper Openings

The revised 28-p. "Complete Guide to Roof Windows & Skylights" is free from Velux-America, Box 3208, Greenwood, S.C. 29648.

The Best Laid Plans

Business Planning Guide: Creating a Plan.for.Success in Your Own Business, a revised edition of the step-by-step approach to planning the growth of a small business, is $16.95 from Upstart Publishing Co., by calling (800) 2358866.

Radon Lowdown

A 6-p. radon testing question & answer booklet is free from Radon Testing Corp. of America, by calling (800) 45'7 -2366.

Solid Siding Sheet

A technical information page on selecting, priming, installing and nailing solid wood siding is free for the first 25 copies or $7.50 per 100 from the Western Wood Products Association, Yeon Building,,522 SW 5th Ave., Portland. Or. 97204.

lmportant Connections

A 48-p. wood construction connectors catalog is free from Simpson StrongTie, Box 1568, San Leandro, Ca.94577.

Concrete Evidence

A new concrete masonry products brochure is free from National Concrete Masonry Association, Box 781, Herndon,Va. 22070.

Lighting Up The Sky

"Everything the Homeowner Needs to Know about Skylighting" is free from Wasco Products, Box 351, Sanford. Me. 04073.

Getting Down To Gasework

A l2-p. casework hardware brochure is free from Stanley Hardware, 195 Lake St.. NewBritain. Ct. 06050.

March 1988

Merchandising Aids

A 64-p. merchlndising aid catalog is free from Russell & 1\1iller. tlox 61068. Los Angclcs. Ca.90061.

Done With The Wind

,,\ l6-p. air-powered tool and fastener catalog is free from Senco, by calling (800) 513-1596

For all New L:teraturq,,rfferings r,,rite clirectlr, to lhe n.rine arrLl addresr shotr:r rn each ;tenr Please mentlon that !0u \.1\!:l:n 7'he Nlerc h on t'\logozure N1.rn,, th.:nks

SFPA Directory

The ,10-p. 1988 Southern Forest Products Association buyer's guide is free fronr SI:PA. Box 52468, New Orlcans. La. 70152.

Hardwood Yellow Pages

The 440-p, desk-top sized National Ilarduood Lumber \lsocillion membership directorl is S-50 lor members and $75 for non-menrbers from NIIl.,,\. Ilox 34518. \lemphis. Tn. .l8l8.1

Success Stories On Wood

The 4-p. biannual newspaper "Miracles in the N{arkctplace" is frec fiom the Western Wood [)roclr"rcts ..\ssociation. YeonBuilding. -522 S\\' 5th ,\ve.. Portland. Or. 97204.

Future Stock

The l2-p. Timber-[;or-Products r\ction Kit to help retailers ensure future lumber and other wood products supplies for their lards is free lrom the \\'estern \\jood Products Association, Yeon[]uilding. 522 SW -5th Ave.. Portland. Or. 9720,1.

Household Repairs

"Step-br'-Step I IoLrseholrl Rcpairs. " a 96-p. nranual by llt'ttcr llutrtc.s rtrrd Grtrtlt'ns. is $2 tionr Krr iksct ('orp.. 5 l6 E. Santa '\na St.. ,.\nahcinr. ( u.92li(13

The flnest in quality hemlock and Douglas fir from the forests of the Northwest coupled with the flnest in manufacturlng skllls have already establlshed a wellrecognized reputatlon for the commencement Bay stud. Now, in response to popular request, rve haye added a distlnctlve new end brand to provide an even more easlly recognlzed ldentity In the marketplace.

Now it's your turn to profit from recoglnized quality, value, and performance by including Commencement Bay Stud's brand of perfection on your next order.

GIASSIF!ED ADVERTISEMENTIS

with 20 years in garage door industry. Expertise in sales. installation, service, management and supervision. Knowledge of woodworking machinery and western softwood lumber. Self-motivated, goal oriented. JTP, PO No. 26847, Rochester, N.Y. 14626

INDUSTRIAL LUMBER WHOLESALE LUMBER SPECIALIST

Looking for an experienced, motivated sales person with $100,000 and up monthly sales following. Growing Fontana, Ca., wholesale lumber operation with 3 acres, plus 5400 sq. ft. dry lumber storage space, milling facility and close to SP & ATSF spur, has a position for you, the self-starting sales person. Excellent benefits, with commission structure up to 40ob600h, upon qualification. Send resume to Pacific Southwest Lumber Corp., 9712 Redwood Ave., Fontana, Ca. 92335. (714) 3509400. Attention: Greg Baker. All inquiries strictly confidential.

TWenty-five (25) words for $19. Each additional word 659. 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 Merctrant Magazine, 45fi) Campus Dr., Suite 480, Newport Beach, Ca. 92660' Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadlini io, .opy is the 22nd of the month. PAIMENT MUST ACCOMPANY COPY unless vou have established credit with us.

WHOLESALE distribution and remanufacturing plant manager wanted. Central Ca. Should have experience in softwood lumber sales and manufacturing. Salary plus profit sharing opportunities. Write box 578 c/o The Merchant Magazine.

SALESPERSON wanted for Southern California contractor lumber yard. We are looking for a motivated self-starter. Following helpful. Excellent potential. Send confidential resume to: P.O. Box I1036, Torrance, Ca. 90510

WHOLESALE LUMBER SALES

Start the New Year with an exciting opportunity. Established wholesaler in Southern California (27 yrs.) desirous of hiring goal oriented outside sales person to cover Southern California market. Established clientele a major plusl Great benefits with unlimited growth potential for self motivated individual. Send resume to Nickerson Lumber & Plywood Corp., 12906 Saticoy St.. North Hollywood, Ca. 91605.

Ganahl Lumber Company in Anaheim, Ca., is expanding their sales to larger volume hardwood users. We are looking for a salesperson who can effectively sell O.F-.M. accounts that require direct shipment and/or milling services coupled with frequent deliveries.

F-stablished in I 884.

4A+ credit rating.

F.xcellent benefits.

All communications will be confidential. Contact Brent Bouslog, Industrial Sales Manager, at (714) 656-2050 or send resume to P.O. Box 31. Anaheim. Ca.92805.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 't 7 5-2544\ (21 3 ) 83 5-5671.

HARDWOOD SALES

GTASSIF!ED ADVERTISEMENTS

6-ll2 PRIME ACRES suitable for lumber or other operation. 100' x 100' fully enclosed metal building on concrete. Pavement. on-site power, SP served. Room for expansion. Indio, Ca. Between two freeway exits on I-10. Write Box 79, c/o Building Products Digesr.

LUMBER COMPANY for sale. Long esrablished. Includes land/building/business. Southern California. Asking 9480,000 plus inventory. Call Agent (714) 674-2229 tor more information.

OFF-BEAR ER MACHINE. Built to Ferrari specifications. Almost new. Askins $12,500. 1555 La Mirada Dr.. San Marcos. CaI 92069. |6t9) 744-4700.

HYSTER FORKLIFT No.165. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 (213) 77 5-2544

ORDGON COASTAL lumber and building supply yard for sale. Well established, profitable business in growing community. Excellent growth opportunity. PO. Box 3833. Vancouver. Wa. 98662.

INDUSTRIAL SITE FOR SALE

Cottonwood, Shasta County, California. l5 miles south of Redding, Ca. 6 acres, SP RR spur track, office on site. Suitable for lumber mill, reload, warehousing, other industrial uses. Lease possible. Ken Thayer, owner. Phone (408) 724-7566.

We staff industry leaders with professionals in manufacturing, engineering & sales. Salaries range fr6m$t5,000 t6 $100,000*. Cal/ DAYTON VAN SLYKE at 503-2856560. STAIFING SOLUTIONS, 4505 N. Channel. Portland. OR q7217. All fees naid.

COMPUTER SYSTEMS ANO PROGRAMS

T4ULTI.USEfu PC/XT/AT/M IN Accounting

Financial Distribution

Manufacturing

HMS sysrertrs coRpoRarroN sin@ re71 3706 Ml. Diablo Blvd., Suito 200. Latay6tt6, Catilornla 94549 (,ils) 283-3090

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

COMPUTER 50LUTION5

Computer solutions for the lumber industry. Wholesale, retail, manufacturing and freight management. Call or write Penberthy Micro Systems, 39 Willowgrove, lrvine, Ca. 92714. Phone: (714\857-2207.

CLASSI FI ED ADVERTISI NG Order Blank

1-800-643-5555

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14" TO 42" IN 4/4 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUT. TO.LENGTH. SHRINK-l//RAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO:

TREE PRODUCTS ENTERPRTSES

P.O, BOX 2BO LAKE OSWEGO, OR 97034 ) 520-5868

23 OR MORE industrial acres between railroad frontage and paved road. Only $19,500 per acre. Terms. Level. All usable. Work has started on thousands of houses within three miles. Biedebach Realty, 380 D. St., Perris, Ca.014) 657-1741.

Hnone \ COPY

-SOUTHERN CATIFORNIALOSAI{GELESAREA

tsUVE M]S' GUIDE

SAN FRANCISCO BAY AREA-

oRANGE, R|VERSIDE & SA}I BER}IARDINO COUNTIES

All Coast Foresl Producls American Hardwood Co. Anlinson Lumber Sales

Bear Foresl Products EurnsLumberCo...

Cal State Forest Products

Calilornia Lumber Inspechon Servrce

Canlor US.A Corp.

Capilal Lumber Co

Ca(oll Moulding C0.

CascadeEmpireCo .....

Certilied CGtings (714) 943-2818

El&El Wmd Products Corp.

Far West Frf Sales

Fontana Wholesale Lumber

Fountain Lumber Co., Ed

Freeman & Co., Slephen G.

FremontForestProducls..

Ganahl Planing Mill

Georgia-Paciftc Corp. (Anaheim)

Georgia Pacilic (Mira Loma)

Georgia Pacrlic {Riverside)

Goldrng Sulhvan Lumber Sales

Hesperia Wholesale Lumber

Induslrial Foresl Producls

lnland Timber Co.

Inlernalional Forest Products

Johnston Hardwood Inc

Jones Lumbel Co., Stu

Jones Wholesale Lumbel Co.

Kelleher Corp.

Beaver Lumber Co gerger&Co.....

BrgCreekLumberCo.

BonningtonLumberCo

Calilornia Foresl Products

Cahlornra Lumber Inspeclion Servrce

Calilornia Redwood Assn.

Casella Transporlalion

Creslwood Forest Producls

0MK Pacilic Corp

Dmrs, lnc

Fibreboard Corp

FloorServiceSupply(SanJose)

Georgia-Pacilic Corp. (oakland)

Georgia-Pacilic Corp. (San Jose)

Harness Trmber Producls

Higgins Lumber Co (lvonterey)

Hiogins Lumber C0. (Union City) (800) 972-0906

Higgrns Lumber Co. (Concord)

Hrrt & Wood Lumber Co.

HIVS Systems Corp

Hub Cily Golden Gate Termrnals

NORTHERN AND CENTRAL CALIFORNIA-

ARCATA/EUREKA/FORIUIIA

Elue Lake Forest Producls

Bracut Inlernational

BnllLumb€rCo......

Costa Trucking. Joe

EurekaSouthernRailr0adC0.

Louisiana-Pacilic corp.

PVI\4 Redwood Co.

Schmidbauer Lumber, Inc

tuBuRt{/0RAss Ytu.EY

All-Coasl For€st Products, Inc.

BATERSFIETl|

HigginsLumberCo...... (800)227-4338

Pacific Wmd Preserving of Bakerslield,Corp.. ...... (805)582-3950

CI.OYEROATE

Bowman Lumber Sales

Louisrana.Pacifrc Corp.

Bolando Lumber (Krnton Drv )

F|lNT BRAGG

Georgia Pacilic Corp (Redwmd)

Holmes Lumber Co, Fred C

FnESil0

Georgia-Pacrlic Warehouse

Higgins Lumber C0. (800) 742-1945

Inlernalional Foresl Products

Pacilic Foresl Producls

western American Foresl Products

Weyerhaeuser C0 (800) 742-1939

Wmdwork Instrtule 0l Calilornia . rlls BAil0s

DMK-Pacilic ttt00EsT0

Cenler

Co.

California CascaCe Induslries Cantor U.S.A. Corp

Pacilic Lumber Co

Pacilic Madison Lumber Co

Par Lumber Co. ....

Penberthy Micro Syslems

Peterman Lumber Co., Inc

ProductSalesCo...

Reel Lumber Servrce

Regal Cuslom Millwork

Reliable Wholesale Lumber C0.

Roy Foresl Producls Company

San Antonio Conslruclion

SequoiaSupply ...(714)261-2730

Snavely Foresl Producls

Soulh Bay Forest Products

Slraight Edge Stevedore Service

Tml & Nail Lumber Co. ...

Troian Transportation, hc. (800) 826-5364

Western American Forest Producls

Weslern Inlernational Forest Products

Western Machinery Sales

Weyerhaeuser Co. ..

Wolle Lumber Co. .....

SI]IIA ROSI ANEA

J H Elevins Co., Inc.

Elue 0x Manulaclunng

Gmrgia.Pacilic Corp.

Higgins Lumber C0. (800) 458-3144

Marlin Forest Industries

Noyo Timber Producls, Inc

Nu.Forest Products Windsor Mill, Inc.

|JKnH/ll,tu.tTs

All Head Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc

Forest Producls Transporlalion

Litlle Lake Industries

Louisiana-Pacrlic Corp

Penolin Marketing

PerformanceCoalings. Inc. (Ca.) ...

Redwood Coast Lumber Co.

Wrllits Redwood Co

llllil.UAltS

San Antonro Pole Consl. Co

GBEATER SAN DIEGOAREA

American Mill & Manulacturing

BakerHardwood ..........:.

Eurns lumber Co.

Cal Slale Lumber Sales

Fishman & Alliliates

Fountain Lumber Co., Ed

Frem0nt Foresl Products (800) 445-4923

Frosl

BUVE RS' GUIEE

PACIFIC IiIORTHWEST STATES #OCKY MOUNTAINS -

SOUTHWEST

Frosl Hqrdwood Lumber Compony-l@ source for quolity imporled ond domeslic hordwood lumber lqnded on lhe West Coqst.

Withafour acre drying yard, dry kiln and complete milling facility, we look forward to serving your requirements.

Herman Tenzler. founder of Northwest Door & Plywood Co., Tacoma, Wa., died Jan. 17, 1988, in Tacoma. Wa. He was 87.

A lifelong resident of Tacoma, Mr. Tenzler opened Northwest in 1928. He sold the plant to St. Regis in 1959 and liquidated its other assets in the late 1960s.

In 1948 he helped back Doug David in starting North Pacific Lumber Co., Portland, Or., serving as chairman of the board until his interest was purchased in the late 1 970s.

Mr. Tenzler is survived by his widow, Jessie, a son, a daughter, a sister, two step-sons, and several grandchildren and great-grandchildren.

Raymond Leon Carter, vice president of WTD Industries, Portland, Or., died of a stroke Dec. 28, 1987, in Portland. He was 55.

Born in North Hollywood, Ca., he served in the U.S. Air Force during the Korean War and spent 25 years in the banking industry before joining WTD in 1983.

Mr. Carter is survived by his widow, Nancy, his parents, two daughters, and a brother.

Ted C. Privett, retired Southern California lumberman. died Feb. 8. 1988, from pneumonia in Costa Mesa, Ca. He was 70.

Born in Bixby, Ok., he wasa45year veteran of the industry, working in sales with E.K. Wood Lumber Co. and Pacific Fir Sales, and later as sales manager for Northern Lumber Sales, Newport Beach, Ca.

Mr. Privett is survived by his widow, Elsie, a brother, a sister, two children, and four grandchildren.

Julian North Cheatham, former executive vice president and director of Georgia-Pacific Corp., Atlanta, Ga.. died Jan. 23, 1988, while vacationing in Hawaii. He was 76.

In 1935 he joined the company his brother Owen founded seven years earlier, Georgia Hardwood Lumber Co., Augusta, Ga., which would change its name 20 years later to Georgia-Pacific. He served as export lumber manager during the 1940s, became v.p. and a director in 1947, and exec. v.p. in 1966. He retired in 1973, continuing as a director until l 983.

Mr. Cheatham is survived by his widow, Alyce, a son, two daughters, and two sisters.

AD I]NDtrX

,,North,'ggu ..l .

;.

Dlsdeno plarcthe tlaSsics.

There are those in any generation whose role is to oreserve the classics. And in specialty lumber, it's Disdero.

We play allthe grand masters. Top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we brino out all their finest nuances in "kiln-dried, verticaland mixed grain finish, pattern and siding.

But what you'lltreasure most about our oerformance is our versatility. We offer both standard sizes and custom millino. And we're a leading supplieiof Laminated Beams and Lock Deck@ Laminated Decking.

So the next time you're looking for a lumber supplier who'll give you an encore performance on all your favorite classics, call Disdero.

The West's specialty lumber distributor for over 30 years. Call toll-free (800) 547-4209. In Oregon calltoll-free (800) 452-5737.

Disdero Lumber Co.

P.O. Box 422471504 S.E. Woodward Portland, OR97242 (503) 239-8888