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.

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

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 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

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.

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 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

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.

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.

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.