Merchant Magazine - March 1990

When you want the handsome, long-lasting quality of redwood lumbel come to Georgia-Pacif ic. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a DrY Program means more choices for you!

Our Common Program is both S-Dry (190/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacif ic. And as a final assurance of quality, G-P is a memberof the California Redwood Asso-

ciation and the Redwood Inspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood

able through our Fort Bragg mill-or, through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

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

Editor-Publisher David Cutler

Senior Edltor Juanita Lovret

Associlte Editor David Koenig

Contrlbuting Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Steff Artist Ginger Johnson

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000t is published monthly at 4500 Campus Dr., Suite 4E0. I{nvport Beach, Ca. 92660. phone (7f4) 852-f90, by The lVierchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The lVkrchant ldag^zine, !500 C3mRus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates uDon request.

From all states east of the Rocky Mountains: Contact Jim Hein, national saies manaser. From Arizona, Nevada and California: Con-tact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.'

From Washington State, Oregon, ldaho, wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 774-3773 or 21819 77th place West, Edmonds, Wa. 98020.

Change of Mdress-Send subscriDtion orders and address changes to Circulation Dept., The lr,Ierchant Ma-gazine, 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660. Include address tabel from recent issue if possible , new address and zip code Subscription Rates-U.S.: $l l-one year; $17+wo years; $22+hree years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35: surface-$30; South America: air-$55: surface$30; Asia: air-$68: surface-$30: Europe: air-$98; surface-$30. Single copies-93; bdck c-opies-$4.50 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.

The principle behind our theory is relatively simple. P (profits) equal quality products and service.

When you call All-Coast you get quality products. We supply only the best materials available. As for service your order has top priority. Our staff of professionals makes on-time delivery happen. With distribution centers in Chino and Cloverdale, we get orders out faster than most other places.

We cut to length and ship Glulam Beams within 24 hours. Industrial and Architectural Glulams in sizes from3'/lrx9to 83/ x 19.5 with lengths up to 60 ft.

Our specialty is Douglas Fir timbers, from2x4'sthrough 18 x 20's. Redwood timbers, too, from 4 x 4's through 12 x 12's, by the piece, milled to specification.

wQuatity materials include treated Western Red Cedar is another wood to help prevent termites part of our inventory. Highand decay, also Dricon fire- quality Cedar for great pattern treated lumber and plywood. stock.

Redwood uppers, Pine board and patterns, fencing and Hardboard are among the many other products we carry. With All-Coast's huge, diversified inventory and very competitive prices you don't have to be an Einstein to envision the potentiai.

Call us today to profit from our theory. Ask for mathematical genius Mike Nicholson (in photo) or one of our other super salesmen.

FOREST PRODUCTS. INC

EDITORIAL

Oh Yeah, Who Says So?

E'RE thoroughly disgusted by all we hear and read on how this country lasto have a recession. It doesn't make sense to us.

For the past eight years the economists and the media gurus have relentlessly pounded home their message that America is about to, and should, suffer through a recession. What has happened during that period is that the economy has gained strength and vitality.

The Federal Reserve has done a reasonably effective job of managing the economy. There is no intrinsic reason why it can't continue doing so. The economy, generally speaking, is in good shape in most markets. There is no built-in reason why it shouldn't continue.

Some indicators are promising indeed. The startling changes in Eastern Europe and Russia could well produce an export oriented boom that would favorably affect even the smallest

DAVID CUTLER editor- publisher

dealer in the smallest town. Technology daily produces new marvels that could positively affect all markets in ways as yet unforeseen. This isn't pie in the sky; new products of all kinds mean more business for everyone.

The caution here is to avoid the insidious damage done by talking up the likelihood and "desirability" of recession. If every distributor and every wholesaler and every retailer would talk reality to customers, instead of the doom and gloom message of most of the media, we would all be better off. Just because last night's television newscast conjured up a kettle of supposedly alarming news, is no reason for all of us to mindlessly repeat their negative chant.

History proves that periods ofpeace and prosperity really happen from time to time. It would be a shame to talk ourselves out of the one we're currently enjoying.

Douglas fir, pine, green & dry hemlock, white fir, plywood

lf you enioy talking lumber with people' who know how it's produced, where it's produced, and who produces it, call us. We have over 100 years'experience at

QUALITY.

(714) 812-6681

(8oo) 777-7202

F AX 714-847 -7329

I'.O. Box 1970 16300 Gothard St.

Huntington Beach, Ca. 92647

Redwood

(707)826-707 4

F AX 707 -826-7083

P.O. Box 1i23

2001 Vassaide

Arcata, Ca. 95521

(209) 982-0825

(r.i00) 4s6-s638

FAX 209-982-'1553

P.O. Box 690

French Camp (Stockton), Ca. 95231

(503) 226-6240

FAX 503-226-4825

2895 Progress Wy.

Woodburn, Or.97071

Locate display decks in high traffic areas.

l)ramatize

12 ways to better DECKS APPEAL

Emphasize design versatility to harmonize with different styles of architecture: contemporary' Oriental, Victorian, modern, etc.

lllustrate how decks can be simplified or upgraded to fit various budgets and home sizes.

Provide deck design service, deck kits, help such as clinics for d-i-yers, installation, problem solving for difficult sites.

Promote your store as a deck specialist in advertising.

Offer displays as settings for garden shows and other activities which will attract people and publicity.

$ f ".n displays looking sharp at all times'

1 0 H3ffi

arr the 1 1 Use quality workmanship in models

with outdoor lurniture, flowers and plants.

Accessorize with lattice, railings, overhead structures, benches, planters, garden bridges-

CUSI0i! redwood decks in the Decks Appeal showroom, Plano, Tx., illustrate points all retailers should observe.

Answers to questions most often asked about redwood

By Charles J. Jourdain Vice President of Technical Services California Redwood Association

F ACH year the California Redwood Association's E technical services department gets thousands of phone calls and letters asking for information about redwood. In order of flrequency, siding and deck finishes, color restoration, nailing, specifications and grade description information is most sought.

Redwood sales and counter people are often asked m-any of the same questions. The following is a summary of frequently asked questions and answers.

Q: How do I keep my new redwood siding looking new and natural?

A: Clear water repellent finishes containing mildewcides help preserve the natural appearance ofredwood siding. They may not, however, prevent the natural color changes associated with the weathering process. Clear water repellents or water repellent preservatives are the most natural types of finishes, but they are also the least durable. They require reapplication every one ro rwo years.

Q: Whar rype of finish water repellent but pearance?

is more durable than clear still retains a natural ap-

A: Transparent and semitransparent stains may last from three to four years. These finishes contain pigments which protect the wood from the degrading effects of solar radiation. The best products contain water repellents, mildewcides and ultraviolet

light blockers or absorbers. When selecting a pigmented stain, CRA recommends testing finishes on a small area to be sure the desired color effect is achieved. Transparent stains contain less pigment than semitransparent stains and provide a more natural look.

Q: How can I achieve an immediate weathered appearance with a low maintenance finish?

A: Bleaching or weathering stains are available from several manufacturers. These provide a silvery driftwood gray appearance in six to twelve months. Periodic applications of a clear water repellent with mildewcide are recommended after the weathered look is achieved.

Q: I want to paint my redwood siding. Are there any special precautions I should take?

A: Redwood takes and holds paint better than most woods. It is important, however, to select and correctly apply the right primer. Onty oil or alkydbased stainblocking primers should be used on redwood. These primers are available from many paint manufacturers and are formulated especially for redwood, cedar and other woods with a high extractive content. Follow the manufacturer's recommendations for application closely. The best finishes will not perform if they are applied incorrectly. High quality acrylic latex top coats have the best durability.

Q: What is back-priming, and is it important that I A: back-prime my siding?

A: Most manufacturers of solid wood siding and exterior wood finishes recommend back-priming. Backpriming refers to applying a finish to the back of the siding before installation. All edges and ends should be treated as well. Back-priming provides additional insurance against extractive bleeding and dimensional instability or cupping.

Redwood Special lssue

Specialty siding nails perform best with redwood or other wood sidings. These nails have smaller sinkerheads with waflling to hold finishes. Siding nails also have thin ringed shanks for extra holding power and blunt tips to reduce splitting' These nails are available in either double, hot-dipped galvanized or stainless steel versions, and they can be ordered to match the color of the siding' Nails should be long enough to penetrate into combined wood sheathing and framing a minimum of l-1/2". Siding 3/4" thick will, therefore, require a2-1/4" (7d) nail. When using non-wood sheathing products, such as foam insulation, longer nails are required.

Q: My redwood deck has remained unfinished for several years. How should I prepare the deck and bring back its color before refinishing?

A: For years the CRA has recommended the tried and true method of a preliminary scrub with TSP and household bleach to clean the deck and remove mildew. To remove stains and restore the natural color, oxalic acid is then applied. Recently, however, many excellent commercially formulated deck cleaners and restorers have become available. These are based upon non.-chlorine bleaches, detergents and/or oxalic acid. The manufacturers of these commercial products supply comprehensive directions.

Story at a Glance

Redwood expert preps sales and counter people on answers to frequent questions proper finishes, nails and grades for projects simplified... current educational materials available.

Q:

What type of nail or fastener should I use for attaching decking to joists?

A: Top quality, corrosion resistant l6-penny ringed shank or spiral shank nails should be used. Smooth shanked nails usually result in nail popping if green lumber and/or wet pressure treated joists are used. Deck screws have also become quite popular. These should have bugle heads, be self-tapping, corrosion resistant and be manufacturered from hardened steel. Electro galvanizing and other methods of zinc coating rarely show the same degree of corrosion resistance as hotdip galvanizing'

Q: Are special nails recommended for applying red- wood siding? How long must the nails be?

Q: lf I specify Clear All Heart redwood, will it be kiln dried?

A: The proper specification of any wood product should include more than just the size and grade. The desired moisture content, type of grain (flat or vertical), surface texture (smooth or saw-textured), pattern description and pattern number where applicable, should all be included in the specification.

Q: What decking and joist spans should be used when designing my redwood deck?

A: Construction heart or construction common 2x6 decking should be nailed to joists which are spaced no more than 24" on center. Extra weight on the deck surface such as large planters, hot tubs or spas will require additional support. Typical 2x8 construction heartjoists spaced 24" on center can span 8'9" between support beams. For comprehensive joist and beam span tables, refer to the CRA publication Redwood Deck Construction.

Q: What redwood grade should be u-sed for fence posts or deck structures close to the ground?

A: Only all heartwood grades, such as Construction Heart, should be used for ground contact applications. These grades should also be used for deck beams and joists which are within six to twelve inches of the ground.

CRA's Technical Services Department is available to help answer your customers' questions. CRA also has a selection of booklets on the subjects covered above. which can be used as giveaways or reference pieces'

Redwood dealer posts big sales i

DRE-yINUFACTURED red- I wood tencing can more than make a name for your business. It can make your business. Sierra Lumber Co., San Jose, Ca., has centered

its retail and wholesale livelihood around the product, specializing in supplying and installing it in new residential subdivisions and commercial building projects.

The $12 million-a-year company doubles as fence subcontractor flor the area's many new large-scale developments, maintaining 35 installation crews in San Jose and another l5 out of its constructiononly Sacramento, Ca.. location.

The operative word is large-scale. "We work the subdivisions on a large quantity production system," says Sierra Lumber estimator Rob McElhiney. "We will do custom residential one-off jobs, but the price will be more. lt's like a plumber coming to your house on a special

Story at a Glance

Redwood retailer/wholesaler carves a niche in pre-manufactured fencing... doubling as subcontractor, the company mans 50 crews for large-scale installations.

We need to tell our side of the story

By Keith Lanning President and General Manager California Redwood Association

T HE redwood industry has pro- I duced and sold redwood for more than a century - through good times and bad. We have survived depressions, war, government timberland acquisitions and building recessions.

In the 1990s we will be coping

with increasing concern about the harvesting of old growth timber, cutting practices and animal habitats. We will also be dealing with a onesided media and environmentalist extremism in the presentation of these issues. We are not, however, facing these problems alone.

There are no easy solutions to these problems, but we believe the path to choose is communication on many levels. We are a responsible industry committed to timber production on a longterm basis.lf the public is made aware of the true facts about the wood producing industry, they

ilElTilEf.neighbor can complain he has the wrong side ol the fence since standard detail, 6, high, 1" closed louver fencing looks the same on botn sides, making it the mosr common choice for subdivisions.

anufactured fencing

call, as opposed to a team of Plumbers doing the same work on 150

The firm additionally supplies and installs trellising and decking. "Usually we'll put the extras in at the model site of the subdivisions," McElhiney explains. "And the builder will have plans drawn uP, offering the decks and such as options on the units."

The flrm is a division of Redwood E,mpire, which supplies much of the material Sierra Lumber uses. Yet redwood is the wood of choice for other reasons.

"Out here they're building a lot of subdivisions with small yards," McElhiney says. "And redwood is an economical way to put in a lot of little fences. Also it's a decorative item and it holds up well without anything being done to it; it can be painted or stained, but it doesn't have to be. So, it's cheaper than chain link or brick wall."

In addition to a full line o[ redwood products, Sierra Lumber stocks some pressure treated Douglas fir, mostly for framework and the underpinnings beneath decks, and for retaining walls, for which regulations occasionally require the use of treated materials.

The company also sells to a walkin trade of do-it-yourselfers and contractors, but even the retail business is centered on the core o[ pre-manufactured redwood. "We're full service in that we have everything they

need for their redwood projects, but not in the sense that we sell, say, ladders or have a paint department," he says.

Carving a niche for itself in Premanufactured redwood fencing has afforded Sierra Lumber an enviable reputation in the area. SaYs McElhiney: "We just rely on word of mouth. We have to bid on the Projects and stay competitive, but we're kind of lucky. We don't have to go out and actively seek the business. It comes to us."

cannot in fairness form judgments based on one-sided emotional rhetoric produced by environmental extremists and media opportunists.

Unlike most building material manufacturers. the wood industrY produces a truly renewable resource. For example, redwood manufacturers are harvesting many fullY grown young trees after only 50 to 60 years. The public should be made aware that if America is to build the homes it needs to solve our current housing crisis, timber manufacturers must be allowed to continue to Profitably, responsibly manage and harvest our forests.

It seems very imPortant that we all be prepared to answer questions from the media, environmental groups and government entities in an open and concise way. presenting the information in formats that are

easy for the lay person to understand. Only an informed public will be able to examine the forest management situation in all of its complexity and react to it intelligently.

We already have on our side excellent information outlets like the American Timber Council and the American Forest Resource Alliance.

Story at a Glance

Communication with the media and public is essential if the wood industry is to overcome our current bad Press. with education the present climate of hostility can be overcome.

By continuing to work together as an industry, we hope to see the climate of hostility to timber producers improve.

Closer to home. as redwood timberlands have matured, the redwood grade mixture we Produce has changed. We anticipate the majority of redwood produced in the 1990s will be from second growth timber. However, there are some mills Producing lumber from old growth trees. We anticipate this product mix to remain constant throughout the decade, providing no legislative land acquisitions are forced upon us.

We are confident that the redwood industry will be able to surmount the new problems of the 1990s in the same businesslike waY that we have dealt with Past difficulties and to supply future markets with our quality Product.

RE0W00D lencing on inclines olten incorporates block pilasters,

Remodelers need redwood

D EMODELING is in for the I | 1990s. "This will be the decade when the dollar volume of residential remodeling surpasses new home building, " predicts economist Robert Sheehan, Regis J. Sheehan & Associates, Mclean, Va.

Basic with elegance and style is the architectural trend forecast. On

the what's in for the '90s list: multilevel decks with built-in seating and planters; traditional detailing; columns, mouldings, cornices and chair rails, expensive durable material.

Is redwood compatible with this forecast? Decks, arbors, outdoor rooms, gazebos and garden structures certainly are. Less obvious, but an equal match, are siding, millwork and architectural woodwork including columns and Victorian patterns and profiles. Of course, redwood is synonymous with durable.

A dealer can establish a profitable niche for himself in special order redwood millwork for remodeling. Only a full line lumber yard can mill special orders, but any retailer can build a business by utilizing millwork specialists.

Story at a Glance

Ways to develop a marketing niche in redwood for remodeling . . .overview of the market ...ways to become a specialist

.why high margins are possible.

Jim Stroupe, sales manager at Windsor Mill, Windsor, Ca., one of the largest redwood moulding manufacturers in the United States, is a Victorian architecture buff as well as a lumberman. "Niche marketing redwood moulding for remodeling can be most profitable with the best margins in the business," he says. "Very few stock or display it, but it can put money on the bottom line."

Renovators need redwood for remodeling or repairing homes originally constructed of redwood. Be-

Niche Marketing Tips

o develop a relationship with a custom millwork house.

o have an in-house pattern and profile expert.

o establish a siding pattern and moulding profile catalog library.

. have a pattern and profile sample board.

o participate in vintage home tours or shows.

speak at restoration meetings. advertise in remodeler publications and newsletters, home and garden magazines and newspapers.

encourage referrals with special thank you letters.

send out flyers promoting your position as a redwood millwork specialist.

o become a source for related materials such as hardware.

cause redwood mills well, it is possible to copy the original pattern or profile to produce perfectly matching siding or millwork. Redwood also is extremely stable and will withstand exposure to moisture. rain. snow or tropical climates which rot other woods. Redwood takes paint well to match original surfaces better than a substitute.

The redwood remodeling market extends beyond private homes. In many areas downtown business blocks dating from the last century are being renovated. Redwood is essential for achieving an authentic look.

Redwood is necessary to replace missing or abused interior paneling, staircases, moulding and cabinetry for the same reasons it works well on the exterior. If the wood must match natural finish redwood, no other wood can be substituted since only redwood has the lovely cinnamon color. Purists restoring houses or buildings to the fashionable look of the past demand redwood and are willing to pay a premium for it.

Although the architect or specifier for a home or building may go straight to a custom mill, the remodeler or homeowner will often prefer the ease of dealing with the local lumber store. The location, hours, friendly service and credit arrangements make it a convenient choice.

Dealers win in deck contest

Fl EDWOOD retailers who cashed I I in on the added interest in redwood decks created by last year's problem solving deck contest have a chance for a repeat performance.

Some 1000 dealers displayed counter cards with tearaway entry blanks for the California Redwood Association / Popular Science competition. They also packed contest entry information into redwood garden grade deliveries to deck sites. As a promotion incentiye in the nationwide contest, CRA offered a $1,000 retailer bonus to the dealer selling the redwood for the winning deck.

Point of purchase materials, newspaper and trade publication publicity spread word of the contest. CRA received 150 entries from all over including Arkansas, Tennessee. Texas. Oklahoma and numerous western states.

In addition to the $ 1,000 first prize, two $500 second place and two $300 third place awards were made.

A multi-page color story of the five winning decks will appear in the April Popular Science. Dealers are being encouraged to check out these innovative examples of how outdoor living areas can be expanded and existing site problems solved with decks. They should be useful in their spring deck planning and building promotions. Teamed with deck building clinics and CRA how to and idea booklets, retailers can use the deck contest results to establish themselves as redwood deck experts in their region.

Story at a Glance

Ways dealers used nationwide deck building contest to sell more products. the role of counter displays, entry blanks, information packed with orders... rerun opPortuitY due this spring.

Wll{llERS in problem solving deck contest used ingenuity to overcome site obstacles while relying on dealers to supply redwood and other needed materials

Quality Control Starts at a Very Early Stage at Pacific DE

w fft:ffitb It's time I

Southeast Forcst Products Whatever happened tb-. . ?

By Matt Moulder

Responsib/e lournalism? Recently I ran across an editorial in a major city newspaper that definitely should be considered either slanted or irresponsible. The editorial was entitled "WANTON VANDALTSM: tHf OfSfnUCTION OF AMERICA'S RAIN FORESTS." The writer of the editorial had sone hiking in Washington's Olympic Peninsula near an area that had recEntly been logged. Readers of this newspaper article were told that: (i) There are only 1.4 million acres remaining of the "original 31 million acres of temperate rain forests in the lower 48 states." This statement is grossly inaccurate. There are 2.7 million acres of federally owned old erowih in the State of Washingbn alone.5.3% of this is preserved and wifinever be cut.

The article went on to say that (2) Lumber industry claims that ten lumber mills have closed their doors recently due to environmental iniunctions are i'poppycoc.f l. ff'q real.c_ulprit is "old growth being shipped to ldpan at the rate of 3.5 billion board feet every year." Another not so true statement. The U.S. Forest Service regulations prohibit the export of federal timber in the lower 48 states. The timber that is being exported is from private and state owned lands and these logs are largely second growth and not old growth. Furthermore. inland millslind it uneconomical to export logs due to their obvious freight disadvantage. Many of the recently closed mills are inland mills.

A third allegation stated that "the U..5. Forest Service soonsored the destruction of the salmon and steelhead fishery on the South Fork of the Smith River in ldaho." ldaho may be different, although I doubt it, but in California a logger can hardly tiptoe across a stream w'ithout an C).K. from the Fish and Came Department. These folks have a lot of say so when it comes to logging around streams. I have yet to meet a Forest Service employee or a Fish and Came representative who was not fiercely protective of the environment. I find it hard to believe that the Forest Service "sponsored the. destruction of a fishery." The biggest problem with steelhead and salmon preservation in ldaho, I am told,'is.Uonneville Dam on the Columbia River. Many of the fish that go to the ocean can't get backl

The last item in the editorial is a real humdinser. lt informs us'that,,the Forest Service leases timber rights for a fraction of its market value, subsidizing an uneconomical industry." Even the most uninformed must have questioned this tidbit about Forest Service timber soinq for .t fraction <if its market value what with sawmills closing down right and left. An uneconomical industry? To quote the Washingti;n Newsietter by Kiplinger, 2/9/9O issue, "Tighter supplies of lumber and higher prices in the next few months due to restrictions on cutting trees from U.S. forests in Oregon and Washington comes at a time of surging demand for timber for exports and remodeling." On the contrary, the lumber industry is one that is vital to the economic well being_of this < ountry and, furthermore, Kiplinger's observation points to the need for more timber for this industry in order to aid the government's ongoing battle against inflation.

OW is the time to think ahead to summer. In a couple of months customers will be looking for gazebos, summer houses and garden swings. A little pre-planning will put your advertising on target and have demo models readv for display.

Experts advise aiming your merchandising and advertising at women. Position your ads in the sections of the newspaper read most by women. Sell the glamour and sociability of entertaining in handsome garden rooms. Stress the fun a family can have with the gazebo and the garden swing. Emphasize that a husband (or wife) can assemble the items easily.

Place a demo model of the gazebo in an area of the store shopped by women, not in the lumber yard. Add a garden swing. Decorate with plants and garden furniture. Make it easy for a woman shopper to imagine spending a leisurely, cool afternoon there or entertaining a group of friends in the twilight.

Ordering kits made from redwood is the easiest way to meet your customers' dreams and needs. Because they come pre-engineered with all wall segments pre-assembled, horizontal to vertical joints screwed together and roof panel frames nailed and glued, they can be put together successfully by a non-carpenter. Many kits are pre-stained and packaged with fasteners. These benefits almost sell themselves to do-it-yourselfers.

Generous margins on most kits are augmented by sales of tools, concrete, hardware, stain and accessories. Many kit manufacturers offer deck kits, steps, flooring, beverage bars and a variety of doors and windows for customizing structures.

Sell the convenience and sizzle and reap the profits ofeasy handling, add-on sales and ordering as needed from your distributor.

et ready for summer sales

Story at a Glance

Suggestions for targeting redwood garden structures to women... ways to advertise and merchandise, sell glamour and convenience.

NEWS BRIEFS

HoneClub opens its fourth Arizona warehouse store in Tempe and its 25th So. Ca. store in Laguna Niguel this month; ground has been broken for a second Portland, Or., location and a site selected in Simi Vallev. Ca. . the Seattle, Wa., area stores offered a free fingerprinting program for children

The Terry Companies will open a new location in Saugus. Ca.. this spring and rebuild and remodel the store and sheds destroyed by fire last December at Northridge, Ca..

Simon Stores, Walnut Creek, Ca., will remodel two units this spring . Ziegler Lumber Co., Spokane, Wa., plans a $500,000 replacement store for its Havden. ld.. Ziegler Building Cenrar .

Dunn Lumber, Kent, Wa., remodeled its showroom with plans to renovate the storage area . Brian Stewart purchased Country Store in lone, Wa., from retiring John and Nancy Riley, and renamed it lone Harclu,are

Srslers Hardv,are. a Coast to Coaslf,ranchise, has been opened by Lloyd and E,lizabeth Morrell in Sisters, Or. . Ernst Home & Nursery, Seattle, Wa., will be a regional sponsor for the Goodwill Games in Seattle this sunrmer

Yardbirds opened a 40,000 sq. ft. store in Rohnert Park. Ca.. Mike Jones, mgr. Hammond Lumber Co., Bellflower, Ca., lost a portion of its roof and had three inches of water in its showroom during a February storm

Grossntan's Western Division has opened a 66,000 sq. ft. warehouse store with a drive-through lumberyard in La Habra, Cra, . Nalional Lumber. Fountain Valley, Ca., will close its distribution center and use direct shipping for its stores . .

Western Ltrmber Co., ('hula Vista, Ca., sold 2.55 acres for development . . San Bruno Lumber Co., San Bruno, Cla., contributed to the recent remodeling of a kitchen for a disabled Viet Nam veteran

Ter4v Sash & Door Co., under the management of Buz Taylor, will open on the site of the Tarzona Lumber Co., Tarzana, C'a. Miller Forest Products has been opened in Bellevue^ Wa.. by Millar Shingle Co.. (iranite Falls,Wa....

WTD Indus{ries, Inc., purchased 45 million b.f. of timber: a Clottage Cirove, Or., sawmill; a Yoncalla, Or., veneer plant, and a Judith (iap, Mt.. sawmill from Melvin and Norman McDougal and Christopher C. Meyers WTD's Trask River Lumber Co. (Paci.l'ic Ha rdwooclsTillamook Co.), Tillamook, Or., will be converted fiom hardwood ln. ::t *ood production by May

Andel Forest Products is a new Santa Rosa, Ca., firm founded by Karl Drexel to specialize in redwood and cedar Evergreen West Wholesale Lumber Inc." a new olllce wholesale/distribu tion yard was opened in Woodinville, Wa., by Bob Rosso . Meyers

Wood Products Co. has been opened by Benjamin Meyers in Eugene. Or.... Semans Moulding Co., Sacramento, Ca., is reorganizing under Chapter I I bankruptcy. (iary Semans is no longer affiliated with the firm Slnw Lumber Co., Orange, C'a.. is closing. according to a companyspokesperson...

Louisiana-Paci/'ic, Portland, Or., will introduce a new fiber gypsum wallboard type product made from gypsum and waste paper this spring States Industries, Inc.. E,ugene, Or., added LiPC bar code labeling to its retail products . .

Bottclli Windows and Doorshas nroved its offices and manufacturing from San Francisco, Ca., to Oakland, Ca.

Normattdy Frames will move liom Paramount. ('a.. to an I 1,000 sq. ft. warehouse and lumber mill in Huntington Park, Ca., by early summer, closing the present location

Marc'er Prulttt'ts (b. opened a new 16,000 sq. ft. warehouse and customer service center in Rancho ('ucamonga, ('a.... U.S. Truck Crane (MobilArm), York, Pa., has been acquired by JLG I ndttstries, ln c,, McO onnellsbu rg, Pa....

lnlanrl Timber Co.. Colton. C'a., plans to update and improve milling facilities and install extenslvepavrng...

Housing .stal'ts surged a record 29.60h in Jan. (latest figs.) to a seasonally adjusted annual rate of 1.625,000 units.. single f-amily home starts were up24.80lt; nrultilamily units, 50.loh. . permits for apt. bldgs. of five or more units leaped 90.00h... total bldg. permits were up 26.11Y,t

CALENDAR

MARCH

Western Building Material AssociationMarch 12, district meetings, Astoria, Or.; March 13, Portland, Or.; March 14. Salem. Or.

Phoenix Hoo-Hoo ClubMarch 13, spotted owl meeting & dinner, Beef Eaters Restaurant, Phoenix. Az.

Spokane Hoo-Hoo Club - March 15, meeting, Spokane, Wa.

Southwest Pine AssociationMarch 15-16, annual invitational golf tournament, Scottsdale, Az.

Dub's LtdMarch 16, golf tournament, Boundary Oaks Golf Course, Wdnut Creek, Ca.

Western Decorating Products ShowMarch l7-18, Disneyland Hotel, Anaheim, Ca.

Woodwork Institute of CaliforniaMarch 20, area meeting lrwindale, Ca.

Western Building Material AssociationMarch 20, district meetings, Billings, Mt.; March 21, Great Falls, Mt.; March 22, Kalispell, Mt. (tentative).

Montana Building Industry AssociationMarch 22-24, annual meeting, Missoula, Mt.

Inland Empire Hoo-Hoo ClubMarch 23, golf & roast, Los Serranos Country Club/Pyrenees Restaurant, Chino, Ca.

National Lumber & Building Material Dealers AssociationMarch 24-27, legislative/leadership conference, Washington, D.C.

Wood Preserving Industry Legislative ConferenceMarch 26-28, Washington, D.C.

APRIL

The Big Show - April 4-6, construction exposition, San Diego Convention Center, San Diego, Ca.

San Joaquin Hoo-Hoo Club - April 6, Casino Night, Kingsburg Gun Club, Kingsburg, Ca.

National Particleboard Association - April 7-11, semi-annual meeting, Carmel, Ca.

Woodwork Institute of California - April 10, area meeting, Bowser Cabinet & Casework, San Diego, Ca.

West Coast Lumber Inspection Bureau - April 13, annual meeting. Portland, Or

Los Angeles Hardwood Lumberman's Club - April 16, dai at the races, Santa Anita Racetrack. Arcadia. Ca.

Western Building Material Association - April 17, district meetings, Seattle, Wa.; April 19, Bellingham, Wa.

Spokane Hoo-Hoo Club - April 19, meeting, Spokane, Wa.

Dub's Ltd. - April 20, golt tournament, Fountain Grove Country Club, Santa Rosa, Ca.

Western Building Material Association - April 23, district meetings, Eugene, Or.; April 24, Medford, Or.; April 25, Coos Bay, Or.; April 26, Bend, Or.

Kitchen/Bath Industry Show - Aprit 2l-23, McCormick Place, Chicago, Il.

Wood Machinery Manufacturers of America - April 2l-25, joint industry convention, Hotel del Coronado. Coronado. Ca.

Earth Day - April 22.

RE (lD

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HOME CENTIER MTRCHANTI

BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

Al our retailer workshop last week, I./bund myself talking about an experience that demonstrates the e/lbcts of misleading advertising. I ran this story as a rclumn almost l0 years ago. It's worth repeating.

/'l uvrnrtSINC is rhe most expen-

Fl srve anq leasr prooucuve cure Ior a sick store. I've been witness, and sometimes party, to increasing an ad budget in the attempt to bring the volume and margins up to a store's projections. Alone, an increased ad budget never worked!

Many retailers look upon advertising as chicken soup, penicillin, the wonder ingredient that's going to bring in traffic and make customers buy. lt won't. Advertising is the vehicle that carries a message about merchandising and services. No matter how fancy or powerful that vehicle, unless the store realistically pre-

sents those products and services, the advertising alone won't cure the ills.

During my days as director of sales promotion for a home center chain in the midwest, the fifth store we opened in town missed our first year's goals substantially. A task force moved in to uncover the problems. We lound the manager was a close-minded, iron-fisted, doit-my-way personalityand the rest of the store's management team was ineffective. There was much employee dissension. Customers felt uncomfortable shopping in the store. The out-ofstocks were at two or three times that of the other stores in the chain. And. we were not as competitively priced as the market area demanded.

Immediately we replaced the store manager with the best "people" man we had in the bull pen. Next we instituted a special promotion program in the immediate shopping area of the store. The

finest sales letter I have ever written was part of that campaign. It was a simple letter. The top was adorned with a photo of our new, smartly attired manager. Over his signature was an invitation to come in, see the changes, and shake his hand. The letter was warm, sincere and inviting. But it was also too soon! The letter was a cure for the traflic ailment - but the patient almost died.

Our campaign brought back many customers who had previously committed themselves never to shop there again. They shook the manager's hand, and then proceeded to seek out the promised changes. They couldn't find'em. Instead they laced the same disgruntled sales staff, the same poor housekeeping and merchandising and the same noncompetitive prices.

The store eventually made it. It's now doing very nicely, thank you. But it took the third time around for us to realize that it take more than words. It takes merchandising action. In-store merchandising. In-store action.

Most importantly we learned that we had to be specific in telling the sales force what is expected of them and how they can meet our expectations. Our ads talked about our "friendly, knowledgeable sales help." Too many times, however, our customers recognized that the guy behind the counter wasn't the guy who wrote the ad.

OPERATING OPPORTiUNITITS

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

This month's column is written by R. P. Nichols, a management consultant in Tuc' son, 42., and an associale ql WallY Lynch -ed.

Ll ow wouLD you define manage- I I ment? There are hundreds of books about management, many Pages filled with detailed examples and lengthy case histories.

They all agree on this basic definition: Getting things done through the efforts of other people.

If we keep this simple statement clearly in mind, the development of effective management practices evolves in a logical and straightforward manner. First, a clear understanding of the company's objectives is necessary. The procedures and programs designed to attain these goals and those responsible for them must be understood.

Next comes feedback. or control. to

make sure everyone is doing his part effectivel-"-. Far too often 've get so involved in the details of the business itself (inventories, sales, etc., etc.) that we forget all will generally come out satisfactorily if we have well trained and strongly motivated people doing their jobs effectively. The day-by-day management emphasis should be on PeoPle.

How does one adapt these principles to the routine operations of a company?

The best way is to start at the top with the boss. ll he finds the recommended practices and ideas useful and productive in his relations with those reporting directly to him. they can be introduced and adopted at all levels of authority.

The first step is for him to set uP a meeting with each of his top executives to define that person's basic responsibilities. how he carries them out, the limits of his authority and how he will work with other executives and departments. This is the time to review the entire scope of the operation that particular executive is responsible for and draw up

a specific list of actions to be taken by him and by his people to attain the objectives.

Each objective should be Planned within the following check list:

(l) What is to be done.

(2) Tools required to do it.

(3) Anticipated cost.

(4) Special training required.

(5) How progress will be measured.

(6) Target date for completion.

(7) Other factors that will arise during the meeting.

How do you support this planning into implementation?

A flexible schedule should be set for follow-up meetings to discuss each item on the following "to do" list:

(1) Determine progress being made.

(2) Is it on schedule?

(3) Are there obstacles causing delays?

(4) How can these obstacles be eliminated ?

(5) Will help be needed?

(6) Must outside help be brought in?

(7) Can the boss help?

(8) Have lactors surlaced since the previous meeting that call for a reevaluation of the basic program?

(9) What actions can be taken to improve performancet

(10) Any matters that arise out of the meeting itself.

Ample notes should be taken by both participants to insure that agreed upon actions are taken.

A dedication to these princiPles throughout your company will lead to surprising and highly gratifying results.

WESTERN ASS0CIATT0N

Western Building Material Association's Young Westerners Club will bc headed by president Stevc IIenna. Volco. Inc.. Twin l:alls. Id.. during 1990

Others elected at the 1990 con{'erencc in Boise, Id.. Jan. l8-2 | , incluclc vicc president Terrl' Willei'. Knoll Lumber (1o.. Kenmore. Wa.. secretary/treasurer (lhuck Stout. Irrigators I-umber. Caldwell. Id., and trustees Pat []ates, Seattle Lunrber ('o.. Renlon. Wa.; []ert l:isher. MacMillan llloedel. Tacoma. Wa.: Jim Morse, L & M Building Supply ('o.. Portland. Or.. Chris Perrin, Capital Lunrber Co., Iloise, Id.; Tim Van Zant, Orepac Building Products. lloise. Id.l (iasey Voorhces. Eugene Planing Mill. I:ugene. Or. Kyle Kincaid, Knoll Luntber, Kenmore. Wa.. is past president.

(lonference programs covcred entployee training, product knowledgc, store security, dealer/vendor relations, environnrental issues. tintber supply. global issues and trencls impacling the industry.

Terry Wille,'-, vicc president. said, "On behalf of all the Young Westerners in atlendance at this year's conlerence. I would like to thank personally those that realized what a great resource thc YWC conferencc is and made lhe conrnritnrents to send their people to it."

Kirk Sullivan. vice president/governnrent and environntental alfairs. lloise

Cascade ('orp., Jim Bender. RobinsonBender & Assoc.. Craig Knoll. Knoll Lunrber Co., and I)oug Cole, director of loss prevenlion. Ilartell I)rug ('o., were amor.lg those speaking. The (i regg \\'harry Agency hosted an hors d'oeuvre party.

Western Hardwood Association is u'aiving the rcgistration fee Ibr prospeclive rtcu nrenrhcrs al thc snring ntceling irr Ashland. Or.. April 25-27.

Ken ('hristensen, Iluntbolclt llay lorest I)roducts. I:ields l-anding, ('a.. has plannecl an oLllstancling progrant lirr thc scconcl dav ol- the working nreeting. Roundtable discussions o1'grading. legislalive concerns. econonrics. industry ancl thc next convention will bc held on the third nrorning. Leaders arc .lerry IIane1,. Warren llailey. Ilob I'latz and Ken Njc( oun.

Get Personal

To add a personal touch. when your receptionist infbrms you John [)oe is on the line. pick up the phone and say, "Hello. John!"

Western Woods Adds Division

Western Woods l)istribution I)ivision, ('hico, Ca.. is a newly-fornted division of Weslern Woods, Inc.

J'he new yard, which occupies a 2.-5 acre site. sells green and dry lumber as well as all panel products. The nrarket area is central ('alifornia fionr Bakerslleld north to the Oregon border.

Western Woods, Inc. is n.)arking its l9th year. The ('hico-based conrpany began with two salesnren and one secretary. In June 1989, they acquirecl Whittaker I;orest Products, ('hico, lronr Larry Whittaker who had been one of the original two salesnren for Western Woods. Inc.

T'oday the firm has 19 salesmen and sells 360 nillion board feet a ]-ear in all species. In addition to the new distribution division, the organization includes Western Woods \d'hittaker I)ivision and parent contpany Western Woods, Inc., with branch ollices in Redding and Willits. Both the Western Woods. Inc. and Whittaker divisions sell in ('alilbrnia. Nevada and n rizona.

Managenrent includes Rick Richter. president: Bud Bristow, nranager/Whittaker I)ivision. T'ont Von Moos. manager/distribution yard division. More divisions are in the planning slage to allow for additional diversity. "We are con.tntitted to a luturc of growth and service to the industry," notes Richter.

PALCOREDWOOD

Patterned Paneling and Geiling

Patterned redwood paneling and ceiling is stylish with either a natural finish or a paint. TheV pattern shown has been painted with an interior paint.

Redwood patterned paneling for quality interior designs

Palco's patterned paneling and ceiling comes in Clear grade which has a varying blend of cream colored sapwood and russet colored heartwood.

The s/ex4 inch pattern has an edge and center bead on one side and an edge and center V on the other, providing two distinctly different design options.

Redwood patterned paneling comes in random lengths from 3 to 20 feet with plenty of long lengths to span ceilings and walls with a minimum of joints.

Palco's paneling has allthe exceptional qualities that made redwood famous. Unlike other wall coverings, natural

redwood has a special beauty and elegance. Redwood is a good insulator and it helos to reduce the transmission of noise through walls. Redwood has a naturalfire resistance and it has a lower flamespread rating than most other woods. These unique properties make redwood a favorite of architects, designers and builders.

Redwood makes the job easier too. It is lightweight and contains little or no pitch or resins, making it easY to handle, saw and apply. This pattern can be glued or blind-nailed through the tongue, eliminating the timeconsuming chore of countersinking and covering exposed nails.

Specifications:

Name:

Palco Redwood

Patterned Paneling and Ceiling

Nominal thickness: 5/e inches

Net thickness: elo inches

Nominalwidth: 4 inches

Net width: 35lo inches

Lengths: 3 to 20 feet

Pattern:

Reversible pattern, edge and center bead one side, edge and center V one side

Grade:Clear grade, flat grain

Seasoning: Certified Kiln Dried

Sample Specification: 5/ax4 3120' Clear, F.G. redwood ceiling, E&CB1S/E&CV1S, Certified Kiln Dried

Other redwood paneling and ceiling products are available in a variety of grades, sizes and patterns.They can be special ordered in single piece, full length boards or PALCO-LOC which is made of several short pieces fingerjointed and end-glued.

This 4-inch reversible pattern has a bead on one side and aV on the other.

Georgia-Pacific Wins Nekoosa Takeover Fight

Georgia-Pacific won its four month hostile takeover battle for Creat Northern Nekoosa Corp. in a merger valued at $3.74 billion.

Nekoosa's determination to hold out for higher stakes was weakened by losing antitrust and anti-takeover defense rulings as well as not being able to find a third party interested in buying the company. Georgia-Pacific made a final offer of $65.75 a share which the company accepted Feb. 19. As part of the agreement, Nekoosa must pay G-P as much as $ll0 million i[ they terminate the merger.

Georgia-Pacific is assuming $1.3 billion in Great Northern debt in addition to acquiring 57 million common shares outstanding for $3.7 billion.

No date has been set for completion of the deal. As part of the transaction, Nekoosa will pay its previously declared quarterly dividend March 31. This raises the total consideration to $66.08 per share.

Duke City Prepares For Move

Duke City Lumber Co., Albuquerque, N.M., will consolidate plant operations in Espanola, N.M., when construction to add a new boiler and dry kiln is completed at their mill there, according to Tom Lapinski, president.

Target date for finishing construction and moving from Albuquerque is September. Corporate headquarters will remain in Albuquerque.

Wood Roof Suit Awaits Reply

The Cedar Shake & Shingle Bureau is still awaiting a response to its lawsuit protesting the six-month-old ban on wood shingle roofs in Los Angeles, Ca.

"There's been no change," said Michael Westfall, bureau president.

The group was especially worried other cities would follow L.A.'s lead, as city councils in Glendale and other nearby communities proposed similar ordinances. But while "other cities joined in at first," said Westfall, "that seems to have tapered off."

Final negotiations were worked out by phone with the boards ofeach company meeting with their investment bankers. A total of $4.5 billion in financing had been in place since December in an arrangement bY the Bank of America with a syndicate of domestic and international banks.

Merger of the two companies will create the largest forest products

company in the U.S. Combined sales in 1989 were about $14 billion.

G-P in addition to being a major producer of wood products and building materials makes newsprint and groundwood paper and has extensive timber holdings. Great Northern Nekoosa produces newsprint, packaging and uncoated printing paper. It also has significant timber holdings.

Great Northern Nekoosa is based in Norwalk, Ct., Georgia-Pacific in Atlanta, Ga.

Timber Summit

The leaders of the Pacific Lumber Co. and Louisiana-Pacific met behind closed doors recently with Northern California lawmakers to discuss their companies' logging plans.

California state senator Barry Keene, D-Benicia; representative Doug Bosco, D-Sebastopol, and assemblyman Dan Hauser, D-Arcata, called Palco's Charles Hurwitz and LP's Harry Merlo to Sacramento hoping to reach long term pacts concerning future industry logging practices.

"Frank, sometimes intense" talks Jan. 29 with Hurwitz focused on Palco's request to log its 3,000-acre Salmon Creek Forest, the largest privately owned, contiguous parcel of old growth redwoods in the world.

Repeat meetings in early February produced a compromise: Palco would not log the forest for a two year period as long as its other harvest plans went unchallenged by environmentalists.

While the pact promises Palco no special privileges or stops no one from enforcing any laws, it does allow the company to resubmit har-

vest plans for the Salmon Creek F-orest if no other timber source is available.

Palco president John Campbell said his company "entered into this agreement in good faith and it is now time for our adversaries to show the same good faith."

The compromise also permits the Legislature to hire an independent auditor to evaluate whether Palco's recent doubling of its rate of harvest is damaging the long term productivity of the forests. "We have not tripled our rate of cutting as claimed by the environmentalists," noted Campbell. The use of an auditor, he pointed out, "will ensure that harvesting is done on a selection basis and not by clear cutting."

The two firms have also voluntarily agreed that they would not export raw logs.

- Bosco aide Bruce Taylor said the agreement "allows the dust to settle and tempers to cool offso people can consider these issues calmly."

Meanwhile, Merlo met Feb. 5 with the trio of lawmakers to discuss L-P's plans to barge lumber to its new plant in Mexico, where the lumber would be dried. finished and

returned for sale in the U.S. and other markets.

L-P is currently building a $12 million planing mill at its site north of Ensenada, Mexico, but plans for a larger, $100 million complex with as many as l2 different mills and 1,000 employees are also being considered.

Fineman On Millwork Board

Samuel M. Fineman, president and ceo of Bel-Air Door Co., Studio City, Ca., has been elected to the board of directors of the National Sash and Door Jobbers Association.

Fineman is a graduate of the Los Angeles City College, a past director of the Alhambra Chamber of Commerce, and a sponsor of the Los Angeles County Museum of Art and the Los Angeles Zoo Association.

He recently turned over his Tyre Manufacturing, Inc., the parent company of Bel-Air Door, to Credit Managers Association of California for voluntary liquidation of the Alhambra. Ca.. facilities. He said that he retains the Bel-Air name and that it will be used in a new import busiNESS.

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PERSONALS

Dennis Heiman is the new branch mgr. at California Builders Supply, Fremont, Ca., according to Nick Elardo.

Ian B. Davidson has been named a director of Plum Creek Management Co., Seattle, Wa.

Paul E. Gagne has been Promoted to pres. and c.o.o. of Canadian Pacific Forest Products Ltd.

Michael O'Halloran, asst. director, American Plywood Association technical services div., was presented the prestigious L.J. Markwardt Award by the American Society for Testing & Materials. APA's Michael McDonnell has been transferred to London, England, to succeed Francis R. Tighe as United Kingdom market mgr., reports Tom Fast.

Bill Hancock, Georgia-Pacific, San Leandro. Ca.. has retired as western regional credit mgr. Bill Hall succeeds him.

Keith Ker. founder. Max Ker & Son Lumber Co., Idaho Falls, Id., has been inducted into the Mountain States Lumber & Building Material Dealers Association's Lumber Dealer's Hall of Fame.

Rick Saunders has been named gen. mgr. of WTD Industries'newly purchased Central Point, Or., sawmill.

Scott McPherson is handling sales for the Mid-West div. of Perry H. Koplik & Sons, Portland, Or., reports sales mgr. Bill Goudge.

Mike Boone is now plywood & veneer sales mgr. for TreeSource, Portland, Or. Bill Koll is new to plywood sales.

Robert Connell, v.p. of sales & mktg., Fluidmaster, Inc., Anaheim, Ca., has been added to the Home Center Industry Conference executive committee.

Chris Cramer is new to plywood sales at Boise Cascade, Boise, Id.

Tom Denig has been named pres. of Trus Joist, succeeding Dave DeWitte, who has resigned after 12 years with the co.

John Pederson has been appointed national accounts mgr. of consumer products for States Industries Inc., Eugene, Or., according to sales mgr. Jack Gray.

Joe Zabaldo, Tree Products, Lake Oswego, Or., has retired after 30 years in the business.

Dick Malone, inland products mgr., Cascade Empire, Portland, Or., has retired after 40 years in the business. Mike Bailey succeeds him.

Cecil Walters, Maks Wood Products, Eugene, Or., has retired after 44 years in the industry, the last 20 with Maks.

Ronald Sykes is the new v.p. of sales & mktg. for Standard Structures Inc., Santa Rosa, Ca., reports pres. Richard Caletti.

Dick Parker has been promoted to v.p. ofsales at Jensen Byrd Co., Spokane, Wa.

Craig B. Kincaid has joined the Rocklin, Ca., Hq. of J.M. Thomas Forest Products in sales, according to pres. J. Matthew Thomas.

Les Doddington, Sierra Lumber, Stockton, Ca., got in a recent steelhead fishing trip through No. Ca. and Or. Pete Lawson is new to sales at Colonial Cedar. Kent. Wa.

DENVEB,CO.

PO Box 16107

Denver, Co.80216

303-287-2591

FAX 303-288-8470

cHAItDLER,AZ.

302 South 56th St.

Chandler, Az.85226

602-961-0978

800-352-91 69 Az. Wais

FAX 602-961-1 832

PITTSBUNGH, PA.

PO Box 9808

Pittsburgh, Pa.15227

412-885-4000

800-245-6500 US Wars

FAX412-885-6050

CA

Spruce 6r Pine

Pottern Stock

Fir Doors

Bend Milltuork

Dricon Fire Retordont

Lumber6r Plyuood

Ted Pollard, Gemini Forest Products, Los Alamitos. Ca., and his wife, Myrna, are back from Hawaii.

James "Jimmie" Nelson, [)evoe's Building Service, Valier, Mt., has retired alter 22 years with the firm. Bob and Traci Miller are new co-mgrs.

Michael Logsdon, lrontana Wholesale Lumber Inc., l"ontana, Ca., has been initiated into the lnland Empire HooHoo Club, along with Roger Graybeal and Jeffrey Miller, Snavely I"orest Products, Ontario; Kevin Nickels, All Coast I'-orest Products, Chino: Frank Pharr, Bear F'orest Products, Rialto; Rick Robbins, Robbins Lumber, Fontana; Calvin Austin, Cal Wood Products, Yucaipa; Michael Donahue, Champion Lumber, Riversidet Robert Fulcher, Will Bauer Inc., Whittier; Steve Putney, Kelleher Lumber, Mira Lomal James Maddox, Pat McCumber and James Fitzpatrick, Rim F-orest Lumber. Rim Forest, and Paul Anctil, Michael Haubner, Brent Johnson, William Ludolph, Gerald Mclaughlin and Henry Vega, Home Lumber, San Bernardino.

Hank Noble, Noble Lumber Co., San Rafael, Ca., saw his dog Putney, a German short hair pointer, capture first place over 6l other dogs at the National Gun Dog Championship in Eureka, Ks.

Kevin Brett has joined the American Forest Council as western reg. mgr., replacing John Benneth, who has retired after 35 years with the group.

Ewell Davenport has been named sales mgr. of Triple T Studs, Cascadia, Or.

Bob Aho is now managing Ziegler Building Center, Hayden, Id.

Terry Burkholder, Kaibab Industries, Phoenix, Az., recently scored a double eagle on the 488-yard par 5 l4th hole of the Karsten-ASU golf course in Arizona.

Allen F. Jacobsen, Richard M. Morrow and Dr. William T. Weyerhaeuser have been elected to the board of directors of Potlatch Corp., San Francisco.

Renny Vowell is sales mgr. of the newly opened Miller Forest Products, Bellevue, Wa. Larry Vowell is also handling sales.

Angie Kruckenberg, co-owner, OK Lumber, Fairbanks, Ak., sponsored the state's recent mother/daughter beauty pageant.

Barry L. Kronick has been elected pres. and ceo of Furman Lumber Inc., replacing Harry "Hawk" Furman, who has left the company but remains a director.

Ted Hewitt is now selling moulding and millwork for Waldron Forest Products, lnc., Carmichael, Ca., according to El Louise Waldron, pres.

Roger D. Royal is a new lumber inspector lor the Western Wood Products Association. Portland. Or.

John C. Bender has been elected a v.p. of Boise Cascade, Boise, Id. New to sales are Martin Ritchey, industrial lumber; John Kingman, laminated veneer lumber, and Dennis D. Fitzgerald, laminated beams & decking. Terry Zwingli is now in industrial sales full time.

Everett Wiles has been named mgr. of 84 Lumber, Alamogordo, N.M.

Tom Winders has been appointed West Coast reg. sales mgr. of LeelRowan's retail sales div., reports exec. v.p. James P. Morley.

Curtis McNrry, International Paper, Albuquerque, N.M., has been elected pres. of the Central New Mexico Hoo-Hoo Club, succeeding Greg Powell, Sagebrush Sales, Albuquerque. Mike Kidd, Sagebrush Sales, is the new v.p., and Mike Chiado, Lumber Inc., Albuquerque, sec./ treas.

Len Adamo has joined the mktg. dept. of Redwood Empire's sawmill div., Cloverdale, Ca., according to mktg. mgr. Cliff C. Smoot.

Justin Tyme is the new man in charge of receiving deliveries at MungusFungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

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Snavely/Weyerhaeuser Glulam Push

Snavely Forest Products, a leading western distributor of wood building components for the past l4 years, is now featuring Weyerhaeuser glulam beams at its distribution center in Ontario, Ca.

The firm distributes glulams and other wood components through lumber yards and building materials dealers from Santa Barbara to San Diego. They offer Weyerhaeuser stock glu-

fams in lengths up to 72'. Widths range from 3-l/8" to8-3/4" in depths up to 25".

Special services are supplied to over 200 building materials dealers in its market area including cutting beams to desired lengths and providing customized shop drawings. They assist dealers in providing technical information to contractors, engineers, architects and builders.

The glulams are used by contractors throughout Southern California for headers, ridge beams, rafters, floor girders and other applications in residential and commercial construction.

According to Steve Cotaya, Ontario sales manager, there are many reasons that demand for Weyerhaeuser glulam beams is increasing: glulams provide the assurance of an engineered building component and are more consistent in availability and stable performance, compared to solid sawn beams, he said. Glulams provide greater strength for long spans with less depth than solid sawn. For example, Cotaya estimates that it would take an 8" x 24" by 22' select structural solid sawn header to replace a 63/4" x 18" x 22' glulam beam.

The popularity of Mediterranean

U1{L0A0l1{G the first truckload ol Weyerhaeuser 70'glulam beams from the Cottage Grove, 0r., plant at Snavely Forest Products' 0ntario, Ca., distributi0n yard are 0ntario operations mgr. Rollie Hamman (left) and fork lift operator Terry Bohanan.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside Cal ifornia (805) 833-0429

m'Pressu re-Treated Lumber

style homes, he adds, with exposed cathedral ceilings has created new demand for glulams because of their attractive appearance. Many are rough-sawn for special rustic appeal.

Weyerhaeuser glulams provide stability because they are laminated with kiln dried machine stress rated (MSR) lumber, in contrast to green solid sawn timbers which can cause callbacks if they twist or warp after they are in place, Cotaya said. Glulams offer architects, engineers and contractors peace of mind because they provide the consistent load carrying capacities of an engineered component, rather than being concerned about what grade of solid sawn lumber beams are used on the job, (iotaya said.

Cotaya predicts increased growth in demand for Weyerhaeuser glulams because of the versatility of their new l650Fb header which will replace many solid sawn beam applications. Cotaya estimates that 75%r of all homes being built in this market today utilize some kind o[engineered wood building component.

Weinig Moulders €p Grinders

Mereen-Johnson Gang Rip Saws

Newman Whitney Planer M;rtcher

Mid-Oregon mill systems

Denny & Lee Start New Chain

Builders Express is a new home center chain being formed by Frank Denny and Sean Lee in San Antonio, Tx.

Corporate headquarters are open with a public offering of stock due this month. "Plans are close to completion," said Lee who will be president. "We are pleased with our progress."

The executive board. which includes many veteran home center

Wood Window Demand Rising

Almost 700/o of windows used in single family construction and 550/o of those in multifamily construction are wood or wood-clad windows.

According to specifiers surveyed by the National Wood Window and Door Association, the increased popularity of wood windows is due to problems they have with all-metal or all-vinyl windows including rust and corrosion, damage from extreme cold, lower manufacturer standards and lower buyer acceptance.

The study also shows that exterior use of wood doors has risen by 9o/0.

A 3olo increase in the use of metal

executives, is interviewing vendors, pulling together a budget and considering sites in preparation for opening the first 60,000 sq. ft. units in July, according to Lee. Sites will be selected in mid-population areas of 150,000 to 175,000 people.

Management includes Denny, chairman of the board, Jud Walford, coo, Larry Strauss, merchandise manager/hardlines, Bob Sanderson, merchandise manager/building materials, and Jerry Jorgenson, cfo.

Thonras' Utah Expansion

J.M. Thomas Forest Products has opened a distribution center in Ogden. Ut.. on the I I acre site of a former truss plant.

The facility has 50,000 sq. ft. of covered storage, according to J. Matthew Thomas, president of the Rocklin, Ca., firm. The facility includes three buildings, a five car rail spur plus two trucks and four lift trucks. Their market area includes Utah. southern Idaho. eastern Nevada, western Colorado and metro Las Vegas.

panel doors has been offset by a 4olo decline in the use of metal flush doors.

Hollow core wood flush doors are selected most often for interior use. Solid core wood flush doors, along with molded and simulated panel doors also have shown a significant increase.

"The popularity of wood windows and doors can be attributed to recent advances in wood treatment and wood cladding, among other things," said John Shoemaker, executive v.p., National Wood Window and Door Association.

"We're service oriented," notes Thomas. "We're happy to break units for customers, deliver next day on orders over five units and we keep our Will Call department open till five p.m. each working day."

Inventory includes a wide range of lumber, timbers and plywood items.

A manager is expected to be named soon, according to Thomas. David W. Billingsley is general manager of the Rocklin oflice.

Subscribe today !

Recognizing the impossibility of improving on the genius of nature in fashioning a tight knot redwood for siding use, we concentrated 0n improving the humanly controlled steps of selection, seasoning, manufacturing, and protective packaging. The resulting triumph: Premium Knotty redwood, the elite among tight knot sidings.

>Each piece of Premium Knotty is individually machine monitored to assure a moisture content of 19% or less.

>Carelul pre-selection and exacting conlrol of seasoning inhibits further shrinkage as well as relieving drying stresses which can contribute to checking and loosening of knots, >Tighter standards of selection and grading have also eliminated all cut-outs formerly allowed.

A handsomely saw-textured range of available patterns includes Thick Butt Rabbeted Bevel, V-Joint Tongue and Groove, 1 " Channel Shiplap, V-Shiplap, and trim: Virtuallyall patterns have undergone performance enhancements including among others, increasing to 3/r" the lap of the rabbet on the Thick Butt Bevel siding pattern. lmproved unit wrapping and a protective end cap assures that all the values added at the mill are delivered to the jobsite. The end cap carries storage, application and finishing instructions to enable those valuos to be properly utilized.

Even better, Premium Knotty retains all of redwood's legendary natural properties in' cluding outstanding rosistance to warping, twisting, and splitting; excellont insulation characteristics, and an exceptional ability to take and hold a flnish. So slde wlth tho best-Promlum Knotty tght knot rodwood sldlng. The obvlous cholce. Naturally. For information on availability and the name of your nearest source of supply call:

Tdlfroe Promium Knotty Hot Une 1-800-6 3 7-7 077 FAX 707-822-7089

Architect Tony fiosas

For its natural beauty and enduring qualities, therds never been a better decking lumber than redwood. And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and patterrl Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious looh And you can supply it so economicallv.

LP Desert Dry Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process

On the job, joints stay tight and shrinkage is controlled" It also maintains a superior resistance to decay and insects. Dried, trimmed, and surfaced so sizes are true, ifs paper wrapped for protectionin?" x4", 2" x6".2" x8" - 12" dimensions

and lengths up to 20 feet. For more information about Desert Dry Redwood or any of our other qrades of redwood, call Bob Mos6y, Redwood Sales Manager, at 707 -443-7 5ll.

L-P Desert Drv Redwood. Go first class. But pay boach. UIP

DESERT DRY REDWOOD"

Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA.PINE u6nr Premium Quality

Gapital Lumber Expansion Completed

Capital Lumber Company has completed a major expansion of its three year old redwood, cedar and fir finish manufacturing facilities at Healdsburg, Ca.

An additional seven acres adjacent to the original 10 acres has been developed. Five acres of the new land acquisition are asphalt paved. A fully enclosed 30,000 sq. ft. warehouse has been erected on the new site.

Additional milling equipment installed includes a horizontal resaw in line with the existing planer, a gang trimmer in line with the present moulder, an additional 48" resaw and an in line automatic bundling system.

"The additional in line trimmer provides capacity to trim all lumber going through our machine centers. The horizontal resaw increases our

ability to meet increasing market demands for bevel siding and resaw texture boards. The additional48" resaw doubles our resaw capabilities, and the in line automatic bundler improves our ability to ofler bundledpackaged upper grades of redwood, cedar, and fir finish specialties," John Gaskin, president, said.

In addition to the manufacturing operations'at Healdsburg, Capital Lumber, headquartered at Phoenix, Az., maintains six distribution centers serving Northern California, Southern California, Arizona, New Mexico, West Texas and Colorado.

"The Healdsburg expansion significantly increases our capabilities and shortens our response time for more highly specialized redwood, cedar, and fir finish products," Gaskin added.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and PV/.

NAVATRIM

Premium Mldgs. and Millwork Bundled/Unitized/ PW

Lumber " Half Pak HIL. k{gr, (p.4 lttfltt

FUU.Y enclosed 30,000 sq. ft. warehouse is part ol a major three year expansion recently completed by Capital Lumber Co. at its Healdsburg, Ca. facility. Seven acres have

been added, five paved, plus installation ol additional milling equipment that increases capability and shortens response time.

\nhat has 15 million feet

andcomeswhenyoucall?

ope E( Thlbot.

\nirrth 15 million board feet at our reload facilities in San Francisco and Los Angeles. Green Douglas Fir, straight from the mill for consistent quality. In every size from 2" X3" tOZ" X14". LengthS to 26'. Any mix. Just-in-time inventory. At predictable prices. Call (503) 220-2750.

\fdil fill your order right away, for shipment today. VeVe got the wood.

Engineered Wood In Demand

Designed to have the structural strength of a higher grade or larger length of wood, engineered wood products are changing the way houses are built and retailers stock for the building industry.

Wood products such as laminatedveneer lumber beams, engineered joists, I-beams and finger-jointed 2x4s for studs and millwork are being specified over their solid wood predecessors because of their increased load-

carrying capabilities, labor-saving abilities and quality consistencies.

Engineered wood products, which were originally designed to enable the use of every part of a tree, have actually been around since 1960. However, in today's market and into the '90s, there will be a move toward using engineered wood products which will be manufactured to meet practical and environmental needs.

"We're harvesting smaller, sec-

"The Quiet Giant"

ond-growth trees, while larger timber will become scarce, and therefore, very expensive," says Nicholas R. Kent, executive v.p., North American Wholesale Lumber Association.

Quality, large-size lumber will not be as readily available as it has been in the past. In spite of this, new homes and commercial building blueprints are calling for large, open multilevel structures. This requires lumber that has greater load-carrying capacity, he added.

Another reason engineered wood products will grow is the savings that are realized during installation because less time is spent handling the material on the job site. In addition, lineal price often remains the same whether a 6-ft. or 60-ft. length is required.

The educational process is the key to using engineered wood products. Even if the architect is knowledgeable and the retailer provides the availability, "the inspector has to know the products' capabilities, or he'll red tag it," says Steve Snavely, president, Snavely F'orest Products, a NAWLA member, which distributes laminated beams, laminatedveneer lumber and wood l-beams to retail lumber yards and independent supply centers.

"Our company sponsors more than 100 seminars a year," Snavely said. "But once the architect and specifier get a sense of the capabilities and consistencies of engineered wood products, availability will be critical. "

"Lumber wholesalers will be there for the retailers before and after it becomes obvious that engineered wood products are no longer specialty items," Kent adds. "Our members distribute more than lumber and engineered wood products. They are equipped with new product knowledge that independent supply centers and retail lumber vards can use today."

Future Dates

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

fll'lffrLHtced

% Million board feet per day!

We produce the highest quality Western Red Cedar Fencing available . . consumer rated quality. Because our boards are uniformly sawn to a smooth texture rough, and graded from both sides in the 1" form, it is a consistent quality you can count on with confidence. That's whv we are No. 1.

P&M Cedar raises the standard in natural wood ceilings with CedarPro@ Newport-grade Tongue & Groove Dry Incense Cedar Siding. This distinctive pattern features a saw-textured face for exterior applications, and a virtually skip-free, smooth-surfaced back that's ideal for ceilings, foyers, and other high-visibiltty interior applications.

Like all CedarPro products, CedarPro Tongue & Croove Siding is precisionmilled from genuine Incense Cedar,

and is kiln-dried for dimensional stability. CedarPro Siding readily accepts stain, varnish, or paint, and is naturally decay-resistant, guaranteeing years of beautiful, trouble-free performance . . inside or out.

Available in 6-inch and 8-inch widths, CedarPro Tongue & Groove Siding can be ordered in P&M Cedar's convenient, random-length Pro-Pac units.

f,ry,di*frdl{

GffiI6

NORTHEAST

AUTHORIZED O DISTRIBUIORS

George McQuesten Co.

Iron Horse Park

North Billerica, MA 01862

(508) 663343s

Mid-State Lumber Co.

200 lndustrial Parkway Branchburg, NJ 08876 (nD7254W

SOUTHEAST

Earl Raiford Lumber Co.

P.O. Box5498

Asheville, NC 28813 (704)25}s6r7

Epperson Lumber Sales, Inc.

P.O. Box 1559 Statesville, NC2flf.n (7M)87v32L

Furman Lumber Co.

8960 Henkels Ln.

Annapolis function, MD 2070L (n\792-22v

LAKE STAIES

Boehm-Madieen

N15 W22100 Jericho Dr. Waukesha, \M 53185 (414)sffi

Dekoit Forest Products

12707 Eck]es Rd.

Plymouth Township, MI 48170 (313) 459-s808

Empire Wholesale

P.O. Box 249 Akron, OH 44309 (216)4W54s

Forest Products Group, Inc.

P.O. Box 310 Piqua, OH 45356 $B)n8-0272

UPPERMID-WEST

Canton Lumber Co.

P.O. Box 9328

Minneapolis, MN 55440-9328

(612) 425-1,M

WEST

All4oast Forest Products, Inc.

P.O. Box M

Chino, CA 91708

(71.4\ 6n-85s1.

All{oast Forest hoducts, Inc.

P.O. Box 9

Cloverdale, CA 95425-0009

Qgn89U28r

Colorado Foregt Industries

P.O. Box 16t144

Denver. CO 80216

(303) 28&2600

How is the Denver. Co.. economy doing?

Better, according to Alan Herring, Denver general manger, Lone Star Plywood and Door Corp. "The overall economy is picking up. Housing starts in 1989 were running approximately 200/o lower than in 1988, but our market share is increasing steadily."

"We've redirected our attention to greater service, better quality, and a more aggressive sales program," explains Herring. "l have to credit our overall team effort for the success. We share a common goal: take care of customers, increase business and market share. Our service is good, our quality is good, and our prices are competitive."

"We like to be associated with quality manufacturers and suppliers. That's one of the reasons we became a Simpson door supplier last year," he continued. "The other two Lone Star branches in Dallas and Houston stock them and we wanted to come on board. Simpson, the only stile and rail entry door we stock, is our major supplier. They have been selling well and we are constantly adding new patterns and designs."

The Denver Lone Star branch was established eight years ago as a onestep distributor selling direct to

builders. It buys direct from the manufacturers on all items stocked. Servicing the Denver metro market as well as some outlying areas, they distribute pre-hung exterior and interior door units, mouldings, lumber, plywood and stair parts.

Much of the door program success can be attributed to four factors: pre-hanging services, high quality, diversified millwork products, an aggressive and informed sales force, and a 1500 square foot showroom and 55,000 square foot warehouse. Lone Star also maintains a fleet of l0 radio dispatched delivery trucks.

"When customers come to Lone Star, they see that we are in the millwork business. Our new showroom is second to none in Denver, and the amount of inventory we stock in all items is representative of the commitment we have here," Herring says, "We want to display our entry doors in a way people can come in and pick out their choice. We have 20 working displays showing transom, sidelight and door combinations. Our showroom has been received very well. The only problem is that people want the unit they are looking at. Of course, we sell it to them. But then, we're always having to fill it back up again!"

Sll0Urn00il at Lone Star Denver has many displays such as the one shown by Alan Her-

ring, gen. mgr., (left) and Truette Wolfe, inside office mgr.

Denver Door Distributor Optimistic

Alaska Remodeling Up

Home improvement is helping to bring home centers in Alaska out of their slump, although new home construction remains sluggish.

Despite virtually no new construction and a glut of repossessed homes on the market, dealers are reporting increased sales for remodeling and home additions. Angie Kruckenberg, part-owner of OK Lumber, [:airbanks, thinks the increase in remodeling is a positive economic trend.

"l don't think we'll see another boom like we did during the pipeline," she said. "lt's going to get slowly better, but slow growth is a lot healthier than a boom, because it forces community and business leaders to be more in tune with the needs of the community."

Kruckenberg, who has been involved in the Fairbanks lumber and hardware business for over l7 years, discussed OK Lumber's recent move to a more visible and accessible site nearer the center of town. The move has tripled walk-in traffic for the store. "We moved from a 3,000 sq. ft. store to almost a 23,000

sq. ft. store," she said. "We had better warehouse space at our old location, but this new store is more convenient and has a much better atmosphere."

Richard Cook of Ace Plywood agrees that the remodeling is a boost for the industry. "lt was a fabulous summer. Right up there with the boom days," he commented. "Very little of it came from new construction. Most of it was individuals remodeling or adding to their homes."

Although the oil spill money helped the economy, Cook believes it had little effect on the sale of building products. "Most of that money went to pay offold debts. Those people will be remodeling next year," he commented.

Equipment rental stores also are profiting. They report increased rentals of power tools. Mike Shields, owner of Shields Rental, sees the remodeling trend continuing as long as there is a glut of repossessed homes on the market. "Many of those homes are in various states of disrepair," he said, "with a lot of them run into the ground."

The increase in remodeling is

helping all building related businesses and is welcome since many of these companies experienced severe cutbacks during the past few years.

MAKII{G a point, Bill Fishman (right) and Joe Samulin at their workshop for home improvement retailers. Held in Costa Mesa. Ca.. Jan. 23-24, the seminar stressed store management and aggressive marketing. Fishman, a columnist for The Merchant Magazine and a home center consultant, and Samulin, also a home center consultant, have additional sessions scheduled in Atlanta. Ga.. and Vancouver, B.C.

Environmental & Economic Glimate Closes Mills

Mounting logging restrictions and recent bad weather are teaming to either temporarily or permanently close a number of mills in the Pacific Northwest.

"We just can't buy enough timber," says Barney Olberg, president of Taylor Lumber & Treating Inc., Beaverton, Or., which has sharply curtailed prodqction at its Forest Grove. Or.. and Sheridan. Or.. mills. "And the snow just caps it off. With four to five feet of snow, there's no deck space for the timbers."

Taylor cut the second shift in Sheridan and was operating one shift three days a week in Forest Grove, expecting to be out of logs by early March, Olberg said. Taylor will use the down time to install a new edger at Forest Grove.

Hampton Lumber Sales' sawmills in Willamina. Or.. and Fort Hill. Or..

are also temporarily down due to a snowstorm, said John Hampton. Hampton's veneer plant in Willamina was closed last year due to the wood shortage, and the company is looking for a buyer for the facility and its modern computerized equipment.

Hampton is also searching for a new occupant at its Willamina plywood plant, which had been used by Conifer Plywood until it recently broke its lease and terminated all employees, said Hampton.

Roseburg Forest Products, Roseburg, Or., will close its Red Bluff, Ca., sawmill complex in mid-April. "We're concerned about the timber supply," said Mike Wildey, acting controller. "There are regulatory issues coming up to further restrict logging in California. And it's also economicsl it's an old mill and it's no longer efficient to operate."

Similarly, Weyerhaeuser Co. will close its larger timber Mill A in Cottage Grove, Or., in the spring. "lt's outmoded," said unit manager Don Lenhart. "lt can no longer economically convert our available raw materials at a profit."

Weyerhaeuser's smaller log Mill B in Cottage Grove continues production without interruption.

Diamond Reopening Mills

Diamond Wood Products, Eugene, Or., has purchased at auction the closed Erickson Hardwood Co. mill in Garibaldi, Or., and plans to resume operations by May l.

The company is also discussing reopening the former Al Pierce Co. small log mill in Coos Bay, Or., although "it would be down the road," reports director of operations Rod Buck.

KlIGllEll Design Centers now at all Home0lub locations feature design and installation experts, in-store displays and a state-of-the-art computer which generates 3-D kitchen plans personalized for each customer's requirements.

HomeClub Design Genters

Emphasizing personalized customer service, HomeClub has introduced Kitchen Design Centers in all of its 58 locations.

Staffed with skilled professionals, the centers utilize a state-of-the-art computer system to assist customers, free of charge, with kitchen creation and renovation. Working from a basic diagram and measurements of a kitchen, the computer allows customers to preview their design by experimenting with a variety of options and layouts.

Do-it-yourselfers bring in a rough sketch and measurements of their existing kitchen - including wall, window and appliance placements. The information is entered into the computer, which creates both a two dimensional and three dimensional representation of the room. The 3-D "picture" can be manipulated to show different perspectives and elevations, such as what the room will look like through each door and window. For renovation projects, preexisting appliances and other features can be incorporated.

With assistance and suggestions from the staff. customers can com-

pletely customize their kitchens by selecting their favorite designs, including a range of cabinet styles, countertops, flooring, hardware, accessories, wood stains, appliance styles, lighting fixtures, pantries and shelves.

Once finalized, kitchen plans are printed out for the customer and are filed by the computer for future reference. Overall cost estimates are also provided.

Also on hand are installation experts and in-store kitchen displays with photographs and product samples.

New Aerosol Product Codes

New fire safety code regulations governing aerosol products being drafted by the National Fire Protection Association will be voted on by members in May.

The rules will not affect level I products (nonflammable materials mixed in a nonflammable base), but will restrict level 2 (alcohol based) and level 3 (petroleum based) products. Technically applying only to new or renovated buildings in cities

and states that incorporate the rules into their fire laws, the impact of the code is uncertain.

Many dealers carrying level 2 and 3 products which include paint, insecticides and herbicides say they will stop selling them.

Distributors On Guard

Despite 1989 fourth quarter increases in net sales and income over a year earlier, the nation's wholesale distribution industry views 1990 with caution, says a National Association of Wholesaler-Distributors' survey.

The confidence survey index, initiated in the fourth quarter of 1989 at a level of 100, declined to 98.3 for 1990's first quarter.

"The fourth quarter results and current quarter expectations reflect growing concern about a slowdown in the U.S. economy," says NAW

president Dirk Van Dongen. "Although the participants believe first quarter 1990 sales and orders witl be higher than in the first quarter 1989, the rate of sales increase slowing."

Survey respondents were asked to supply 1989 fourth quarter data and frrst quarter 1990 estimates for eight measures of company activity: net sales, gross margin percent, net income, inventory, employment, capital spending, incoming orders and days sales outstanding.

Intensifying competition was often

Gorner more drywall sales and profits.

o Quick and easy to apply.

o Provides flexibility of tape with strenqth of steei reinforcemeit.

. Tape affords excellent adhesion of joint compound and paint.

o Cuts with heavy duty scissors.

o Do-it-yourself appeal.

o Step-by-step instructions included.

cited for the wariness. "Our sales continue to increase but our profit is not what it should be due to extreme competitive pressures," says Don Stanaway, president, A&I Distributors, Billings, Mt. "We're lean and mean and we've cut everywhere we can,tt

Spotted Owl Debate ln Phoenix

Opposing viewpoints on critical lumber topics such as wilderness areas, old growth timber harvests and spotted owl habitats were set to be highlighted at this month's meeting of the Phoenix Hoo-Hoo Club.

In a letter distributed prior to the meeting, club president Richard J. Bilby warned industry members that "how these problems are solved could have an impact on timber supply and how your business is conducted in the short term future."

Dennis Hayward, executive vice president of the Northwest Timber Association, and a representative from an environmentalist group were scheduled to speak at the March l3 "Spotted Owl Dinner."

Distributors New Directory

The 1990 National Building Material Distributors Association membership and product directory is now available.

Names, locations, key contacts, fax numbers and products handled are listed for each of the over 500 distributor, manufacturer and allied members. NBMDA member services information also is included. Non-members can obtain a copy for $710, the same price as an associate membership.

Treaters Aim To lmprove

Sirrcc thc rcsults ol'thc lirLrrth lrr-rr-nral C'onsrtntcr,\ulrrct'tcss [)rogranr (( \l') iiudit lrrc irlcntical to its prcdccessors'. thc ,.\nrerican Wood I)rcscrrcrs Institute irnrl the Socicty' ot' \ ntcrican \\ ood I)rcsclu ers plan to nrc-ct this ltt()lrth \\ith the Fnvironnrcntul [)rotcction .\genr'r lo rliseLlss lrllerttrrtire: to the unnuul S100.(X)() auclit.

"( an'l rie spe nrl it On sor.ttcthing othcr thun tlking thc patient's tcnrperilturc ilgain'?'' asks ,\\\ [)l's John lllll.

[:leh vcarlr' sLlf\cv sincc tlrc

Earth Day Action Encouraged

All companies in the fbrest proclucts busincss inclucling wholcsalcrs lnd retailers are being urged by the ,'\merican Forest ( ouncil to titke part in I:arth Da1 activities.\pril 22 ( clchrrrting it\ ,)lllh rrnnirt'r:.rrr. Earth I)av will attract natiorrwitic attenlion end otler thc lbrest proclttcts

CAP Standards

( \l) bcglin in lt)fi5 has shorrn ir 7()I riite ol ptirticipution iilnolrg rctuilcrs in clrsplul ing ( rittsLttttcr Inlirrnralion Shccts ilt trcltcd rioocl's point ol purchrisc.

"Sonrc l)L-()plc think thirt i1 \'oLl can gct i0 ol'thc lctrrile rs l,' ,lo lrttrthilt!:. \()[t rr'ir gL'ttiLts." :rt1s Illll. "lhe l:Pr\ *oLrlcl like thc tigLrre inrprovctl. So wc'll nrc.t to scr-- il it's f casiblc 1o sLrspcnd thc irLrclit until l99l lncl rlcl'er lilrcls to adr'crtising. lircr-rs groups. tlrscussions luncl othcr nrcans ol crlLrcation."

Preservers Go To Capitol Hill

Thc tinrbc'r sr-rpplv itncl huzltrclorts wastc listings/lL( R \ rcaLlthofi/ltiolt will bc aclclrcsscrl lt thc fburth rrnnual \\'oocl I'rescrving Industn l.cgis[itir c ( onf'ercnec \lurch 26-21] in \\'lrshington. l).(.

Spons<lrs ine lLrtlc thc \ rncrican \\'oocl I)rcscrvcrs InstilLrlc. Socict\ ol \rlcricun \\'oocl l)t'cscrrcrs. .\nrcritlrn [:orcst I{csourcc \lliancc. ,\nrcricrrn I)lrrioorl \ssoeirrlion. \litionlrl l;orcst I)r'otlucts \ssociution. \ltionul LLurbcr & IlLrilcling \lutcritrl I)clrlu-rs \ssoe iatiorr. SoLrtheustcrn I- irrlbcr \Irin Lif lretr-r rcrs \ssoci;.rtion. Sor-rthcr.n Iorcst I)r'orlucts \::ociation. SoLrlhcrn I)rcssurc'frcuta r'\ \ ssoeirr t i on. \\'cs tcrn \\'oocl I)r'riclLrcts \ssociution rrntl \\'cstcrn \\'oocl I)rcscrr crs I nstitLrtc.

indLlstrt an ol)portuniti' to tcll thc goocl nerls abor-rt,'\ntcricu's loresls rrnd thcir rccord in land stcriarclship ancl conservattot-t.

Inf'ornration kits arc lrailriblc tl'onr thc .\nrcrican l:orcst ('or.rr.rcil. 1250 ('onnccticLrt '\\'c. N\\'. SLtitc -120. \\rishington. l).(. 1000b

Fishman Resigns From Show

Bill l;ishrran" rr eolumnist tirr this nragazinc irnd (lifcctor ol profcssionlrl progranrs antl speciul cvcnts lbr thc- Nationril IIonre C'entcr Show sincc its inccption in l9r(r. riill resign lrlicr thc ciosc ol-Lhc i t)90 slrolr.

It's Done With Mirrors

A miniature door display which doubles as an order desk to assist consumers in ordering sliding and bi-fold mirrored doors is new from Hoyne Mirror.

NEW PRODUCTIS

and selected sales aids

Red Hot Louvers

A complete line of ventilating and plant-on louvers is now available in redwood, white pine and rough cedar from Al's Millworks.

All ventilating screen back vents have octagon jambs and a unique rainstop profile slat to prevent water leakage.

Shapes include octagon, round, rectangle, square, half-round and quarter-round with lx4 or brickmould trim. Arch tops, elliptical tops or gable tops are extras.

Post & Pole Levels

For more informatron on New Products write The Merchont Mogazine. 4500 Canrpus Dr Suite 480. Newport Beach. Ca 92660

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

Can Handlers

Snap-on, reusable handles for quart and gallon cans are now available from Ro-Key Corp.

Both sizes feature a paint can-type loop, while the quart model also has a snap-on mug-type grip.

Two new fence post levels are available from Empire. Both are constructed of sturdy, high impact polystyrene and contain three durable, adjustment-free acrylic vials that read both plumb

Only 32" square and 6'8" high, the display shows the full line of I I doors in miniature, and includes point-of-purchase literature and order forms, attractive graphics and self-service order desk to select and order specific door types, sizes and frame finishes.

Fine Tumed Deck Gomponents

Clear western red cedar and redwood decking components, colonial spindles, newel posts and porch posts with a complementary railing system are now offered by Mr. Spindle. Turned spindles are available in 32" and 36" lengths. Colonial newel posts are 48" long and colonial porch posts 96" long. Railings are grooved to hold l" lattice moulding,2" x 2" spindles or fillet strips (3/8" x 2-l/4"

and level. A stretchable strap holds the levels tight around a 6" square or a round surface up to 6" in diameter. One model has magnetic edges to hold fast to a ferrous metal surface of any size.

The levels can also be used for leveling pipe or sign supports, in building decks or in installing basketball poles, mailboxes and outdoor recreational equipment.

boards mounted to tops and bottoms of spindles and then into channels'in the top and bottom rails to hide fasteners).

Plant Pulley

An adjustable height hanging basket holder for easier watering of and tending for plants is new from Martek International.

Hi-Lo consists of an attachment

in basements, the kit includes eight dual-syringe cylinders containing two-ton epoxy and activator, eight disposable automatic mixing nozzles, and one injection gun.

After the gun is Prepared, its aPplicator tip is placed in the damaged area, its trigger pulled and a bead run. The epoxy and activator are mixed automatically in the nozzle.

Setting time is 30 minutes; full cure. 16 hours.

Bubbly Bath

The Vela whirlpool is now available from Universal-Rundle CorP.

The bath features durable fiberglass construction, a 3/4-hp pumP/

High Wire Act

The Qwik-Open circuit breaker merchandiser from Square D Co. organizes an electrical department's circuit breaker area while educating customers with its "how-to" cover.

Irwbracket on top, 30" retractable vinyl strap and a metal hook at the end. lts calibrated, self locking system allows easy height adjustment within a range of 30".

basket re

Pushing up on the bottom of the ;ket releases the locking cam to lower or raise the basket.

Washerless Faucet

A new lawn and garden faucet that never needs a washer is now available from Ro-Key.

motor, four-jet whirlpool system, air control switch and oPtional air blower system.

The model is offered in 30 colors.

Framing Stand ln

Rack'em Up

A rack-supported building system for the building suPPlY and lumber industry which reportedly allows one Person to itore a full load unit of lumber in about one minute is now available from Auto-Stak SYstems.

The durable faucet offers unrestricted water pressure and directional flow with a variable on and off lever. Leak resistant, it carries a 25year warranty.

Shoot & Seal

A new concrete rePair system designed to halt the intrusion of surface water, outside air and radon gas is now available from Devcon.

Designed to permanently fill, seal and waterproof cracks and Parting lines along concrete floors and walls

Arrowood, an engineered structual framing product comPosed of parallel laminated veneers combined with oriented strand board, is now available from Fibreboard Technologies.

Unlike sawn lumber, the Product reportedly will not wane. cup, twist. bow, split, warp or crook, and has no knots or holes. Yet it cuts, nails and installs as easily as sawn lumber.

Compared to wood l-joists, Arrowood is less expensive, easier to work with and requires no sPecial bracing, blocking, hardware, stiffeners or englneenng.

It is said to offer greater design flexiblity, reduced installation time and less waste.

Said to require 300/o less space than traditional storage methods, the system Permits maximum height, with two to five facings. All levels are Pickable from both sides.

The racks reportedlY Permit total self-service and use of standard forklifts, while eliminating expensive joists and most product damage and scrap loss.

The flip-open cover features a wiring diagram and selection chart. The merchandiser can either hang on a wall or on existing gondolas.

Double Standard

Low-emissivity glass is now standard on all Andersen products for 1990.

The glazings feature a soft-coating technique which bonds a microscopic, transparent metallic substance to the inside surface of the double-pane windows. The coating blocks radiated heat from entering the home in warm climates and keeps warm air in during cooler weather. It also reduces ultraviolet rays.

The glazings come with argon gas between the two panes for added energy savlngs.

Scuff Tough Turf

A new mid-priced sheet vinyl flooring with a revolutionary wearlayer has been developed by Tarkett Inc.

Easy Choice flooring's Scuff Guard layer provides extra protection from athletic shoes and eliminates the "immediate scuff'caused during installation.

It is offered in four contemoorarv designs.

Set Tight

Rockite, an expanding, pourable, anchoring and patching cement that sets in l5 minutes, is new from Hartline Products Co.

The powder-like compound mixes with water to a pouring or pliable consistency for quick, permanent repair ofcracks, holes or breaks in concrete. It is also said to anchor bolts and similar items in concrete with more than twice the hotdine power of objects anchored only ii fully cured or conventional concrete.

INDUSTRHL H/ARDWOODS & SOFIWOODS

4/4 & THICKER SHOP & BETTER GRADES OF CALIFORNIA SUGAR PINE O WHITE FIR PONDEROSA PINE O TNCENSE CEDAR

The Finest in 414 & Thicker Norrhern Red Oak

COMPLETE MILLING FACILITIES

Easily Blocked

A totally mortar free glass block installation system resulting in quicker, easier and more attractive projects has been introduced bY Pittsburgh Corning Corp.

Utilizing clear silicone sealant, durable plastic channels and plastic spacer strips, the KwiK'N EZ System for PC GlassBlock panels presents a continuous all-glass look

Kits include step-by-step instructions, a 20-ft. roll o[ spacer strip for the joints between blocks, 10.3 oz. tube of mildew resistant sealant and a spoon-like striking tool to finish the joints. Channels for the perimeters of the panel are sold separately in 4-ft. lengths.

The channels attach to the top, sides and bottom of the frame to help align and secure the panel. As the panel is assembled, spacer strips are inserted between individual blocks and rows, and the joints between blocks are sealed.

THE TREATED ANSWER

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

Agency stomped, ground contoct fire retordoni pressure-treoted wood oroducts

Housewares Holder

The Cooking Accessory Center for storing spices, cooking utensils and small kitchen items is new from Selfix. Inc.

Mounted on either a wall or under a cabinet. the center includes a clip for displaying recipes. Also offered in the new line of modular, wall-mounted home organization products are a phone message center, cleaning supply center and vitamin/diet center.

Clay Clones

PlasTerra flower boxes and bowls featuring the look of real terra-cotta but only a fraction of the weight are new from Akro-Mils Specialty Products.

Made from a durable plastic resin, the containers reportedly are strong, impervious to moisture and will not chip, crack, dent or peel. Each has a removable leach plug for drainage.

Bowls measure 72" across, 5" deep; 14" across, 5-2/4" deep; 18" across, 7-3/8" deep, and 24" across,9" deep.

Stuck On Vinyl

A multi-purpose silicone sealant offering high movement characteristics of up to 500/o for outstanding adhesion to vinyl and most other building materials has been introduced by Ohio Sealants.

The one component, room temperature vulcanized, neutral silicone, solvent free sealant adheres without a primer to vinyl, brick, concrete, glass, most metal, plastic and wood.

Flower boxes come 6-l/2" high, 8" deep, in 18", 24" and 30" lengths.

It is said to maintain permanent flexibility, provide easy extrusion in hot or cold weather, and be virtually unaffected by outdoor weathering. The sealant comes in black.

REDWOOD & CEDAR SIDING

We make Redwood and Cedar Siding and Interior Paneling in a variety of sizes, patterns, and grades. lt is unmatched for its beauty, cost effectiveness, long life, dimensional stability, and finish retention.

408r''26-7997

A portion of SILVAN'S profits are devoted to reforestation projects around America.

bronze, brown, grey, translucent and white, and may be painted or stained with oil and latex paints.

Hang Around Longer

A closet rod system with uninterrupted slide has been introduced by Lee/Rowan.

The l

coated

requires support every 30"- 40", providing extra length for sliding clothes. The rod can be installed alone or attached to a Lee/Rowan linen shelf.

" tubular steel, epoxy-

closet rod

Glass Substitute

Polycarbonate glazing sheets offering thermal insulation, high impact strength and excellent light transmission are now available as an alternative for glass in greenhouses, sunrooms, shower doors and other d-i-y applications from Polygal.

size of conventional switches have been introduced bv Carlon.

Liquid Concrete

Con-Crax, a pourable gray crack filler to repair concrete surfaces, is new from Revere Products.

Designed to repair cracks up to l/2" wide by l" deep in driveways, sidewalks, parking lots, stairs and concrete floors, the filler comes ready-to-use right from the bottle.

The structured sheets are said to maintain their mechanical properties in temperatures from -40'to 250". Weighing 4 oz. per sq. ft., the sheets come in 4' and 6' widths with clear, bronze and opal tints. Connecting profiles are available in coordinating polycarbonate or aluminum.

Small, Sleek & Shiny

Miniature decorator lighting switches - nearly one-fourth the

Manufactured of sturdy, lightweight polycarbonate, Futura wall plates mount flush to the wall, featuring recessed mounting screws and flush caps and unobstrusive lines that blend with any decor.

The 15 amp light switch can accommodate single pole or three-way wiring, and it snaps into place without screws.

Reportedly it is self-leveling, quick setting and durable yet flexible for a water-tight seal.

g'inptnL W lalprala Lurrrbp,r

It's In The Bag

Disposable plastic bag liners for lawn mowers are new from Snapper. When full, the garbage bag type liner can be removed easily for disposal. No ties are needed because of the liner design.

The liner, which fits the catchers of all Snapper walk-behind mowers, has a controlled liner venting to reduce dust.

TIMBER SIZER

PRE.FABRICATION

TIMBERS

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.

Bracrrt International

Drawer 4779, Arcata. Ca.95521 7O7-822-3648

Triple Grip

A multi-level hand grip to help bathers avoid slipping and falling in the tub or shower is new from Maddak Inc.

The grip provides three levels of support to accommodate persons of any height. Three loops have grooved inner surfaces for a non-slip grasp. Molded of unbreakable polypropylene, it measures 25-1/8" long, 3-3/4" high and 7/8" in diameter.

The grip attaches at four points to any shower or tub wall, or may be installed near toilets to aid in sitting down and rising from the seat.

Behind Bars

A full line of Symbol MSI bar code peripherals and software including bar code wands, laser scanners and portable terminals is now available from Versyss Inc.

Designed to interact with the company's materials management system, the software also supplies a wide variety of printers to produce bar code labels for inventory items not bar coded by the manufacturer.

Old Grorrth Douglas Fir

-

Sales - Bob Norton

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7

Riddle, Oregon 97469

Get To First Base

A ready-mixed interior basecoat paint that can provide uniformly decorated walls and ceilings for do-ityourselfers is now available in a one gallon container from United States Gypsum Co.

coat over gypsum board and concrete surfaces. Decorating problems are minimized since the product equalizes surface absorption and texture differences between drywall face paper and finished joint compound.

It can be used right out ofthe one or five gallon pail with brush, roller or spray equipment. It dries to a hard white finish reportedly in less than 30 minutes.

Each gallon covers approximately 300 to 500 sq. ft.

Texture Team

A full line of texture products is now available from Homax Corp.

3/4 hp compressor is ideal for multiple repairs or "new" texturing. All guns feature adjustable spray patterns.

A hopper allows d-i-y mixing of textures.

Case Of The Missing Battery

A smoke detector cover which will not close unless a battery is in place has been developed by First Alert.

Sheetrock First Coat interior latex paint provides a high quality prime

Touch-Up units include sprayer and enough texture for a small patch and match repair.

Larger manual guns are designed for big repairs, while a pneumatic spray texture gun powered by any

The cover is now a standard feature to all First Alert batterypowered smoke detectors, designed to eliminate a major cause of detector malfunction: a missing battery.

Wet/Dry Vacuum

A wet/dry vacuum cleaner with centrifugal blower is new from Milwaukee Electric Tool Corp.

The l0-gallon capacity unit has positive water shut-off to protect the motor from direct exposure to water. Its filter system traps both coarse materials and fine dust particles. The vacuum can be used as a blower by switching the hose from intake to exhaust.

diameter vinyl hose and hose adaptor; cloth filter assembly; foam filter sleeve; three-wheel dolly, and three paper filter bags.

Accessories include major floor tool, lO-ft. hose, squeegee shoe, l5in. crevice tool, carpet insert, utility nozzle, double bend floor rod, furnace cleaning kit, hose carriers, steel hose connectors, fabric or felt shod attachment shoe, and brushes.

The Merchant Magazine

grill, heavy duty frames with predrilled attachment holes.

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

Precautionary Screenang

Screen Guard from Alumax helps protect door screens from damage by pets and children. The guards include mounting screws and expanded aluminum

They are available in mill finish, white or bronze in several sizes to fit a wide range of screen doors.

Hang On

A wide range of hanging hooks and bars which mount on door hinge pins are now available from Hinge-lt Corp.

The devices are said to be installed with only a hammer and screwdriver, move freely and indepen-

Oentty of the door, and will not mar the door, woodwork or wall.

hooks for coats and robes) and 14" bars (to hold towels, ties or items to dry). Each bar has a ball-end cap for safety and to prevent articles from slipping off, and the entire unit is finished in chip-resistant ivory epoxy.

Convertible For Drivers

A tool accessory kit which converts a cordless screwdriver into a drill is new from Arco Products Corp.

The package includes a l/4" key-

ffie

Single-hook hangers include single bar, double bar, triple bar, double hook and triple hook models. All are finished with durable baked-on white epoxy or lacquered brass.

The Multi-Hanger attaches to the top and bottom door hinge to act as a towel bar, clothes tree, drying rack or valet. Four bars are included in combinations of 7" bars (ideal as

less chuck, which holds any size drill bit up to l/4" diameter and accesso-

ries with shanks up to I /4" diameter, and a 10-piece high speed twist drill set.

AHLFOREST PRODUCTS

In the Heart of the Redwoods

REDWOOD AND INCENSE CEDAR!!

250,000 bt of 514 RWD KD uppers lN STOCK for prompt delivery, Custom milling ovoiloble, Steve

We speciolize in Redwood ond Cedor shioments to HAWAII ond the moinlond.

Redwood dealer's path to success

llt HAT marketing strategy does a UU lumber and hardware dealer use when their formerly rural location is becoming a fast-growing suburb? Yaeger & Kirk have found that redwood products attract and hold customer attention. They also believe in a solid, back-to-basics sales approach combined with mass mailing, television and radio advertising.

Yaeger & Kirk's main yard is in Santa Rosa. Ca.. 90 minutes north of San Francisco. The company has two other outlets in nearby Sonoma and Ukiah. It is a region shifting away from primarily small farming and ranching towns to include new, affluent suburbs and fast-growing urban centers.

Their current customer mix is approximately one-third do-it-yourself homeowners and two-thirds contractors. One product that galvanizes the attention of both is redwood.

"This is an increasingly competitive market." says company president Buck Yaeger. "We need to promote the company aggressively. At the same time, we don't have a huge marketing budget. We have invested in radio and tv spots, but they aren't flashy or expensively produced. Their purpose is to communicate the Yaeger & Kirk message, and we've opted to keep that message simple to stress the basics: good service, quality products and accessibility. Our redwood deck display is a perfect example of this approach."

The display is a sectional demonstration redwood deck, complete with decorative railing samples. The deck can be broken down and moved, and Yaeger's staff rotates it among the three stores. "Customers are really taken by the sectional display. It looks great and I think it makes the idea of building a deck seem more feasible," he says.

Another Yaeger and Kirk innova-

tion is pre-packaged deck construction kits. There is a lot of new construction in their Sonoma County area as well as a great deal of old home upgrading. Accordingly, demand for garden grades of redwood is high. Yaeger & Kirk went an extra step to meet the demand by offering ready-to-use packages of lumber, concrete piers, nails and materials for a variety of different sized and shaped redwood decks. "By making the building process a little simpler," Yaeger claims, "we make the customer a lot happier."

This emphasis on customer satisfaction plays an important role in their grass roots marketing effort. Yaeger makes sure his staff can do more than just ring up an order. Store personnel learn about the different grades of redwood, as well as deck and fence design and building techniques. CRA literature and other handbooks are available, too.

"Redwood is a draw for us." Yaeger says. "lt's beautiful. lt looks and feels great. lt creates an atmosphere of quality for the whole store. But it doesn't do us a bit of good if someonehomeowner or professional contractorcomes to us for decking supplies and can't get a few questions answered. When we establish a customer's confidence, we establish a long-term relationship that

Story at a Glance

How redwood can attract contractor and consumer trade .why a traveling deck display, pre-packaged deck kits, innovative displays, strong customer service pay off radio, tv, catalog and print advertising reach wide market.

can generate repeat business for redwood and non-redwood products alike. "

Yaeger & Kirk's innovative product displays and aggressive customer service have yielded excellent results and a strong word-of-mouth reputation for quality.

The company publishes a monthly sales catalog. lt is sent to all customers as well as to other homes in targeted neighborhoods. Television and radio advertisements are runprinrarily during the spring and summer months - to complenrent mailings. Both are oriented toward specific sale items and feature a company jingle. They also run print ads in the real estate and honre sections oflocal newspapers.

"This is a growing region and we have responded to the demographic changes by going to some of these more sophisticated techniques, " Yaeger explains. "But even so, the grass-roots approach is still the heart of our marketing effort. We still hold our Contractors Appreciation Night dinner twice a year to thank our biggest customers face to face. We still sponsor local youth athletic programs. We still contribute to charities and service organizations in Sonoma (iounty."

"lt's a blend of tradition and innovation," he concludes. "This company has been in business since the I 870s and you can't survive over a century without responding to change. At the sanre time, we haven't lost sight of what Yaeger & Kirk is. We offer quality products and services. We've found effective ways of presenting the company to its nrarket, and we're growing, so it all seems to be working for us."

EITEIISIUE use of redwood both inside and outside Yeager & Kirk sets the tone for a retailer who soecializes in redwood. A broad

oroduct selection of redwood and related building products is emphasized with poinl of purchase displays.

National Lumber Looking For New Financing

A merger may be in the llture of National Lumber and Supply Inc., Fountain Valley, (1a., with the chain hiring Los Angeles investment banker Wedbush Morgan Securities to find additional sources of financing.

The additional source, according to National Lumber president Melvin C. Jaffee, could be additional lenders, a merger or another investor.

Closing of the chain's warehouse in Santa Ana, Oa., forced the need for additional financing. Under its current line of credit from Fidelcor in Pennsylvania, the company can borrow 50 cents for every dollar of inventory in the warehouse, but only 30 cents on the dollar for inventory in stores, Jaffee said. (ilosing the warehouse will bring estimated savings of $3 million a year, he added.

Sara Stack, a retail specialist at Bateman [:ichler, Hill Richards, Los Angeles, who follows the do-it-yourself industry, commented, " Usually, hiring an investment banker means

Multi-User Accounting System

Looking for a mini-computer to do your accounting? Or a network of IBM-PC compatibles?

Here's the On Balance alternative: Add a co-processor card to a PC compatible and give it the power of a mini-computer. Add time tested software that's alreadv in use in reman plants, wholesaie building material suppliers and sawmills. That's the On Balance Accounting System.

You can buy a four user system for under $25,0(D, including hardware and software. If you already have an IBM-PC compatible, it's even less. We can finance the software. We offer custom programming to your specifications. @nBaflaneo

3706Mt. Diablo Blvd. #?frO Lafayette, CA94549 4rs/284-s807

either the company will be sold or go private. "

National Lumber, which has 2l stores, was founded 48 years ago. In fiscal 1989. it lost $4.6 million on sales of $152.4 million. It also lost money in the flrst two quarters of fiscal l 990.

Discussing the company losing ground to warehouse chains, Stack said, "California is a large market for do-it-yourself, but it's very competitive with the entry of Home Depot and other warehouse giants. There will be more shakeouts with the powerhouses surviving. "

In an effort to survive, National Lumber has been trying new strategies. The company recently left Security Pacific for a higher line of credit at F-idelcor. A new chief financial officer and controller were hired.

Hoping to attract a different type of customer with high quality merchandise, the company is installing expanded door and kitchen displays, bringing in high end products. Displays in Garden Crove and El Toro stores will premiere the new products flrst with other stores havins them in April.

Fibreboard Wins Judgment

l-inal judgment in the asbestos insurance coverage trial which began

in 1985 affirms the tentative decisions previously announced in favor of l*ibreboard Corp., Concord, Ca., regarding its insurers' obligation to provide coverage for personal injury claims.

The judgment provides that Continental Casualty Company and Pacific Indemnity Company are obligated to Fibreboard to pay all defense and up to $500,000 in indemnity costs associated with each personal injury claim involving a first date of exposure to asbestos products prior to March, 1959 (as to Continental) and prior to May, 1957 (as to Pacific). There is no aggregate limit on the number of claims for which Continental and Pacific are liable. Furthermore, a jury in phase six of the consolidated trial returned a verdict against Pacific awarding Fibreboard $6.1 million in compensatory damages lor costs Fibreboard incurred prior to April, 1985. Fibreboard expects the insurers to file postjudgment motions for reconsideration and to appeal the trial court judgment.

Fibreboard chairman and president Lawrence C. Hart said, "We are relieved that the trial phase of this l0 year old legal action has finally ended with the F'inal Judgment being entered in our favor. While the appeal process is not anticipated to be concluded before 1992, and possibly later, we are nevertheless gratified to be one step closer to compelling our insurers to provide the coverage that we are entitled to."

I,AIEST Los Angeles, Ca., Hoo-Hoo Club meeting involved golf, dinner and lellowship for the lumbermen's lraternal order. Present were: {ll standing at left: Doug Willis,'90 '91 pres.; standing at right, Rod Kautz, '89'90 pres.; seated at left, Steve Shudoma, Cap Strano. l2l Jim Moss, Mike lrish, Barry Stagner. (31 Dave BulelJohn Allen l4l Larry Widner, Louie Escobedo. l5l Bill Hoglund, Dennis Richardson, Frank 0uattrocchi. (61 Joe McGuire, Tom 0uattrocchi l7l Bob 0aks, Gerala Jones, Bill Young. (81 Tim Gaffney, Richard Miller, Ron Pepping. 19l Michael Mackin, Denis Stack ll0l Pete Clough, Andy Ersek, Ed Gavotto, Ted Gilbert.

Gedar & Redwood Timbers

Multimillionaire's Deluxe Dock

When the yacht moored next to your home is 127' long and is worth $10 million and the house is the former residence of actor John Wayne in Newport Beach, Ca., you mn expect your dock to be special too. It is.

The dock which home and yacht owner Robert Cohen, co-owner ofthe Beverly Hills Four Seasons Hotel, decided to build is 120' long and has an outside dimension of 52'. Treated Forest Products Inc., Santa Ana. Ca., was selected as the supplier. Company president Mike Jameson notes that the decking, underpinning, fascia, cribbing and blocking are all pressure treated wood. Virtually everything except the handrail, which is natural teak.

The decking is 2x6 allclear lumber. The fascia is 2xl2 select structural exposed. The posts are select structural dense especially milled to an octagonal shape. The underpinnings are all No. I & Btr. 4x6 F.O.H.C. Fonrana Wood Preserving, Fontana, Ca., performed all the treating of the wood.

All stainless steel screws were used in the decking, and the fittings, fasteners, plates and cleats are all hot dipped galvanized.

Fir finish, cedar clears or commons, and pine commons. Our fence products can both make you money and save you money.

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

The price tag for the dock is reputed to be more than $100,000. But seeing that the house is estimated to be worth around $7 million that's probably not out of line.

IEAK handrail is only part of $100,000 dock that isn't pressure treated wood. Newport Beach, Ca., harbor structure cradles owner's 510 million yacht. Note glass between octagonal posts.

African hardwood causes sticky dilemma

THOUGH acclaimed as an I African lookalike for rosewood, bubinga unfortunately has a tendency to gum up the works.

Highly prized bubinga (Guibourtia demeusei) is a beautiful, expensive hardwood featuring medium red-tobrown wood with lighter red to purple veining. The grain may be straight or interlocked. And its striking appearance is so similar to rosewood, it is often calledmisleadingly soAfrican rosewood.

But bubinga is available only in limited supply to the U.S., perhaps in part due to the sticky problems it presents. In seasoning, the wood dries easily but occasionally experiences gum exudation. Slow seasoning will avoid distortion and checking.

In addition, the timber works easily enough on both hand and machine tools, although the gum pockets may cause problems. The gum pockets are also a source of trouble in steam bending and gluing bubinga.

The fancier, interlocked and irregular grained pieces also tend to tear or pick up, requiring a l5' cut-

ting angle for planing or moulding. The wood may cause extreme blunting of cutting edges, which then must constantly be maintained. Nailing of bubinga requires pre-boring.

Story at a Glance

African bubinga resembles rosewood in appearance and price. gum exudationcauses problems in drying, working, steam bending and gluing used for decorative veneers.

That the hardwood is a very hard and heavy wood, though, really does not present problems in machining. Its average weight is 57 lbs. per cu. ft. and its specific gravity averages 0.88. Bubinga logs may be hugel some imported to the U.S. have tipped the scales at up to l0 tons. Trees grow 130 to 150 ft. tall, with straight cylindrical boles up to 70 ft. and average trunk diameters of 3 to 5 ft.

The heartwood is resistant to preservative treatment and termite at-

tack, but only somewhat resistant to marine borers, Yet it is susceptible to attack by the common furniture beetle. Its whitish sapwood is permeable.

Bubinga is primarily peeled for decorative veneers, the decorative rotary cut wood known as kevazingo. The slicing olten showcases its natural wild, swirling, veined appearance, while the wood stains easily and can be brought to an excellent finish.

It is also a superb wood for turnery producing [urniture construction pieces such as bedposts and chair rails and parts; for inlay work in objects such as tables with checkerboards, and for fancy items, including knife handles and brush backs.

Besides African rosewood, other names for this member of the Leguminosae family include essingang in Cameroon and buvenga in Gabon. The hardwood is found chiefly in equatorial African areas such as Cameroon and Gabon, also reaching into Zaire and the Congo region. The trees thrive in damp areas, being abundant in swamps, wetland forests and near rivers and lakes.

-Slrflonoo rBorry rNesior lJim lFronk lBetsy lMike

Gontrol led manufacturingproduces tight knot redwood siding

ONCEDING the impossibility of improving on nature in fashioning an elegant tight knot redwood from its young growth forest inventory, Simpson has concentrated its experienced manufacturing skills on the humanly controlled selection, seasoning, milling and protective packaging. The result, appropriately named Premium Knotty, brings together the best of nature and the best of Simpson in a redwood exterior siding that positions itself at the top of the elite in popular tight knot patterns.

Specially selected for siding use, each piece is individually machine monitored to assure a moisture content of l9o/o or less. Careful preselection and exacting control of air seasoning for up to six months inhi-

bits shrinkage as well as relieving drying stresses which can contribute to subsequent checking and loosen-

Story at a Glance

Redwood siding in tight knot pattern is result of exacting manufacturing control careful pre-selection, precision dry- ing eliminate potential problems. ing of knots, Strict standards of selection also eliminate all cutouts formerly allowed.

A handsomely saw textured range

of patterns includes thick butt rabbeted bevel, v-joint tongue and groove, v-shiplap, and l" channel shiplap. Virtually all patterns have undergone value-added improvements in detailing. Typical is the increase to 3 /4" in the lap of the rabbet on the thick butt rabbeted bevel pattern.

Unit wrapping with protective end capping assures that all the extra performance values added at the mill are delivered to the end user.

In addition, the Premium Knotty line of tight knot redwood siding retains all of redwood's legendary benefits including a natural resistance to warping, twisting, and checking as well as excellent insulation to heat and cold, plus an outstanding ability to take and hold a finish.

Redwood Adopts ALS Minimum Sizes

The latest redwood patterns guide, Redwood Lumber Patterns No. I 5, reflects recent changes in the industry.

New patterns have been added by the California Redwood Association, including the revival of patterns from the past. Patterns not readily available have been dropped. A new front index makes it easier to look up information.

The greatest change marks the redwood industry's movement to American Lumber Standards (ALS) minimum sizes. They are the last of the regional lumber producers to change to the narrower A LS minimum dimensions.

Standard Redwood Inspection Service (RlS) patterns, as well as S4S sizes, have traditionally been wider than the ALS allowable minimum sizes. ALS sizes and standards for moisture content were established in 1970 through the National Bureau ol Standards American Softwood Lumber Standard, PS 20-70.

The transition from RIS standard sizes to ALS minimum sizes came about as the industry shifted toward an increasing young growth resource. Manufacturers found that better quality products result from machining certified kiln dried or airseasoned, surfaced stock rather than rough stock. Since the surlace

stock is dimensionally smaller than rough stock, the final product is also smaller.

The industry's transition to ALS minimum dimensions has been addressed by the conversion of all 3/4" nominal shiplap and T&(i patterns to ALS minimum sizes. These have become RIS standard sizes. All l" nominal patterns will remain at traditional RIS standard sizes.

In addition to the comprehensive listing of patterns and dimensions, the new pattern book includes information on specilying redwood products and descriptions ol redwood erade marks.

Redwood Special lssue

GASUAI elegance is achieved by using tight knot redwood siding in the tongue and groove pattern in this rustic home.

Redwood Special lssue

EIPERIEI{CE, skill and attention to detail in pre-selection and grading improve appearance and performance.

SEAS0lllt{G for uo to six months in the air yard inhibits lurther shrinkage and relieves drying stresses.

CTASSIFIEE ADVERTNSEMENTIS

HELP WANTED: Well-established So. Ca. hardwood wholesaler and mill needs experienced credit mgr. Wood background helpful but not essential. Clean, modern working conditions. Our employees are aware of this ad. Send resume to Box 6l I, c/o The Merchant Magazine.

VICE PRESIDENT, BTJILDING CODES AIIDENGINEERING

The National Forest Prodrss Association (NFPA) is now interviewing cctdidates for the positionof Vice President, Building Codes rd Engineering. An anractive compersation rdbenefis package ir available.

NFPA is located inWuhinglon DC sd is the narional association re,presenting the solid $'ood tro&cts indrsty. The Building Codes cdEngineeringCouncil worls to ensure that hilding codes in thc U.S. perrnit the use of wmdplodrts andconducu engineering sutdies to suport this efforr The staffconsise of 15 professionals, including seven field staff, urd abudgetof $1,8 million

The positionrequhes agrasp of theCounsil's teclmicsl issues and strong marketing skills. Please send resumes in the saictest confrdence to Kiry Reilly, Vice Presidenr of Adminisuuion NFPA 1250 Corurecticut AvenugNW,Washingto& DC 20036. NFPA is m equal opporunity employer.

It' rorr trclicvc ln \()rrr [rrrsincss :rnti \\'rnt to truild it .\DVl:R'tlSF-.

Twenty-five (25) words for $21. Each additional word 70c. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera read!,. $55 iiwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Megazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Make checks payable to The Merchrnt Magazine. Mail copy to above address or call (7 | 4) 852- | 990. Deadline forcopy is the 22nd of (he month. PAYMENT MUST ACCOMPANY COPY unlessyou have established credit with us.

WANTED: Energetic salesperson with a good sense of humor. A fun place to work. Following helpful, but not essential. Retail background an asset. Secure, well-financed Los Angeles, Ca.-based wholesale lumber firm. Many benefits. Send resume. Write Box 609, c/o The Merchant Magazine.

BRANCH MANAGER

Management opportunity exists with large well established, multi-location, West Coast wholesale/distributor of high quality hardwood and softwood lumber and flatgoods. Must be experienced in hardwood lumber industry and have proven record in sales and management. Ability to organize warehouse and supervise employees a must. Compensation, including incentives, commensurate with experience, excellent benefits. Submit resume, listing experience, earnings history, and willingness to relocate if necessary. Respond to Box 608, c/o The Merchant Magazine.

LUMBER TRUCK 19'72Kw with 24 ft. double trailers, Cummins 400 magnum engine, good condition. $20,000. (91f)'143-3269.

LUMBERYARD RADIOS INOTORC'LA

LIFT TRUCK, Hyster. Recent complete overhaul. 15,000 lb. capacity, special thin forks, side shift swing shift. $12,000. Fred Holmes. (916) 7 43-3269.

INTERESTED

IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis, For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

IS THIS your own copy of The Merchant Magazine2 If not, use the subscription forms in this issue today to get your own subscription. Don't be left out on what's going on. What you know can save you money and make you money.

ACTION!! If you want action in buying, selling or trading equipment, machinery parts, materials, etc.', use the Classified Ads page of The Merchant Magazine each month. Rates are reasonable, readership is unequalled. Try it now!

REPRINTS of hardwood anicles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $12; Southeast Asian Hardwoods, fi; South American Hardwoods, $6: all three. $19. Send your check today including namc and address to Hardwood Reprints c/o The Merchant Magazine. 4500 Campus Dr., suite 480, Newport Beach. Ca. 92660.

ACTIVE DISTRIBUTION

WHO WE ARE

Active Dstribution is a full-service warehouse oPeration which specializes in the storage and distribution of sprcialty and commoditv products. A wide varietv of value-added services, unique in the industrv, ii offered k) both manufacturers and retailers.

OUR LOCATION

With its headquarters in the pxrrt citv of Stmkton, California, Active Drstribution can quicklv accss maior pxrpulation centers of the West as readilv as it handla inte rnation.il imFrrts and exports.

FACILITY

A 130,000 sq. fl. warehoux'and 1,1 acres of wred skrrage allow the flexibilitv naessarv for hanclling manv typs of products, including lumber and plvwood. Modern warehousing systems, and a state-of-the-art c()mputer network track Active Dstribution's oprration.

SERVICE OPTIONS

tsUYERS'GUIDE

-SOUTHERN CALIFORNIA- SAN FRANCISCO BAY AREA

LOSANGELESAREA

Baldwin Enterpises Beaver Lumber Co.

Berdex Intemational Big Cre€k Lumber Co.

Bonnington Lumber C0.

California Forest Products

California Lumber Inspection Service

California Redwood Assn.

Cas€lla Transportation DMK Pacilic Corp. Express America

Fibrebmrd Corp.

Georgia-Pacific Corp. (oakland)

Georgia-Pacific Corp. (San Jose) Hin & Wmd LumberCo.

Hub City Golden oate Terminals

C,orD. (Novato)

NORTTfERN AND CENTRAL CALIFORNIA

LumberCo.

Lake Forest Producls

International

Lumber Co.

Trucking. Joe

Forest Pmducts

Schmidbauer Lumber, Inc Universal Foresl Producls

AUBUR[/GNASS TAI.TTY

Agate Sales, Inc.

Procision Mill & Lumber Co.

Product Salos Co.

Reliabls Wholosalo l-umbor Co.

Roans Co. .,... (818) 881-7062 (2131 773-4032

San Anlonio Constructlon

Sauso 816. 0c6an Towlno

South Bay Forost Products

Southwost Machinory Co., Inc.

Southwssl Plwood & Lumb€r Corp.

Sumwood, Inc.

Toal Lumber Co.

Tradewesl Hardwood Co.

Western American Forest Producls

Wstern lnternational Forest Products

GREATERSAN DIEGOAREA

American Mill & Manulacturing

EakerHardw0od .1......

Burns Lumber Co.

Cal Slate Lumber Sales......

Fishman & Atliliates

Fountain Lumber Co., Ed

Fremonl Forcst Producls {800) 445-4923

Frcst Hardwood Lumber Co.

Georgia-Pacilic Corp.

Kelleher Corp.

LaneSlantonVance....

Maple Bros.. Inc. Moulding

Roane Co.

Stanline, Inc.

Westsrn Wood Preseryers Instilute

Weyerhaeuser C0.

oRAllGE, R|VERS|DE &

BERIIARDINO

All-Coasl Forest Products, Inc.

MrEnsFtEt0

HiOOins Lumber Co. (800) 22i-4338

Pacific Wood Preserying ol Bakerslield Corp. .. (800) 582-3950

ct 0IER0ttE

All-Coast Foresl Products

Eowman Lumber Sales

Louisiana-PacilicCorp.

Preston Lumber Corp.

F(INT ONAGG

Georgia Pacilic Corp. (Redwood)

Haruood Products

Holmes Lumber Co., Fred C.

tRESt0

Georgia-Pacrfic Warehouse

Inlernational Forest Products

Pacilic Foresl Producls

Unity Forest Producls

Weslern American Foresl Producls

Berdex lnlernational

Siadix Minuiacturing c0.

Eowman Lumber Sales

Canlor U.S.A. Corp.

Caprlol Plywood

Ensworth Forest Producls (Sacram€nl0)

Gorgia-Pacific Warehous€

Hickson Corp.

Kelleher Corp.

Laco Lumber Co. (Wmdland)

Laminaled Timber Seruices, hc.

Louisiana-Pacilic Corp.

Michigan-Calilornia Lumber Co. .

Mokelumne Biver Forest Products

M & l/| Builders Supply

Nikkel Corp.. The

Pacilic Soulheast Forest Producls

P & M Cedar Products

PGL Building Producls

River City Moulding Co. (800) 321.5095

San Anlonio Pole Conslruction Co.

Stanline, Inc.

Stocklon Wholesale

Sun Forest Products

Union Forest Products

Union Planing Mi|I

Unity Forest Products

Universal Forest Products

Waldron Foresl Products

Western Wood Treating Co.

Weyerhaeuser Co.

White Erothe6

Wolle Lumber Co.

stxlr R08t tREt

Blue 0x Manulacturing

Capital Lumber Co.

Gmrgia-Pacilic Corp.

Kelleher Lumber Co.

Martin Foresl Induslries

Noyo Timber Products, Inc.

Nu-Forest Products

ur0tlt^Mtuls

Ahl Foresl Products

All Heart Lumber Co., Inc.

Thunderbolt Wmd Treating, Inc. iro. ci t ldodi ogz-sicn tso

nE||0til8 AnEl

ouckback Producls co. (chico) .......

Louisiana-Pacilic Coro. (Red Bluff)

P & M Cedar Products

Trinity River Lumber C0.

stcRlilE[r0/sI0ct00[ r8il

Active Dislribulion

Cal Coasl Whdsale Lumber, In(

Little Lake Industries .........

Louisiana-Pacific Corp.

Performance Coatings, Inc. (Ca.)

Redwood Coasl Lumber Co. Willits Redwood C0.

YNEKI Ware Enlerprises

PACIFIC NORTHWEST STA ROCKY

wast{D{GTON

ONEIIEN SEITTI.E/ITCOlNI IREA American Plywood Assmiation

Beadex Manulacturing C0.

Burlin0lon Northern Railroad Burns Lumber Co

Gmrgia-Pacilic Corp. (Tacoma)

Gsrgia-Pacilic Corp. (Seattle)

Hub City Seattle Terminals

Xennedy.Johnsen Lumber Sales

PGL Building Products (Auburn)

PGL Building Products (Marysville)

PGL Burlding Products (Alaska oiv ) Loth Lumber

Products McFarland Cascade (ln Wa.) (800) 521-2131 North American Plywood Corp.

Northcoast Redwood & Cedar Co.

Simpson Timber Co.

Tricon Forest Products

Western Turnings & Slair

Weyerhaeuser Co. (Seanle)

Weyerhaeuser Co. (Tacoma)

sP0|(lltE

Gmrgia-Pacilic Corp.

OREGON

SOUTHWEST

ARIZOilA

OBITIUARIES

Bert Schradet, 67, president and owner of B. L. Schrader Inc., Bellingham, Wa., died Jan. 10, 1990, in Rancho Mirage, Ca.

Born in Seattle Wa., he entered the lumber business in the mid1940s with Wyman Wholesale, Seattle, before founding his own company in 1951. He also spun off a number of subsidiaries, including Ruskin Lumber Co., Bellingham, and Ruskin Cedar, Oroville, Ca.

Mr. Schrader is survived by his widow, Ruth, two daughters, and one grandson.

Robert D. "Bob" Peterson, former chairman and chief executive officer of Palmer G. Lewis Co., Auburn" Wa.. died Jan. 9. 1990. in Washington. He was 70.

A native of Minneapolis, Mn., Mr. Peterson was graduated from the University of Minnesota, moved to Seattle and received his master's degree in forestry in 1942 from the University of Washington. After serving three years in the Army Air Force during World War II, he joined PGL in 1946 as its first fulltime outside salesman. He was promoted to sales manager in 1952 and president and c.e.o. in 1967, before retiring in 1989.

He was past president of the Seattle Lumbermen's Club and the National Building Material Distributors Association in 1970.

Mr. Peterson is survived by his widow, Jean, two sons, two daughters, three brothers, one sister and six grandchildren.

Paul Lund. 65. retired district manager of United Building Centers, Great Falls, Mt., died Jan. 2, 1990, in Great Falls.

Born in Centralia, Wa., Mr. Lund began his career in 1947 with Monarch Lumber, Shelby, Mt. He later joined Bestway Building Centers. Great Falls. which was sold to United Building Centers in the mid1960s. He retired in 1986.

He served as president -of the Montana Building Material Dealers Association in 1981.

Mr. Lund is survived by his widow, Kathy, one son and one daughter.

Genetically Engineered Trees

The world's first genetically engineered trees - poplars resistant to herbicides so young trees won't be crowded out and killed by weedsare being developed by the U.S. Forest Service.

The trees incorporate a mutant gene from a species of bacteria that commonly causes food poisoning to withstand weed killers so the poplars can be grown rapidly on large plantations. Commonly used as "a fast screen" for conifers, the poplars will be burned to provide energy or converted into ethanol to run cars, scientists said.

PENOFINO TR/{NSPARENT WOOD FINiSHES

fJon t hide your beautiful wood with an opaque stain. Discover it with l-./ Penofin@ transparent wood finishes. Instead of using inexpensive impenetrable clay pigments like most semi-transparent stains Penofin@ uses microscopically ground strategk metals that are so small you can see right through them. These microscopic metals also offer the best in UV protection because they dont absorb sunlight, they reflect it.

From Penofinls@ color system to its Brazilian Rosewood Oil base, Penofin@ contains the finest ingredients available for wood protection. Brazilian Rosewood Oil penetrates deep into the wood fibers allowing them to breathe. It doesn't leave a film on the surface to crack, peel and chip. We could make it cheaper but it wouldn t be the finest wood finish in the world.

For information on how vou can discover the beautv of vour wood with Penofin@ call our toll free number for the nearest dealer in your area. In California, (800) 468-8817, outside California (800) 468-8820.