Merchant Magazine - march 1992

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

it gotng h be when it grows up ?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most versatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy colilnons, or garden grade lumbe4 kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

--Andn+hearrtrr vrill enrl trn enhancino e deck q

fence, a house-and your bottom line.

For your redwood customers, choose the redwood that has everything going for it: looks, promise, and a fine fr.mily rarne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (707) 964-0281, or the G-P Distribution Center nearest you.

MARCH 1992

Bufl's €gG

Hit the target in specifications

Redwood cfone Science ups growth factor

Quesfion fime

Redwood dealers want answers

The mqximizer

CCA can extend redwood service

rrrinning the gold in merchqndising, sofes competition

Model deck & cross merchandising boost sales performance

studging tigurer con be q rewarding experience

wlIvPA spring meefing to deql wi0h timber suppfg isrues

ItAWtA & I{BI'DA task torce explores posriDle merger

Treatert march on wqshin gton, D,C,, legislators

Confests bfing in more cusfomers wanting redwood CRA has free banners, announcement cards, entry blanks

IT'S TIME TO GET BACK TO BASICS

25 MILLION BOARD FEET AVAILABLE FOR YOUR NEEDS IN REDWOOD AND TREATED PRODUCTS AT ALL TIMES.

LET US INVENTORY YOUR NEEDS_FROMACARLOAD TO LTL. WE'LL HELP YOU INCREASE YOUR INVENTORY TURNS.

3 20 AcRES AT OUR MODERN SACRAMENTO MANUFACTURING FACILITY.

3:

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FEATURING

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9 21 TRUcK FLEET FOR DELIVER. IES THROUGHOUT THE WEST.

IO wHnrrVER YOU NEED IN REDWOOD AND TREATEDLET'S TALK BASICS. WE'VE GOT WHAT YOU NEED.

What's your sign?

I ET'S TALK about signs. And we don't mean L whether you're a Virgo or a Gemini. We mean the kind posted in offices and stores.

Signs can say a great deal about a company. We're all familiar with offices adorned with signs, notes and pos0ers about how screwed up operations are, how screwed over the employees are and how nothing ever seerns to go right. It's not our idea of a positive work environment that encourages employees and management to be more effective.

Retail store customers are often bombarded with negative signage, starting outside withNo Parking, Hours Closed (not hours open) and lawyedy wamings that if anything happens in the yard or parking lot, just forget about any help from the store. Inside are shoplifting signs virtually accusing the customer of being dishonest. These are followed by No Retum policy statements that can run four or five

intimidating paragraphs. Signs like this always make us wonder why we're in the store in the first place.

As for a foolproof signage system for finding stuff in the store, it hasn't been invented yet. Gigantic letters look great inphotos but are sometimes too big to be easily read from the showroom floor; displays often block the view. Tiny signs can easily be overlooked. Arrows that point shaight up lead some to wonder if the inventory is suspended from the ceiling. Some of the so-called floor layout maps we've seen are guaran0eed to baffle all but a cartographer.

Take a fresh look at the signs where you work. Are they positive, enthusiastic without being excessive? Would the message make you mofe productive? Review all signs to see if the tone can be shifted from a negative (hours closed) to a positive (hours open). Make certain all are customer-friendly and do everything a sign can do to let buyers know you really care about their interests.

DAVID CUTLER editor-publisher

UMSTERIT RED CEDAR

F&E I YE RYIH'NA

Iirsl, for the number one orode lumhr thut Western Wood Preseriino selects soecificollfhr Sunwodl th oooeolinq. reddish-biown coloi thot hm hcome top choice fdi outdfrr living.

losl, for the lonoevity of soeriol hioh-ouritv 0smme' preservotive thot lftks ilre. rith,wgrmiolbr info every fihr, while iaisting lermiles ond rol for o'lifefime.

Evcrvthino in.bclwcen, for the hst service. ouolitv producis ond piompl delivery thothm berome o promib'of We$ern Wood Preserving.

Homeowners prefer to build their deck and fenceswith redwood. It's just common sense. After all, nothing else comes close to dry redwood's prestige or matches its long-lasting beauty.

Untilrecently, everyone paid a premium for the privilege. Now the rules have changed. L-P's Desert Dry@Redwood supplies the quality and performance your customers want at a fraction of the price they'd expect. It's dried to industry standards, then trimmed, surfaced, and shipped in a weather-resistan[ wappe4 so it's protected and look great in the lumber yard,

Louisiana-Paciflc's Desert Dry Redwood sells itself and brings in high profits. It comes in allthe popular grades and sizes, including:

Construction Heart, Construction Common, and B Grade in2x4,2x5, and 2x8 dimensions, and is available in lengths up to 20 feet.

We're spreading the word. So don't be surprised when your cus-

tomers demand Louisiana-Facific's Desert Dry Redwood. When they learn how affordable dry redwood can be, they'llstart lining up at your door. After all, it's just common sense.

For more details, callus today in northern California at (7071443-75rr.

How to order redwood

By Charles J. Jourdain Vice President, Technical & Inspection Services California Redwood Association

I N THE FOREST products industry, we can easily lose I sight of the fact that many of the people we deal with on a daily basis have a much more restricted knowledge of our products than we do. For redwood wholesalers or retailers, it is important to order the exact products needed from suppliers and see that customers receive precisely what is going to fill their particular requirements.

The key to meeting these requirements is proper preparation of product specifications. The CRA Technical Department works closely with architects, engineers, designers and builders to educate them not only about available redwood products, but also about how to properly specify them.

Meticulous dealer preparation of orders not only eliminates confusion about what is being supplied, but also assists and protects you in handling claims.

The fundamentals for specifying redwood can be found in CRA's u{rr in Architecture and Certified Kiln Dried Siding Patterns and Applications fot siding uses and Landscape Guide and Deck Corstruction for decking and other landscaping uses.

To ensure delivery of the proper siding product, the specifications should include: use, grade, grain, seasoning, pattern description and number, and surface texture. For example, a sample spec of redwood lumber for exterior siding would be: "CRA-RIS grade-marked redwood, Clear All Heart gmde, vertical grain, Certified Kiln Dried, lx8 channel V shiplap, Pattern 285R, saw-textured face to be exposed."

Because of changes in the dimensions of standard redwood patterns, it may also be wise to cite the CRA redwood lumber pattem book when referencing patterns. Except for pattern number, specifying redwood and fencing should include the same information as for siding uses. For example: "redwood lumber for (use) decking shall bear the RIS grade mark and shall be (grade) Construction Common, (seasoning) S-DRY, (size) 2x5, (texture) S4S."

Sometimes the particular paragraph number describing the grade or moisture content requirements from the RIS Standard Specifications for Grades of Califurnia Redwood Lumber may also be used. For instance, the Cooling Tower Ittstitute Standnrd Specifications for the Design of Cooling Towers with Redwood Lumber references specific paragraphs from the RIS rule book for general purpose and structural grades. RIS Paragraph 725 is frequently referenced when specifying kiln dried redwood.

In,the settling of disputes and claims, a copy of the original order can play a critical role. Frequently, however, the information on these documents is woefully inadequate. For instance, most dealers would see nothing wrong with an order which stated "3/4 x 8" Aye-Grade redwood bevel siding." Besides the fact that the still widely used "A" or "Aye" grade terminology has been obsolete for over two decades (the correct grade terminology being Clear), other potentially critical information is lacking such as: is it plain

bevel or rabbeted bevel siding, what is the pattem number and surface texture, and, perhaps most critical, what is the specified moisture content?

Frequently dealers orremanufacturers will get orders for products whichthey do nothave instock, butwhichthey can readily produce by resawing ormilling stockthey dohave in inventory. This practice sometimes leads to products which may vary slightly from standard dimensions or kiln-dried standards. For instance, pattems milled from S4S stock may have dimensions which do not correspond to standard pattems. One-inch stock resulting from resawing two-inch kilndried redwood boards may not meet the RIS moisture content standards for CKD one-inch redwood. Remanufacturing may also change the grade of the final product. It is important that customers are made aware of this. For instance, adding wording such as "product of resawing 2" x 12" Clear All Heart CKD redwood" to the order may benefit both customer and supplier.

The CRA Technical Department spends a good deal of time educating specifiers about redwood products. It is in their interest that they receive the product that will meet their particular requirements. It is in the interest of the supplier that the product specifications be clearly provided and understood so that good customers are maintained and new customers become a source of repeat business.

Sloryat aGlance

Ways to satisfy customerc by ordering what they need proper preparation of paperwork. referencesforcorrectspecifications, current terminology.

WRITING redwood lumber orders with conect specifications is one way to help a customer complete a job etficiently.

SUPER STERILE high tech conditions (top) are essentialfor the painstaking work involved in the cuttings that will eventually grow to be huge trees in the forest. The Simpson Timber Co. lab and nursery,,Korbell, Ca., also raises (center) hundreds of thousands of plantlets and seedlingsfortheir3S0,000acres of forest land. Rows of prototype and test trees adjacent to the lab (below) are another step in the careful plocess Simpson takes in ensuring high quality trees lor their forests.

How redwool and why scienc(

a greater supplr

6 ARTIALLY hidden on a country

F road in the heart of Califomia's redwood country, a laboratory and nursery complex deals daily with what at first sounds like science fiction.

Secret chemical formulas help old trees get younger; hundreds of thousands of trees grow from one small cutting; trees grow 80 feet tall in just six years.

But this isn't science fiction. It's very much science fact and it's helping to make material improvements in America's forests. Operated by Simpson Timber Co., the project's mission is to select the best the forest has to offer and replicate it through cloning to enhance the natural growth process. The trees are not altered genetically. Neither are the forests. What's going on is helping Mother Nature do her best. No Frankenstein-of-the-forest stuffhere.

Generally the process works like this: The best tree per one thousand acres is selected. This is usually a 4050 year old specimen, mature enough to have established the characteristics for which it is selected. Desirable characteristics include small branches, rapid height growth, thin bark and straight trunk. A cutting is taken from the donor tree. Sometimes this requires a marksman using a high powered rifle to shoot off an especially desirable upperbranch. This sample is taken to the tissue culture laboratory where a two year process of growing tiny plants called plantlets begins. In a totally sterile en-

vironment worthy of a space shot, a team using medical instruments deftly cuts and replants the plantlets in separate containers as they grow. This process compresses the age of the cloned redwoods so that in a sense they become younger and grow more vigorously.

Each cutting from the forest can produce up to a million plantlets. These are not seedlings, but small plants that Simpson refen to as plantlets to diffetentiate them from seed grown trees. They are not merely alike; they are identical because each plantlet came from the same original cutting taken in the forest. Later, when they are planted in the forest, the only differences between trees will be due to varying soil, water and weather conditions.

As these plantlets grow in the lab, the severe trimming they continually receive causes erect shoots, like redwood stump sprouts, to appear. Known as hedges, these can continue to produce planting stock for about five years.

Cuttings 2- l/2" to 3" insizeare taken from the hedges during December to February and put into the same kind of small vial used to grow trees from seedlings. In about six to eight montbs, the cuttingshave grownenoughtobemoved to covered nursery sheds outside. Their survival rate is as good as orbetter than that of trees grown from seedlings.

Simpson officials point out that the entire tissue culture process is very delicate and technical, requiring precise use of plant hormones in the proper

lloning works rs creating Df wood products

balance to stimulatebud, shoot androot formation.

While Simpson has invested about $4 million in research alone and $20 million in productivity enhancements in the last l5 years, the details ofhow it all works are top secret. However, they allow tours for customers and others interested in the welfare of the forest at the complex which is minutes away from their big Korbel, Ca., mill, east of Eureka.

Story at a Glance

Millionsof dollars in R&D pay off for Simpson Timber as their labs and nurseries produce better trees for rcforestation and fiber growth. .. emphasis is enhancement, not genetic change.

More than redwood is produced there via tissue cultures and seedlings. Douglas fir, Bishop pine, sweet gum and eucalyptus have all profited from their bio-technological touch.

Company research on eucalyptus resulted in the Tehama Fiber Farm being started in 1988. Its planting stock requirements are 550,000 annually compared to redwood and other conifer requirements of one millionyeady. One eucalyptus cutting has produced

720,000 plantlets and some of the trees have grown an astounding 37 feet tall in just three years, over 12feet per year. The average growth rate per year is 10 feet inheight and one inch in diameter.

More than 100,000 redwood plantlets were transfened to the forest in 1991, along with 1.5 milliontrees grown from seedlings. Since redwood naturally regenerates itselfin the forest, the lab andnursery produced trees are added as a supplement to nature's efforts. Neither the type of tree nor the balance of the forest is changed.

With the clones now growing, benefits from the long years of research and the millions of dollars of investments are beginning to pay off. The identical trees, all of them superior, will mean an ample and consistentsupply of excellent lumberand other wood products. As research continues, Simpson scientists say, the time needed to grow these marvelous specimens will decrease from a 60 year to a 30 year cycle sometime before the middle of the next century.

Presently Simpson is on a sustained yield basis, replacing and growing more wood fiber than they cut each year. As the quality of the forest is enhanced, a greater supply of wood products can be expected. Barring political interference, Simpson Timber in the years ahead will grow more and better trees on their 380,000 acres of forest land, continuing to supply today's needs and America's wood requirements into the distant future.

REDWOOD? Yes! Dawn redwood, a Chinese species (top) once thought extinct. These tiny deciduous trees that appeared dead in January will be greening up as you read this. Simpson Timber staffers (center) examine a plastic covered experiment in process in the nursery. From left Kim Doan, tissue culturist and manager of the lab, Sylvia Jacobson, marketing dept., and Glenn Lehar, nursery supervisor. A number of species (below) are nurtured: redwood, Douglas fir, Bishop pine, sweet gum, and eucalyptus, among others.

Redwood hangs tough against adversaries

forms whitewood in durability, dimensional stability and finish retention.

Q: Uoro roill the redwood industry survive the Endan-

gered Species Act, environmental laws limiting logging and California's anti-business state government?

A:I'm an optimistnot a blind optimistbut an optimist. Eventually the public will learn to recognize the difference between radical environmentalism and rational environmentalism. The industry will survive. The question is how many of us will still be here when the pendulum swings the other way? Will we still have our businesses, ourjobs, our homes? It's scant comfort, but these are not problems the redwood industry or eventhe wood industry faces alone. Theseproblems affect any resource-oriented business, community, school, service or business dependent on a resourceoriented business. We have to communicate. We have to develop allies. When we hear someone spouting unfounded rhetoric, we need to call them on it. We need to counter the hysterical, doomsday nonsense with facts.

Q: Wfr", do I tell customers who think buying redwood endangers the environment?

1 NCREASINGLY redwood retailers and wholesalers are I experiencing real concern about availability, price, product performance and misinformation in the media. Many tell us they feel unprepared to handle demands and questions from customers. Here California Redwood Association executive vice president and general manager Christopher Grover responds to their concerns.

Q: no", young growth redwood have the same durability as old growth redwood?

A 3 According to the USDA Forest Products Laboratory in Madison, Wi., old growth redwood heartwood is classified as resistant or very decay resistant. It shares this classification with two other softwood speciesold growth bald cypress and old growth cedar. The greatest proportion of young growth redwood is classified as moderately decay resistant because extractives providing decay resistance are produced over time and thus found in higher concentrations in old growth timber.

Still, young growth redwood is more durable than most other softwood species and is suitable for decking, fencing and siding when proper construction techniques are used. Young growth redwood outper-

A: tt i, i-portant to make the following points very clear: The public owns more than 350,000 acres of prime land in Redwood National Park, federal monuments, state parks, state forests, county and city parls and reserves. Coastal redwood is the most protected commercial softwood species. Redwood that is sold comes from private land.

The redwood industry replants trees promptly as they harvest. It's the law in California, but more than that, it's their land and good business. The industry raises more than 13 million seedlings annually and more than 5 million are redwood.

Redwood is the fastest growing commercial softwood in the nation, the most renewable building material available to us.

Q: Wfry doesn't the CRA take a more active role in lobbying against environmentalists' harvest restrictions and tell the public what we're doing for good forest management?

A! We include a positive environmental message with our product promotion whenever it is appropriate and we publish and distribute information on redwood forests, redwood parks, and the practices of the redwood industry. Our activities in this area have increased as the crisis has ballooned. As defined by.our

REDWOOD is the most renewable building material available, maintains Christopher Grover, executive v.p. and general manager of the California Bedwood Association.

bylaws, CRA'sprimary activitiesare focusedonproducts rather than forest. CRA's member mills belong to other industry organizations whose primary responsibilities include lobbying and public relations.

Q ! CoutO the CRA develop stories in the media to help wholesalers and retailers explain redwood shortages and higher prices to their customers?

A 3 a,g"irr, this subject is really outside of CRA's charter. It is an area where the newly formed California Forest Products Commission will help. All wood products are threatened. The public needs to be aware that every restriction has hidden costs.

Q: Wn.t do I say to customers who complain that all heart redwood fences have termite damage in five years?

A: ffr" fruartwood of California redwood is one of only a few domestic woods with any significant resistance to termites. Other resistant woods include: the very resinous heartwood of old growth southern yellow pine and the heartwood of eastern red cedar. These rarer woods along with redwood heartwood are termite resistant relative to other woods, they are not termite proof.

Studies conducted at the USDA Forest Service Southern Forest Experiment Station in Gulfport, Ms., indicate that redwood extractives act against termites as stomach poisons. This means like any wood redwood may be attacked by termites. If the termite population is not very large, or if there is another less hostile source of food, the attack is likely to be repelled and the termites will move on.

Q: C"n information on correct finishes and nails be

made available to a customer with a label or handout when he purchases redwood?

A 3 It's vital to get the right finishing and nailing information to customers. It would be great if we could put all that information on a single label attached to the lumber. We 've considered this approach, but there are two problems: labels are too small for all the information and attaching a label discolors the wood.

Instead, CRA and its member mills provide handouts that include information on nails, finishes, grades and other particulars for a given product.

Q: Wfry isn't redwood available with a pre-stain or waterproof finish?

glue bond extremely well and it is an excellent substrate for paint. Both of these characteristics contribute to redwood's highperformance as a finger-jointed product,

Still, it's just as important to be aware of fingerjointed lumber's characteristics, as it is to be aware of the characteristics of a particular grade. For example, if I were to use a glulam column outdoors, I would paint it, or at least design the project to have end caps that would keep moisture from getting into the end grain of the lumber which could lead to checking. With finger-jointed siding, I'd use a quality oil-based or alkyd-resin based primer and an acrylic latex paint as a topcoat. Such a finish would provide a more uniform appearance and would minimize moisture-related problems.

Q: * there a way to show customers the difference between B grade and Clear grade redwood? They tend tojudge by color.

A: Ay definition. Clear grade allows only two 3/4" knots in occasional pieces (not more than lO% of a shipment). B grade is a downfall grade from Clear grade. Typically, it will have characteristics or defects not permitted in Clear. For example, B grade permits up to five sound, tight knots in pieces 14 feet or longer.

There is no restriction on the amount of sapwood (the cream-colored wood) in either grade mentioned above. If a customer wants a comparable grade without sapwood, they need to order either Clear All Heart grade or B Heart.

Story at a Glance

Answerc to troublesome guestions about redwood availability, environmental impact and performance. information to reassur€ customers and build confadence in redwood.

Q: Will ,fre CRA be stepping up d-i-y promotions such as deck plans in home magazine features?

A3 Our annual CRAlHome Mechanb Deck Design Contest results in deck stories all summer long in this d-iy oriented magazine. We will be working with dozens of other shelter and how-to magazines over the year.

Q: Wfr", can be done to increase the number of long lengths available?

A: ff,ira parties provide this service. Typically lumber is routed through a pre-stainer en route to the job site. a There are also pre-stainers who stock pre-primed red- A: wood trim and sidings.

Q: ^L"" finger-jointed redwood products reliable?

A 3 fir,g"r-lointed lumber products have a long and proven track record for many uses, such as glulams, sfuds, interior finish and exterior siding. Finger-jointed lumber is economical and makes excellent use of the timber resource. Certified Kiln Dried redwood holds a

Certain lengths will always be more popular than others and lumber mills produce both long and short lengths. This creates opportunities to add value to the product. The company that sorts lumber to length can sell standard lengths at a premium.

Short lengths of redwood are ideal for dozens of backyard applications including planters, benches or built-in deck counters. Retailers offering project ideas, plans and a price incentive will see their shorts disappear. Likewise with longer non-standard lengths.

Tleated redwood?

I T SOME time in the near future, Fl dealers may be stocking sapwood grades of redwood that have even greater durability than all heart redwood. Preservative pressure treatment has the potential of creating a deck material with exceptional physical characteristics from the most common grades of redwood.

"Several dealers have expressed interest in treated redwood," said Tom Gardiner, sales manager of LouisianaPacific's treating operation in Ukiah, Ca. "They like the idea of extending the life of sapwood grades while retaining the workability and dimensional stability for which redwood is known. So far, though, there has not been an economic incentive for making treated redwood decking."

Thattime may be coming, however, as supplies of heart redwood diminish. Notechnical obstacles stand inthe way.

"Sap redwood can be treated effectively with CCA (chromated copper arsenate)," Gardinersaid. "The American Wood Preseryers' Association lists redwood for a variety of applications. We regularly treat redwood for industrial uses, especially cooling towers."

Redwood has been used for decades in cooling towers to avoid the corrosion that damages metals. Originally this redwood was untreated. Now, according to John Condon ofEcodyne, a producer of cooling towers, the Cooling Tower Institute requires that all wood within the tower be pressure treated.

Tests on treated redwood lumber

have been conducted by Hickson Corporation, the manufacturer of Wolman CCA. They found problenr are aesthetic, not technical.

Dr. Craig Mclntyre, manager of R & D at Hickson, said, "CCA treatment adds decades to the life of sap redwood. However, in our initial trials, heartwood turned a dark color while sapwood areas remained light. We don't feel consumers would accept this variation.

Story at a Glance

Treated redwood is consideredaviableproduct. CCA extends life of sapwood, retains workability and dimensional stability ... no economic incentive at present, but environmental concerns may change its commerical potential.

"Then we introduced a color additive into the CCA solution and treated more samples. The result was lumber with a reddish brown color and greater consistency between heartwood and sapwood. This wood is attractive and has commercial potential."

Environmental concerns may offer dealers anotherselling point. The longer life of treated redwood will help conserve redwood resources.

FOUR SAMPLES of treated redwood are displayedbyTomGardiner,salesmanageratL-P's treating operation in Ukiah, Ca.

PRESSURE treated redwood is commonly used in cooling towers, such as lhis one built by Emdyne.

Maximizing the deck proiect ticket

Story at a Glance

Benefits of a deck display. ways to build sales using demos to prompt add-ons for biggertickets.

HE COMPLETE deckdisplay can do more than promote decking sales.

It can: (l) promote sales of an entire deck package, including a more up-

graded version than the consumer originally had in mind.

(2) promote sales of other deck parts, hardware, accessories, finishes, furnishings or outdoor living extras.

(3) motivate homeowners with decks, porches or patios to upgrade, renew or refinish them.

Always use top quality materials and professional construction in a deck display. Position the model in a high traffic, well lit location. Have literature, detailed signage and a knowledgeable salesperson on hand to help potential buyers.

The basics should be used to constructthe display butneednotbe stocked adjacent to it. Use signs to point out where the components can be found, including:

r decking

r posts

o top rail

. beams

r joists

o railing posts

r balusters r stair stringers

. step treads . cement nails, screws, bolts and other connectors.

Position neat displays of installation and maintenance extras nearby:

o stains, finishes and protective coatings

o applicators (bnrshes, rollers, sprayets)

o construction tools

o caulks and adhesives

Incorporate fancy deck accessories for higher end sales: spindles r lattice

r built-in benches and storage compartments

r built-in deck lighs

r planters . overhead structures. Use luxuries and amenities to complete the scene:

o outdoor furniture

r garden swings . sauna

r yard lighting heat lamps

r barbecue equipment

o outdoor speakers

o hot tub or spa o plants

r birdhouses and feeders

. windchimes,mobilsandwhirligigs. Too many products may make your display look like a crowded stock area, buta spacious, detailed, well furnished sample deck can sell a lot more than lumber.

Anatomy of pricing

By Wally Lynch P.A.I.D. Associates

is a merchant's value Fmessage to the customer. Coming in all sizes, colors and lots ofoptions, it is applied to goods, services and combinations thereof.

IfRICING

Early on in the life of a retailer, pricing is used to position the company in the market. A decision is made and implemented about how the owner wants customers to perceive his business. Most owners set one of three pricing strategies: low end, middle of the road or high end.

Think of a fish. It has basically three parts-head, body and tail. A pricing low end strategy or "tail" might consist ofbare bones product lines at cash and carry prices, no service, no credit, no delivery. The "body" could be thought of as middle of the road: some services, dominant product lines and pricing which includes the cost of limited service. Some service may be offered alone. The high end or "head" offers broad product choices of low to high end products with service costs included.

There are several variations on these themes. Imagine contractor sales from a compensatory basis: cash and carry, cash and delivery, charge and carry, and charge and deliver. These four possibilities also could apply to consumer sales. If implemented (not recommended), they would produce eight different prices for the same item.

The idea behind a price strategy is to convey a desired message to your customer and to manage your competition. Bare bones against bare bones, middle against m(ddle, etc. Matrix pricing allows you to compare apples to apples and adjust accordingly. The combination breaks the competition into manageable increments.

Every retailer at some time must deal with the specifics of everyday pricing for day in and day out selling. This is dependent on the development of assorted product lines to produce the value impression, features and benefits necessary to convince the customer to buy a specific item at a set price. Such products could be described as good,

better and best. The assortment could be broadened to include low end and top of the line additions. Thus, five basic price points come into being. They might be $19.95, $29.95, $39.95, $49.95, $59.95 respectively. What's important is that you are competitive and that value for the dollar amount asked is discernible.

Most merchants follow competitive advertising closely. This is where promotional pricing comes into its own. Your regular pricing is in place when "wham" here comes a circular that destroys your items pricewise. Promotional pricing wears at least five hats.

The first is the special item not regularly carried but bought especially to offer and blow out over a weekend or two. You know the item and there is only 10Q gross margin in it at the selling. The seller is making a big price impression and becziuse the merchandise is only in inventory a few days the CMROI is reasonable.

A second type of promotional pricing is an item offered by a supplier at a reduced cost price and a lower recommended selling price. The idea is that it can be bought at cost for 50Q less in orderto reduce the selling price of$2 or $3, thus increasing demand and sales.

A third option in promotional pricing occurs when regular merchandise for which you paid full price is offered at a reduced selling price. You see this occur in varying ways. The loss leader is often used and abused on this type of promotional pricing. Cut the price way down and bring people into the store like mad. It's supposed to demonstrate value, but sometimes it only produces cherry pickers.

Storyat aGlance

How to send a message to yourcustomerwithpricing low, middleand high end techniques ... ways to beat the competition and maantain profatability.

Some merchants afe more successful when they work a variation of this loss leader. Imagine from our five item product line example that "better" is also the best selling price point in the range. Top of the line is the highest price point of the line. By lowering its price point to just above "better" you let the customer easily identify value. There is marginforthe store in this kind of leader as opposed to the low end give-a-way. The other two types of promotional pricing deal with regular product line items. Seasonally, merchants promote at regular price to notify customers that products are available. New item introductions are also promoted atregularorhigher thanregular pricing to skim the cream.

In the final analysis, pricing is an item by item process with numerous external in{luences necessitating constant internal vigilance. Every area has its list of 200 to 300 price sensitive items. T\e pricing is met or the business is lost. The savior in these transactions is the sale of items that go with the price sensitive items. A stainless steel sink brings about activity of faucets, pipe, traps, etc. Quantity prices is an old standby. One pourid for 990, five pounds for $3.99, and 10 pounds for $6.99. Synergistic itetns,suchas a flashlight, vhtually enswebattery sales. This improves both ticket size and gross margin dollarc. Combinations of items: a single tool or a tool set, your choice of one or any three for the pric'e of two. Psychological price points.' some items will sell as well at 990 as they might have at 950. A $26.95 item often will move as well as $29.99. Psychologically the customer views these items at the higher level.

The pricing of semices apryears to be the most difficult for the lumber and building materials industry to handle. This is easy to understand because they either have no mechanics to measure their costs or they choose not to identify them. Ask yourself: what does it cost to make a delivery, what do receivables cost, how much to put shingles on a roof?

This industry produces pre-tax profits annually of about 2%.Every dollar in service expense you can eliminate or recover on this profit assumption is equal to generating $50 in additional sales. At $100 and $1,000 it means sales of $5,000 and $50,000, respectively. Price is a simple word but identifying the right price isn't easy. The need for effective implementation and vigilance is pbvious.

OuterCrustFcr The UpperCrust

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NEWS BRIEFS

HomeClab Inc., Fullerton, Ca., will change its name to HomeBase inApril...

Ziegler Lumber Co. will open its l6th Ziggy 's in April, a second 45,000 sq. ft. store in Vancouver, Wa., operated by Dean Ziegler Yardbirds will open a 10th store in mid-April in Concord, Ca.; Mike Lothridge,mgf....

Agate Beach Supply, Newport, Or., expanded by 500 sq. ft., adding a new electrical supply section and a secondflocrroffice GoldenWest Home Builders Center, Ukiah, Ca., was officially launched with a grand openlng.

City MiUCo. Ltd.,Honolulu, Hi., plans a 1993 opening for its 6th store in a shopping mall under construction in the Honolulu community of Hawaii Kai Builders Square is purchasing land in Reno, Nv., with plans for a 1993 opening

Tualatin Valley Builders Supply has a new 11,200 sq. ft. store in Vancouvef, Wa. Carlson's Builders Supply, Junction City, Or., has been sold to Doug and Serra Smith; owner Leroy Carlson remains temporarily .

Bloedorn Lumber Co. is building a full service home center in a new Cheyenne, Wy. , shopping center and closing its 50 year old yard when the new larger facility opens about June I . Westwood-Ingram Co., Moraga, Ca., is now Westwood Lumber Co., Jack Lawrentz, ptes. and sales mgf...-

Payless Cashways Inc., Kansas City, Mo., plans to return to the public marketplace with a cotnmon stock offering valued at as much as $500million...

The Merchant Magazine

continue in Iumber sales at McKean Luntber Co., Redding

Mount Baker Plywood, Bellingham, Wa., has new owners, /sac C o rp.,Dallas, Tx., which owns 50%, and five individuals including Alan Weiss, Asac pres., with a 45Vo share. .. Pine Products Corp., Prineville, Or., is on the market

stanline,Norwalk, ca., a part ofAnniversaries:Thunderboltwood Bunzt Building Suppiy In;.'r:;""i- leyiryS,Riverbank,Ca.J'th;John ern div., is nJw i'Xiitil, fniii, T Cole & Associates, Beaverton, Inc. distfibutor. . or', I4th " '

Yaeger & Kirk, Ukiah, Ca., had $ 100,000 damage in a storage buildingfire Long's Building Special/ies, Fresno, Ca., has closed

H ome C lub,Fullerton, Ca., is now offering a private label credit card to customers at its 73 stores . .

Product Sales Co., Orange, Ca., had its office vandalized but found no machines damaged and nothing stolen when the mess was cleaned up.. Golden State Hardwoods, Huntington Park, Ca., suffered a $250,000 fire of unknown origin that destroyed one shed and a third of their inventory Feb. 3

MacBeath Hardwood isnow serving the Redding-Red Bluff, Ca., area and selling Taney red oak and poplar stair systems at the Berkeley and San Francisco, Ca., stores. Tradewest Hardwo od C o. has added a new contractor's pickup service in 23 bays and paved 2 acres in a $500,000 expansion of its Wilmington, Ca., facility; open 7 days,24 hours a day, they are now shipping direct to the Middle East and Pacific Rim.

Superior Veneerhas started up in formerly Gregory Forest Products' Glendale, Or., mill, Steve Swanson, gen. mgr., and Ron Brandt, sales mgr. Collins Pine Co.,Pottland, Or., ceased logging in Chester, Ca., although other operations there continue as normal ,

L&B Lumber & Milling Co., Redding, Ca., has been purchased by Louis Cattanach; former owner Bob McKean and Tony DeCoito

Powerline Tools & Staples, National City, Ca., has been purchased by formet employees Charles Stiff and Don Chittenden

JeId-Wen, Inc., Klamath Falls, Or., has acquired two door companies (see p. 32 for story) . DoorCraft, a Vancouver, Wa., div. of Jeld-Wen was named environmental citizen of theyearby the Port ofVancouver. .

Louisiana-Pacific Corp., Pottland, Or., will build an Inner-Seal plant in Tomahawk, Wi., this spring Manvitle Corp.,Denver, Co., has renamed its Manville Sales Corp. fiberglass-based subsidiary Schuller International.

The C larke Group, Mission, British Columbia, has acquired Shakertown Corp.,Winlock, Wa. (see p, 32 forstory) . . StandnrdBrands Paint Co., Toffance, Ca., filed for Chapter ll bankruptcy...

A wrongful death complaint was filed by Mary Bowen in Mendocino County Superior Court against Masonite, Intenntional Paper and Louis iana - P ac ifi c for alleged violations of air and water quality standards at the companies' Ukiah Valley mfg. facilities. .

Housing starts for Jan. (latest figs.) climbed 5.SVo to a seasonally adjusted annual rate of 1.167 million . . . singlefamilystartswere up 0.9%; multis 67% with most of theactionintheMidwest. . . building permits were up 6%

(Please turn to page 15)

CALENDAR

MARCH

Pacific Coast Wholesale Hardwood Distributors AssociationMarch 15-18, annual meeting, Kaluakoi Hotel, Molokai, Hi.

North American Wholesale Lumber AssociationMarch 17, regional meeting, Westin St. Francis, San Francisco, Ca.

Western Wood Products AssociationMarch 17-20, spring meeting, Westin St. Francis, San Francisco, Ca.

International Hardwood Products AssociationMarch 1721, annual conventiory'World of Wood, Westin Canal Place, New Orleans, La.

North Cascade Hoo-Hoo ClubMarch 18, initiation meeting, past presidents night, La Conner Yacht Club, La Conner, Wa.

Hardwood Manufacturers AssociationMarch 18-20, annual meeting, Hotel Del Coronado, San Diego, Ca.

Mountain States Lumber & Building Material Dealers AssociationMarch 19-20, annual buying show, Holiday Ind J.Q. Hammons Trade Center, Denver, Co.

Inland Empire Hoo-Hoo ClubMarch 20, golf/roast, El Prado Golf Club/Pyrenees Restaurant, Chino, Ca.

Temperate tr'orest tr'oundationMarch 20, New Horizons seminat, Red Lion Inn, Medford, Or.

Montana Building Material Dealers AssociationMarch 2022, anntal convention, Outlaw Inn & Cavanaugh's, Kalispell, Mt.

National Lumber & Building Material Dealers Association - March 22-24, legislative leadership conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

Building Industry Credit AssociationMarch 24,lienlawl small claims collection seminars, Ontario Airport Hilton, Ontario, Ca.

Forest Industries Clinic & ShowMarch 25-27, Orcgon Convention Center. Portland. Or.

Western Decorating Products ShowMarch 27-28, Long Beach Convention Center, Long Beach, Ca.

Shasta Cascade Hoo-Hoo ClubMarch 28, Lumberman of the Year meeting, Red Lion Inn, Redding, Ca.

Ilome Center InstituteMarch 28-31, annual loss prevention & safety conference, Orlando, Fl.

Lumber Association of Southern CaliforniaMarch 31. area meetings, San Fernando Valley; April 2, San Bernardino/ Riverside.

APRIL

Woodworking Industry ConferenceApril 1-5, Hyatt Grand Champions Hotel, Indian Wells, Ca.

Coast Counties Hoo-Hoo ClubApril 4, baseball outing, Oakland Coliseum. Oakland. Ca.

Intertribal Timber ConferenceApril 6-10, Marriott, Albuquerque, N.M.

Tacoma-Olympia IIoo-IIoo ClubApril 7, meeting, Diamond Jims, Tacoma, Wa.

Big ShowApril 8-10, annual construction expo & conference, Los Angeles Convention Center, Los Angeles, Ca.

Southwest Pine AssociationApril 9-10, annual invitational golf tournament, Scottsdale, Az.

West Coast Lumber Inspection BureauApril 10, annual meeting, Red Lion Lloyd Center, Portland, Or.

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WESTIERN ASSCIeIATI0N NEWS

Western Building Material Association is advising members on the following OSHA regulations:

Employers with l0 or more employees at sometime during the year, and those designated by the Bureau of Labor Statistics, must post a summary (OSHA Form 200) of accidents and illnesses that occurred in the workplace for 199 l. This must be posted in a conspicuous place during February 1992 and kept on file for five years. Members in need of the OSHA Form 200 canobtaina copyby contacting WBMA.

Regardless of the numberof employees, the following employee informational posters should be displayed: Fair Labor Standards Act (with the new federal minimum wage of $4.25); Age Discrimination in Employment Act of 1967 and Title VII of the Civil Rights Act of 1964; WilliamsSteiger Occupational Safety and Health Act of 1976 and Employee Polygraph Protection Notice.

Individual State Minimum Wages: Alaska: $4.75 (nohaining provision); Idaho: $4.25 (no training provision); Montana: $4.0o (no training provision); Oregon: $4.75 (no training provision), and Washington: $4.25 (no training provision).

Stores with more than one location could be penalized for not displaying these posters at each separate location. They can be obtained from the appropriate federal agency.

WBMA also is offering a list of suspicious alcohol and drug abuse behaviors. These include: takes more sick leave than most, is often late for work, and has on-thejob accidents; gets traffic tickets and. has car accidents; is suddenly popular with coworkers (dealing or sharing) or is suddenly very unpopular; leaves workarea frequently, or goes to car or out-of-way locations at break time; has secretive phone calls; has a suddenpersonality change; denies that drugs are harmful and visits areas where he/she

has no reason to be; is visited by co-workers who have no work related reason to visit.

People who abuse alcohol or use drugs: are late to work three times more often than the average employee; are three times more likely to receive sickness benefits; are four times more likely to be involved in an onthe-job accident; are five times more likely to file a worker's compensation claim and are 16 times more likely to be absent; and two-and-a-half times more likely to be absent for more than one week (Source: National Institute on Drug Abuse)

Mountain Stgtes Lumber & Building Material Dealers Association buying show will move to a new location, the JQ Hammons Trade Center and Holiday Inn, for the March 19-20 show.

Retail strategists Patricia Johnson and Richard Outcalt will present a pair of seminars. "The Big Picture: Using Your Marketing and Financial Strength" is scheduled for managers and assistant managers March 19 from 9-ll:30 a.m. Owners will be targeted at "Gloom, Doom or Boom?" March 20,9-1 l:30 a.m. Both will be held in the Aspen Conference Center.

The seminar presenters have more than 15 years of experience in consulting and write for up to 60 trade and industry publications each year.

The new location gives the association more than 50,000 sq. ft. of exhibition and meeting space for the show.

Lumber Merchants Association of Northern California's annual Asilomar management seminar heard Walt Stoeppelwerth explain the magnitude of the U.S. remodeling market and the role dealers should play in it if they are to flourish.

During the board of directors meeting, Gary De Young was appointed to replace treasurer Mack Giles who is retiring from the industry. Committee reports included membership, Larry McFadden; nominating, Jim Merchant; insurance trust, Bob Jessell, and education, Kathleen Patterson. Breeze Cross was reappointed to the political action committee board of trustees during the Jan. 15- 17 meeting at Pacific Grove, Ca.

The annual LMA convention is scheduled for May l-4 at the Hyatt Regency, Montery, Ca. The education committee has planned a full schedule of programs to benefit retailers.

Lumber Association of Southern California is advising members of the Iuly 26,1994, enforcement date for the Americans With Disabilities Act at firms with 15 or more employees. Firms with 25 or more employees have been in observance since luJy 26, 1991.

Pointing out the sweeping and far reaching effect on a retail lumber business, they suggest stores checking to see that they meet the following requirements:

Modification must be made to the application process or work environment to enable the applicant/employee to be considered or perform essential functions of the job. Includes modification to equipment.

Fixed shelves and displays allowing selfservice by customers must be located on an accessible route but do not need to be within accessible reach.

At least 5O% of public entrances must be accessible. Cash registers in retail stores must be on an accessible route and have at least 36 inches ofthe counter with a 36 inch maximum height above the finished floor.

Accessible check-out aisles must be provided in accordance with a sliding scale based on the number of each design of check-out aisle. Final regulations require between 20 and 40% accessible based upon the size of the operation, but not less than one. Signage identifying accessible aisles shall be mounted above the aisles.

Architectural and communication barriers that are structural in nature must be removed from existing facilities, ifachievable without difficulty or expense. This may include removing temporary/mobile structures such as display racks.

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Canadian Timber Subsidies

Investigation of Canadian timber subsidies are continuing with the Department of Commerce due to issue a preliminary decision March 5.

The Coalition for Fair Lumber Imports maintains that Canadian lumber has a subsidy of almost 3o%.They say Canadian officials have repeatedly recognized that their timber pricing system results in subsidies. Canadian provincial governments, which own over 9O% of the timber in Canada, sell the vast bulk of the timber at below market rates, the coalition stated in a Jan. 30 filing.

Speaking for the coalition, John Ragosta offers a series offacts to offset what he terms "myths." He maintains that Canadian Provinces provide massive timber subsidies which were not eliminated afterthe 1986 countervailing duty case. Despite Canadian claims, a countervailing duty will not impair U.S. supply and will have a small price effect, he notes.

Countering other Canadian statements, he points out that Canadian timber subsidies seriously injure the U.S. industry which wants an open and competitive timber market. He also discounts claims that Canadian mills face

an exchange rate disadvantage, that large southern paper companies are behind the lumber case and that the U.S. coalition is unconcerned with the environment.

Cedar Producers Protest Tax

British Columbia members of the Western Red Cedar Lumber Association are circulating letters to customers in the United States asking them to protest any duty that might be imposed on Canadian lumber imports.

The only result from imposing a punitive duty is that the price to the American customer and consumer will increase, the letter claims in asking those receiving it to send copies with a cover letter to their customers.

Home Depot Cuts Lead Solder

To emphasize the ban on lead solder in plumbing used for drinking water, Home Depot will stop selling the material in its plumbing departments.

"We're taking this extra precaution to further protect the public against the inadvertent use of lead solder and as a demonstration of our willingness to act as proactively and responsibly as pos-

sible," said Mark Eisen, Home Depot manager-environmental marketing.

Congress passed a law in 1986 banning the use of lead in drinking water supplies and labeling lead solders "not for use in drinking water plumbing." However, Home Depot research and the EPA Hardware Store Education Initiative found that accidental or purposeful misuse could still be a problem.

A CAKE, a party, presents and good wishes all took note of the retirement ol Merna'Barnie' Lunak after 25 years as office mgr. at Products Sales Co., Orange, Ca. From left: Lunak, companyownerTed Gilbertand hiswife, Rosemary.

Plywood Faces Competition

Plywood faces stiff competition from reconstituted wood products, especially waferboard and oriented strandboard, plastic panels and gypsum board between now and 1995.

A study by The Freedonia Group, Inc. says that while competing products offer price/performance advantages over plywood in certain applications, plywood's ease of installation, appearance, strength and moisture re-

sistance will promote some incremental demand increases.

Softwood plywood, which has a broader range of applications, has better prospects than hardwood plywood, which competes with vinyl wall coverings in the interior paneling market.

Coming out of the recession, building construction will increase demand for building boards 2.8% per year through 1995 to 72 billion square feet,

WWPA Spring Meeting Agenda

Timber supply will be an important issue at the Western Wood Products Association's spring meeting at the Westin St. Francis, San Francisco, Ca., March 17-20.

A panel of industry resource spe-cialists will discuss the issue at2 p.m. Wednesday with resource and environment committee chairman Jim Rarick moderating. Panelists: Jim Craine, vice president of public lands, California Forestry Association, Sacramento; Jim Geisinger, president, Northwest Forestry Association, Portland, Or.; Jim Riley, executive vice president,

Intermountain Forest Industry Association, Coeur d'Alene, Id., and Scott Shotwell, vice president, public affairs, National Forest Products Association, Washington, D.C.

Dr. Alston Chase, a constructive environmentalist, will speak at the kickoff brealdast Wednesday. The name of the "Mystery Speaker" who will address the traditional industry luncheon Thursday is being kept under wraps.

Following the opening breakfast Wednesday, morning meetings will convene for economic services, export, technical and resources and environ-

the study claims. U.S. manufacturer shipments will increase 3% per year paced by an export demand aiross virtually all product lines. Products such as waferboard, oriented strandboard and medium density fiberboard will offset weakness inhardwood plywood, hardboard and insulation board. Gypsum board's demand is expected to be healthy, but competition will keep the price down.

Dollar sales of building boards will increase at 4.7Vo per year to over $12 billion in 1995. This, according to the report, will reflect intense price competition among building board producers and with competitive products such as vinyl wall coverings and foamed plastic construction products.

ment committees. On Thursday, marketing services, quality standards and executive committee meetings will follow breakfast. The Industry Luncheon will be held that day with the chairman's reception in the evening.

The members meeting followed by a board of directors meeting will close the meeting Friday.

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Wood Panel Production Up

The U.S. structural wood panel indushy produced 24 3 billion square feet (3/8" basis) ofpanel products last year with total production 2.07 billion sq. ft. (7.9%) less than in 1990.

This is the lowest annual total since 1985. Record production, by comparison, was 27.2 billion sq. ft. in 1988, according to American Plywood Association figures.

"Considering the state of the economy and all of the uncertainty surrounding the Gulf War and its aftermath, it could have been worse," APA president William T. Robison noted. He expects the industry, aided by a housing market recovery, to fare better in 1992, forecasting production to rebound to 26.3 billion sq. ft.

Production declined to 5.1 billion sq. ft. in the west, 13.6 billion sq. ft. in the south, and 2.5 billion sq. ft. in the inland region. The north increased to 3.1 billion sq. ft.

Housing starts will total 1.150 million this year, up from 1.015 million last year, Robison predicted. However, he added that tax incentives for new home buyers proposed by the Bush administration or similar measures, if passed, could spur even greater housing activity. However, sharp increases in the cost of wood products could negate these. "It's a simple matter of supply and demand," he said. "Unless some sort of reasonable land management policy replaces the current chaos caused by the courts and the preservationists in this country, the American consumer will pay an increasingly heavy price for wood products."

No Lumber, No Recovery

Low interest rates and incentives such as tax credits won't increase residential construction and home purchases to bolster the economy if lumber prices skyrocket because ofreduced timber supply, Tad Scharpf, president, Scharpf Twin Oaks Builders Supply, Eugene, Or., told the Endangered Species Committee.

Testifying at Feb. I 3 hearings on the direct economic relationship between affordable and adequate timber supply and economic recovery, he urged the committee to reconsider "locking up" some of the most productive forest growing areas of the wodd. He reinforced his comments by pointing out that areducedtimbersupplyhad pushed the composite price of softwood timber up almost 50% to $307 since Jan. 3.

I,,f'S Whatever happe

By Matt Moulder

Whatever happened to Ed Wilson? Ed retired as sales manager for Ochoco Lumber Co. in .lanuary, 1991 after 42 years with the Prineville, Oregon, firm. Ed is happily toiling on his Prineville mini ranch where he has resided the past 35 years. He is president of the Prineville Colf Club for 1 992 and is one of four West Coast lumbermen chosen by the Navalo Indians to serve on the board of directors of the tribe's forest products operations located at Navajo, N.M.

Ed was one of Ochoco's three general partners during his tenure there as well as their main salesperson. ln 1 990, Wilson was honored at an award ceremony for having sold one billion board feet of lumber for Ochoco Lumber Co. during his career.

Ed comes from a lumber family, his father having co-founded the Clark and Wilson sawmill in Linnton, Or., in 1903. Ed grew up in Linnton, attended Oregon State U. and went to work for Ochoco in 1949. Ed has four children. His daughter Julie lives in lssaquah, Wa.; daughter Claudia resides in Lake Oswego, Or.; son Charlie works for Malheur Lumber Co., a branch of Ochoco located in John Day, Or.; and son Ron is marketing manager for Ochoco. All four children have families and one of Ed's pastimes is trying to keep their freezers full of home grown Wilson beef.

Many among the general public think that logging and mining are similar in that once logged, the land is ruined and the resource gone. Ochoco is a good example that this is not so. They own and manage over 65,OOO acres of timberland in Central Oregon. Selective logging began on this land in 1938. Logging is still going on in 1 992 and wildlife is flourishing. The company produces 40 million board feet of lumber per year in their John Day mill and 60 million feet at the Ochoco plant. Timber from their own lands is augmented by Forest Service stumpage. lf federal timber continues to be made available, Ochoco will always be able to practice "tree farming" on their property in such a manner that growth and removal will continue to be well balanced.

The Navalo Indian lands in Arizona and New Mexico are another good exampleof forestryatwork.The Navajo nation owns 4O0,000 acresof timberland. They have a tree farm and a replanting program that are second to none. Four trees are planted for every tree cut down. The mill is on a sustained yield basis. Wouldn't this operation make a good sublect for PBS television or Ted Turner's TV network? Whv not?

Owl Droppings

51 California counties will have the opportunity to voice their opinion on the June ballot as to whether or not the state should be split in two. This is one of those questions that really can't be answered with a yes or no. What people in both North and South need to know before they cast their vote iswho gets stuck with San Francisco??

PERSONALS

Robert Brown, Sequoia Supply/PrimeSource, Fairfield, Ca., is a new inside sales rep for the Sacramento to Fresno, Ca., afea.

Dennis Johnston, owner, Johnston Hardwood, Long Beach, Ca., recently won $10,000 on a Las Vegas slot machine.

Bob Smith, Bohannon Lumber Co., Orange, Ca., notes their 20th annual marlin fishing trip to Cabo San Lucas, Mexico, June 4-8 will be limited to 35 fishermen for an $8,000 pool. Bob is currently recovering from breaking his arm in five places.

Frank M. Jason has been elected pres. and ceo of Hirt & Wood Lumber Co., Inc., Eugene, Or.

Stephen G. Carpenter, vice chairman, Security Pacific National Bank, has been elected to the board of directors of Creative Specialties, Inc., Los Angeles, Ca., according to chairman Chuck Sweetman.

Harold L. Airington and Robert A. Schumacher have retired from Georgia-Pacific's board, with William A. Mamrack and Kenneth Khoury succeeding them. John tr'. Rasor is now group v.P.-timber.

Kathleen Duysen, wife of Larry Duysen, Sierra Forest Products, Terra Bella, Ca., has been elected chairman and state board representative for the Orange Belt Chapter of Califomia Women in Timber. Linda Elliottisco-chairman: Chris Houser, sec., and Cande Vanasen, treas.

Bill Suppe, power tool dept. mgr., Buena Park Lumber, Buena Park, Ca., was honored by the Home Center lnstitute for receiving the highest score on the Building and Product Knowledge Course in 1991 for all of the U.S. and Canada.

Pat McKinney Bretherton has left Weber Plywood & Lumber, Tustin, Ca., after 15 years to join her husband in the Middle East.

Pat Kirwan has been promoted to v.p. of Fullmer Lumber Co., Tualatin, Or., reports pres. Ted Fullmer. Diane Whiting is administrative coordinator.

Phil Curran, one of the owners of the old Curran Brothers Lumber Co., Pomona, Ca., celebrated his l00th birthday Jan. 8. He's a second cousin to Dwight Curran, DMK-Pacific, Fremont, Ca., and Denny Curran, Evergreen Lumber & Molding, Orange, Ca.

Mike McClelland will succeed Don lVolf as pres. and ceo of Hardware Wholesalers, Inc., when Wolf retires in October after 45 years with HWI, the last 25 as pres.-ceo.

Richard E. Davis has joined Olympia Industrial, Azusa, Ca., as senior v.p., according to pres. Arthur Zakarian.

Roy Springer is now asst. mgr. at Lumbermen's, Issaquah, Wa.

Pete Nevins has joined the sales team at Golding Sullivan Lumber Sales, Tustin, Ca., according to BiIl Sullivan.

Sam Witzel, Gemini Forest Products, Los Alamitos, Ca, is recovering successfully after surgery.

Sally Andrews is new to sales at K Ply, Inc., Port Angeles, Wa.

David L. Harris has joined Toto Kiki USA, Orange, Ca., asmltg. mgr., reports Ted Shinonaga, v.p.-sales & mktg.

Pat Fitzgerald hasjoined the sales team at Milwaukie Lumber. Milwaukie. Or.

Michael Johnson, Bear Forest Products, Rialto, Ca., has joined the Inland Empire Hoo-Hoo Club, along with Bryan Callaway, C&E Lumber, Pomona; John Fuelling, Capital Lumber, Chino; Steve Ilenderson and Tim Kennedy, AllCoast Forest Products, Chino; Warren Majouray, Inland Timber, Grand Terrace; Bo Jorgensen, Nichols Lumber, Baldwin Par[ Kip McCleary, El & El Wood Products, Chino; John Pietila, Fontana Wholesale Lumber, Fontana; Drew Sasser, Buena Park Lumber, Buena Park, and Peter Ventura, Western Wood Treating, Fontana.

Bill Hoel is the new mktg. mgr.-CraftMaster door products domestic & intemational at Masonite.

Richard M. Kaufman, American Tools Cos., has been promoted to v.p.-distribution services.

Suzanne Apple is now director of community affairs for Home Depot.

Dana R. Benner, Tustin Ca., is now So. Ca. architectural representative for Azrock Industries.

Shawn Kelly, M&M Builders Supply, Tracy, Ca.; DickMcClure, Union Planing Mill, Stockton, Ca.; Ted Mathews and Bill Barr, Pacific Forest Products, Fresno, Ca.; Tom Fogarty, Osborne Lumber Co., Newark, Ca., and Mike Riley, Fresno-Clovis Lumber, Fresno, are planning the 8th annual Blind Umpire's School outing at Candlestick Park later this spring.

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Saneml daTts ontmulatlon of brrndhrg, nornwlly rqutres o sper./o,l ffip to the bndfflt.

Employeelnte the danga ond work to bansla to dumpter- or truck. A fant mlnutes whenunpocking units, reults ln thls amryl, aslly stord oahnble sctop, olrwdy stored ln a steel drum tor disposol ortd sleThe "Band.Adc"-Etogr to Bty-Catly to be slthoat.

Dennis Richardson, Oregon-Canadian Forest Products, Orange, Ca., is recovering from recent neck surgery. John Hollstein has joined Dennis and Jeff Lynn on the sales team.

Richard Takata, formerexec. v.p., Pay'N Pak has been named pres. and c.o.o. for Eagle Hardware & Garden, Tukwila, Wa.

Period.

c46,000 hardware and building nnterial items in warehouse .95Vo of items available "one each"

o Indus t ry - le ading fill rat e

o Corporate flexibility to listen to and meet your needs

HWI was founded in1945 to help hardware and building material retailers compete and become more profitable. Today over 3000 HWI member/owners are reaping the benefits - and profits.

Call HWI today at 2191749-8531 extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

Steve Page is now with Weaver Forest Products, White City, Or.

Tyce S. McPherson has joined the sales force at Snavely Forest Products, Medford, Or.

Ilans Auffis a special shoplifting guard at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and f,'reddy Fungus.

o Separate, flexible advertising for hardware or building mnterial retailers

o Competitive pricing

Highest rebate - lowest overhead

o Innovative retail systems and services

Hardware Wholesalers, Inc.

P.O. Box 868 Nelson Road Fort Wayne, IN 46801

Distribution Centers: Cape Girardeau, Missouri r Dixon, Illinois

Medina, Ohio o Waco, Texas Columbia, South Carolina o Fortland, Oregon

NAWLIVNBMDA Talk "Merger"

A joint task force is exploring advantages of a merger between the North American Wholesale Lumber Association and the National Building Material Distributors Association.

NAWLA president Chuck Harris and NBMDA president Gary McKillican have met, received endorsement from their respective executive committees and advised the boards of directors of both organizations of the discussions.

Now all details of the potential merger and legal constraints are under consideration by the task force. It is felt that the coming together of these two associations would address many ofthe issues facing both organizations, a NAWLA spokesperson said.

Timber Ban Counter Productive

Banning the use of tropical timber products in municipal construction projects is a political statement giving lip service to rain forest conservation but doing nothing to help, according to Robert Waffl e. International Hardwood Products Association, Alexandria, Va.

A resolution in support of wise forest management techniques is of more value in his opinion. Countries practic-

ing sustainable forest management are penalized by bans, he points out.

When wood loses its economic value, the trees and forests become worthless, leading to clearcutting to promote money producing agriculture and grazing lands, Waffle maintains. Harrisburg, Pa., San Francisco, Santa Monica and Santa Clarita, Ca., Bellingham, Wa., Baltimore, Md., and New York and Arizona, which have bans on tropical timber products, are hurting sustainable forest management, Waffle concludes.

Wood Retailers More Optimistic

Almost 68% of the dealers in a nationwide survey are more optimistic about 1992 than they were about 1991 with 5OVo expecting the dollar volume of their wood product sales to climb. Ordy 29% of the retailers surveyed in 1990 were optimistic about 1991 with only 2O% expecting better sales. Their expectations were met with 51% of the retailers contacted reporting 199 I wood products sales lower than those of 1990. Only 35% had an increase.

In the west, 4 l% had improved 199 I sales, according to Random Lengths, Eugene, Or., which conducts the annual survey.

JOIN the Wood Truss Council and beef up public relations and advertising were two decisions during the annual meeting of the MSR Lumber Producers Council. Speakers included (top photo, lett to right): Lyle Burnell, Trus Joist Corp.; Craig Steele, Schuck Component Syslems; Jack Littfin, Littfin Lumber Co., and Dave Gromala, Gromala & Assoc. Directors (lower photo,leftto right):James D. Logan, Metriguard, Inc.; Don Pelling, Westar Timber Ltd.; Dennis Vaagen, Vaagen Bros. Lumber Co.; Serge Boulay, Donohue, Inc.; Aaron Anderson, Lignum Sales Ltd.; Tom Rogers, Weyerhaeuser; Rick Riley, F. H. Stoltze Land and Lumber Co., and Sam Crowe, Georgia Pacific Corp.

1800s Forests Not All Old Growth

The idea that Western Oregon was solid with old growth, "ancient" forests a hundred years ago is false, according to recent studies.

Using the results of a study to develop maps of Coast Range forests in the northwestern section of state, the U.S. Bureau of Land Management has determined growth patterns in 1850, 1890, 1920 and 1940. Burned areas, young timber stands, maturing stands 50 to 100 years old, older stands 100 to 199 years old and old growth stands more than 200 years old showed up on the maps, suggesting a natural cycle of change.

"The historic picture that emerges is a mosaic of Northwest forests (that) contradicts the popular notion that all of Western Oregon was onceasolidblockof oldgrowth, the socalled 'ancient forest,"' R. Dean Bibles, BLM state director for Oregon and Washington, said.

TIME SAVING receiving and shipping innovations using colorcodes have been integrated inlo the new Hardware Wholesalers, Inc. distribulion center in Woodburn, Or. The 388,800 sq. ft. facility was shown to members served by it Jan. 23. A plaque listing their names hangs in the lobby.

,YIACHINE STAINING.

PRE-STAINING OF PIYWOOD. SIDING AND TRIM

o Prime cooting of oll species . In oll Olympic colors

o One coot opplicolion on oll sizes of plywood

o Use your moleriol or ours o Unit to T&T quonfities

o Fill-ins ovoiloble in redwood ond cedor irim ond siding to expedite your order

o Forced oir drying system for prompt shipment o Quick furn oround

o Enclosed'10000 sq fL focility o Roil Spur relooding ovoiloble

. Over o decode of successful quolity pre-sloining

Jel&Wen Buys Two Companies

Jeld-Wen, Inc., Klamath Falls, Or., acquired Continental Door Co., Inc., Rocklin, Ca., and 3D Industries, Inc., San Diego, Ca., in two separate purchases.

The Rocklin manufacturer, which will be renamed Doorcraft-Rocklin, produces flush and light commercial doors sold throughout the western U.S. Operations will be handled by Dan Malicki, coordinating general manager, who also has responsibility for JeldWen's Young and Challenge Door plants. Bill Transue will be assistant general manager; Kathi Miller and Sativa Mauling, customer service representatives, and Janet Monmaney, architectural and commercial door orders.

The Intemational Wood Products division of 3D Industries will continue operation and management as usual, according to Jeld-Wen senior vice president Bill Early, producing solid hardwood and decorative glass residential entry doors.

Ganadian Co. Buys Shakertown

Shakertown Corp., Winlock, Wa., has been sold to Shakertown L992, a newarm of the Clarke Group, Mission, B.C., Canada.

The company purchased all materials and equipment and will continue leasing milling and remanufacturing facilities in Winlock and producing most of the cedar product lines, said Forrest Hunt.

Mike Cloutier now heads Shakertown. Craig Barker sold it to concentrate on his other business, Spectrum Glass Co., Seattle, Wa.

New Hardwood ldentification

The Hardwood Manufacturers Association has redesigned its identification tag for solid hardwood and introduced a sticker for the same purpose.

With the phrase "Today, Tomorrow, Forever," the product identification can be used on any solid hardwood product to explain the lasting value of the wood. The tag further informs shoppers that certain characteristics and variations arenatural andthatAmerica's renewable hardwood forests are being nurtured for future generations.

The pressure sensitive sticker, which can be used on cabinetry, lumber and millwork, can be removed from a wood surface without leaving residue.

Roseville Rcl" Socromenlo, Cct 95860

Ahska Yellow Cedar Supply

Alaska yellow cedar, with an estimated four billion cubic feet growing in mature forest stands along the coastline of British Columbia. is tagged as having ongoing availability.

Containing a preservative oil which makes it highly resistant to decay, the wood is rated fairly hard and stiff with a toughness and shock resistance not usually found in softwoods of its density. Readily workable, it does not splinter and glues well. Clark Robertson, Delta Cedar Products Ltd., Surrey, B.C., calls it "one of the most versatile species of wood obtainable in North America. "

The wood is gaining popularity for applications such as boats, marina and patiodecking, stadium seats, playground equipment, greenhouses and conservatories, framing, mouldings, flume stock, interior and exterior paneling and siding, furniture, cabinets and musical instruments.

Demand is growing for glulams laminated with Alaska yellow cedar for use inhigh moisture areas such as swimming pool enclosures or roofs over water reservoirs. Credited with a strength only slightly less than Douglas fir or southem pine, these have been used mostly in the west. However, demand in the national market is growing steadily.

"Cedar glulams have the advantages of attractive appearance when left exposed and their natural water resistant properties make it unnecessary to specify chemically treated beams and timbers," said Tom Williamson. American Institute of Timber Construction.

G-P Forest Management Plan

Georgia-Pacific Corp., one of the world's largest forest products companies, announced it has developed new forest management guidelines that protect wildlife, water and soil quality, and address other ecological and aesthetic concems as well as the sustainability of harvest yields.

"Company foresters have developed a plan that in most cases goes

beyond state guidelines or voluntary management practices. our plan takes the initiative in improving forestry practices and protecting the environment," said Walter Jarck, corporate director' forestry resources.

Georgia-Pacific is the largest private timber land owner in the United States. The new guidelines are specific to conditions in each of its western. eastem and mid-continent divisions.

Lattice

PACIFIC FOBEST PKODUCTS, INC.

- QUALITY DISTRIBUTION OF WEST COAST LUMBERMILL DIRECT LCL

No Money For Owl Protection?

Reauthorization of the l9-year-old Endangered Species Act is due in September, but probably will be delayed with Congress hesitating to fund an enviroirmental issue with sensitive implications in an election year.

Experts are quoting 50/50 odds that there will be no reauthorization this year. Although the issue will come up again in 1993, they say it could drag on into 1995. However, the law will remain on the books since reauthorization involves only funding. This is not the first delay. When the law came up for reauthorization in 1985, it took three years to accomplish.

Established in 1973, the Endangered Species Act was amended in 1978 with the creation ofthe Endangered Species Committee better known as the God Squad. Eachtime Congressreauthorizes the act, it sets the expiration time. Records show 1976, 1982, 1985 (accomplished in 1988) and 1992 dates.

Long Time Lumberyard Closes

Modesto Lumber Co., Modesto, Ca., is closing its Tudock, Ca., location and will lease or sell the 1.3 acre site.

I PINE finger joint & solid moldings

I PlttE shop lumber, commons, finger joint jambs & frames

I OAK picture frame moldings, selected furniture details

I

products I

"Basically we are downsizing," president David Bradford said. "It is very difficult, economically, to keep outlets open for sentimental reasons. We were losing money in Turlock."

In addition to the Turlock operation, which opened in 1906, the company had yards in Ceres, Keyes, Hickman and Waterford as well as Modesto. The Ceres yard closed two years ago. Modesto Lumber Co. incorporated in 1878. Before that the company was known as Smith and Johnson Lumber Co.

Help Our Kids Learn

A workshop to prepare industry members to make simple presentations to elementary school classes on the benefits of renewable forests is set for March 2 1 in conjunction with the Hardwood Manufacturers Association's annual meeting.

The first "I'm a Tree" workshop at the Hotel del Coronado, San Diego, Ca., will provide all necessary materials and information. Contact Norm Murray, (716) 833-9366.

Murray, president of UoC Coatings Corp., wrote and produced "I'm a Tree," a pro-multiple use, non-profit single aimed at kids. (See The Merchant,Jan. 1992, pps. 6, 33 and 46.)

FOa

Gouncilman Tagged On Theft

A Sunday afternoon visit to the Home Improvement Center in Santa Barbara, Ca., was the beginning of the end of David Landecker's political career.

A misdemeanor petty theft citation was issued after a guard saw him switch a price tag to save $8.20, local police said. Demands for his censure and resignation came from a council candidate and a fellow councilman, according to local press reports. Landecker agreed to resign.

Treaters Go To Washington

The sixth annual wood preserving industry legislative conference will be held in Washington, D.C., March 29April 1.

"Preserving the Future" will theme the meeting designed to maintain the strong relationships that the industry has nurtured since 1987, Victor Lindenheim, American Wood Preserver's lnstitute president, said.

Issues to be discussed include RCRA reauthorization, timber supply problems, access to capital for plant operations, upgrades and environmental remediation and insurance.

Mark Reiter, U.S. Senate committee on environment & public works; William Fay, product liability coordination committee; Bill Mclnturff, Public Opinion Strategies, and Senator Sam Nunn (D-Ga.) are among those invited to speak during the conference.

800 ADA Compliance Hotline

A toll free hotline to provide information on compliance with the Americans with Disabilities Act is being serviced by the National Lumber and Building Material Dealers Association in cooperation with the Small Business Research and Education Council.

Dealers may call (8OO) 947-4646 from 9 a.m.-5 p.m. (eastern time) for information or referrals to ADA compliance specialists.

Earth Day Gelebration ldeas

Earth Day Apil22 is not for environmentalists only. Lumber and building material retailers can use it as an opportunity to promote the environmental stewardship of the forest products industry.

Special advertising, open houses and product displays can emphasize lumber as a renewable resource and a vital part of each person's daily life. Film presentations and literature can stress environmental research and reforestation. A give away of seedlings to plant athome will reinforce the presentation. Earth Day is also a good time to promote conservation products. Point of purchase displays can highlight water saving aerators, low flow shower heads and water saving toilets as well as energy efficient lighting, insulation products that save energy, recycling products and environmental garden products such as compost containers and hand mowers.

PHILIPS:IH::

Shaky Future For Retail Sales

Short term economic recovery will begin in March or April, but it will be a slow process. Long term, the 1990s and beyond pose a new and challenging environment for retailers, maintains ha Kalish of Management Horizons.

"Though the Federal Reserve initially lowered interest rates to stimulate spending, banks did not pass on the lower bonowing rate, creating a credit crunch. Consequently, small and medium size businesses did not expand as they normally do in such periods. The latest reduction in interest rates should help," he said.

America's tax policies have been out ofsync, he poinied out. "You don't implement a tax increase as a recession begins and now the government is talking tax cuts, which is the worst thing to do when inflation is under control."

Retail sales, approximately 33% of today's gross national product, will drop to about 3O% by the end of the decade, about $150 billion in today's dollars, Kalish predicted. His reasons: aging population; fewer young people; more money spent on health care, services, retirement and savings; fewer middle class; more upper and lower income groups; changing households; less than 50% maniedcouples; fewer women at home with time to shop; overstoring, and poor service.

Inmaking these observations, Kalish added that less time to shop creates demand for destination shopping with people wanting to get in and out fast. Because of the proliferation of shopping centers, he maintains, half of all retail transactions are at sale price today.

His predictions for the end of the decade: half of the retailers vanishing with mergers, acquisitions and mom and pop retirements; 10% reduction in retail space; declining store traffic; growth of catalogs; decline of malls with people making shorter destination trips to neighborhood stores; residential real estate decline; fewer housing starts; fewer babies; older customers who tend to stay put; more saving and less spending on durable goods.

Pacific Yew ls The One

Forest products industry organizations are responding to a possible shortage of Pacific yew, a species discovered to yield taxol, an anticancer drug. Weyerhaeuser has begun propagating yew at its Washington mrsery. Forest Service nurseries at Carson, Wa., Medford, Or., and Coeur d'Alene, Id., and the Chico Tree Improvement Cen-

THE TREATED ANSWER

Lumber, plywood, round stocK stokes, poles, & pilings Agency stomped, ground contocl fire retordont oressure-treoted wood products

ter, Chico, Ca., also will undertake new propagation. The Bureau of Land Management's Horning Seed Orchard, Molalla, Or., is plaruring a seed germination, rooted cuttings and transplanting study.

Since most Pacific yew is found on federal lands managed by the USDA Forest Service and BLM, these agencies with the National Cancer Institute and the U.S. Food and Drug Administration will prepare an environmental impact statement.

Builders' Conservation House

A resource conservation house is being built by the Research Center, a National Association of Home Builders subsidiary.

Products and systems that conserve natural resources including gray water recycling, water conserving fixtures, energy efficient design, enhanced durability, reduced maintenance and a kitchen with integrated recycling facilities will be used.

Abitibi Price, Armstrong Wodd Industries, Highland American, LiteForm and Owens Corning Fiberglas are among companies participating. The Upper Marlboro, Md., house is expected to be completed in May.

HCI Active In New Show

The Home Center Institute will take an active role in developing educational seminars for the first National Building Products Exposition and Conference, Aug. 14-17 at the Chicago

Hyatt Exhibition Center.

Larry P. Kunz, president and c.o.o., Payless Cashways, has agreed to give the keynote address at the show which will be held in conjunction with the Aug. 16-19 Hardware Industry Week and the National Hardware Show. Weyerhaeuser, Abitibi Price, Tilecera

CLEANLY THE BEST...

and Alcoa Building Products have booked booth space, according to general manager Pat Dolson. Because of a renovation underway at the Rosemont Convention Center, the location has been changed. It will now be closer to the McCormick Place Complex used bv the National Hardware Show.

Sincc 1956

Judge Halts Timber Sales

Timber sales on Bureau of Land Management land stopped with a decision issued by Judge Helen Frye Feb. 19. All 1992 sales including more than 20 awarded in January are included in the 60 day injunction which requires

BLM complete an adequate environmental impactstatement. The planBLM is currently working on is not due until 1993.

Oregon Govemor Barbara Roberts also took a swing at the timber industry, announcing her opposition to exempting 44 BLM timber sales from the

Endangered Species Act. She claimed that group failed to meet the burden of proof required to win an exemption.

Critics of the governor's action included Sen. Bob Packwood (R-Or.) who said,"It's very discouraging to have elected Oregon officials, who should have the best interests ofvoters atheart, showing nothing but contempt forthousands of Oregon's working men and women."

Secretary of the lnterior Manuel Lujan earlier created an interagency group to develop new owl recovery options with fewer economic dislocations. He said that the estimated 3l ,000 jobs that would be lost under the draft recovery plan was too much.

HadwoodAssn. Heads ForHarvaii

The Westem Hardwood Association will touch down in Kauai, Hi., May 2-6for its 1992 annual meeting.

Included on the program at the Sheraton Kauai at Poipu Beach, Koloa, are a full lineup of speakers, board of directors and business meetings, election of officers, tour, golf tournament, luau-style banquet and Polynesian show.

Specialty Products Save Trees

Redwood specialty products have appeal for environmentally conscious customers because they provide as much as 25% morc production from existing harvests.

Finger-jointing, edge-gluing and laminating processes produce dimensionally stable products that can be more economical because they use less desirable raw material. They offer a retailer the benefit of filling special needs of both d-iy and contractor customers. Because there is little competition in these types of

products, they also can have better margins.

Keith Kersell, Pacific Lumber Co., points out the benefits of a laminated architectural quality redwood column whichhis company produces. Manufactured from clear all heart or clear grades of redwood in 4x4 and 6x6, 8 ft. or 10 ft. long, it can be used as a baluster or a porch column or in any other non-structural use. Ready to paint and certified kiln dried to l02O% moisture content, it fills a definite need for builders. In addition. it

is stable, stays straight and has the "pink" color consumers like.

Other Palco specialty redwood products are finger-jointed, edgeglued or a combination of these two methods. Available in extra long lengths or wide widths, they are more economical than solid sawn lumber, Kersell points out. They can be run to any siding pattern.

Lengths as long as 16-20 ft. sell well for fascia and trim board. Edgeglued products can be special ordered in widths up to 48 inches. The 16-24 inch widths are good recommendations for shelving material.

mu E.REST E*ooucrs

P.O. Box 727, Healdsburg, Ca. 95448 707-433-3313 FAX 707-437-2913

Nu Forest Products is a full line lumber distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and run any pattern your customer requires.

Doug Fir fimberc lfiP/o FOHC

8 to 34 RGH, S4S Resawn C-BTRDFKDgS Vertical and Flat Grain Pine

KILN DRIED TUMBER

CAH S4S 1x9 through 9x19

Aye Grade S4S '1x9 through 9x19

Beveled Siding Patterns

T&G Patterns

ROUGH CONSTRUCTION HEART TIMBERS

4x4 through 6x19

S4S CONSTRUCTION HEART TIMBERS

4x4 through 6x6

ROUGH CLEAR TIMBERS

3x3 through 12x19

ROUGH CTEAR & CAH REDWOOD

1x9 through 9x12

C.J. Wholesale Redwood Lumber Co. 1179 W. Washington Ave., Escondido, CA 92025 (61e) 741-5881

Doug Fir Dimension 22'to32',2x14 Sel Struct DF KD S4S 2x4 - 2x\2to24'

Hem-Fir and SPF Fascia Selects. Commons. Sel Do< 1x4 to 2xl2 Western Red Cedar Redwood KI) Clears. Stk. Timbers Clr Hrt, Clr, B & Rustic Grades Redwood Green

Clr Hrt, Con Hrt, Fencing, Decking, Lath, Pickets

FIRST vendor show at Calico Lumber Co., Livermore, Ca,, attracted 25 vendors and a 750/0 response from contraclors/builders and architects invited to attend. A barbecue buffet was served.

Wholesalers' 100th Annual

North American Wholesale Lumber Association will follow its established tradition of quality education at the 100th annual meeting, May 17-20 in Colorado Springs, Co.

Focusing on "Adding Value in the 21st Century," a panel of manufacturing and retail experts will explore value added services provided by lumber

Legend has it that NAWLA was born as the result of two New York City wholesalers meeting on a Boston-bound train in the early 1890s and discovering they shared a common goal-the collection of past due invoices from the same customerc. From this chance meeting, it is said, the concept of information sharing, notjust in collections, but in all aspects of the wholesale function, grew.

However, the organized history of lumber wholesaling began May 22,l893,when the National Wholesale Lumber Dealers Association was

wholesalers. Walter Kellogg, president, Kellogg Lumber Co., Denver, Co.; Jon Reed, vice president, sales and marketing, P&M Cedar Products, Inc., Stockton, Ca.; Dan Smith, manager, sales and marketing, wood products, Stone Consolidated Inc., Montreal, Canada, and Doug Grover, director, marketing, Lumbermen's Buildine Centers and

NAWLA Began On A Train

established in New York City.

From the beginning the organization promoted financial integrity and high ethical standards among its members. It was committed to strengthening wholesaling services: contracts, credit, collecting, arbitrations and general trade information.

ln 1923. NWLDA became the National American Wholesale Lumber Association, after merging with the American Wholesale Lumber Association and adopting their expertise in traffic and transportation.

ln 1972 the current name. North

Spenard Builder's Supply, Olympia, Wa., will serve on the panel. Steven V. Snavely, president, Snavely Forest Products, Baltimore, Md., will moderate.

Four management seminars will address current business practices and future industry trends.

American Wholesale Lumber Association, was chosen to identify with members from both the U.S. and Canada.

Since the 1920s NAWLA has operated as anindustry clearing house for information, services and education.

A complete history of the association, now based in Rolling Meadows, Il., is being completed by J. Ward Allen, 1959-60 president and first recipient of NAWLA's John J. Mulrooney Memorial Award in 1980. The book will be published in 1993.

Excluslve Sales Agent tot Fontqna Wood Presewlng, Inc.

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

A netrv woy of looking of two old fovbrites, -, redwood ond Penofin'. . .

PREFERRED DECKING'

e've token dry, Consfiucfion Common 2x6 Colifornio redwood ond prefinished il wifh Penofin, fte be$ wood finish money con buy. We coll it PRTFERRID DtCl0llG. Now, weekend builden con complete o beoutiful deck ond use il the some weekend. We've done ltre time consuming $oining ond finishing; so deck built wifr PRttERRtD DtCKlllG ore reody to use when the lo$ boord is fo$ened down.

PREFERRID DECKII|G Dry Redwood...

...looks good longer. Penofin's fionsporent finish lets the noturol groin show through while if fights dorkening ond discolorofion coused by ftre ultroviolet roys of lhe sun.

...eliminotes the hossle ond mess of post'consfiuction wood finish opplkofions. No brushes, rollen or sproyers to cleon. No foolprints, no woiling.

...fights deccy ot the ioist intersections becouse Penofin's speciol mildewcide blend cools oll sidesevenly ond thoroughly.

...rloys deon ond rnerrhontoble until you sell it. We wtop PREIERRID DECI(I{G units in heovy duly 8 mil polywrop. Speciol oddifives in the wropper fight ttre sunlight ond cold weother thof aock ordinory wop

...compeles with Construdion Heort redwood in both price ond pedomonce. Here's both convenience ond volue for your customem.

We slort shipping lilorch of 1992UPC bor coded end togs ore ovoiloble in April 1992. For more informolion wdte or coll us:

f .E00.262.5430 or lAI.z 101.462.E651

HECK the figures: 1.5 million outdoor decks are built in the U.S. over an average year, each using an average of250 board feet oflumber; decks alone will consume 375 million board feet of softwood lumber in 1992.

That's a lot of opportunity for sales to deck builders, remodeling contractors and do-it-yourselfers. Participating in the Califomia Redwood Associationl Home Mechanix deck contest is a way to increase store traffic and cash in on the perennial popularity of redwood decks.

Story at a Glance

Use deck contests: dealers report increased sales of redwood, related deck hardware, finishes nationwidemagazine promotion will reach 1.1 million readers. free banners, entry blanks.

Sidinq Nails-

o No Staining

. No Streaking Highesl quality nails for cedar. redwood and other fine wood materials.

r Slender shank and blunt diamond ooint

. Diamond oattern head blends with wood texture. Small head diameter oermits face nailing and blind

nailing o Annular ring threads oreclude nail head popping and cupprng or srorng boards AlSl Grade

304 nickel/chromium

alloy.

SWANEZE

tttbod Screws II

F;NF

f-!,ry"rr5#r

RqflH

Il,,filtrii:,rl

o Self-counter sinking bugle and trim heads

r Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal oressure

o Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance 6 lengths: l" through 3"

For additional data and dealer information:

1701 Parkman Ave.. Baltimore. MD 21230 410-646-2800 FAX410-646-2756

Lynn Welnick, Star Valley Lumber, Payson, Az., said, "We had people come in wanting to know more about the contest. They asked a lot of questions and picked up the entry blanks. The banner definitely brought people into the store, and the contest information encouraged them to start projects that they had been putting off. The deck contest was a good promotion for us."

Andy Josephs, Calico Lumber Co., Livermore, Ca., said, "We had people building $4,000 decks who bought redwood in lieu of other materials in order

JUDGES Tim Blake, Gharles Jourdain and Pamela Allsebrook olotted nationwide trends while evaluating enlries for 1991 CRAlHome Mechanix deck contest.

to enter the contest. We had one deck that in terms of sales to us brought in $9,000-it also included extensive fences, trellises and planters. We had some people who as soon as they got in the store said, 'What's this contest about?' I can honestly say that the contest generated several specific deck sales."

In judging the hundreds of deck photos that came in from all over the country, thejudges spotted several interesting trends in addition to the overall high quality and variety of deck de-

signs entered. Hardware which creates deck surfaces with no visible nails was popular with both d-i-yers and professionals. Pattems were intricate, featuring heningbone, parquet and sunburst designs. Many decks were built with 2x4s, using altemating widths.

Omate railings wereusedfrequently, often incorporating materials such as

glass panels and blocks, stainless steel and copper tubes, wrought iron elements and steel cables. Railings and trim were often painted or stained to blend orcontrast with architectural elements of the house. Redwood lattice was used extensively in conjunction

(Please turn to page 44)

4418

COUNTERTOP display offering entry blank and information about 1992 redwood deck building crntest is free to retailers.

Deck contests

(Continued frorn previous page)

with the deck as screening, fencing or to disguise deck understructures.

By incorporating these trends into his inventory of lumber, hardware, finishes and stains, a dealer can be ready to capitalize on the enthusiasm that the contest and the accompanying promotion create.

T\e L992 deck contest will be announced to the public in the spring and surrmer issues of Home Mechanix (circulation 1. 1 million). The five 199 1

Great American Finishing

redwood deck winners will be highlighted in the July/August issue, creating additional interest and support for the contest. Newspaper and trade publications will print CRA originated stories during the spring and summer deck building season.

Banners and countertop entry blank displays are free for dealers who want io participate in the contest. They are available at no charge from redwood suppliers orthe CRA. Suggestions also areavailableforcoordinating local deck contests and deck clinics with the national contest.

REDWOOD deck contests are inspiring homeowners to incorporate new designs and ideas as illustraled by this deck with a view. Deck contest materials are fiee to retailers.

March 1992

Pay 'N Pak Guts Nine Stores

Pay 'N Pak Stores, Inc., Kent, Wa., is closing nine rural stores in fourstates and cutting staffat corporate headquarters after appointing new financial officers.

Closings include Ft. Collins, Greeley, Colorado Springs and Pueblo, Co.; East Portlandand Ontario, Or.; Topeka and Hutchinson, Ks., and Sioux Falls, S.D. Approximately 180 store associates and 25 home office employees will be affected with an additional 30 home office layoffs to take place in June.

Alfred J. Koontz Jr. is now executive vice president and chief financial officer with Ronald R. Redpath as director of financial planning. Former chief financial officer Gregory B. Maffei will continue as an executive vice president and a member of the board.

Eight of the remaining 68 Pay 'N Pak stores are being converted to their new store-within-a-store format for grand reopenings in March, chairman and chief executive officer John H. Markley said.

Less U.S. Timber Available

The proposed fiscal 1993 national forest timber sale program of 7.5 to 8 billion board feet is the lowest timber target since 1957.

National Forest Products Association vice president Frank Gladics described it as "a long step backward at a time when forward looking policies are required to help bring us out of the recession.

"The national forests hold more than 4O% of thetotal inventory of softwood in ourcountry, the bulk of which is used for housing construction and remodeling," he added. "But tying themup with unnecessarily low sales targets means that housing construction could be strangled by shortages of wood supplies. This proposal runs directly counter to the President's goal of making housing affordable to more American citizens."

75-Year-Old Yard Reopens

Jim Russell has reopened his Joseph, Or., lumberyard, renaming it 19 17 Lumber Co. to celebrate its 75th anniversary.

He owned the former Russell's Home Center ftom 1977 to 1983, when he sold the business to Ron Makin. It closed a year ago.

Russell decided to reopen rather than sell the property after the consolidation of Snyder Lumber Co. and Eagle Cap Supply, Enterprise, Or. "I think another yard is needed," he said. "Competition is good for business and for the consumer."

News Briefs

(Continued from page 18)

Its

Chnmpion International, which recently sold 88,00O acres of timberladds in Oregon, plans to sell its Roseburg, Or., plywood mfg. operation and remaining Oregon timbetlands.

Weyerhaeuser Co. lost $256.4 million in its 4th quarter; netlossfor the year was $161.9 million.

U.S. District Court Judge William P. Copple ruled in favor of Kaibab Industries, Phoenix, Az., that if the Fislr and Wildlife Servicehas state or nonfederal employees on a teview team, meetings must be announced and open to the public with an oppoftunity to submit comments The Los Angeles Office of the California Forestry Associationhas closed.

Nationally Forest Semice timber sales in 1991 fell to 6-394 billion feet, the lowest level of timber sold fuom National Forests in over 37 years. .

P P G Ar c hit e c tural F inishe s, Inc., a cotporate sponsor for the 1992 Olympic Games, contributed $1 million in paint and stain fot USOC headquarters, Colorado Springs, Co., and a San Diego, Ca., fiaining facilitv. .

SupaTimber' Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor projects. It's the at. tractive, clean and odor-free pressure-treated lumber with strong sales appeal. It can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete line of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the because SupaTimber pressure-treated lumber is produced only under strict,

third party, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

NEW PRODUCTIS

and selected sales aids

Redwood Stained Bird Houses

Cardinal Crest Bird Houses from Mosser Lee feature rugged, redwoodstained wooden construction to last through many generations of hatchlings.

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

Truss Bearing Enhancer

A new connector from Simpson Strong-Tie Co. transfers the load from a truss or girder to plates for improving bearing strength.

Manufactured of 18 gauge galva-

The Merchant Magazine

nized steel, the Truss Bearing Enhancer can replace the nail-on scab or an additional ply when needed for bearing only.

It comes in sizes for double 2x4 or double 2x6 top plates. One size works with any number of girder plys. Tab and plate line marks ensure proper installation.

Workshop Organlzer

The compact Workshop Organizer from Akro-Mils transforms an ordinary work arca into an attractive, convenient work center in minutes.

Included are double wide tool rack, five matching AkroBins for small parts storage and molded plastic pegboard. The pegboard is scratch resis-

All models come fully assembled, ready to be attached to a tree limb or pole.

Three styles are available, designed specifically for bluebirds, wrens or finches (the most popular birds to attract and the ones that most need houses).

They are shipped in an attractive, colorful display carton that contains six of each design.

Recline With Redwood

tant, will not chip and accepts standard pegboard hooks.

All parts are molded of high strength plastic. The organizer is 22" high by 24" wide.

Cold Weather Grout

An extremely rapid strength gaining, nonshrink gout for cold weather applications is new from Five Star hoducts.

The unique cement based, nonmetallic grout achieves 4,000 psi in four hours and 6,000 psi in a day.

lnstant Grout is resistant to most chemicals and comes in easy-to-handle, 48 lb., resealable plastic pails.

Silvan Inc.'s Classic Line of outdoor fumiture is crafted of kiln dried, clear redwood with all natural defects and knots removed.

Included are dining tables and chairs, coffee and end tables, club chairs and rockers, chaise lounge and cross-leg and folding picnic tables and benches.

Manufactured for maximum durability, strength and comfort, furniture is said not to sway, flex or collapse.

Have Forks, WillTravel

The new improved, lightweight Spyder forklift now lifts 4 ,000 to 5 ,000 lbs. toheights of72" to l2O",

The portable, all terrain material handler attaches itself to the rear of a flatbed truck for quick and easy unloading at any destination.

The hydrostatically-driven Kubota diesel powered system weighs about 3,600 lbs. Extend-A-Forks and disc brakes are standard, while other models include four-wheel drive.

The Sound Of Light

A new line of lighted garden speakers from Pioneer Electronics Technology combines outdoor low voltage lighting and high fidelity sound, all housed in a sculptured, free standing, acrylic polymer resin cabinet.

Two 36" high models are offered in a rectangular or triangular enclosure. The weather resistant cabinet, which has the look and feel of natural marble or stone, houses a built-in 12 volt, long lasting light source.

The two-way, air suspension, three speaker system includes a woofer, two tweeters and has a maximum power handling of 150 watts.

Blackout Light

Plugged into any wall outlet, the Power Failure Light from Eversafe comes on automatically when the

5 running feet of wall.

The solid wood, beaded wainscoting comes unfinished.

Broadcasts News

The Silent Salesman Plus video display system from Demex, Inc. broadcasts customized advertising, product information, promotions, useful hints, updates and other special messages.

The system stores and displays three color slide show messages in bold, easy to read, l" ot 2" characters on a high resolution. 27" CRT video screen.

Outlet lnstallation Aid

The E-Z Outlet Locator from Alum-A-Pole Corp. helps cut perfect outlet holes in wallboard even without a tape measure.

The material being used is placed

power goes off.

It stays on for up to 90 minutes and resets when power is restored. lt can also be used as a handheld flashlight or night light at any time.

Simple Wainscoting Kits

"Easy as l-2-3" wainscoting kits from Woodline Manufacturing contain all the material a d-i-ver needs to cover

The supplied PC compatible program allows easy creation of a slide show and includes a scheduler to display shows at specific times on selected dates or days of the week. Shows can be displayed continuously or viewed manually with attachment of an optional forward/reverse switch.

Features are an industrial design for continuous 24 hour operation, "nonbattery" memory backup, RS -232 communications port and complete self containment.

Lacquer Thinner

Lacquer Retarder & Epoxy Thinner from Klean-Strip features a computer balanced formula that minimizes the problems of "blushing" and "orange peeling."

Its slower evaporation rate helps finishes dry evenly, withouf behg dull or rough.

in the desired position and pressed against the locator's pins. An outlet hole is formed by connecting the newly formed dots with a cut out.

Coded Tools

Sixteen different Arco box displays are now available with UPC codes on each tool upon special request.

Selections include assortments of various sizes and shapes: 30 cup brushes,48 wire wheels, 36 large wire and cup brushes, 20 and 40 grinding wheels, 24 and 40 mounted grinding points, 12 small flap sanders, l?larye flap sanders, 12 nylon brushes, 24 md 40 rotary flrles, 24 and 40 roto-cutters, l5 masonry cut-off wheels, and l5 metal cut-off wheels.

Weather Tough Timer

A new series of 24-hov timers combining dependable electromechanical design with industrial grade plastics to withstand moist environments has been introduced by Paragon Electrics.

The plastic construction is resistant to wear and temperature extremes.

The Merchant Magazine

The P100 Series offers the features of other electromechanical timers, such as 40 amp switching and numerous switching and voltage arrangements. However, skip-a-day models can be manually tripped by depressing the activator dial, eliminating the traditional lever method. A newlv designed dial allows on/off events io be set as short as one halfhour.

Thin Set Additive

Paint Can Drip Guard

A simple, reusable device for eliminating paint can drips and splashes is new from Super Guard, Inc.

The Splatter Guard fits over the can rim so excess paint flows directly back into the can instead of into the rim or down the side of the can.

Manufactured of flexible polypropylene, the cover fits cans of different sizes, regaining its original shape after use. After painting, the guard is removed and wiped clean. The rim is left paint-free, so the can cover can be replaced and hammered down tightly with no splashing or oozing.

Control parts are molded from thermoplastic and polyester resins, and the rainproof enclosure is constructed of sturdy noryl. Wiping contacts and zinc-plated screw terminals resist corrosion. Made from polymers, the motor is completely encased to reduce contamination.

A new concentrated latex additive that can be added to sand and cement to create a latex modified thin set is now available from W.R. Bonsal Co. 9-724 Crete Additive is formulated to be mixed on the jobsite for installing decorative tile over a variety of substrates. It reportedly provides high bond strength, improved flexibility and higher compressive and impact srength than ordinary sanded thin set mortars,

Contractors will benefit from longer open time and more adjustability in hot climates. More flexibility means fewer tile cracking failures due to substrate movement.

It can be used in the installation of ceramic tile, deep lugged back tile, glass mosaics, quarry tile, pavers,

Vensn-roM: LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNI FORMITY 1 -31 4' THICK.

Vensn-r-nM PLUS: LVL wrrH

UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS, 3-1/2" OR 5-1tz', THICK, BOTH LVL PRODUCTS 9-'112" TO 20" DEEP WITH LENGTHS UP TO 66 FT.!

Stoc^ eurET, cALL BAcK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP. WANE AND WASTE.

BCI Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAI FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-3/4'& 2-5/16"; DEPTHS 9-112'to 20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

brick, slate and other natural stone. It can be used over concrete, masonry' brick, cement backerboard, motar leveling beds, gypsum wallboard, tile over tile or wherever thin set or polymer modified thin set mortar is specified.

Power Protector

The new Protect-A-Plug weatherprotected outlet cover from Intermatic Malibu allows homeowners to Plug plug tdoor

equipment into a standard outdoor electrical outlet and protect the connection in all weather conditions.

UL tested for "wet locations while in use," the cover consists of a backing plate mounted on the existing outlet or electrical box, two inserts for a ground fault circuit intemrpter and du6lex receotacle. a gasket and a clear plastic cover. Afte-r plugging in the equipment, the user closes the cover setuiely over the backing plate and plug.

The cover comes in two sizes: one to fit most l4-gauge and smaller cords and a deeper model for most l2-gauge and larger cords.

Suggested uses include low voltage lighting, outdoor timers, swimming pool filters and bug zappers.

P.O. Box 1849, Yuba City, Ca. 95992

19161671-7152 Toll Free (EOO) 24E'49{C*

geulanlUlnbrnlpLurnbp,t

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS o LCL . CARGO o RAIL . TRUCK & TRAILER ' PRESSURE TREATED LUMBER Yard & Otflces: End ol AlrPort Rd. P.O. Box 723, Uklah, Ca. 95482

f68-018t

P.O. Box 2425,155 N. Long Lane Indusrry. cA 91746

FAX 8i8-369-71 | I

18r8l 968-9322

l2t3l 686-2s87

17r41 52e-9008

SPRUCE, & HEIU.FIIi F ASCIA . B.EDWOOD O & PINE P ATTENilS O FENCTNG

Steve Hagen . Til Johnson o Enita Nordeck o Mike

s5 Ooug Heryford o Tom McWilliams

Lawn Cheers

The.Do-it best green garden center, a comprehensive marketing program-featu_ring an extensive decoi package, has been introduced bv HWI.

po-wer equipment and accessories, hoses and sprayers, chemi_ cals and fertilizers, landscape materials, coniainers, and nursery plants and shrubs.

Secure Connections

Perma-Titeplugs and connectors from Ericson Manufacturing Co. featyre a unique weather-tight rubber to rubber eight-point seal when the plug and connector are mated. An intemal water-dust wiper provides additional protection.

The devices are molded from a thermoplaitic polyester body surrounded by a high tech elastomer, making'them

Included are a detailed departmental layout and sug- gested positio.ning within the-store; regionalized plan_6_ grams with a choice of manufacturers' prJducts; educitional components for members- and retail cuitomers; signage and fixtur- es ; a customized a d ve rt i s in g pro gram ; iirf"".rniti"n"i member updates, and the availa6iiity of 6,000 lawn and garden SKUs to merchandise in the aiea.

The center is designed for products such as garden tools,

resistant to moisture, chemicals, impacts, crushing and extreme temperatures.

They incorporate a dead-front, back wired system to revent accidental contacts with live parts and a trinsparent ack plate for quick visual wiring. ^ p b

FINE GRA]IN DOUGLAS FNR

Sales. Bob Norton

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7 Riddle, Oregon 97469

SPECIFIED: DENSE #1. SELECT FOHC EXPOSED, V,G, CLEARlx4-8xl4.8'-24'

Mill directs ond distribution soles. corloods, truckloods or units.

l llum inated Reflections

The Comtess de Luxe illuminated make-up and shaving mirror is now available from Hansgrohe.

It features soft, even illumination and an optical quality mirror that provides a slightly enlarged image, w-ithout distortion. The height of the mirror can be easily adjusted up or down on the vertical mounting bar' An unlighted model is also offered.

Coordinating accessories include wall lamps, towel bars, soap dishes and paperroll holders.

"Afler we upglqded our rocKs, volume iumped 20%,"

After Hurricane Hugo devastated the facilities at Buck Lumber in Charleston, S.C., Eddie Buck looked to National Store Fixtures to furnish a heavyduty racking system for his new store'

NSF provided Buck Lumber with a lumber and building materials merchandising system that increased accessibility, added substantial storage space, and required fewer workers to maintain'

Call National Store Fixtures today for a free, expert consultation in:

r Pallet Rack

I Cantilever Systems

r Field Installations

r Mezzanines

r Specialty Racks

r CADD Design

Hardwood Door Stands

Solid mahogany door stands from Glass Craft Specialties, Inc. provide frie itanding showroom displays for doors. Siands come unfinishLd, in a kit that includes all parts needed for assembly.

BUtt llOSE Baseboard Corners from Elke International facilitate installation of bull nose and baseboard at corners. Designed with extra material on the ends so they sit flat and nails go direclly into studs, they require no pre-drilling dnd reportedly will not crack or split.

Mr. Eddie Buck, President, Buck Lumber, Charlesnn, S.C.

Malibu In Color

Color Lytes from Intermatic Malibu are unique colored silicone "sleeves" that slide over any I I watt or lower wedge base bulb t6 give vibrant color to standard accent lighting.

Available in amber, blue, green and red, the accessories make changing accent colors easy and economicai, eliminating the need for more expensive special bulbs.

Valance Show

Three new valance styles in a variety of fabrics and colors have been introduced by Del Mar Window Coverlngs.

Complementing Del Mar's line of veftical blinds, the Crestline Valances come in curved comer finish, squared comer finish and tailored comer finish.

"LET'S all be winners in '92" was exec. v.p. Paul Fee's advice to over 350 Cotter dealers at the True Value winter lumber market, San Diego, Ca. (1) Dan Cotter. Murrv HilW, Rick Hille. (2) (1) Dan Cotter, Murry Hil$, Bick (2) Wayire Youngblood, Linda Priddy. (3) Gary Borien, Pat White, Kieran O'Reilly, Juan Santos. Boriren, PatWhite, Sant, (4) John Ulness. Ron McCormick. (5) Mill (4) Ulness, (5) Milton Herbert, David Jones. (6) Richard Halcomb, Scott Jennings, Sam Patii. (7) Ken Hurd. (8) Ed Cervantes, Kelly Miller. (9) Dave Adams, Frank Rhoades. (10) Beth Stewa;t, Joe Lowery. (11) (10) (11) Sheo Tuck-er.'Georoe Pooe, (12) Rav Dardis, Shep Tuck-er,'George Pope, (12) Ray Rolly Skifton, HaroldDeLemos. (13) Rich Wolk, Jim Kimball. (14) Kevin Lee. (15) Don Spiers, Wolk, Jim Barbara Innman, Larry Fitzgerald. (16) Larry Wendling. (17) Ray Bunbaugh, Fred McCarthy. (1S) Billelaypool, Paul Fee. (19) Duncan Dickey, David Lane. (20) Bob Steele. (21) Dean Auch. Build America, a new lumber and building materials division program targeting the d-i-yer, was introduced by Larry Wendling.

Building Materials Software

For IBIW Mini @mPuters

Designed for buildinA materials retailers and wholesalers. this complete"svstem includeE point of sale. order processing. billing. sophisticated pricing (marku-p. markdown. contract, quantity breaks'- etc. ) accoun[s rece-ivable and credit. inventory control. purchase order control, sales analysis, accounts payqble, general ledger. Easy to use, completely integrateda single transaction updates all relevant data. CaIl or write:

Mass Systems Co., Inc.

363 Mass. Ave., L,exington, MA O2173-4OIa 617 674-1055

THE CRAB FEED. Humbolt Hoo-Hoo Club's annual lumber industry dinner drew nearly 450 to Eureka, Ca.'s landmark Eureka Inn. Retiring redwood lumbermen (1) Jim Ramsey and (2) Haley Bertain are presenled plaques by Bill Scott. (3) Bill Ban, Linda Cotfman and club organizer Rich Giacone. (4) Pat Hunter, Pamela Yeagley, Charlie Brittain. (5) Claudia Jennings and her fiance' John Lima. (6) Rob & Bob Britt.

Jim & Lisa Hunter, Christine Youngman, Carl Henoch. (8) David Jones, Doug Willis, Gordon Wagenet. (9) Mark Lofland, Mike Webster. (10) Karl Drexel, ZolaStoneback. (1 1) Frank Rogers, Shep Tucker. (12) Dean Winters, Charlie Schweitzer, Jack Butler. (13) Miguel Hernandez, Steve Schmitt. (14) Mike Rogers, Vince Viena, Mark Denner, Bryan O'Hagen. (15) Terry Humphrey, Vince Boedigheimer, Rich Stolz.

(16) Chris Johnson, Jefi Loth, Barry Savage, (17) Alan Boyd, Fred Flora. (18) Dale McCormick, Mike Muessig. (19) Steve Schmitt, Ted Mick, Pete Reyneke. (20) Mike Dode, Bruce Gravier, David Billingsley. (21) Shawn Kelley, George McConnell. (22) Ted Gilbert, Jeff Loth, Gil Emory. (23) John Blatchford, Gary lsland. (24) Carlton & Clyde Jennings. (25) Donny McEntire, Vern Ingham, Bruce Burton, See following page.

(7)

FOOTBALL leoend and redwood wholesaler

(1) Lee Roy Jorlan and friends Linda Endicott, Cindy Schulz and Valerie Scoggin were part of overllow crowd at Crab Feed Dinner, Jan.23, the laroest Hoo-Hoo event of the international fraternity, (2) Phil Dodson. (3) Fraternity president Jeft Ldth, The Merchant Magazine's David Cutler, Btent Crosby, a club past president. (4)

Ted Malhews, Joe Bowman. (5) Gayle Monison, Lowell Ambrosini, Dave Kaney. (6) Lee lorg, Russ Britt. (4 Len Adamo, Norm Carlin. (8)

Greq & Fred Passmore, Dan Rue, 'Scotty" Scott. (9) Bob Shannon, Paul Ward, Jim Ramsey, (10)

Din Naughton, Tom Miller. (11) Jon Friesen, DaveYeazell, Art Parker, Bruce Taylor. (12) Wil

Oole. Dennis Deeth. (13) Bob DiMeco, Jean

Himberg, (14) Greg Winakur, Les LeGaux. (15)

Mike Rehner, Julie Addis. (16) Jeff Furtado, Dennis Byerley. (17) Charley Willett, Ramsey

Fendall. (i8) Gordie Amos, Brent Johnson. (19)

Sam Saniegret, Dan Weaver, Jetf Howard. (20)

Yolanda Waters, Rod Kautz. (21) Bob Prouty, Chuck Mayall, Mark Herms. (22) Seth & Orville Chedester. (23) Paul Jorgensen, Doug Seeley' See preceding page.

NEW LITERATIURE

On FRTW

The revised 20-p. Dricon Fire Retardant Treated Wood Product Handbook is available from Hickson Corp., (404) 843-2227.

Signs Of The Times

A signage catalog including interior and exterior signs, letters, logos and graphics is fteefrom Scott Sign Systems, (800) 237-9447.

Rools & Driveways

A 4-p. roofing and driveway coating products catalog is free from Henry Co., (213) 583-5000.

Weather Treated

An 8-p. full colot folder on revolutionary weather stabilizer MellcoSeal-heated lumber is free from Mellco, X)6 Ball St., Pery, Ga. 31069, (800) 866.-1414.

Cantilever Racks

A 16-p. cantilever rack brochure is free from Steel King lndustries, (800) 553-3096.

Perlite lnsulation

Treated Specialty Products

A 24-p. catalog of pressure treated specialty products, including lattice, mailbox posts, decking, fencing, tongue & groove and commercial & industrial products, is available from Chesapeake Wood Treating Co., (804) 843-5653.

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

Distinctive Decks

A colorful new 24-p. "Deck Ideas" booklet profiling two dozen decks utilizing ProWood brand Deck Necessities is available from Universal Forest Products. (616) 364-6161.

Retail Robbery Prevention

The l8-p. "How to Avoid Retail Robbery, Burglary & Violence" is free from McGunn Safe Co., (7OB) 458-7233.

Hire Learning

The Sales Success Profile, a hiring test to predetermine applicants' ability to close sales, is $30 from Lousig-Nont & Associates, (800) 477-3211.

Pocket-Sized Safety

Wo r kp lac e Safety Pocket Guide, a 64-p. booklet forhelping employees avoid workrelated injuries, is available from Genium Publishing Corp., (800) 243-6486.

Air Spray

A pneumatic fastening tools catalog including nailers, staplers and tackers plus compatible fasteners is free from StanTech Fastening Products, Box 700, East Greenwich. R.I. 02818.

Structural Panel Forecasts

End-Use Marketing Profiles for Structural Panels (Economics Report E5O), a 52-p. summary of market forecasts and end-use data for the structural wood panel industry's six major markets, is $30 from American Plywood Association, P.O. Box 11700, Tacoma, Wa.9841l, (206) 565-6600.

An 8-p. booklet on lightweight Perlite insulating concrete and Perlite loose-fill masonry insulation is free from Pedite Institute, 88 New Dorp Plaza, Staten Island, N.Y. 10306.

Specialty Hardware

A catalog of door bumpers, spring hinges, pivots andheavy duty lavatory hardware is free from Bommer Industries, (803) 457-330r.

Floor Watch

A 35-min. VHS Chickasaw hardwood flooring video, covering flooring manufacture, wood and concrete subfloors, and installation ofstrip, plank and parquet floors, is $10 postpaid from Memphis Hardwood, (9Or) s26-73O6.

Landscaping Tools

The l2-p. Groundbreakers landscaping tools catalog is free from V&B Manufacturing Co., (800),143-1987.

At Britt Lumber, we specialize in redwood fence posts, boards and railsmade directly from the log in our modern sawmill. We're large enough to meet your customer's needs, yet small enough to care and provide the personal service you need.

Ask for Russ Britt or Mike Vinum.

The Fen ci ng Specialisfs.

DELUXE DINNER forJack Secoy, retiring partnerof the Universal FarWest, Huntington Beach, Ca., operation was held Feb 1. The first class fete was held at the lrvine Marriott, lrvine, Ca. More than 125 were presenl. (1) Harry Selling, Carl Poynor, Jack Secoy. (2) Carol Secoy, Bill & Lauren Jones, Charlotte Selling. (3) BillCurry, Lori & Reed Trull. (4) Dale Lausch, Bobby Hlll,

Gary Adamson. (5) Jack Secoy's brother-in-law Donald Petersen, retired chairman of the board of the Ford Motor Co., his wife, Jody, Jennifer Secoy, Ray Vandiver. (6) Marjorie & John Weston. (4 Peter Svenkerud, Gordon Beach, Clint Rygel. (8) Katie & Wayne Gardner, Chuck & Anne Jenkins. (9) John & Elaine Friesen, Cindy & John Mazanet. (10) Jeni & Ralph

Cardwell. (11)Miles Davidson. (12) Nancy & Bill Sullivan, Blaine & Nancy Smith, Tom Mullin. (13) Donna & Miguel Hernandez. (14) Ramsey & Donna Fendall, Sandy Fluhart, Bob Abbott. (15) Don & lda Stobaugh, Jack Price. (16) Colleen Higman. (17) Ed Lehman, Bob Courlney. (18) Jerry Higman, Scot Schledorn.

ELASSIF[ED ADVERlIISEMENTIS

ESTABLISffiD. well-financed wholesale company seeks tradet with good customet base, Relocate Eugene, Or. Reply in strict confidence to Box 634, c/o The Merchant Magazine.

PROFISSIONAI, TRADERS with expertise and a good reputation in sfrecialty lumber products are needed at (-ascade Empire Corporation. Our growing company, with current annual sales of $145 million, wishes to double its size within the next five years. lf you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. All responses will be held in strictesl confidence.

Twenty-five (25) words for $21. Each additional word 700. Phone number counrs 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 ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Megezine, 4500 Crmpus Dr., Suite 4E0, Newport Beach. Ca. 92660. Make checks payabletoTheMerchentMegezlne. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SALES PERSON with indushial account base in Southern Califomia. Salary, bonus and full benefits. Contact Dave Wulbrecht at Universal Fotest Products, lnc,, Huntington Beach, Ca., (714) 842-6681.

EXPERIENCED outside lumber salespetson sought by retail lumbet yard. Established customet base tequited. All inquiries held in sttict confidence. Call Dennis Parker, Bart Lumber Co., City of Industry, Ca., (818) 968-O777 ot (714\ 99O-s773.

FOR SALE: Yates model H4O horizontal resaw. Tilting, 50 hp dtive motot fresh rebuild. Contact Vernat (707) 433-7O7O.

TIMBER SIZER PRE.EABRICATION

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-I7e'll do them all to customer specification.

Bracrrt International

Drawer 4779, Arcatt, Ca.95521 707-822-3648

LUMBER CARRIERS from

'/ Especially adaptable to customer needs

' z Scientifically designed br all types of work

r/ Balanced br ease of handling

FOR SALE: Any fout of eight Caterpillar forklifts. All 16,00O or 18,000 lbs. All diesel engines with side and swing shifts. All in good condition. Purchased new ftom 1975 to 1989. Prices $9,500 to $28,5OO. Details available by fax on each lift. Call Ed Fountain Sr. or Jr. (213) 583-138f.

DOWNFALL LUMBER and plywood, DF, HF, SPF, shorts, plywood blows, plywood sctaps. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

COPELAND LUMDEN WISHES TO BUY Lumbcr Yards in the Wcstern States. Contact Copeland Lumbcr Yards Inc., 901 N.E. Clisan, Portland,Or.97232, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquirics kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-254a; .Q13) 835-5671.

CLASSIFIED I ADVERIIISEMENTS i

Name

Company Name (if any)

LT'MBER AND BUILDING MATERIALS

tetailer fot sale. Sales of $7.5 million and $525 M pretax ptofit. Located on the West Coast, Serves a divetsified customet base. Generates an above average gross profit. Operates from a modern facility with outstanding equipment. Excellent senior management team. Its marketing area projects extreme growth. Firm's expected growth exceeds that ofatea. Reply to Box 631, c/o The Merchant Magazine.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-0426.

lOth ANNIVERSARY CONGRATUTATIONS!

The 10th anniversary of BUILDING PRODUCTS DIGEST, the building products industry magazine in the south.

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Corp. (San Jcs)

Cdp. (l,lovato)

AND CENTRAL CALTFORNTA-

AUBURIVGRASS VALLEY/OROULLE

Cel Stalo Fdesl Prodwt3.................. (800) 35cgn2

GREATERSAT

oRAltGE,

PACIFIC NORTHWEST STATES-ROCKY MOUNTATNS_

WASHINGTOI{

SOUTHWEST

OtsMUARIES

Robert O. ttBob'Jensen, 50, sales manager for Evergreen Forest Products, New Meadows, Id., died Jan. 16, L992, rn Nampa, Id., after a lengthy illness.

A native of Oregon, he worked for Davidson Industries, Mapleton, Or., Crown Zellerbach, Longview, Wa., and Cambria Forest Industries, New Castle, Wy., before joining Evergreen in 1984.

Thomas B. Malarkey Jr.,63, vice chairman of The Pacific Lumber Co., Mill Valley, Ca., died Feb.23,L992,in San Francisco, Ca., after a lengthy illness.

Bom in Portland, Or., he was graduated from Yale University and in 1955 joined Palco, Scotia, Ca., in the shipping department. He moved to sales the next year, working his way up to vice chairman and a directorship in 1989.

Mr. Malarkey was a director and past president of the California Redwood Association and industry representative for the National Forest Products Association.

Nickie Bakarich, 69, former owner of Allied Lumber Dealers Inc., Denver, Co., died lan.23, 1992, rn Denver.

Born in Reliance, Wy., he began in the industry with Lumber Dealers Inc., working briefly for Boise Cascade and Materials Supply Co. before joining Allied in 1966. He bought the company in 1981, retiring three years later.

Jerry McGuire, 68, founder and president of Cal Forest Lumber Co., Gardena, Ca., died Feb. 12, 1992, tn Los Angeles, Ca.

Born in Carlin, Nv., he worked for Los Angeles area yards before starting Cal Forest in 1957. He also opened subsidiaries C.F. Imports, Cal Forest Wholesale, Prime Lumber, Concept Marketing, Cal Forest Canada, P.R. Forest Products and Grizzly Forest Products and in 1973 acquired Mutual

& Lumber Co., Gardena.

Shipping EXTRA LONG LOADS including engineered wood products, trusses, etc.

We offer timely deliveries including multi-pick and multiple drop service. Company-owned fleet of 100+ flatbed trucks,

) Central, computerized dispatch. Every shipment is in constant communication. Fully insured, with 48 state ICC general commodity operating authority. {

Commitment to safety includes required driver safety training and continuing education supervised by a full time Safety Director. (800) 635-5233 or (208) 343-6400

ffiOfUsAs IIourlNMResornrc

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