Merchant Magazine - March 1993

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

it goltg t0 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 commons, or garden grade lumber, kiln dried, air dried, milled with precision at G-Ps Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence. a house-and vour bottom line.

For your redwood crlstomers, droose the redwood that has everything going fcr it: looks, promise, and a fine family rxarne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (7O7) 964-0281, or the G-P Distribution Center nearest you.

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

PhredLender CIFCULATION TracySterling

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$4.50 whsn availabls, plus shhping ard hardling. CHAilGE 0F ADDRESS Send addres hbel from recent issus il possble, new address and zb cods to addrsss bebw. PoSIilASIER S€nd address dralEes to Ths Mercharrt Magazine, 4500 Canrp6 Dr., Ste 480, Nsv{pon Beach, Ca. 92660

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Desert Dry'Redwood. Available Onlv From Louisiana-hcific.

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

Until recently, everyone paid a premium for the privilege. Now the rules have changed. L-P's Desert D4f Redwood supplies the qualif 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-resistant wrappel so it's protected and looks great in the lumberyard.

Louisiana-Facific's Desert Dry Redwood sells itself and brings in high profits. It comes in all the 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

customers demand LouisianaPacific's Desert Dry Redwood. When they learn how affordable dry redwood can be, they'll start lining up atyour door. After all, it's just common sense.

For more details, call us today in Oregon at (503) 624-9004.

EDITIORIAL

The amazing price run up

"Are you kidding?" "It can't be that much." "That's $100 over last week." "Gasp!" "Gulp." These sentinents, selected expletives and otier general expressions of astonishment have been greeting the anazing across-the-board increases in wood prices in recent weeks. As we go to press, the big question is whether these price increases will fall back, stay at high levels or simply go higher.

Not many people think prices will fall back to their starting point, thus becoming just another spike on the price charts. While forecasting future price directions is iffy at best" most of the people we've surveyed feel a major price retreat is unlikely, given the supply driven nature of the current market. Plus, business is improving in many, though not all, areas of the country, increasing demand.

The consensus among seers is that the bill for all the lockups of timber has come due. No longer is the deletion of millions of acres of timberlands

from the nation's wood fiber supply seen as a free ride. Payment for that ride is just beginning, many feel. The economics arc very clear: less supply means higher prices for what remains.

Should these new price levels hold, their effects will ripple dramatically. New homes will cost several thousands of dollars more, pricing some out of their dream home. Suppliers will need far more money to finance inventories; small companies may be over their credit limit with just one or two cars of lumber. The cost of insuring inventories will rise. Wood products may lose certain markets to substitute materials. Just-in-time buying may increase dramatically. And these are just a few ofthe ripples expected.

Many in the industry feel wood products have been too cheap, with prices failing to keep pace with inflation. Because of a lack of historical precedent in today's market the job of divining price direction for those who buy and sell becomes even murkier. Best advice: hang loose.

DAVID CUTLER editor- publi sher

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a FRf labor and malerials replacement cost warranly a Code Compllance Report with evolualion of elevated temperature strength testing for roof applicalions

I Hlgh temperalure strength iest results

I New York State Smoke foxlclty test results

* NER repons are subject to re-examination, revisions and possible closing of file. For Technlcol lnformotlon Coll r-8oo-TEc-wooD

1|| REDWOOD sale is not complete 4\ntit the customer buys a product from your paint deparErent.

This must be stressed in training redwood sales people. While the customer may think redwood will darken and bleach naturally to driftwood gray if he leaves it alone, the process takes a long time and he'll be happier if he speeds things up with a coating.

Show some color photos to illustrate the appearance of redwood with various finishes as well as what happens to the unfinished wood. These will help a customer to select the look he wants to achieve. Enphasize that redwood accepts many different finishes, with adequate preparation the key to success with all of them. (See accompanying chaft.)

Recommend using water rePellents, stains and bleaching oils containing mildewcides. Brushes or rollen are needed o apply these. All surfaces should be clean and dry with unseasoned redwood having air dried for one month prior to finishing. Caution customers not to use varnishes, lacquers or other film-forming finishes. Incompatible finishes should not be mixed and a sprayer should never be used.

Natural appearance finishes are best achieved with clear water repellenn with mildewcide. These allow color and grain to show through. Bleaching oils should be reconunended if a natural gray finish with low maintenance is desired.

For exterior use, either semitransparent or lightly pigmented s0ains will highlight redwood grain. Such finishes are considered "breathable." Opaque stains can add color. They also are classed as "breathable." Oil based stains are the best recommendation. Paints can be used if a traditional look is desired.

Interior finishes can be left bare and will darken with time, but this method is best used on areas requiring little cleaning. Clear lacquer can be recomnended only for areas requiring minimum maintenance. Wax finishes are good to highlight the natural appeafimce of the redwood and provide some protection. Alkyd resin sealers and Danish oil finishes give a natural appearance with a moderately durable finish. Areas requiring scrubbing and heavy cleaning need an alkyd resin or a polyurethane vamish finish that will withstand cleaners.

Color can be added with semitransparent or opaque pigmented stains or

Ti ps on finishing redwood sales

paints. These come in a variety of shades. Color stains with a protective clear overcoat can be recommended to achieve a light color or frosted appearance.

Water repellents should be recommended for all decks and garden structures. Providing a clear finish that doesn't obscure the grain and texture of redwood, they protect frort

replaced about every two years. Special deck cleaning products can be used to restore the redwood color before refinishing.

Appropriate water repellents, stains, oils and paints should be displayed or cross merchandised with redwood lumber. Teach sales people to read labels and be well informed about these products and accessories.

moisture and dirt, modify natural weather effects dnd can serve as a basecoat for paints and stains. Sealertype stains or non-chalking stains formulated especially for decks are best recommended to withstand traffic, although equal parts of a compatible water fepeuent and a semitransparent oil based stain may be mixed fon use as a deck finish.

All deck coatings will eventually wezu away. They usually need to be

Story at a Glance

Recommendations

all

help

The changing tace

/f,n estimated I billion f,lboard feet of redwood was produced in 1992. Experts prcdict that this year production will fall to 800 million board fee! 140 MM kiln dried uppers and 660 MM commons. With the anenric demand of. 1992 keeping pace with the lower production levels, prices remained fairly stable through most of the year. But increasing demand could combine with further mill closures and curtailnents to drive the production figures even lower and prices higher by 30Vo ormofe.

On these pages, the major redwood producers give the supply outlook for their companies in tenns of changing products and quantities. a lo How do you expect 1993 shipments to compare to 1992 shipments? /tt Zc What will be vour product line for 193?

3. What factors have played the greatest role in changing your redwood shipments and your product line?

Essentially no change in ship ments this year from 1992. Redwood 60Vo and whitewoods 407o.

Product line for 1993 is 1007o garden grades. Product line has changed dranatically from 1988 with the elimination of architectual grades. Simpson is processing new growth timber exclusively.

The change in the resource base has predicated that more non-redwood species be processed to fill mill capacity. Our mill has been and continues to be upgraded to process lower-value resource at lower costs.

Difficulty in Harvest Plan approval has drastically added to the cost of resource conversion and therefore to the lumber. The Northern Spotted Owl Habitat Conservation Plan, the ffust of its kind fomred with the U.S. Fish & Wildlife Service, has facilitated the Harvest Plan approval process.

Story at a Glance

Major

supply.

If we do not suffer a "political lock-up" of our timberland, current timberland management practices will double and triple the sustained yield harvest levels in the next 20 to 30 years. The redwood region is the most productive forestland in the United States. Simpson's long-term, intensive forest management of that land will deliver an increasing amount of wood products for families in perpetuity.

Lowell D. Ambrosini General Manager Western Wood Products Mfg. Div. Georgia-Pacific Corp. Fort Bragg, Ca.

Expectations for the 1993 season are that an adequate number of harvest plans will be approved leading us to believe that redwood production for the year will compare volume-wise to 1992. Near term there is potential for a disruption to log supply due to the impact that current weather patterns are having on logging operations. The impact on supply to the marketplace will not be felt from this until later in &e spring.

The product mix that we are experiencing has seen considerable change over the course of the last several years as log sizes have diminished. Old growth logs are virurally nonexistent. Architectural grades represent less than 7Vo of redwood production, fence grades represent roughly 25Vo, with the balance going primarily into dry decking or dry commons.

Beginning three to four years ago, as the log sizes diminished, decking and common grades of siding products became the mainstay in our product line. With the seasonality and the restricted market that green products forces you into, the need to carry an inventory of a stable product and to reduce the weight of the product in order to expand our markets, we were forced to consider drying as much of our production as physically and financially possible. Supported by a strong marketing and ad campaign from the California Redwood Association and by a loyal and concerned customer base, our ability to transcend this change has been possible.

redwood manufacturers size up their companies' and the industry's evolving product lines and shipments ... factors causing changes in

e redwood industry w

Jlm Brown Vice President and General Manager Arcata Redwood Co. Arcata. Ca.

We e*pect 1993 shipments for ARCo to be the same volume as shipped n 1992. This is based on resource available at this time, not necessarily on market activity.

Our product mix will vary slightly. We expect to produce approximately 507o less Douglas fir in 1993. This reduction in Douglas fir production will be made up in redwood.

We see our product line remaining stable with ap'proximately 46Vo of redwood production in upper grades (architectural). Of this, approximately l0%o will be in bevel siding. Industrial grade, predominantly shop, will amount ta Zl%o. Common grades (garden grades) finding their way into decking and fencing will account for approximately 33Eo of redwood production.

While bevel siding continues to be an important market for us, we have seen a decline in demand or use of redwood in the product. Douglas flr production is expected to be 60Eo upper grades and 40Vo conrmons. AJlz" upper grades are full sawn products for the architectural and door industry.

Our product line is totally dependent upon ARCo's ability to obtain State of California approval of harvest plans on ARCo property. The listing of the spotted owl and marbled murrelet under the Endangered Species Act has required a two-year effort by ARCo foresters and biologists to address wildlife concerns on ARCo property.

We have successfully completed a Spotted Owl Habitat Conservation Plan and numerous marbled murrelet surveys which have allowed operations compatible with wildlife concerns to proceed. Whereas ARCo will be able to continue the nonnal lumber product line, we find that the volume from the operations is not large enougb to continue to supply our Glue Planr We have announced closure of theplant attheendof March 1993.

William S. Rlegel Vice President The Pacific Lumber Co. Scotia. Ca.

Witn an improving economy, we expect to see some growth in 1993. We would like to see the volume of 1993 shipments improve over l992by 5?o. 1992 wx a good year for The Pacific Lumber Co., especially in light of the problems caused in Scotia by the earthquakes and fire in late April. We have been able to overcome those difficulties and ndw look to the opportunity that this year presents.

Our product line for 1993 will parallel that of 1992. We will offer a full line of redwood products from our mills at Scotia, Fortuna and Cadotta, both old and young growth. Mill A in Scotia will produce a full line of Douglas fr products and we will also cut some white fh in 1993 at our Carloua mill. We expect our overall mix will remain heavy to architectulal grades as it has over the years. Lately we have seen increased production in both Douglas fr and young growth redwood.

Simpty s[ated, the biggest factor influencrng our company and its product mix is the ever increasing regulation that we face in the harvesting of our privately owned timber stands. Our entire property is zoned solely for timber production. It is our mandate. However, as the concerns and demands of the environmental corununity have grown over the last 20 years, it has become more difficult to map out long-term silviculnLral policies. We have mitigated our practices to provide a long-temt "no take" management plan for the spotted owl and now we are currently working on a similar plan for the marbled munelet. We're sure we can employ sound forestry practices that will allow for the well being of all creatures that inhabit our timber stands. Once the regulators bmbrace this concept" our company and the industry at large will move along to meet the challenges and demands of the economy and the lumber markets of the future. Sound forestry practices based on scientific evaluation of the resources will provide for the most varied and desirable product mix best to service the markeFlace.

Redwood deck contest i ncreases traffic, sales

II'OMEOWNERS like to show off rheir homes and Ilexpertise in do-it-yourself projects. Using this philosophy, a Colorado home center chain makes the California Redwood Association's national redwood deck contest pay off for them.

"Here in Colorado, homeowners love redwood decks," says Bill Bieker, regional lumber merchandise manager of the l7-store Hugh M. WoodVPayless Cashways home center chain. "So when the state economy began picking up

April through the end of the summer and generated increased store traffic and strong incremental redwood sales in all l7 stores. As a result CRA received an unprecedented 46 contest entries from Colorado. Bieker believes this year will be even better.

"We'll start eadier and use the contest to promote our new computerized design system," he says. "We're committed to building redwood deck sales, and we have some accomplished do-it-yourselfers in Colorado, so watch outwe just may enter ttre winning design in 1993."

Redwood dealers can participate in the 1993-94 California Redwood AssociationlHone Mechanix deck contest by displaying banners and countertop entry blank displays through the spring and summer months.

With 1.1 million readers, Home Mechanix will feature 1992 winners in the July/August issue with 1993 information and entry blanks. If dealers sponsor a local deck contest, CRA will coordinate entries, entering them in the national contest.

last year, we lnew there would be pent-up demand for new decks. The 1992-93 CRNHonu Meclanix contest gave us the perfect vehicle to tap into that demand."

Bieker organized a chain-wide effort that made cont€st planning easy for the store managers. He ordered the contest materials - entry blanks and banners - and urged the store managers to highlight complimentary Hugh M. Woods services.

"All of our stores have deck blueprint take-offs, for instance," he says. "We have them approved by architects to meet local code requirements. With a design foundation like that, a lot of customers suddenly get the confidence to enter the contesl"

The Hugh M. Woods contest promotion ran from late

CRA and Home Mechanix will judge entries. open to d-iyers and professionals, the contest offers prizes from $2,000 to $750 as well as the chance to be featured in a national publication. Entries close Sept. 15.

Regardless of the direction you take, you will find creating excitement creates sales.

Story at a Glance

Ways to boost redwood sales ideas for coordinating store services with annual GRA deck contest how a Colorado dealer tied-in.

INSPIRE your ctstomerclo buiH a redwood deck by participating in CBA's annual nationwide deck contest.

Profit opportunities open up in roof window sales

ftE ready this spring ro cash in on IJprofit opportunities that roof windows or skylights offer.

Roof windows are no longer leaky, metal-framed, frosted glass panels installed in bathroom ceilings and opened by pulling a chain. They are now non-hazing, insulated glass systems that lend a pleasing aesthetic

insulated, tempered Low-E glass keeps heat and air conditioning costs down. Low-E glass filters out the sun's harmful ultraviolet ray.s and reduces fading of carpets and furniture.

Iligh-Grade lVood Curbs: More stable than vinyl curbs, wood curbs won't expand or contract as vinyl does. They fit more securely and can be painted or stained to march interior trim.

Leak-Proof Construction: A roof window's extruded aluminum construction with welded corners and heavy duty perimeter pre-assembled flashing works well with step flashing for a tight, leak-proof fit.

[ion, a sampling of stains and paints, and lumber should be adjacent to roof window displays.

In-store seminars also encourage sales. Manufacturer's reps or local contractors can tell the roof window story including valuable installation techniques. Customers can pose questions to these experts and a store gains a reputation as a roof window specialist with outstanding customer service and support.

Many manufacturers mainain a toll free 800 number to answer customers' questions. If your supplier does, point it out as a selling feature. It can build confidence in both the product and success in installing.

WOOD curbs are more stable than vinvl and won't expand or @nlrad. They also fit more securely and can be painted'or stained lo malch interior trim. Thirse benefits should be explained to prospeclive buyers.

touch to interiors without compromising structural integrity. Because of this, their popularity has increased, especially for remodeling jobs.

However, in order to sell today's roof windows, salespeople must know a few key facts about them. Geoff Ehrman, Benjamin Obydke, Inc., a manufacfirrer of roofing products and accessories including roof windows for 125 years, recommends being familiar with the following basic tenns.

Insulated Glass: Double pane,

In addition to having a staff in the know about roof windows, a dealer can improve sales with a roof window aisle display. A natural fit for the building materials departnent, this allows customers to see first hand how aroof window works. Roof window benefits should be spelled out cleady for self service.

The display should be socked with literature including a case study of two if possible. (These materials arc usually available from the manufacturer.) To encourage a one stop purchase, shingle literature, nails, insula-

Story at a Glance

make use of manufacturers' literature and sales aids.

How to sell more roof windows information your sales staff should know ... ways to display products etfectively,

How to sell the value of stainless steel fasteners

ttaHE message to be hammered home when marketing I nails and screws made of stainless steel is "Evaluate the cost of fasteners in terms of total project cost."

Long the recommended first choice of specialty wood products associations, stainless steel fastenings offer real opportunities for profit enhancement in the hardware deparbnenl Comparcd with similar products made from conventional plain, plated or galvanized carbon steel, sales of stainless steel fasteners can have a very favorable impact on bottom-line results.

There's liule argument that use of nickeVchrome stainless steel nails and screws offers the best insurance against staining and sreaking of wood construction projeca' They offer a superior combination of conosion-resistance and srength not present in alternate materials. Most end-use customers readily specify them, provided they're available and quality conscious builders have promoted their use as a sign of fine craftsmanship on decks, fences, wood siding, roofing and other applications exposed to weather or high moisture.

By Hobie Swan President Swan Secure Products

The first step in selling stainless hardware is advertising its existence. Customers won't ask for something they don't know is available. This means moving specialty fastener items from the back room or warehouse out onto the showroom floor.

The next step is overcoming any resistance to buying the higher quality products. Objections !o the use of stainless fasteners most often stem from tleir relative cost which may range from three to five times that for regular steel nails and screws. Generally, however, money spent on fasteners comprises a minor part of the overall cost of a job compared to expenditures required for labor, lumber and other materials. Viewed in terms of project cost, the incremental expense of using stainless steel is seen to be

Story at a Glance

How to market nails and screws in terms of total project cost suggestions for advertising, displaying and packaging to increase sales ... profitable sales tips.

considerably less objectionable. On a typical redwood or cedar siding job, for example, stainless fastenings may add only $150 to a project costing over $5,000 in total.

UGLY stains on cedar, redwood and pressure treatsd.wood sidino materials can be prevented by using stainless steel wood silini nails. Siding naili are availablg prepainted to match ppuhr ind nail! available prepainted l< w6od sidins md'terials. Wood sididg nhils also nauoe and blunt diamond ooint to minimize solitli

wooo sElnq malenals. wooq solng navs a slellust gauge and bunt diamond polnt to. minimize..ppfning 3S well as a oauoe and blunl dhmond polnl lo mlnimlze spmmg as w€ll as a imall head diameter to permit both face nailirig and blind nailing. An undar head lillel alloun nails to be driven flush while annuhl An under head lillet allows nails to annuhr dng threads ptedude and shingles can be q cupping of siding boatds. Cedar shakes ian +pliird using .083" diameter nailsizes. an

niils also have a bleinder

Successful merchandising of these high-end products entails displaying them in a manner that emphasizes the project cost conc€pt. Point-of-purchase aids such as colorful shelf-talkers can effectively convey this idea together with other product features and benefits.

Fastener sales can be given a boost by presenting stainless nails and screws in convenient job-size packages rather than by weighing them off using the traditional bin and bag method. The sale is made easier if the packaging itself is of high quality construction befitting its contents and contains printed product data and suggestions for applications and usage. A bold header board atop the display draws added arention to the stainless fastener section.

Another proven way !o spur fastener sales is to bundle related products togetier when selling wood products. Since stainless nails and screws are a logical add-on to sales ofredwood, cedar and other fine woodproducts, successful dealers have experienced impressive results by marketing wood siding or decking, scainless steel fasteners and a quality line of surface finishes together as a system.

Fasteners are necessary for every wood building project. Promoting the use of stainless steel nails and screws over those made of regular steel conveys a concern for quality. Happily it can also deliver significant profitability.

Ways to compete with warehouse retailers and big chains

/l S Home Depot and other national &Iumber/home center chains continue to build market share and expand across the country, local and regional redwood retailers are searching for ways to compete effectively. Thriving local merchants from arcund the United Sates say the key to success is to stick to your specialties and what you do best.

"All you have to do is walk into one of those huge stores and it's obvious that you won't be able to natch the sheer size of their selection," says Herb Donaldson, Mead Clark Lumber, SanCa Rosa, Ca. "So small retailers have to emphasize the things that they can do better, like providing personal service and responding quickly to the particular needs of their customers."

Wallace Poole, Poole Lumber, Covington, La., agrees. He notes that the large chains generally don't have the comprehensive selection of lumber that contractors and do-it-yourselfers both want.

"You can go into achain outlet and find a tremendous amount of wood," he says, "but you won't find all the lengths, all the patterns and all the grades that we carry. A knowledgeable customer wants a selection. At a chain, he may have no choice.

"It's almost a contradiction that a big home center would have less to choose from, but they carry so many different kinds of items that they sacrifice depth in some iueas - tit<e lumber. Our size lets us focus on those product areas that we know are important to our customers."

For instance, Donaldson knows that his customers - primarily contractors - are only interested in high quality, high end tools. "Professionals want a choice like anyone else," he explains. "But they don't need to see 30 different circular saws. There are six or seven in the right performance/price range and those are the ones we car4/."

The idea, says Donaldson, is to make smaller size a strength. "Don't try to beat Home Depot at its own game," he warns. "Being small means being flexible. Don't try to offer a bigger product mix; offer a better, more effective selection that reflects what you know about your

customefs."

Knowing your customers is clearly rule number one for Donaldson and Poole and it can pay off in better service. Where large chains can seem impersonal, making customers feel like a number, smaller merchants have the opportunity to personalize the sales process.

"Service is the great differentiator for local retailers," says Gene Dolan, P.E. Dolan Lumber, Concord, Ca. "We make a point of keeping all our floor personnel up to date on new products and we specialize in large projects for the do-it-yourself oowd. It's rare to find an employee at a chain outlet who can even help you create a complete nnterials list for a deck addition. We can organize the entire project from start to finish. Customers really value that kind of assistance."

Dolan also offers on-site estimating and has added conveniences to his store, such as a complete door shop. And ever since Home Depot entered his market, he has opened every day at 6 a.m. "If someone needs to start a project eady in the morning," he says, "we want to make sure they have a choice of retailer."

Service is also crucial for contractor customers. Bill Miller, Alpine Lumber, Denver, Co., remembers a

Story at a Glance

Retailers from around the country share techniques for competing with large chains and warehouse stores ... good selections tailored to customer mix and excellent servics make small a strength personaltouch pays off.

longtime contnactor client who decided to try a national chain.

"He ordered 92 ll4-nch studs for delivery on Tuesday morning and he received 96 one-inch studs on Wednesday afternoon," he recalls. "The people in the chain's lumber yard simply didn't realize that the contractor didn't want to cut tro fit at the job site or that deliveries are scheduled very precisely for a reason. It's the kind of experience that really differentiates the value small retailers can provide."

Commitment to customer service is a clear competitive advantage for local merchants, but it isn't easy to use as a selling point

"Anyone can say in an advertisement that they are service oriented, but you really need to experience it to believe it," explains Craig Triebwasser, Valley Redwood, Sacramento, Ca. "That's why we do a lot of interactive marketing - in-store seminars, trade shows, etc. There's no way we can afford to match a big chain's advertising budget" so we do only a modest amount of advertising and focus on face-to-face selling. It's more time consuming, but it really

L0NG aisles and gigantic selections of m erchand ise will fruslrate many cuslomsrs. Smaller slores can caler lo lhese shop- p€rs ano wrn their loyalty and business with personal seruice and help in selecting lhe best products for lheir home improvemenl projects and repars.

underscores our strengths."

Some smaller retailers, however, believe even limited advertising can have a substantial impact. Gene Dolan confronted a national competitor head-on with an advertisement showing a cartoon figure struggling to push a small shopping cart loaded with spilling lumber and other items. "Home Depot probably didn't even notice it," he says with a grin, "but I've had new customers come in and

tell me I hit the nail on the head."

Such confidence is apparently well founded. Dolan and his fellow mercbants have discovered that there is a profitable market niche for local refailers.

"The secret is to think small," says Herb Donaldson. "The personal touch pays off. It's how most of us built our businesses, and it's how most of us will continue to succeed, even against these large competitors."

Wood-Tex.

o Safe Crystal Clear is V0C com0liant, nonjlammable and cleans up easily with water.

r Durable Crystal Clear is chemical, moisture resistant and very resilient.

Home Depot opened its first washington state location, a 130,000 sq. ft. store in Tacoma; planned a Seattle opening this summer; signed a one year option for 4.5 acres owned and occupied by Gallery Racquet Club in North Seattle and projected l0 to lZ more stores in the area by 1995

In California, Home Depot got approval for an Encinitas location after battling with residents and the city council, scheduled an April groundbreaking in Santa Clarita; acquired land for a Nov. opening in Alhambra; announced El Cenito and Pittsburg openings this spring and showed interest in finding a location in southern Marin County ...

HomeBase purchased an 11 acre site for a second Bakersfield, Ca., store and selected a designer for a fifth San Diego County, Ca., store in Kearny Mesa ... Ernst Hame & Nwsery, which reopened its newly remodeled Bellevue, Wa., store, featuring a new kitchen & bath design center, faced a National Labor Relations Board complaint alleging violation of federal labor laws while negotiating with its employee union ...

Hoff Building Centers, Meridian, Id., and Ontario, Or., acquired by Lanoga Corp.'s Lumbermen's have reopened under the Lumbermen's banner Lurnbermen's, Newberg, Or., moved to new, larger quarters; Forest Grove, Or., Lumbermen's received zoning approval to relocate on Pacific Ave.

Orchard Supply Hardware Stores Corp., San Jose, Ca., plans tc go public with the sale of 4 milIion common shares -.. Ziegler Lumber Ca. has a 90,000 sq. ft. Spokane, Wa., Ziggy's under con-

struction, anticipating a mid-June opening ...Tualatin Valley Builde.rs' Supply remodeled and reopened recently acquired Ferrell Lumber Inc., Scappoose, Or. ...

Builders Discount, North Hollywood, Ca., under Chapter ll bankruptcy protection, will sell its headquarters unit, keeping only a Los Angeles store

The Homesaver {ftc., Cathedral City, Ca., is liquidating building supplies while owner Mel Jaffee makes a deeision to close or refocus the operation

Yaeger & Kirk, Santa Rosa, Ca., sold its Ukiah store to Ukiah Vailey Lumber Co. in a cost cutting move, but has no plans to sell Santa Rosa or Sonoma locations ... Young's True Value, Huntington Beach, Ca., has liquidated after declaring bankruptcy in Nov. Nickerson Lumber Co., North Hollywood, Ca., was named Supplier of the Year by lnminating Co. of America

Ward's Lumber Co., Orland, Ca., which lost the main office and rotail inYentory to arson during a mid-January break-in, is still open but plans for the operation are uncertain...

Anniversaries: Snavely Forest Products, Pittsburghn Pa., Hq., Phoenix, Az., Denver, Co., Dallas, Tx., San Francisco, Ca, Medford, Or., Baltimore, Md., and Freehold, N.J., branches, 9lst; Mead Clark Lumber, Santa Rosa, Ca., 80th; Deschutes Pine Sales, Inc., Rend Or., 20th; Highland Lumber Sales, Santa Fe Springs, Ca.,Znd

Libertv Hardwood has moved to Santa Fe Springs, Ca. Crane Mills, Corning, Ca., has a new wholesale office opened by Joe

Derrah in Redding, Ca, ... Hess Forest Products, Pittsburg, Ca., is in the final stages of liquidation with Ron Hess moving the Trim Center, which he manages, to Sunnyvale and former partner Rick Callahan opening Callahan Millwork in Sacramento

DAW Forest Products Co.'s Bend and Redmond, Or., Superior, Mt., and Coeur d'Alene and AlbeniFalls, Id., mills and 175,000 acres of Idaho and Montana timber are on the market ... sister co. W-I Forest Products lrd., including 88,000 acres of No. Id. and Mt. timber and mills in Colburn and Bonners Ferry, ld., Wa., and Mt., also is for sale, as is the W-I subsidiary Yellowstone Truckirtg...

Hoff Cos. Inc. of ldaho is opening a new distribution plant in Denver, Co. ... Bud Bruner, former owner of Tali-Pak Milling, has started Tali-Tech to manufacture a hand-held computer tallying system for lumber ...

SDS Lumher Co., Bingen, Wa., has sued the state demanding compensation under the State C0nstitution and the 5th Amendment for 230 acres of land which the company alleges the statc took ...

Georgia-Pacific closed its Forest Hill mill near Auburno Ca., on Feb. 15 citing a lack of logs for the sugar pine, Doug fir and white fir operation which had produced 35 million bf a year and was nperating on a one shift basis; dismantling is expected ...

Simpson Door Co. was selected to provide doors for lhe Home of rhe Year, Port Orchard, Wa-, which will be featured in the Aug. '93 issue of Better Homes and Curdens...

Housing starts in Jan. (latest figs.) fell 7.2Vo to a 1.19 million seasonally adjusted annual rate .,. single family construction was off 5.6Vo wit};:. multifamily down l9.7Vo and apts. of 5 or more units down 2I.77o ... building permits slid 4.8Va for single family hontes, but climbed 18Vo for multifamily cCInstructi0n.

l'm Going To Lumberlandl

A longtine North Coast California logger and developer is gradually gaining support to build a theme park recreating the glory days of logging.

Powered by steam equipment, Rogan Coombs'proposed $10 million family park would feature working displays to show logging practices dating back to the mid-l9th century woven into more traditional ilmusements, such as a runaway rain and log flume thrill rides, steam locomotive, steam-operated carousel and Ferris wheel, and shops and eateries in a recreation of a company town.

Hoping for a mid- to late-1990s opening, Coombs' is negotiating with the Pacific Lumber Co. over possible acquisition of up to 300 acres of company land near Jordan Creek, Ca., south of Scotia. The property abuts Palco's small demonstration forest and is straddled by two Avenue of the Giants interchanges with US Highway 101.

The attraction would commemorate and preserve the region's rich logging heritage and forestlands - without taxpayer expense.

Russian Wood At N.M. Mill

New Mexico mills are having a tough time finding local timber, so it's no wonder Bates Lumber Co., Albuquerque, N.M., recently turned to imported wood. From Russia.

An unnamed West Coast importer hired Bates to custom mill 200,000 ft. of 5/4 rough Russian red pine lumber as part of a marketing experiment to see how well it sells. Though the late January shipment was only enough for three days'work, Bates was happy to have it. Due to the lack of available timber from national forests in the state, the 37-year-old company and its subcontractors have laid off 150 workers since November.

In all, the red pine, or Scotch pine, traveled more than 14,200 miles. Logs were sawed at a mill in Irkutsk, a city in south central Russia, hauled 3,500 miles northwest by rail to St. Petersburg, sent by ship for 9,500 overseas miles to New Odeans, La., and then 1,200 miles by truck to Albuquerque.

Priced comparably to ponderosa pine and suitable for door and window mouldings, the wood was planed into samples for moulding and millwork plants.

trffiil,r,$' ''l$h,

DON'T tET ANCIENT TREES FROM THE ANCIENT FOREST DIE A tONEtY DEATH AND GO TO WASTE. PUT THEM IN A HOME.

(AS 2X4 STUDS, WOOD W|NDOWS, WOOD MOULD|NCS, WOOD DOORS, ETC.)

Whatever happened to.,.?

by Matt iloulder

BillAnderson? In November 1992 BillAnderson sold his interesl in MaywoodAnderson Foresl Products, lhe Eugene, Or,, wholesale fhm that he co-founded in i976. Eugene conlinues to be Anderson's home base, but he regularly travels to Breckenddge, Co., lo bok after a proprty development business lhere. Breckenridge is a sk reson communig localed 90 miles west of Denver.

Bill mahtains a soven handbap at Eugene Country Club, raled one of the top private golf counes in lhe U.S. When the 4Cn yard par four holes become 450 yard holes due to the ool, damp wealher thal prevails in the Wllamette Valley during the winter months, Bill heads down to Bonego Springs, Ca. There he fiequently golfs at De Anza Country Club wilh John Banetl, another ex-U,S. Ply€hampion Intemational sales exec. Fly fisht1g, bird hunling, steelhead fbhing and traveling are Bill's other pastimes. A golfing trip to Scolhnd is planned for this summer with a group of fellow Oregonians.

Anderson began his career in lhe lumber industry in 1949 as a lallyman and later as an invoicing derk at McCloud River Lumhr Co. near Mt. Shasta, Ca. In Ig55 he was appoinled sales rep. In 1964 the company was purchased by U.S. Plywood and San Fnancbco became Bill's headquarters until one year later when the decision was made lo move lhe sales office lo Andeson, Ca.

When Kelly Galley retired in 1969, Bill was promoted to head sales manager. The meryer with Champion Paper Co. brought about a move to Eugene in 1973 and Bill headed up lhal office until 1976 when he hft Champion's employ to stail Maywood-Anderson, with Eugene as lhe main office. Although Anderson sold hb interest in the company last November, he continues to be a director and consullant.

OwlDroppings

lf environmentalisls'anti-logging efforts bilng about the replacement of wood products with non*enewable metal produds that use much more energy and creale much more ah pllution in the manufacluring process, how can they rightly be called environmentalists? There is a need for a new term for these people. We welcome your thoughts on this, Our suggestion for lree hugger typ€s is "ecomaniacs." Can you add to our list of choices?

The following story will sound very familiar to lumbermen. A number of mining workers in Elko, N,, lost their jobs last spring when the Forest Seruice decitled mining activities were haming the goshawk population thereabouts, causing mining companies to cul back on exploration efforls. Now the authodies admil that the data thb decision was based on may have been inaccurate. A more recenl study sponsored by industry and conduded by lhe Depanment of Wildlife revealed the number of goshawk nests in the mining arca has tdpled in roc€nl y€ars.

Chain rcquiremenls have been commonplace in the Siena's this winter, what with all lhe snow we have had. Road condilions wers nol on the mind of a local man, lhough, whose car spoded a license plate holder saying "Chains Required, Whips Optional." Where else but in Califomh!

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Natlonal Retall Hardware Assoclatlon - March 14-17, annual meeting, Marriott Hotel, Marco Island, Fl.

Phoenix Hoo-Hoo Club - March 16, gotf, dinner & initiation meeting, Scottsdale Country Club, Scottsdale, Az.

San Dlego Hoo-Hoo Club - March lt, dinner with international president Red Fox Restaurant, San Diego, Ca.

Mountaln States Lumber & Bulldlng Materlal Dealers Association - March 18-19, buying show, J. Q. Hammons Trade Center. Denver. Co.

Inland Empire Hoo-Hoo Club - March 19, roast & golf, El Prado Golf Course and Pyrenees Restauran! Chino, Ca.

Los Angeles Hoo-Hoo Club - March 19, dinner with international president Orange Hill Restaurant Orange, Ca.

National Home Center Show - March 21-23, McCormick Place, Chicago, tr.

Forest Products Soclety - March 23, "Unity through Diversity" business forum, World Forestry Center, Portland, Or.

Roseburg Hoo-Hoo-Ette Club - March 23, genercI meeting, Roseburg, Or.

Wood Technology Cllnlc & Show - March 24-26, Oregon Convention Center, Portland, Or.

Internatlonal Hardwood Products Assoclation - March A -28, convention, Conrad Puerto Vallart4 Puerta Vallarta, Mexico.

Hardwood Manufacturers Assoclatlon - March 25-26, annual meeting, Williamsburg, Va.

Remodel USA - March 26-28, Baltimore Convention Center, Baltimore, Md.

Conference with Congress -March27-29, Washington, D.C.

Home Center Instltute - March 27-30, loss prevention/safety conference, Del Mar Hilton, San Diego, Ca.

Construmat - March 29-Aprll 3, international construction show, Montjuic Exhibition Center, Barcelon4 Spain.

Lumber Assoclatlon of Southern Californla - March 30, area meeting, San Femando; April 1, San Bernardino/Riverside.

APRIL

Natlonal Bulldlng Materlal Dlstrlbutors Assoclatlon - Aprtl 13, executive management conference, San Antonio, Tx.

Tacoma-Olympla Hoo-Hoo Club - Aprll 6, mystery meeting, Diamond Jim's, Tacoma, Wa.

ProBulld '93 - Aprll G7,Big Show, Remodex/American Homebuilder shows, Anaheim Convention Center, Anaheim, Ca.

Spokane Hoo-Hoo Club - Aprll 8, Dishman Hills natural area tour & dinner, Spokane, Wa.

Lumber Assoclation of Southern Callfornla - Aprll 13, area meeting, Westside; Aprll 15, Orange County, Ca.

Los Angeles Hoo-Hoo Club - April 16, golf team challenge vs. Inland Empire Hoo-Hoo Club, Mountain Meadows Golf Course, San Dimas, Ca.

Black Bart Hoo-Hoo Club - Aprll 17, casino night, Hotel La Rose. Santa Rosa, Ca.

Woodwork Instltute of California - April 18-20, annual convention, Yosemite Lodge, Yosemite Valley, Ca.

Phoenix Hoo-Hoo Club - April 20, golf, Orangetree Golf Club, Scottsdale, Az.

Lumber Assoclatlon of Southern Callfornia - Aprll 2O, area meeting, Santa Barbara/Ventura; Aprll 22rSan Diego; April 27, Eastside.

NBC's "Fish Story" ls A Whopper

NBC's recent attempt to make news by rigging tests on GM pickup trucks is not the only instance in which they have departed from the truth with questionable film footage.

A Jan. 5 broadcast declaring the national forests are being overcut with Idaho's Clearwater National Forest used as an example is not what it seemed, according to the Western Wood Products Association. The story pointed out that logging was killing fish in 70Vo of the streams on the Clearwater and showed Forest Service employees standing in a stream surrounded by floating dead

Washington War Rekindled

The home center war in t[e Puget Sound market has heated up with Oe opening of the first Home Depot in the ar€a

Independents and large competitors such as Eagle Hardware & Garden, Ernst Home & Nursery and HomeBase knew the breather they received following last year's closure of Pay 'N Pak wouldn't last long.

On Jan. 28 Home Depot unveiled the frst of at least 10 stores planned for the Puget Sound area over the next two years. The 111,000 sq. ft. store with 20,000 sq. ft. garden center in Tacoma, Wa., will be followed this surlmer by a 102,000 sq. ft. warehouse and nursery in Seattle.

For additional openings this year, Home Depot is looking at sites in Federal Way and Tukwila, where it made an $8.5 million offer on Frederick & Nelson's 275,000 sq. ft. disribution center.

$46 Billion Birds

An independent study of proposed federal northern spotted owl protection plans estimates the overall cost of these packages at $21 billion to $46 billion.

A University of Washington economics and environmental studies professor and a University of Montana assistant forestry professor assigned a $21 billion societal price tag to the implementation of the US Fish and Wildlife Service's 6.9 million acre critical habitat plan. They said the Jack Ward Thomas plan could potentially cost an additional $33 billion to M6billion.

fish. A close-up of dead fish magnified the point.

After checking the story and talking with Clearwater National Forest staff and Idaho Public Television, the Intemrountain Forest Industry Association concluded the story departed from the truth. Based on information uncovered IFIA found the film of "dead" fish was actually footage of a stream that had been shocked with electricity to stun fish for counting. The close-up of dead fish was evidently retrieved from NBC's video librarv and was not

shot on the Clearwater or any other National Forest. A Forest Service biologist said the fish was a species found only in the South.

"In addition, the stream itself is unlike any of those on the (Clearwater) forest," said a Forest Service official. "Our personnel cannot recall witnessing fish kills resulting from logging activity."

Following the GM incident, IFIA is exploring legal action against NBC to demand a conection and apology.

NBC has since publicly apologized for their errors in the national forest story.

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'91 Ford tNT8000 Tandem Rear Axle Trucks with Ford 7.8L 225hp turbocharsed diesel engine, l3 speed transmission. air b-rakes. llR22.5-G radial tires. Available with 102" x20' Omaha Standard steel deck end dumo beds.

'92 GMC TopkkJ< Single Rear Ade Trud<s with GM 366 CID 225hp fuel injected gas engine, 5 speed transmission, hydraulic brakes, I lR22.5G radial tires. Available wirh 102" x l8' steel deck end dump bed.

'92 lnternational 4900 Tandem Rear Axle Trucks wilh DT466 230hp turbocharged diesel enqine, Allison MT653 automatic transmission, lln22.5-G radial tires. Available with 102" x20' Omaha Standard steel deck end dump beds.

Lumber Merchants Assoclatlon of Northern Callfornla's annual convention will be May 13-16 at the Hyatt Regency, Lake Tahoe.

Workshops will cover financial planning, tbe Section 125 employee cafeteria benefit plan and borrowing money below the prime rate. Associate members will prcsent a trade show.

Opening event will be the annual Dangerous Divot Diggers golf toumament.

Dimiha Smith has joined the LMA staff as con$oller, meeting planner and newsletter editor.

Lumber Assoclatlon of Southern Callfornla will begin holding spring area meetings late this month.

Dates and areas: March 30. San Fer-

nando Valley; April l, San Bernardino/Riverside; April 13, Westside; April 15, Orange County; April 20, Santa Barbara/Ventura; Apnl 22, San Diego; April 27. Eastside. Locations and times will be announced.

Second Growth has scheduled its annual weekend conference June 4-6 at Rancho Bemardo Inn, San Diego.

LASC has a prodtrct knowledge course available to help members increase the product knowledge and self confidence of new employees. Available for $85, it offers a Certificate of Completion to those who satisfactorily complete the tests. Subjects covered include interior paneling, ceilings, flooring, ca4reting, gypsum, masonry, cement, nail work, lumber, doors and windows, insulation, plywood, roofing, siding, paint and specialty products.

throughout the tribe's land, which is spread across Arizona, New Mexico, Utah and Colorado.

Owner Michael Nelson, a Navajo, said the company anticipates a summer opening for a new store in Chinle, Az., located "smack in the middle of the reservation."

Negotiations are neady complete to open a store in a 4,000 sq. ft. Navajo-owned building in FortDefiance, Az.

The new stores will incorporate Cotter & Co.'s Build America design. They are currently expanding an existing store, in Kayenta, Az., to handle lumber and building materials.

"We hope to have something very good for the Navajo p@ple," Nelson said.

Navajo Chain Expands

The four-store chain Navajo Westerners, Window Rock, Az., has accelerated its expansion plans to meet the needs of the Navajo Nation.

When tribal president Peterson Zah was elected three years ago, he based his platromr on providing decent housing. The hardware and home center chain wants to help him keep his promise to build ten new homes in each of the 110 Navajo chapters. Delivery of supplies will be required

ROADS SCHOLAR: New cuslomized Mobile Trainino Sctrool allows BonaKemi USA, Aurora, Co., to take its hardwood floor bnding and finishing lraining on the road. Over 450 students have atlended sessions in Denver, Co., dudng the last lhree yean. Nowlhe sdrool on wheels, with over nine lons of equipmenl and 720 q. ft, of hadwood floodng, will b* gin making its way aaoss the country eady this yea.

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Environmental Demo Home Resource efficient Comply Lap

Siding and Sturdi-I-Floor manufactured by Oregon Strand Board are being used in an environmentally friendly demonstration house being built in Portland, Or.

Comply uses wood shavings which nonnally would be a waste product, Oregon Strand Board general manager Ken Kiest explains. Wood fibers and veneers are bonded with exterior grade resins under intense heat and pressure to form a solid-core structural panel. Since there are no by-products or waste, the company considers the wood product one of the most environmentally responsible available.

Shingles Survived Iniki

Despite the widespread damage inflicted by Hurricane Iniki on the Hawaiian island of Kauai, many shingle and shake roofs were able to weather the storm with little or no damage.

The Hawaii chapter of the American Institute of Architects was so impressed with the roofing material's performance that they requested 500 copies each of the Cedar Shake & Shingle Bureau's new roof design manual and their five product sheets. The bureau sent 3,000 corrplimentary copies, which were then distributed to specifiers, contractors, roofers and homeowners involved in the rebuilding of the island.

Boards Rated Best Subfloor

A recent study commissioned py the National Oak Flooring Manufacturers Association tested the effectiveness of three different thicknesses of plywood and oriented strandboard (OSB) as well as 3/4" kiln drigd southern.yellow pine boards as subflooring for nail installed hardwood. Botl machine driven cleats and pneumatic driven staples rvere used to fasten 3/4" x 2-114" strif flooring to the subfloors. The nail and staple connections to the kiln dried southern yellow pine board subfloor outperformed the connections in all other subfloors. Results showed little difference between 3/4" plyrvood, 5/8" plywood and 3/4" OSB.

The Virginia Tech study supports the industry's long recomrnended 5/8" or thicker plywood or 314" kiln dried dense Group I softwood boards as preferred subfloor material for sdlid hardwood blind nailed flooring and adds 3/4" OSB as a suitable substrate.

WORKERS install Oregon Strand Board's Comply lap siding to an environmenlally friendly demonslration home in Porlland, Or.

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Wc'rc v<lur Nattrral Rcsource. The Pac 1c

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threaten economic recovery Rising lumber prices

ln 1992 consumers paid $5.9 billion Imore for lumber and plywood tban in 1990. At an average of 15,000 board feet per house, the 1992 home buyer paid $1,200 more, just for the lumber.

"This year promises to be more of

the same, but worse," said Gary W. Donnelly, executive vice president of the National Lumber and Building Material Dealers Association.

Lumber prices at the sawmill are 4O7o bigher than they were for the same period last year. '"The shrinking

inventory of logs at the sawmills and a growing decline in the land available for timber harvesting may soon tum the first time home buyer into an Endangered Species," Donnelly said. "Our members tell us of cases where home building projects have been delayed or canceled because of higher lumber pnces."

Environmental set asides and new forest practices that prevent the use of traditional harvest methods are responsible. A Pacific Northwest judge slapped an injunction on 13 national forests inhabited by the northern spotted owl in Oregon, Washington and Northern California. The Forest Service was prepared to offer 1.6 bil-

Story at a Glance

No end in sight for rising lumber prices? supply stifled by Endangered Species Act, dearth of timber sales ... results: record price tags, lack of affordable homes, strangled economy.

lion board feet of timber for sale but can't because of the injunction (at 15,000 board feet per house this represents about 106,000 homes).

At Chemco, we believe in the natural strength and beauty of America. That's why we produce Sunwood"o Brand pressure treated lumber. The -color bf the West is built into Sdnwood, sivins it the warm look of redwood and cedar. And Sunwood has a-benefit mother nature can't provide - a lifetime warranty against fungaldecay and termite attack!

Chemco offers quality products you can trust, and like the mountains of the great N6rthwest, wi:'ll always be here making America a little mlore beautiful, NAIURALLY!

Another 400 million board feet in 118 Forest Service contracts already awarded cannot be barvested because of concerns over the marbled murrelet. In September 1986 more than 10 billion board feet were under contract in this area. The equivalent amount in 1992 was 3 billion board feet. These are a few examples of how a poorly written Endangered Species Act is being used to halt timber harvesting and drive up prices consumers pay for wood products, Donnelly emphasized.

"The big flaw in the Endangered Species Act," he said, "is that it does not consider the economic or social

on page 3O)

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Runawaylumber prices

(human) impact of decisions made in its name. Our members have said for years that it would take a crisis for people, both private citizens and elected officials, to listen to concerns over the inequities of the Act. Now that consumers are directly affected by higher prices for all wood products, they are starting to pay attention."

"Unfortunately, some consumers see the lumber dealer as the bad guy because it is at the lumber yard that they are introduced to higherprices. I tell our members to tell their customers to call their Congressman. They wrote the Act and they are the only ones who can change it to correct the problem," Donnelly noted.

Realizing its direct impact on them and their customers, home builders have finally joined the fight. The National Association of Home Builders recently instituted an "Ax High Lumber Prices Campaign," handing out bright orange stickers bearing the slogan to attendees of their recent convention.

"We've printed up a lot of flyers, buttons and other materials to encoufage builders to call their Congressman to ask them to address the sources of the rising lumber prices," explained NAHB's Cynthia Adcock. "Namely, the Endangered Species Act must be rewritten to give an eye towards the economy. And there's too much red tape in the laws that govern timber sales. But most importantly, we're asking President Clinton to hold a forest summit in the Pacific Northwest."

Time is of the essence since, says the American Plywood Association, the slowly recovering economy could

be the next endangered species. "Low interest rates and growing consumer confidence suggest this spring's housing starts should rise dramatically, thus fueling other segments of the economy," APA chainnan Dennis A. Spencer wrote in a letter to hesident Clinton. "The reility, however, is that we are at risk of sinking back into recession because artificial and misguided constraints on the availability of timber resources have sent wood product prices skyrocketing. That, in turn, threatens to suffocate what otherwise would be strong housing demand."

He noted the U.S. Forest Service timber sales in Washington and Oregon last year totaled just 385 million board ft., down from an annual average of 3.3 billion ft. during the previous ftve years and an average of more than 4 billion ft. per year from 1982-1986. Nationwide, he said, 1992 Forest Service sales totaled only 52Vo of the congressional goal of 8.6 billion feet.

APA forecasts demand for U.S. structural wood panels to inqease 4Vo this year and 3.57o next year, reaching a record high 29.5 billion square ft. (3/8" basis) in 1994. That demand, coupled with rising timber scarcity, has propelled wood products pric€s to record highs.

"These conditions provide a classic example of free market mechanisms at work," Spencer wrote. "The present record high prices of wood products are a direct result of timber harvest restrictions at a time of growing demand for those products."

The situation, he said, is "not only intolerable for timber dependent communities, where mill closures, job losses and social problems continue to mount. It is now also a clear obstacle to national economic recovery."

The single most importar,it reason we can give you for adding a SpaceRak rack-sup. ported storage building to your yard operation is this: it will sub'stantiallv increase your lumber sales and produce a lot more profit for your business. Two goals we're sure you aspire to with great enthusiasml And here are some additional advantages, which, considered in total, reinforce the integrity of that opening statement.

PERSONALS

Nelson Sembach. All-Coast Forest Products, Chino, Ca., bas retired after 33 years in the indushy, which included Patten Blinn Lumber Co., Gardena Valley Lumber, Gibson Lumber, Inland Lumber Co., Capital Lumber Co.. H&M Wholesale Lumber Co. and 1l years with All-Coast.

Harry Tanzer, senior v.p., Forest City Trading Group, Portland, Or., bas retired after 40 years with the fimr, Rlch Truax has been named sales mgr. for Aloha Lumber & Plumbing Co., Kailua-Kona, Hi.

Rick Snyder has joined Crown Pacific, Gilchrist Or., as chief financial officer.

Al McDevitt has joined SCR Inc., Lake Oswego, Or., as a nader specializing in retail and industrial accounts. Terry Crabtree has returned from a So. Ca. business trip.

Mlke Morehouse has been narned exec. v.p./gen. mgr. at Spenard Builders Supply, Anchorage, Ak. Stan Smtth, v.p.-commercial & rural sales, and Jlm Fredrick, director of mktg.

Dave Latimer is new to Allweather Wood Treaters, White City, Or., handtng accounts in Id., Ut., Mt. and Co. Jon Ohlson is now sales mgr, for SDS Lumber, Bingen, Wa.

Andy Rlchardson is a new partner in Eugene Pacific Forest Products, Eugene, Or.

Robert "Bobtt Potter is now market development coordinator in the international marketing div. of American Plywood Association, Tacoma Wa.

Carol Lands, mother of Valerie Lands, Pacific Southeast Forest Products. Diamond Springs, Ca., won $5 million in the Oregon lottery.

John f,'. Levy, pres. and ceo, Waban Inc., parent co. of HomeBase, will be honored in Aug. with the 1993 Spirit of Life Award from the Hardware/llome Inprovement Industry for City of Hope National Medical Center.

Norm Wldman, v.p. and credit mgr., Dixieline Lumber Co., San Diego, Ca., has been named chairman of the Building Industry Credit Association board of directors.

Ted Fulhner, Fultner Lumber Co., Tualatin, Or., is on a six week trip to Russia to set up mill relations to inport finished Russian lumber. Ylnce Boedlghefrner plans a trip to New T,ealandto discuss possible finished lumber and radiata pine imports.

Dede Ryan is the new public relations mgr. for TrusJoist-MacMillan, Boise, Id.

Marllee Katz, South Bay Forest Products Co., Orange, Ca., is recovering from recent quintuple bypass heart surgery. Dave Fulbrlght is now senior product mgr. and Paula McCleland product administration mgr. at Weiser Lock, Tucson, Az., reports Dennls Craven, director of mktg.

Lee M. Thomas, former U.S. Environmental Protection Agency adminishator, has joined Georgia-Pacific, as senior v.p.-environmental & government affairs and chairman of the firm's Environmental Policv Committee.

Venso-mM: LAMTNATED DouGLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNIFORMITY. 1 -314' THICK.

V=*to-tAM PLUS: LVL wrrH UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS. 3-112" OR 5-1/2" THICK. BOTH LVL PRODUCTS 9-112' TO 20" DEEP WITH LENGTHS UP TO 66 FT.! ALL ITEMS IN

Sroc^ 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.

STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

F I

Davld Hall is new to sales at Weber Plywood & Lumber, Tustin, Ca.

Bent Andersen, owner, Andersen's Decorating Center, Lomita, Ca., has been elected pres. of the Western Decorating Products Association. Jlm McDonald, owner, Ramey's, Inc., Wenatchee, Wa., is v.p.

Bernle Zurn, director of importing, has left Cotter & Co. Group mercbandise mgrs. Tlm Bablngtonr Morgan Bergqulst and Frank Rothlng bave assumed import buying responsibilties.

Rlck Rlley, F. H. Stoltze Land & Lumber, Columbia Falls. Mt., has been named 1993 pres. of tbe Machine Stress Rated Lumber Producers Council.

Todd Bybee, United Pacific Forest Products, Petaluma, Ca., spent Valentines Day in Palm Springs, Ca., on a romantic weekend getaway/golf outing.

Carol Jaros is the new advertising director at Distribution America.

Steve Chrystl has joined Copeland Lumber Yards, Silverton, Or., as mgr. He is engaged to mary Shawn Elllsen July 24,1993.

Jacques Voelzke has joined the industrials sales team at Cascade Empire, Portland, Or. Also new: Blll Jacob, OSB. and Brent Saunders, Steve McNulty and John Lyda, commodities.

Ed Woods bas been promoted to mgr. of mktg. services at Columbia Forest Products, Portland, Or.

I

finger joint jambs & frames

I OAK picture frame moldings, selected furniture details

I CUST0M milling & molding: We can run pine & oak patterns to your specifications

Matthew Thomas, J.M. Thomas Forest Products, Ogden, Ut., and his wife, Kelly, are the proud parents of 7 lb., 4 oz. James Maxwell, born Jan. 26, 1993.

Enlta Nordeck, Unity Forest Products, Yuba City, Ca., received a loud ovation following her speech against big government at Assembly Speaker Wlllle Brownts recent economic summit.

f,'rank Gladlcs has left the American Forest & Paper Association to join the Western Forest Industry Association, Portland, Or., as public fot€stry v.p. Kent Bond, All-Coast Forest Products, Cloverdale, Ca., enjoyed a recent Hfgh Sierra ski vacation.

Jtn Basler has been renamed western regional mgr. of Osmose Wood Preserving, Vancouver, Wa., after two years at Griffin, Ga., Hq. He replaces Robert Inwards, now product development mgr. in Buffalo, N.Y.

Erln Dorlo has joined the front office staff at Cal State Forest Products, Orange, Ca.

Cary C. Gregory is now director-mktg. for Ames Lawn & Garden Tools.

Dr. Gary M. Watson, director-research & development, Boise Cascade, Portland, Or., has been elected a v.p. Patty O'Cheer is selling outdoor furniture for Mungus-Fungus Forest hoducts, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

I FIBREBOARD products

I PARTICLEBOARD shelving

15 YEARS OF PRODUCING OUALITY WESTERN RED CEDAR FENCE PRODUCTS

.Approx. 40 million Bd/ft annually .Roug & S1S2E, Flat top & Dog Ear .T/L, Van Load & Rail Car Service

HIGHtAlI

Gredit Line

Credit management has not always been conducted with the diplomacy which exists within the profession today.

G. R. Mumby, recently deceased founder of Southern Lumber Co., San Diego, Ca., told of a man who came into his yard a few years ago and asked to charge $200 worth of materials. The customer assured Mumby that he would pay for the materials immediatqly upon completion of his job.

Mumby looked the customer in the eye and asked, "How old are you?'

"Forty-two," the customer replied. "Why do you ask?'

"Well," answered Mumby, "if you can't save $200 in 42 years, how are you going to save that much monev in the next 30 days?"

- Ron Lauderbach Ransom Bros. Lumber & Supply San Diego, Ca.

Fireproof Cedar Guaranteed

After becoming the frst fire retardant treater in the history of the red cedar shake and shingle industry to successfully complete a demanding series of weathering and fire tests, Chemco, Inc., Ferndale, Wa., has introduced a limited lifetime warranty for the fire retardance of their FTX Eeated shakes and shingles.

It represents the frst cedar industry waranty that covers the actual fre retardant process, assuring that the fre retardant chemical in the wood will not weather away over time and will remain effective for the life of the roof.

The products passed the full 10 year weathering/fire testing protocol of the Standard Methods of Fire Tests of Roof Coverings for both Class B and Class C red cedar shake and shingle roof systems. The successful tests were perfomrcd in late 1992at the UL and ICBO approved Weyerhaeuser Fire Technology Laboratory, Longview. Wa.

Currently, Chemco's fire retardant treated shakes and shingles are the only products which qualify to carry the Cedar Shake & Shingle Bureau's Certi-Guard label.

Burns Lumber To Oregon

Burns Lumber Co., a pioneer wholesaler in Southern California, is moving from Van Nuys to Medford, Or. The move will be completed by July l.

The 67-year-old firm will continue serving its traditional market area of Southern California and the Southwestern United States. The company anticipates no disruption of service to its customers. Burns deals solely in commodity lumber, 80Vo of. which is shipped to their distribution center at Berth 200, Wilnington, Ca., via ocean barge and rail. Sales last year were M0 million.

"Strategically, we feel it is better to be closer to our sources, and we are anticipating an increase in sales of l5Vo to 20Vo in 1993, Bill Perkins, president, said. He also noted the rising cost of doing business in California, the anti-business climate and lower operating costs in Oregon. Telephone numbers for Burns are not expected to change as a result of the move.

The firm was originally Burns Lumber & Steamship Co. and is believed to be the original cargo shipper into Southern California.

New Realities Ghallenge Wholesale Distribution Today

Between today and the year 2000, the wholesale distribution industry faces tle most challenging period in its history. The outlook for the industry has changed radically, according to Patrick Dolan, Arthur Andersen Co.

A recent study by his company shows a fundamental disagreement between wholesaler-distributors and manufacturers on future trends and

their relationship in the distribution channel. Another significant change exists in leveraging which is now thought to be too high, with returns too low to atEactnew capital.

The maturing of the U.S. economy forced extensive changes such as consolidation, shrinking margins in some commodity lines and declining profitability on the wholesale distribution industry in late 1980s and early 1990s. Some companies are tlriving, many are struggling, others are on the verge of failure.

Many companies have seen rela-

tionships with manufacturers deteriorate to dangerous levels. Some distributors have improved productivity, but failed to adopt technology and quality movements. Many have not taken new channels of competition such as warehouse clubs seriously. Significant excess c.apaclty exists in the industry, according t0 Dolan.

Because the changing business climate undermines assumptions wholesaler-disributors have operated under, companies must base decisions on new

(Please turn to Wge 54)

PACIFIC FOREST PKODUCTS, INC.

lnstitute Fosters Management

Wood products produced with ecologically and economically sustainable forest management are the goal of the Rogue Institute for Ecology and Economy, Ashland, Or.

Launched by monitoring approximately 120 acres of timber in accor-

dance with its Community Forestry Certification Program, the program evaluates both the ecological impact of proposed forest management and the way workers and communities are treated in the process. To be certified, a land management plan must prove the harvest will sustain both the forest

The Merchant Magazine

ecosystem and the local community over the long-tefln.

"Ultimately the consumer will dictate whether we can change the way foresB are managed. With this harvest those who use wood products will have the opportunity to support both ecologically and economically sustainable forest managemenl lt's time they have a choice," project coordinator Jim Worlonan said.

Rogue Institute direcor Brett KenCairn called the program an invitation to consumers to join forest workers and communities in fostering a new approach to stewardship by supporting forest management that ensures economic, aesthetic and ecological benefits for future generations.

Oak Use Declines At Market

Cherry and pine use increased to 13.47o and 9.97o rcspectively in the January Western Furniture Market in San Francisco, Ca., gaining over oak which dropped to 37 Vo from 4l.l%o. Alder, maple and birch use grew to 57o. Mahogany dropped from7.4Vo to 67o. Walnut ranked at 2.4Vo, pecanhickory, l.2Vo, burls, 5.44o.

Harvest reductions push lumber prices up

The current escalation in lumber prices is a direct result of continued timber harvest reductions caused by preservationist inspired lawsuits and injunctions, Western Wood Products Association president Robert H. Hunt maintains.

"Failure to resolve the gridlock on federal forests, coupled with increased demand for wood products has created a double-whammy that is affecting American consumers as the economy is beginning to improve," he said. "We're seeing what happens when you reject multiple use principles for managing timber and lock up forests in response to preservationists' lawsuits."

Hunt said lumber prices continue to rise as a result of the imbalance in supply and demand. According to WWPA s[atistics, average Douglas fir lumber prices in January climbed to a record $396 per thousand board feet, up $17 from December. In January 1992, the Douglas fir average was $301 per thousand feet.

Other western species have seen similar increases. Ponderosa pine price averages increased by l0Vo between December and January.

"The bill for setting aside millions of acres of timber is going to end up in the pockets of consumers, as they will be forced o pay higher prices for all end use products made from lumber." Hunt said.

Because of timber supply problems, westem lumber mills have been unable to take advantage of improved demand. ln 1992, tueled by an 18.59o advance in housing starts, U.S. lumber demand increased by an estimated 7%. Shipments from western mills during the year, meanwhile, were down by more than zqo. Lumber demand in 1993 should continue to grow, but output from westem mills is forecast to decline once again. Lumber shipments from Canada and the South are anticipated to increase this year, but cannot fully make up for the reductions in western lumber, as western mills supply neuly 4O9o of the lumber used in the U.S. annually. Even with the increase in lumber prices, on an inflation adjusted basis

they still remain behind historic highs. The previous record high for Douglas fir prices was $327, set in 1979. If inflation were added, the sane price at the end ot L992 would be $617, or $238 more than today's actual market price.

Hunt said the volatility in lumber prices could be eased with action by the federal government. "The best solution is to moderate federal policies and reduce the legal mish-mash which has slowed federal timber sales in the West to a trickle. The Clinton Administration' s proposed timber summit is an important first step. But it must include decisions that mesh the economic shelter needs of Americans with tle nation's conservation needs," he said.

Robert H. Hunt

NEWPRODUCTIS and

selected sales aids

flaws. They can be sawn, drilled, glued ornailed.

Every item is coated with an exterior UV stable coating. They come pre-finished and can alSo be pdnted.

Available are entrance systems, louvers, mouldings (over 70 profiles), arches, window headers, brackets, corbels and millwork.

Formed Architectural Millwork

Highly detailed, formed architectural millwork from Stvle-Mark tums a simple doorway into an entry of elegance.

Style-Mark products are moulded, using high density polyurethane to provide low maintenance and high durability. Moishre cannot penetrate it, so it won't decay, warp of splinter. Products have the natural characteristics of wood without wood's natural

Electronic Pricinq

PRODUCTPricingla software system designed to electronically price luilAing products, has been developed by Electronic Product Information Corp.

Suited to any type or group of building produc! the flexible software automates and accelerates the sales process.

It will accormodate complex pricing fonnulas, data tables, multipliers and discounts. Users can initiate new projects and specify client information as well as product and product option infonnation. In addition, users may edit add or delete client, product or project infonnation.

Shut For Sure

The Door Club to help keep homes more secure from intruders is new from Winner International, maker of The Club, the popular vehicle antitheft device.

Made from 9/16" cold-rolled steel bar, it is said o be stronger than chain locks, more secure than deadbolts and able to withstand over one ton of direct force. A U-shaped steel bar configuration, 8" wide by 6-1l4" high, braces the bottom of the door. The bottom shaft of the product fits into a metal sleeve in the floor 2" from the door threshold in the middle of the doorway.

An open position allows the homeowner to open the door 2" to identify visitors. A closed position wedges it

The New Generation

A portable, durable and lightweight generator has been introduced by Echo for a variety ofoutdoor uses.

Featuring a high perfonnance 2 hp Robin engine, the EG-650 generator weighs only 40.7 lbs., has a low noise

level and provides adequate power for electrical usage of any power equipment and lZv oc power for charging battery-powered equipment.

The Computer Deck

Deck Designer Software from Enterprise Computer Systems helps a salesperson or homeowner with little or no prior training to design an unlimited variety of decks with options such as benches, tables, hot tub enclosures and elaborate railing styles.

Users can also input local building codes, and unless the design of the deck meets the building code, it will not print out a list of materials.

completely shut. When not in use, the device can be stored in a convenient storage caddy mounted to the door. It installs in minutes using common household tools and can be quickly removed for emergency exit. It comes with extra 2-'1,12" case-hardened screws to reinforce hinges and the door strike plate.

Deck Jacket

Deck Shield, reportedly containing as much as six times the resin solids of other deck protectors, has been introduced by Burke's Protective Coatings.

It fomrs a diamond-hard finish on wood decks that resists abrasions and dirt, yet allows the wood to breathe. It reportedly won't bubble, blister or peel.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1.990 or FAX 7 14-852-023 L Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

The coating contains powerful water repellents, fungicides, mildewcides and SB-7, a potent UV inhibitor. Featuring a two year, money-back guarantee, it comes in five transparent, natural woodtone shades, and a tint base, for easy matching to any home's exterior.

Alfordable Safetywear

Economy priced safety products are new from Willson Safety Products, offering a money-saving alternative to blister packs.

A Value Line display showcases 1l of the best selling safety products, including eye, ear and respiratory protection aids, each packaged in attractive, super clear polybags.

Adjustable Sawhorse

A quickly assembled, fully adjustable sawhorse is new from International Fint Choice Products. Featuring all steel welded consffuction and an indusEial quality finish, the Work Horse II comes ready

to assemble with lumber supplied by the user.

It is fully adjustable in three dimensions (width, height and length), and each leg adjusts independently for use on uneven surfaces.

The sawhorse holds up !o 500 lbs.

lineal) in the proper sequence with each entry. It will also calculate the uncounted length when end tallying. Able to collect numerous orders and corresponding units, the system provides fast, accuxate and legible tallies when receiving, sorting or packaging lumber or moulding products.

Using the portable tape printer, data can be printed out at any tine or held in memory until needed. The printer need not be attached tro collect data. Bar code scanning and PC link are available with proper software.

Computer Accurate Tallies

A hand-held computer tally system has been developed by TaliTech.

The rugged daca collection system is operated by entering order numbers, size and grade, then the unit numbers and piece tally or end tally. When making up RL units, it will compute and display the running tally and footage (board or

More Insulating Aluminum

A new series of all aluminum windows featuring thicker 3/4" insulating glass is now availiable from Jordan.

The wider insulating glass minimizes heat flow through the glass, producing significant savings in home heating and cooling costs, and maximizes the efficiency of low-E glass.

The entire window is designed with a unique "thermal barrier" that blocks heat flow through both the window sash and frame.

The wrap-around, marine style glazing of the insulating glass also contributes to the window's over-all energy efficiency.

Miterized

The Delta Sidekick 10" motorized miter box can be canied from job to job to perfomr fast, accurate, large capacity cutting operations on a variety of materials.

The 30-lb. aluminum alloy miter box allows users to crosscut a2x6 or 4x4 at 90" or miter a 2x4 flat or on edge at 45", all in a single pass. The multi-purpose D-shape handle vertically adjusts for comfort and controlled cutting.

The unit's trigger-controlled miter indexing mechanism simptfies quick, accurate cutting selections of 0",22ll2" and 45" right and left. A large, easy-to-read miter scale measures within half a degree for precise in-between settings. A lock handle vertically clamps the 10-5/16" rotating table at selected miter settings, reducing table distortion and setting variances courmon to table-edge locking systems.

A unique rear-mounted 12 anp, 120v, 6000 RPM motor delivers power and speed to a separate saw arbor through an extra-wide poly-v belt drive system, eliminating the costly

repairs of gear driven systems. The sepafate ball-bearing mounted arbor reinforces stability and accuracy, while the rear position motor improves balance and operating control.

Other features: extra-wide. onepiece fence; electronic blade brake; see-tbrough blade guard; dust collection system with standard equipment dust bag; unique base design for bench or job site 2x4 sawhorse mounting.

NrcoLAr kuilset CraftMaster

Aizona, H Paso & Las Vegas

Stylish Security Doors

Traditional Style Village Ironsmith security doors from Leslie-Locke combine maximum protection with a clean, elegant look.

Designed to look good on almost any type of home, the doors include rugged 1"x2" frames and l-1l4"x11/4" jambs, pre-hung o the hinge-side

quality, baked on powder coating. All doors are reversible to allow right or left hand mounting. Double lock boxes allow the consumer to select any standard 2-318" backset lock. For easy installation, doors are mounted to the exterior of the door frame using eight one-way screws.

Built-ln Foundation Drainage

Form-A-Drain, a cost effective combination footing form and drainage system, is new from CertainTeed.

Promo Stand

A high visibility contest box stand has been designed by Dismar to help draw attention to retail promotions. The stand can be placed anywhere from just inside entrances to entice shoppers inside or by registers to get shoppers to linger by impulse buying areas. Designed to hold Dismar's popular large contest box, it comes with a free display bin to nrn the stand into a tray for specials, samples or closeouts. The contest box stand's clean white 25" high corugated construction can be decorated or displayed as is. It comes folded flat for quick and easy assembly and disassembly.

janb, and are available in black, white and Navajo White.

Also featured are heavy duty tamper-proof hinges, tough, all steel welded construction, expanded metal security screen and a durable high

Using Form-A-Drain, the footing forms stay in place permanently, providing a built-in foundation drainage system. Since no removal of footing forms is required, no additional time and labor is needed to retum to the job site to strip, clean and transport footing forms to the next job site. The need to purchase and insall a separate foundation drainage system is eliminated; it is already in place.

The engineered, high performance, lightweight PVC product comes in 12ft. lengths, in two full dimensional sizes.

Available are a complete line of couplings, angle pieces and other accessories for ease of installation.

Available in sizes 3-318' to 18" from:

PARTS

PRECTSTQN REDWOOD

Hardwood Floor Cleaning Kit

A fast and easy-to-use hardwood floor maintenance tool is now available from BonaKemi USA.

WoodFloorWipe's broad, wide cleaning surface carches dirt and dust and can be maneuvered into hard-to-get-to places under fumihrre, in tight corners and closets.

The Perfect Combination

The multi-function 240 Unitek combination square has been introduced by Empire lrvel.

The tool's extruded aluminum square head provides lighnveight durability, while more exposed metal around all working edges ensures accuracy and long life.

AnE-Z Slide pad lining allows for smooth sliding action of the square head and blade assembly.

Other features include full view acrylic vial for accurate level and plumb work, rec[angular self-aligning drawbolt for quick, easy blade removal and insertion, and satin finish steel blade with embossed graduations and pencil notch for fast markings.

Flecked Floor Display

A new three-tier comrgated Fleck Stone merchandiser from Plasti-Kote displays 36 kits on an eye-carching series of steps.

Easy tro assemble, the floor display is topped with a diecut header that includes a "touch me" painted sample.

Lifetime Bonds

Supermend, a super-strong, white epoxy putty that quickly and pennanently mends most broken or damaged items, is new from Titan Corp.

The product fills holes and crevasses and can cure underwater. After it cures, it can be drilled, sawed,

nails, screws or adhesive.

The trim comes in a varietv of widths.

No Slip, No Fall Flooring

Firm-Step slip resistant floor tile has been added to Kentile Floors' Premium Architectural Series line.

It combines a textured surface with special slip retardant particles imbedded tlroughout the tile to provide superior foot traction for a safer, more secure walking surface.

Six fashion colon are offered.

sanded and painted. Materials such as wood, steel, aluminum, fiberglass, concrete and plastic are reportedly affixed with greater strength than that of the actual materials.

Easy to apply and shape, it cleans up with soap and water, contrains no solvents and is non-flammable. Adhesion is unaffected by grease, oil, detergents or fuel.

It comes in 4 and 16 oz. packages, and in larger sizes up to 10 gallons.

Versatile Trim

A stain-resistant, maintenance-free alternative to wood trim is now available fron Rebau.

Featuring a special foamed core construction, 5-767 PVC trim is suitable for exterior extension work as well as interior finishing applications, such as window sills, reveal liners, edging strips and multi-purpose boards. Profiles can be easilv cut to size with a saw and installe'd using

We are a team oJ proJessionals dedicated to Jorming relationshrps wilh people whse'THE E)(TRA EFFTORT' prouides solisyfuction & WofitnbililU Jor asagona

Cttstomers go wtlere tlwg are usattted and stag wtvere tlleg are apprecinted. We opprerliatc ryu!

Beam Cutting Accessory

A new beam cutter from Prazi attaches to a standard 13 amp circular saw to vastly increase cutting capacity. The new PR-2000 beam cutter ups the cutting capacity of a 7-t14" sidewinder from 2'to 12" in less than 60 seconds.

Ceiling Fan Outlet Box

An outlet box designed to save contractors installation time when mounting ceiling fans is new from Bowers.

The EZE-FAN's threadlock screws eliminate the need for longer screws or special brackets and braces as well as steps requiring threading and unthreading.

It is also said to improve accuracy in cutting angles up to 45". Its vertical blade allows smooth, exact, square, one-pass cuts for beams, posts and logs. Footplate and built-in site ensure gliding manageability while cutting perfectly straight lines, free of unattractive overcut notches.

UL listed as a support for ceiling fans weighing 35 lbs. or less, the "drawn" steel box is a 4", l-112" deep octagonal with 1/2" knockouts and loom knockouts with Romex clamps. The threadlock screws are secure and will not vibrate. Available in standar4 bracketed and pancake box versions, the outlet box can be wired in with Romex clamps or conduit.

It's In The Bag

A new, easy way to store and reuse plastic shopping bags for household garbage has been introduced by Cambril.

Easily installe( the Bag Saver Plus enables the user to pull bags out one at a time and hang them conveniently for filling.

Gotter & Co.'s winter lumber conference

"INDEPENDENT lumber dealers will have lo refocus in order to survive prof itably," execulive vice president Paul Fee told approximately 2000 allending Cotter & Co.'s winter lumber conference in Buena Vista, Fl.: (1) Steve Mclaughlin, Larry Wendling. (2) Gary Belschert, Gary Smilh, Dan Cotler. (3) Fred McCarlhy, Paul Fee, Dave Adams. (4) Linda Priddy, Phil Hartsfield. (5) Rolly Skrfton, Ray Dardis. (6) Aaron Adams, Fred Adams, Greg

Adams. (7) Glenn Blando, Travis Darnell. {8) Pal Shope, Traci Hyder. (9) Richard Hethcox, DeLane Dacus, Wayne King. (10) Jerry Hiegel, Mary Beth Kisner, Ray Henze. (11) Roberta Alberla, Frazier Mackay. (12) Rick Lorenzen, Randy Jones. (13) Tony Jarvis, Donald Katz, (14) Bill Claypool (15) Dave Tripp, Dennis Ebel. (16) Julia Lane, Busty Miller. (17) Mike Basinqer. Jim Krestenoen. (18) Skip Zuanich. (i9) Rick Enos, ioe

English. (20) Dean Hill, Brian Weppner. (21) Greg Frost, Frank Frost. (22) Ctair Miller, Dorathy Miller, David Woody. (23) Pat Hammill, Tom Filipski, Gerry Redmond. (24) Marie Jones, Suzanne Penegor. (25) Mary Braner, Larry Fitzgerald. (26) Vicky Johnson, Don Spiers. (27) Fred Grady, Dud Colton. Pricing slrategy, inventory conlrol and competilion were covered during the meeting.

Annual Humboldt Crab Feed

HUMBOLDT HOOI{OO Club's renowned Crab Feed. The intemational lumbermen's fratemity limited attendance at ils 21st annual to 333fcr'r dinner, 360 for cochails at Eureka, Ca.ls landmark Eureka Inn. Intemalional president

(1) Dave Blasen with Gary Gamble, Ed Gavolto, John Helela, David Jones, Brent Crosbv. (21 Meelino oroanizer Rich Giacone

anO iliit<i henner.- (3) Scott Ricardo, Bill Gitlings, Russ Britt. (4) Ted Gilbert, Mark Lofland, Gordon Waganbt. (5) Rick Cornell,

Linda Endicott, Joel Hamel, (6) Mike Roach, CindiSmith. (7) Bob Gilles, Jim Rydelius, Joe Bishop, Vic Feno, (8) William Nagy, Ren Reinke, Jim Nagy, Roy McBride. (9)Robed Ward, Paul Ward. (10) Bernie Guilin, Chadie Cox. (11)Chalie Brittain, Kent Mulkins, Frank Solinsky, George Thompson, Dennis Bucko.

(12)John Bhtchford, Lou Mills, Pete Reyneke, (13) Tom Elfens, Rod Cox, Lome Haddorf, Jim Rydelius. (14) Joe Bishop, Bob Anderson, Ted Schuette. (15) Ronnie Fuchs. (16) Carlton

Jennings, Claudia Lima, Wayne Tumer, Clyde Jennings. (17) George Hammann, Pal Hunter.

(18) David Jones, Linda Reed. (19) Tim Brennan, Julie Wdght, David Jordan. (20) Cecil Allo, Slan Stark. (21) Dean Wnlers, Doug Wllis, Gene Giesie. (22) Marty Olhiser, Rob Britl, Bob Brin. (A) Moe Rader, Joe Bowman.

(24) Julie Suprey, Julie Stagnoli. (25) Gary Mafiatli, June Snowden. (26) Wade Guffie, Dick Rbe. (27) Dean Fox, Guy Lavedy.

HONORED as Lumberman of the Yea at Crab Feed (see accompanying ph): (1) Joe Wheeler. (2) Dave Blasen, Sylvia Jacobsen. (3) Frank Bryant, Jim Ramsey. (4) George Schmidbauer, Rogan Coombs, (5) Sheman Hannon,

Ray DeMello, (6) Ken Ghiz, Ricfiard Anderson, Paul Lyons, (7) Sleve Little, Bill Ban, Ted Malhews, Gary Blanks. (8) Jack Couch, Steve Overlon, Slan Cochran. (9)Melanie Giles, Nancy Haberman, Toni Mbng, (10) Chuck

Mayall, Joe McGuire, John Fuelling, Dave Wulbrecht. (1 1) Mike Quezambra. (12) John Diederich, Stu Heath. (13) Ma* Herms. (14) Len Adamo, Jack Butlei. (15) Dennis Byedey, Paul Boyle. (16) Ron Dybas, Bob Reil.

(7071 443-40ffi

ClaudiaLima

1.014 Second Sheet, Eureka, Califomia

95501

F4X7074434187

lf you enfoy tolking lumber with people who know how il's produced, where if's ploduced, ond who ploduces il, coll

We hove ovel lol yeot's experience ol your disposol.

NEW LITIERATIURE

Redwood Vents

One of the most complete catalogs for redwood trim products on the market today is available from Accents In Wood. 4125 W. Mineral King, Ste. 308, Visalia, Ca. 93277; (8a073+8368.

Sturdy Backer

An lt-min. video comparing DensSbield to plywood, paperfaced, greenboard and cementboard tile backers is free from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303; (800) 225-6119, or in Ga., (404) 521-5587.

Demand & The Environment

Wood Product Demand & the Environment, a compilation of tbe 36 presentations at last year's Forest Products Research Society conference, is $45 frcm FPRS, 2801 Marshall Ct., Madison, Wi. 53705; (608) 231-1361.

Super Cuts

An 8-p. knives and blades catalog is free from Stanley, 600 Myrtle St., New Britain. Ct.06050.

Gingerbread Man

"Victorian Gingerbread: Patterns & Techniques," a 2-00-p. paperback with 300 illustrations, is $14.95 from Sterling Publishing Co., 387 Park Ave. S., New York, N.Y.10016.

Get To Know OSB

The 6-p. "Oriented Strand Board: Designed to Perform Engineered to Last" is 509 from American Plywood Association, Box 11700, Tacoma, Wa. 98411; (206) 565-6600.

Piping Hot

A new plastic plumbing products catalog is free from NIBCO, Box 1167, Elkhart, In. 465 15 ; (800) 234-0227

Wood Book Promotion

"Wood Beautiful" magazine is free to consumers only during the month of April from Minwax, (800),|4-STAIN.

Entry Accessories

A 168-p. catalog of air spacers, corner keys, decorative grillwork and screen goods for insulating glass doors and windows is free from Allnetal. 1 Pierce Pl.. Ste. 900, Itasca, Il. 60143; (708) 2508090.

Sheathing Substrate Panel

A 4-p. brochure on Excel Board, a wood fiber and foam substrate panel for construction applications, is free from American Excelsior Co., Box 5067. Arlington, Tx. 76011; (817) 640-1555.

Garage Door Sales Training

A l5-min. salesperson haining video for retailers selling garage doors is available from Clopay, 312 Walnut St., Ste. 1600, Cincinnati, Oh. 45202; (5L3) 3814800.

Ceramic Tile Source Book

"Tile... Naturally: A Source Book on the Unlimited Possibilities of Ceramic Tile" is $2 from Tile Promotion Board, 1221 Brickwell Ave., 9th Floor, Miami, FI.33131.

Hardwood Work

The latest full color hardwood idea book from the Hardwood Manufacturers Association, the 22-p. "Hardwood Expressions in Decorative Woodwork," is 259 per copy from HMA, 400 Penn Center Blvd., Ste. 530, Pittsburgh, Pa. 15235; (4r2)829-0770.

Affordable Homebui lding

The Factory-Crafted House: New Visions of Affordable Horne Design is $12.95 plus $3 shipping from Globe Pequot Press, Box 833, Old Saybrook, Ct. 06475; (800) 243-0495.

Back Up

A 4-p. brochure on a new rigidly designed back support is free from The LiftBelt Co., Box 5713, Greenville, S.C. 29606; (800) 995-LIFT.

GETYOUR COPY

of any New Literafure items by contacting each company directlv. Please mention yousaw it here!

Problems In Painting

"Take the Pain Out of Painting!Interiors," a step-by-step guide to solving alnost every imaginable interior painting problem, is $17.95 from Master Handyman Press, Box 1498, Royal Oak, Mi. 48068; (800) 524-5391.

COEUR d'Alene Hardwoods is a new full servict hardwood lumber distribution vard in Post Falls, ld., opened by Clint and Cheryl Bower and Jeff and Sue Barden. (1 ) Jeff Barden, Cheryl Bower, Clint Bower behind the Honduras mahogany sales counter which dominales the 2,000 sq. ft, relail showroom. (2)A

full inventory of all species of hardwood lumber and plywood is available. (3) Cheryl Bower staffs the accounting department. (4) The 8,000 sq. fl. facilily will concentrale on both wholesale and relailtrade, (5) Bhine Gibson in lhe showroom which sells all types of woodworker accessories such as hand lools, glue,

books, magazines, hardware and mouldings. Milling, ardrileclural ilems, doors and mailds will be provided by Sunrise Wood Producls, a Spokane, Wa., millwo* company owned by lhe Badens. Bower formerly was in the hardwood business in Southem California. This b lhe first company of this type in lhe Noilh ldaho aea.

ELASSIFNED AEVERlIISEMENlIS

VICE PRESIDENT/GENERAL MANAGER

Sales oriented professional to be aggressive hands-on maoager for all day to day affairs of large, well-established L.A, area plywood distributor. Very competitive salary, incentives and benefits. Send resume and salary history to Chairman, 19818 S. Alameda. Rancho Dominguez, ea.9V22l.

ACCOTJNTMANAGER

Performance Coatings Inc. is looking for a higtily rntivated, etrergetic person to effectively nranage suMivision accounts, to seek out and maiDtain quality customers and to meet or erce€d sales goals. Requirenrnts: clean DMV, reliable car and insurance, computer literate, two years sales erperience, team player, good phone skills. For application materials, call Julie Gialdini at (707) 62-7333.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera 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 Mrgrzine, 4500 Campus Dr., Suite 4E0, Newport Berch. Ca. 92560. Make checks payabletoTheMerchentMrgazine, Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credir with us.

WHOLESALE PLYWOOD compaDy seeking experieDced salesperson for its Southern California office. Candidate must be experienced and self-motivaled- Ercellent salary and benefits. Mail resume and salary history to North American Plywood Corp., P.O. Box 266E, Santa Fe Springs, Ca.90670.

PAN PACIFIC Forest Products in Bend, Or., is looking for 2 forest products traders. Full benefits, Excellent opportunity with a well established compa.ny. Live & work in one of the most desirable places in the U.S.A. Please call Ron Hanson at (503) 3E9-6100.

YATES AMERICAN V-54 band resaw centre split and bevel capabilities,60h.p. Contact Jim ar (206) 385-7878.

FOR SALE: Black & Decker Panel Saw. Hundreds of feet of 48" wide x 54" high Childs gondola with shelves. 84" high wall units. Plains Lumber, Q14) 539-7744.

$4,177

l'IORGf,l{ CREEK FOREST PRODOCTS, IJIC.

CLASSIF[EE ADVERlIISEMENlIS

TRUCK & TRAILER wanted to buy. Flatbed truck and trailer for lumber hauling. Contact George Caudill, Scott-Caudill Lumber Co., (8r8)333-2295.

DOWNFALL LIIMBER and plywood, DF, HF, SPF, shotts, plywood blows, plywood scraps. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

EXEC & GEN MGMT.

ENGINEEBING o OPERATIONS o SALES & MKTG. Contact DAYTON VANSLYKE 2()675O85/O

SEABCH BY DESIGN

5505 E. EVERGREEN BLVD. Ste. 325 VANC,OUVER, W498661 RETAINER.CONTINGENCY+{OI'RLY

FOR LEASE: 6 acre, fully black-topped facility in Chino, Ca.: office building, 6 car SP rail spur, completely landscaped. Okayed for outside storage. Call Pete Parrella, (9@)6270953.

FOR LEASE OR SALE: 2-ll2 acres with curb, office, water and electrical - 440 volts. Southern Pacific rail spur. Lease renewal in July. Owner will carry papers. Call Dan Castro, (9@t 829-At2l, or Olga, (909) 35G8736.

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 (310) 422-0426.

Mld R€dvoodOo.

GREATER SAN FRANCISCO BAY

ilKEn3FET.O Nu Fa€d Prodcb...... .............(805)772-545S Pedicfryood ftsim of Batc$Cd Cdp. ...........................{80q 582.3050 (805) 83}0€

ctovER0ArE Al Cod Fa.d Ro&cb...............................................O0I 8941281

8*ma hrnbc Sates ............4707i g9+257S

Rdiql Rcduood Maruhct hs..........----.-..........a70i 89+5263

R€dwood Emt*e........................-.......(80q 862-1657 iTOi 80+t211

FOFT ERAOO

G6cd&Peilc Cdp. (R€fiood)...........,,..,.,.................O07) 954-0281

Hd,m6 Lmbs Co' F€d C.................----...........-.ifltl 06+60r|

ro8B itos

DtlK-Padic................- ............(2G)82e6511

IODESTO

Cd{omh Sugr & Wsstm Phe Ag€ncy....-.......-........(2(B) 57t96e

Kdb Lmbor Sd6 (l,l€rc€d).......-......:........................(mi) 424.6It2

Ihndc(bdtWood Trea|ng................{80q 82H7S (zOi 06$1561

nEDO|l{OAREA

Kc{cr Lmb* Sdc.....---...-......,...(m LctCru-Prdlc (8cd thfl)................;.....

Ml|td lilorldrp.....-........-...................(&O

PEM CGdr Prodrcb..-.......................----....

Sudyq, Fc6t Prodrcb0YG.d)................... Trflt Ev.. tmb.r Co..................................

8ddn9 Foducb

Weyo.neGt Co........

ARIZOM

E{OAilXAREA Al cod Fofd ftoocb........-.............................

-PACIFIC NORTHWEST YUASHINGTON

lrdil ncciitn Plm Co (0rnd0..,,...................(5Ol

cap. ...........-.....:..........,.,.....................(5O) 53s2917

wood Troatis (w8hdlgtD.........................(Oq 77ry 191

bany)..................................,..,..(SA)96e'7771

RIDDLE Hdbdt Lmbs c0...... ..'.'...""..(503) 87+2?36

ROSEBURG

KGild Lmbd co.......... .............(56) 672{5a8

COEUR O'ALEIIE

Coar d hn Htdrood!, Ina..-.--.--*---*-..(20)

lndlans Wood ..........-.........................................'...........(26)

Lctdrr-Pldlc Cap (Hrydat l-dtc) --..----..--.(2!8)

Poiahn (Lcrldcl).......;............................,.......---....(28)

OBITIUARIES

Charles B. "Chal" Cross, Jr.,67, retired president of Truckee-Tahoe Lumber Co., Truckee, Ca., diedJan. 7, 1993, in Reno, Nv.

Mr. Cross started at the yard during summer vacations from the Universitv of Nevada, Reno, and began full-timi:

New Realities Challenoe

Wholesale Distributioi toOay

(Couinued From page j5)

realities to regain and maintain a competitive postufe. Dolan recommends considering:

(1) Relationships with manufacurers are no longer working.

(2) Potential competitors are no longer easy to identify.

(3) Failing to assure maximum quality and productivity is no longer acceptable.

(4) The channel will no longer tolerate redundancies.

(5) Growth can no longer be aken for granted.

(6) Size is no longer a benefit unless channel parmers value it

(7) The sales force can no longer merely baby-sit the customer.

(8) It can no longer be assumed that a business can generate enough cash.

(9) Serving market niches is no longer good enough.

(10) Reacting to change, even quickly, will no longer protect market share.

(11) Enployees can no longer be viewed as the largest cost.

Wholesaler-distributors will have to compet€ with other industries for

in 1950. He served as president from 1968 until his retirement in 1987.

He was a past director and safety committee chairman of the Lumber Merchants Association of Northern California.

Ilomer Thomas, 65, manager of Imperial Valley Lumber Co., Imperial, Ca", died Dec. 31, l992,in knperial.

A lifelong native of lnperial, he served as company manager for 47 years.

fore, the best strategy will be to retain and retrain the current work force, Dolan points out.

Opportunities exist for those who anticipate change and seize the moment" Dolan errphasizes. He recommends the following strategies to meet today's and tomorrow's challenges: using strategic planning, adopting technology, practicing Total Quality Management and continually measuring products, services and processes against those of companies recognized as world leaders.

available skilled labor. They will need to rely on employees to implement new technology and initiatives in quality and productivity. There-

AD INDEX

There will be winners and losers in the remaining years of the decade, he concludes. Those who surface as the winners tur 2000 will be those taking action now.

SPNUCE & HEDT.FIB FASCIA . BEDWOOD & PTNE P ATTERNS o FEITCING

P.O. Box 1849, Yuba City, Ca. 95992 *'W

(9161671.7152 Toll Free (EOO) 24E.494O Fax916:671-7357

Sreve Hlcex' Dor.lc Henvrono * Trr- Joxrson'Ton McWrunrs'MxtMxoxs * Ennl Nonoecx' llxe SilrrH'Jerr Sounes

gaillnlWtahraloLurnbp,r

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

Yard & Olllces: End of Alrport Rd. P.O. 8ox 723, Uklah, Ca. 95482

{7071 168-0181

2284 NORTH GLASSELL STREET, SUTTE.#B . ORANGE, CALIFORNIA 92665

pH# 7t41637-2121

FLX 7141637-0244 {...'' THE CLEAR CHOICE'' SPECIALIZING IN UPPER GRADES of OLD GROWTH WESTERN SOFTWOODS .WHOLESALE ONLY.

Profitable and Renewable-simpson TopDeck"

Homeowners and contractors prefer the natural beauty, durability, superb finish retention and renewability of Redwood. Cive them what they want with Simpson TopDeckl'

No other wood, treated or not, provides the finish holding, workability and freedom from warping, twisting, splitting and checking like redwood.

Increase your profits while your customers choose from four TopDeck'" grades available in specified lengths with protective wrap. And now, our new endstamp eliminates unsightly grade stamps on deck surfaces another innovation from Simpson experience and technology.

Simpson also works to preserve the ongoing supply of redwood, the fastest

growing softwood in the U.S. We're committed to sustained yield forestry-where growth exceeds harvest -and we have the world's largest redwood nursery producing more than three million seedlings annually.

Assure elegance, performance, and customer satisfaction with TopDeck'" redwood from Simpson-the experienced leader in redwood. For