Merchant Magazine - March 1997

CAPITAL LUMBER COMPANY

. SEVEN REGIONAL DISTRIBUTION CENTERS SERVING THE WESTERN UNITED STATES. TWO MANUFACTURING PLANTS SERVING THE CONTINENTAL UNITED STATES AND EXPORT MARKETS. DIVERSE PRODUCT LINE FEATURING REDWOOD PLUS EXTENSIVE INVENTORIES OF SPECIALTY FOREST PRODUCTS INCLUDING PRE-PRIMED MDF MOULDING AND BOARDS MANUFACTURED AT CUSTOM FOREST PRODUCTS. A CAPITAL LUMBER COMPANY.

Iroooao

DISTRIBUTION CENTERS

Location Phone #

602.269.6225

Albuquerque 505.877.7222

Chino 909.591.4861

Lubbock 806.747.3191

Healdsburg 707.433.7070

Denver 303.286.3700

Salt Lake Citv 801.484.2007

REDWOOD

CEDAR

PINE

DOUGLAS FIR

WHITE FIR SPRUCE

Seruing building products retailers and wholesale distributors in 13 Western sfafes-Srnce 1922 lUlarch 1997

1x4, l xG 6' dry redwood fencing

How to make Just-ln-Time work for UoLt.-. complete distribution services - trustomized to Uour needs

Just-ln-Time offers tremendous advantages but it is not lree, Railway Express is a full-service distribution company specializing in Invariably there are increased transportation and material costs, and lumber, building materials and other durable products. We provide: hidden liabilities in having to use alternative vendors that seem to fit

. Facilities to receive inbound railcarloads & trucks your JIT needs, even though you may prefer the product of another.

. Complete warehousing services

Administrative services

The answer is a'butfer,'a distdbution service thal can receive male- Outbound rail & truck loading . Claims assistance rial via any mode, store it if necessary and deliver it on a Just-ln-Time . Delivery/distribution using our own fleet of trucks basis, Transportation cosls can be held down,.. inequities in produc- Complete logistics management programs lion vs, demand moderated.,.on-hand plant inventories minimized... Slorage (month-to-month or permanent) and relationships with vendors continued, and otlen expanded.

Based in the heart ol Southern California's Inland Empire, we are ll you decide lhat J-l-T is what you want... that's your business. served by the Union Pacific Railroad and ofler:

lf you need help to make il happen... lhat's our business.

We relieve the burden of logislics management by acting as receiver, warehouseman, inventory controller and dislributor,.. and do il more etliciently and cost effec'tively.

.90,000-sq. ft. warehouse .5-1/2 acres outside fenced storage

17-car rail sour . Drive-thru truck loading & unloading

Adequate lighting for night-time operation Professional securily

Computerized inventory control

Heavy-duty lifl trucks with expandable forks & side-shift

Capacities to 16,000lbs.

Railway Express will:

Call cuslomer with unload tally

Advise customer & railroad of any overage, shortage or damage

Supply customer with pictures & documentation for OS&D claims

Advise customer of in-transit delays

Provide in-house trucking service lo all points in Ca., Az, and Nv.

AN (FEFATING CI]MPAM tr DLM INC, 3401 Etiwanda Ave., Bldg. 831-D, Mira Loma, CA 91752 (909) 685-8838 FAX 909-685-16e7

Make appointments for delivery

Make deliveries on schedule provided by cuslomer

AILWAVT E)DEGC t-t\E99

"Waod Never Had lt 5o Eaod"

Cladwood. MDO Exterior Siding

. Over 140,000 homes have been sided with Cladwoodo MDO Sidings over the last 10 years.

. The use of Cladwoodo MDO Siding has continued to increase every year for the past 10 years.

. Cladwoodo Sidings install andfinish easily for both the do-it-yourselfer and the contractor.

. Each Cladwoodo Siding unit is poly wrapped to give the lumber yard and manufactured housing plant an added measure of weatherability during storage.

. Landmark Building Products stocks approximately 63,000 pieces in our California warehouses, ensuring constant supply and quick delivery.

. Cladwoodo MDO Sidings simply are one of the best sidings on the market!

Expanded Specialty & Commodity Products:

Cladwood@ MDO Sidings Studio Board*

. PyroGuard@ Fire Retardant Plywood

T\rftex@ PVC Panels Fir Structural Panels . Maxi-Plank@ & Panel Fiber

OSB Sheathings . Hardwood Plywood Cement Siding

. Hardwood Lumber . Lay-Out Board

. States@ Paneling Plywood Sheathings

D-Blaze@ Fire Retardant Lumber

Thermo-Ply@ Insulative Sheathings

Baltic Birch Plywood Pine Boards . GAF0 Fiberglass Roof Shingles

Melamine Panels . Clear Lumber

Magic Seal@ Caulks, Sealants & Particleboard . Treated Lumber Adhesives

. Shutterboard Sanded Poles

Cladwood@ Ready-Made Shutters

Timbers - Beams R-Wrap Housewrap & Trim

Barricade@ Housewrap Private Label Lumber Wrap . Multi-Coat Elastomeric Stucco

their suppliers

MAGAZINE, A California Corporation, (USPS 796-56000) s publ shed month y at

It's Privacy Plus, Redwood Empire's pre-built redwood fenting.

This stylish fence is loaded with no-fuss features. The solid, pre-built design saves time and money. Qrality materials are used throughout, from the tongue and groove redwood fenceboards to the industrial strength fasteners. The top lattice panel provides an extra degree of privacy. And everyone knows redwood keeps its good looks for years and years.

So, for fence without fuss - it's Privacy Plus.

Wholesale distributor of redzaood, cedar, Pine, Douglas fir,.roofing and

8-foot chamfered posts

6-foot fence panels 4-foot fence panels

6-foot gates

BD[T@RIAL

A customer is a terrible thing to waste

Some retailers suffer from the understandable misapprehension that once their advertisement has appeared, that's the end of it. Not so, the best kind of advertising continues inside the store, supporting and expanding the initial effort. The old onetwo punch.

Newspaper, electronic and direct mail feature the price and value messages needed to draw consumers to your store. Without this, nothing is likely to happen. But it is the other side of the equation - when they're inside the store-that is the most important. Will they buy anything? Will they just cherry pick the bargains, grabbing up the low and no markup merchandise?

It's at this stage that in-store advertising really can be powerful. The leaders and bargain/price sensitive items in the initial advertising need the visual impact of in-store signs to reinforce the first message. Here's where you can create synergism, or 2 + 2 = 5. The outside and inside ads work together to support each other and take advantage of repetition.

DAVID CUTLER edltor.publisher

But don't stop there. Now that you've got them in the store, use high-impact feature and benefit signage to sell the un-advertised items. These products may well be the part of inventory that produces the most profit. Be sure your signage gives plenty of reasons for the customer to make the purchase.

Signs, banners, hot sheets, copies of your newspaper and flyer advertising all need to be displayed. Get them up front and at other logical spots throughout the store. Use your copier to make enlargements of certain portions of your ads to remind customers once again that they need to buy these items. Spend the money for the best professional help you can afford to help you create these visual parts of your merchandising. To do otherwise is a false economy.

Most customers are receptive to considering additional purchases, the trick is to convince them through in-store efforts that the add-on buy is in their best interest.

Seruing building products retailers and wholesale distributors in 13 Westem states - since 1922

What decking contractors want from their suppliers

IECKS are big business, any redI-fwood dealer knows that. Just consider the facts: surveyed homeowners routinely rank a deck as the most desired outdoor feature and as the third most wanted home upgrade overall, topped only by new kitchens and bathrooms. As a result, more than two million decks are built in the U.S. each year.

So, how can dealers most effectively tap into this lucrative and growing market?

According to Chris Grover, executive vice president of the California Redwood Association, the answer lies in another. less well-known fact: 60Vo of new decks are being built by orofessional contractors.

"Clearly the trade professional is a tremendous opportunity for redwood dealers," says Grover. "First of all, they represent the lion's share of decking sales, and it looks like their market share is growing. They are also a more straightforward market to serve. Where individual do-it-yourselfers are a highly fragmented target audience-one that requires a lot of resources and time to reach-professional deck specialists are a highly concentrated customer base. They also buy in large volumes and, while they expect excellent service, they are generally less demanding than individual homeowners."

Perhaps most important, Grover

points out, these contractors are out in the market every day selling decks. In effect, they can act as a surrogate sales force for redwood dealers looking to increase their decking business. By understanding their needs better, dealers can built valuable long-term customer partnerships that will significantly enhance revenue and profit growth.

Yet the needs of deck specialists can vary widely. There are, however, common threads in what they want from their suppliers. Good service is always a key differentiator-and apparently an all-too-rare commodity-as are product knowledge and wide selections. Finally, deck contractors are primarily smaller outfits

CUSTOMER service is lhe key lo pleasing specialty contractors such as Decks by Kiefer, which built the deck above.

Youn Sunnoclre St-es Fonce

with limited marketing resources. Any sales tools that their lumber vendors can provide are highly valued.

Uloensrmo Decr Specnlrsrs' NEEDS

Scott Padgett builds only four or five redwood decks a year, but because he services the upscale Southern California mountain community of Idyllwild, his customers often want large high-end decks. He buys about 15,000 to 20,000 board feet of redwood annually, and he puts a premium on a dealer's ability to provide consistent quality and uniformity of grade.

"I use a lot of B grade, air dried redwood," Padgett says. "B grade is excellent for this area. We have lots of winter snow and wet springs, so our decks need to be well built and durable. While clear grade with sapwood is also an excellent decking material, the touch of knottiness in B grade fits the rustic flavor of their community perfectly.

"I feel the air-dried product offers extra dimensional stability-another plus, given the weather extremes and large sizes of some of our decks," he adds.

At Decks Appeal, Plano, Tx., owner Rich Parish serves a more urban and suburban customer base. "Our decks vary in size, but few are really large," he says, "and our customers are usually fairly budget conscious. That's why we use mostly Construction Heart. It's an economical, all-purpose grade, and it has that great redwood elegance, which is crucial in a smaller deck that needs to be as good looking as it is functional. The

Story at a Glance

delays, so prompt delivery is crucial."

Parish also echoed a complaint heard from other contractors:' redwood dealers should be full-service vendors, offering not only lumber, but hardware and finishes.

"I'm busy," he says, "and I value one-stop shopping. Any dealer that can deliver my nails, bolts, brackets and concrete along with my lumber has a leg up in my book. It's surprising how many dealers don't broaden their product line."

Bob Kiefer, owner of Decks by Kiefer, Pittstown, N.Y., has a different concern. Many of the 50 decks he bids each yeuu-representing 40,000 board feet of lumber-include long lengths and specially milled products.

"I have to order at least six weeks ahead to get special sizes from my current dealers," he says. "A supplier that can give me fastei turnaround on those orders would have a real advantage with our firm."

Kiefer also notes the importance of selling the advantages of redwoodnot always the first wood his customers on the Atlantic seaboard think of for their decks. "Any redwood sales aids our dealers give me-from spec sheets to ad slicks-we use," he says. "My marketing resources are pretty scarce, and I'm happy to have the help."

Supponr THHR SALEs ErroRrs

Grover points to a variety of marketing tools CRA makes available to redwood dealers to help contractors sell decks. "Our video, RedwoodBeauty That Lasts, is very popular," he notes. "And we have a host of printed materials, including brochures and booklets with high-quality deck photos, pre-printed advertising, door hangers and more. We even have colorful banners and neon signs for deck builders with sales offices and showrooms. Such materials can really help cement a dealer/contractor relationship.

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Auailable'lp141fta,,Cdllilg11tln;,Reid,,:;,;:,,4$ r:4q,.Er#.re lie0r,i|8q1i18;:2ffi1,,,, Nwato, Ca.,94949; Wq 582-Affi2

Video The eight-minute Redwood*Biauty That Lasts

,,,, shOws a varie y otrde0ksi,fences

,,,, :a,nd outdoor.::stiu,etu,te*,and,,, .i.r .€;1plairs. rvhlf r€dwoodi,i$ e i$oodl

.............*t*.*n.*use,ni.duc*i''' Doorhan g€t Advertising

...,,,,toGl lor ynur,deck.,butldei, 6us' :, :, tbmers, lt as,:, die'c$t...8.f 6.t. :f o1 ihsenmA.U,usine$scard1,,,".,.r,,,:,,..,,;,.,,

Ad Art Camera-ready ad slicks feature art and copy laid , [ul,in ,$avious sizes with'$ace,, for your builder customefs message to appear h newspapeis, magq? nes.and.,YellOw,FaE*,.:,:,..

Landscape lnfo The 12page booklel Redwood Land,,,i.,,,,.,9;6rOr'Ar,chi,te,,i:tluieshows,,a ,,. .varietY Of.,r€fu6od. Projeds and. includes grade and ho$to information.

ldea Book The 16-page booklet Redwood Fences For AIt Reasons includes over 30 pholos, conslruction drawings lor dozens of fence designs and step-by-step building insiiuc. tions'

Grade Chart Redwood

Grades & Uses, an illusirated guide to general purpose red. wood grades, is available in a 4page booklet or in poster form.

Parish builds more than 150 decks each year, using 25,000 board feet of redwood, so consistent availability is very important to him. "I can't be waiting for supplies to come in," he explains. "My customers don't like

"You've got to remember, those deck guys are out there working with new customers and potential customers every day," he adds. "They're not just building decks, they are building market share. Dealers can be part of that growth if they make themselves a value-added part of a contractor's business. Deck specialists clearly have needs. By working to serve them, savvy dealers can open lucrative new avenues of sales growth."

NeonSi,gn

Designed to hang in a window or stand on a flat surface, lhe two-color, 2'x3' sign boldly promotes redwood decks and fences.

Banner ldeal,for indoors or o-uldoors, the three-color, 3'x8' banner is made of durable polyvinyl and reads 'Redwoo&-The Natural Choice,'

knots you get in Construction

How to please deck specialists and earn their repeat business your customers can serve as your surrogate sales force.

Heart only enhance the look of the finished deck."

Tight supp.ll squeere$ceoar produders

nF LATE, demand for cedar prod\-fucts has been strong. The problem has been supply.

Western Red Cedar Lumber Association member mills are virtually sold out of most product lines and inquiries continue to come in. Cedar products have reached record prices, some more than 50Vo above levels a year earlier.

The key difference this year, according to Ken McClelland, executive director of the WRCLA, is the lack of additional fiber to meet the rising demand for cedar. In fact, the shrinking log supply will likely reduce 1997 mill production from 5Vo to l0Vo below its traditional 1.6 billion bd. ft. level.

Several factors have contributed to this reduction in fiber supply. Explains McClelland: "These include the increased harvesting regulations in the British Columbia forest industry as well as the weak market for other forest products that utilize the dominant species in the forest. In addition, a heavy winter snowpack has delayed winter logging operations for some mills. As a result, Canadian mills are using a variety of strategies to meet customer needs and comply with the export permit fees now in effect for most mills."

Last year, cedar shipments reached their highest level in four years as demand rose and customers sought more refined products and higher ,grades. "This growth in demand for WRCLA member products is gratifying-as it reflects a renewed confidence in their quality and consistency,"

McClelland says. "The association has made great strides in branding and labeling its products. This has further increased consumers' confidence in consistently getting the products they want.

"Today there is much wider range of member products being manufactured-from traditional siding patterns to decking, fencing, timbers and trim boards. Mills are using new technologies to produce fingerjointed and edge glued products that make the most efficient use of fiber. This quest to deliver quality products has also led WRCLA mills to establish standard patterns as well as higher manufacturing standards," he adds.

So while WRCLA's 18 member mills continue manufacturing large volumes of cedar, it's currently not enough to satisfy the strong demand.

Story at a Glance

Despite strong demand, tight supply keeps production down ... causes of shortfall.

For the cedar shake and shingle industry, timber supply issues focus on British Columbia where mills are battling cutbacks in allowable harvests and escalating costs from burdensome regulations. Sawtimber volumes have decreased because of the provincial government's ongoing timber supply review, a new Forest Practices Code and new extensive set-

asides for parks. One in every eight acres of British Columbia is now designated park land, according to Linda Herrington, Cedar Shake & Shingle Bureau, Bellevue, Wa.

"A hike in stumpage rates (the fee charged by the government for the harvested timber) three years ago drastically reduced manufacturers' margins and now higher lumber prices are triggering additional increases," she says. "The Canadian/U.S. lumber agreement is also triggering reduced activity and higher log prices as lumber mills choose to shut down rather than pay the $100 per thousand board feet excess-to-quota fees. The reduced activity has meant fewer opportunities for the shake and shingle industry to harvest the salvageable wood. In Washington State, timber sales under salvage logging laws were brought to a premature halt by the USDA because of increased pressure from environmentalists."

Herrington points to the shake and shingle industry's use of salvage and low grade cedar as a particularly good example of total resource utilization. "The industry constitutes the only market other than pulp chips for red cedar salvage wood and logs below lumber grade quality," she notes. "We take the wood that lumber mills cannot use. In fact, much of the material utilized by the shake and shingle industry consists of short cedar logs, blocks, stumps and bolts salvaged from old logged areas. Few, if any, trees are felled with the shake and shingle market as a destination."

nEDWOOD and westl\ern red cedar, while often preferred for siding, decks and other outdoor structures because of their beauty, stability and durability, will, if left natural or poorly maintained, begin to show their age. Retailers should have ready answers for customers anxious to restore woods discolored by sunlight, moisture, temperature, microorganisms. dirt or soot.

The first step toward suggesting a remedy is identifying the source of discoloration. The wood maY have turned driftwood gray due to ultraviolet radiation and precipitation, or nearly black as a result of mildew growth, soot accumulation, extractive staining, or iron in fasteners. contaminated finishes or airborne particles.

Mildew is often the culPrit on decks and siding in moist environments, often in areas with restricted air flow, high humidity or too much shade. While unsightly, mildew is a superficial fungus growth that does not degrade the wood's structure. It commonly appears as numerous small dark spots on the wood's surface with gray, fan-shaped areas sPreading below as spores from the original colony multiply and are washed down the surface.

Mildew can be treated with sPecialty cleaners or common household bleach, later rinsing off mild cases or scrubbing off more severe infestations with a stiff bristle brush and a solution of one cup of trisodium Phosphate (TSP), one cup of liquid bleach and one gallon of water.

Naturally occurring chemical extractives in cedar and redwood contribute to their beauty, stability and durability; but sometimes migrate to the wood's surface. High concentrations cause discoloration, which may

appear in several forms: boards, high in extractive content, that turn very dark if unprotected by finishes and exposed to moisture; extractives bleeding through paint if stain-blocking oil or alkyd primers weren't used; condensation on the unPrimed back side of boards.

A warm water detergent solution that includes a specialty brightener or oxalic acid can be used to diagnose and remove extractive stains. If extractives have bled through paint or stain and aren't readily removed by the solution, the surface may have to be repainted, using a stain-blocking primer.

Tannins may also react to iron and water to form a dark, blue-black iron tannate precipitate. Long-term iron exposure can cause deterioration which appears similar to charring or decay. Iron stains maY be easy to detect since they are often near nail heads, screw heads or other hardware.

Scattered discrete, dark flecks maY result from the use of steel wool or wire brushes, or from airborne iron dust from machinerY. occurring almost immediately after the ironcontaminated wood becomes wet. Rough or surfaced green wood sometimes has inky black marks where it has come in contact with forklift blades, rollers, strapping or other iron materials. Iron-contaminated finishes or water may result in a more uniformly distributed, gray-to-black discoloration.

Most iron stains can be removed by using the same solutions as for removing extractive stains. It may be more difficult, however, to remove

and prevent recurrence of nail stains, since they penetrate deePlY. The nails should be replaced or countersunk, the holes swabbed with a water repellent and filled with a durable exterior wood filler.

Lime found in mortar and concrete mixes can cause severe stains when spilled or tracked onto redwood. Unfortunately, sanding or bleaching will not remove these black stains.

Many commercial Products are available for removing discolorations and restoring the new appearance of cedar and redwood. These Products are offered in powder or liquid concentrate form and are typically based upon non-chlorine bleaches, detergents and/or oxalic acid' Selling points are: they are intended for a specific use, come with detailed instructions and are quite effective.

Story at a Glance

First step is identifYing cause of discoloration ... sell cleaners, brighteners and finishes to avoid future Problems.

Powerwashing is a PoPular aPPlication method, saving time and labor, but is a choice better suited for experienced contractors. Water and pressure are fundamental enemies of wood, so improper powerwashing can do more harm than good.

And make sure once the wood has been cleaned and restored, a protective finish is applied. High quality products containing mildewcides, water repellents and ultraviolet protection provide the best performance.

EXTRACTIVE bleeding can cause discoloration in cedar and redwood' Fortunately, a variety of biighteners are available for treatment.

ll /I'OISTURE is a notorious enemy IVtof fingerjointed wood products. Yet one manufacturer has found a way to fingerjoint lumber before it's ever dried.

After more than a year of research and development, and a rigorous, months-long testing approval process, Wood Fiber Products, Inc., Lockeford, Ca., has devised a new process

to fingerjoint green lumber. Their secret is in the adhesive. "I don't know of anybody else that's doing this," explains WFP's Bob Prouty. "No one else could find a glue that would hold. The problem with fingerjointing is when you get the lumber wet, it will reject the glue. The moisture is absorbed, and the lumber might fall apart."

Last year, Wood Fiber Products began working with a glue manufacturer familiar with adhesives which use fiber as a filler. Their unique new adhesive allows WFP to fingerjoint both green and dry without end shrinkage. The joint reportedly is as strong as the wood itself.

He says the process is user friendly and environmentally friendly, devoid of any carcinogens, contaminants, pollutants or other toxic emissions.

The testing on green lumber also provided the company with horizontal structural approval for fingerjointing kiln dried lumber.

WFP plans to fingerjoinr both green and kiln dried blocks in redwood, hem-fir and Douglas fir. New products include redwood decking, fascia, siding and fencing products green or dry to specified lengths, hem-fir and Douglas fir dry plate and treated stock to specified lengths with approved grade stamps. WFP is even working with the same manufacturer to develop stains to go with the redwood decking.

The company also produces finger- joint blanks and studs, edge-glued products, box shook and cut stock.

Prouty attributes the need for such new engineered wood products to the curtailment of federal government timber sales. "New processes such as fingerjointing green lumber will provide yet another way to increase the utilization of what timber that is available," he says.

Story at a Glance Company invents process for fingerjointing green redwood and other western species.

FINGERJOINTED green redwood is being produced by Lockeford, ca., manufacrurer

Goming software aims to eliminate order entry

IISCOVERING a simple, efficient l)way to perform order entry/input has long been a primary focus in the building products industry-and for good reason, since order entry/input is the task that typically generates the highest volume of daily activity.

Over the years, industry-specific software companies have introduced new technology to streamline the order process, moving it toward complete elimination of order entry/input at the distributor level.

Before computers, multi-part forms were introduced which could function as order form, pick ticket, delivery ticket, invoice and P.O. Paperwork was reduced, but not human enor or time wasted on checking stock cards for availability, looking up prices, posting transactions to various logs and control records.

Computers would help, but by the late '70s, due to limited computing power, business management software was rudimentary. As computers became faster, users could access their systems and check product availability and price in real time. By the mid '80s, entering a sales order led to stock commitment, pricing, margin management, accounting functions, and sales/service level reporting. Firms that entered orders as customers phoned them in avoided paper.

With further advances in computing power, software sophistication, and improved computer-to-computer communications, the goal became for the customer to submit an order to the distributor's system. Distributors, suffering from squeezed margins, liked the reduced costs of eliminating double entry of order information.

Early software relied on the customer dialing into the distributors' system via a modem and searching their inventory and enter order information. The first Customer Remote Order Entry module for the building products industry was introduced in 1987 by Distribution Management

Systems, Inc. "We wanted to give our customers the ability to put the order entry function into the hands of their customers. however, in rehospect, very few adopted this approach," recalls DMSI pres. Cal German. "Apparently, due to the requirements it placed on their dealers to have a dedicated workstation, modem connection and training, the logistical hassles of implementation outweighed the value of the service."

A few companies had success with the approach, but had to invest heavily in purchasing the hardware and managing the logistics of installing, training and supporting their dealers.

During this time, Electronic Data Interchange was maturing. EDI created a new method of sending files electronically in a standard format that various computers could pick-up and translate into the proper transaction, such as an order. "It took a big push from the giant retailers to bring EDI to the building material wholesale world," states German. "The technology has been there since the mid-'80s but it wasn't until 1992 that we saw some real movement toward our distributors transacting business with the large retailers via EDI."

Today, EDI is growing as a means of transacting business in high volume accounts. It has been by far the most successful move toward eliminating the double-entry of orders between retailers and distributors. However. EDI still does not address many unique order situations and is far from being adopted by mid-size and small retailers.

Story at a Glance

Evolution of computerized order entry ... day nears when distributors will no longer enter orders.

created new prospects for remote order entry. What if the dealer could work up an order or quote on a standalone PC and later communicate that information to the distributor?

Through the '90s, software companies and manufacturers such as Andersen and Marvin Windows have devised electronic catalogs and quoting packages, allowing dealers to work up orders at convenient times and later submit them to distributors. With DMSI's laptop-based Saleslink, introduced in 1993, sales reps could build orders on site and later batch transmit them to the warehouse system.

"We felt our fust step toward PCbased order entry needed to be under the direct control of the distributor," remarks German. "The closest we could get to the customer entering the order was through the distributors' sales reps entering orders in the field with the customers. Judging by how our customers are using this technology, it seems like a viable step toward the ultimate goal of receiving a complete, ready-to-process order transaction without reentry on the distributors' systems."

Where is the ordering process headed next? "The world is moving fast right now," says German. "Everything we have seen in the form of customer remote order entry will soon be replaced with Internet'-based commerce. Our customers can now send their dealers to a Web site from which they can enter orders directly into the distributors' system."

As software firms continue exploring new, innovative ways to conduct daily business transactions, the day is getting closer when customers will enter their orders for vou.

Retailers see opportunity in ll9

the needs of today's construction professionals, whose multi-state buying habits demand increasing flexibility in servicing and supply, according to Scott Bly, v.p. of commercial sales.

Among other components, the division will feature a new independent sales force for reaching unserved markets; a new telemarketing service for direct-ship orders, and centralized estimating and sales support.

In the area of service improvements, pricing structures will be developed for commercial conEactors and large residential builders that better recognize their nationwide volume purchases. There also will be greater emphasis on serving customers with top management and one point of contact. For example, Wickes Lumber key account managers will work directly with upper level management of commercial customers.

"The 'Direct' in Wickes Direct represents our commitment to driving cost out of the purchasing process for large-scale builders and commercial contractors," Bly explains.

fIUILDING products retailers

Llsearching for growth opportunities in a tightening industry are increasingly looking to the industriallcommercial market. Although fragmented, the multi-billion dollar VC market is open for competition.

Don Peet, industrial products manager for Hardware Wholesalers Inc.'s InCom Distributor Supply division, likens the current state of VC to "the home improvement market 10 to 15 years ago when the big boxes first arrived. There's going to be a lot of consolidation and a lot of focusing toward integrated supply."

As property management companies and other UC customers move toward doing business with a single distributor, manufacturers are realizing that unless their products are carried by that distributor, they will be left out of large scale projects. So, Peet explains, manufacturers are looking to do business with retail distributors whom once they "wouldn't give a second look," and merely bypassed.

Two years ago, HWI retail members with sizable VC businesses convinced the co-op to provide specialized support, which late last year became formalized as InCom. The division helps dealers set up national programs, create catalogs and make other changes.

Next month in the Chicago, Il.,

area. InCom will hold its first of a series of sales training seminars to teach dealers about the I/C market, concentrating on relationship building and the essential selling skills needed to sell VC products. InCom already has 250 dealer members. and even has a branch for HWI members who want to experiment in I/C sales "without the commitment of putting an outside salesman on the street."

But HWI is far from alone. Scotty's just produced its first commercial catalog and named David Bost as v.p.-commercial sales. Home Depot is acquiring Maintenance Warehouse, San Diego, Ca., a leading wholesale mail order supplier to apartment complexes, nursing homes and hotels. Cotter & Co. has allied itself with W.W. Grainger & Co., a catalog wholesaler of commercial hardlines. Last year, Hechinger's hired its first v.p.-commercial sales, a former Grainger executive. Servistar Coast to Coast has its Commercial Sales and InduServe Supply divisions.

Among the more aggressive is Wickes Lumber Co.. which has combined its national and commercial sales divisions into a new materials distribution channel for commercial contractors, large residential builders and international customers.

The new division, Wickes Direct, was developed in order to better meet

Services have been restructured to better line up with multi-state purchases. "We are expanding our staff geographically and will utilize our Internet capabilities to interface electronically with today's highly mobile builders," he says.

Wickes has yards in 24 states in the South. Northeast and as far west

Story at a Glance

Retailers jockeying for position in the emerging industriaUcommercial market.

as Colorado, but is adding outside sales reps in regions outside those service areas. Representatives will assist customers in procuring goods and services and provide information on how to use Wickes Lumber's Internet or telemarketing services for direct ship orders.

"Our telemarketing and Internet services will create a 'virtual' warehouse, which will allow customers to realize substantial cost savings and improve turnaround time on projects," Bly explains.

Other services will include manufacturing design and support, national builder support teams and site management.

COMMERCIAL and industrial accounts are being targeted by more and more retailers.

HAT is your business worth?

Usually, much more than you think. Chances are, you're also protected for less than you think you're worth, and that kind of math will spell trouble if you have a major loss.

A nationwide study in the early '90s found over SOVo of all businesses suffering a catastrophic loss did not recover. Over 25Vo of the rest were out of business within two years.

One of the big reasons cited was improper insurance programs. It's a fact that most businesses do an inadequate job of protecting their assets, both in loss prevention techniques as well as the insurance products they purchase. In our collective experience, most healthy businesses are not appropriately insured. With good guidance and a fuller involvement by top management (as described below), these companies can redesign their program-often at a savings.

The reasons most buyers give for poorly constructed programs (which haven't been professionally reviewed in years) are:

(1) "Our broker is excellent and takes care of all this for us." (Since when was ignorance a virtue in business? I'll bet this buyer "grills" his doctor, mechanic, and tax man!)

Story at a Glance

Do you have the right insurance? ... key is understanding your exposures.

(2) "The owner hates insurance and doesn't want to get involved." (He will get involved if the loss is a problem, and then he will really hate insurance.)

(3) "We don't need more. We need to keep our costs down." (So does every business, and appropriate changes should yield more controlled costs overall. Frequently, the premium is saved immediately.)

The bottleneck too often starts in the owner's office. You delegate, you "give it" to a friend, you don't think you know anything about insurance. Your c.f.o. handles the business' financial affairs, but don't you read P&L's, confirm investments, monitor audits, review bank transactions? These are your assets. Why wouldn't you want to know (not think) they're

lnspect your protection

By Lenelle Duecker TriWest Insurance Services Sherman Oaks, Ca.

well protected. Your c.f.o. is trained in finance, not insurance. All the more reason for you to understand your exposures, the optional protection devices available, and then select using your perspective as well as his. Every owner we've met knows more about insurance than he initially gives himself credit for. Plus, his perspective is unique, and can have a beneficial impact on critical decisions. Without that, the process of protection suffers.

A controller recently said, "The owner doesn't like insurance. He doesn't believe in products liability." Maybe he doesn't, but the courts do! From a brief glance at their program I knew he could buy products coverage for the same cost, or less, than his fleets' physical damage premium. When I quote, I will recommend he buy products and "self-insure" on the auto portion. He had a good track record there, so how much could his business suffer? Not much more than market value on one unit. But the cost of an uncovered lawsuit, dragging on for years? Just add up the attorney fees alone. Now, if he rejects it, it will be a reasoned business decision, not an emotional one.

Take this test: how many of these common insurance terms can you define (answers at end of article) and relate to your assets? Can you confirm they are in your program? Do you know their cost?

EBL, EPL, EDP, EAP, B&M, . DOC, EQSL, . BI/EE, NO CO, SIR, Contingent BI, and . Extended Period of Indemnity.

When was the last time vou and

your buyer had a full exposure analysis, coverage audit or property valuation? Once done, you may be shocked at uncovered exposures, then relieved by the cost of doing it right versus just doing it. After the initial effort, yearly updating is routine.

The best time to analyze security is not after the theft. Ditto an insurance program. You have probably spent more hours debating the merits of a new phone system or copier than you do protecting your assets.

Add to "What is your business worth?" the question "How well have you protected it?" Your true value is how you weather the adversity which could strike tonight. Isn't that the reason you buy this "stuff'? Don't waste money on the wrong products. Upgrade your knowledge, get personally involved, and really work with your c.f.o., just like you do on any other key financial decision.

- Definirtons: EBL (Employee Beneflt Liability), EPL (Employee Practices Liability), EDP (Electronic Data Processing), EAP (Employee Assistance Plan), B&M (Boiler & Machinery), DOC (Drive Other Car), EQSL (Earthquake Sprinkler Leakage), BI/EE (Business Income/Extra Expense), NO CO (No Co' Insurance), SIR (SeIf Insured Retention), Contingent BI (Business Income).

HomeBase To Merge With Builders Square

HomeBase may merge this month with Builders Square to form the nation's third largest home center chain with 250 stores in 25 states and $4 billion in annual sales.

The merger's instigator, Leonard Green & Partners, a Los Angeles, Ca., merchant bank specializing in management buyouts, will hold a majority interest in the combined chain. Shareholders of HomeBase parent Waban Inc. and Builders Square's owner Kmart would have equal stakes ofless than 20Vo each.

The new chain would be headquar-

tered at HomeBase's corporate offices in lrvine, Ca., and headed by HomeBase chief executive Allan Sherman.

Kmart would retain liability for $2 billion in lease guarantees, and HomeBase also would retain an undisclosed amount of lease liability.

Regardless of the outcome, Kmart will take a charge of $350 million to $400 million in its current fiscal year to write-down Builders Square.

For years, Kmart has been trying to sell the unprofitable Builders Square chain, its final remaining non-dis-

count store division. "[t solves a problem for Kmart-not cheaply, but at least they've finally found a way out of Builders Square," said one analyst.

Waban suspended plans to spin off its BJ's Wholesale Club from HomeBase, saying the merger better increases shareholder value. If the sale goes through, Waban plans to use the proceeds to retire debt, repurchase shares and for other purposes.

The question is whether combining two chains considered underperforrrers will strengthen them orjust create one huge underperformer.

To differentiate them from industry leaders Home Depot and Lowe's, both HomeBase and Builders Square have been stressing home decor, explained Leonard Green partner Jon Sokoloff.

Builders Square stores would be converted to HomeBase's new format, although 53 older, non-Builders Square II units would have to be closed or expanded and thoroughly remodeled.

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Territories for a handful of HomeBase's 84 stores and Builders Square's 168 overlap slightly. Both have units in Colorado, Las Vegas, Nv.; Albuquerque, N.M., and El Paso, Tx., markets.

The transaction is subject, among other conditions, to the approval of the companies' boards. Terms were not disclosed.

Green, which acquired Payless Drug Stores from Kmart in 1994, would like to take the new company private.

Home Depot Adding Three Stores In Chile

Home Depot will open its first store outside North America earlY next year in Santiago, Chile.

By 2000, Home Depot, working jointly with S.A.c.I. Falabella, the country's largest department store chain, expects to open three stores, having selected two sites in Santiago and a third outside the city.

Home Depot, which will own 677o of the venture, selected Chile because of its stable government and economy and growing middle class. Last year, foreign investment in Chile skyrocketed 42Vo to $6.17 billion.

Napa, California 94558 17071 252-6142 (800) 799-0900 F0X707-252-L746

Depot will develop a base of Latin (Please turn to p. 26)

84 Lumber A-1 Lumber A.C. Houston All Bay Mill & Lumber Ace Hardware Ace f-umber

ADCO Lumber Sales Adobe Lumber Agate Sales Agwood Mill & Lumber Alpine Lumber

Amador Lumber American Lumber Analy True Value Anawalt Lumber Andersan Lumber Co.

Andy's Home Centers Arden Lumber Arrow Lumber Ashby Lumber B&C Builders Barnes

Lumber Barr Lumber Bay Area Lumber Bayside Building Materials Bear Forest Prnducts

Beaver Lumber Berco ttedwood Beronio Lumber Berry's San'mill Big Creek Lumber BMC

West Corp. Boise Cascade Corp Broadmoor Lttmber Bruce Bauer Lumber Builders & Consumers Builders Supply Bud & Ken Lumber Buena Parrk Lumber Burgess Lumber Burke

& Pace Lumber Butterfield Lumber Cameron & Cameron Califcrnia Forest Products Cal Spas

Cantwell Bros. Lumber Carpenteria Lumber Carson Building Supply Caseywood Corp.

Channei City l-l:$!ber Central Valley Builders l"pCy Challenger {f,t$ Channel Lumber Co. y Challelger Ill

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Supply Eaton Door Eb Pass Lumber Economv Lumber-Campbell Hcnnomy LumberOa

Friedman Bros. Hardware r Fence Gaiennie Lumber Canahl Luml"rEr Gang Nail Truss

Carrett Hardware Gary's Building Strpply Cemini Farpst Products (leargeto'tvn Divide Globai

Forest Products Golden State Lumber Goodmnn Lumber Gi:rdot't's Building Supply Grictley

Home Center Grove Lumber Hale l.umber Hales & Symcns Hank & Tonv's l{a}'r,r'ard

Building Homer T. Halward Lumber Healdsburg Lumber H"C. Srnifh HiLrb'ert Lurntrer Hil1s

Flat Lumber Hicks Lumber Hilmar Lumber Hnlt Lumber Hame Builders Otitiet

I{omeowners Lumber Homewood l,umber Flughes ltedrvoad Huibert Lumb*r H.W'l.

Imperial Valley Lumber Industriai Lumber island Lumber J*irnson Lumlr*i: Ktllev l.umi-rer

Sales Kelseyville Lumber Laguna Lumber Lampe Lumber Lars*n Bros. Lunrber Las Plumas

Lumber Lathrap Wood Products Lumber Baron l-earned l.umbcr Lemo*re Lumber Logan

Lumber Long Beach Lumber L*ngfellorv Lr:mber l-os Bauos Lumber Los Gatos Roofing

Lumberland Lumi:erman's Supply, Inc" M&S Euilding Supplv lv'{aiibr-r Lumber M'SEM Builders

Supply Mar Vista Lurnbrer Mead Ciark Lumber Meeks Building Centcrs Melrose Lumber

UenAo Mill & Lumber Millbrae Lumtrer Miil Valley l-umber Mint*n's Lumber M.j' Murphy ossLumirer Motherk:rle

ffHtf*llTifif*Hffi

Surldlnc 1\ew t'acrtlc Lumt o;co',"o' r-r.Bgtsgbfr FAU e

ielsen Builclirrg Materiais

Coast Builders Pacific Horne Improvement Pacific Home "Do-it" Pacific Timber Payless BuirfttupflygCy (7m]8g..6trqffry0) 799d0900 faurr\Vffi7\ ffi#tfi46ililfialw @ft]763{&Exsone Lumberr^'P.I.'(ltmku, CAb"(@ 99918S11, @0No0eS-+OErfak:I(814) 9ffi{D278r'ber Ransom Brothers Ravvhide fumber Ralvies Aden Lumber Rayberg Lumber ltiverside County l"umber Recin,ood Lumber & Supply Reeds[lr6qXHenrerlltdS S,fimber Rice

Lumber Truckee-Tahoe Lumber Co. Truitt & \'Vhite Lumber Turner Lumber The Yard Lumber

Y,ffi ffi llls'HF,H#t,#'mS""ffi F,lf sT"q,r,*H

Rehilers

Coast to Coast stores. in Billings and Laurel, Mt., are

to Aie Hadware affilia-

Parr hnnber will open its'13th Oregon retail store this summer on I acres in Salem; Brad Farmer, proJect mgf. ... :

Square Deal Builders Supply, Sparks, Nv., closed its Brookings, Or., store after a lender filed a motion in federal court to freeze Square Deal's assets

Grossman's, parent of Contractors' Warehouse, Nofih Highlands, Ca., agreed to swap 50% of its stock for a loan from supplier Jeld-Wen, Inc. (see story p. 27) ...

Home Depot opens a new Pueblo, Co., store March l3; broke ground for a new unit in Garden Grove, Ca., and plans a fall opening for a new location in YorbaLinda, Ca.

Home Depot got planning commission approval to build a 105,W-sq. ft. store with 24,0ffisq. ft. nursery in Woodland Hills, Ca.; received public opposition to its planned 130,000-sq. ft. replacement store in Huntington Beach, Ca.; submitted plans foi a 114,015-sq. ft. store on nearly five acres in Albany, Or., and reportedly is considering a site in Costa Mesa, Ca.

Wholesalers & Manufacturers

Sheridan Forest Products, Sheridan, Wy., is shutting down after 20 years

Peterman Lumber, Inc., Fontana, Ca., anticipates a fall completion of a new customer service center twice the size of its

one on au acent two

subsidiary Coastline Distribution branches...

Ilardware Wholesolers Inc. has fonred a Rew real estate and store development department to belp members expand to new locations and identify potential managers and owners; Brian Kimball. depaltment mgr,

Mormnin States Legal Found.ation huc moved to new offices in Denieri Co. ..,

Charles McMurry Ca., Fresno, Ca., is expanding its Sacramento, Ca,, facility by 2,000 sq. ft.

Weyerhaeaser Co. will take a $25 million lst quarter charse as a result of consofidating rec-ycling oprations and other restructuring ' moves...

Tri-Pro Cri,, Prod,ucts, Spokane, Wa., has added an offic6 in Oldtown,Id. ...

Santiam Farest Products, anew division of Fullmcr Lumber Co, Donald, Or., begins operations April 7 at the former Custom S e rv ic e s remanufacturing facility, Sweet Home, Or.; Jim Bacorn, plant superintendent; Kevin Lee, v.p.

Pacific Lumber &, Shipping, Seattle, Wa., is opning a Vallejo, Ca., distribution yard; Bruie Garrett, mgr.

Schuller Corp,, Denver, Co., has purchased the assets of rneltblown roll goods producer Ergon Nonwovens, Jackson, Ms., and agreed to acquire the Mitex group of companies, European-based fiberglass wall fabric manufacturers .,.

James Hardie Buildinp Products, Fontana, Ca., plans"its 4th fiber cement plant for Frederickson, Wa., as it nears start-up at plant #3, in Cleburne, Tx.

Triple R Transport, Pomona, Ca., will close by mid-April ...

Watsco, Inc. has agreed to purchase Inter-City Products Corp.'s Los Angeles, Ca., distribution center and 24 other Inter-City and

Pacific Lumber Co. was blocked by the Supreme Court from logging Owl Creek, a 137acre redwood and Douglas fu forest in No. Ca. inhabited by the marbled murrelet ...

McKillican Amcrica has added branches in Salt Lake City, Ut., and Las Vegas and Reno, Nv. ...

Denver Hardwood Co., Inc., Denver, Co., and Rio Grande Flo*ring Distributors', Int,, Albuqrerque, N.M., are new fullline Bruce Hardwood Floor distributors

NxTrendTbchnology, /nc. is the new name of R&D Systems Co., Colorado Springs, Co.

Web sites: Contact Internationa/, www.contactintl.com

Anniversari es: Dave Grattan & Sons Inc.,Irwindale, Ca., 40th Thunderboh Wood Treating Co., Riverbank, Ca., z0th ... Pan Pacffic Forest Products, Bend, Or., 10th...

Housing starts in Jan. (latest figs.) climbed 27o to a seasonally adjusted annual rate of 1.35 million ... single-family stans rose lO.ZVo, multi-family plunged 23.97o, and permits fell l.9Vo ... starts skyrocketed 29.97o in the West.

communications with: Handy.9ry;11 Bros.. Ace. Allied Building Stores. Coast lo Coasl " HWI Cotter True Value ServiStar. Henderson-Baird South States. House-Hasson JensenByrd. TRW Credil Srv and many others

GALBNYDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

MARCH

Wood Technology Clinic & Show - March 1.2-14, Oregon Convention Center, Portland, Or.; (972) 419-7949.

W.M. Fair China '97 - March 12-15, woodworking show, Shanghai, China; (408) 986-8384.

Winema Hoo-Hoo Club - March 13, loggers' night, Klamath Falls, Or.; (541) 883-3373.

Mountain States Lumber & Building Material Dealers Assn.March 13-14, buying show, Denver, Co.; (303) 793-0859.

National Association of the Remodeling Industry - March 1416, annual convention, Philadelphia, Pa.; (800) 966-7601.

Asphalt Rooling Manufacturers Association - March 18-21, committee meetings, Portland, Or.; (301) 231-9050.

Phoenix IIoo.Hoo Club - March 20, golf, Scottsdale Country Club, Scottsdale, Az.; (602) 833-8901.

Hoo-Hoo International - March 20-22, Jurisdiction VI regional conference, Eureka, Ca.; (707) 557-3000.

Redwood Region Logging Conference - March 20-22, Redwood Acres Fairground, Eureka, Ca; (707) 4y''3-4091.

Japan DfY Show - March 20-23, Tokyo, Japan; (847) 605-1025.

Inland Empire Hoo-Hoo Club - March 21, speaker & golf, Diamond Bar Golf Course, Diamond Bar, Ca.; (909) 783-0470.

Pallets West - March2l-22, Las Vegas, Nv.; (800) 328-2403.

Store Fixturing & Visual Merchandising Shows - March 2224, McCormick Place, Chicago, Il.; (800) 638-6296.

National Hardwood Lumber Association - April 23-25,legislative conference, Washington, D.C.; (901) 377-1818.

American Hardware Manufacturers Association - March 2326, annual convention, Marriott Desert Springs Resort & Spa, Palm Desert, Ca.; (847\ 605-1025.

Lumber Association of California & Nevada - March 26, Legislative Day, Sacramento, Ca.; (916) 369-7501.

Hardware, Housewares & Ifome Improvement Trade ShowMarch 26-27, Anaheim Convention Center, Anaheim, Ca.; (203) 847-es99.

APRIL

Kitchen & Bath Industry Show - April 4-6, McCormick Place, Chicago, Il.; (800) 843-6522.

Forest Products Society - April 8-10, technical forum, Pullman, Wa.; (800) 942-4978.

Los Angeles Hardwood Lumberman's Club - April 10, golf & dinner, Anaheim Hills, Ca.; (213) 263-9361.

Lumber Association of California & Nevada - April 10, safetylforklift seminar, Fresno, Ca.; April 12, planning seminar, Embassy Suites, South San Francisco, Ca.; (916) 369-7501.

National Wood Flooring Association - April 10-12, annual qonvention, Opryland Hotel, Nashville, Tn.; (314) 391-5161.

Southwest Pine Association - April 10-12, goll Sheraton San Marcos Golf Resort, Chandler, Az.; (520) 338-411l.

West Coast Lumber Inspection Bureau - April 11, Red Lion Hotel-Lloyd Center, Portland, Or.; (503) 639-0(51.

Western Hardwood Association - April 11-15, annual meeting, Krystal Hotel, Puerto Vallarta, Mexico; (360) 834 5202.

Hoo-Hoo International - March 15, board meeting, Eugene, Or.; March 16-18, Jurisdiction III regional mini-conference, Seaside, Or.; (503) 283-0500.

From our own Redwood Forests, though our own sawmill, to the finished Redwood Products, such as these Redwood Fence Posts, you know you're getting the finest quality redwood available on the market today.

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Mountain States Lumber & Building Material Dealers Association recently held a strategic planning workshop, conducted by consultant Cheryl Bann, CL Bann & Associates, to develop strategies to move the association forward and increase member satisfaction.

Western Building Material Association had 109 attend its 28th annual Young Westerners Conference Jan. 1619 in Eugene, Or.

Natasha Edscorn, Weyerhaeuser Co., Tacoma, Wa., was elected YWC president, succeeding Bruce Abel, Don Abel Building Supply, Juneau, Ak. New v.p. is John Humphrey, Humphrey Lumber Co., Tacoma; sec./treas. Steve LaMarr, Builders Lumber, Kennewick, Wa., and new trustees Kamlin Hodgkiss, Belco,

Inc., Tualatin, Or., and Jeff Peterson, Western Wood Preserving, Sumner, Wa.

Lumber Association of California & Nevada will host its first Past President's Reunion June l-3 at the Quail Lodge, Carmel Valley, Ca. All past presidents of the Lumber Association of Southern California and the Lumber Merchants Association are invited to the reception, golf and evening of socializing and dinner.

The LACN calendar also includes a second quarter meeting March l8 at PrimeSource, Fairfield, Ca.; business succession planning meeting April 12 at the Embassy Suites, South San Franciso, Ca., and annual golf tournament to benefit the Bob Patterson Memorial Scholarship Fund June 13 at Dry Creek Golf Course, Gdt, Ca.

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Typically sold for its beauty, wood flooring also has been found tobe healthier than other coverings.

According to a recent EPA study, harmful pesticides commonly carried into homes on shoes or by pets are less likely to stick to wood floors.

"Wood floors are easy to keep clean and eliminate harmful residues," added National Wood Flooring Association's Jeff Buysse. "Wood doesn't harbor dust and micro-organisms."

Wood & Competitive Materials in Residential Buildings

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1985 1995 2000

U.S. DEMAND for wood and com- [ I Sotio wooA petitive materials in residential ffi buildings (including manufaclured [iiiiiiiii.iil Engineered Wood liHi5fl)'xli,[T'i33r1r[U 3"f ffi erasticvMerars/Etc.

lion sq. ft., forecasts the Freedonia Group. Virtually all gains will be attributable to engineered wood and non-wood alternatives, with engineered wood usage expected soon to surpass solid wood usage.

REDWOOD dealers can cut down on complaints and callbacks, suggests the California Redwood Association, by including the booklet ''Read Me! Handle Redwood Right" with every shipment. The 8-page, pocket-sized brochure, with sephrate versions for kiln-dried siding and air-seaoned rustic siding, covers the do's and don'ts of installation.

Although called Home Dcpots iind slltl'lctl hr ctnplor t'e : \\ e iu inJ thc tradernark orange aprons. the stores could dift'er drastically insidc. since, 1'or instancc. Chilean hornes use nore bricks and steel than wood.

As _ueneral manager of its Chilean opcrations. Home Depot hired Julio Campos. formerlv irn cxccutive for Sodimac, which doninates tlie Chilean homc improvement market r"'ith more than 40 stores up to 100,000 sq. ft. and featuring drivethru lumberyards.

Grossman's Bankruptcy Likely Despite Jeld-Wen Loan

Although a loan from one of its largest suppliers would allow Contractors' Warehouse's cashstrapped parent, Grossman's Inc., to continue operating, the chain will probably file Chapter I I bankruptcy anyway as the quickest way to repay creditors.

Grossman's recently signed a nonbinding letter of intent to exchange 5OVo of its outstanding stock for shortterm financing from millwork manufacturer Jeld-Wen. Inc. Jeld-Wen chairman Richard Wendt is Grossman's largest stockholder with a l2Vo stake.

The letter is predicated upon continued financing by Grossman's secured lender, Congress Financial Corp., and Grossman's and JeldWen's ability to convince creditors to accept discounted settlements in the form of 90 day notes and stock. During the term of the loan, suppliers selling goods to the company on credit would also receive a security position in its owned real estate. The convertible note for Jeld-Wen's loan would also be secured by a subordinated collateral position in Gross-

man's real estate.

A definite agreement is expected early this month.

The board has retained interim management and turnaround specialist Argus Management Corp., electing Argus president David J. Ferrari as president and c.e.o. of Grossman's Inc. Robert K. Swanson has resigned as c.e.o., but will continue as chairman of the board.

Thomas A. Ford was named exec. v.p. and chief operating officer, overseeing the operations of both of the company's divisions, Contractors' Warehouse and Mr. 2nd's Bargain Outlet. Ford, a company veteran of 23 years, was most recently president of Mr. 2nd's. Stanley G. Berman has resigned positions of president and c,o.o. of Grossman's Inc.

The company closed its 60 Grossman's yards in the Northeast last year.

L-P Keeps Alaska Mills Open

Louisiana-Pacific has reached an agreement for the federal government to provide timber that will keep its

two southeast Alaska sawmills operating for three more years.

The deal provides a timber supply of 300 million bd. ft. from the Tongass National Forest and settlement of all outstanding claims by L-P subsidiary Ketchikan Pulp Co. against the government for breaches of its long-term timber supply contract and Fifth Amendment takings.

The government is to pay KPC $135 million immediately and another $5 million in three years if the company meets certain requirements related to operating the mills.

Still, KPC's pulp mill is to be permanently closed this month.

Cabinets Keep Climbing

Cabinet sales for 1996 rose 8.2Vo over 1995, with stock cabinets up 7.5V0 and custom cabinets tp l2.9vo, the largest increase for custom cabinets since L987, according to the Kitchen Cabinet Manufacturers Association.

"Demographic trends supporting a strong remodeling market and low interest rates should sustain a steady demand for cabinets in 1997," forecasts KCMA exec. v.p. Dick Titus.

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I \l appealof genuineredwood I ! siding but there are a lot of imitators. PALCO's Rustic redwood siding combines the beauty of knotty redwood with an economical price. In real wood siding, each piece has a unique appearance with natural grain pattems. Real character shows through whether the siding has a natural look

or a more colorful finish. Customers notice the difference.

PALCO's Rustic redwood siding is surfaced dry so it lays flat and holds finishes better than other woods. A variety of pattems are available, like PALCO's Rustic rabbeted bevel siding. This extra-thick pattem creates strong horizontal shadow lines. The knot$, rustic texture underscores the warm natural appearance of the siding.

There's no need to compromise. You can offer your customers genuine redwood siding at a price that will keep them smiling.

Indie Copes With Warehouse Competitor

One key for independents to survive the arrival of a warehouse competitor is to identify areas where they hold the advantage.

When the operators of Pat & Mike's Builders Service, Medford, Or., heard an Eagle Hardware & Garden superstore was moving in down the street, they realized they would have to "readjust and refocus the business" to stay competitive.

The True Value store immediately lowered prices, tightened budgets, and began emphasizing the service that had been Pat & Mike's hallmark.

"We've always leaned toward service, so we just built from that," notes vice president Therese Paradis, whose father, Mike Fazio, opened the store 39 years ago. Services include free delivery, rekeying, screening, cutting and threading pipe, cutting wood to size, and providing how-to advice.

Another decision was to avoid direct competition. "We knew we couldn't go head-to-head with them," Paradis explains, pointing to Eagle's much larger advertising and promotional budget. "We watched Ernst try to battle it out by advertising the same

products as Eagle at the same time. We never did that. We knew better."

' So, Pat & Mike's took the opposite approach, directing their limited advertising dollars at promoting products Eagle wasn't.

As expected, the warehouse competition initially took a sizable toll on Pat & Mike's. Sales began falling l0Vo to l1%o. T\e staff had to be trimmed.

A few months have passed, and the business, now with 26 employees, again seems stable. And, Paradis promises, "we're here to stay."

Dickenson Lumber Solos lt

Don Dickenson is winding down the retail business at Dickenson Lumber & Hardware Co., La Habra, Ca., and trying to continue the door and window operation and larger commercial sales by himself.

After April l, Dickenson Lumber will produce doors and windows and sell building materials by the unit and pallet at least through the end of the year.

He will also add another buildins

on the five-acre property for his comrgated box company, Concept Packaging, which over the last three years has expanded to 21,000 of the industrial park's 88,000 sq. ft.

Dickenson, who with his brother in the 1960s took over the company his father founded in 1950, said his and his brother's children aren't interested in the lumber business. He loves it, but admits "with three Home Depots, a HomeBase and a Contractors Warehouse within a five-mile radius, it's no fun." Percustomer spending is down because, although consumers still come to him for advice on repairs or small projects, they visit his warehouse competitors for big ticket items.

Four years ago, Dickenson sold Saddleback Lumber, Lake Forest, Ca., to Barr Lumber.

RL's Big Book Directory

Packing listings of 8,541 forest products companies and 32,930 personnel into over 1,000 pages, the 1997 Random Lengths Big Book is now available.

The new l lth edition. with 8570 of its entries updated, is $185 plus shipping from Random Lengths.

Train Signals Store Opening

An eight-car, 100-ft. long "train" HPM Building Supply built itself was the main feature at the grand opening of its new Do-it Best store in Hilo, Hi.

The retailer assembled the Do-it Best Express as a parade float for the local Christmas parade two days later. HPM built 8-ft. high facades for the sides for the train's "passenger cars," which would carry waving employees, friends and children during the parade and kids at the grand opening. Each car's design centered around a cartoon animal and an HPM department, like a bear high-jumping over a stack of lumber or a dog skiing down a truss.

The company also sold advertising space on the cars to local vendors, raising $2,000 for the Hawaii Island United Way. After the parade, HPM hung some of the facades on its store roof and decorated them with Chrisr mas lights.

"We didn't want the float to be an HPM billboard going down the street, so we turned it into an opportunity to help United Wuy," said branch manager Rian Lau. "But we built a tremendous amount of name recognition for our new Do-it Best store."

"We need not sacrifice the integrity of God's creation at the altar of commercial timber production."

- Bruce Babbitt, Interior Secretary, responding to Republican plans to reduce National Forestfire Iuzards with selective logging

Eagle Prototype In ldaho?

Eagle Hardware & Garden is "very interested" in building its new prototype store in the Coeur d'Alene, Id., area.

The chain, which recently opened its 28th store in the Seattle, Wa., area, is considering several sites in Lake City that it might lease and construct a 95,000-sq. ft. building with attached 65,000-sq. ft. covered lumber yard.

Analysts speculate Eagle wants to expand into Coeur d'Alene by the end of the year to protect its North Idaho

market share from HomeBase, which expects to build this year in nearby Spokane, Wa.

West Show Adds Seminars

Two days of free seminars will be presented in conjunction with the Hardware, Housewares & Home Improvement Trade Show March 26-2j at the Anaheim Convention Center, Anaheim, Ca.

Stevan Fisher, Tile & Decorative Surfaces, will address "The Internet in Plain English;" Richard Lindsay, Midwest Fastener Corp., "The Business of Fasteners;" consultant Ken Gassman, "The Future of Retailing;" Nick Polus, Floor Covering Consumer Credit Association, "21st Century Challenge: Is Your Business Ready?;" Donn Ingemie, Homeowners Marketing Services, "Marketing Tips for Today's Retailers;" editor Don Longo, "10 Forces Reshaping the Retail Home Improvement Market;" Chet Chaffee, Ph.D., Scientific Certification Systems, "Making EcoLabeling Work For You," and Steve Breszczat, Triad Systems Corp., "Understanding Consumer Purchases at Retail."

Sirnplifg Your Life.

Pac-Bor'" lumber for Sill & Plate

Proven. Tested. fnspected.

How can Pac-BorrM lumber simplify your life? According to dealers, Pac-BorrM lumber and plSrwood has the best yardability of all waterborne treated woods. And since two inch or less Pac-BorrM lumber and plSruuood achieves near lOOTo penetration, there is no" need for field treatment of samm ends. Workers also need take no more precautions than they would when handlin$ untreated lumber. The active ingiredients are not listed under California's Prop. 65, so consumer warnings are unnecessary. And every charge of Pac-BorrM lumber and plywood is certified by an independent inspection company as havin$ reached penetration and retention standards. P1ease cail Pacific Wood Preserving at 8O5-853-O4eg (Calif.) or 530-466-780I (Arizona) for a broctrure and complete information packet.

Pec-BorrM lmber md pbmood has been treated witfr Tlln-bop@ wood preservative, m EPA registered boron based. wood preseryative from U,S. Boru, Inc. containin€i the aciive in€lredient' Disodim Octaborate Tetrahytuate (DOT). Tim-borru is a registered trademark of U.S. Boru. When proper retentioro are attained, it is m effect'ive wood preseryative a€aist rot md pests. Pm-BorrM tmber md pbruood is avall,able onbr though authorized de€l.ers and distributors of PaciJic Wood companies in Bahersfield, Catifomia md Eloy, Arizom.

DOT is listed uder Americm Wood Preservers'Association (AWPA) Sttrldild P5-96 for waterbome preservatives; the treetment of Southern yellow I'tne md Hem-fir luber is listed uder AVIPA Stancl,ard Cgl-95. T'he treatment of Southem Pine md Douglas fir pbmood is Usted uder AIypA gtmdard C9-96. The lntemationa.l Conference of Building Officia.ls (ICBO) Eva,luatton gervice, Inc. EvaJuation Report No. 48OgO describes the proseNative treatnent of Southern Plne, Hem-fir and Dougfas fir P&'BoprM luber md pbryood is effective and is avail,able at competitive prices. Circle No. 127 on p. lA

"Not only do our contractors Iike the appearance better, but the fast turnaround gives us better control of our irnrentoty."

(Pac-borrtrr lumber is dyed a bluish-gleen for easy identification.)

"Plastic Lumber" Protested

Several industry groups are working to persuade ASTM Committee D20 on Plastics against using the term "plastic lumber" to designate structural products that use a combination of plastic and wood fiber.

American Wood Council, among others, submitted negative votes and comments claiming the terminology will cause confusion and potentially dangerous situations in the marketplace.

AWC noted all definitions of the word "lumber" describe cut slices of timber or wood in board shapes, thus identifying a manufacturing process, finished shape and material. The proposed definition of "plastic lumber" is contradictory as to material and incorrect regarding manufacturing process, finished shape and cross-section.

Alternative terms suggested included "fiber-reinforced plastic boards." "resin-bound fiber structural boards," and "structural fiber-reinforced plastic board."

Siding Class Action Rejected

A federal judge in New Orleans, La., denied a request for class action certification by owners of homes and commercial buildings using Masonite hardboard siding.

Plaintiffs contend the products are inherently defective since moisture causes them to swell. rot and disintegrate, damaging the buildings. International Paper, which purchased Masonite in 1988, blames poor construction and design and construction techniques, not the products, for any moisture damage.

The judge attributed his ruling to varied types of products at issue and the varying circumstances under

which they were installed. Masonite siding was found to be defective by an Alabama state court jury in a nationwide class action last September.

Coastal Dropping Chino DG

Coastal Lumber Co. will close its Chino, Ca., distribution yard by the end of September, with Walter L. Ralston, Jr., selling mill direct shipments from a new office in Arcadia, Ca.

Headquartered in Weldon, N.C., Coastal opened the hardwood lumber products facility in 1985 on land adjacent to and leased from International Forest Products.

Although Ralston will continue representing Coastal's Northern, Appalachian and Southern mills, maintaining a West Coast warehouse had not been profitable the last two years.

Timber Sales Losing Money?

The Clinton Administration, echoing environmentalists' claims, says timber sales from national forests are not turning a profit, according to the Western Wood Products Association.

The White House, in classifying roads and payments to counties as an expense, now contends timber sales are merely a subsidy to the wood products industry.

Conversely, the Forest Service, which uses accepted, General Accounting Office-approved accounting principles, reports that over the last six years timber sales have netted a profit of $2.8 billion.

Additionally, a new American Forest & Paper Association study shows timber sales provide a 2.25 times greater economic contribution than recreation, fish and wildlife programs.

Andy Kice, ex-Capital Lumber Co., is in charge of LCL and direct sales in Southern California for Diablo Timber Co., Orange, Ca.

Keith Matheney has been named v.p.sales & mktg. for Louisiana-Pacific, Portland, Or.

Arturo Fuentes is the new mill foreman at Peterman Lumber, Inc., Fontana, Ca.

Steve LaValley, ex-Georgia-Pacific, Denver, Co., is new to sales at Plateau Forest Products, Bend, Or.

Dean Linton has been promoted to distribution center mgr. of PrimeSource, Seattle, Wa., succeeding John Patterson, who is now DC mgr. of the newly acquired Los Angeles, Ca., facility. Paul Redwood has been promoted to sales & mktg. mgr. for pneumatics, replacing Brad Strosahl, who is the new DC mgr. in Cincinnati, Oh.

Dwight O'Donnell is the new president of SierraPine, Ltd., Rocklin, Ca.

Dan Lusby is now specializing in cedar fencing at Skookum Lumber, Shelton, Wa.

Henry Ragin has been named v.p.-merchandising for kitchen, fashion plumbing and decor at HomeBase, Irvine, Ca.

Mark Longfellow has been promoted to interior products sales mgr. at James Hardie Building Products, Mission Viejo, Ca.

Walter Minnick, ex-president and ceo of Trus Joist Intemational, Boise, Id., and David Emerson, president and ceo of the Vancouver Airport Authority, have been nominated as new directors of MacMillan Bloedel. Paul Douglas, Adam Zimmerman and Ray Smith are retiring from the board.

Bruce Garrett, ex-Georgia-Pacific, is now mgr. of the new distribution yard for Pacific Lumber & Shipping Co. in Vallejo, Ca.

Larry Rogers, ex-84 Lumber Co., is a new inside sales rep for Landmark Building Products, San Bernardino, Ca., covering Central and Northern California. Connie Sue Short, exGeorgia-Pacific and Unity Forest Products, will handle inside sales for Southern California. Steve King recently retumed from a sales & mktg. trip to Las Vegas, Nv., where he promoted Thermo-Ply sheathing and Maxi-Plank siding lines.

Frank Tidwell has retired as v.p. at California Truss Co., Perris, Ca.

Tom Jones, a Stockton Wholesale Lumber Co., Stockton, Ca., truck driver for 19 years, has retired after nearly 40 years in the industry in trucking and sales.

Philip J. Brandi has been named president and c.o.o. of the National Housewares Manufacturers Association, succeeding Thomas P. Conley, who had headed the organization since 1990.

Sean McCartney is now mgr.-international trade activities for the American Hardware Manufacturers Association.

Dr. Dieter Japs has been appointed to the board of management at Michael Weinig AG.

David R. Irion has been appointed dealer sales mgr. at Canyon Creek Cabinet Co., Woodinville, Wa.

El

Patrick George Waldron Hunter Hammann Waldron Forest Products

Jan Edwardsen, ex-Georgia-Pacific, is new to the wood products commodity department at Boise Cascade's Building Material Division, Phoenix, Az.

Scott Stanford has been promoted to president of Advantage Business Computer Systems. Gregory Matatall is now ceo.

Glen Magnuson, formerly sales mgr. at Weyerhaeuser's Beaverton, Or., distribution center, has joined Fullmer Lumber's Donald, Or., sales staff, selling industrial products throughout the West Coast.

William J. Blackmore has been appointed radiata pine product mgr. at Snavely Thames, San Francisco, Ca. He recently won a silver medal as the New Zealand rep in the World Championship Triathlon.

Corrinne Riley is now sales assistant for Redhill Forest Products, Hayden Lake, Id.

Ron Eilbert is now branch mgr. at Albuquerque Door Co., Albuquerque, N.M., a division of Cameron Ashley Building Products, Dallas, Tx. Joe Ilahn, founder and former owner of Albuquerque Door, will retire May l.

Graham Wood has been named v.p.finance and c.f.o. at Software Solutions, Inc.

Greg Gumbel, NBC sportscaster, will give the keynote address June 19 at the 1997 Western Building Show (PCBC) in Sacramento, Ca.

Stan Majorowski has been promoted to sales mgr.-machinery products at Darant Distributing Corp., Denver, Co. Drew Grant is covering central and westem Colorado sales.

Mark B. Gramelspacher has joined the senior management team of BlueBird International, Inc., Englewood, Co.

Ben Putnam is new to ABTco, as customer service mgr.

Gray Reynolds, deputy chief for the National Forest System, agreed to retire Feb. 28 after 35 years with the agency at the request of recently appointed chief Mike Dombeck. Mark Reimers, deputy chief-programs and legislation, also agreed to retire after 37 years.

John Dilly has been appointed mgr.-commodity wood products for GeorgiaPacifi c's distribution division, Atlanta.

Ed LeBlanc, ex-Macklanburg-Duncan, has joined Regent Lighting as pres. and ceo.

Frank Stewart has resigned as mgr. of state govemment affairs and environmental communications coordinator for the Southem Forest Products Association to join the American Forest & Paper Association as media director.

Jan Bradshaw is now administrative assistant for Architectural Woodwork Institute.

Mary Withrich has been promoted to distributor communications mgr. for Wayne-Dalton Corp.

Steve Byers has been named v.p. for Sears Hardware Stores, which has moved to Orchard Supply Hardware's San Jose, Ca., Hq. Andy Wetmore, Sears' director of hardware store operations, replaces Byers as v.p. in charge of integrating Orchard into Sears. Orchard executives retaining posts with Sears Hardware include: Bill Evans, now v.p. and general merchandise manager; Bill Collard, mgr.-distribution; Joe DiRocco, v.p.-mktg.; Steve llillberg, c.f.o.; Ron Stahl, v.p.real estate, construction & planning, and Jerry lhompson, director of loss prevention.

Mark S. Arnold has been appointed v.p. and controller-plumbing and specialty products international at Kohler Co.

Richard C. Russell has been promoted to assistant treas./general credit mgr. at The Celotex Corp. IIeIen Gonzalez is the new mgr. of communications.

Robert D. Bohan was named c.o.o. of Duo-Fast Corp. Mchael P. Flannery is the new v.p.-mktgfor the U.S.

Robert I. Baker has been promoted to ceo of The Chamberlain Group, Inc.

Richard G. McCall has been named national sales mgr. for King Safety Products' electrical division.

Emma Nems is now servicing the candy machine at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Frantic Last Days At Ernst Home Centers

During the final days of January, Ernst Home Centers closed its final stores. with reactions sometimes emotional and sometimes explosive.

"This is it," said Brent Robbins, who for two years managed Ernst's Sequim, Wa., store. "Final day. This is hard for me. This is the end of a I 03-year-old company."

But by the last hours, most of the employees were gone. A liquidation crew oversaw the final moments, progressively marking down and taping off the remaining merchandise into a smaller and smaller section of each store.

Bargain hunters, many who traveled from Ernst closing to Ernst closing, waited with baskets filled with assorted plumbing and electrical parts, for stores to give the final call to lower the 90%o-off sale to $25-abasket.

Things went fast in Olympia, Wa. The Gig Harbor, Wa., store opened at 9 a.m. and closed by 10 a.m., but not without a little shoving. Fighting and punching broke out at Port Orchard, Wa.

In Sequim, the final crowd of about 100 minded its manners. wait-

waiting for Ersnt to give one more last call.

At least one location will continue as a hardware store. Stan Jensen, formerly of Jensen Distribution, Ernst's biggest supplier, has taken over the lease at the Lincoln Heights (Spokane), Wa., unit and will reopen it next month as Heights Home Center and Nursery.

He resigns as senior vice president for national accounts after 28 vears with Jensen Distribution. where his brother, Mike, is president.

Ernst's Best On Their Own

Bankrupt Ernst Home Centers' top cabinet salesmen, who similarly suffered five years earlier through Pay'n Pak's bankruptcy, have taken matters into their own hands.

Turning down offers from other chain stores, Roger Bucholtz and sonin-law Glenn Stump have opened their own business, The Kitchen Specialists, to pick up where they left off at Ernst's now shuttered Longview, Wa., store.

"We did between $500,000 and $600,000 in business out of that cabi-

net department a year, so we really made money for them," said Bucholtz, who points to sales awards Ernst gave them.

With the permission of Ernst, they took the store's client list for referrals and set up an office in Bucholtz's Cathlamet, Wa., home in midDecember. Just as at Ernst and Pav'n Pak, their strategy is to travel anywhere in western Washington or Oregon to design and sell semi-custom kitchen cabinets.

They hope eventually to open a retail location in Longview, but first want to get established. "I don't have a guaranteed paycheck, but I have less stress now than when I was working for the chains," Bucholtz explained.

Photogenic Finish Performance Coatings Inc.

is searching for pictures of wood projects treated by its Penofin finishes for a photography contest.

Photos may be featured in Penofin ads, brochures and on its Web site. and finalists can win an airless paint sprayer, camera with a photographic scanner or $500 cash. Deadline is Julv 31.

Remodeling Grows SteadilY

The remodeling market will grow steadily over the next 10 years as the annual dollar volume spent on maintenance and imProvements to existing homes and aPartments is exDected to tise 5Vo annuallY'

"By the Year 2005, the remodeling market will reach about $180 billion"' said National Association of Home Builders executive vice president Kent Colton. "It is expected to surpass new construction after 2005'" ile said remodeling activity climbed 570 from 1995's $112.6 billion to $118.6 billion in 1996.

Two trends have Persisted since the start of the decade which continue to add to the industry's steady growth, but run counter to the market forces prevailing in the 1980s' First, the market share of improvements (addidons. alterations and major replacements) has been rising, ftom 52Vo in 1990 to 64Vo in 1995. Second, growth in total remodeling expenditures since l99l can be traced to activity in owner-occupied properties.

Mowers, Tillers To Rebound

Relatively small increases forecast for outdoor power equipment in 1997 won't reverse last Year's large declines in all categories, according to the Outdoor Power EquiPment Institute.

In 1997, walk-behind mowers are expected to grow 3.3Vo to 5.533 million units; front engine lawn tractors to rise 5.2Vo to 1.182 million units; riding garden tractors to gain 3.9Vo to 201,500 units, and walk-behind tillers to climb 2.2Vo to 322,866 units. Rear engine riders should fall 8.9Vo to 1 18,400 units.

Slightly better sales are forecast for all categories in 1998. Overall sales fell nearly l7%o in1996.

Wood Makes Fitter Floors

Typically sold for its beauty, wood flooring also has been found to be heahhier than other coverings.

According to a recent EPA study, harmful pesticides commonly carried into homes on shoes or by pets are less likely to stick to wood floors.

"Wood floors are easy to keep clean and eliminate harmful residues." added National Wood Flooring Association's Jeff Buysse. "Wood doesn't harbor dust and micro-organisms."

FOR DOMESTIC SALES CALL:

Jerry Long. Michael Parrella, Lynn Bethurum

Janet Parrella, Pete Ulloa, Bruce Keith, Matt Petersen, Jim Lawson, Steven Franze.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel. Oscar Portillo.

NVDW PR@DUCTS a;n;d

selected

sc,Ies aid^s

Snip Softly

An ergonomically designed pruner from Fiskars Inc. reduces wrist fatigue by allowing branches to be pruned without bending the wrist.

The Power Lever Pro pruner, with a 5/8" cutting diameter, has a looped lower handle that protects knuckles when working in rough foliage and

Waterproof Wood Glue

A waterproof wood glue from Loctite Corp. resists prolonged exposure to moisture.

Wood Wizard foams when it dries, reportedly expanding to cover three to four times more area than comparable glues. It dries to a neutral color, bonds in l-2 hours and cures in 24 hours.

Circle No. 303

Fastener-Friendly Wrenches

That's A Wrap

A security wrap from Alpha Enterprises, Inc. conceals EAS labels from tampering and enables retailers to display high-ticket merchandise outside of locked cases.

Made with tough polymer lock and ratchet components and steel cable, Universal Wrap prevents access to package contents and comes in three adjustable sizes to fit a variety of carton sizes and shapes.

Circle No. 305

Earth Friendly Flooring

A cast marble tile with recycled bits of colorful plastic cut into random-size pieces is new from PermaGrain Products, Inc.

allows the user to keep the pruner in hand when gathering branches. The handles have soft cushion grips for a sure hold in wet conditions.

Circle No. 301

Bed Side Storage

An onboard pickup truck storage system has been introduced by Innovative Truck Storaee. Inc.

A line of wrenches from Truecraft features mirror polishing and triple chrome plating, and is reportedly cbrrosion resistant and easy to clean.

Truec.raft 2000 Combination wrenches provide l57o to 2OVo more turning power without rounding the fastener because they drive the sides of the hex, instead of the comers. The wrenches' box end-design is reportedly 57o to 107o stronger-than cbnventional I 2-pt.-drive design.

The SAE and metric wrenches range from 114" to l-l/4" and 7 mm to 32 mm. The SAE wrenches come in7-, I l-, l3-piece sets and the metric in 7-, l0- and 14-piece sets.

Circle No. 304

On The Siding Line

Made of marble too small or of insufficient qualitv to be used as dimensional sione. Splash! is available in white or sofi black in 3/8" gauge on a l2"xl2" format with a polished finish.

Circle No. 306

Hidden by a nearly seamless, broad side-opening hatch, Hide N Side easily swings outward with gas shock lifts, exposing nearly l5 cu.-ft. of built-in racks and panels on each side of the pickup bed. It adapts to both domestic and imported l/2-,3/4and l-ton pickup rrucks.

Circle No. 302

Woodgrain textures, exposures and factory priming have been added to James Hardie Buildins Products' Hardiplank fiber-cement iiding line. The CedarMill woodsrain texture has a knotless pattern th-at is offered in all widths. The new 6-l/4" and 81/4" sidings reportedly make installation faster and easier by creating 5" and 7" exposures.

Circle No. 307

Accounting Basics

An upgrade of RealWorld Corp.'s accounting software has been released.

Designed to enable users to mix and match their operating environments, Version 4.0 includes improved audit trails. user ID assignment to batch entry, support of 256-color bitmaps, new and improved reports, and a new reporter and analysis program.

Circle No. 308

Walk-Behind Weeder

A hand-held string trimmer from Troy-Bilt has the rugged power of a walk-behind mower.

The heighradjustable cutting head of the Troy-Bilt Trimmer/Mower follows the contour of the ground to avoid unnecessary scalping of flowers and trees.

enables customers to produce more than 500 storm designs from different door components. Components that can be mixed and matched include three storm door frames (full view, mid view and high view) in several colors; six beveled and brass-inlay glass designs, and six styles of solidor antique-brass doorknobs, and two

Bug-Proof Lamps

An outdoor, oil lamp that repelsinsects is new from Outdoor Lamp Co. For use as a tabletop accessoryora clip-on attachment, the clip-on Bug

Off lamp attaches to a patio table umbrella pole. Both models use replaceable insect repellent canisters that burn up to 25 hours.

Circle N0.313

Jet Setter

optional deadbolt locks.

The program features point-of-purchase displays, information panels and brochures on designing the doors.

Circle No. 311

Rough Cedar-Like Siding

A new vinyl siding that resembles rough sawn cedar is new from Mastic.

A whirlpool bath, shower enclosure and steam bath in one design is new from Jacttzzi Whirlpool Bath.

Designed to deliver three times more power than an ordinary handheld trimmer, it has a nylon cutting cord that is double the thickness of standard cutting string.

Circle N0.309

Tied In Knots

A wood decking connector has been introduced by Trinity Manufacturing Co., Inc.

Designed to provide an internal mechanism for connecting wood structural members, the Trinity T-Tie can be retightened when loosening occurs.

Circle No. 310

Storms On The Horizon

An in-store program that enables retail customers to design their own storm doors is available from Larson Manufacturing Co.

The Designer Door program

Carvedwood is reportedly easy to install. Made with Duranyl II, it has more strength and weather resistance.

Circle No. 312

Featuring armrests and an optional cushioned headrest, the J-Steam Tower has four jets, while the 6-ft. model has four jets and two neck jets. The overhead shower, with eight settings, is height adjustable.

Circle No. 314

Firestopped ln lts Tracks

A high-performance firestop sealant has been introduced by Hilti Inc.

Designed to impede fire, smoke and water through fire-rated floors and walls, FS-ONE Firestop Sealant can reportedly be used in more than

957o of all typical firestopping applicatrons.

Also available are FS-Fire Blocks for firestopping sizeable openings. The foam blocks can be friction fitted or cut to fit large openings around cable trays. cable bundles or piping.

Circle No. 315

Closed For Good

An automatic slidine door system from Smartly Done Inn-ovations automatically closes the door after it has

Stripped Clean

An air-powered roof stripper has been introduced by Dike Corp. The Eliminator is a pneumatic tool that has a trigger actuated lift plate that fits under shingles and pops both the shingles and nails off in one step. Weighing l3 lbs., it reportedly can remove up to five roof layers at once, cutting stripping time nearly in half.

been opened. Designed to prevent bugs from entering the home and lower energy costs, the Glide-Along is reportedly easy to install and is available in white.

Circle N0.316

Fold-Away Work Center

A fold-away work center from Flambeau Products is a wall-mounted unit that hangs on 16" studs indoors or outdoors.

When unfolded, Work Center Fold has 24"x48" of work surface. It has two adjustable clamps and a tool rack/credenza for tools and accessories.

Circle N0.317

Circle N0.318

Custom Bits

Four job-specific lines of screwdriving accessories to increase tool life and performance have been introduced by Vermont American Tool Co.

SPA-N-DECK

TCR 606 EXTERIOR WOOD FINISH

Technological breakthrough. o Environmentally safe'

. Protects exterior wood up to 5 years. ' Water based'

. Beautiful semi-transparent finish retains the grain's natural integrity. o Withstands extreme environments'

. May be applied directly to New Pressure Treated wood when prepared with Tropitech Wood Surface Prep-no weattrering time required. ' Available in white, natural, weathered gray, redwood, sedona & custom colors'

. For decks, docks, spas, sidings, shingles, fences, etc'

TnOPlrEGH

COATINGS & RESEARCH, INC.

3706 Mercantile Ave. ' Naples, Florida 34104

o4rl4s6-L99L. (8oo) s33-832s

MANUS 9a".1*NON.SLIP SAFETY PAINT

For steel studs, non-magnetic nutsetters prevent metal shaving build-up and rounding on hex-head, self-tapoins screws. TheY are also ideal lor llui'tinum, stainless steel, painted or plastic fasteners. A spring nib feature holds screws more firmlY than magnetic drivers.

Special masonry, drYwall and decking/subflooring bits are designed to absorb torque peaks caused by driving screws where unknown hardness factors exist.

They have a reduced size shank that is more ductile than the tiP' absorbing more shock, and for less tip breakage and guiding the bit to the screw head to prevent drYwall damage.

- Selected products come in clear 25 packs, and a three-Piece steel stud nutsetter set is carded in a reusable case.

Circle N0.319

Professional Drywall TaPe

A strong backing drYwall taPe available from CCX Fiberglass Products is designed not to shrink, and eliminates the need for prepasting or stapling.

WallSpan comes in white or Yellow 2"-wide and2-112"-wide rolls. It is available in lengths of 36', 50', 75', 150', 300' and 500'packaged or in bulk rolls.

Circle No, 320

Prevent slip & falls ' 100% acrylic latex formula offers a flexible' quick drying paint that withstands heavy traffic, will not crack or powder, cleans uo with ease, and eliminates {ire hazards and toxic odors. ldeal lor wood, concrete, aluminum, fiberglass or primed steel surfaces' MANUS COATINGS & RESEARCH CO.

3706 Mercantile Ave. ' Naples, FL 34104 ' (800) 326'2687

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Fire-Safe Storage

A fire-resistant chest from Sentry Group provides safe storage of electronic media.

The Fire-Safe media chest fits in a desk or file drawer, yet holds up to 60 3-112" diskettes, 30 5-l/4" diskettes, 20 3-l/2" data cartridges, or four 5" and 6" data cartridges.

Users can remove the pull-out disk/cartridge organizer for desktop use, then lock the disks or cartridses away in the chest.

Circle No. 321

Cool, Man, Cool

A heavy duty air conditioning unit is new from Inter-City Products

With SEER ratings in the 10.05+ range, the l-ll2-ton through 5-ton Comfortmaker FB Series units have new plug-in compressors.

The units also feature a top discharge condenser fan design, coated inlet grille that resists corrosion and

P.0. Box 4397, Phoenix, AZ 85030 FAX 602-258-7581 (800) 524-6255 (602) 252-4961

protects coil fins, condenser coil made of long-lasting copper tubing with aluminum fins, low sound levels, and a special weather resistant triple-step paint process.

Circle No. 322

Forceful Rotary Hammer Drill

Hilti Inc. has developed a new rotary hammer drill that reportedly lasts 507o longer and with a 5/16" bit drills 10% faster than comparable drills.

The TE I rotary hammer drill features a variable speed switch and an optional concrete/block drilling range of 3/16" to 5/16" with a total ranse in concrete up to 3/4".

Circle N0.323

Totally Frosted, Dude!

A new frosted block window with a decorative wave pattern has been introduced bv Hv-Lite Block Windows.

Constructed of lightweight acrylic blocks with frosting on one side, the 600/800 series windows are reportedly 75Vo lighter and 35Vo more energy efficient than installed glass block.

Circle No.324

Serving Arizona & Las Vegas

Double-Duty Garage Alarm

A low-cost garage alarm sYstem bY Tekxon, Inc. is designed with two high-powered alarms that are triggered if an entrapped obstacle or malfunction prevents the door from closmg.

Circle No. 325

Store Security By ComPuter

A live digital video camera from Marshall Electronics, Inc. Plugs directly into standard commercial telephone lines for remote viewing and storing of color or b&w video pictures on any PC.

The SecureCam I enables store owners and managers to monitor their operations from remote locations. Users can freeze the picture to hold a full screen, high-resolution, 640x480, 24-bit color image on the screen. The camera can work up to 250 ft. from

the ohone line and features electronic zoom itr/out, pan and tilt controls.

At the remote location, onlY the camera and a standard telephone line are needed. At the monitoring site, a PC running Microsoft Windows and a modem are required to view and save the images. Circle

Revolutionary Corner Backer

A builder installed fastener for supporting interior dry- wall corners is new from The Millennirim Gr6up, Inc.

_ Designed to replace traditional wood backings, the Nailer is attached at the end of the framing stage using pneumatic, hand-held, or electric staple guns.-

. Its,textured surface prevents skating, so screws zip right into the plastic tab. Once both surfaces are drywalled, lhe backer is covered, facilitating taping.

Made of recycled plastic, it reduces corner cracking, and eliminates separation due to truss uplift.

Circle No, 327

Movers And Shakers

A pin shelf with shaker pegs and a door for storing small objects is available from S&S Wood Specialties"

The mitten boxes, available in a 7"x24i' 4-peg and a 7"x18" 2-peg model, are shrink-wrapped for pegboard use.

Circle N0.328

SWANEZE

Highest quality nalls for cedar, redwood and other fine wood malerials.

r Slender shank and blunt diamond ooint Diamond pattern head blends with wood texture Small head diameter permits face nailing and blind nailing r Annular ring threads oreclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

o Self-counter sinking bugle and trim heads

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

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

INFORMAL gathering of Hoo-Hoo members from the San Francisco East Bay area met in Oakland, Ca., recently for lunch at Francesco's Restaurant: (1) Manuel Lavrador. (2) Dwight Cunan, Guy Laverty. (3) Kevin Fogarty. (4) Jim Harrison, Ted French. (5) GarY Haaoenson. Jim Lewman. (6) Tom Richert, Ratitr goshion, Claudia Cbi,van. (7) Joe Casella. (8) Brent Crosby. Hoo-Hoo Intemational is a fraternity for lumber people.

Depot May Garry Appliances

As part of a broad review of what it sells, Home Depot is contemplating stocking a wide range of appliances, including refrigerators, washers and dryers at its stores.

The chain has enlisted Don Galloway, a former executive of appliance and furniture retailer Roberds Inc., to investigate product lines, speak with manufacturers and negotiate prices.

A decision on appliances reportedly is months away.

Currently Depot stores carry a very limited line of ovens, dishwashers and refrigerators for customers remodeling kitchens. Its upscale Expo locations stock a larger assorfinent.

The five faces of meranti

rnHE five groups of meranti are I. dark red, balau, light red, white and yellow, all belonging to the genus Shorea, which contains nearly 200 species originating from Southeast Asia. The species are grouped by heartwood color and weight.

The four groups, excluding balau, compare favorably to oak in strength

Story at a Glance

Five meranti groups based on heartwood color and weight ... uses include flooring, construction, furniture.

and shrinkage properties and are used for general construction, flooring, vats, furniture, cabinetwork, and joinery.

All meranti species, which have a coarser texture than African or American mahoganies, have resin canals with white deposits that occur in concentric lines on end surfaces of the wood. However, the wood is not resinous.

D^c,nx RED MERANTI

Synonymous with dark red serava of Borneo and very similar to dark red Philippine mahogany, dark red meranti, also called tanguile, is the combination of primarily S. curtisii and S. pauciflora. However. wood of similar weight, color and structure of other species of Shorea may be classified under this

genus name.

The heartwood is dark red-brown, weathering to an even darker shade. The sapwood is well defined and susceptible to drywood termites.

It is a moderately hard and heavy wood suitable for general construction, interior fittings and furniture. It is not durable under tropical conditions and is difficult to treat with preservatives. It is easy to work and seasons quickly.

The interlocked grain has a strip figure, and the texture is coarse and even. The wood is not resinous and lacks luster.

MBru.Ntr BN,.q.u

Even though balau, produced by S. rugosa (var. uliginosa), is similar to dark red meranti in nearly all respects, it has been singled out as a species because it is more susceptible to seasoning degrade.

Balau, also called selangan batu, is primarily used for flooring, boat frames and heavy construction.

Lrcnr RED MERANTI

A combination of several species Shorea: (5. acuminata, S. leprosula, S. macroptera and S. parvifolia), light red meranti, also called bagtikan or white lauan, is essentially a cabinet and decorative purpose wood. but it has been used for all construction purposes because of its abundance in Malaya. The sapwood is well defined and the heartwood ranges from pale pink to red-

brown. The surface is fairlv

lustrous and the grain is interlocked with a stripe figure.

A moderately hard and heavy wood, it is easy io work and seasons quickly without degrade. The wood is not durable for external uses and does not absorb preservatives. Fairly common defects are "shot holes," areas of dead Ambrosia beetles that attacked the living tree, and brittle-heart. The sapwood is susceptible to drywood termite attack.

Wnrre MERANTT

Similar to north Borneo melapi, it is the product of S. bracteolatq and S. hypochra. It is a moderately hard and heavy general utility wood that is durable, and seasons and preserves well. It does not machine easily because ofits high silica content.

The heartwood is almost white when freshly cut, weathering to a yellow-brown. Sapwood is moderately well defined. The texture is moderately coarse and even, and the grain is wavy or interlocked, producing a faint stripe figure.

YBr,r,ow MERANTT

Yellow meranti is the product of several species belonging to the Richetia group: S. faguetiana and S. resina-nigra.

The sapwood is well defined. The heartwood varies from light yellowbrown to a slightly darker shade of yellow-brown, sometimes with a greenish hue. The texture is even and moderately coarse and the surface is not lustrous. The interlocked grain has a faint stripe figure.

Similar to yellow seraya of Borneo and Philippine yellow lauan, it is a moderately hard and moderately heavy general utility wood.

Yellow meranti is a non-durable wood that preserves well. It seasons quickly without degrade and is easily worked.

OBITUAR[tsS

Earl Woods Maple, '79, cofounder of Maple Bros. Mouldings, Whittier, Ca., died of lung cancer Feb. 7 in Balboa, Ca.

A native of Whittier, he served in the U.S. Air Force during WWII, flying 40 combat missions over Germany.

ln 1947, he and his brother started Maple Bros. Mouldings, moving the company to Brea and then Chino, Ca., before selling it to Orepac in 1992. Mr. Maple retired in 1992.

Kenneth W. Ford, 88, founder and ceo of Roseburg Forest Products, Roseburg, Or., died Feb.8 in Roseburg. Ford remained active in the company until his death.

In 1936 he started Roseburg Lumber Co. with a small Roseburg sawmill, moving the company to Dillard, Or., in 1946. After building the sawmill and acquiring various timberlands, the company built its first plywood mill in 1952.In 1970 the company built the world's largest plywood plant in Riddle, Or., and in 1972, built a second particleboard line. In 1985, the firm purchased Kimberly-Clark holdings in Northern California, and additional holdings in 1988.

In 1992, part of the company's California timberlands were sold. and in 1996, Roseburg acquired 215,000 acres of International Paper's Oregon timberlands.

Herman Hudgeons, 72, former owner of Sunlight Enterprises, Lubbock, Tx., died Jan. 18 in Queen Valley, Az.

In 1980, he sold Sunlight to Capital Lumber Co., Phoenix, Az., and retired.

Warren Sellstrom, 82, owner of Elwood Manufacturing Co., El Monte, Ca., died Feb.22 in Laguna Hills, Ca.

He operated Elwood Manufacturing from the late 1960s until the mid1980s, when he sold the company and retired.

Palco Pressured To Swap

Pacific Lumber Co. has been warned by a major shareholder that harvesting the Headwaters Forest in Northern California would have dire fi nancial consequences.

In a letter to Charles Hurwitz, chairman of Palco parent company Maxxam, Inc., California Public

Employee's Retirement System head James Burton argued that logging the old growth forest would cause a public and legislative outcry which would "significantly harm the long-term value of Maxxam."

Palco had no immediate response to the letter.

Calpers, the nation's biggest and perhaps most influential public pension fund, itself is being pressured by several public employees' unions to sell its millions of dollars worth of Maxxam shares if the company won't swap the Headwaters with the federal government to settle several pending and unrelated civil actions.

In October. Palco and federal officials announced an agreement to trade 7.500 acres in the Headwaters Forest for federal land, but recently Maxxam has rejected as inadequate the government's specific proposals.

you enioy tolking lumber wath people who know how il's produc€d, where it's produced, ond who produces il, coll us. We hove over | 75 yeorsr experience ot your disposol.

LUMBER BUYERS: Our client, a major nationwide wholesaler, has several opportunities for experienced mill direct buyers. Prrefer successful background in spruce, plywood, OSB or SYP/treated. Pennsylvania based. Competitive salary, bonus, rclocation package. For confidential consideration, mail resume to Hartman &Co.,976 Foothill Blvd., Ste. 380, Claremont, CA. 9l7ll. Or FAX to 909-5961/i/i2.

PAN PACIFIC Forest Products, a growth company celebrating its l0th anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Or.97709, Attention: Sales Manager, or call Ron Hanson, (800) 77G8131.

Twenty-five (25) words for $23. Each additional word7}Q. phone number counts as one word. Address counts as six words. Headlines and centercd copy ea. line, $6. Box numbers and special borden, $6 ea. Col. inch rate: $45 carpra-ready, $55 ifwe set the type. Names of advertisen using a box number cannot be released. Address replies to box number shown in ad in care of rhe Merchant Magazine, 45fi) campus Dr., suite 4E0, Newport Beach, ca.92660. Make checks payable to The Merchant Magazine. Mail copy to above address, FAX to 7l+852-v231 or call (714) 852-1990. Deadline for copy is the 25th ofthe month.

PAYMEI\Ir MUsr AccoMPAI{Y coPY unless you have established crcdit with us.

INDUSTRIAL SALES POSITION: North American company with NW operation is looking for the right person tojoin reoently expanded operation. This travel position works with both Distribution and OEM's. Candidate will have 4+ years in industrial sales. Territory management must be demonsnated, showing both volume and margin growth. Good prcsentation abilities and verbal adeptness with solid analytical competence. Reply to Box 668, c/o The Merchant Magazine, 4500 Carnpus Dr., Ste. 480, Newporr Beach, Ca. 9266f,-1872.

TRAILBLAZER

kwis & Clark discovered Idaho and Montana with its fresh air, space and flyfishing. Millriver Architectural Hardwoods, distributor of The Premium Series ofhardwood rnouldings, is seeking a trail blazer to sell and expand our territory. Salary plus liberal commission. Resumes only, c/o Millriver Architectural Hardwoods, l1313 Government Way, Hayden, Id. 83835.

Redwood Empire, a softwood lumber manufacturer and distributor, has career opportunities for experienced, career-oriented individuals.

Positions are available for the following: Sales/lVlarketing Management, Lumber Buyers, Wholesale Traders and Distribution Sales Representatiyes. Relocation may be necessary. Positions are available in Northern and Southern California.

Experienced pemonnel are preferred, but highly motivated trainees will be considered.

Conpetitive salary, incentive program and benefits. Submit resume and salarv historv in confidence to:

Human Resources

Redwood Empire P.O. Box 1300 Morgan Hill, Ca. 95038

WHEN COR. RESPONDING with The Merchant Magazine, please include .your full ninedigit zip code ("Zip + 4") to ensure prompter response and help us comply with new postal regulations.

SPECIALTY LAMINATED panel salesperson(s) wanted. Tri-State Laminating Co. is looking for additional experienced laminated panel salesperson(s) to work out of our new production facility in Ontario, Ca. Inside and outside positions available. Be a part of our fast growing company. Excellent compensation and benefits plan. Contact Kevin Letson or Randv Nelson, (909) 947 -2727, FAX gW-947 -3tt3.

PANEL BTIYER

Northem California Distribution Center is looking for an experienced panel products sales manager. Minimum 5 years in distribution sales and college degree requir,ed. Send resume to: L-P Corp., P.O. Box 1017, Rocklin, Ca. 95677.

LUMBER TRADER: Rain Forest Lumber Co. (RFL) is seeking experienced specialty traders for ground floor opportunity. Prefer Syp, cedar, redwood or hardwood experience, but not mandatory. Generous commission schedule and benefits; relocation reimbursement for right candidates. Mail resume to RFL, p.O. Box 361, Lake Oswego, Or.97034, or call Dan Rice ai (800) 547-1929 or (503) 684-U74.

OUTSIDE SALESPERSON(S) WANTED.

Landmark Building Products is looking for experienced outside salesperson(s) in the Los Angeles/San Fernando Valley/Orange County, Ca., area. Be a part of our growing company. Excellent compensation and benefits plan. Multiple locations-Complete milling facilities-Rail lines-Many product lines. Lance Duke, (909) 888-6747. FAX 909-885-5778.

SAROYAN LUMBER CO., California's leading manufacturer and wholesaler of hardwood lumber and millwork, seeks aggressive, selfmotivated sales representatives for Northern California, Southern California and Nevada territories. With unparalleled sales support and earning potential, both outside and inside positions are available. For confidential consideration, contact Perry Makins, (800) 624-9309.

SOFTWOOD/HARDWOOD SALESPERSON:

Nickerson Lumber and Plywood has a sales position available for an experienced softwood and hardwood salesperson. Great commission and benefit package. Come and join our team. Please fax your resume to 818-982-9257. Attention Robert Lopez.

INSIDE SALESPERSON(S) WANTED:

Landmark Building Products is looking for experienced inside salesperson(s) to work out of our local office. Customer following preferred. Be part of our growing company. Excellent compensation and benefits program. Seven warehouse locations-All rail linesMany product lines. Contact Lance Duke at (909) 888-6747 or FAX 909-885-5778.

PETERBILT - 1976 C8300-22' bed,32O8 CAT, Allison trans., 3-axle, tail roll, straps. $8,950. Ford 9000, 1978,290 Cummins, 13speed, hitch, 3-axle, Reliance 16'bed w/tail roll, straps, $1 1,500. Reliance Pull Trailer 20' bed, 1G.20 wheelVtires. Good condition, new paint. $4,495. Bob Wisberg, (805) 543-3877, FAX 805-543-3898.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3'to 20'T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 ycars old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

WEATHERED, TWISTED OR USED LUMBER, Plywood blows, used or trims.

Carl Hanson, (619) 661-2510, FAX 619-6615547, San Dego, Ca.

LOCAL LUMBER hauling Southem California roller bed truck and trailers and bobtails radio dispatclred. Rail car unloading at our spur in Long Beach, Ca. 3-CTrucking, (310) 422' 0426.

BUILDING PRODUCT RECRUITER: If you need to hire a lumber penon with a proven track record we are the people to call! At present we need sales manager... $75K; retail lumber manager... $45K; assistant manager... $30K. If interested in hiring or looking for job, call (800) 320-3769 or FAX 970-926-0766. Tom Gladitsch, Alpine Recruiters, P.O. Box 1364, Edwards, Co. 81632.

nBII[0l| til$PffIl0il $HUl8t

A Oivision of California Redwood Association

LUmDol cnornc lt- Lt Eursn ltrspGcrion U [\ 17o7lu-302r

':ji,f.T:l"' J\DJ, nl3i3l?.3f.'

The Redwood Rules Writing Authority

Accredited by Amedcan Lumber Standard Committee Board of Review

IIEEP UP WIffi ITIE HCITII{G

SOI'IHERII TARtrT

SUBSCTIBE TO BUIIDI]IG PTODUCIS DIGEST

lu$

coll (7la) 852-1990

LIJMBER COMPANY. niche oriented, redwood, cedar and clear DF uppers. Established 13 years, profitable, low stress, high integrity. Great facility and lease. Northern California. Call Steve, (800) 262-5430.

-SOUTHERN CALIFORNIA

3-C Trucking...........

Crown Planing Mill..

Fountain Lumber Co., Ed....................-.......

Fremont Forest Products..............................

G€mini Forest Products..........................

Georgia-Pacilic Sales (8m) 830-7370 Indus

Harffc0...........,........

Heppner Hardwoods Inc....................

Huitiumoei c0.....-....-.::.:iiioofudjtiiriF

lsland View Milling Services..............,

Jon€s wMtestbit;ber-...::..::.::.:.:::::.:.:::::

Lane Stanton Vance

MacBeah Hardwood

Penbeilhy Lumber C0..........(800) 229-2580 (310) 835-6222

Precision Mill & LumberCo. (213) 849-3229 (818i 942-8139

PdmeSource...........

Producl Sales Co.

Swaner Hardwood C,o

T.A. Auctioneens, Inc......................................i21 gi 831 -200S

Toal Lumber C0...... .......isezi s4s-geeg

Tradewest Hardwood C0..................

GREATER SAN FRANCISCO BAY AREA

Baxter&Co., J.H..,.. ......(415) 34$020j

Big Creek LumberC,o

Caldwell B_uilding_Wrec*erc............................(lt S) SSOOnz

Califomia Forest Products..............................(+Oei e+Z.t OZS

Califomia Lumber fnsp€ction SeMce.............(nai m-Ollo

Calilomia Fedwood Association.....................(41 5) 3S2-0662

Chemonite C,ouncil.. ......(415) 573-A3j j

9gta!ingCgrp.. .....................(s16) 635-0564 (41 5i 43s.1 1 1B

Diablo Timber.......,......................-........... ......(tOti zSz-AuZ

DMK Pacific Corp. (Fremont).........................(510i 79s3670

Georgia-Pacific Co.p. (Fremont).............,......(800i S3G7370

Green Producs, Co.

Hodzon Forest Products.................................(51 0) 235-201 4

KolleherCorp.(No/ato),........ ....(ltS)ase-tZzO

Kelleher Corp. (San Rafaet).......................,...(+tS) 4s+eeOt

Lane Stanton Vance Lumber C0..,...........,.....(510i 632.9663

NoRTHERN & CENTRAL CAL|FoRNIA_

ARCATA / EUREKA / FORTUNA

Arcala Redwood Co ......(707) 443-5031 Blue Lake Forest Produch.....,.................... ...(7 071 922-2995

Bnacut Intemationat. ......(707i 826-9950

Bitt Lumber Co. ....(T07lAn-1779

Louisiana-Pacific Cory. ..................................(207i 443-7s1 j

Miller Redwood C,o.. ......(707l, 4f/.-2144

Norlhmasl Hardwoods ..(707) 926-7690

Pacific Lumber Co. (Scotia),...........................(707) 764-898S

Redwood lnspection Service..................... .....(707i 444-n24

Simpson TimberCo. ......(707lgn-$71

BAKERSFIELD

Pacific Wood Preserving of Bakersfield .........(805) 833-0429

CLOVERDALE

Afl Coast Forest Products.......................... .....(701t' BS4-4281

Bowman Lumberco .,....(7071194.-2575

Precision Fedwood Manufacturing.................(707) 894-5263

Redwood Emdre.................(800i86246s7 (7oti 894-4241

Russian River Lawn & Garden.......................(800) 675-2501

FORT BRAGG

Holmes Lumber Co., Fred C. .........................(707) 964-6377

FBES}IO

Georgia-Pacilic Warehouse ...........................(800) 830-7370

Inlemational For€st Products.........................(209) 275-3356

Pacific Forest Products .....(2@l 2ffi-6221

Phoenix Enterprises. ....(2091251-t4n

Weyerhaeuser Ca..,.............(800) 292.0704 (209) 486-6221

I\ihite Brothers......... ......(209) 264-4898

MODESTO

Bums Lumber C0..................(541 ) 77 3-6933 (800) 331 -0S31

Meyer Moulding & Millwork ......(2@l 522-ngt

Thunderbolt wood Treating.(800) 82&8709 (209) 869-4561

Reel Lumber Service (Riverside) ...................(909) 781-0564

Regal Custom Millwork........(71 4) 776. 1 67 3 17 1 41 632-2488

Resinart Corp......... .......(800) 258-8820

R.E. Truckin9.......................(B}q 2n-97S2 (909i s23S871

Simpson Strong-Tie Co. .......(800) 99950S9 (714) 871-8373

Skala Forest Producls ...................................(71 4) 751 -0800

Treated Forest Products.................................(71 4) 549-5840

Weber Plywood & Lumber...(800) 432.7300 (714) 2591 100

Weyerftaeuser (Fontana).....(8m) 647.n62 (909) 877€100 SAN DIEGO AREA

Baskins Forest Products ................................(61 9) 258-1 042

cJ Redw00d........... .......(otgi z+t-sggr

Dixieline Lumber Co .......(800i 349-4354

Georgia-Pacific Corp ......(800) 83S7370

Lane Stanlon Vance ............(61 9) 442-0821 (61 9) 471-4971

Marlin Brothers Wholesale 1umber................(619) 561-S1S1

Weyefiaeuser Co. .........(800) 647-7762

Pacilic MDF Products

Stak€ Mill Inc. ............(800) 528-5525 Universal Forest Producls (Woodbum)..........(503) 22S6240

Willamette Industdes (Albany)........................(503) 9S7nl

MEDFORD/GRANTS PASS

Allweather Wood Treaters..............................(800)

Bums Lumbol e,o..................(541 ) 77s6933 (800)

ForrPV, Inc. ...................................................(800)

Tripb n Wholesale (White CiV) .....................(541)

GREATER PORTLAND AREA

75$5909 33 t-0831 547-5991 82S1711

Adams Lumb€rco. ..,....(503) 245'1796

Ameri€n Intemational Forsst Products.........(800) 36&161 1

Calfall Bros. Forest Products .........................(800) 547'201 1

Columbia Forest Producls..............................(800) 547-1791

Contact Intomational............(8m) 228-7361 (503) 547'6634

Dixieline Lumbsr Co .......(800) 653-4943

Friesen Lumber Co. .............(503) 397-1700 (503) 22+7317

Georsia-Pacific Corp .....,(800) 83C7370

Godia-Pacific corb. (millworidmldq.)...........i800i 261 s030

Haas6 lndustries....:.............(900) s4z-2033 (503) 22$7571

Hampton Lumber Sales C0.........,.........-.......(503) 297'7691

Kelfy€oodwin Co.................(800) 452-1 8fT (5031 222'1ffi4

PGL Building Products (Aubum)

Westem Wood Preseruing C0.......................

Weyerhaeuser (Tamma)....(800) 562-3960

SPOKANE

Colville Indian Precision Pine Co (Omak). .....(509)

Georqia-Pacific C0rp......................................(800)

Kelly-Goodwin C0.................(800) 4s54499 (s0S)

VANCOUVER AREA

Allweather Wood Treaters (Washougal) ........(800)

Gram Lumber / Beaver Lumber (Kalama) ......(360)

RSc Forost Products (Kalama)......................(360)

At{CHORAGE

ALASKA

PGL Building Products ..(904 562'2131

Clearfield Conveyors ...........(800) 453-2446

Diablo limber..........

Dimensions, Inc...........................

Forest P.oducls Sales .........(800) 666-2467

Geomia-Pacific CoID

MacEleatr Hardwood

Utah Wood Preserving.........(800) 666-2467

Weyefiaeuser Co................(800) 283-9663

BOISE IDAHO

Boise Cascade Corp

oi6roil+iciiii c6r[i ::::::::::::::::::::::::::::::::::::

TranJC,ontinental transport (208) 3/t3-ArcO

Trimm Millwork (Bois€)..............................,..

Trimm Milhork (lthho Falls) ............,...........

True Blue

The 199'7 Blue Book of Building and Construction is available from Box 500. Jefferson Valley, N.Y. 10535; (800) 43 l2584.

Narrow Aisle Lift Trucks

A narrow aisle lift truck brochure is available from Hyster Co., Box 847, Danville, I1. 61834; (800) 497-8371.

Saving Lives

A 24-p. life safety system brochure is available from Dual-Lite. 90 Fieldstone ct., cheshire, ct. 06410; (203) 699-3000.

Engineered To Perfection

A l2-p. glulam, I-joist and laminated veneer lumber brochure is free from Willamette Industries, Inc., P.O. Drawer 1 100, Ruston, La.71273; (318) 254-0571.

Remodeling Guide

A 48-p. guide to remodeling is available from Andersen Windows. Inc.. 100 Fourth Ave. N., Bayport, Mn. 55003; (612\ 439-5150.

Gopperheads

A 4-p. copper products publication is available from the Copper Development Association Inc., 260 Madison Ave., New York, N.Y. 10016; (212) 251-7200.

In All Shapes And Sizes

A geometric window brochure is available from CertainTeed Corp., 750 E. Swedesford Rd., Valley Forge, Pa. 19482; (2r5) 963-9661.

Keeping An Eye Out

A 4-p. magnifier brochure is free from GEI International, Inc., 100 Ball St., Syracuse, N.Y. 13217; (315) 463-9261.

Bright Lights

A 6-p. fluorescent lighting brochure is available from Morlite Systems, lnc., 321 Mechanic St., Girard, Pa. 16417l' (814) 774-963r.

Hardwood Interiors

A 24-p. hardwood interior decorating booklet is free from the Hardwood Council, Box 525, Oakmont, Pa. 15139; (412\ 281-4980.

}EST

Floor Maintenance System

: defined just as quality,

A concrete floor treatment brochure is free from W.R. Meadows, Inc., Box 543, Elgin, Il.60121; (800) 342-5976.

Around The Globe

A l0-p. lantern and globe outdoor lighting brochure is free from Moldcast Lighting, 1251 Doolittle Dr., San Leandro, Ca. 945'77 ; (5 10) 562-3500.

Glazed

Over

Look

A 1997 entrance, wall and window glazing system brochure is free from Vistawall Architectural Products, Box 629, Tenel| Tx. 75 160; (972) 55 I -6100.

Promotional Planning

A 32-p. custom promotion planning guide is free from Dismar Corp., 4415 Marlton Pike, Pennsauken, N.J. 08 109; (800\ 347-6271.

Hold On Tight

A 248-p. fastening systems design manual is free from Powers Rawl, 2 Powers Square, New Rochelle, N.Y. 10801; (516) 678-3196.

Heavy Metal

An 8-p. architectural metal systems brochure is free from Atas International, lnc., 6672 Snowdrift Rd., Allentown, Pa. 18106; (610) 395-8445.

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues.

tr 1 Year (911) D 2 Years (917) Q 3 Years ($ZZS tr Bill Me B My Check Is Enclosed

News or Comments? We welcome vour ideas about Darticular.articles, thg magazine; or news bf your compani (promotions, new hires, expansions, acquisitions, etc.):

If 54]................................26

Capital Lumber Co. [10U.........--.......Cover I

3-C Trucking t1371.........................................40

Chemonite Council If591...................Cover W

Colville Indian hecision Pine Co. [146]......44

Diablo Timber Co. 810, 1111..................16, 17

Dimensions, Inc. [f 2A]..........,.. -- --,-- -,.27, 29

Dooley Lurnber Co. If56].,............................52

Fontana lVholesale Lumber, Inc" [82].......35

Forest Products Sales Inc. U51l ...................47

Fountain Lumber Co., Ed 11471..,.................44

Friesen Lurnber Co. [133]............................36

Genrini Forest hoducts [152].......................47

Georgia.Pacific [21]

Gram Lumber Co. [157j.............,,.................25

Great Western Transportation Inc. [12E]...33

Haase Industries (Magnetic Pruh Broom) 11341................. ...............36

Herbert Lumber Co. [150]............................45

Iloover Treated lVood Products [114] ........2f

Huff Lumber Co. [155]..................................S1

6"11s1 f,rrmber Co. [145] ...............................43

Landmark Building Products tf04l .....,...,...,.3

MacBeath Hardwood Co. [125]...................30

Mallco Lumber & Building Materials 11411................. ................42

Martin Forest Products [11E] ......,.........,......23

Merchant Magazine, The....,...-........Cover IrI

Neiman-Reed Lumber Co. [136]...................37

Northcoast llardwoods, Inc. 11301................34

Orcgon-Canadian Forest hoducts [129]....33

Pacific Lumber Co. [f23] .............................2E

Pacilic Wood Preserving of Bakerslield 1n1................. ...............32

Parr Lumber Co. [35].................................37

Product Sales Co. [105]...........,........................4

Railway Express [103].........................Cover II

Redwood Empirc If0O..............................5, 4E

SC& Inc. I13E1

Seneca Sawmill [153]

Simpson Timber Co. [26] ---------.........31

Siskiyou Forest Products 11421,.,,,..,...,,.,......42

Stockton IVholesate [149] ..............................45

Swan Secure I1481..........................................44

Tali Pak [1(D]

Thunderbolt lVood Treating Co. 11081..........7

Trimco Miltwork [14.....,...............,,.,,,..,.,.,22

Tropitech Coatings & Research, Inc. [139].41

Tubafor Mill Irrfl .........................................21

Union Planing MiIl I1O7l.................................6

Waldron Forest Products I13f]...................34

Western \ilood Products Association t1401................. ................41

Wood Fiber Products [116].............,.............22

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