KINZUA

. . .our corporate name is o Seneca Indian word meaning "manyfishes." And Kinzua, Oregon happens to be the site ol our original lumber mill. At this Central Oregon location u)e't)e been producing quality guaranteed Ponderosa pine lumber productsfor ouer half a century. We also haue a modern plywood sheathing operation plus a pine mill and stud miII at Heppner, Oregon.

Sometimes we feel like the last of the Mohicans in this industry where independents are becoming a uanishing breed. But we cherish our independence.It allows us to respond quickly to our customer's special needs. And that's our Indian sign ouer other producers.

To serue our customers better we haue o ssles office in Lake Oswego, Oregon. One call to Ray Kelson, Jan Grady, Leslie Brittain or Kent Goodyear, (503) 635-4406, gets you fast actionfrom ourfour mills on your lumber, stud and plywood sheathing r e quir em ents.

HOME CENTER IS TAILORED TO ITS MARKET

Publigher Emeritus A. D. Bell, Jr.

Editor-Publisher David Cutler

Associate Efitor Fran Hatch

Contributing Editor Dwight Curran

Contributing Editor Gage McKinney googi[s1ing Editor Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation Mary Cannella

The Merchant Magazine is published monthly at r15lX) Campue Dr., suite 476, Newport Beach, Ca. 926610, Phone (714) 549-81193 or (714) 549-8394 by The Merchant Magazine, Inc. Second-class postage rates paid at Newpon Beach, Ca.. and additional offices, Advertising rates upon request.

ADVENTISINGOFflCES

NORTIIERN CAUFONNIA & PACIFIC NORTHWEST 4500 Campus Dr., suite 4?6, Newpon Beach, Ca.92660. Phone (714) 549-8393.

Y)UTHERN CATIFONNIA Carl Vatrn, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (2I3) 472-3rr3 or (714) 549-8393.

Subscriptions

Chanee of AddressSend subscriPtion -orders and address changes to Circulation Derrt.. The Merchant Macazine. 4500'Camrlus Dr.. suite 4761 Newnort Beach, Ca.92660. lnclude address label from recent issue if possible, plus new address and zip code.

Subscription RetesU.S., Canada. Mexico and Latin America: $5-one yearl S8-two years: $l l-three years. Overseas: $7-ohe year; $l l-two years. Single copje; ,$ I .00. Back copies $ I .50 wnen avallaDle.

The Merchant Magazine serves the members of the: Aiizona Lumber & Builders Supply Assn., Phoenix; Lumber Merch'aht3 Assn. of Northern California. Los Altos: Montana Building Material Dealers Assn., Helena; Mo]rntain States Lumber Dealers Assn.. Salt Lake Citv and Denver; Lumber Assn. of Siruthern California. Los Angeles: Western Building Material Assn.. Olympia. Wa.

THE MERCHANT MAGAZINE i.r an independent nmga:ine lor the retail, vholesale and di.strihution lerel.s of the lunrher and huildins nnterial.s and honte inlrrovenrcnt indu.str.r' in the l3 Welern starcS, concentrating on nterchandising, nnna?enrcnl ond accurate, faclual news reporl ing ond inlerplelalion.

Tuesday's Panic

EDECENT INCREASES in wood product

Fl prices have been a signal for producers of competitive materials to mount a new attempt to move into traditional wood markets, something they periodically attempt when wood's normal price advantages fade.

These occasional challenges are generally taken quite casually by the wood industry, which, apparently, figures that as in the past they will not last long. We think this is a mistake. Too much has been lost over the years because of just such an attitude. The industry should fight tenaciously against any effort, from whatever direction, to gain a toehold in its markets. It should meet the competition on the figurative beaches and drive them into the sea.

The Zinc Institute has a new campaign to sell builders on the advantages of zinc coated studs, joists, trusses, fasteners, siding and doors, all made of steel. The gloves are off, they're not fooling around. To quote their promotional material: "building materials of strength, durability, adapt- ability and integrity t-ar superior to wood. Building components that shorten construction time, reduce cost, and lengthen the profit margin of one-and-two family homes, cluster housing, apartments, condominiums and light industrial construction."

The zinc promotion adds: "Once you've worked with steel you won't want to go back to other materials. Steel has a higher strength to weight ratio. Steel joists are easier to handle yet provide more span, bridging remarkable distances without wasteful and costly overlapping." They go on, "Builders report that installation time for steel studs is cost-competitive with wood. And, no rotting or nail popping. No costly buyer callbacks."

With that kind of bare-knuckles competition, we hope the wood products industry, at all levels, realizes that those comfortable, taken-for-granted markets can vanish quickly. Regaining them is tough at best and often impossible.

This industry must realize that nothing is static in today's world. The complacency of Monday can turn into Tuesday's panic as businessas-usual is blitzkrieged by aggressive marketers of competing systems and materials.

Ct0CK DISPLAY counter (top left) is near check out stati0ns, grocery style carts. Housewares department is along back wall, next to hardware dept. Lush look (top right) characterizes house plant area. Birdbaths, pots and related mer- chandise create tie-in sales. Attractive wooden roof above the display sets off its perimeter, adds "nunery feeling." shingled wall (lower left) backdrops varied merchandise: clocks, shelves, plant stands, track lighting brightens area. Carpet is used in this area. Overall view (lower righ0 looking towards front door, shows open feeling, medium height gondolas, uncluttered, open look. Note roofing display in foreground sinks and vanities.