Merchant Magazine - April 1985

A REMARKABTE PRoDUCI A REMARKABTE PROFIT

ALI. THIS AND TERMITE AND DECAY RESTSTANCE, TOO

UNMATCHED SALES FEATURES

A specialty product with unique sales features commands an attractive price. Dricon@ fire retardant treated wood has such features:

t Dricon FRT wood is the only lowhygroscopic fire retardant wood of its type that carries an FR-S designation from Underwriters Laboratories lnc., for all species listed.

r When Dricon lumber and plywood are in contact with metal truss plates, hardware, plumbing and conduit, there is no greater corrosion than with ordinary untreated wood.

. lt's been granted a U.S. patent.

GROWING DEMAND

The word is getting around. Architecls, contractors and building owners are insisting more and more on Dricon fire retardant treated wood:

r lt's being promoted to your customers by full-page ads in national OKoppers Company, Inc.

On November 21, 1984, EPA registered Dricon fire retardant as a pesticide. Tests at universities and Koppers Company have demonstrated its long-lasting resistance to termites and decay when used in weather-protected, above ground applications. This means that studs and other interior members will not rot or be attacked by termites. ..n ^Q f) ^G s6, \trh

architectural, building and component publications.

o Nearly 40 sales development representatives are making presentations to designers, specifiers, owners and other purchasing influences.

KEEP IT IN STOCK

Stocking Dricon FRT wood makes sense:

Because of its low moisture pickup, storage problems and yard loss are less than with conventional types of FRT wood.

" By stocking a quality specaalty product, you can better serve existing customers and attract new ones.

o Promotional literature is available to stimulate sales.

ADD TO YOUR PROFITS

Dricon fire retardant treated wood has many applications; trusses, studs, beams, purlins, joists, decking, sheathing and other weatherprotected places where fire resistance is desirable.

For a list of suppliers licensed to produce this product, write to Koppers Company, Inc., 1900 Koppers Building, Pittsburgh, PA 15219.

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor Anita M. Mumm

Contributing Editon Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emerv

Staff Artist Carole Shinn ' Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (7f4) E52-ilD0, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contad Carole Holm, 703382nd S.8., Mercer Island, Wa. 98040. Phone (206) 340-0680.

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FROM SOUTHERN CALIFORNIA: contact Carl Vann,205 Oceano Dr., Los Angeles, Ca. 90049. Phone (2I]) 472-3113 or (714) 852199O.

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SUBSCRIPTIONS

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DAVID CUTLER editor-publisher

Look for the quality mark

1|

S TREATED wood products gain an ever I1ffgg1 market share, the two aspects of product quality and product handling become increasingly important. With a little knowledge and a little care, though, any potential quality or handling problems can easily be avoided. Only the ignorant or careless need suffer harm.

The great bulk of pressure treated wood being sold meets or exceeds required standards. Still, experts claim that as much as 2090 of all pressure treated wood is not properly dried, is not inspected or stamped and has not been treated correctly. While this sizable fraction concerns those interested in industry standards, it needn't be a problem at the distribution level as extensive information and assistance is readily available. What to look for in pressure treated products is detailed in this issue and in numerous pieces of manufacturers' literature. Associations and other industry organizations are poised to quickly resolve any ques-

tions dealers and wholesalers might have. In most cases these services are free and as close as a telephone.

As with any manufactured product, a few minutes spent reading the manufacturer's instructions can avoid hours of product problems. Nothing complicated here, just a few simple steps to follow. Cover your treated lumber in storage, don't burn scraps, discard them, and launder separately clothes worn while handling the wood. Use eye goggles and a dust mask when sawing. This last caution actually applies to any lumber. Care in use and handling can avert the problems.

People who purchase products and find themselves unable to make them work are often told, "if all else fails, read the instructions." The same applies here. Only do it first because otherwise any difficulties you encounter with pressure treated wood will be your own fault.

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' Clear/Water RePellent

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BelowGround Green Wood fteserwtive

Controls Rot Decay, Insecb, Mildew 'Soap and Water 0mnUp

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

Fire retardant wood use Increastng

E_{RE RETARDANT wood (FRT)

F* no, a new proouc[, Dur Decause it has become a viable alternative to other methods for meeting fire codes, its market is increasing.

Men have been trying to make wood resist fire since the time of the Pharaohs, when Egyptians charred the surface of lumber so it would not readily catch fire.

The fre retardant treated wood industry in the U.S. dates to the late 1800s when the Navy required its use in construction of certain parts of its warships. In the early 1900s New York City became the first metropolitan area to make extensive use of fire retardant treated wood in building construction. ln 194243 nearly 90 million b.f. of lumber and plywood were fire retardant treated for use in hangars for Navy blimps and other construction proj ects.

Since that time the demand has declined, limited partly by unaw,ueness and by problems of hygroscopicity and corrosiveness. But Dricon wood, a recent development of Koppers Co., Inc., has overcome many of the liabilities. It is said to be virtually no more hygroscopic (ikely to absorb moisture from the air) than untreated wood, even in interior environments of up to 9590 relative humidity. A mixture of organic and inorganic chemicals, Dricon does not contain ammonium sulfate, the corrosive contributing compound found in earlier formulas.

Encouraged by improvements in the product, Dily architects and homeowners are interested in using a material which wili limit fre, reduce building costs in some cases and qualify for lower insurance rates. Dealers should be making those in their community aware of the availability of FRT lumber, encouraging its use with literature, advertising and informative seminars.

New construction using Dricon can be found in many geographical areas. In the mountains of Avery County, N.C., a two-story, three-bedroom

home is being built at Elk River featuring all FRT wood framing. Across the state at Ocean Isle Beach, a twostory, four-bedroom beachfront home is being constructed out of FRT framing.

A west coast development firm says it's saving approximately $l million on a $30 million condominium project using FRT wood as a fire code acceptable alternative to concrete and concrete slab. FRT lumber is being used for studs and exterior wall framing for a 224 unit retirement residence complex in Terra Linda, Ca.

Steve Dean, Dean Lumber Co., Gilmer, Tx., is building his own house out of Dricon trusses, lumber and plywood. "My insurance company tells me that they will insure my house as if it were a metal building," he reports. "That's going to save me 20-500/o every year in insurance costs. Also I found that for termite resistance, I could save 600 per foot in l0 year chemical insecticide treatments by using Dricon." (Although Dricon treating chemicals are not sold as wood preservatives, tests have shown them to have excellent decay and termite resistant properties.)

Other sales points dealers should stress include that while FRT wood will not prevent all fires, it can increase the possibility of containing a fire within a room, emits less smoke when exposed to flame, lengthens

(Please turn to page 80)

Story at a Glance Problems of hygroscopicity and corrosiveness eased...use lowers building costs and insurance rates...satisfaes building

codes...becomin g more popular.

FL0RIDA'S first application of fire retardant trealed lumber and plywood was this home being constructed in Sarasota (top photo).A 5,400 sq. ft. Country French home built in Gilmer, Tx., by Steve Dean, Dean Lumber Co., (lower photo) used 45,293 b.f. ol lire retardant treated trusses, lumber and plywood.

ls pressure treated wood really safe?

Q: Such as?

A: Many of the precautions are the same as working with untreated wood. For example, whenever power sawing or machining treated wood, goggles and a dust mask should be worn, and, whenever possible, these operations should be performed outdoors. Also, after working with treated wood, and before eating, drinking or smoking, you should wash up with soap and water. In short, users should follow good hygiene and common sense safety precautions.

Q: What method should be used to dispose of pressure treated wood scraps? Can they be burned?

that, before moving in, any dust that might have been created during the building process should be swept up.

Q: Is it necessary to wear special clothing or launder workclothes in a special way when working with pressure treated wood?

A: No special clothing or gloves need be worn when working with CCA treated wood, but if sawdust from the treated wood accumulates on your clothing, you should wash your work clothes separately from other household laundry.

THISPAST summer, the federal I Environmental Protection Agency concluded more than six years of intensive study of the major wood preserving chemicals, creosote, pentachlorophenol, and the inorganic arsenicals. Publicity concerning those regulations has created considerable confusion for consumers and building supply dealers, so Building Products Digest asked David Lewis, vice president of government affairs, Society of American Wood Preservers, Inc., Falls Church, Va., to clarify the situation for us.

Since most of the pressure treated wood sold by building supply dealers has been treated with arsenical preservatives, like Chromated Copper Arsenate (CCA) or Ammoniacal Copper Arsenate (ACA), we asked Lewis to concentrate on how the regulations will affect those preservatives.

QLIESTION: First of all, is treated wood safe to use and handle?

ANSWER: When properly used and handled, CCA treated wood makes an ideal and safe building material for almost any use where decay or termites a^re a factor. Although the chemicals used to treat the wood become fixed in the wood and highly leach resistant, there are certain precautions that users should take when handling the wood.

A: The best and simplest way for consumers to dispose of their scraps is by ordinary trash collection or burial. Consumers shouldn't burn treated wood. The problem with burning isn't with fumes, but, as I mentioned earlier, the chemicals used to treat the wood become fixed in the wood. When the wood is burned, these chemicals concentrate in the ashes, which does present a disposal problem. Large quantities of treated wood from commercial or industrial use, such as construction sites, may be burned in incinerators, in accordance with state and federal regulations.

Q: Is is safe to use pressure treated wood inside a home?

A: Wood that has been treated with waterborne preservatives, such as CCA or ACA, may be safely used almost anywhere inside of a home. The use of treated wood inside of homes has increased tremendously over the past 15 years. Throughout North America, there are now over 200,000 homes that have been built with the Permanent Wood Foundations system (PWF), using treated wood for the foundation instead of masonry,/concrete block. The trend toward closing up homes to make them more energy efficient has also increased the need to use more treated wood indoors because of the resultant moisture problems. The only precaution that we would recommend is

Q: Is it safe for children to play on pressure treated wood decks or playground equipment?

A: Since the chemicals used in the waterborne preservatives are fixed in the wood and are not absorbed through the skin, children may safely play on CCA treated wood. Consumers should make sure though that the wood they buy is "visibly clean and free of surface residue." This is an industry standard, which has been adopted bythe EPA.Only wood that meets this standard should be used where skin contact is apt to take place.

Q: Is it dangerous to have prolonged skin contact with outdoor furniture made of pressure treated wood?

A: Again, for arsenically treated wood (e.g. CCA or ACA) there is no problem. However, wood that has been treated with pentachlorophenol or creosote, should not be used where

(Please turn to page 57)

Story at a Glance

Experl debunks myths and in. lerprets EPA regulations...CCA treated wood is safe if handled properly...good hygiene and common sense safety precau. tions apply.

David kwis Society of American Wood Preservers. Inc.

Future bright for pressure treated wood

IIHE MARKETING of Pressure

I treated wood has been improving steadily for the past few years, but the industry is poised for even greater increases in sales.

Two areas are especially promising as we move aggressively ahead in both technical advances and promotions.

One of the most exciting breakthroughs is in the Permanent Wood Foundation area. This all-wood foundation has been proven in extensive use tests and its acceptance in the homebuilding industry will dramatically increase the volume of pressure treated wood being sold.

The Permanent Wood Foundation is the perfect specification for houses built with full basements, since it produces a warm, dry interior wall that is very easy to finish, as opposed to cold, damp masonry construction.

The Permanent Wood Foundation can also be installed in cold and inclement weather, a major consideration for builders faced with tight construction deadlines.

Even though the full basement market is not a major one in the West, interest in the Permanent Wood Foundation is increasing rapidly as more and more factorybuilt modular construction develops. When modular type houses are located in conventional residential neighborhoods, as opposed to mobile and modular home parks, the project comes under the full building code. Most codes require that such homes be built on permanent foundations with all utilities in place.

Obviously, the Permanent Wood Foundation, with its full systems approach to construction, is the ideal solution. It is an engineered system which uses pressure treated plywood and lumber that carries the FDN treatment stamp certifying the materials for below ground contact.

A major push for the Permanent Wood Foundation is under way through the promotional work being done by the Wood Products Promotional Council. This Council is a cooperative effort of the various in-

By Karl T. Mosher Vice President Marketing McCormick & Baxter

dustry groups such as the American Plywood Association, Western Wood Products Association, Southern Forest Products Association and others.

At the same time, an all-out promotional blitz is being organized by the American Wood Council in support of three special design houses they are building. These projects will be in Stockton, Ca., Atlanta, Ga., and Kansas City, Mo.

Story at a Glance

Industry forges ahead in lechnical advances, better product appearance...prcssure treated wood caplures new markets... demonstration homes are parl of promotional push.

When the full impact of this promotion reaches builders and contractors across the country, sales of FDN, the super-rated materials should increase dramatically. At the same time, this increased awareness of the benefits of pressure treated wood should carry through to the other categories, LP-25 for the above ground use and LP-22 for both ground/water contact. Lumber dealers should make themselves fully aware of the special treating and inspection standards for

this specially marked FDN kilndried material.

Landscaping materials also represent an important segment of the pressure treated wood market. This market has grown most impressively in the last two to three years through extensive promotional work and word of mouth. As recently as two years ago, the average homeowner probably had never heard of pressure treated wood. Consumer awareness and product recognition have increased dramatically as project capabilities create mental images for consumers, which are easily converted into sales.

Even with this increased awareness, however, pressure treated wood still has such a small percentage of the landscaping materials market, as opposed to redwood, that future sales can only go up.

One of the reasons for this optimistic prediction is that people uue not moving into new homes every six years or so as they were in past years. The alternative is to fix up the old house, and exterior projects such as decks, fences and other similar construction are high on the list. In fact, in a recent survey, decks were the farand-away winner on the homeowner preference list for exterior improvement projects.

Traditional uses of pressure treated wood are also increasing. One of the major growth areas is recreational projects. Pressure treated wood is used extensively in parks, picnic areas, campgrounds and similar applications, both for its performance and for the overall appeal of wood, especially in heavy timber applications.

Harbors and marinas are another strong market area. In addition to new construction, extensive repair work is still underway to correct damage caused by heavy storms last year.

Pressure treated wood is also capturing markets previously dominated by other construction materials. For example, Pacific Gas and Electric is

(Please turn to page 80)

Redwood lumber from garden gades and rustic sidings to architectural gades of Bee thougfr clear-all-heart. Delivered straight to you from Georgia-Pacific's Ft. Bragg Mill.

We're a member of the Califomia Redwood Association and the Redwood Inspection Service. Look for our gade stamp foryour assurance of quality.

Georgia-Pacific, your source

ANDIIEBROUOHT DOUOLASWITHHIilI.

Pope & Tialbot is making a triumphant return to the Bay area where we were founded, over a century ago.

And we didn't come back empty-handed.

We're bringing asizeable forest of prime Northwest Douglas Fir with us.

And planting it right here: Pope & Tblbot's Crockett Reload Facility, the only one of its kind in the Bav area.

So now you have a reliable, high quantity source

of green Douglas Fir that's competitively priced, and far, far easier to get to.

At Crockett, you'll find a constant stocking inventory of up to 5 million board feet, including MSR. Sizes from 2x4 to 2x72, and a full range of grades.

All dimension is red endpainted and cargo-stenciled for easy identification.

Think what this means for you: No more costly delays in supply no more

long hauls to mills, far fewer empty back-hauls.

Because Pope & Tielbot is back - right where you need us.

GAlr REED, Affi OR DOl{ FOR mE BOrtOm f[tE. f5o3l Zt2O-?ffBtD.

ALH:T"TiYTffif iHI: keting program is designed to capture an ever-increasing share of the building materials market for wood products and specifically those western wood species harvested, processed and sold by our member companies.

Naturally, promoting the advantages of using pressure treated wood, in cooperation with the Western Wood Preservers Institute, is an important part of our overall marketing strategy, since the specification of treated wood in areas exposed to the elements generaily leads to a greater use of wood throughout the project.

A perfect example of this is WWPA's total commitment to greater acceptance of the Permanent Wood Foundation throughout the design and construction markets. The Permanent Wood Foundation, originally introduced as the All-Weather Wood Foundation, is an engineered system which uses pressure treated plywood and lumber instead of concrete or masonry for foundation construction. This produces a cost+ffective, versatile foundation that is especially efficient in full basement applications.

The original All-Weather designation was chosen to stress the fact that. unlike concrete, wood materials can be "worked" in any type of weather, making the all-wood foundation the most effective specification for the builder. While this feature held specific appeal for the contractor, the name All-Weather did not carry the total benefits message to the home buyer. Builders said they were worried that customers may be hesitant to buy wood foundation homes, since the public did not perceive even treated wood as being a "permanent" product. Consequently, the industry adopted the Permanent Wood Foundation designation as being more representative and better stressing the benefits.

This all-wood foundation, which already has proven itself in extensive in-use testing and in more than 100,000 homes in the U.S., will be showcased in three separate promotions across the country in the coming months.

Under the auspices of the Wood Products Promotion Council, a joint industry effort with the American Plywood Association, the American Wood Council, the National Forest Products Association and the South-

Sales push includes pressure treated wood

By Mac Epley Western Wood Products Association Portland, Oregon

ern Forest Products Association, houses are either already under construction or will soon be started in Stockton, Ca., Atlanta, Ga., and Kansas City, Mo.

These houses will be the pivot demonstrations for local promotion "blitzes" designed to convert those metropolitan areas to acceptance and use of wood foundations.

Another major WWPA push this year is on "raised floors," a construction technique still used by many quality homebuilders. However, the concrete slab has been assigned initial advantages under California's new energy standard, based upon the theory that concrete's thermal mass helps conserve energy consumption in heating and cooling.

Every home with a floor raised off the slab is worth an extra 2,000 board feet of lumber and an equivalent area of plywood. This is of major importance to lumber retailers as well as lumber manufacturers. Where the foundation material is treated wood, even in crawl space construction, the added lumber and plywood is significant.

The uses and advantages of pressure treated wood are also important elements in the large number of seminars presented each year by the WWPA staff. More than 150 technically oriented seminars are scheduled for 1985 to reach architects, builders, contractors and retailers.

ln addition, more than 35 similar seminars, by WWPA in cooperation

with WPPC and under the sponsorship of local lumber retailers, will tell the western wood products story to the remodeling contractors serving this steadily growing market. The upgrading of homes has become a good market for pressure treated wood, as homeowners improve their residences instead of buying a more expensive home.

Story at a Glance

Pressure treated wood part of WWPA marketing program...

Permanent Wood Foundation demonstration homes built... raised floor uses 2,000 b.f. more lumber...seminars for builders, remodelers.

Then, there is the very effective WWPA literature distribution program. Year in and year out, this literature is among the association's most effective promotional vehicles for telling and selling the western wood products story.

Each year from 20 to 25 new pieces

(Plcose turn to page 58)

Marketing pressure treated wood is a team effort

r GGRESSIVE innovative market- Iing is the key to increased sales of pressure treated'wood. A retailer cannot overemphasize the how, why, where, when, what and who of using pressure treated materials.

Often a retailer feels he is out there alone trying to develop his market with little help from anyone, but this is not so. He is really part of a te:rm. Organizations such as the American Wood Preservers Association, Society of American Wood Preservers, Inc., American Wood Preservers Institute, American Wood Preservers Bureau, National Lumber & Building Material Dealers Association. Southern Forest Products Association and Western Wood Products Association all have information and help available for him.

Materials and assistance from these associations run the gamut from help in training sales people to literature and advertising aimed at educating the consumer and turning him into a user of treated wood products. Companies such as Champion International Corp., Georgia-Pacific Corp., Koppers Co., Inc., Osmose Wood Preserving Co. and Weyerhaeuser Co. can help a retailer with literature,

Story at a Glance

Ways to join the pressure treated wood marketing team... where to get back up materials and coaching...chemical companies, manufacturers and distributors ready to help retailer.

sumers to ask for their wood products by brand name, the advertising, public relations and merchandising program can't help but promote pressure treated wood in general.

building plans, training for sales people or clinics for consumers.

Good examples of the type of help available to retailers from many manufacturers and distributors are "Pressure Points" published by Houston Chemical/Woodtech, Houston, Tx., and "The Gilmer Mirror." a brand new publication from Dean Lumber Co., Gilmer, Tx. Both publications contain news of the company as well as product data. In addition, both companies make themselves available for visitors and tours.

Last month Dean Lumber Co. hosted a pressure treated wood seminar for its customers and its customers' customers at the Gilmer Country Club. The allday meeting, which was open to anyone engaged in the purchase, sale or specifying of treated wood, included lunch and a tour of the Dean treating plant and manufacturing facilities. Those attending received certificates, T-shirts and caps as well as a lot of knowledge and information about treated wood.

Typical of several national marketing programs for pressure treated wood is one organized by Osmose Wood Preserving Co. While the thrust of the program is to convince con-

Dubbed the Preferred Dealer Program, the Osmose marketing push is based on education with an (800) 522-WOOD hot line which can be used by countermen to obtain information on a variety of topics such as environmental and safety issues, interpretation of specifications and general construction and building problems. The line also can be used by consumers seeking information or a pressure treated wood dealer in their area.

In addition to promoting brand awareness, Osmose has produced a series of how-to-videos to accompany their deck, fence and gazebo plans for consumers. The public is made aware of both the in-store video program and the availability of free building plans through advertising in various print publications plus local radio spots.

A unique feature of the Osmose marketing effort is the Osmose Handyman, a professional media spokesperson, who is traveling around the country appearing on television and radio talk shows, giving how-to tips on working with pressure treated wood. The (800) number is publicized by him as a source of free plans and information.

Nationally, use of pressure treated wood is predicted to reach 10.490 of total wood consumption this year. By 1995, it is expected that over l1slo of all wood used in the U.S. will be pressure treated. The market is growing. The push by lumber treating chemical suppliers such as Osmose and Koppers Co. in cooperation with treaters, manufacturers and distributors both large and small is creating more and more interest in treated wood.

ANYB0DY can build with pressure treated wood is the message lrom the 0smose Handyman, Bill Yanson, who is appearing 0n tv around the country t0 promote pressure treated wood. Arrangements for his appearance may be made through Bleichner Bonta Martinez & Brown, '100 Colony Square, Suite 1624, Atlanta, Ga. 30361.

(Please turn to page 38)

ORIE]ITED SIRA]ID BOARD

ENGINEERED TO WORK IN THESE APPTICATIONS

Roof Sheathing o Sub Flooring/Underlayment

. Stair Treads . Lamination Substrate

. WallSheathing . Shelving

. D.l.Y. Projects o Crating o Pallets

ENGINEERED TO INCORPORATE THESE SPECIAT FEAIURES

. Designed with a 3-layer perpendicular orientation for added strcngth, stiffness, and dimensional stability.

. Constructed in thickness from lc" to1y4" and in panef sizes up to8' x24!

. Designed in one grade - replacing several grades of plywood.

. Engineercd with a solid core.

r Guaranteed Knot free, Void free and Patch free.

Furman Lumbel a coast to coast distributor ol quality lumber products introduces Stu rdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential ano industrial construction, plus a wide variety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

. Designed to cut, drilland naileasily. Formulated with a non-Urea exterior glue (Phenolic Resin).

Designed to be at least equalto plywood in everyway.

Western dealers promoting treated wood

I L MEIR'S Building Centers in n thg greater Puget Sound area of the State of Washington credit over 20s/o of their lumber sales to pressue treated wood.

Five years ago, Al Meir carried only a small supply of 2" x 4" and 2" x 6" pressure treated lumber for plate stock. Today he offers a broad line through five retail yards and one contractor wholesale outlet.

"We like pressure treated wood because it's easy to sell," said Meir. "People like the looks of it. It's good grade, and with its nice brown color it looks pre-stained. In addition, especially in our climate, the long life is an important consideration."

"Our sales used to be 8090 contrac-

tor and 2090 do-it-yourself. Now they're about 50/50. We're selling posts, deck boards, substructureand we're beginning to sell a lot of landscape ties, both used and new brown-toned ties."

Story at a Glance

How two western retailers pro mote pressure treated wood in their respective markets...merchandising, customer educa. tion and employee sales train. ing common to both.

Al Meir's Building Centers don t rely on pressure treated wood to sell itself. They do a lot of merchandising. Banners identify the yards as Pressure Treated Wood Headquarters and the people as experts. Sample decks give customers something to touch and to walk on. At this year's Tacoma Home Show. Al Meir featured a l0' x 2O' model deck. People were on the deck all of the time, he said, and collected a great deal of literature.

"It was a lively exhibit," reported Meir. "Of these visitors. 7090 said they were going to build a deck or do some sort of landscaping. And in the next week alone we sold more decks than we normally sell in four weeks."

Bill Blair, owner of Don Blair

CUST0MERS are increasingly interested in pressure treated wood. Display areas help them relate t0 product c0l0r, feel and quality.

April,1985

Lumber in Stockton, C'a., is unotlrcr' dealer r',ho likcs pfcs Llrc ilcatccl \\ood but docsn't relv on it to scll it sclt. The conlpanv regLrlarll crtndrrcls builcler clinics.

"\\'t-'re also planning on a scries ol' clinics lirr the honteou'ncr and clo it, roursclf cLrstontcrs," Blair said.

Illair also conducted a firll-clar scrninar lirr his staff' on hou ro sell l)f e ssufc t rcntcd w'ood.

"\\ic brought in fcpre\entatives ll()nr lltC Ple\\ut(' lleillinu !()ntlailniCr and rnaclc a lirll,scalc lechnical prescr)talion to our sales 1tcoplc," he said. "Nou. \\c lire crtnl'iclcnt lltat rvhcn crrstontcrs ltar c clLre stions altcr Ioclking thrutrrglt our lilcratrrlc mcks and sanrplc displar s \\ L. can rrn:\\ cr the rn inte llige ntlr'. "

Blair alsc'r plans to ric in riirh ,,\rrcrican \\'oocl Corincil's proposccl clcsign home in tlie Stocktttn arca in olclcr lu promote intercst in thc Pc|rrranent \\'ood Foundation. IIe is alrcadl getting inqLriries abour thc Pernrancnt \\ ood Foundation as acccptancc gf()\\'s ilmong contractors.

"\\'c'r e hacl telephone calls ll'oln as tar north as Ukiah, Ca.,and south cl()\\n to thc Los Angeles area," he bcurnecl. " fhis is really a drantatic brcakthrough lctr lrood and espccially l)fc5surc Ircalcd \\'ood. "

'[o rnakc it casie r litr custonters to get \\'hal the1,, ncccl, Don Blair Luntbcr. has il \cparatc (ancl :teadill' grorving) corcrccl arca lor pfc\sure tr.catcd rroocl . l'ltc tottcl is scltaratcd by catcgoryt-P-2 lirr abor c glorrncl r.lsc, f'DN litr bclon glotrncl usc, LP-22 lbr ground and \\atcr eoltturtt.

"To our *av ol' rhinking," Bill Blair obserrccl, "that'\ rilrat an olclt'a.hitrnctl Itrrrrherr lrr.l i. - r.:ir irrr:,,ril' customers *hat thcl ncccl to clo the job at hand in the Lrest possitrle xav."

W.O.O. D. VisitsWestCoast Mills \\'.O.O.D. lnc., Boulder, Co., is cclcbrating its 25th anniversarl,' *'ith a \\Icst Coast rnill tour Aprrl 22-26.

Accorcling to Rogcr Gage, tour chairntin, the gror-rp rr,ill visit Eureka, Ukiah, tlie rcd.'l'oods and San Francisco, Ca. Stops riill incluclc Sirnpson

Tirnbcr's rednoocl nrill; Pacit'ic I.urtrber's olcl groutlt rnill: Britr I.untbr.r's rcdwoocl lcncinu rlill; \lasonitc's harclbttarcl plant : [.oLrisianu-[)ueil'ie's Rcdcr piant;Reicl & \\'rigltt': renllnrulacturing planl arrcl Stunclurrl SlrLrcturc's larninulccl bcant plunt.

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Scarborough Lunber and Building Supply, Santa Cruz, Ca., has been named Business of the Year by the Scotts Valley Chamber of Commerce. ..Bay.side Hardware, Foster City, Ca., is marking 20 years in business...Grrnd Meso Lumber, Delta, Co., has contributed materials for a local civic improvement project...

Mentor Corp. is seeking buyers for its U.P.L. Lumber yards which have closed in Frisco, Granby, Castle Rock and Conifer. Co.... the former -/. W. Metz Lumber yards in Colorado have been acquired by F.B.B, Inc.,

Payless Building Sappty, Chico, Ca., has opened a yard in Corning, Ca...Budget Home Center is a new store in Longmont, Co., Butch Vemon, o*ner...P/ywood Co u nl ry, Grants Pass, Or., plans to expand its hardwood dept. and add a storage building...

Homecrafters llarehouse has opened a second Denver, Co., location...HorneClub will open a 100,000 sq. ft. rvarehouse operation in the El Portal shopping center, San Pablo, Ca. ...T-Bird Tme Value Home Center, Hillsboro, Or., has been purchased by Jerry McPeak, Vancouver, Wa., for an undisclosed sum...

Ernst Home Center has a 46,500 sq. ft. store under construction in the Everett, 'Vy'a., Mall Plaza... Knoll Lumber, Kenmore, Wa., will build a third store in Woodinville, Wa., with 9,000 sq. ft. of retail space and a 10,000 sq. ft. drivethrough warehouse...

Chris & Dick's Lnnber and Hardware, 1555 W. 3500 South, Salt Lake City, Ut., is in the midst of a $3 million expansion on their dozen plus acres, adding a major facade the full length of their considerable collection of bldgs...

Hundynwn r,vill be a tenant in the Bay Plaza Shopping Center under construction in Chula Vista, Ca. ...Lee Jordan has purchased Arvuda Western Lutnber Co., Arvada, Co., from Malcolm Pitts who has retired...

Arkay Lumber Co., Burbank and North Hollywood, Ca., is voluntarily liquidating...owners of the 38 year-old firm, Rudy Roodman and Ken Kenofiel are retiring...an April 20, auction is set at their North Hollywood yard...

True Value Home Center. Ruidoso, N.M., has been acquired by Bill and Rbxy Coggin. Paul's True Value Herdvr:ore, Eagle Nest, N.M., has been purchased by Valley Builders, 1rc., Stan Samuels and Phil Lenz, orvners...Employees at Neinrun-Reeds's Lutnber City, Yan Nuys, Ca., have voted for union decertification...

Robert Hayden and Larry Nicastle. new owners of Pine Junction Lumber, Pine, Co., are remodeling and adding a point of purchase computer system...Frerlerick Lumber Co., formerly Clark Lumber, has a new owner, Leon Hurt...

Pacific Wood Preserving of Bakersfiekl, Ca., has added a cylinder for creosoting RR ties, pilings and bridgework; the firm, which also includes Arizona Pactfic I4tood Preser,-ing, has broken ground for a nerv plant in Livingston, Tx.

Evans Products continues to operate its home center chains rvith borrowed money despite Chapter 1l bankruptcy (see page 28 tbr story)"..Crown Zellerbacft is resisting a takeover attempt by Sir James Goldsmith (see page 28 fbr story)...

We.verhqeuser has acquired Sirrtpson Tintber's Simpson Building Suppl-v Co. u'holesale distribution facilities at Kirkland, Wa., and Santa Clara, Ca.; Kjrkland will be consolidated r.vith Big W's Kent DC, Santa Clara r,vith the Hay"r,vard operation; the acquired units will continue to maintain the existing inventory...an agreement in principle regarding acquisition of Simpson's Cerritos, Ca., DC is expected to be linalized in 60 days, the unit is currently continuing operations...

Cunyon Forest Products, a new office wholesaler based in Palm Springs, Ca., is a subsidiary of Dougherty-Hanna, lnc,, Reno, Nv. ...Stanirne, Inc.3 new 46,000 sq. ft. distribution center in Phoenix, Az., has opened, Dick Doran, mgr...Plynood Los Angeles, &01 Flotilla, Los Angeles, Ca., closed early this month in a voluntary liquidation...

Southern CaliJ'orniu Lutnlser Sa/es is the new name of Hexberg Lumber Sales, Wilmington, Ca. Viney-Milliken Lutnber Co., Covina, Ca., the city's oldest family operated business, is voluntarily closing with the retirement of Jack Milliken...

Titne.s Mirror Co. has broken off negotiations with Boise Casc'acle Corp. for sale of Puhlishers Paper Co....Georgia-Pacific plans to sell about 134,00O acres of Douglas fir timberland near Springfield, Or., to Weyerhaeuser Co., for about $67 million...

Hard *-oods of America is a new retail/wholesale hardwood firm in Upland, Ca., that also has a custom mill; Chuck Sulimoff and Ted Fehrensen, owners...-/.8. Higgins Lumber Co. plans to open a hardwood distribution facility in Las Vegas, Nv., sometime during 1985...

Golden State llardvvoods is a new hardwood distribution yard and millwork facility in Montebello, Ca., Cale Daugherty, Dave Walther & Tom Reifer principals ...Robbins Ltrmber Soles Inc., formerly in Temple City, has opened a reman plant for industrial customers in Fontana, Ca., on a five acre site...

(Please turn to page 48)

Poxy Coat, an outstanding protective coating, is used on roofs to seal nail holes, and provide a seamless one piece surface that actually expands and contracts with weather changes. Guaranteed for lO years, il reflects heat and lowers interior temperatures by l5-2oo.

A pole shed's openness can make a side loader lift truck even more efficient. With no inconvenient walls to slow a lift truck's work, interior space seemin$ly expands. You get full performance from your lumber storage shed.

The building shown is one of two we recently completed for

We're so impressed with this revolutionary product we have become a Poxy Coat dealer. we can now offer this excellent product to you for all jzour interior and exterior coating and surfacing needs. Call today.

Inner Space

Minton Lumber Company in Mountain View, Ca.

We're proud that these functional San Antonio structures are among the five buildings Minton

has had us erect for them in the past five years.

Let us work with you so that you can get full measure from the space you have available.

Mike Esposito, mgr.

I leaclquarters:

128() Unit F-l

wcst l-ambert Rcl.

Brea, Ca. 92621

(21:r) 694-a36r

(7141-r29-779O

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(916) 473-s3nl

Set Your Sights on UALITY

7653 Telegraph Rd

Montebello, cA 90640 (i13) 223-3301 r (zr4) 994-62a0

930 Ashby Ave. Berkelei,, CA 9471 0 (41 5) 843-4390

1576 South 300 West salt Lake city, UT 841 15 (801) 484-7616

Main 0ffice 2150 0akdale Ave. San Francisco, CA94124 (415\ 647-0782

Kilns, Mill & Concentration Yard, Edinburgh, lN

Doug. Fir, Hem-Fir Spruce & Pine

GALENDAR

APRIL

Beijing Construction Exhibition - April 1-21, Beijing, Peoples Republic of China.

National Working with Wood Show - April 12-14, Westin Hotel, Seattle, Wa.

Western Wood Products AssociationApril lE, lumber seminar, Holiday lnn, Grand Junction, Co.

Rogue Valley Hoo-HooClub-April lE, concat, Medford, Or.

Wood Machinery Manufacturers of America-April 18-21,1985 meeting, Grand Hotel, Point Clear, Al.

North American Wholesale Lumber Association - April 22-25, annual meeting, Palm Springs, Ca.

W.O.O.D., Inc. - April 22-26, West Coast/Northern California mill tour, Eureka and Ukiah, Ca.

Umpqua Valley Hoo-Hoo-Ette Club - April 23, meeting, Tom Tom Restaurant, Roseburg, Or.

Roofing Industry Educational Institute-April 23-24, seminar, Las Vegas, Nv.

Forest Products Safety Conference - April 25-26, 50th annual meeting, Double Tree Inn Plaza, Seattle, Wa.

Woodwork tnstitute of California - April 25-27, annual convention, Quail Lodge, Carmel Valley, Ca.

San Joaquin Valley Hoo-Hoo Club - April 26, sports day, golf, Sherwood Forest Golf Club; dinner, Sherwood Inn, Sanger, Ca.

Western Wood Products AssociationApril 29, lumber seminar, Hilton lnn, Casper, Wy.

MAY

Western Hardwood Association - May 1-3, spring meeting, Red Lion Inn, Bellevue, Wa.

Mountain States Lumber and Building Material Dealen AssociationMay 2, yard & store design workshop, Holiday Inn Downtown, Denver, Co.

Lumber Merchants Association of Northern CaliforniaMay 5-7, annual convention, High Sierra Hotel/Casino, South Lake Tahoe, Nv.

sNational Building Material Distributors Association - May 5-t, third annual management conference, Hyatt Regency Maui, Maui, Hi.

American Wood Preserven Association - May 5-E, annual meeting, MGM Grand, Reno, Nv.

Western Dry Kiln ClubMay 8-10, annual meeting, SheratonLandmark, Vancouver, British Columbia.

Olympic Logging ConferenceMay 9-10, 40th annual conference, Beaver, Wa.

Rogue Valley Hoo Hoo ClubMay 10, golf tournament, Grants Pass, Or.

I.os Angeles Hoo Hoo Club - May 10, golf and dinner, Anaheim Hills Golf Course, Anaheim, Ca.

San Joaquin Valley Hoo-Hoo ClubMay 10, Cioppino-Casino night, Kingsbury Gun Club, Kingsburg, Ca.

Mountain States Lumber and Building Material Dealers Association - May 10, board of directors meeting and area social function, Albuquerque, N.M.

P.O. Box 1166, Tustin, Ca.92681

Call us at (714) 730-0664 or (213) 625-1494

Mountain States Lumber and Building Material Dealers Associ' ationMay 11, Albuquerque golf tournament, Cochiti Lake Golf Course, Albuquerque, N.M.

Arizona Lumber & Builders Supply AssociationMay 16'1E' convention, Ventana Canyon Resort, Tucson, Az.

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BILL FISHMAN

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San Diego, Ca.92128 ers'" Then the big clincher' "They don't give any service."

H3:f .'"'-'"".11;n#iilJ.'.'"1,T:il:

ten is the one entitled "How to Practice Self Deception." As more and more warehouse operators open around the country we are again listening to independent dealers talk of their customer base as being secure because they offer service.

It's time to reprint this article:

How To Practice Self Deception

Do you want to hide from reality? Join the crowd of building material retailers who find comfort in the big lie they tell themselves about their competition. They recite the rhetoric when they're asked if the competition is affecting their business. The phrase goes something like this:

"They don't give any service."

It's usually preceeded with:

"Heck no. .they don't bother us.

Their customers are not our custom-

I've heard those words from presidents of retail chains, operations officers, merchandisers, store managers and department managers. The "they" they're referring to are the Builders Emporiums, Ernsts, Grossmans, Handyman's, HomeClubs, Home Depots, Ole's, Pay'N Paks and the other mass merchandising chains, even the K-Marts!

Another comforting but deadly device employed by some retailers is the "we can price l09o higher than our competition because they don't offer any service." But let's compare these services and conveniences from the consumer's Doint of view.

Location:

The chain is probably located on a main traffic artery near the heavily populated residential area. The "Full(?) Service" operator is possibly in the industrial part of town or next to the railroad tracks on Depot Street.

Store Size:

Most home center chains boast 50, 60 or over 100,000 sq. ft. units. Many "Full(?) Service" stores try to compete in as little as a 2500 sq. ft, showroom.

Selection:

The "Full(?) Service" store offers their customers 1200 SKUs against the chain's 22.000 or more.

Store Hours:

Compare the chain store's 80 hours per week to the "Full(?) Service" store's 39 hours.

In-Stock Conditions:

The sophisticated chains now use EDP to maintain a constant stock vigil. How many customers does the poorly run "Full(?) Service" operator turn away because he's out?

Parking:

480 wellJighted spaces vs. 20 spaces. 'Nuf said.

Shopping Ease:

During peak hours the chain offers 8 to 20 (or more) manned check-out counters to ring up the attractively displayed self selection merchandise. And at the "Full(?) Service" store. . .well, how do you think customers feel about having to wait for a ticket to be written for a can of

(Please turn to page 76)

MOUNTAIN STATES FRED CARUSO executive secretary

Trinidad, Co., was named treasurer for the association.

IERRY Woodward, who took office lUas president of the MSLBMDA in November, is president and coowner of Woodward Lumber Co., las Cruces, N.M.

He is known for his innovative approach to employee and contractor customer incentive programs, which have dramatically increased the total sales volume of his family-run business. He became acquainted with employee incentives and their effect on business at the 1979 MSLBMDA convention in Jackson, Wy.

Woodward Lumber is a builder oriented yard with approximately 70 employees. A second yard is in the opening stage in El Paso, Tx.

Woodward's father, C. B., founded the company in 1922. A life member of the MSLBMDA, he recently celebrated his 82nd birthday. Jerry entered the business in |94. His son Gary is general manager.

Working with Woodward as presidentelect is Dave Stringham, Stringham Lumber Co., Salt l-ake City, Ut. Four new directors joined our board to serve three year terms. Steve Olson, Build-Rite Lumber & Supply, Rawlins, Wy., replaces Rick Heimsoth, Cheyenne; George Musselman, Boise Cascade BMC, Eagle, Co., replaces Marvin Steele, Denver; Walt Kellogg III, Kellogg Lumber Co., Denver, replaces Dave Stookesberry, Economy Building Materials, Greeley, Co., who remains on the board as an exofhcio member; Larence Greene, Cook Lumber, Salt Lake City, replaces Bob Young, Orem, Ut. Ed Sanlin, Trinidad Builders Supply,

Four new trustees join the insurance board; J.T. O'Neal, St. George Plywood and Lumber, St. George, Ut., replaces Dave Chambers, Utah; Bill Bohrer, B-Mart Home Improvement Centers and

Lumber Dealer's Supply, Pocatello, Id., replaces K.D. Ker, Idaho.

Filling a new position at large is Marvin Steele, Sterling Lumber and Investment, Denver. Kaj Lauridsen, Alpine Lumber Co., Denver, is serving as a non-voting liaison with the trust for one year.

A new brochure explaining how a dealer can sponsor a sales-building seminar in his store for professional remodelers is available by calling the MSLBMDA office. Available through MSLBMDA and the National Lumber and Building Material Dealers Association, the seminar is coordinated by the Westem Wood Products Association and involves field representatives from the American Plylvood Association working as members of a Wood Products Promotion Council team.

NORTHWEST

lN fffe greater Seattle area there has fbeen a gang operating which specializes in stealing and forging checks and cashing them at unsuspecting businesses. There is now strong evidence that they are expanding into other areas. Ifproper identification has not been verified, banks are refusing to absorb any losses. Following .ue some I.D. guidelines furnished by a bank:

Good I.D. is a document issued by a reliable entity containing at least two of the following items: a physical description, a signature, a photograph. Driver's license (your state preferred), military I.D. (green - active duty; red - reserve;

grey - retired); passport; employer I.D'; selective service card; trade license; student body card; concealed weapons permit (your state); government driver's license; state I.D. card and International driver's license (U.S. only) are considered satisfactory documents.

Additional I.D., usually containing only a signature, may be local bank VISA or Master Card, temporary driver's license, medical insurance card (could be used to check employment) or major credit cards.

Unacceptable I.D. include social security card, voter registration card, welfare card, birth certificate or medicare card.

Wlrcn sending in a thange ol addrcss please irtclude:ip corlc ort hoth old and rreu' addrcsses and eitltet the old labal or thc irtlbrmatiorr Irom it. Thonks!

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng conditions keep him alert to progress.

A[1 l|il 5impson

Redwood Book of lVood/Could

23 Proiects in ... innovative concepts in redwood expertly cratted by professionals in fine woodworking of the Northwest. Book carries a cover price of $3.95.

II

Detailed plans for each of the 23 projects contain exploded drawings, Bill of Materials data, and construction tips from professional woodworkers.

Display shipper contains 25 books and converts instantly into an attractive, spacesaving point of sale display.

Display Shippers (25 books) of the new Book of Wood/Could ll.

Please rush us

Enclosed is my check or money order. I want to take advantage of Simpson's special dealer introductory price of $50.00 freight prepaid per display/shipper containing 25 copies of the new Book of Wood/Could ll.

Six page Wo*lng Wlth Wood section is full of helpful construction details and options in scaling projects to varying levels of skill and ambition.

Book of Wood insert covers the fascinating story of redwood from prehistoric times to the present.

Kate Joyce and Rick Swanson created the redwood projects featured in the new plans book.

How you can save on G a, delivery costs

IrHE DUTIES of any manager are to I plan, execute and monitor the assignments the company has made with the personnel and assets provided. In the case of the dispatcher, the people are drivers, yard men or loaders, and the assets are trucks andlor fork lifts. The major planning steps in managing delivery are listing and logging what is to be delivered, when, where and to whom, load planning and make-up and, finally' routing and scheduling to accomodate the customer and, at the same time, minimize company costs.

The Delivery Log, plain and simply, is a list of things to be delivered along with to whom, when and where. It's a listing of things to be done recorded at the time

they are received by the dispatcher. It gives anyone in the company a ready reference on what's to be delivered. It is the framework of a load planning process. It need not be complicated. Lined sheets with columns for date,/time received, customer, location, order and time/date needed are adequate.

Load Sizes & Make-Up Very feworders placed by one customer for delivery to one job site at one time will fill a 16' to 20' flat bed or dump truck. Major exceptions to this are framing loads and/or full house sheet rock orders. These ordinarily occur on average in less than 2090 of all the deliveries made. The dispatcher needs time and support from top management to plan full truck loads going in one general direction or carrying, if not fully loaded, at least enough of a load for four stops, and more if possible. The fuller the truck, the lower the cost per delivery.

Taking an order by phone, putting it alone on the first available truck and sending it out to satisfy one customer will probably do just that, but it is the most expensive delivery to execute.

Scheduling & Routing A reasonable delivery policy provides for orders received in the a.m. to be delivered in the p.m. and vice versa. This allows not only time enough to enter, pick and stage an order, but also should provide for enough orders going in the same direction to fill one truck or have at least four stops on it. Since most contractor customers begin their day at7 a.m., doesn't it make sense, if your company wishes to serve your customer best, that you begin your daily delivery scheduling to coincide with your customer's work day? Think about it. Such planning by the dispatcher makes more delivery time available daily. Furthermore, it will make the picking, staging and loading a routine matter and should, if properly executed, insure that the company's trucks and drivers are productive.

"Management Sumeys the Black Hole of Delivery," divided into three separale dollar volume manuals, under $2 million, $2-5 million and over $5 million, is available for $45 from Builders Express Inc., 11550 Plano Rd., Dallas, Tx. 75243. Altenlion: Wally Lynch.

Osmose Relines Marketing

Osmose Wood Preserving Co. is launching a national brand awareness campaign for 1985 with a newly redesigned bright yellow end tag marking each piece of treated wood.

The end tag is supplementary to their Preferred D^aler Program and technical hot line (l-800-522-WOOD). According to John Horton, director of advertising and communications, this number has generated tens of thousands of calls with over 8990 of the callers wanting to know the names of the Osmose Preferred Dealer near them.

Horton says a growing number of lumber dealers, both large chains and independent yards, have commented on the need to do more to distinguish and identify their product to the contractor and the general consumer.

"In conducting marketing research," he adds, "we found that not only rvere do-it-yourselfers eager to have the opportunity to purchase a branded pressure treated wood, but that retailers were just as eager to have the opportunity to sell a branded product, supported by a full-scale national marketing effort."

Free plans, dubbed the Osmose "Great Plans Series," another phase of the campaign, have been revamp-

ENC0URAGEMENT for do-it-yourselfers to tackle proiects requiring pressure treated

ed. They present not only line drawirrgs of projects, but also step-by-step photos of construction details.

An original series of how-to videos accompany these plans. Professionally filmed, produced and narrated, the full+olor video tapes take consumers step-by-step through the construction process in a 'home deck clinic."

An important feature of the plans and videos, notes Horton, is their modular features. "There are mixand-match modular components for addon planters, benches and rail

styles. Consumers can obtain project materials lists for these variations."

Going hand-in-hand with the new plans and videos is a large advertising campaign aimed at both consumers and the trade. A unique feature of this national public relations &rmpaign is "The Osmose Handyman," a professional media spokesperson who will travel the nation appearing on television and radio talk shows, giving how-to tips-and, of course, the Osmose 800 number for free plans and dealer refenals.

wood is offered in brochures and construction plans published by 0smose Wood Products.

Bankrupt Evans Gets Loan

Evans Products is continuing to operate Grossman's and Lindsley home center stores with $50 million financing provided by Ienders despite the company's Chapter ll bankruptcy.

All stores had remained open although inventories were low and cash flow was a problem. The loan will enable the chains to ready for summer do-it-yourself business, according to a company spokesman.

A bankruptcy petition was filed when Evans Products was unable to renegotiate $600 million in loans and suppliers were reluctant to continue to provide materials. In addition to the home center stores, Evans Products includes Evans Transportation Co.,

which was not included in the bankruptcy.

These are part of the seven divisions ofEvans Products, one ofabout 40 companies controlled by financier Victor Posner, a Miami Beach, Fl., multimillionaire. Other Evans Products units included in the bankruptcy are PIC Holding Co., Evans Financial Corp., HMC Funding Corp., Evans Steel City Inc. and Rand Acceptance Corp.

With the Chapter ll filing, the company will operate with court protection from creditor lawsuits while attempting to work out a plan to pay its debts. The total debt of the units filing is around $5,10 million. Evans Products listed the single largest

amount of debt, $381.2 million, with assets of $212.1 million.

Creditors include Manufacturers Hanover Trust Co., owed $50.2 million, Continental Illinois National Bank and Trust Co. of Chicago, $31.6 million, and Bank of America National Trust and Savings, $30.4 million.

The 350 chains involved in the retail operation have had combined sales of more than $l billion. In the first nine months of 1984 Evans Products Co. reported a net loss of $34.4 million.

Takeover Move Blocked

Backed by anti-takeover measures put in place last July, Crown Zellerbach is standing firm against Sir James Goldsmith, who has purchased 8.790 of its shares. Goldsmith has said publicly that his group "should not be regarded as strictly passive investors."

W. T. Creson, c.e.o. at Crown Zellerbach, San Francisco, Ca., said "we don't think there are any actions not already in place that need to be taken to protect Crown Zellerbach from any hostile takeover bid."

In the past Sir James has attempted unsuccessful takeovers at St. Regis and Continental Group Inc., both forest products companies. The concensus among analysts is that Goldsmith seeks control of the firm's timberlands which he views as currently undervalued.

PLATEAU FOREST PRODUCTS hasjust opened for business in Albuquerque, and we're now accepting applications for experienced Lumber Tiaders.

The Stakes are High

0ur benefits include a large network of sales and purchasing, advanced computer technology relating to sales and trader assistance, partially paid health insurance, full dental insurance, disability insurance, 401-K retirement savings plan, modern facilities, and follow-up training programs. Applicants should be experienced in Lumber Trading, and be highly motivated to sales and earning commissions.

Construction Up in The West

Western construction continues to rise with both profits and work volume holding at significant levels, according to the CIT Corporation's 9th Annual Construction Industry Forecast.

Increased construction spending and lower interest rates are considered the primary factor for the continued upward trend by the survey's 910 participants, including some 50 distributors and 5l contractors from Alaska, Washington, Oregon, California and Hawaii.

Over 5090 of the dealers and 4890 of the contractors indicated there would be an increase in construction during 1985, while an average of 5390 believe net profits will increase as well.

a New Game in Tbwn... lumbermading ...And you can play, if you're qualified.

Home Center lndustry Maturing

The nation's home improvement industry is entering a period of strong growth that is creating more career opportunities than at any time in the past, according to Stuart A. Moureau, a New York executive search consultant.

"After ten years of boom, the home center,/home improvement business shows no sign of slowing down," notes Moureau. "Today, the challenge is to plan and harness this growth, but that requires more professionalized management than the industry has had to date."

Moureau believes the industry's growth will be characterized by more acquisitions and mergers, greater marketing innovation, and a trend toward tighter management controls over staffing and inventories. "After all, these are things few companies in the industry had to contend with since Do-It-Yourself really took off in the mid-1970s. Now it has to play catch up and go professional, just like other retailing fields," said Moureau, who addressed the recent National Home Center show held in Atlanta.

"The home center business is 'semimature,' and it may begin to exper-

ience difficulties with inadequate merchandising, staff turnover or overlycautious marketing, any of which could reduce growth. But few experts see this actually occurring," said the consultant.

Moureau, who likened the home center field to much of retailing, described what the industry will be like in 1995: "Larger, but far fewer chains... centralized, computerized purchasing and inventory control...greater reliance on a variety of direct marketing techniques...more innovative, in-house product development...a strengthened internal human resources function...a waning of the traditional male bias associated with home improvement..."

On the downside, the consultant said the home center industry suffers from a reputation for inbred management and a failure to compensate its people competitively. "In view of the management challenges facing the industry," warned Moureau, "it's hard to believe that companies rely on newspaper ads or word-of-mouth to recruit senior-level talent. In any event, they won't be able to attract or retain such people unless they take a hard look at compensation practices."

Housing Changes Ahead

An indepth look at the implications of changes in housing demographics, government policies, housing finance, land use regulation, infrastructure financing and the composition of the industry itself is offered in "Housing America-the Chalhnges Ahead," compiled by the National Association of Home Builders.

Slower population growth with fewer household formations and decreasing housing demands are seen for the '80s and '9G. A shift from first time to trade-up housing, dispersal of population to non-metropolitan areas and an increase in the number of elderly and super+lderly also are expected.

Household formations are expected to decline to l2l 3 million in the 1990s. New housing construction will be only about 15 million units in the 1980s and l4-15 million in the l90s because of slower household growth and more intensive use of the existing housing inventory.

NAHB expects total housing activity during the 1980s to add 21.6 million units; activity during the 1990s, between 19.5 million and 20.5 million units. In addition, the report estimates a minimum of 250,000 new or substantially rehabilitated units will be needed annually during the next 15 years to upgrade substandard housing.

Housing demand will vary widely within geographic areas with migration patterns continuing to favor the Sunbelt. Reevaluation of government aid to help low and moderate income families to obtain decent housing will be necessary. The high cost of credit will continue to discourage potential home buyers in addition to hindering rental projects.

It also is expected that meeting the increasing housing needs will require expansion, repair and replacement of highways, bridges and sewer and water systems despite the predicted infrastructure funding gap of at least $400 billion.

Large and small builders are expected to be able to hold on to their share of large subdivisions for first time buyers while the smaller builders will be maintained by the custom building market, but the outlook for medium-sized builders is uncertain. All in all, the housing market is expected to provide increasing opportunities in rehabilitation, remodeling and Iight commercial and institutional construction.

in enoineered wood

Wood manufacturers' annual convention

IFHE Spring meeting of the WestI ern Wood Products Association is always a time for the industry to gather, take its pulse and form a diagnosis as to likely business conditions for the balance of the year.

At the manufacturing level, the mills continue to suffer no or low profits, what one wag described as "profitless prosperity." Many of the wholesalers present agreed but noted that their business was neither very good nor very bad, "just kinda going along." Most, however, said that they

were in the black, with a rare few enjoying excellent business. The general

Story at a Glance

Restrained mood, moderate attendance...present conditions expected to continue for the rest of '85...1ra L. Liberman elected chairman...fall meeting: San Diego, Ca., September 15.17.

(5) Ed Garrett, John & Karine Myrin. (6) Andy Haynes, Gene Sjostrand, Dwight Curran.

(7) Dick Scheuble, 0wen McKannay, Don Mays, Bob Turner. (8) John Maple, Ron Morton (9) Bruce Fitzgerald, Paul Kaplan, Betty Foster, Bill Scott (10) Larry Grolhues, Craig R0hlfing, "Bart" Bartholomew. ('11)Sharleen Scheuble, Dick & Becky Smallridge. (121 Joanne & Tom Lapinski, Bob Burger. (13) Bill Knudson. Barbara & Frank 0uattrocchi. (14) Dorothy Ann & Dick McKannay, Linda Turner. (15) John de la Montanya, Joe and Jerrv Eoer.

tone of the convention was restrained, the attendance moderate comPared with other years.

Elected new chairman of WWPA was Ira L. Liberman, Duke CitY lPlcusc turn t.) Ttuge 35)

NEW 0FFICEBS: (1) Richard Parrish, lra Liberman, the new chairman. (2) Lee Simpson, Doyle Van Devenler, Larry Hart. (3) Wayne &WadeMosby, Ron Hoppe (4) Bob Bonniksen, Karl Drexel, Mike Parli, Doug Willis.

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

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

Steve Ryan, General Manager

In California (800) 582-3950

Outside Californ ia (805) 833-0429

St-"

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re-Treated

AVID READER (1) john Schick and Mort Huetter. (2) Michael Buck, Pamela David, Glen Connor, Dennis Richardson (back). (3) Jim Frodsham, Wayne Smyth. (4) Ted Gilbert, Christine and John Hollstein. (5) Art & Stella Reid. (6) Richard Larkin, John Crane, (7) Hap & Kathy Hasty. (8) Frank 0tal, Barbara Reich, Paul Emmons, David Brisebois.

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Lu mber All treated wood is not alike. Get Wolmanizedo wood

WWPA

(Continued from page 3 2) Lumber. Richard B. Parrish, Boise Cascade Corp., was chosen as lst vice chairman; Lee C. Simpson, Louisiana Pacific Corp., 2nd vice chairman. Immediate past chairman is William A. Whelan, Pope & Talbot, Inc. H.A. Roberts, president, was retained as manager of the association.

Throughout most of the convention pickets marched in front of the headquarters St. Francis Hotel, protesting Louisiana Pacific labor practices. One of the convention speakers was John B. Crowell, former L-P lawyer, who was slated to speak on his experiences as former assistant secretary for natural resources & environment, in charge of, among other things, the National Forests.

When he stepped to the podium at the luncheon the curtains behind him mysteriously parted to reveal a huge red banner boldly proclaiming: "Don't buy L-P Products. " The unflappable Crowell turned and looked, laughed and proceeded to give his speech as WWPA's "Mac" Epley quickly busied himself getting the curtains closed.

In his speech Crowell related his ef-

forts to expand the flow of timber from the National Forests and the frustrations and successes he enjoyed. While he was able to achieve an increase in the supply of timber, some of the final decisions regarding roadless areas and the like will be years in coming.

He urged the industry to give up some of its public housing and forest research programs as a contribution to cutting the federal deficit. The pay off to this, he said, would be downward pressure on interest rates.

In his closing he noted that after foul years of public service he doubted that he would return to the capital, knowing what he now knows of the ways of Washington, D.C.

H.A. "Bob" Roberts, in his traditional convention forecast of industry conditions, said that "western lumber producers can expect to experience more adjustments in 1985; however, the long term outlook is optimistic. "

U.S. demand for lumber in 1985 should be 43 billion board feet, about the same as in 1984, while lumber imports from Canada will make up 3090 of the U.S. consumption in 1985, he estimated.

"Some 13 billion board feet of

Canadian lumber will come across the border into the U.S. It will take some concerted action to stem that tide in 1985, either through congressional action or by the activities of the U.S. and Canadian government trade talks. "

While western lumber demand is expected to be strong, wood products companies will still face difficulties, Roberts added.

"It looks like the industry will again be converting a lot of trees into usable products without the prospects of major improvements to the bottom line and I expect we will continue to see more production adjustmentsa euphemism for mill closures throughout 1985," he said.

Roberts said western producers, including those in the Washington and Oregon coastal regions, will probably recapture some midwest markets in 1985, thanks to deregulation in the railroad industry.

Looking to the future, Roberts said there are better times ahead for the industry.

"This industry will not only survive, but prosper. Surely the survivors

(Please turn to page 3 7)

WWPA

(Continued from page 35)

will be the stronger. Productivity has and is improving markedly. New technology and better management are becoming more evident. C-osts have been pared, leaving 'lean and mean' companies," he said.

"The challenges facing the industry are formidable, but they are being addressed. This industry is and will be a major contributor to the economy of the western states and the nation."

ln committee actions, the marketing services committee embarked on the second year of their ambitious

plan to develop new markets. Their new budget of $3 million includes more than $500,000 for export expenditures.

The executive committee resolved that WWPA "expresses its deep concern about the critical problem of excess Canadian softwood imports and urges speedy reduction of such volumes to historic levels or market share through government-to-government negotiations."

The economic services committee had earlier noted that correction of lumber production statistics in the U.S. had lowered the Canadian share from 33.490 to 30.190 in 1983 and

from 32.40/o to 3l 9o of the U.S. market in 1984.

(Please turn to page 48)

PAUSING at gathering were (1) Ray Haroldson, Bob Saklofsky. (2) John Judy, Bill Davis. (3) Karen & David Duncan. (4) Pete Niebling, Gordon King. (5) Howard Hofmann, "Mac" Epley, Bob Courtney. (6) Bob Roberts, Gordon Brown, William Whelan. (7) Ted Pollard, Vic Hadley. (8) Gordon & Joanne Ward, Don Tackett. (9) John & Jim Epperson. (10) Dale Newlon, Tim Lissner, PeteJones. (11) Sherry Gaylor, Ernie Christison. (12) Bill Jacobs, Judy Robideaux, Sheri Stewart, Reggie Short, Paul Lewis. (13) Duane Vaagen, Bruce Malcom. (14) Marjorie & Dave Mensing, Gary Malfatti. (15) Don Wilson, Guy Dodge, Tony Darling.

Show To Offer Marketing Help

"We are pleased to welcome back the Retail Concepts Center at the 1985 Hardware Industry Week/National Hardware Show," announced William P. Farrell, executive director of American Hardware Manufacturers Association. "At the Retail Concepts Center, retailers, wholesalers and other hardlines buyers will find refreshing ideas. These new concepts will re-vitalize their merchandise display and increase the productivity of their sales floor."

Part of the educational program sponsored by the association, the center was developed by the National Retail Hardware Association and the Home Center Institute under the sponsorship of the American Hardware Association.

A full staff of NRHA/HCI professionals will be on hand to give visitors at the Retail Concepts Center ideas on getting a competitive edge through better merchandising. Visitors to the center can talk with a professional individually. These people can give individual solutions to a unique problem in merchandising, store layout or

store design. They can show how the solution works with the pictures, charts and layouts, which graphically illustrate strong merchandising displays and ideas.

To assure the best access for retailers, wholesalers and buyers alike, the center will be moving from the Lower Level of McCormick Place to the Mall Level within the same building and will be open August 12-15 during show hours at McCormick Place.

Other educational programs in Hardware Industry Week/National Hardware Show include the New Products Exposition, the Packaging Exposition, and a full schedule of seminars given by the AHMA with the help of the participating associations for the benefit of all visitors.

Berger & Co. Acquired

Berger & Co., a trading company based in San Francisco, Ca., has been acquired by giant Conagra, Inc., which last year had sales of $3.3 billion. No sales price was revealed for closely-held Berger & Co.

While primarily a trader in edible peas and beans, as well as chemicals, fertilizer, birdseed and metals, Berger has a forest products division in Sacramento, Ca., that deals in wholesale softwoods, mouldings, millwork, agricultural wood products plus plywood and particleboard. The division, which is managed by veteran lumberman Robert Glatt, is also a west coast distributor of CF&I steel products. Conagra's policy is autonomous management of its various divisions and no changes are planned. Berger & Co. last year had sales over $80 million.

Roofing Ma*et To Grow 5%

The total roofing market will exceed $7.5 billion in 1985, a 590 growth rate over 1984, according to the National Roofing Contractors Association. Residential work is projected at $2.25 billion or 3090 of the total market.

In announcing the growth of the roofing market, president Wayne Mullis noted, "The business turnaround of 1984 should continue this year, buoyed by stabilized interest rates and a surge in new building construction, especially in the southeast, southwest and western portions of the United States."

ll

MARKETING TEAM

(Continued from page 14)

The retailer and his sales team are the closing links in this marketing chain. They are the ones who provide the push and make the sale. A counterman who is informed and able to back up his information with literature, building and handling tips, construction plans and show-me-how displays will be the one who makes or breaks the pressure treated wood sale. The uncaring, disinterested, uninformed counterman with no sales materials to back him up will be the one who loses the sale.

Which one is working for you?

Now is the time to make the decision to go for the pressure treated wood sales. There's a lot of help out there for you, but you have to be informed and aggressive in putting it to use.

Redwood exteriors are taking on a whole new dimension

New Palco lmperialsiding, the 172-inch, thick-butted bevelsiding, o1fers a new dimension to quality construction. This premium exterior bevel siding is available in Clear All Heart and Clear, verfical grain, Certified Kiln Dried California Redwood. No other bevel siding offers

greater stability, lays flatter or looks richer. lmperial Siding is available in 6'i 8'i '10' and 12" widths and 6' to 20' lengths. Beautiful Palco lmperial Siding, with its dramatic shadow line and higher insulating qualities, is the ideal choice for new construction or remodeling where quality performance and appearance really count.

lT IS a popular economic and social lmisconception that middlemen are unnecessary, are responsible for higher consumer costs, and therefore, should be avoided. This is far from accurate in the trucking industry.

Each day thousands and thousands of trucks fill our country's highways to service customers. A truck and trailer easily cost $100,000. With this expensive equipment, a profit<onscious trucker's main objective is to avoid costly down time by staying loaded with the best revenue-producing loads available. To achieve this objective there must be someone available to give specific instructions to the drivers as where to pick-up and deliver and to issue cash advances. Major trucking companies have dis-

Story at a Glance

Truck brokerc serve both truck. er and shlpper. ..save both lime and money.. .responsable for securily of load and payment to drlver...comparable to wholesaler llnk belween manu. lacturer and retailer.

Middleman helps solve transportation worries

By Mark Pedersen Sales Manager Attaway, Trucking Division

patching departments that can handle all of these situations. Belonging to these large companies has advantages and disadvantages. The advantage of always having a load is good, but when a load is found, these large companies take 20 - 3090 of the total revenue. This leaves the trucker with 68 - 850 per mile, which is below the I.C.C. guideline.

What about the independent driver who has no company to drive for? How does he find a load?

In almost every city you will find truck brokers or transportation middlemen. These transportation professionals provide profitable loads for the independent driver through their constant scanning of the national marketplace. This service saves an independent driver literally thousands of dollars each year.

Being an independent driver, you

would spend at least 50 - 75s/o of your time calling mills, distribution yards, wholesalers, and manufacturers for material to haul. After having spent much money in phone bills calling blindly and wasting days in valuable time, you may have a load. But if you are in an area that is not familiar, a load may never be found. Imagine how long truckers would be in business if they wasted time and money to find freight.

This is where the transportation middleman fits in. Saving truckers money and creating a valuable service is what these individuals do. They put the customer and the trucker together, when both parties may be thousands of miles apart. Taking only 5 - 120/o and leaving over a dollar a mile for

(Please turn to page 41)

801

95 - 9449

Pressure-Treated

TREATMENT: CCA.C

RETENTION LEVELS: .251.401.60 LBS./CU. FT.

ALL WEATHER WOOD FOUNDATION

1OO MBF CAPACITY DRY KILN

RAIL OR TRUCK SHIPMENTS

EXCELLENT QUALITY CONTROL

THIRD PARTY INSPECTION BY, TIMBER PRODUCTS INSPECTION. INC.

TRUCK BROKER

(Continued from page 40)

the trucker, the transportation middleman provides service that is necessary and valuable.

Since he acts as the custodian of the material being shipped, the responsibility of any freight claims that may arise is certainly the duty of the truck broker. He also carries substantial cargo and liability insurance, as well as being licensed by the Interstate Commerce Commission, to insure the security of the load for the customer as well as the prompt payment to the driver.

In 1929,75s/o of dl the distribution in our country was done by the railroad. With the help of the truck broker and the recent deregulation in the industry, trucks have been successfully competing with railroad. Presently, rail and truck are hauling nearly equal percentages.

With more and more freight being distributed by truck the role of the truck broker goes beyond the truckers and into the realm of the consumer and shipper. Instead of calling numerous trucking companies each day to pick-up their loads, a mill or wholesaler now has the convenience of making only one phone call to the transportation professionals. This saves the customer time and money along with creating a variety of loads for the trucker.

There has been much talk that certain wholesalers do not particularly care to use the services of these truck brokers, for the simple reason many do not own their own trucks. However, if all the retail yards across the country felt the sa.me way about the role of the wholesaler, who owns no mills or manufacturing facilities of his own, a key link of distribution and sales in the lumber industry, or any industry, would be lost. The forest products industry would quickly come to a frightful halt.

Transportation middlemen are important in many channels of distribution. Putting the trucker and the customer together while saving both money and time turns this inexpensive transportation service for truckers and customers into a priceless resource.

When sending in a change of address please include zip code on both old and new addrisses and eirher the old label or the inlbrmation lrom it. Thonks!

0silosE' sulltvo0D' ls lll DEMAJID'

All over America, Do-ltYourselfers are using Osmose@ Sunwood@ for great outdoor projectsthat last.

Why? Because Sunwood's beautif u I reddish-brown color is more than a prestain. The color is inthewood, so itweathers naturally like Redwood or Cedar.

And Sunwood is warranteed for 40 years. Against termites, rot and decay. So a beautiful project looks beautif ul for decades.

'sr't'sEBBEAIptA*sr *0IAtt,,00D

The Osmose Great Plans'" IS IBEAIED EllUAI. Series helps Builders and DlYers with construction know-how for decks, fences and gazebos. A variety of styles allow flexible layouts and dimensions. And along with a materials list for each project, Osmose recommends products in supporting roles. Like PL500Deck&Treated

Lumber Adhesive which is Osmose approved for added strength and fewer exposed nails. That means add-on salesforOsmose Preferred Dealers.

GBEAI

UIDEO

TllE 0Sltl0SE PBEFEBBED DEATER IETESUPPOBI- SYSIEiI.

With our nationaltollfree numbe[ 1-800-522-WOOD, Osmose Preferred Dealers receive direct customer referrals, as well as answers to techn ical q uestions about specifications, codes and product usage. But that's not all.

PTAIIS

IAPES.

Along with in-store banners and displaysthat make selling Sunwood easy, Osmose hasGreat Plans Video Tapes that illustrate building procedures and techniques. They're available for Dealer Building Clinics or for customer rental or purchase.

And with Osmose, you knowyou can trust our products. Unlike "salt" and less pure "oxide" formulations, Osmose isthe highest purity, 1000/o oxide, CCAtyPe C preservative available in the industry. While low quality treated woods have agrowing liability, Osmose issafeand clean. We stand behind the quality of our wood with our 40 year warranty.

SUPPTY IllE DEl'lAllD.

Be an Osmose Preferred Dealer This vear build treated wood saled with Osmose Sunwood. Call usfor more information or write: Osmose Wood Preserving Company, PO. DrawerO, Griffin, Georgia30224.

t-800-522-W000

W[|OD WIIH A 4[|.YEAR WABBAJITY.

Suggestive selling

By Ken Thim

IIOWHERE in retailing is "sugIlgestive selling" more applicable than in the retail lumber and/or building material(s) business. Yet, no one is more inept at it than the personnel and management of a large number of these facilities.

One of the most successful retailers is a doughnut and coffee franchise whose personnel is trained to say to each customer who orders a beverage, "Would you care for any doughnuts?" And to every customer who orders a doughnut, "Would you care for anything to drink?"

Of course, we know it's coming, and may consider it a "pitch," a ttcon," a "supersell," but isn't that what the game is all about? Certainly there is no reason to be offended or ungracious when the suggestion is made.

Few and far between are the sales made in our business that don't need a companion tool, an incidental item or a finishing product. Nothing is

more aggravating to the average buyer than to get to the project and find that he has to make a return trip.

Story at a Glance

Salespeople should always suggest related merchandise to tie in with the main item sought... concept works lor virtually all projects. .sug. gestions are helpful to custo. mer.

The following examples point out areas where sales could be increased:

(a) Any lumber sale can be aug-

mented with nails, putty, metal trims, moulding, and so on.

O) A roofing sale shouldn't be consummated without adhesives, roofing nails, gravel guard, eave drip, gutter, etc.

(c) Moulding sales, natural wood, should include nails, putty, stain, paint.

(d) Prefinished paneling needs prefinished nails, prefinished putty, prefinished wall plates and plugs. And, doesn't the same apply to the prefinished mouldings?

(e) A suspended ceiling(s) system, or a direct application, needs materials to support it and trim and border.

(f) P-A-I-N-T-I-N-G. The possibilities are endless. From brushes to rollers, to paint pans, to putty, to thinners and thickeners, shellac and varnish.

(g) What are bricks without mortar? Posts without a post-hole digger and cement? Shelving without shelf standards, brackets, clips? A door without jamb, casing, stop, hinges, lock and striker plate? Window glass without putty, putty knife, glazier's points?

Never miss an opportunity to indulge in suggestive selling.

Author Thim is a frequent contributor to The Merchant Magazine. A longtime industry member, he is employed by Genstar Building Materials in Los Angeles, Ca. - ed.

FOR FABRICATING CALL RALPH t. ...for Cutting, Framing, Multiple Drilling, Dapping, Kiln Drying, Surfacing, and so forth.

FOR PRESSURE.TREATING CALL MAURYt. ...for Osmose Penta, Non-Toxic K-8, Osmose CCA, Flame Proof LHC, Prestaining, Browntone, etc.

New S.F. Bay Area Cargo Facility

December l, 1849. Having completed a tortuous twomonth journey from East Machias, Me., Andrew Pope and Frederic Talbot step off the steamship Oregon and survey the tiny mudhole of San Francisco. But rather than a ramshackle town with no streets or sidewalks, Pope and Talbot see a land of immense opportunity.

While others pan for gold, the two begin barging and brokering the lumber needed for San Francisco's building boom. Business is good and they soon realize the economic advantages of harvesting and milling their own lumber.

The company moves steadily into the rich timberlands of the northwest during the later l9th and early 2fth centuries, growing into one of the larga wood products manufacturers in the world.

Finally, in 1969, P&T bids farewell to the Golden Gate, moving corporate headquarters to Portland, Or., in order to be closer to its mills.

December l, 1984. Pope & Talbot returns to San Francisco.

Not the company founders, of course, but a corporation headed by their direct descendants.

The return is in the form of a cargo reload facility in Crockett, Ca.-the only one of its kind in the Bay Area. The facility is the latest in a series of bold investments by Pope & Talbot aimed at recapturing its historic place in the San Francisco market. One such investment involves $25 million in renovation and computerization of its Port Gamble, Wa., mill-the oldest continuously operating mill in the Northern Hemisphere. Between l98l and 1984, annual output doubled to 160 million board feet.

The increased output from Port Gamble is barged to the

reload facility, which carries stocking inventory of fivemillion board feet (ranging in size from 2x4 to 2xl4 and lengths of 8' to 26'). For P&T customers, it offers convenience, instant response, competitive pricing and quality product.

"It's like having a sawmill in their backyard,"saysReed Trull, Port Gamble sales manager. "Dealers and wholesalers don't have to carry the cost of large inventories, there's no more long hauls to the mills, and no more empty backhauls. We can be more competitive because transportation costs are lower, and we can control the inventory depending on whether demand is up or down."

Len Viale, sales manager at Redwood Ernpire in Morgan Hill, Ca., is already a believer. He more than tripled his purchase of Pope & Talbot product during the month the facility opened and had no trouble moving it during what is usually a slow time.

"It's competitive with truck and trailer pricing out of Northern California with the added convenience of oneday delivery," says Viale. "It has also reduced my inventory commitment by about 2090."

Bill Whelan, P&T vice chairman, isnt surprised by the initial success of the reload facility. "We knew we could sell lumber down there if we could overcome our transportation problem," he explains. "We always have had a good reputation in San Francisco with our products from our Oakridge, Or., operation."

Pope & Talbot sales representatives spent some time exploring the possibilities in the Bay Area. The enthusiastic reaction of the dealers and wholesalers convinced them to forge ahead.

(Please turn to page 54)

weverhaeuser ls commilIed to FirstChoice Service every stepof theway

No exception.

Competitive Pricing

weyerhaeuser p'ces are always competrtive. You can count on it. You can aiso count on consistent qua rty of products at the best value in the industry Day in and day out

Reliable DeliVef! wr,en weyerhaeuser peopre sive you their word vou can rely on it A11 orders wrll be shrpped when promisedon trme No excuses lf a problem does occur, we wil go the extra mile to satisfy our customer.

COnSiStent QUalit! weye. r- uu, =s r p,od uced p rod ucts ...+:t' a'e measured against rigid q-uairty control stanoa'ds We wirl not

cut co'ners. You ca^ rely on Weyerhaeuser products to meet VoJr

Weyerhaeuser wili meet the same demanding requirements, lf it 7' ' comes f rom us. vou can count on oualitv,

Dependable SefviCe

weyerhaeuser customer Service Centers are conveniently located to meet lhe supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and stayrng ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct-mill needs.

PeopleWho Care

you wiil arways ser a qurck response, accurate information and insightfulcooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred supplier. Your respect is Weyerhaeuser's top priority. We will never take it for oranteo.

"You have to make your capttal work harder than ever these days. I believe it s nnnnntial tn aal \^i ih r nnn| c, rnnlior thr+ uSbul llld.l LU gut vv t I a 9uuu JUlJpiler Lr rol l-^^ ^^^^i^+^^+ ^.aAr nas conststertr graue. compellllve

^'innn -n i- { nwil-rln tn mri ctnnkinn plluu> d.r lu r> | u^ruru LU llly JLUU^lr19 ^ b needs I also oon t want to be lust a *\ number when I p cK up the phone."

WALLACE POOLE

QaLoc N/'l:nanpr Poole Lumber New Orleans, LA

Weyerhoeuser

"WithWeverhaeuser we know our customers are eettine the best value in th6 indu"stry"

For all vour treated #ood needs, it's McFarland Cascade seven ways

2

(Corttinued from page I8)

The Arizona Lumber and Builders Supply Associotion hu moved to new Hq. at ll10 E. Mssouri, Suite 560, Phoenix, Az., 85014; telephone number remains the same...

RB Lumber Co., a fencing firm, has moved from Santa Ana, Ca., to Chino, Ca., adjacentto International Forest Products...

Hacienda Home Centers opened its 6th store in Albuquerque, N.M., last month...O'Malley Building Materiab, Phoenix, Az., had a grand opening to celebrate gving its name to the three Handy Andy stores it owns in Tucson, Az.

4

6 7

IFive different preservatives, each best for a given application: Wblman (CCA)r Chemonite (ACA)r Penta: Creosotet 50/50 Creosote / Petroleum. Seven species of wood, each with its own performance characteristics.

Every kind of treated wood product: OutdooP Wood; Universal Wood/Wolmanized; Sill Stock: Farm Squares; Fencing; Ties; Others. (Don't be fooled liv imitations.-Buv Wolmanized@ or Outdoor@ Wood.)

Trea-ting pla_nts and storage yards all over the Paciiic Northwest.

A labeled JO-vear guarantee plus a grade reouirement for oufdoor6 Wood.

A proud 70 years of manufacturing and treating qualiW wood products and providing qualitv service t5 lumbeidealers and distribut&s.

A large inventory at all locations-ready to fill speciTi. orders qirlckly and to exact specifications,

For all of these reasons and more, you can rely on McFarland Cascade, Treated Lumber Division, Tacoma, WA 98401. Phone 2061572-)0)) or 800I 426-8$0 (800/5 21-21i1 in Washington).

Pr6!.ra-Trrri.d Lunba?

Pres$re-Tr@led Lumbs

Sierra Cascade Timber Products, Inc., expects to begin operations this month in its new Redding, Ca., sawmill, according to Jack S. Beebe...

Hit by a 33.4a/o nosedive in apt. construction , housing starts in Feb. (latest figs.) plunged ll9o to a seasonally adjusted annual rate of 1,638,000 units...starts of single family units rose 5.390 to their highest level since last April...bldg. permits slipped 4.790 nationally, the West was the only area in the country to see an increase...in the latest California figs., housing starts were up 5490 over Dec.

WWPA

(Cotttinued Jrom page 37)

The export committee heard a staff recommendation that lumber promotion in the United Kingdom be increased.

The transportation committee reaffirmed WWPA's support of the railroad deregulation act as it was passed in 1980.

The OSHA committee discussed a Federal OSHA rule, effective May 5, 1986, that will require any company using hazardous chemicals to comply with certain administrative and employee training requirements.

Outgoing chairman William A. Whelan, in his closing address, took note of the progress made by WWPA's marketing program, noting that, "we can make things happen in the marketplace."

Nearly 800 were officially registered for the March 12-16 meeting, held in San Francisco, Ca.

Timber Consorving by Wood Preserving

Hardwood Flooring

by l)ave Ferrari President Virginia Hardu'ood ('o.

IA S WE complete the first hall of lFI985, I believe we can all basically agree that although 1984 rvas a good year for hardwood flooring sales, the chances for a repeat success this year are excellent indeed.

With this thought in mind, I uould like to again cover some of thc suggestions made in the past that I cleem most important to building material yards and home ccntcrs for maintaining and increasing the sale of hardrvood flooring to d-i-yers.

The strongest selling point of hardwood flooring is the beauty of the product. I cannot stress too strongly the importance of keeping your hardwood floor displays in tip top shape. Keep them clean and polished. There is sometimes a tendancy to cut down on the normal maintenance program that is so vital to an attractive display area. You can't sell carpet, tile, or linoleum if it is stained or dirty, so why expect to sell hardwood flooring when the finish is dull, marred, and unattractive?

Building supply yards and home

centers who sell both hardrrood and carpct should apply thc l'ollowing cleaning principles: when it is necessary to vacuum the carpet display, vacuum the hardwood flooring. When you shampoo the carpet, clean and wax the hardwood flooring display. If your sales personnel are not familiar with maintaining hardwood displays, talk to your hardwood flooring distributor sales representative. He will gladly instruct and assist them in becoming familiar with the proper and simple maintenance procedures.

One ofthe significant trends that developed in 1984 was the grorving popularity

of custom hardnood iloors in thc rcmodeling l'icld. More and morc people like the idea of being able to cl.roosc dramatic rrood patterns such as ftruntainbleau, Bordcaur, \laric Antoincttc, ctc., instead of alsavs settling for lhc altractive but standard square parquet or plank.1\4an1' of these custom hanclcraftcd reproductions reflect the unique lloor designs usecl in European castlcs :lnd palaces sorrc 3fi) )jears ago.

Significantly, thcrc are some ertrerne ly' important poinls to rcrncmber and prccautions to take rvhcn dealing with cr.rstom flooring. Sincc rvood is a product that is subject to moisture absorption and consequently alters its shape throLrgh expansion or contraction unless acclirnated to the particular geographical area where it is to be installed, it is highly recommended that custom patterns be purchased from wholesalers who manufacturc locally and use locally acclimated wood. Intricate custom wood

(Please turn to puga ,18)

INFORMAL roundtable discussion characterized meetings as speaker(1) leads the group in discussing various industry lactors.

Mountain States dealers take time to learn

HALF DOZEN management areas were covered by lumber industry consultant Carl Dill as he spoke before a recent gathering ofthe Mountain States Lumber & Building Material Dealers Association.

Billed as the Lumber Dealers Ski Retreat, the gathering drew association members from four states to Park City, Ut., March 2-5. Lengthy sessions were held both mornine and

Story at a Glance

Six wide ranging business sessions season ski retreat...dealers covered expansion, new products, credits and collections, communication, training and others.

evening, allowing time during the day for skiing and other winter sports.

The current president of the National Lumber and Building Material Dealers Association also spoke to the group. Dean Leaman, a lumber dealer from Rosenberg (Houston), Tx., reported to the group on "National"

(Please turn to page 6 3)

(2) Carl Dill, featured speaker and Larry Hoffman. (3) MSLBMDA mgr. Fred Caruso, Rich

Meer, Jackie Leaman. (4) Bette & Dave Stookesberry. (5) Diane & Dave Mason. (6) Ron Wing, Dean Leaman, Mike Cundifl, Bob Mandel. (7) Barbara & Jerry Woodward, Marilee & Dave Stringham. (8) Billie & Bud

Diehl. (9) Kate & Mike Martin with their children, John,3 months, and Andrew,4 years old. (10) Kent Brosh. (11) Joe Martin. (12) John Grerscher. (13) Walt Kellog with son Brian. (14) Andrea Caruso, Josephine Dill.

\4bsrBnx RBn CEDAR. WIIAIALLOTHER OUTDOOR WOODSWOULD LIKETO BE.

Soft warm tones. Natural beauty. Exceptional durability. Western Red Cedar has it all over other woods for patios, decks - any outdoor application. What makes it even better is that vou can offer vour customers the natural idvantages ofthis exceptional wood at a reasonable price.

MacMillan Bloedel grows, manufactures and distributes Western Red Cedar. So we have a dependable supply of this, one of the world's most decay-and insect-resistant woods. In fact, we're the world's largest source of this magnificent species.

As well as deckingr 1'our customers can choose from a variety of siding, boards, dimension lumber and panelling patterns. All from MacMillan Bloedel. Western Red Cedar. A beautiful wood to have on deck.

How to expand pressure treated wood sales

ff,Hh"ill"ffi il,ll&T"l'J-

dation System can mean increased pressure treated wood sales and profit for a retailer.

Two uses of the Permanent Wood Foundation System (the new name for the All-Weather Wood Foundation System) are ripe for promotion and development-basements for stick built houses and foundations for manufactured homes. Both uses offer benefits for the building and the manufactured home industries.

The Permanent Wood Foundation can save builders time and money, says the Wood Products Promotion Council. A simple system consisting of foundation stud walls made from pressure-preservative-treated wood and supported by gravel or poured-inplace concrete footings, the PWF is an engineered system that has been extensively tested and proven in the last 20 years. Recognized by all the

major model building codes, it has been used in some 80,000 structures all over the country.

The system is especially adaptable for manufactured homes because the sections can be prefabricated, trucked to the site and in place a few hours after a manufactured home chassis is placed on footings and stands or piers. Other advantages are not hav-

Story at a Glance

Pressure treated wood sales tips...how the Permanenl Wood Foundation f its specialized needs of building and manufactured housing industries... ways to reach potential customers.

ing to wait for concrete to cure, installation in almost any weather and savings reportedly as high as 2590 over concrete or masonry foundations.

Additionally a manufactured home with a wood foundation is considered permanent housing in many jurisdictions. It also satisfies HUD/FHA requirements for a permanent foundation, meaning that a manufactured home with a Permanent Wood Foundation can qualify for a 30-year loan.

The second potential market for the Permanent Wood Foundation is the wood basement. The National Association of Home Builders rates livable basements important in the home of the future.

The Permanent Wood Foundation System is the ideal way to provide the desired basement, claim proponents of the system. According to the National Forest Products Association, the design, fabrication and installation requirements for wood founda-

Dorft gpt caught in between

Handling your own lumber purchases can be a complicated, time-consuming business, with all the logistics, planning and scheduling involved. But when you call in the professionals from Hampton, you get exactly what you need, when you need it. Without hassle.

At Hampton we make it our business to know the market. We keep tabs on

what's available throughout the industry. We understand your needs and can give you firm delivered price and shipping commitments, including freight at our favorable contract rates. And we provide remanufacturing and custom milling at our Woodburn, Oregon, plant.

With Hampton, you're dealing with a financially sound company that every year distributes over 500 million board

feet of quality forest products, including 200 MBF from our own mill and contract suppliers. Call us today and find out how comoetitive we can be.

tions are accepted for federal building programs, the three nationally recognized model building codes, each of the 19 existing state building codes and hundreds of local codes.

With this established, it is now up to the wood industry to accomplish acceptance by the builders. Associations involved in the Wood Products Promotion Council program, including the American Plywood Association. Southern Forest Products Association and Western Wood Products Association are concentrating on expanding builder use of treated wood foundations.

With this type of support, a dealer can develop interest and use of the PWF in his own market area. Literature from the Wood Products Promotion Council and the cooperating associations can be a starting point. Informed and armed with such materials, sales people can begin to make sales presentations on PWF. Interest and knowledge can be increased by asking an association fieldman to conduct a seminar for builders, architects and specifiers in the area.

The product and the market exist. It's up to the dealer.

Preframed PV'F Sidew'all with Con(rete Footing

Prefahricated PWF Sidewall with Granular Footing

NEW S.F BAY AREA CARGO DOCK

(Continued from page 45)

Of course, the idea of barging lumber isn't new. Pope & Talbot has been using cargo facilities in its primary markets in Southern California and on the East Coast for as long as the Port Gamble mill has been in existence. All the company needed was some dock space.

"We were fortunate to locate adequate dock space," says Bob Courtney, vice president for marketing. "Our lease guarantees that we can maintain a 5-7 million foot inventory."

Since the Port Gamble mill maintains its own company dock facility, barge transportation is the most cost-effective means of moving the product. With San Francisco seen as a wide-open market for Port Gamble lumber, the cargo reload facility was a matter of course for Pope & Talbot.

"It gives us an avenue to more easily flow our lumber into the market," says Dan Harper, Port Gamble resident manager. "We can participate in the market on a daily basis rather than on an intermittent block basis. We have to carry our inventory in a market where there's a high demand for the product."

P&T has invested a considerable sum of money in this venture, "but this is a high-stakes business and this is an extremely important market for us," notes Whelan. "We're maintaining an inventory of five-million board feet a month and we've got a mill that will out{ut any other mill on the West Coast. We are really serious about going after this."

For Pope & Talbot, San Francisco is still a land of immense opportunity. Nearly a centuy-and-a-half after Andrew Pope and Frederic Talbot waded ashore, the company they founded is back in the Bay Area.

"This time," says Courtney, "we're here to stay."

Dataline Adds Service Facilities

In a continuing effort to provide a nationwide sales and support network, Dataline Corp. recently added sales and service facilities in 19 locations throughout the western United States.

New service locations include Los Angeles, San Diego, Ventura and Bakersfield, Ca.; Houston and San Antonio, Tx.; St. Louis and Kansas City, Mo.;Denver, Co.; Seattle, Wa.; Portland and Eugene, Or.; Oklahoma City, Ok.; and Cheyenne, Wy.

"These additional service facilities will make Dataline more accessible and responsive to the needs of our rapidly growing customer family," commented Gerald F. O'Connell, president of Dataline.

A western regional sales office has been created in Dallas under the supervision of western regional manager John Zepka. The western sales territories are divided into the west coast district. based in San Francisco: southwest district, Dallas; and Rocky Mountain district, Denver. Additional sales facilities have been opened in Los Angeles; Houston; Baton Rouge, La., and Portland.

Lumber Group Begins 79th Year

Carl Poynor, San Dego area branch manager for Fremont Forest Products, was recently installed as 1985 president of the San Dego Lumber and Wood Products Association.

Other offlrcers for the year are O. J. Evenson, American Mill & Manufacturing, vice president; Ronald Schafer, Timberline Forest Products. treasurer.

The Association, in continuous operation for 78 years, represents 44 lumber operations, cabinet shops, and millwork distributors in Southern California. Activities include an annual architectural design contest for area community college students, seminars for members'employees, weekly luncheon meetings, and a Christmas party.

PRESIOEiIT of the San Diego Lumber and Wood Products Association Carol Poynor (left) receives congratulations from Bill Cowling, Dixieline Lumber Co., San Diego, Ca.

Tom Trout is hlling the newly created position of director of marketing and training for the 17 Bloedorn Lumber Co. yards in Wy., Co., Nb. and Mt., according to Dick Bullock, sec,-treas.

Jack Christofferson has retired from Plum Creek Lumber Co., Columbia Falls, Mt. Mark Calvert is new to the sales staff there.

Arthur F. Meyer has retired as chairman, Grayline Housewares, Elgin, Il., according to George E. McKewen, pres., International Metals & Machines, Inc., Grayline's parent co.

Steve R. Watts has been named western region sales mgr., Insul/Crete, Inc., Fresno. Ca.

Hany M. Stover, USG Corp., Chicago, Il., has been elected vice chairman. Eugene Miller is now exec. v.p. and chief financial officeri Ralph C. Joynes, exec. v.p., chairman and c.e.o., United States Gypsum, Co., and William J. White, pres. and c.e.o., USG lndustries, Inc.

Wes Davis is now mgr. of 84 Lumber Co., Bend, Or.

Mike Clark, Willamette Industries, Inc., is now corporate data processing mgr.

Martha B€nnett is new at Northwest Hardwoods, Portland, Or,, as abuyer.

Joe Shipman, Navajo Forest Products, Navajo, N.M., has been vacationing in Or. visiting family.

Phillip D. Harris, mgr., business planning and analysis, Potlach Corp.'s consumer products div., is now mgr., strategic planning, at the San Francisco office.

John Maple has been named new sales mgr. at Erickson Lumber Co., Marysville, Ca., with Bud Peasley on common and dimension sales, according to Tony lJlloa, gen. mgr.

Frank Velez, Jr. has joined sales at Rygel Lumber Sales, Newport Beach, Ca., according to Clint Rygel.

Bob Bierley has been selected media marketing manager, Handyman Home Centers corporate advertising dept., Santa Ana, Ca., according to Monty Reese, director of advertising.

DickDoranis nowgen. mgr. of the46,000 sq. ft. Stanline, Inc. distribution center, Phoenix, Az.

Theodore R. Allen, pres. and gen. mgr., Mt. Taylor Millwork, Inc., Milan, N.M. is now pres. of the Wood Moulding and Millwork Producers Association. Other 1985 officers are Sid Johnson, Challenge Lumber Products, Inc., Marysville, Ca.; Richard Scheuble, Medallion Millwork, Inc., Marysville, Ca.; Earl J. Moore, Corning Moulding Corp., Corning, Ca., v.p.; J.D. Robbins, Klamath Moulding Mill, Inc., Yreka, Ca., treas., and Timothy J. O'Malley, O'Malley Glass & Millwork, Phoenix, Az.

Harold Fay is new to the sales staff of TreeSource, Inc., Portland, Or.

Alexander M. Fisken, senior v.p., facilities planning and technology, Weyerhaeuser Co., Bainbridge Island, Wa., will retire March 29.

Bill Choske, Laminated Timber Service, Ontario, Ca., recently contracted with Levi Strauss & Co. for a pair of Levi's, causing the factory to go on overtime, at least according to one of his secret admirers.

Steve "Thurgy" Thurgood, mgr., Jones Wholesale Lumber, Lynnwood, Ca., and his wife, Kathy, are the proud parents of a boy, Bryce Cody, born Nov. 17, 1984. Foreman Frank Gonzalez and his wife, Helen, are the new parents of Frank, Jr., born March 14, 1985, according to Larry Bollinger.

Michael C. Chapman, sales rep., Master Lock Co., Phoenix, Az. has been elected to the 1985 president's council.

Richard S. Hochman. dir. of communications, National Housewares Manufacturers Association, Chicago, Il., will retire July L

Craig Kincaid, Robert S. Osgood, Inc., Los Angeles, Ca., has just returned from a three week trip to Taiwan, Singapore, Malaysia, and the Philippines.

Phyllis Friedman is now v.p. and gen. merchandise mgr., Builders Emporium, Santa Monica, Ca. Dennis Albert has been selected v.p. of advertising.

Mike and Cindi Tracy, Southern California Lumber Sales, Wilmington, Ca., (formerly Hexberg Lumber Sales) are back from an Or./Ca. mill trip.

Bob Winterhalder, San Lorenzo Lumber Co., Santa Cruz, Ca., has returned from a week's vacation in Brazil.

Anne VonAllmen is now with English Bay Cedar Products, Portland, Or.

Robert Barnes, Multnomah Plywood Corp.,St, Helens, Or.,is now a region two trustee of the American Plywood Association. Other appointees: William Gregory, pres., Gregory Forest Products, Inc., Beaverton, Or.; John N. Galloway, pres., Hood lndustries, Inc., Beaumont, Ms., and William E. Windham, res. mgr., Union Camp Corp., Chapman, Al.

John Burke is new to sales at F & L Lumber, Sandy, Or., working from Wilsonville. Or.

Jack Greene is the new v.p.. Cascade Empire, Corp., Portland, Or. Craig Rohlfing is commodity dept. sales mgr. and Art Manning cedar dept. product mgr.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Orange, Ca., and his wife Loraine, have returned from an extended stay in Hawaii.

Nick Einfeld, O'Malley Lumber Co., Phoenix,Az., is the new administrative asst. to Dean Drake, gen. mgr., in advertising and merchandising matters.

Barry Schneider, Parr Lumber Co., Chino, Ca., has been promoted to exec. v.p., and Jim Hand, asst. sales mgr., in addition to their usual duties is now v.p., according to Pete Parrella.

(Please turn to page 58)

WWPA PROMOTION

(Continued from page l3)

of literature are added to our literature inventory, with approximately one million copies being printed. Among the most popular of these consumer oriented brochures are guides to building outdoor decks, fences, retaining walls, landscape decoratives, storage sheds and related how-to projects. The project scopes range from those for the accomplish-

ed craftsman to the weekend do-ityourselfer.

As identified earlier, the remodeling contractor is an important part of the overall construction market and WWPA has developed special programs to reach them. Special emphasis has been given to developing selling tools such as advertising and rnerchandising kits for promoting outdoor decks of all sizes. Decks are rated high on homeowner surveys to identify planned upgrading projects.

CONTINENTAL FOREST PRODUCTq INC.

The Merchant Magazlne

All in all, pressure treated wood is an important component of the WWPA promotional program to help everyone specify, sell and use more wood.

Additional information on the activities of the Western Wood Products Association is available by contacting us at the Yeon Building, Portland, Or..972M.

Oregon Drying/Reman Firm

Matt Griffin, Herb Koller, C.W. Peters and Lee Merwin have formed Vaughn Co. and are reactivating the existing dry kilns, planing mill and storage facilities at Vaughn, Or. Vaughn Co. will offer custom drying, remanufacturing, storage and shipping services to the industry. Koller will manage sales and shipping. Peters and Griffin will manage operations. Merwin is secretary/fieasurer.

PERSONALS

(Continued from page 56)

Cordes Langley, Redwood Coast Lumber Co., Ukiah, Ca., has been on a l0day sales trip to Australia.

Patrick Farrah has resigned as exec. v.p. and director at The Home Depot.

Bernard Patrick Doyle who has retired as territory salesman for Duke City Lumber Co., Inc., Albuquerque, N.M. was 66 on St. Patrick's Day. Marvin Buckland, Dallas, Tx., is taking over his accounts in Fort Worth.

Dave Larsen is the new pres., Home Centers, Inc., San Diego, Ca.

Dennis Heet, Heet Bros., Baldwin Park, Ca., is back from tarpon fishing on the Rio Colorado in Costa Rica.

(Please turn to pase 79)

New Millwork Association Board

Theodore R. Allen, president and general manager of Mt. Taylor Millwork, Inc., Milan, N.M., was elected president of the Wood Moulding & Millwork Producers Association (WMMPA) at the association's 23rd annual meeting in Tucson, Az., Feb. 13-16.

Vice president of the association last year, he succeeds Loren G. Forrister, Tewa Moulding Corp., Albuquerque, N.M., who will serve on the board of directors as immediate past president.

Other officers for 1985 are: Earl J. Moore, Corning Moulding Corp., Corning, Ca., vice president, and J.D. Robbins, Klamath Moulding Mill, Inc., Yreka, Ca., treasurer.

New members of the board of directors include: Sid Johnson, Challenge Lumber Products, lnc., Marysville, Ca.; Timothy J. O'Malley, O'Malley Glass & Millwork, Phoenix, Az.; and Richard Scheuble, Medallion Millwork, Inc., Marysville, Ca.

Happy 300 Millionth Seedling

Celebration of the planting of the 300 millionth seedling is underway at the Weyerhaeuser Co.'s forest tree seedling nursery, Mima, Wa.

Established in l!)67 on a 365 acre site, the nursery provides seedlings for operations all over the northwest. Douglas fir, western hemlock, Sitka spruce and grand fir are the species gxown.

GAVEL EXCHAI{GE between Theodore R. Allen (right), Mt. Taylor Millwork, Inc., Milan, N.M., newly-elected president ol the Wood Moulding and Millwork Producers Association, and Loren G. Forrister, Tewa Moulding Corp., Albuquerque, N.M., outgoing president.

Beautiful sales with beautiful decks

UTDOOR LIVING is better for 'customers who buy pressure treated wood. A dealer can sell this idea with confidene because he knows pressure treated landscaping timbers, decking, fencing and materials for extras such as planters, benches and walls are virtually guaranteed.

Easy care and confidence in the product will sell the customer over and over as he becomes aware of the

Story at a Glance

Guaranteed product quality means dealers and wholesalers can sell pressur€ treated prod. ucts with a minimum of call backs...wide variety of products in a number of colors.

wisdom of insisting on pressure treated wood.

Safe to use in direct contact, protected from termites and decay due to fungi, pressure treated wood offers durability and beauty.

Left in its natural color, which ranges from green tones to brown, stained or painted, pressure treated wood in any form adds long lasting beauty to the outdoor scene. You can bet on it.

NEW

MEMBEBS welcomed to San Joaouin Valley Hoo-Hoo Club, Fresno, Ca.: (1) Dave Walters, Rudi Lokkart, Jack Lortie, Rav Teixeira, Boyd Tackitt, Chuck Larson, Alleh Litten, Jerry DeCou lV (back row), Harry Mc-

Nerney, Steve Schefield, Howard Dunham (kneeling). (2) Ted Mathews, Bernie Barber, Jr., Don 0ldenkamp, Ray Teixeira, Roy Wallingford. (3) Kevin Hayes. Len Viate. (4) Bitl 0berholser. (5) Mike Bakula. (6) Tom Martin.

Dale Winslow, Arnold Volny with friend. Roy Parsons was chairman for the event held at Pismo Beach, Ca.

ROCKY MT. DEALERS

(Continued from page 50)

affairs. He reviewed the upcoming Conference with Congress in Washington, D.C. and the Manufacturers Council and Presidents meeting, set for May in Tucson, Az.

Consultant Dill described credits and collections as vital parts in running a successful lumber business. Others, he added were "being in the right time at the right place, plus dumb luck." He added product selection, delivery, knowing and outservicing the competition, a loyal contractor trade and seizing marketing opportunities as among others.

The format for the six sessions was a modified roundtable with Dill leading the way. The dealers present were very forthright in contributing from their own experience and knowledge, making the meetings especially productive for those attending.

The second meeting, expansion, dealt mostly with new product lines and offered ways to analyze the cost of products, how to price and how to increase margins.

Dill observed that as homes have become smaller people seek better products, allowing dealers the opportunity to sell more profitable, upmarket products. He advised never to delegate pricing, markups and discounts below the person whose pocketbook is affected.

Following was a meeting on what new products had been best for the assembled dealers. Included were oak doors, security doors, millwork, brass hardware, wood flooring, pre-staining of doors, and energy products, Products that bombed included a plenum humidifier, grass seed and tow ropes.

The next morning the topic was generating employee enthusiasm and how it is done. Communication, both ways was called essential to bringing employees into the process of marketing. That evening Dill spoke of training programs, how they can fit into a busy dealer's schedule and what they can and cannot be expected to produce.

The final day reviewed various collection methods and how they can be made most efficient and effective. As usual the audience input was out-

standing as the dealers related caseby+ase histories of what had and had not worked for them.

The program, expected to be repeated next year, is one in a series of management and employee training sessions held during the year by the MSLBMDA.

Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British C6lumbia, Oregon and California. We afe constantly adding to our selection of western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

NEWEST ADDITION lo Sunrise Forest Products Co., Lake Oswego, 0r., John Myers is now manager 0f their Portland dislribution and hardwood and specialties sales says Darrell Robinson, president. Myers has more than 17 years sales and marketing experience in the northwest.

NEW PRODUGTS

and selected sales aids

choice of 12 styles and four hardwoods. A self-adhesive hardwood veneer to cover cabinet boxes can be stained or painted to match or complement new doors. Hinges and hardware are optional. Complete "how to" instructions accompany the materials.

Water Repellent Preservative

A new line of water-repellent, copper-based wood preservatives, Woodlast, is being introduced by the American Tar Co.

The products are said to meet all EPA lowered-toxicity requirements and are effective in controlling rot, decay, mildew and moss, as well as inhibiting attacks by termites above and below the ground.

Fast Exit Line

An emergency fre escape for homes, the Life Ladder, a development of D&R Safety Products, Inc., has a special latch at the top that opens for fast descent. It reportedly cannot be opened from the bottom, even by prylng with a crowbar, making it intruder-proof.

The 12 inches between rungs are said to allow for easy escape by children and adults. Rungs are 24 inches wide for sure footing. The cable that supports the ladder in the open position reportedly holds over 1500 pounds of weight. Made of aluminum and stainless steel, the ladder has reportedly been engineered for long lasting, virtually maintenance-free life.

Standard length is 12 ft. for exit from the second floor. Custom sizes up to 36 feet are available on order.

Put Up A New Front

A new d-i-y cabinet remodeling program has been introduced by Quality Doors.

Reportedly costing three to four times less than cabinet rebuilding, the d-i-y program includes custom, madeto-size doors and drawer fronts and a

The service life of exterior-exposed wood is said to be doubled or possibly tripled by periodic applications of these preservatives.

Easy Care Blinds

Stock vertical blinds from KenneY offer four fashionable, light filtering woven fabrics or contemporary, room darkening vinyl.

Both styles of 3-% in. wide vanes are reportedly easy to care for. The vinyl is said to wipe clean while the fabric is reportedly easy to vacuum.

The blinds mount from the ceiling or outside the window allowing 180' vane rotation.The sturdy track unit is reversible for either left or right traverse with just a pull of a cord.

Each carton includes track, vanes, snap-in brackets, necessary center supports, cord weight hardware and do-it-yourself instructions.

For more information on New Products write The Merchont Mogozine,4500 Campus Dr., Suite 480, Newport Beach. Ca.9266O. Please mention issue date and Page number so we can process your reouest faster! Manv thankst

Jacks And Better

New accessories from American Oak Accessories, Inc., help complement a finished room with oak telephone jacks, standard television wall plates, and wall plate line ups, as well as solid oak finished and unfinished bathroom/kitchen accessories.

The Fonedecor series is said to offer the Decjax snap-in accent plates in chrome, polished brass and antique brass. The double jack outlet allows the user two phone line hookups to one plate or two single line devices such as telephone answering machine/ phone and autodialer compatibility.

The Videodecor line offers television wall plates and video cable jacks, while the Camelot oak collections are all hand sanded and stained with two coats of water resistant lacquer.

well as unfinished solid oak or western hemlock rail.

The prefinished system is available in 2 ft. to 14 ft. lengths and in 29 in. or 35 in. heights, preassembled for reportedly simple, fast expansion to fit any angle, or for use on the level. All fastening hardware and prefinished fillets are included.

Each unit is packaged individually for d-i-v sales.

Set Your Sights on Saw Teeth

A new saw set from Stanley magnifies the user's view of the teeth, reportedly making possible a greater degree of accuracy in setting them to the correct angle.

A magnifying lense over the setting area provides visibility for accuracy. An adjustable knob is said to dial the appropriate settings for saws with from four to 12 teeth per inch. A contoured pistol grip allows comfort and leverage in setting.

The saw set reportedly can be used on ordinary hand saws, both cross cut and rip, on back saws and panel saws.

Longer Pickup Pourer

H-P Products, Inc. has extended the warranty for the Vacuflo central vacuum system's power unit to two years.

The new warranty applies from the date of purchase by the first consumer buyer. The.guarantee is said to be applicable under normal intermittent use and when properly installed and operated in a single family residence. The previous one-year manufacturer's warranty against defects in material and workmanship remains the same for all other components.

Perfect Bouquet

Door Light Assembly

A new 20 minute, fire-rated wood door light glazing assembly that reportedly meets the standards of major safety codes has been introduced by Doranson Systems Inc.

Available in most species, the assembly comes in dimensions up to ?A" x 54", reportedly offering more flexibility than metal frames.It is said to fit standard | 3/4 in. solid core, 20 minute-rated doors and will accept l/4 in. Georgian wired glass. Also available are 20 minute-rated wood door frames and sidelight assemblies.

Coming UpOnThe Rail

An adjustable stair rail from Western Ttrrnings is now available in prefinished oak or walnut finishes, as

Because the units are said to be precision<rafted, they can conveniently be installed with standard wood working tools. All are available as non-rated assemblies.

The Arranger, from Teters Floral Products, is a complete floral arrangement kit consisting of flowers, a container, floral moss, floral foam, floral pins, and full 7-step instructions. Available in six different color schemes, the kit also includes a full color picture of what the finished arrangement should look like.

Onyx and Oak Glamour

Onyx paneling and oak molding designs are products of Abitibi's newest finishing technology. The 4' x 8 ' plasticfinished panels are said to feature realistic translucent onyx illusions in a selection of three color tones. The paneling is engineered for use wherever walls need moisture protection: kitchens, bathrooms, tub-surrounds, even shower stalls.

To complement oak cabinetry in these areas, prefinished oaktrim moldings, in light or dark oak colors, reportedly feature non-repeating grain patterns and are also moisturereslstant.

Self-Contained Spa

A self<ontained unit, fully plumbed and ready for electrical hook-up, the Quanta spa from Jacuzzi Whirlpool can be recessed into the ground, in a deck or ordered with a custom-fitted redwood skirt for a more portable installation.

Whirlpool system controls, filter and heater controls and temperature gauge are said to be mounted on a console which can be reached from inside the 7 ft. tub, allowing the bather to adjust the temperature, or turn the whirlpool pump on or off without ever leaving the water.

The spa reportedly has five directionally adjustable jets for wide or localized whirlpool action. UL listed, the bath can accommodate several people and features contour seating for relaxation and back support as well as a built-in step for entry.

Soft Stuff

Round Up level loop tweed carpet from Concord Carpet Mills has an attached urethane padding which is said to make the carpet lightweight and easy to handle.

Reportedly more durable than conventional foam rubber backings, it is

said not to peel or crumble. Installation is said to be easier and faster for the d-i-yer.

The carpet is available in 12 ft. and 15 ft. width broadloom as well as 27 in. and 36 in. runners.

Glue For The Dolt.Yourselfer

The Glue-It-Yourself-Box is M.X. Porters Co.'s answer to any bonding problem.

The box contains I I different Bison adhesives plus accessories and a detailed chart for bonding 60 materials. It's reportedly ideal for the hobbyist, homemaker and d-i-yer.

Telephone. Radio I ntercom

The re+ngineered CommuniCenter from NuTone reportedly combines solid-state technology in a radio-intercom system with telephone answering capabilities and a built-in telephone with switchable dial.

The radio-intercom is said to accommodate up to 13 stations, providing amlfm music, room monitoring and automatic music muting.

The center's telephone answering machine features a dual cassette system. One is said to play recorded messages while the other records incoming calls.

The OSB Company with the COItilPtBTE PRODUCT LINE introduces . .

C-3Of 5-PLY CEDAR SIDING-Cedar veneers and unique manufacturing techniques results in guaranteed solid cores and tight knots that NEVER fall out, at prices that puts cedar back in EVERYONE'S budget!

C-3Of 5-PLY FIR SIDING-The same unique features in a STAINABLE siding panel. Unequaled in appearance, durability, performance, and price!

B. OREGON STRAND BOARD CO.

I ntruder-Sensitive Sensor

The new compact Equalizer from Aritech Corp. reportedly fits in perfectly on the wall or ceiling in any room where the security system calls for a motion sensor.

Ultrasonic sensors are said to be best suited for areas needing volumetric coverage or areas having wide temperature shifts. Balanced signal processing is said to allow the equalizer to recognize the difference between random motions of background disturbances such as wall vibrations and blowing plants and curtains and those made by an intruder.

The equalizer covers a 30' x 25' area when wall mounted and up to a 30 ft. circle of coverage when ceiling mounted. It measures 8.9" x 2.5" x 1.8 " and has an angled back for easy mounting.

HandCrafted Doors

Handcrafted genuine Philippine mahogany heartwood doors comprise the new Private Collection introduced by Simpson Door Co. Each of the eight doors is reportedly hand-rubbed to a smooth walnut or cherry finish.

Two rounded top doors with jambs available to fit are stars of the collection. All leaded glass is reportedly insulated and crafted with zinc for strength. The design is on the inside of the triple-paned glass for easy cleanmg.

Natural wood grains and colors are matched for a "cut from the same tree" look and a system of mortise and tenon construction is said to assure that the doors withstand heavv use and harsh weather.

ATreat ForWood

A clear water repellent wood preservative by Klean-Strip is for use on bare wood before painting or for protection of unfinished wood while allowing it to weather naturally.

Seal-Treat II is said to contain a fungistat that penetrates deep into

wood fibers to guard against rot, decay, mildew and termite attack. The water repellents help seal out moisture to retard warping, swelling and shrinkage.

Penta free, the product is intended for use on above grade or unfinished wood and wood products such as millwork, fences, siding and decks.

the convenience of keying into most of the popular lock systems on the market today, while offering flexibility in building a totally new padlock system for any installation.

Reportedly dl that is necessary to change the cylinder is a screwdriver or similar tool to depress a single spring loaded pin, then the cylinder may be removed for replacement or rekeying.

A rekeying parts kit is also available, which includes a complete supply of parts necessary including 2 in., 3 in., and 4 in. steel shackles.

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

A Versatile Padlock

A new solid brass rekeyable pin tumbler padlock, recently introduced by Abus Lock Co., reportedly gives

Portable Home Heaters

A four unit line of electric and gas heaters ranging from an electric-powered oil-filled model that warms areas up to 300 sq. ft. to an electrical towel warmer for bedroom or bathroom is new from Charmglow.

The slimline oil-filled model, set on steel casters for portability, is reportedly clean and odorless. Requiring no fan or blower and permanently sealed, it is said to plug into a standard ll0 volt electrical outlet, heating the

oil and warming up to 300 sq. ft. of area through convection and radiant heat. A thermostat is said to maintain the desired temperature. The unit reportedly consumes up to one-third less energy than conventional electric space heaters.

The electric oil-filled radiator is mounted on rollers for ease in moving and reportedly runs silently with three settings, 600, 900 and 1500 watts. The special diathermic oil in this heater is said to never need refills. It has a built-in thermostat to help conserve electricity and plugs into a standard 110 volt electrical outlet.

NoVlhx Flooring

A new line of no-wu( vinyl floors, Timespan, has been introduced by Armstrong.

Featuring color guard vinyl no-wax surface which is said to protect the floor's pattern and color, it is said to be easier to clean, as well as redistant to stains.

The interflex backing reportedly allows fast, easy do-it-yourself or professional installation. The floor has an elastic quality that is said to enable it to bridge minor subfloor irregularities, which otherwise would need to

be repaired or covered with plywood underlayment.

It also is reportedly not necessary to glue or cement the floor down all over. It is fastened down only at the edges of a room and at searns, if any.

SINCE 1876 _ YOUR COMPLETE GUIDE . .

lumbermens red b00k $erulGe

The Lumbermens Red Book llstsall producers, wholesalers, retailers of lumber and wood products ol any kind, and. all manufac. lurers ofwood furniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational prbducts. sportsware and toys - boxes, crates, pallets and industrial productsand all other producls using wood in any form.

A Red Eook llstlng showsthe exact business name - complete address, including

P.O. Box and ZIP CODE! - concise description of what the business does - special data such as location ot purchasing departmenlthe financial strength rating (not alone the net worth, but what is available to crodltors)the exact payment rating (how il pays: prompt, slow, very slow).

A Red Book credit rating is accurate, because the man who assigned it is a specialisi in the field we cover. His rating allows you to make an immedlalo decision!

Please enter our subscription for Lumbermens RED BOOK service for one year. Bill us: $243.75 quarterly !; $487.50 semi-annually tr; $975.00 annually n. Please send more information, without obligation n.

Handle With Wedge

A packaged assortment of steel wedges for use with replacement striking tool handles is available from Vaughn & Bushnell. Wedges of four different sizes are included in the assortment, to accommodate handles for hammers, hatchets, axes and mauls.

There are 210 wedges in the kit, each marked with code and catalog numbers which can be used to match the wedge to the tool being rehandled.

tODffNPTC" I''4/CHINE srAtNtNG

PRE-STNNING.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM, PLUS ,1 COAT APPLICATION ON ALL SIZES OF PLWVOOD, ENCLOSED WAREHOUSE FACILW

)ALL (9161334-61t1

H€DLUND

LUMBER & MACHINE STAINING

5550

Roseville Rood, Norlh Hlghlonds (Soclo), Colif. 95860

TIMBER SIZER PRE-FABRICATION

TIMBERS

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

Framing Hammer

New hammers from Estwing Mfg. Co. feature a24oz. weight and 16 in. handle for rafter and framing work. The fully polished head and handle are forged in one-piece steel while the nylon vinyl deep cushion handle is baked and bonded to "I" beam shank. The hammers are available with smooth or milled faces.

A New View For Faucets

AquaStream washerless faucets are now available in Thermoformed packaging. Designed to either stand, stack or hang, the see-through package reveals the complete faucet and all component parts while reportedly being tamper-proof and attractive.

All of the metal free faucets are said to feature no-tool installation. The underbodies are manufactured with Celcon, a self-lubricating plastic material that is corrosion free.

.,..GOWITHTHE PPOFESSTO^LALS FOR o/UAUryCONIROIIED

D.F. GRAPE STAKES REDWOOD & D.F. LATH

Pint Size Fun

The Kid-E-Kabin wooden playhouse for children comes in a kit from Handy Home Products.

Especially for children ages 3-l l, it is 60 in. wide, 48 in. deep and 54 in. high, can be used indoors or outdoors and reportedly weighs only 150 lbs. The structure is said to screw together quickly so it can be dismantled for moving from place to place. It comes in a natural finish, but should be painted or stained for outdoor use.

The cabin is said to have no sharp corners or edges. The half door and three windows with plastic grilles permit the children to be always in view.

British Bandsaw

The Forester Vertical Bandsaw from Britain, with a 36 in. diameter bandwheel and a 4 in. wide blade, reportedly can break up logs 18 in. in diameter. It also is said to be able to salvage small diameter logs into valuable sawed timber for posts and slats.

Power reportedly can be supplied by tractor power takeoff, flat-belt tractor pulley, V-belt from any independent power source or from the saw's own ll-kw electric motor. With the bolton rolling table, which reportedly needs no foundations, the unit becomes a complete sawmill. After use, the rolling table can be removed and the machine reverts to a table bandsaw.

A second bolton option, a power-roller feed, which also can be added or removed at any time, is said to be suitable when the equipment is used as a table bandsaw. The feed roller is spring-loaded to hold the lumber firmly against the roller-bed fence, while allowing for any unevenness in thickness.

The bandsaw measures 8.7' x 6.2' (electric) or 5.1 ' x 3.9' (power take off).

guo;litg Pr:oduets

Ponderosa pine Douglas fir Sugar pineWhitefir

Our qualitg tumber caln be tsitored to gour exact specificahons: rougl\ S2S or S4S, greet\ air dried or kitn dried We co:n ship bg fruck and trailer or bg rait.

Instant Dishwasher Hookup

A new flexible dishwasher drain connector for use in connecting dishwasher hoses to sink drains and garbage disposals is available from Plum Qwik.

Two stainless steel bands are said to

tighten quickly to allow installation in seconds. The connectors are made of an elastometric PVC formulated for drain use.

For more information on New Products write The Merchant Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and Page number so w€ can process your reouest faster! Manv thanksr

DoorSealing System

A door sealing system is new from BrenCon Energy Products, Inc.

Based on the principle that is familiar to refrigerator and freezer owners, the system is said to use the positive meeting of a magnetic striP and the soft conformable rubber (soft rubber material that reportedly stays supple at temperatures to - 30 degrees F) to seal the door to a steel self-stick strip as it is shut.

The seal is said to be capable of withstanding heavyduty use and featwes a five year guarantee. It is available for wood. steel and industrial steel doors. While the system seals out the heat and cold, it rePortedlY also blocks outside noises from entering and is said to work even on doors that are warped or gapped.

ForClose Scrapes

Blade-Ade, from TM Shea Products, is a new window scraper on the market.

The blade features a quick, 2-stoP safety lock and holds all standard single edge blades. The blades store in the tool itself, which is tapered for corner cutting and scraping.

Push-Button Automation

One-flrnger push-button automation for movable awnings, rolling shutters, solar screens, skylights and shading systems is available from Somfy Systems.

The device can be used in retrofit or new applications.

Multiple control systems are also available for control of many windows, either individually or simultaneously.

Non-Electric Dehumidif ier

Torrball, a simple and economical dehumidifier from M. X. Porters Co., reportedly eliminates dampness and controls humidity to the ideal level of between 4040v/0.

Non-toxic and non+lectric, Torrball is said to be safe around children and pets. The design reportedly exposes maximal absorbing surface to the air; crystal flakes are said to absorb the excess humidity, then dissolve to form water.

The dehumidifier is said to combat excess moisture, mold, mildew and unpleasant odors.

Shelving With Style

A new line of unfinished solid oak shelving with matching solid oak corbels has been introduced by Mariner's Forest Products, Inc.

Oak Accents come ready to install in lengths of 13, 18, 24, 36 and 48 inches and 8 in. widths. Only two #14 wood screws are needed per corbel, making the shelving ideal for d-i-yers. Because it's unfinished. the customer has an unlimited choice of color.

Each piece is shrink wrapped and comes complete with mounting instructions.

Not only is the shelving a beautiful decorative item with thousands of uses at home, but the Oak Accents display, itself, is a fine piece of craftsmanship. Looking more like a piece of living room furniture than the hardworking display it is, it uses only l3 " x 48 " of floor space while holding 63 shelves and 5l corbels.

The Cost Estimotor Series

Field Tested

l. Lumber Yord

Esfimqtor...HOT

oDoes .|00 line cost estimotes in minutes

oMoke mojor chonges in seconds

.Use your own inventory file

.Your copy will show:

l. % mork up 5. Boord feet

2. Totol cost 6. So. feet

4, Totol price

oPrints out hord copies

.Totolly outomotic

.Foys for itself the first month, .Allows quick estimotes with no mistokes 'sf500po now onty sGXi

2. Generol Coniloctol

Esfimotor

.Does smoller cost estimotes with some lightning speed

Designed for controctors thot need to enter prices & rotes os they do estimotes

Saw LightWeights

Two new, lightweight Pro-Am chain saws utilizing anti-kickback technology have been added to the Green Machine line of high-performance lawn and garden tools by HMC.

The new models weigh ll lbs. each and are said to be the lightest weight in their class. They both reportedly feature full anti-vibration mounting, front and rear handguards, quickstart, solid state ignition, spark arrestor muffler, adjustable automatic oil feed and 2<ycle, air+ooled engines.

+ Mini Accounts Nov Receivoble ?fg s349

For IBM rc, X[ ond Compotibles

SoJt-Touctl

Northwest Management Conference

Building material retailers, wholesalers and manufacturers will gather at Salishan Lodge, Gleneden Beach, Or., for the Western Building Material Association's 2lst all industry management conference, NIay 19-21.

John J. Stephens, president and c.e.o., Roseburg Lumber Co., will be the keynote speaker giving participants a hard look at what's happening in lumber and pllrvood with the

HOME CENTER

(Continued from page 23)

paint when the customer in front is having his take-off list priced?

Visual Merchandising:

Sorry, too many of the "Full(?) Service" retailers feature dusty endcaps with left-over merchandise. The chains merchandise and sign their store fixtures for excitement and change their displays frequently.

Instruction:

I'll give the "Full(?) Service" store lots of brownie points for individualized oneon{ne selling and how-todo-it information. But it's the chains who fill their aisles and activity rooms by offering clin-

"Challenge of Change in Building Material Distribution" will be the topic of Richard E. Lundgren, president and c.o.o., Palmer G. Lewis Co. Ken Blanchard, co-author of "One Minute Manager," a book which has sold over 700,000 copies, will be featured in a video presentation of anecdotes that show simple ways to increase productivity and profits, reduce absenteeism.

ics, demonstrations, and well-stocked literature racks.

Sales Help:

You'll probably find from 15 to 50 green but aggressive young store employees at the chain store. The "Full(?) Service" store will boast four veteran countermen.

(Ray Kroc of McDonald's fame said, "As long as you're green, you're growing. As soon as you're ripe you start to rot. ")

Pricing:

At the "Full(?) Service" store the customer is exposed to pricing that includes delivery and only sees the lower prices on advertised "cash & carry" merchandise. The chain prices low initially and then

Jerry E. Walker, author of the National Lumber and Building Material Dealers Association's manual "Strategies for Survival " will discuss basic strategies to fend off encroachment of high volume stores including a business plan that can be tailored to a local yard or store. J. P. Bolduc, president, Citizens Against Waste and W. R. Grace Co.. will be featured in a video presentation of "Citizens Against Waste."

makes delivery available at extra cost when requested.

Credit:

If Visa and MasterCard aren't enough, then score one for the "Full(?) Service" store.

You're missing my point if you take my argument as a hopeless case for the independent. It isn't. My intention is but to illustrate the fallacies of the false comfort behind the shield of "Full(?) Service." Poor facilities, poor operational procedures and incompetent merchandising cannot be overcome by a copywriter's catch phrase.

Actually a good independent merchant can run circles around a chain store competitor.

"Changing Lumber Supply Picture in the West."

UNBESTRICTED ribbing always marks the annual Gag Awards Night of the Los Angeles Hardw00d Lumbermens Club. This year was no exception as Sumwood, lnc.'s Jim Summerlin won the too orize. (You better ask him what it was,) (1) Pete

Dave

Bower,

Walther,

club president. (2) Clinl Bower, Jay Abele (3) Tom Powell, Larry Knox. Charlie Wa (4) Bob Wall, Jim Summeriin (5) Cam Caudill, George Caudill, Jack Buchanan. (6)Charles Jordan, Craig Jordan (7) Ken Tinckler. (8) Woody Toal, Dick Lambert, Bill

Lamb (9) John Buchanan. (10) Jerry Lapin. (1 1) George Beckman. (12) Greg King. (13) Wall Ralston, anolher underwhelmed award winner. More lhan 50 attended the Februarv meetino.

fUmac Lumber Co.

Ruling Against L.P Overturned

The United States Court of Appeals has overturned a December 1982 ruling by the Federal District Court in Oregon which had imposed a $4 million fine against LouisianaPacific Corp.

The case relates to a Federal Trade Commission order requiring divestiture of a medium density fiberboard plant in Rocklin, Ca., owned by L-P's Fibreboard Corp. subsidiary.

Because of the depressed building products market, L-P was unable to sell the Rocklin plant, which had an annual capacity of 75 million square feet, within the two-year deadline established in the order. But in the same period, the company voluntarily reduced its combined annual particleboard and medium density fiberboard capacity by 200 million sq. ft. L-P asked the FTC to "reopen" the order in view of these new circumstances. but the FTC refused and asked the court to impose a fine against L-P. This week's ruling reversed the lower court, vacated the fine and ruled that the FTC should have considered L-P's arguments about reopening the order.

The Rocklin plant was sold in December 1983 to Bohemia, Inc.

Louisiana-Pacific originally recorded the fine as a charge to income in the fourth quarter of 1982. The company expects to reverse the charge in the first quarter of this year, upon receipt of the formal order of the court.

NEXT MEETING for Second Growth members of the Lumber Association of Southern Calilornia will be the annual seminar, June 7-g at Rancho Bernardo Inn, Rancho Bernardo, Ca. (top photo) Bill Jones L]elt) congratulales Greater Los Angeles 2nd Growth ietiring pres. Jim Taft, Pat Hawthorne in background. (top right) Tony Jauregui, pres., San Diego 2nd Growth. (lower left) Pai Hawthornti thankd Maynard Brown, guest speaker al a recent Los Angeles meeting. (lower-rightl San Diegb 2nd Growth oflicers for 1985: Jo:hn Stubblefi;ld, sec.; Ciaig Jennings, treas.; Cora Jennings, v.p., and Jauregui, pres.

MSR Douglas fir, hem{ir and particleboard

Bill Litile John Denby

TREATED WOOD

(Continued from page 9)

there will be frequent or prolonged skin contact, unless an effective sealer has been used.

Q: Will it harm animals to chew on pressure treated posts or drink water from troughs made of pressure treated wood?

A: No, in fact the consumer information sheet developed by EPA for arsenically treated wood, allows this type of treated wood to be used both for drinking troughs for animals, and in places where animals are apt to "crib," such as the inside of barns and other farm buildings. Since the chemicals used to treat the wood become fixed in the wood, arsenically treated wood may be used for animal drinking troughs.

Q: Will repeated exposure to pressure treated wood produce harmful effects?

A: Over a period of nearly 50 years, since CCA treated wood was introduced, weareaware of no reports of harmful effects coming from repeated exposure to wood that has been properly treated with CCA type preservatives. Even in Hawaii where arsenical pressure treated wood has been used for practically all residential construction since World War II, we are aware of no harmful effects from exposure to the wood.

Q: Can the water leach out the preservatives to cause harmful effects?

A: No. Although the arsenical chemicals are injected into the wood in a waterbased solution, as the wood initially dries and the water evaporates, the chemicals undergo a complex series of reactions binding them to the wood where they become highly leach resistant. It is for this reason that arsenically treated wood works so well for piers and docks in both salt and fresh water.

Q: Where can readers turn for additional information?

A: Your readers can either call or write to the Society of American Wood Preservers, Inc., 7297 Lee Highway, Unit P, Falls Church, Va. 22M2, telephone (703) 237{900. If we are unable to directly help them, we can tell them where to seek further information.

PERSONALS

(Continued from page 5g)

Jerry De Cou III, De Cou Lumber Co., is back in Atascadero, Ca., after a brief trip to So. Ca.

Fred Holmes, Fred C. Holmes Lumber Co., Marysville, Ca., his wife Lois. son Steve Holmes, of the Fort Bragg, Ca., office, and his wife, Marian, are on a 6 week trip to South Africa and Botswanna, including a 3 week antelope, Cape buffalo, lion and leopard hunting safari.

Jay O'Malley, the O'Malley Cos., Phoenix, Az., and his wife, Martha, had a five week vacation in Singapore, Bangkok, Canton, China, Hong Kong and Hawaii.

Bob Scramlin has been appointed mgr. of the Ernst Home Centers. Mill Creek store, Bothell, Wa. Other promotions include Debbie Watterson. mgr., Layton Hills, Ut.; Rhys Weaver, mgr., Boise, Id.; Don F. Schulthies, mgr., Orem, Ut.; Rich Brenner, mgr., Moscow, Id.; Ted Thomson, mgr., Bear Creek Village store, Redmond, Wa.

Steve Erlwein and Joe Bushman have won the salesman of the quarter awards from Sequoia Supply, Fairfield, Ca. Debbie Johnson is new to the sales staff there.

B.B. Guhn has been named director of corporate security at Mungus-Fungus Forest Products, Climax, Nv., by Hugh Mungus and Freddy Fungus.

Flat Bed Transportation: LL Western States

PT WOOD LOOKS GOOD

(Continued from page 10)

increasing its use of pressure treated wood for underground transformer vaults instead of concrete. Pressure treated wood is being used because of its overall superior performance.

The improved appearances of pressure treated wood are also a marketing plus. Special appearance requirements in landscaping, for instance, have been met by pressure treaters by modifying treating procedures. The pre-staining of pressure treated wood to gain a better looking product is also increasing.

Typical of the changing colors in the basic treatments are the driftwood, gray and brown colors that are now available.

A better species of lumber also produces a better looking pressure treated product. In the past, both redwood and pressure treated wood involved cheap lumber for many applications. This is changing dramatically among pressure treaters serving the appearance markets. Lumber dealers should not hesitate to talk to the pressure

treaters on new and better wavs to serve this market.

Equally important is an awareness of the American Wood Preservers Bureau system of treatment identification stamps. These stamps identify the type of treatments for dealers, contractors, homeowners and other users of pressure treated wood. LP-2 treated wood is for above ground applications, while FDN-stamped wood

FRT WOOD

(Continued from page 8)

escape time from a fire as well as the time available for fire fighting. Perhaps most important, FRT wood limits structural damage. Wood loses strength in a flre at the rate by which its cross section is reduced. The increased production of carbon char acts as a heat insulation and thus slows cross section reduction. Also. one frequently overlooked quality of wood is its capacity to retain structural integrity at high temperatures.

is for below ground applications, such as the Permanent Wood Foundation. LP-22 treatment is intended for ground water contact applications, including docks and pilings.

With good product knowledge and materials in stock, the retailer is ready for the growth market that's out there for pressure treated wood.

After all, wood deserves preserving.

Among fire retardant wood, authorities consider Dricon the state-of-theart. It has been fully tested in laboratory and field studies. When properly treated, wood building components may be used with metal lath and plaster or dry wall for construction in structures classified as fire resistive. For roof decks, joists and purlins, Dricon wood qualifies for a Class I roof system designated by Underwriters Laboratories.

Use of fire retardant treated wood in building is sure to increase. The dealer who thinks ahead will inform himself and his employees and plan to be a part of the increasing market.

No caffeine in this coffee

ATHHY;'"T;H:.':ii'iJ'1Hfr

low demand, the Kentucky coffeetree is nonetheless. a beautiful hardwood species.

It is often sold in combination with miscellaneous hardwoods, yet the coffeetree wood has little or no commercial importance. However, it has the strength and durability to qualify for use in railroad ties and fence posts and has a grain pattern similar to that of ash, red elm and honeylocust. It is beautiful enough to be used in veneer for wall paneling and furniture.

The heartwood, a rich light brown, is lightly tinged with red. The sapwood is thin and lighter in color.

Coarse grained, heavy and strong, but not hard, the wood weighs 43 pounds a cubic foot after drying. It polishes well and finishes to a high luster. These qualities alone make it useful for furniture cabinetry, veneer and wall paneling as well as construction material.

One of the Gymnocladus dioicus species, the tree usually grows as a solitary specimen mixed in with cottonwood, hackberry, honeylocust, black ash, sweetgum, tupelo, oak, or hickory depending upon the location. It is found throughout the central and Ap-

palachian regions as well as in an area roughly bordered by Michigan, Maryland, Alabama, Oklahoma and South Dakota.

The tree is characterized by having male and female flowers occuring on separate trees. This is reflected in the specific name of dioicus which is Greek for two houses. Another unique characteristic accounts for the genus name Gymnocladus which means naked branch. In the fdl the tree loses

Story at a Glance

Kentucky coffeetree has limit. ed commercial value...wood suitable for ties, posts, veneer, furniture...grows alone rather than in slands...found only in U.S. and China.

its compound-leaf stems as well as its leaves. Southern mountain people call it the stump tree. In Canada, French Canadians call it chicot or dead tree.

The only species of this hardwood family growing in the Western Hemisphere, the tree is also known as the American coffeebean, coffeenut, Kentucky mahogany, mahogany bean and nickertree. Only one other such species exists today, Gymnocladus chinensis which is found in central China. Because of fossil leaves 50 to 70 million years old found in Europe, it is believed to have grown on that continent in the past.

The tree, although of little importance and little known today, was used by Kentucky and Tennessee pioneers to provide a substitute for coffee. Pod beans from the female tree were roasted and ground for use in hot drinks when coffee was not available. By today's taste standards, it was a poor substitute.

Coffeetrees grow to heights of 4080 ft. with a diameter of 2-3 feet. They survive on well drained to dry soil for at least a hundred years. Clear boles of 50 ft. to 75 ft. often develop on trees grown in forests although boles on those growing in open spaces usually reach only l0 to 12 feet.

Home Project Helps

"Great Plans," a series of brochures by Osmose, designed to help home handymen and do-it-yourselfers, is free by calline 1-(800)-522-WOOD.

Vinyl On The Side

"What Homeowners Want to Know About Solid Vinyl Siding " is available free by sending a self addressed, stamped envelope to the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

See That Shingle Shake

Product information on shake shingles is free from The Celotex Corp., Roofing Products Div., P.O. Box2?,602, Tampa, Ft.33622.

Wall Fashions

The 32-p. "1985 Paneling Products Catalog" is free from Georgia-Pacific Corp., Dept. NR, P.O. Box 48408, Atlanta, Ga. 30362.

Windows For A Sloping Roof

A 24-p., full-color booklet desoibing roof windows and skylights for the sloped roof, including blinds and awnings, is free from Velux-America, Inc., P.O. Box 3208, Greenwood, S.C. 29648.

Restore a Floor

"Instructions for Refinishing Wood Floors," an informative, six-panel brochure is free from The Flecto Co., Inc., 1000 45th St., Oakland, Ca. 94608.

Surface Notes

A product brochure and technical literature for an acrylic-based stucco surfacing system is free from Simplex Products Div., P.O. Box 10, Adrian, Mi.49221.

Cargo Liability

"Negotiating Terms of Cargo Liability in Transportation Contracts," a one hour

cassette tape with accompanying manuscripts, is $135 from the National Freight Claim Council, 2200 Mill Road, Alexandria, Ya. 22314

How To Order Lighting

A slide rule guide for lighting specifiers is free from The Marketing Dept., Halo Lighting, 400 Busse Rd., Elk Grove Village, Il. 60007.

ln Forest Terms

The second edition of "Terms of the Trade," including more than 4,600terms, about 700 abbreviations, and almost 200 illustrations on the forest industry, is $34.95 from Random Lengths Lumber and Plywood Market Reporting Service, P.O. Box 867, Eugene, Or.97440.

Ride On

"ACWT 700 Tractor Rider" specification sheet is free from the Industrial Truck Dv., Allis-Chalmers Corp., 21800 S. Cicero Ave., Matteson, Il. 6O143.

FOR PROMPT SERVICE

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

Entrance Requirements

An 8-p., full-color brochure on doors is free from the Simpson Door Co., 900 Fourth Ave., Seattle, Wa. 98164.

Builders Hardware

A 68-p. builders hardware catalog is free from the Customer Service Dept., McKinney Manufacturing Co., 820 Davis St., Scranton, Pa. 18505.

Vinyl Hang Up

An illustrated, 18-p., 4+olor brochure on vinyl wallcoverings (FPD-84DP-3018), is free from BFGoodrich, Wallcovering Products, Inquiry Handling Dept., P.O. Box 57, Dublin, Oh.43017.

Beautiful View

A colorful l2-p. brochure of decorative windows and louvers is free from Webb Manufacturing, P.O. Box 707, Conneaut, Oh. 44O30.

Remedy For Tired Tires

Bulletin nn52{ describing presson tires for cushion-tire lift trucks is free from Yale Inquiry Center, Dept. 512, Yale Materials Handling Corp., P.O. Box 12936, Philadelphia, Pa. 19108.

Let's Get Organized

A new 8-p. full+olor catalog on consumer storage/organizer products is free from Akro-Mills, P.O. Box 989,Akron, oh. 44309.

Custom Hoods

"Broan Custom Range Hoods," a fullcolor 8-p. catalog, is free from Broan Mfg. Co., Inc.,926 W. State St., Hartford, Wi. 53027.

Wood Panel Details

The "Product and Application Data" reference binder for building materials dealers and retailers is $7.50, plus shipping from the American Plywood Association, P.O. Box ll7fi), Tacoma, Wa98411.

Housing Mfrs. Redbook

The "Red Book of Housing Manufacturers," listing home manufacturers, mobile home manufacturers, industrialized home builders and manufacturers of building components and systems, is $14O, national edition; $48, regional edition. from CMR Associates, ll-A Village Green, Crofton, Md.2lll4.

Plastic Big In Building Construction

A survey of 573 companies exhibiting at the forthcoming 1985 National Plastics ExpositionNPE'85reveals that 4090 of the 412 respondents will be featuring new products, materials, services and/ or processing technology specifically addressed to the building/construction industry.

Building/construction applications represent the second largest market for plastics, consuming about 2l9o of the total plastics sold annually. In 1984, plastics' use by the building/construction industry reached 9.3 billion pounds, a peak for the industry, and a significant increase over the 8.5 billion pounds consumed in building/construction applications in 1983.

The show is held June 17-21, at Chicago's McCormick Place and McCormick Place West.

Buyers Opt For 15 Year Mortgages

Higher monthly payments for less time are becoming more attractive to today's homebuyer, according to a Mortgage Bankers Association of America's survey of 12 major mortgage companies.

While the bulk of applications (730/o) are for 3Gyr., fixed rate mortgages, the survey revealed a considerable increase in l5-yr., fixed rate mortgages, now l29o of all applications. Although monthly payments are more, overall interest is less, thus saving dollars. The survey also showed l39o of the applicants chose adjustable-rate mortgages.

GTASSIFIED ADUEN]TISTEMENTS

WAREHOUSE MANAGf,R, wholesale distributor. A rapidly growing manufacturer/ distributor of millwork and doors seeks an aggressive self-starter to direct our warehouse distribution services. Responsibilities include warehouse planning, expediting and monitoring orders, and overseeing all warehouse shipping and receiving funclions. We are looking for a person with experience who can accept additional responsibilities and grow with us. Send resume to Mr. Cowart c/o Bend Millwork Co., 1380 So. Caldwell, Anaheim, Ca. 92805. 1 (800) BMC-MILL.

ATTENTION SPECIALTIES TRADERS

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special bordcrs: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 451X) Crmpus Dr., Sulte 4t0, Newport Beach' Cr. 92,6tfi0. Make checks payable to The Merchrnt Magezine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST AG COMPANY COPY unless you have established credit with us.

LUMBER TRADER: Established No. Ca. wholesale company looking for a trader with minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top compensation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, CA 96099.

ESTABLISHED Long Beach, Ca., hardwood yard, with full mill, seeking experienced lumber salesperson to service So. Ca. area. Excellent opportunity. Send resume to Box 525 c,/o The Merchant Magazine.

PLYWOOD AND LUMBER IMPORTER, major, well+stablished Ca. firm, has opening for a top-notch wood products marketing specialist. Call Jack Baser (213) 208-7551.

MANAGER.SALESPERSON HARDWOOD LUMBER

EXPERIENCED retail lumberman, all around man: management, salesman, purchasing, collection, hardware. References. Formerly with Carter Mill & Lumber Co. Prefer Los Angeles, Ca., area. Tommy Poole (213) 7564709.

HYSTER LIFT, H200 ES 1975, 20,000 cap., H.D. upright, Perkins diesel, swingshift, thin forks, encl. cab., top condition, $28,000 F.O.B. Fort Bragg, Ca. Fred C. Holmes (916) 743-3269.

1971 HC165 HYSTER 20.000 lbs. automatic -power side shift - tilt - good paint - v{ gas motor - good tires - well maintained - wide thin forks. Bracut International, P.O. Drawer 4779, Arcata, Ca.95521 (707) 822-3&8.

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in Portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10,000 carloads and trucks assures you a respected and competitive position in the industry we serve.

Don't pass up this opportunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

Small hardwood distribution yard, well established, excellent credit and Redbook rating, located in the Northwest, looking for a mature manager -inside, outside salesperson cornbination. Must be aggressive, have background in sales, management, purchasing and would help to be familiar with not only hardwood lumber and plywood, but also oak mouldings, flooring, paneling, etc. Good personality and phone communication skills a must. This is a permanent position for the qualified individual with good salary, benefits, and company car. Responses held in confidence. Submit resume and salary requirement to Box 524 c/o The Merchant Magazine.

WHOLESALE lumber company with full milling facilities seeks experienced salesperson to sell yard inventory and mill directs. Contact Dennis Kirk, International Forest Products, 13945 So. Ramona Ave.. Chino. Ca. 91708. Qr4) 627-7301.

Place your ad now!

Call (714) 852-1990

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stories.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box6'7'72, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

Call Toll Free (800) 547-8371

GTASS:FIED ADUERTISEMETNTS

t|t{ffil,$ff${ilt#il',!tffil{ts#,{,.+.{.*:i,}$rE iliffifffis

STRADDLE CARRIER: 1969 Clark, Cummings diesel. 60,000 lb. capacity, $20,000. Excellent condition. T.A. Rivard Inc., I ll40 Los Alamitos Blvd., Suite 204, Los Alamitos, Ca.90720. (213) 431-1326.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213)

77 5-2544. (2 1 3) 83 s-s67 l.

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2" - 6" thick The Miller Co. (41 5) 488-4333

F-.\.-r California Lumber ICL I trp..ti." S.""t..

\ y Certi{ied Agency

@Y LA (714) 546-5irz

s.f. (408) 297.807r

P.O. Box 6989 1538 Lincoln Ave., San Jose, Ca. 95150

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (213) 422-M26.

CLASSIFIED ADVERTISING Order Blank

Name Company Name (if any) Address

can be parl of 25 word minimum. A

PRINT YOUR TOTAL HERE $ 'r.Phone

per column inch rate applies to camera ready copy; $40 if we set

tr

a box number and mail my replies daily.

SOUTHERil CATIFOR]IIA

LOI A]'OILIt ARIA

8€aver Lumbsr Co.

Beroer & Co.

Calilornia Forost Producls...........

Calilornia Lumbor Inso€clion Soryice

Calilornia Redwood ASsn.

Cas€lla TransDonation

DMK Pacllic Coro.

ooors. lnc.

FloorS€ruico SupDly(San Jos6).....

ts UYE A]S'

GUIDE

SAX FRAXCISGO BAY AREA

Louisiana.-Pacilic Coro MacBealh Hardwood (B€rkelevl Mac8eath Hardwood lSan Frahbiscol PaciticLumberco............... PanolClio...

G&RLumb€rC0....................

G€oroia-Pacillc CorD.

Geordia-PaclflcGorb. (SanJoss)

HarndssTlmb€r Prddu'cts.....'.... ..

Hlooins LumborCo. (M0nl€r0v1.

Hidiins Lumber Co. lSan Josdf

Hidihs LumberCo. (UnlonCltil

Hiooins Lumbsr Co. (Walnut Ci6Ek)

Hifri& Wood Lumber Lo.

HMS Syst€ms Corp.

J.H. Baxlsr& Co.

tmffiqffiffi llORTllERll AllD GEXTRAT CAtlFORlllAW

AncATA/EUnB(^/FonTUilA

Bracut Inlernational

Britl Lumber Co.

Humboll Redwood Co.

Loulsiana-Pacific Coro

PVM Redwoo{'Co. ..........

Rsld & Wright

SchmidbauerLumbor, Inc............ Simpson guilding Supply Co. . . .

AU8Unil/GnASS YAttEY

All-Coasl F0rest Products, Inc...

BAI(ENSFIEIO

Hiogins Lumbsr Co.

Pacitic Wood Pres€ruino ol Bakerslisld, Corp...:.... (805) 582-3950

cHrc0

Siskiyou-Plumas LumberCo.

CIOYENDALE

Bowman Lumber Sales

G&R Lumbor Co..

Louisiana- Pacitic Coro

Rolando Lumb€r (Kinton Div.).

FORT ENAGG

Georgia-PacilicCorp. (Redwood)

Holmos Lumber Co., Frod C.

Canlor U.S.A. Corp.

Capitol Plywood

Ensworth Forest Products. (800) 525-5015

Fl@r Sefiico Supply.

Georgia-Pacilicwarohouse. . .

HedlundLumb€r&MachineSlaining........

Higgins Lumber Co. Kopp€rs Co.

LaminaledTimberSeruices,Inc.

LewlsC0., Inc.. PalmerG.

Louisiana- Pacilic Corp

M & M BuildersSuDDlv

NikkelCorD..The...... .....

RocklinForostProducts

Siskiyou ForestProducts

Siskiyou-Plumas Lumb8r Co.

Stanllno, Inc.

Slocktonwholesale...

Trus Joist

Union Forssl Producls

Union Planin0 Mill

Waldron ForestProducts

WoslernwoodTrealingCo.

Weyorhaeusoroo.......... (800) 952-5616

SAI{TA TARIA Higgins Lumb6r Co.

SAIITA ROSA ANEA

J.H. BlevinsCo., Inc........

Higgins Lumbsr Co.

Martin Forestlndustri8s.............

Noyolimb€rProducls.lnc.

Nu-Foresl Products

Rich ooss, Inc.. Windsor Mill, lnc.

UKIAH/CA!PEtLA/WItLITS

All Hoart Lumbor Co. , Inc.

Coasl Wood Prsseruing. Inc.

Foresl ProductsTransponation.

Salos Co.

Lumbar setics.

Reliabl€ Wholssalo Lumb€r Co..

Roy Forost Products Company

SanAnlonio Conslruction.......

Sequoh Supply Simpson BuildingSupply.......

Soulh Bay ForoslProducts

SunrisoForost Productsco...

Tool & ilail Lumb€r Co

Trsatod Pols Buildsrs, Inc.

Trus Joist Corp.

Tw€ody Lumber Co.

Wosl€rn Intornational Forosl Products

Weysrhaouser Co.

Wolto Lumb€r Co.

(7r4) ees-s6so OREITER sAX

(714) 991-7770 Amorican Miil & Manulacturing

(714)545.1865 BakerHardwood.

(714) 824-3400 Burns Lumberoo.

(714)529-7790 Fishman&Atfiliatos

(714) 974-2330 Founlain Lumb0roo., Ed

(714) 521-8610 FromonlForestProducts ..,...

(714) 637-5350 Frost Hardwood Lumbor Co.

(714)661-1155 Goorgia-PacilicCorp.

(714) 548-7306 MaDl6 8r0s.. Inc. Mouldino

i714i 986-4466 PetermanLumbsrc0.,lncl......

(714) 533-0600 Stanline, Inc.

(714) 495-0806 Sunriso Forost Products Co. . .

(714)855-1661 TrusJoistCofp.

(7141 772-fi80

(714)877-6100 VirginiaHardwoodCo.

(714) 821-1560 WesternW@dPros€rue6lnstitute.

DIEOO

KilTONE

PAGIFIC ]IORTHWEST STATES wasHtt{oTotl

LewisCo.. Inc.. Palm€r0,

GREATER SEATTTE/TACOl'A AREA

American Plvwood Assoclation

American Tai Co.

Bel Air Door/Alpine Veneors, Inc..

Builders Hardwaro & Supply (800) 426-2131

Burns Lumber Co.

Colonial Cedar

CuslomPanels, Inc.....

Georgia-Pacific Corp. (Tacoma)

Gsorgia-Pacific Corp. (Seanle).

LewisCo.. Inc., Palm€rG(Auburn) .........

Lewis Co., Inc., Palmer G (Bremorton).

Lewis C0., Inc., Palmer G (Everett)......

Lewis Co., Inc., Palmor G Alaska Div.

Lolh Lumber.

McFarland Cascado

Northwesl Foresl Products.

Savage Wholesale Building Materials, Inc..

Sequoia Supply.

Simpson Building Supply Co.(Kirkland)...

Slmpson Building Supply Co.(Shelton).

SimDson limb€r Co.

Tumac Lumbor C0......... (S00) 9S2-8202

wsyerhasuscr co. (seante) (800) 562.0908

Woyerhaousor Co. (Tacoma).

SPOKAIIE

Berger & Co.

Georgia-Pacific Corp.

LewisCo., Inc.. PalmerG.

Spokane Tribal Wood Producls

Trus Jolsl

Weyerhasus6r Co. (tn 0r., td., Mt.). .

vAtac0uvEn Columbia Visla Coro.

WElIATCHEE

Lewis Co.. Inc., Palmer G.

YAt(|tA

LewisCo., lnc.. PalmorG.

ALEAIY oRECOll

Canfor

ALASKA

Lsflis Co., Inc., PalmerG, Trus Joist

Inc........ Reid& Wright, Inc....... SimosonTlmb€r.......

PHOEI{IX ASEA

ARIZOTA

Wood Pres8rvino

Mill& LumborCo. .,...

Forost Products.

Paciflc

Colorado Wood Preseruino

GRAilo JUl{CTt0ll

RWSpecialties, Inc......

t0rsE

Canlor u.S.A. CorD. Georgia-Pacific Coip. LewisCo., Inc., PalmerG.

Louisiana-Pacific Corp. (Coeur d'Al0n0)

Lumber Products

TWII{ FATTS AREA

Boroor&C0.......

R &-R Truck Brokers

Bil.LN0S

Bois€ Cascado Coro.. .

Georgia-PacificCorp. nss0uu

Lewis Co.. Inc.. Palmer G.

OGDEl{

Georgla-Paclllc Corp.

SouthernPacilic....

SALT I.AI(E CITY

Forgsl Products Sales

Goorgia-Pacitlc Corp.

lmperialWholosale

OtsITUARIES

Robert E. Dougherty, founder and retired executive vice president of the National Particleboard Association. Gaithersburg, Md., died March 19, 1985. He was 67.

HARDWOOD FLOORING

(Continued from page 49)

designs brought out here from the east, for example, may have problems.

Finally, and I realize that I am being repetitive on this point, building supply yards and home centers should constantly strive to improve their hardwood flooring displays and augment them with updated models. If a display floor is somewhat old, check with your distributor about replacing it with a new pattern. It is a good idea to do this often to keep a new look appearance to your display. capitalize on the many attractive new patterns and designs that are available to show people walking through the display what's new in the hardwood flooring market. The increased floor traffic will result in sales that otherwise probably would never have been realized.

Mr. Dougherty was a member of the National Forest Products Association advisory committee. He was also a former associate general counsel and assistant to the executive vice president of the National Lumber Manufacturers Association, the forerunner of the NFPA.

Mr. Dougherty is survived by four children and three grandchildren.

CANFOR U.S.A. CORPORATION

Innovationand Quality in Lumber Sales

At Canfor U.S.A. Corporation, we believe that your lumber and building materials needs are important. So important that we're dedicated to delivering products with consistent quality, at prices that boost your margins.

Our strategically located lumber transiUreload centers offer reliable deliveries of full or mixed truckloads of lumber. Canfor's commitment to the reload concept assures our customers of continued service and savings they can count on.

Our full-line regional distribution centers offer timely deliveries on a wide range of lumber and building materials. At Canfor, we're committed to seeing that you'll have the products you need, when you need them.

Canfor U.S.A. Corporation's National Trading Group works with the finest mills in the United States and Canada to bring you virtually every lumber specie at the best possible price.

A professional in-house traffic department pre vides a variety of shipping options to assure prompt, cost-effective deliveries.

Our complete line of Quality Appearance Pine Boards and Specialty Lumber Products are specifically manufactured to meet the demand for quality and value in retail DIY lumber. Canfor's response to the manufactured housing industry's need for fast dependable service has resulted in our position as one of the Nation's largest producers of custom roof trusses.

Canfor U.S.A Corporation