Merchant Magazine - April 1987

Notwhen there's

Now there's no excuse to lose business to steel truss manufacturers. Because Dricon fire retardant treated wood lets you compete successfully with steel trusses in many weather-protected applications where you have to meet "non-combustible" code requirements. And Dricon FKIW offers a number of advantages youjust can't get using anything else.

FR-S Designations Across:The-Board.

Dricon FRTW carries an Underwriters Laboratories, Inc. FR-S desisnation for a// softwood species of luriber and plywood listed. It has a ratins of 25 or less for flame spread and smo[e developed. It actually exceeds the requirements of the model buildine codes and qualifies for use in FM 6lass I roof systems. And in many cases, trusses built with Dricon wood can help your customers benefit from lower lnsurance rates.

Dricon Won't "ht), Metal. And Bugs Won't Eat Dricon.

Dricon FRTW's low hygroscopiciry virnrally eliminates the moisture-related

Dricon' FRIW

problems often encountered with other fire retardants. Even in sustained 95 % humidity. So truss plates and other metal parts in contact with Dricon fire retardant treated wood show less than2% ofthe corrosion allowed by applicable federal standards. And that means you can safely use standard truss plates stamped from hot-dipped galvanized steel.

What's more, it's the only interior fi re-retardant chemical that's resistered with the EPA as a preservative 6r wood treating. In fact, the Dricon formulation is so special that it's patented.

With Dricon products, building to meet "non-combustible" code requirements doesn't have to snuff out your design freedom or burn up your budget. Since it ls wood, Dricon fire retardant treated wood can be easily fabricated to almost any configuration you can imagine-and field alterations, if necessary can be made much more easily. And Dricon wood trusses install fast, so their in-place costs can be lower than for steel.

Put Our Reputation Behind Your Reputation.

Best of all, the Dricon process was developed by Koppers Company, Inc., the same people who bring you worldfamous Wolmanized@ preisure-treated lumber. So you're always assured of quality products backed by experienced technical and service personnel.

Remember, you don't have to lose sales to steel in manv "non-combustible" code situations any more. Just use Dricon FRTW products where codes permit. They can help you build more eonomically, creatively, and safely. For more information and the name oivour nearest Dricon dealer or distributor contact: Denver, CO 303/295-2823

Ontario, CA 7l4t39l-t5il

Sacramento, C A 9 16/ 37 2-6920

Theleader across the board.

Y(IU'LL PROFIT FRIIIUI (lUR TATTST CAPITAL EXPANSI(|I{

tart with a prime access seventeen acre site in Healdsburg, Cdifomia. Construct the most modern and efficient facilitv for the distribution and remanufacture of redwoo4 cedar, and clear fir finish. Add state-of-the-art machinery and equipment throughout. Staff with some of the most experienced lumber-wise specialists in the business. Now vou have a measure of the dimensions- of our latest Capital Lumber expansion in Healdsburg.

You'll profit from the expanded service capability afforded by this strategically situated new link in our distribution network which already includes operations in Arizon4 Southern Califomia New Mexico, and West Texas.

You'll profit from our expanded ability to respond to your specialized lumber needs. The new Healdsburg facility has the latest equipment forkiln drying. And" when fully operational late this spring it will include computerized state-of-theart capabilities for surfacing and profiling to customer specifications. At the same time, our effective market reach has expanded to embrace the west, southwest, and mid-America regions.

So why not Capital-ize on the profitable dividends available to vou in our latest expansion. We look iorward to serving you on your requirements for redwood, cedar, and {ir finish. Soon.

# I^'._

SeNing 13 tYeste/'n States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenie

Contributing Editors Dwight turran, Gage McKinney, Ken Thirn-

Art Director Martha Emerv

Staff Artist Carole Shinn -

Circulation Louanna Muell

The Merchant Magazine (USPS 79656000) is published mbnrhlv at 45ffi Campus Dr., Suite 480. Newpbn Beach, Ca. 92660, phone lWl SSZ-lgm, 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 OFFICES

Advertising rates upon request. From all states east of the Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Co.lt_a9! P_qvid qutter. Borh may be reached at (714) 852-1990 or by wriring 4500 Campus Dr.. Suite 480. Newport Beacn, Ca. 92660. From .Washington Srate, Oregon, Idaho, wyoming. Montana, Utah, Colorado and Canada: Contacr Carol Holm at (206) 3400680 or l0l8 Lloyd Buitding. Seatrte, Wa. 98101.

SUBSCRIPIIONS

Change of Address-Send subscription orders and address chanses to Circulation

Dept., The Merchanr Ma-gazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address ldbel from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $15-two years; $20-three years. Foreign: one year payable in advance in U.S. fundsCanada or Nhxico: air-$35; surface-g30; South America: air-$55; surface-$3O; Asia: air-$68; surface-$30; Europe: air-998; surface-$3O. Single copies-$2i back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

DAVID CUTLER editor-publisher

Making money is Job No. 1

G EVERAL years ago in a discussion of the 9 emerging phenomenon of the warehouse retailer, one puzzled observer asked, "l just don't see how they can all make money?" It was a good question. The answer, of course, was that they couldn't.

In those heady days there was lots of brave talk of store wars, market dominance, hammering the competition and similar macho chest beating. Market share was deemed a top priority and boasting rights to the lowest prices in town were essential. The unglamorous basics of business were left to the drudges. It was a little bit of Alice in Wonderland in our very own industry.

Considering how seldom profit figured into this ego-driven nonsense, it's little wonder many went belly up. More companies than will admit it remain profitless to this day.

We don't intend to tar the entire warehouse

segment with the same brush. Far from it. Some of these operators are among the best in the business and have made a ton of money in the process. But some of the others it really makes you wonder.

The swift never forgot why they were in business. Now we shouldn't have to say it, but given the history above, it probably won't hurt to observe again that the number one object of business is to consistently make money.

No condescension is meant here. We're not being flip. It's just that in the day to day struggle of business, we all need a little voice in the back of our head asking the eternal question: "will this make a profit?"

The good news in all this is that the troubles of the retail warehouses were not lost on those who operated more traditional stores. With the importance of profitability reinforced, business zeroed in on Job No. I - making money.

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

Sunshine. And a cool breeze off the Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart gades.

Plus.we're members of the Califomia Redwood Association and the Redwood Inspection Seruice. So ourgade samp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you two of the best products Georgia-Pacific-and Mother Nailrehave to offer.

Call today: 7071964-0281. For redwood quality you can build on.

What you need to know about -,APARATED SHEATHING treated

plywood

?

HE NEW American Plywood Association (APA)

I Treating Grade trademarks serve a dual purpose. F'irst, they flag panels suitable for treating for the convenience of treaters. Second, and more important to the dealer, they help identify the proper panelfor the job.

The "Foundation Treating Grade" is primarily intended for the Permanent Wood Foundation. Foundation Treating Grade panels are graded C-C or better, with full exterior durability classification. The grade stamp of the American Wood Preservers Bureau or a similar agency should also be present on the treated panel. This stamp includes information on preservative retention levels. Panels must be treated to a .6 retention level for PWF applications.

Story at a Glance

How the new APA Treating Grade trademarks on plywood identify which panel to use. . . examples of which retention level does what. what PWF requires.

32116 15t32 lNcH

SIZED F()R SPACING EXTERIOR '---000..-.-

PS 1-83 C-G NER-108 FOUNDATION

[00K for trademarks like these to help you guide your customer In selectino the c0rrect pressure treated plywood panel for his proiect' Foundation Treating Grading is Jor PWF. Treating Grade should be used for fences, dedks and other construction within 6 in of ground. use, where moist conditions may promote decay or insect infestation. Examples include swimming pool covers and sheathing in tropical climates.

Of course, exterior grade, untreated panels are quite appropriate for most outdoor panel applications which wiit te permanently exposed to the weather. Siding, fencing, privacy screens, outbuildings and many other projecis tan successfully be constructed using APA itructural panels bearing the full exterior durability classification. Panels which may be exposed for a time, but eventually covered, such as roof and wall sheathing and subflooring, can be designated Exposure l.

APA has another treating grade, which is used on panels C-D grade or better, with an Exposure I durability classification. These panels are identified as "Treating Grade." Treating Grade panels should have a retention level of .4 or better for use in a myriad of applications where the panel will be less than six inches from the ground or will be in ground contact' Common uses for Treating Grade panels include swimming pools; decks, especially under indoor-outdoor carpeting; skirting around foundations on houses and mobile homes; gaidening trays and planters; bulkheads; and fencing or privacy screens which will be in contact with the ground. Other Treating Grade panels may show treating agency stamps identifying the product as having a retention level of .25. This retention level is for above ground

The rule of thumb to remember is: If the panels will be less than six inches from ground contact or in contact with the ground, Treating Grade should be used, along with an AWPB or similar testing agency mark designating a .4 preservative retention level. Panels with .25 reiention level designation and the Treating Grade trademark may be used for very moist, above ground applications. If the panels will be used for the Permanent Wood Foundation, the Foundation Treating Grade trademark is recommended. A .6 preservative retention level is needed here. lf the panels will be exposed permanently to weather but will not be in ground contact, exterior grade panels, with no Treating Grade designation' are usually apProPriate.

Foim No. Q220, available from the American Plywood Association, P.O. Box 11700' Tacoma, Wa', 9841l, is an excellent source of information on preservative treated plywood. Form No. A400 has additional information on Permanent Wood F-oundations.

Fire retardant treated wood sales rising

I N A WORLD of increased aware- I ness of fire safety. many builders are "feeling the heat." More and more stories appear in the media about buildings that were built without regard for fire safety. Building codes are feeling the public's ever watchful eye toward the safety of buildings.

Fire retardant treated wood (FRTW) is a material that often

offers the best alternative to make a building less vulnerable to the dangers of fire. A building code requirement for "non-combustible,' building construction usually means that FRTW can be used, while providing possible significant cost savings for the building owner.

Story at a Glance

Fire safety aspect of FRTW has created a growing market for commercial, industrial, even residential buildings... second generation prolucts perform better. higher margins mean more dealer profits.

"When the 'second generation' of FRTW products were born, around the beginning of the decade, a big market was waiting to be filled,', notes product specialist Bob LaG tanzi, Koppers Company, Inc. Often, though, building codes would only allow FRTW. And. before the second-generation products were developed, FRTW meant wet treated wood that would warp, twist, crack as it dried after it was installed into the walls. The ,.oldstyle" treated wood was also exceedingly "hygroscopic"or having a strong tendency to absorb moisture from the air.

Experience with the new generation of products has allayed the fears of many builders and contractors. And FRTW has become a growth business once again. A wood treater in the Northwest. Exterior Wood, Inc. Washougal, Wa. has had just a year's experience with the product. Newt Baker, the sales manager, has had some good early results.

"We've got a warehouse almost as big as a football field, just for stocking fire retardant treated wood," said Baker. "And we've got an architectural sales rep. who covers the territory from California to Alaska. With our efforts, the product has done very well in our first year."

Fire-retardant treated wood is used where building codes mandate non-combustible materials be used. The treated wood product is often the preferred building material for an architect whose buildings might cost as much as 30 or 400/o more using steel framing or structural components - especially in regions of the country where wood is more desirable.

Baker says his big problem is overcoming the image of FRTW among contractors, who all too well remember the days of the ,,first generation" Type B material.

"What we need to do is show contractors, through our dealers and our own promotion, that today's fire retardant treated wood is not like the old stuff," he said. "lt used to be, a contractor would get FRTW on the job that was wet and would twist and change dimension after being installed. And it would be "hygroscopic" and soak up moisture. That would cause corrosion of metal fasteners.

"ln today's lumber market. that kind of treated wood cannot even be called a 'product,' " said Baker. "We're trying to get the message out that our FRTW is produced from dry lumber that's kiln-dried even more after treatment. So it's going to have the same dimensions after the wood has been installed in the building. Also, Dricon's FRTW's ability to resist termites and decay is another selling factor."

Still, demand for FRTW is not yet even close to the sales volume of Exterior's Wolmanized pressuretreated lumber. But Baker savs availability of Dricon FRTW is as easy as "throwing a little into the truck. "

"Along with our investment in our fire-retardant plant. we've bought two curtain vans to transport the productit must be keptaway from rain and weather, and so forth. So we've been able to keep our stocking dealers supplied with it when the requests come in."

WAtl. STU0S and exterior wall framino for a four-story, 224 unit retirement commu-nitv in Marin County, Ca., used Dricon fire retardant treated w00d. Dricon fire retardant treated plywood flooring (lower photo) was fastened to steel beams at Hewlett-packard's new research and development facility in palo Alto, Ca.

CALIFORNIA

CALIFORNIA BIXLDERS SUPPLY C0. Su.otSllg (el6) e29-3191

CennOff UOULDING CO., Huntington BeacuT@-qg8gqq

MAPLE BROS., INC., Brea (213) 694'377r

MAPLE BROS., INC., El Cajon (619)4448895

WESTERN DOOR & SASH C0., Oakland (415) 535-2000

COLORADO

BOISE CASCADE CORP, Denver (303) 289-3271

nOCfy mOtlllTAIN MILLWORK CORP., Denver (303)373-0210

ROBERTSON SUPPLY C0., Boise 008) 322 4755

MONTANA

BOISE CASCADE CORP, (406) 652-3250

LUMBER YARD SUPPLY CO., INC', Great Falls (406)453'0356

OREGON

SeVeCp WHOI,ESALE BUILDING M,{IERIALS, INC', Beaverton (503) 643-8505

WASHINGTON

EXCHANGE LUMBER CO., INC. (509) 487-1621

WeCe wtOt ESALE BUILDING MAIEW

)bu cantell a good entrance by hour fas it exits.

And considcring that The Alrium D<xrr is the fastcsi selling wotrcl swinging patio d<xrr in America. it'.s an exceptional cntrance.

For you, that mcans increased sales and higher protitabilitl:

The Atrirrm I)<xrr gives cust()mers more reas()ns to buy Like hamdcrafted all w<xld construction. Simple installation. Super hipfi energy effi-ciency A solid brars morticC lockset with matching hinges.

And Thc Atrium Dtxrr givcs you more t() sell. Profitable options like factory applied polycr<)ni'' exterior

coating backed by a lo-yezr wa_rranty against cracking, peeling, and excessive color fading. And high performance Com-ftrrt-E ''' glass -The Thansparent Insulation''' glazing system desipqred to help eliminate fabric fade. cold sp<_rts, clrafts ancl condensation.

To help move doors through your door, we pr<tvide in-store Aisplays anA product clinics, co-op advertlsing and national consumer advertising to create higher pull-through clemand. And we back that up with an extensive dealer referral program.

So if you're in business to make a profit, stock up on the entrance that exits the fastest. The Atrium Drxlr.

To nnd out the name of your distributor, call l-8OO-527 -5249. In fbxas, call 214-634-9663.

Atrium Door,

Dallas, Texas 75222-6g57

Ll ASSLES over Product qualitY

Fl are the dread of everY retailer' but when you're dealing with Pressure treated wood, You can cut the possibility of such problems by being informed on approved quality marks'

All material Produced under the monitoring of the American Wood Preservers Bureau and inspected by their I I approved inspection agencies is produced to nationally recognized and accePted consensus standards of the American Wood Preservers Association.The AWPB cloverleaf quality mark has been a recognized symbol of quality for over 20 years.

The d-i-y customer usuallY has limited knowledge of lumber grades and often judges treated wood bY appearance only, buYing wood that "looks good." Because he is oblivious to the approved grade marks, it is the responsibility of the retailer to provide him with properly treated, wood suitable for the intended use' If he doesn't, the seller maY face a product liability problem in addition to an unhappy customer.

"The advent of the treated lumber market has created a somewhat different buyer and user due to the volume of treated'lumber which is sold directly to the retailer consumer for d-i-y projects," saYs B. W. Perkins, director of the Treating Division of the Southern Pine Inspection Bureau. "We need the help of retailers at the consumer level to assist the uninformed buyer and user of treated wood. The quality mark for treatment assurance is important but so is the grade mark sinte the lumber is the vehicle for the treatment."

Lon J. Sibert, manager of the lumber division of Timber Products Inspection, offers the following guidelines for those Purchasing either untreated or treated lumber.

(1) Beware of anY good deals that are significantly below the market price. Report any suspicious sales proposals to any appropriate ALSC approved grading agency.

(2) When approPriate, sPecifY lumber with an ALSC aPProved gradestamP (and AWPB qualitY mark) on your Purchase order. Notice how your suPPlier represents the product in his acknowledgement or invoice'

AWPB cloverleaf backs pressure treated sales

(3) Orient your Yard receiving personnel and establish a routine system of checking the grade stamp (and quality mark) on incoming shipments of lumber.

(4) Notify your insPection agency ifyou have any questions, observations or requests for information regarding grade stamps, mill stamps or personnel orientation.

Pressure treated wood carrYing the AWPB quality mark is Produced by a pressure treating, plant which has been licensed bY a certified inspection agencY after an inspection of its equiPment and some of its production. Once the treating plant is oPerating' the inspection agency, according to the volume of the Product, randomlY and statistically takes samples for analysis. Statistical samples are analyzed by the AWPB laboratorY which further assures a consistency of statistical' control.

As long as the treating Plant

production continues to meet the standards and other requirements of the program, they can continue to use the quality mark. If there are too many non-conforming samPles with continued Poor control, the certified agency takes away the privilege of using the quality mark. An AWPB field force checks on the

Story at a Glance

How to use the AWPB qualitY mark to cut callbacks, avoid unhappy customers.. WaYs to prevent getting stuck with off grade material

accuracy of the certified inspection agency by taking random samPles at both the treating Plants and destination areas. Certified inspection agencies can be decertified.

(Please turn to Page 45)

Pressure treated wood sales continue to climb

By Bill Bond Jr. President Western Wood Preservers Institute

ORKING in the pressure treated wood industry has been sort of like flying a small plane on a stormy day-lots of ups and downs. The bright spot has been an increase in pressure treated wood sales.

Several years ago, in the midst of a severe economic decline, when interest rates were high and regular lumber sales were low, the Western Wood Preservers Institute created an ad published in Merchant Magazine. lt carried the headline ',pressure Treated Lumber Sales Are UP." The word UP was set in very tall type to emphasize the fact sales were indeed up.

This was more than five years ago, and pressure treated lumber sales are still going UP! Research from the Mel R. Walsh Consulting group states, "Treated lumber sales are up 400/o over recent years, while total U.S. lumber consumption has declined 30%. Pressure treated lumber has been growing at a rate of 120/o to 140/o per year, and continues to be the fastest growing segment of the lumber business."

We think this record is impressive. lt causes us to reflect on the reasons for the growth. Lumber dealers and home center managers know much better than we do, however, these reasons come to my mind.

In the first place, treated wood has gained strong consumer acceptance. Homeowners have learned that pressure treated wood is a quality pro- duct that performs well. They appreciate its durability and long service life. They are attracted to a product they won't have to replace in a few years. To top it all off, people

Story at a Glance

How the Western Wood preservers Institute helps retailers sell more pressure treated lumber... Promotion, public relations, marketing keep sales up. quality products keep consumers buying.

find treated lumber a good value, affordably priced.

The fact that in today's market remodeling has now surpassed new residential construction in volume also contributes to the growth. People continue to upgrade their current homes rather than move to new ones.

The popularity of outdoor living is another factor. I'm told gas barbeque grills are selling well these days. We all know that a treated wood deck will be needed to park them on.

I was impressed recently when I read Sunset Magazine research that said fully 700/o of the decisions to buy building materials involve women. They also found that 580/o of the women work on the improvement projects. This just goes to show that as suppliers we must make sure we provide products that appeal to both men and women and, of course, children.

I also note new construction of single family homes isn't declining as some pundits said it might. This bodes well for treated lumber sales because new homes built in the west have more and more decks. landscaping and outdoor living areas utilizing treated wood.

Members of the Western Wood Preservers Institute continue to improve their service to the retail market. A wider variety of sizes are being carried in inventory at retail to be available to consumers. LP22, material treated for ground contact, is commonly found in sizes from 2 x4to2 x 12, and in 4 x 4 to 4 x 12. Some treaters also maintain

(Please turn to page 77)

Gustom Tailoring

When Baker Hard. wood Lumber Co. wanted to enlarge the mill build. ing at their National City, Ca., facility, they knew they could rely on San Antonio Pole Construc. tion Co. to do it right. And at the right price.

As a western constructor of pole buildings of all kinds, types, sizes, shapes and description, San An. tonio has an enviable reputation as Number 1 in its field. No other firm can match our experience, dedication and all around

know-how of the industrv we serve. Whether it's a new structure or an addition, you can rely on us to build the building you need to fit your exact requirements.

We realize each job is different. That's why we treat each new job as unique.

Let us show you how our unique skills can satisfy your unique requirements.

Mike Esposito, mgr.

1280 unft F-r

\Aest Lambert Rd.

Brea, Ca. 926.21

(2r3) 694-436r

(7141s29-779O

PO. Box 136

Grimes, Ca.95950

(916) 437-2303

ti?b treating i ndustry's CAP firmly in place

l -OKAY is the word 18 months A atier rhe voluntary Consumer Awareness Program and Consumer Information Sheet were mandated by the pressure treating industry to satisfy demands of the Environmental Protection Agency.

An industry audit conducted by echlaw, Inc., Denver, Co., showed that l00o/o of the treaters and chemical manufacturers audited were aware of the CAP and that 970lo of the treaters and 94% of the chemical manufacturers were participating. Since the audit the chemical manufacturers have achieved 1000/o participation, according to Pat Hamilton of the American Wood Preservers Institute.

On the retail/wholesale/distributor level, 8lo/o were found to be aware of the program with 700/o participating in seeing that the Consumer Information Sheets are displayed at the point of purchase. All segments of the industry have worked to publicize the availability of the information and the necessity of getting it into the hands of the customers. Articles in both the consumer and trade press have emphasized the importance to the industry of the success of the program.

Although the results of the audit were presented to the EPA in November of 1986, the industry is not slacking up in its efforts to keep the Consumer Awareness Program active and continuous. The American Wood Preservers Institute and the Society of American Wood Preservers are redoubling efforts to insure the ongoing success of the voluntary program. "The aim is to surpass the gratifying results indicated by the Techlaw, Inc., audit," Hamilton says.

Retailers will continue to be the link between pressure treated wood manufacturers and the consumers in educating the public on the proper use of pressure treated wood. As part of the industry's Consumer Awareness Program, Consumer Information Sheets will still be attached to each sale of pressure treated wood. Designed to brief the consumer on the proper handling of pressure treated wood and the proper sites for its use, the simplest brochures often include construction tips and an elementary explanation of the treatment process. Some companies have approached the CIS as a sales tool, printing an attractive educational brochure on pressure treated wood.

Story at a Glance

Audit shows high participation in Consumer Awareness Program. ..7oo/o of retail/wholesale/distribution levels display- ing Gonsumer Information Sheets at point of purchase ... industry associations urge continued vigilance. public response is generally positive.

The EPA approved use precautions are basically examples of safety and hygiene, advising users to wear gloves, goggles and a mask when exposed to splinters and sawdust plus recommending washing hands and clothing after working with pressure treated wood. The only precaution not applicable to working with all woods is the one admonishing consumers to never burn pressure treated wood scraps.

Despite fears that the public

would be scared off by the publicity generated by the EPA's demands on the industry, sales of pressure treated wood have continued to climb. Demand for pressure treated wood has more than doubled since 1980, according to Bernard Fuller of Resource Information Systems. The information contained in the CIS sheets, which are an essential part of the wood preserving industry's Consumer Awareness Program, apparently have only made do-it-yourselfers more confident in handling the material. Industrial purchasers of pressure treated wood also have been reached by the CIS program although most professionals were already well acquainted with the building material, according to Hamilton.

"Wood treaters, chemical manufacturers, wholesalers, distributors and retailers are being urged to examine the chain of information distribution now and ensure that Consumer Information Sheets are available to their customers and to the ultimate consumers of pressure treated wood products," Hamilton emphasizes. "Enlightened consumers are repeat customers. They should know that pressure treated wood isa top quality building material which will last indefinitely."

George Eliades, president, Society of American Wood Preservers, Inc., devoted approximately half of a recent program presented for more than 50 Hechinger managers to the voluntary Consumer Awareness Program and the Consumer Information Sheets. Programs of this nature will continue to emphasize to retailers the importance of environmental regulations and the need to keep their customers informed.

Western woods need special (pressure) treatment

Ily Jeffrey L. Reith Southwcst '\ rcl S upcrr isor Tinrber Protlu.t. I lr:l)ertion

trIctn,v retailers and constrnters ure not aware that diJJerent v'ood spetit's require dtJ.ferent pressure lreating techniques. The follouirtg ortit'lc axplains llrt rrt'ctl .lt'r intising A'('.\lcrn uoods belbrc lrealitrt ttttl the.use oJ u'ularborne presert'alives otlter than CC'A-ed.

toxic t0 the attacking organlsm. tsoth of these factors nlLlst be met in order to prol'ide an adecluate protective shell around thc u'ood. While thc sapwood of most species is rclatively easy to penetriite. the hcartwood of practically all types of wood is difficult. Other than moisture content. the proportion of helrrtuood and saPwood is usually thc deciding factor as to how a nrember can be treated.

T HE WATERITORNE Pressure

I treatment of wood, fronr a western standpoint. is an operation that contains variables and challenges rhal maY not be recognized by people [rom our southern nrarket areas. Instead of dealing with one basic species grouP (southern yellow pine) that is probably the easiest to treat. western operators are faced with several different types of wood.

The mosl commoil ones include the pines, Douglas fir' hem-fir. weslern larch, redwood, cedar' lnd Sitka spruce.

The group classified as hem-fir is made up of six seParate sPecies: western hemlock, Pacific silver {rr, noble fir, grand fir, California red fir and white fir. Each one of these species has its own treating chitracteristics, and that has probably been the cause of manY sPirited discussions between a Plant manager and his treating engineer over the years. It is largely in response to that problem that several tYPes of walerborne preservatives are used in our western plants.

In the pressure treating of wood products, it is necessary to achieve both a proper Penetration of the solution into the member as well as a retention strong enough to be

Story at a Glance

Why western woods reguire special treatment to meet AWPA and AWPB treating standards which chemicals are the mosl successful with western woods.

hav'e been used to trcat them. Watcrborne preservatives that are currently being used include anrnroniacal copPer arsenate ( \( \ ). irntnroniacal coppsr zinc arscnate (.'\CIZA). chromated copper arsenate (CCA tYPes a,b,c), iincl chrontated zinc chloride \CZC) While many of You are Probably familar with CCA and its verY fine performance record, these other preservatives mentioned may be less well known.

ACA has had widesPread use tn the western states and Provides excellent protection against decay and termites. lJecause it can be healed more thln some othcr preservatives, it can have above elverage penetrating qualities and gives good results t0 species that are dilficult [o lreat.

CIZC has proven to be a good preservalive Ior use in drier applications. Because it is subject to leaching under wet conditions. it is not recommended for ground contact or in wet installations. It will meet AWPA and AWPB standards for above ground use

All of the waterborne Preservatives mentioned he re leave the wood surface comparativelY clean, paintable. and free from odor after drying following treatment.

Species containing large amounts of heartwood, such as Douglas fir and hem-fir, are usually' incised with small perforations in order to form passages for the preservative lo penetrate deeper into the wood.

To a large extent, it is because of the differences of the western woods in terms of their heartwood and sapwood content that several types of chemical formulations

Although this has been onlY a cursory look at waterborne treating in the west. I hope it has brought to your atrention some of the different species and solutions that are used lrere. Along with creating more variables to contend with, this variety also presents opportunities for the consumer to choose results in regards to cost, color after treatnlent, and degree ol protection needed.

Ilorne Depot will anchor a Pico R ivcra. ('a.. shopPing center starting construction this ntonth: two additional stores are Dlanned for San Diego ('ounty by early 1988, the first in frscondido with tlre second in the sports Arenir area of San Diego (see page 46 for complete story)

Hayward l.umber has opened Hoyv,ard Home Design Center. Pacific (irove, Ca., with a 2,400 sq. ft. showroom . a maior expartsion ot' fr0.0U0 ro 80.00(t sq. ft. is being planned for the [/ome and Garden Center in lrvine. Ca.. .

Builtlers Emparium will move into a new 127j98 sq. ft. headquarters bldg. in Irvine, Ca.. with Wickes signing a l0 year lease for $l4.9nrillion...

Placerville Lumber (.o,, Placerville, Ca., has been bought b1,, Cornett Lumber (o", Central Point. Or. Ttralutin Vallav Iluilders Supply has opened a sec- ond location in Aloha. Or.

. Mr. Lumber, Yuntu, Co.. nou has a branch in Brush, Co.

J and W Supply has opened in Delhi, Ca.. John and Alice Stormenl and Wayne and Charlene Firy, owners . .,4kron-Otis Lumber, Akron, Co., has moved to a new location... Burkey Lumber Co., Itifle" (1o.. has moved to the former Boise Cascade f :rcility, remodeling and expanding the retailspace...

Sutlrcrland Lumber Ca. Kansas City, Ks., has sold its units in So. Ca. including La Mirada. Anaheim and City of Indusrry operations . Lumberman's. Palm Springs, Ca., is building a second store in an Indio, Ca.. home improvement business park they own, using the name Lumbermen's Building Center. opening set for fall

Wickes Lurnber has moved into new 60,000 sq. ft. quarters in Iioulder, Co. . . .'Denn^ins LumDa, (irancl Junction, Co., is renrodeling

Dixieline Lttmber, San Dieco. C'a., has re-opened the first-oi their acquisition of five former Handyman stores, a La Mesa unit, after a $500.000 retrofit: Kearney Mcsa/Convov. l{an- cho, Chula Vista anci Solana Beach stores will open shortly

Diqmond Lumber has closed its Shafter, Cla.. store, . Ittnneclale Hardware, Homedale, Id,. is being volunrarilv closed by owner Joe Masar ... HomeClub lras opened a retail warehouse in Englewood, Co. (see rr. 19 for story)

Ruilders Square has opened new stores in lrountain Vallev rrnd Buena Park, Ca. Coic Ittdustries Inc.., National City, (]a,. has closed Lumber One .\torcsin a Chapter I I reorganization (see p. 39 lor story) . .

Sequoia \upply. lrvine, Ca., Iras been purchased from Wit'kes by menrbers of manasenrent (see p. 39 for story) .-.. Door Praducts Co., Cheyenne, Wy., has opened a Denver, Co., branch ... WTD lndustries.Portllnd. Or is acquiring the Harris Pitrc ntill, Pendleton, Or.: a Cascade ,Stud mill, Dianrond Lake Junction, Or., and Cascade l{est Forest Products facilities in Olvmpia. Wa., and Union, Or. ..

l!lckes -Cos.. which is selling its 8,5'h of its British subsidiarv for about $155 milllion, plans b reverse stock split to reduce outstanding shares; the co. also will redeem $200 million in debt issued as part of its 1985 bankruptcy reorganization . .

The Merchant Magazine

Cal State Forest Praducts is a new olfice wholesaler in Anaheim. Ca., opened by John l urner. Carl Ilenoch. Patric Tavlor and Cal *ate Lumber- Chuia Vista. ('a.: it specializes in redwood, cedar, pine and nrouldtngs...

T & H Investments, /rc.. priest River, Id., has opened a new lumber sales office in Boise. Id.. Bruce Bergquist, Don Schott and PaulWaldon on the staff . Parr Lumber Co. is expanding their Milwaukie. Or., storage yard

Douglrerty-Honma Co. has moved into new oflices at 7180 S.W. F'ir Loop, Portland, Or. . TreeSource, Inc. and its Darent co.. WTD Industries. have nroved to larger quarters at 10220 S. W. Creenberg Rd., suire 501, Portland. Or. 97223

Crater Lake Lumber Co. is the new name for Cascade Studs. Int'.. Chiloquin, Or... . tdaho Timber Corp.. Boise, ld., has acquired distribution and mls. plants in Texas and Kansas froir Caulbr USA.

White Bros., Oakland. Ca., is opening a Sacramento facility on Power Inn Rd. ;Cxcel ['llaod Products Co. has opened a new 95,000 sq. ft. showroom, warehoLrse and ussembly plant complex in Phoenix,Az....

Redwood Lumber & Supply,San Carlos. Ca., will open a new lacility in Healdsburg. Ca., in June (see p. 19 for story) - , ,,, Anderc'o, lnc. has moved from Carden Grove to 540 Air Park Dr., in nearby Fullerton, Ca..

...i '...t.r.. :

Housing s/drtswere up 2.6% in l:eb. (latest figs.) to a seasonallyadjusted annual rate o[ I ,851,000 units. . single family home starts rose 5.6%r; multi unit starts fell 4.lah permits were up 4.40h ..'.' western starts increased 8.1%...

{Ptease tLtrn to page 86)

April 1987

Redwood Lumber ExPands

Redwood Lunrber & SuPPlY, San Carlos, Ca., will open a new facility' in Healdsburg, Ca.. around June I The l7 acre site with a drf ing Yard and re-ntan facility is costing in excess of $2 nrillion to develoP. according to Paul Sanclberg.

The company will close its oPeration in Itedwood C'it1'. keePing operations at San Carlos and Geyserville. Ca.. in addition to the new fircility.

HomeGlub No. 3 In Colorado

Opening of the Englewood. Co HonieClub warcl.touse has brought the number of warehouses in Colorado to three. according to llerbert Zarkin, president of the l:ullerton. Ca.. chain.

Located at 1050 W. IlamPden, the new warehouse, which oPened April 2. measures 92.000 sq. fi. with an additional 5.000 sq. ft. nursery. The center is being managed bY Steve llenoit and emPloYS aPProximately 100 peoPle. Regular hours are 7 a.m. to 9 p.m. \{onda-'" througl-l Irridal'. 8 a.nt. to 6 p.nl. Saturday and Sundal'.

The chain claims to Provide nlenrber consunters with the lowcsl ever-vda-v prices on over lwo acres ol brand name items. Menlbership cost is either $10 or $15 annually. depending upon group afllliation Nonnrember shoPPers Pir) a 5 " su rcharge.

llomeClub entered the C'olorado market in July l986 with the opening of its first warehouse in r\rl'ada at 7-150 W. 52nd ,\venue. The second outlet opened in \urorrt. in August 1986 at 1400 E. Jewell Avenue.

No Hill Street Blues

The Itill Street branch of We1-erhaeuser in Los Angeles, Ca.. is celebrating its 40th anniversary at the same location.

Ron Camp, manager. tells an interesting history of the localion. "Prior to the establishment of Weyerhaeuser at this location, Globe Lumber Co. occupied this area." he said. "And before Globe. this was a trolley car yard. Going back even further. this was a Los Angeles river bed. "

r Poles

o Posts

Doug. Fir, Hem-Fir Spruce & Pine

-$ALENDAM

APRIL

Los Angeles Hardwood Lumberman's Club - April 10, - day at the races, Santa Anita Racetrack, Arcadia, Ca.

National Dimension Manufacturers Association _ April ll-14, annual meeting, Harrah's Hotel, Reno, Nv.

Dubs Ltd. - April 17, golf tournament, Mira Vista Golf & Country Club, El Cerrito, Ca.

Woodwork Institute of California - April 23-25, annual convention, San Diego Hilton Beach & Tennis Resort, Mis_ sion Bay, San Diego, Ca.

Oakland Hoo-Hoo Club - April 25, paddle wheeler trip, Alameda, Ca.

North American Wholesale Lumber Association - April 25-29, annual meeting,Camelback Inn, Scottsdale. Az.

Los Angeles Hoo-Hoo Club - April 27, Angel Nite at Big A, __ Grandstand Room, Anaheim Stadium, Anaheim, Ca.

Western Hardwood Association - April 29-May I, spring meeting, Sunriver Lodge & Resort, Sunriver, Or.

MAY

Ace Hardware Corp. - May 1-4, spring convention, Cervantes Convention Center, St. Louis. Mo.

National Decorating Products Month - May l-30, sponsored by National Decorating Products Association.

National Roofing Week - May 2-10, sponsored by Asphalt Roofing Manufacturers Association.

Conference With Congress - May 3-5, sponsored by National Lumber & Building Material Dealers Association. Washington. D.C.

World Exposition of Ceramic Tile & Bathroom Furnishings - May 6-8, Los Angeles Convention Center. Los Angeles, Ca.

Los Angeles Hoo-Hoo Club - May 8-10, ladies weekend, cosponsored by Inland Empire Hoo-Hoo Club, del Coronado Hotel, San Diego, Ca.

Decorative Laminate Products Association - May 12-17, annual convention, Royal Plaza Hotel, Orlando, Fl.

Arizona Lumber & Builders Supply Association -.May 14-17, Loews Ventana Canyon Resort, Tucson, Az.'

Dubs Ltd. - May 15, golf tournament, Boundary Oaks Golf & Country Club, Walnut Creek, Ca.

Lumber Association of Southern California - May 15-17, general meeting, Ramada Renaissance, Long Beach, Ca.

Lumber Merchants Association of Northern California - Mey 16-19, annual convention, Caesars Tahoe Casino. Lake Tahoe, Nv.

Western Dry Kiln Association - May 20-22, annual meeting, Coeur d'Alene Hotel, Coeur d'Alene. Id.

National Hoo-Hoo-Ette Club, l.{aty 22-24, national convention, San Francisco Airport Hotel, San Francisco, Ca.

Ligna Hannover'E7 - May 27-June 2, international wood & forest machinery trade fair, Hannover, West Germanv. JUNE

American Hardware Manufacturers Association - June 2-4, government relations committee meeting, Washington Marriott Hotel, Washington, D.C.

HOME GELNTEM MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place San Diego, Ca.92128

N EVER OFFER anything free! tf I ! you do, you lose! | learned this lesson many years ago the hard way. As sales promotion director of a maior home center chain, I ran a grand opening promotion that included a coupon that read "FREE A Rigid Plasric Litter Basket for Your Auto."

The basket snapped over the window handles of the car. lt was a great premium item with our company logo molded onto it. I ordered 10,000 litter baskets; enough, I thought, to last me through the full month's promotion. I was wrong! | ran out late afternoon of the second day.

Coming back from lunch that afternoon, I spotted a kid about 9 years old walking along the street carrying 30 or so of these litter baskets nested into one another. "Hey kid," I shouted. ..Where did you get those litter baskets?"

"Want to buy one?" he yelled back. "Ya can have one for 35 cents." (Not a bad mark up for the brat considerins I paid 15 cents each and he got'em ior nothing!) When I didn't answer quick enough, he swung around the next corner and disappeared.

I raced to the store. Near the one check out, I found a pile of our grand opening tabloids with the ,.FREE" coupon removed. A quick check of the litter basket inventory and I knew I was in trouble. They were almost all gone. "FREE," I found out, is a dangerous word. To store employees it means that the merchandise has no value so they see nothing wrong with taking home a handful for their friends and neighbors. Customers coming through the check out counter intimidate the cashiers into "one for my Aunt Sophia and a couple for my neighbors." And. ofcourse, there're the enterprising kids who find sport in beating the establishment.

The Merchant Magazine

Today I have tightened control over giveaways. I won't let my clients offer merchandise FREE. Even a price of "50 with the coupon only" increases the value of the premium. The nickel and the coupon signify a control factor and it gives the cashiers a strong argument when pressured by customers for those extra items for their friends.

"l wish I could," they can reply, "but I have to account for every nickel and match the coupons at the end of the day." Customers understand that!

Another way of controlling the giveaway of premiums, and being a good citizen at the same time, is to offer a charitable organization the opportunity to keep all the proceeds collected. I've given away tree seedlings and invited a Boy Scout troop to man the giveaway counter. Our promotion read, "A Tree Seedling50 with this coupon." At the store exit. the Bov Scouts collected the coupons ani handed out the seedlings. A sign nearby read, "Drop your nickel in this containerAll proceeds go to the Boy Scouts." Almost all the customeri dropped coins larger than a nickel and there were plenty of dollar bills in the pot. The troops were happy, the customers were happy and we were happy to see the promotion coming off without a hitch.

I sometimes wonder if that kid in Detroit ever wound up in retailing.

THE SOUTHLANDffi

WAYN E GARDNER executive vice president

I ASC recently conducted a survey L amons the members to determine the aspects of their business tney were most concerned with. The survey had been done previously by lrortune Magazine and the Mountain States Lumber and Building Material Dealers Association.

It was interesting to note that very little difference existed between the lumber dealers from Mountain States and Southern California. Their responses also closely paralleled the responses ol businesses in general, as reported by Fortune Magazine.

Members were ambivalent about employee training with no strong response either for or against it. This is reflected in the manner in which the lumber distributors respond to educational programs sponsored by the association. Always some interest, but never overwhelming.

New products were very low on the list of interests. Again, this could be correlated with the response to trade shows, which one always thinks of in terms of new product lines. lt also reaffirms the feeling of most that lumbermen are lrom a long line of traditionalists. What worked well in the past is going to be just fine for the future. But this is going to have to change as other industries bring out products which compete with lumber as a building material. New products, new techniques for selling our product, a yet unthought of package for the builder encompassing a broader line of items. Who knows? But new products and ideas should definitely hold a higher position than the survey indicated that they did.

Government relations were a very low priority item. Other parts of the country leel that government relations are extremely important. Both the Mountain States and Southern California gave them the same low mark. As a result, unless other parts of the U.S. really feel strongly about it, one wonders why so much time and effort is spent trying to get the lumber dealer to visit his congressman.

Short term earnings were also a low priority item. I)oes this mean that the lumber distributor is really in this business for the long term. Let's hope so. We have enough people trying to capitalize on the market during an upswing. Strength and stability are what's needed

to keep the reputation of the industry at the high level it has achieved. So the lack of interest in short term earnings wus gratilying.

frinding your niche in the market was a definite concern for most of the respondents. And riglrtfully so. The strength and stability ofthe industry can

be attributed to those aggressive lumber distributors who are seeking their niche in the market. lt's something that is never truly found because it's not a constant. But the search for it leads to satisfying a market need as it exists, and having the flexibility to move on to another level as market conditions dictate. The flexibility exhibited by the lamily-held units so traditional in the industry and the lack of flexibility by larger corporations give that opportunity of finding "one's own niche"real meanlng.

(l'lcasc tunt to page 78)

Dtstrlbutors

GARY L. SMITH executive vice president

ll OSf of us belong to one or more lll organizations that establish goals or projects in order to accomplish something we feel is worthwhile. The organization may be called an association, a club, a society whatever. The point I'm trying to get to is that sometimes they try to do too much or establish programs that don't offer a proper return.

I attended a seminar a short time ago sponsored by the American Society of Association Executives where a checklist ofsorts was suggested as sort ofan acid test for new projects. lt sets up very neatly on a form with nine columns. For the purpose of this article I'll merely list the column headings.

(1) Project name or description.

(2) Date

(3) Who willdo it?

(4) When will it start?

(5) When should it be updated?

(6) When will it finish?

(7) How much will it cost?

(8) How many people/groups/causes will it benefit, or how many new members foi our group will it generate?

(9) ls it consistent with our by-laws and existing policy?

When produced and distributed to all decisionmakers (board of directors or other governing bodies) as a checklist and referred to as "The Form," I understand it has the very positive effect of streamlining the decision making proCCSS.

At the suggestion of a program or cause the first order of business is "Please refer to your forms." lf you get past No. 3 and generate something meaningful with No. 7 and No. 8, it may be worth doing. Without pretty solid information in all of the spaces, however, No. 3 may be headed for a pretty rough time between Nos. 4 and No. 6. Modify it and try it in your business. Who knows? lt may even turn out to be practical.

ARIZOINA SGENE

E.J. JOHNSON executive ' vice president

f UCSON is the city. Loews Ventana

I Canyon Resort is the spot and the ALBSA's 66th annual convention is the event. Convention time in Arizona is May 14-17 and we look forward to seeing everyone there.

A block of rooms has been set aside at a special room rate of $90 per night. Due to the overwhelming popularity of the hotel, reservations must be made by April 13. After that time, reservations will be made on a space available basis only. Registration packages for couples are $260 prior to May l, and $285 thereafter. For singles, it is $165 prior to May I and $185 thereafter. Without undue prejudice, Arizona's lumber conventions are great!For futher information, call the ALBSA office 602) 2792376. See you in Tucson! The association's ad hoc door com-

mittee will soon be presenting a program before local building code officials to promote uniformity in code requirements for doors, frames and hardware. Several problems have recently occurred wherein different fire ratings on installed units have led to their dismantling by code officials. The Phoenix metro area includes numerous municipalities and it seems that code interpretations vary between communities.

The Young Lumbermen of Arizona have scheduled a mill trip to Southwest Forest's Flagstaff operation which will include a visit to the Jeld-Wen facility.

The association's wood promotion committee is making plans to sponsor a much larger block of space at the 3rd Annual Construction & Architectural Suppliers Show to be held at the Phoenix Civic Plaza in early December. Last year's show produced about eight thousand visitors over two days and plans are to take better advantage of the show to promote more wood products.

!{oRmEasr

GEORGE MCQUESTEN @. Iron Horse Fark North Billerica, MA 01862 (617) 663-343s

MID-STATE LUMBER CO, 20O lndustrial krkway Branchburg, NJ 08876 (zot)72549oo

SOUTHEAST FURMAN LUMBER CO. 8l9l Annapolis Junction Rd. Annapolis Junaiorl MD 20701 (3Ot) 792-2234

_E4R!R4r.gp LUMBER c0 PO. Box 5498

Asheville, NC 28813 (704) 2s3-s667

EPPERSON LUT'BER SAIES, INC P.O. Box 1559 Statesrrille, NC2ffi77 (704) 8734321

L&L LI'I'BER CO PO. Box 3267 Huntsville AL 35810 (2Os) s33-9220

L&t LUMBER CO. 2613 Cfiimneg Driw Madetta, GA 30062

WOOPTORD PLYWOOD PO. Bo:( 1731 Albany, GA 31703 (er2) 88349@ Pgg.hf h Alabama, Gcorgia & Florida

LAKE STITES EMPIRE WHOTESIIIJ PO. Box 249 Akron, OH 214309 (216) 4344545

TORIHWEST

HUMPHREI' LUMBER CO. PO. Box 99913 Ibcorn4 WA 98499 Gooiiibaares--

IJPPIR TIID II TF CANIION LUMBER CO. PO. Box 9328

Minneapolis, MN 55440-9328 (6t2r 42s-t4oo

wEln

AIL{OASI FOREST PRODUCTS tNC PO. Box M Chino. CA 91708 (7t4162785sr

HEDLUND LUMBER & MACHINE 5[AININ6 PO. bx 60038

Sacramentq CA 95860 (916) 331€6ll

IMPERTAT WI{OIESATE P.O. Box 25605

Salt Lake City, UT 85125 (8Or) 972-56s6

CEDAR WEST CORP PO. Box 5224

Dernrcr, CO 8O217 FO3) 294{077

*.q,

Arizona Lumber & Builders Supply Association

1 110 E. Missouri, Suit€ 560, Phoenix, Ariz. 85014, (602) 279.2376

"W'e Sweat The Smallstuft"

We have to. Because the customer deserves it. Making the sale is just the first step. I make sure the producl is delivered a<actly the way our customers and the CedarPro sales representatives want it. Everytime, everyday. So, it's essential that my oflice achieves a certain harmony to get the job done right. Orders invoiced properly. Product shipped on time. Names spelled correctly. Attention to details. It's important to the customer. It's important to our comPanY.

We sweat the small stuff . .with pride and with pleasure.

Cher Graham, Office Manage

A

NTWS

CHUCK LINK executive director

fl O YOU have an employee who is Y not working up to standard? Or one with poor work habits? Or one who hasn't shown any real improvement for some time? lf so, you may want to follow these six steps. They can make a significant difference.

(1) Know exactly what you want. "Doing a better job" and "working harder" and "getting along better" are too general. You need to be able to specify what you want someone to do differently.

(2) Think in terms of action, not attitude. Yes, attitude is important - no question about it. But attitude is mental, a part of every employee's mind set, and that's outside your area of responsibility. You are not responsible for what your people think or feel. You are responsible for what they do.

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

Pacific Wood Preserving of Bakersfield produces virtually 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 capabi Iity to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

(3) Communicate your expectations. This does not mean "tell them what to do." lt means explain the results you need and why. Then get the employee's agreement to produce those results within an appropriate period of time. It's essential to continue this discussion until the employee says, "Yes, I will (make the change you need) by (whatever the date you settle on)."

(4) Inspect what you expect. Give the employee a chance to perform, and monitor the results. Pay particular attention to the areas in which you are expecting improvement, but don't ignore other aspects of the employee's work. You don't want improvement in one area to be made at the expense of poor performance elsewhere.

(5) Praise every improvement. What may seem to you to be a very small improvement may, in [act,

cost the employee a great deal of effort in terms of changing old habits, learning a new way of doing things, or accepting someone else's ideas about the iob. Compliment the employee on every change for the better that you notice, no matter how slight.

(6) Refuse to accept poor performance. If you look for improvement and honestly can't find it, let the employee know. Express your disappointment and ask why nothing has changed. Discuss to the point of agreement how the employee will get back on track. Then repeat steps 4 and 5. Eighty percent of the time you won't have to come back to 6. When a paid holiday occurs during a workweek, employers are not legally required to recognize paid hours not worked in calculating overtime pay. Under the federal Fair Labor Standards Act, employees must be compensated at overtime pay rates for actual hours worked in excess of 40 per week. (State law may supercede federal regulations.) For example, an employee receives eight hours' pay for a Monday holiday, then works l0 hours each day Tuesday through Friday. Legally, overtime compensation is not owed the employee because the individual actually worked only 40 hours. Check with your attorney on this.

Pressu re-Treated Lu mber

FRED CARUSO executive secretary

OUNTAIN States members have something to be proud of in the spring Building Materials Buying Show, said Ed Sandlin, MSLBMDA president. "The show has grown and it represents the breadth and depth of building materials. Exhibitors and visitors tend to be the leaders in our field in this region and much can be learned about the state of the industry by attending. The show is something in which all members can take pride because all had a hand in creating it," according to Sandlin.

For the past few years the board of directors struggled to get the right formula for the convention and trade show. It seemed like the show was out-growing the convention and there were calls by exhibitors to move it to the spring when a buying format would be most effective. It was finally spun-offlast April with the

first spring buying show, thanks to the help of supportive and courageous suppliers.

Dealers expressed their confidence in the format by showing up in full force the first year. More than 400 dealers' representing 126 companies from six states came to the show and bought more than $2.5 million worth of materials.

The fall convention has evolved, meanwhile, into an educational and social event geared to management aids and services, information, seminars and recognition of achievements.

The spring buying show has expanded into a major marketing event. Exhibitors find that the cost effectiveness of the show outweighs personal sales calls and advertising. Attendees realize the cost effectiveness and time savings of being able tg speak with a large number of suppliers over a short duration.

The 1987 Building Materials Buving Show was held March 12 and 13 at the Denver Merchandise Mart. More than

130 displays ofTered building materials, hardlines and information systems' Sandlin, Trinidad Builders Supplv' Trinidad, and four new additions to the board of directors, Jim Brunk, Sunrise Home Center, Jackson, WY., Mark Swager, Anderson Lumber Co., ldaho Falls. Id.. Gordon Harbert, Harb€rt Lumber Co., Grand Junction, Co., and Gary Woodward, Woodward Lumber Co., Las Cruces, N.M., were elected at the 96th anniversary convention last fall in Colorado Springs.

ti:ifl!it[$ilt:liiil:its$ir.11!g$

Thot's How lt Goes!

"l'm going to start it all liom scratch ---l'll need abour $100,000 worth of' scratc h. "

The Merchant Magazine

of pulling togetheramong ourselves and with you.

On our part, that means doing what we do besil producing the finest lumber and plywood products available, bar none, backed by Personal, milldirect senrice to help distributors like vou profit from our lines. -

ftnt's the only way to assure that you and your deilersand-our Company can continue to prosper. So give us a

OPERAIING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

HAT has meant boom to most of the country has brought gloom to the oil producing states. The farmers are in trouble too. In some cases this has been compounded by state laws that have never served twentieth centurv economies.

The sum total is a business climate akin to water skiing on roller skates. It's not uncommon to hear dealers sav "we've got twice as many lumber yards as we need." Another cry is "business is off40%r, but meetings are up 6006."

While much of the economic sluegishness in the oil srates is caused bv faitors out of the dealer's control. there is little doubt that many an operator is a victim of his own past success. The expansion and growth experienced in the area in the past l_5 to 20 years have

been nothing'short of phenomenal. Busrness cascaded through open doors as the snowbirds flew south to set up permanent residence.

Being in the path of progress was instant profit. For all practical purposes, a managerial base was spawned, put in place and matured without ever havins to fight its way out of a recession. Adverl sity has not been part of its agenda.

A more successful group of entrepreneurs has probably never before existed. Entrepreneurs, independent in nature, easily by-pass the fact that their success does not automatically imbue them wilh everything imporlanl to know. Thus, it's business as usual exceot business. as in sales dollars. is a change that cannot be made by decree. The forces behind today's "Sales" are far too powerlul to be mitigated locally or regionally by even the best of manaqers.

Those who emerge from this down cycle in a viable position won't be the same as when they went into it, but they

will all have reduced expenditures below sales revenues. The profit culprits don't change from down cycle to down cycle. Everyone knows about people and inventory, but not everyone has done something about them.

The only day we have to work with is today; tomorrow is not today. lt is tougher to shut down a facility than to open one; reducing its expense is the toughest of all. In the meantime, business must go on.

Many have never advertised. They have been good neighbors, minding their own business, never heard from. lf we don't talk to neighbors, friends and even relatives we lose them. The same applies to customers.

lf you think all of this is trite and can't serve your company or your area, let us recommend an old merchant's ploy. Look behind you! Look back to that year when your sales volume was at todav's level. Llse today's annual rate because you can't change the economic forces currently dictating the sales rate. What you can change are the expense rate and the pattern for successful operation. Compare the now "Operating Expenses" with the then "Operating Expenses" and cut the cloth to fit. You did it before, why not again today?

Brand names in treated wood marketing

Fr RESSURE treated wood has moved in the F y.utt from a generic commodity product being a product identified by brand name.

last l0 towards

Used to purchasing and relying on brand names in everything from designer clothing to frozen foods' the home owner was ready to believe a brand name pressure treated wood as being superior to a generic product. Osmose Wood Preserving Inc., is one of the companies that recognized this tendency early on. Manufacturers of pressure treated wood products identified by the Osmose brand, the company undertook to market to a small nucleus of home craftsmen and amateur builders, who have a moderate amount of tool handling skill, as well as serious professionals.

The company slogan "The trusted name in wood preserving" denotes quality to a public used to relying on such symbols as the Good Housekeeping Seal of Approval. Public trust, a good reputation, a good productall are implied.

The company's advertising and merchandising strategy is to involve the consumer in projects using Osmose Wood products. This type of thinking makes the consumer an integral part of their planning and was the genesis of the Great Plans series of instructional guides. Additionally this same type of thinking permeates all Osmose advertising.

(Please turn to page 33)

w m p %rt o $, A

Brand Names

(Continued from Page 3 I )

The Great Plans guides were conceived as a way to increase do-ityourself activitY around the home, encouraging the building of decks, gazebos, fences and other two to three day weekend Projects.

Story at a Glance

As d-i-yers become more aware of the benefits in using Pres' sure treated wood Products and systems, marketers have built on consumer Preferences for brand names.

In the forefront of their thinking was the need to keeP construction details simple, as well as easilY understood. The projects were de-' signed to be within the scope of even beginning do-it-yourselfers. The philosophy was that by keeping each construction task simPle, the Projects would, in effect, be training future, highlY skilled and enthusiastic do-it-yourselfers. Good, basic information that would not overwhelm the beginning consumer was stressed. No comPound cuts, no complicated miters, no comPlex joinery were used in the Plans.

"The simpler the Plan, the better. We're out to make friends, not frustrated beginners," notes Paul Goydan, vice President of Osmose Wood Preserving.

Osmose had an advantage in that most members of its management team are skilled do-it-yourselfers. After considerable planning, every project in everY manual was modeled, dissected and evaluated as to its constructibility by members of management.

At that Point, materials were ordered and the group undertook the construction of each project. Osmose writers described each phase of the construction and Photography and video professionals caught the action on film and video taPe.

The end result was a series of Professionally done manuals and video tapes that have caPtured the minds and imaginations of hundreds of thousands of do-it-Yourselfers, according to GoYdan. The steP-bystep Great Plans manuals and videos feature several different styles of decks, fences and gazebos' A fourth

manual shows and describes a number of weekend projects like planter boxes, picnic arbors and garden benches.

Retailers providing the Osmose Great Plans booklets and videos to their customers feel that they have been a factor in increasing sales. The company feels that Osmose Wood Products sales have increased with this promotion.

They also credit the incorporation of a toll-free number into the overall marketing program. This direct link between the comPanY and the consumer enables the do-it-Yourself user to pick up a phone and find out about Osmose pressure treated lumber or go over a plan detail that is puzzling. Goydan counts the Osmose hot line as a great asset in making and keeping customers.

The Osmose yellow end-tag on the lumber has been another successful sales ploy used bY the company. "Here is one way the comPanY put itself on the road to overcoming the treated wood is treated wood is treated wood syndrome," GoYdon explains. "lt helped to overcome one of the major hurdles most dealers and manufacturers have to overcomethe tendencY to think

of pressure treated lumber as a commodity. Osmose thinks of its Products as packaged goods, and the sales figures tend to underscore the correctness of this line of thinking."

Devices such as the Yellow end tag, advertising the Product with a brand name, showing the consumer how to use the product correctly and offering help increase the likelihood that the product will almost sell itself. "There is a lot that could be said about the Psychology of the American consumer, but one thing that's obvious is that we are a nation of brand name buYers," GoYdon pointed out. "When such a simPle thing as an end tag means the difference in Product identitY and consumer preference, then the products that don't carrY a brand name are giving up a lot in the waY of reputation, trust and, most imPortantly, sales."

Retailers who cater to this Preference for brand names on the Part of the d-i-y consumer will find that they have a lot of suPPort from companies such as Osmose which are proud of their brand name and what it means to the buYing Public. What about you? Do You drive a car or a

Foreign panel markets growing

THE PAST year has been one of I the most successful ever for the American Plywood Association international marketing program. Total U.S. panel exports in 19g6 reached 600 million square feet,3/ 8" basis, an 86oh increase over r 985.

In the long-established primary market of Europe, four factors have contributed to the improvement, according to Tom lrast, director of APA's international operations.

(1) The decreased value of the dollar, which made U.S. structural panels more affordable;

(2) A better economic climate in Europe, which encouraged trade;

(3) The fact that the Canadians were not as active in Europe due to strong domestic demand, and strikes affecting many mills;

(4) The effect of APA promo- tion, which maintained hieh visibility for U.S. structural panelj

Europe registers over 2 million housing starts each year. But much of the construction is of masonrv. The more rewarding immediaie markets for structural panels are export packaging and concrete forming. APA field representatives in Europe, therefore, give much of their time to the industrial and shuttering (concrete form) markets. while also continuing to work for expanded housing opportunities on a long-range basis.

APA's European headquarters is in London, where Raymond C. Mitzner, P.E., directs operations in the U.K. and on the Continent. Other European offices are in Antwerp, Belgium, and Hamburg, West Germany.

"One of the key trends in the British market is the steady growth of the home repair and remodeling sec- tor," Fast reports. "Do-it-yourselfers now consume about one-

EXP0XT packaging, seen here in the huge British Ford plant at Dagenham, Essex, isbne of the basic European markets for American panel products.

quarter of allpanels imported. Commercial construction also shows strong potential as it is projected to increase 13% by 1990. However, the fastest growing market is industrial, predicted to increase I706 in the same period."

Story at a Glance

U.S. panel exports reach 600 million sq.ft.. European economic climate encourages more trade. high Potential for increased exPorts. APA bears down on Promotion.

On the Continent, Denmark, with 50% of today's housing alreadY in timber frame, is one of the few European countries where residential construction currently is a significant market for APA products. Traditionally, a high percentage of the imported structural Panels come from the U.S. But aggressive sales efforts by competitors beyond North

America have made an imPact. "Three factors will determine the tJ.S. ability to maintain market position," I'-ast said, "the dollar exchange rate; action bY imPort trade organizations; and most importantly, continued strong APA Promotion."

In Holland, where the U.S. has a predominant share of North American panel business, the climate is right for continued market growth, according to Fast. Industrial applications are the largest market opportunity, but residential contruction also holds promise. Although Holland's total housing starts are decreasing, wood housing can gain significantly from government subsidies for timber frame construction and from the constant search for more energy-efficient building methods.

Shipping is a big industrY in Belgium. Over half of the imported plywood goes to materials handling and transportation applications. "With projected growth in materials handling. we feel we can increase panel exports to Belgium modestlY but steadily," I'-ast said. "with a 500/o share of North

American panel exPorts in 1986, there is plently of room for growth in the German market," Fast exP/Continuetl on ttext Page)

TYPICAt United Kingdom housing prolect with timber frame on the inside and a brick exterior.

(Continued from previous page)

lained. Approximately half of the business currently is in the industrial sector. Applications with the strongest opportunities are truck liners and plywood pallets. German residential and commercial construction markets are expected to make a larger contribution as knowledge and acceptance of U.S products and systems increase.

The ltalian market for panel products is primarily industrial, especially in materials handling applications. APA promotion of the new 1100 liter bin, popularly known as the "Big Bin," has led to ltalian use of the bin for storage of wine and tomato paste. With continued promotion, the prospects for greater U.S. penetration of the ltalian market are encouraging.

Looking beyond Europe, F'ast noted that 1986 was also a noteworthy year for panel promotion in the Pacific Basin and Caribbean. APA extended its direct representation to Japan and the Dominican Republic.

In the past year the association has completed demonstration houses in China, Japan, Ecuador, Chile, Guatemala, and El Salvador.

These new units, which bring the total number of wood demonstration units to 59 worldwide, are part of a long-range effort to replace traditional nonwood materials and methods with more cost-effective U.S. wood housing systems,

In Japan, the highly successful 1986 Summit House demonstration project required a special waiver from the nation's Ministry of Construction to exceed current Japanese code height limits for wood buildings. To obtain the waiver, the threestory house in Tokyo had to demonstrate resistance to fire, earthquakes and severe winds. "As a result of the construction of Summit House. the Japanese have eased code restrictions on three-story wood buildings," Fast said.

Since it was dedicated in May of last year, the house has attracted more than 23,000 visitors. In addition, nearly 2,500 Japanese builders and architects have to date attended the continuing series of seminars sponsored by APA and the Western Wood Products Association.

"To sum up, " F'ast said, "whether the promotional activity is in Europe, the Caribbean, or the Pacific Basin, APA's pattern of

research and action is the same. Before initiating any promotional activity, we evalute the potential market thoroughly. We consider each nation's housing needs, tariff barriers, code restrictions, and local construction methods and traditions. Next, we develop a strategy to capitalize on both the immediate and long-term targets of opportunity. Frequently this means efforts to reduce tarilfs and break nontariff barriers and to beat down code restrictions. "

APA works closely with designers, code oflicials and members of the distribution trade. In developing countries, they've found that demonstration units, combined with seminars, are a geod way to present wood construction systems to local builders and code oflicials.

In all cases, follow-up is critical. Bringing about change in public perceptions, removing code blocks and trade restrictions, and countering long-established construction tradi: tions are tasks requiring constant attention over an extended period of time.

"Yet progressive change can take

(Please turn to page 75)

Lumber One Shuts Doors

Lumber One, a $25 million home improvement chain, San Diego' Ca., has closed its five stores as the first step of its planned reorganization under Chapter 1 I bankruptcy protection.

Operator Cole Industries, Inc., National City, Ca., filed the petition to reorganize under shelter from creditori, reporting assets of $2.8 million and liabilities of $4.2 million.

Solana Beach general manager Bill Evans said he hoPed the stores in Solana Beach, National CitY, Fallbrook, Temecula and Ramona, Ca., closed by cash-flow Problems and the "whole industrY being in a transition mode," would reoPen in three weeks.

More Lumber Sent East

The West's four toP lumber Producing states all shipped an increasing share of lumber to the ninestate Northeast region last Year, according to the Western Wood Products Association.

Oregon increased shiPments to the Northeast from 3.840h of their 1985 toral to 4.'750/o in 1986, while that sent to California fell from 34.30/o to 33.101r. Some 2l.5oh remained in the state.

Washington's shiPments to the Northeast rose to 6.30h last Year from 4.940h, with 19.101r retained' 75.7401t to California and 8.2601r to Oregon.

California shiPPed 2.6% of its lumber in 1986 to the Northeast, uP from 1 .240hin 1985, as 6-5.401r stayed in the state, down from 6'l .1olt in r 985.

Good '87 For Home Centers

Home centers are among the durable goods retailers forecast to experience relatively high year-overyear growth rates during the first half of 1987.

Despite the exPectations of most analysts ". people didn't rush out late last year to buy all of their big ticket durable goods before the end of sales tax deductibility. Apparently, consumers are more aware than most economists that only a few items such as automobiles offer automatic sales tax deductibility. So' without this much discussed incentive, consumers will extend such

purchases out over a longer Rerig-d, making the earlY months of 1987 attractive growth prospects for such merchandise," says James Newton, president of Economic Perspectives, Inc.

Managers BuY Sequoia SUPPIY

The Sequoia SuPPIY division of Wickes Cos., Inc. has been sold to a new company created bY the management of that division.

Paul Hylbert, President of Sequoia SupPlY for the Past two years, is president and chief executive oll]cer of the new company'

Vice presidents are Dick Passaglia, marketing; Hal Huff, western regional mgr.; TerrY Kohnke, northern regional mgr.; Hal Holden, southern regional mgr., and GarY Joslin, chief financial oflicer, administration and finance. All of the present Sequoia management staff continue in the new company.

Headquartered in lrvine, Ca., Sequoia Supply is one of the nation's largest wholesale distributors of lumber and building materials. Founded in 1948. it was acquired by Wickes in 1975. Included in the sale are all of Sequoia Supply's assets, including its 33 distribution centers in 23 states.

"sequoia SuPPIY is an excellent company, but as a wholesaler it does not fit our strategic Position as a major retailer of building materials," said Sanford C. Sigoloff, ceo of Wickes. "The sale will allow us to redeploy assets in accordance with our primary direction'"

Hylbert noted, "As an indePendent wholesaler distributor, we are excited about the prospect of being of greater service to our customer base."

All senior members of the management grouP of Sequoia SUPPIY will be stockholders of the new company.

Laminated Panel Trade Name

Permalam has been selected bY the American Laminators Association as the new industry trade name for thermoset decorative Panels meeting the association's performance standard ALA 1985.

The new trade name will make it easier for specifiers to refer to the product and the standard, previously -kno*n as Thermoset Decorative Composite Panels.

1986 Housing Totals

The final figures for new housing starts in 1986 totaled 1,808,960, up slightly from 1985's 1,808,198 units.

Los Angeles/Long Beach led the nation for the second consecutive year with 69,990 new housing units. This total represents a 2901t increase over 1985's level. Washington, D.C. ranked second with 52,120 units, up 210/o over the previous year's level, according to F.W. Dodge Co.

Other top l0 housing areas: Atlanta, Ga., -51,330 units, up golr; Riverside/San Bernardino, Ca., 49,050 units, up 32olr; Phoenix, Az., 42,8'19 units, down l7%r;San Diego, Ca., 37,611 units, down 40h.. Chicago, ll., 31,874 units, up 460lr; Tampa/St. Petersburg/Clearwater, t'I., 30,947 units, down l20lr: Dallas. Tx., 30,781 units, down 3-5olr; and Minneapolis/St. Paul, Mn., 26,887 units, up 90[.

In the fourth quarter 1986, the top l0 housing areas were: Los Angeles/Long Beach, 1,5,879 units, up 1-506; Washington, D.C., 11,9-51 units, up l2olo; Riverside/San Bernardino, I 1,128 units, down 606; Atlanta, 9,843 units, down 160[l San

Diego, 8,786 units, down l6oh.. Chicago.8,227 unirs, up 22olt., Phoenix, 7,339 units, down 33%: Minneapolis/St. Paul, 7,126 units, down 7oi; Detroit, Mi., 7,0,56 units. up 5001,1 and Anaheim/Santa Ana. Ca., -5,923 units, up l3%.

K mart Exec On Retailing

"A retail business is a unique business in that it is constantly able to renew itself. Retail businesses generally don't die because all their customers move away. They die because the customer loses interest in them."

Continuing this thought, Bernard M. Fauber, chairman and ceo of K mart Corp., parent of Builders Square, said recently, "Customers lose interest because they are no longer being satisfied. And, by satisfaction, we mean principally that the products, service and physical environment no longer fulfill the customer's demands."

In another part of his talk on the occasion of K mart Corp. being honored by the Newcomen Society

The Merchant Magazlne

of the United States, Fauber called Builders Square the largest warehouse home improvement retailer in the country and explained that K mart had broadened its retail operations to include it because "many of our key product classifications have growth potential well beyond what can be satisfied inside K mart."

The Newcomen Society, an organization whose name perpetuates the life and work of Thomas Newcomen, a British pioneer in the field of steam engines, holds meetings throughout the U.S. and Canada to honor leaders in various frelds.

California Housing Strong

The California housing industry is forecast to have another strong year based on continued demand for housing caused by falling mortgage rates, according to the Bank of America.

In 1986, housing starts rose l2olo to 270,896 units, and construction of new single family homes ;umped 16.70/o to 130.020.

Colihrnio Pre-Sloin

6980 (heng Avenve, Lonq Beoch, Colifornio 908O5 l2r?l 602-2405

FIRE RETARTI \NTS

A Must For. Hotels. Hospitols, Schools, Government lnstitutions. Rreos of Public Flssemblg, Restqurqnts' Theoters, Night Clubs, Storos. Hozordous Industriol Flreos in Mines, Foctories 6r tlJorehouses'

Fira-Iact tlJT-'I09 - ff Closs Fl Product lnturnescent Lot@x Point (lcBO #3636, Stote Fit@ Morsholl #C-100, LF Citg Fpprovol #94303)

Fire-Toct LIJT-l0l - R Closs B Product lntumesc€nt Oil Bose Point 0CBO #3656, Stote Fire Morsholl #C-100-1, LA (itg BPProvol #94303)

New Bay Area Reload Open

[:ncouraged by lhe sllccess of its cargo rcload lacilirl in ('rockett. Ca.. illrcl the strong ecollollv ol the San I;rancisco area. [)opc & 'l'albot. Inc. hus nroved to il lte\\. larger relcxrcl laciliti' at the [)ort of'Ileclriood Citl. ( lr Tlrc ( roekett (,I)cr'rli{,n }r.rs hcrirr closcd.

"l)cntand for our luntber in thc IJur .\rea has ntct or crcccdecl all of' il)lttt.tt !ttr)t i, l)Ltt:t'i/))

IN0USTBY representattves on hand for |te openrng o1 the Popc & Talbot reload fac I ty at tfe Port of Redwood 0ity, Ca: ll) Dav cl Cassella Suzy Clayton. Terry Saunders {2) .lohn Sweet Reed TrLt Charlie Noble (31

ilapt Joh n Nc Ne I llett Horsman. Jinr

I aber, Pau Sause (4) Greg Passmore. John Parsons [5) Cl ff 0 Nei John B ssett (6) Flli0t Wilson, Bob []ochrane, Mike Royers Guy l averty (7) Bill Freedland, Dan Harper {8i ilolvard & Gloria GraLrlich {9} Art parker Denn s Byerie Glenn Miller Il0l Al Gedroez Flob [,]ues ll l) Fred DrP etro, Michael Flann ery ll2l ft,lorr e T sda (13) A White (l4l Dick Canreron I I 5l Jack Lawrentz. BLrd Bri stow

south Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination for you.

manulacturer specializing in western specialty softwoods

HUGE SIA]IDS O SPUTED IIEARI.A.AI

This is just what you've been looking for.

A reliable, high-quantitv source of prime Northwest DoqUas firstanding tall in.your own backyard. Planted rightwhere you need it by Pope & Talbot.

In Southern Califoinia, vou can tt"e9 to tlle Pope & Talbot *igo reload facility at Pt. Hueneme. Over 4 milion board feet of lumberis readv to roll.

Up north, Pope & Talbot's Redwood City reload facility has a constant stocking inventory of up to 5 million board feet. It's ttre ,intv ohe of its kind in the Bay area.

At both sites you get competitive pricgs glr a fr41range o_f grades, including MSR. Sizes from 2x362xI4.

All dimension is red end-painted and cargo-stencilled for easy idennfication.

DOUGFIR )sAll tRAllclsco

Take a close look at what it all neans for you: No more costly {glays in iupply, nomgre lgng hauls to mills, far bwer empty backhauls.

Youcan send your trucks around to he nearest Pope &Talbot reload facility urd pick up what you need, when You reedit. Ju-stlike that, you've cut the cost rf stocking excess inventorY.

Inoks pretty good from here.

CALL REED ORART FORAN EVEN BETTER LOOK. (503) 220-2750.

Delta In America's Cup Race

When Dennis Connor and the crew ofthe Star & Stripes launched preparations to recapture the 1987 America's Cup, they contacted Delta International Machinery Corp. to supply woodworking machinery for the maintenance of their acclaimed l2-meter yacht.

Charlie Cox, yard manager for Sail America, the non-profit foundation sponsoring Stars & Stripes, specifically requested the Delta 10" unisaw with carbide tipped saw blades, drilling/tapping machine and 14" wood/metal cutting band saw. The Delta machines are used by the crew members, who make a good deal of the fittings themselves.

Depots Multiply In San Diego

Home Depot, Fullerton, Ca.. plans to open two 90,000 sq. ft. stores in San Diego County, Ca., by early 1988, bringing the total outlets in the county to seven, according to company oflicials.

The firm's developer has applied for a permit to build a Home Depot

in Escondido. Negotiations are underway to buy or lease a site in the Sports Arena Blvd. area of San Diego.

"We'd like to be there as quickly as we can," says Greg Dodge, regional real estate director.

The new stores each will employ 120 to 150 workers. A typical Home Depot generates sales of $18 to $20 million annually.

The 6l-store chain reported 1986 revenues of $1 biltion. a 400/o in-

The Merchant Magazine

crease over 1985. Fifteen stores are scheduled to be open this year.

Attendance At Show Up

Dealer attendance at the California Hardware's spring and summer merchandise market was up 90lo this year.

In conjunction with Sentry Hardware Corp., California Hardware introduced the state-of-the-art Store of Tomorrow. Marketing presentations of the concept will continue over the next few months.

Housing Aid Bill Proposed

A housing bill which would increase federally assisted housing programs by $lS billion to 550/o of their pre-Reagan levels has been introduced by the housing subcommittee chairman.

H.R. 4, the first housing bill in six years, would also assist the grant program allowing lower income urban homebuyers to purchase and repair dilapidated houses and establish a commission to study the feasibility of a national building code.

Are You Absolutely Sure You Are Buying your Building Materials Right?

If you have ever asked yourself - Am I Cornpetitive? or Am I absolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping indepen- dent building material dealers remain competitive with mammoth corporition chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebites, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*c.B.s. has been nationally recognized as "The * c.B.s. is dealer owned Plqce To Co To Buy Low"*

* C.B.S. has a state_of-the_art internal commun_

* As you buy more the cost to belong goes down- ication system with participating members -nol up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool Company

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Central Builders Supplies Company

215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455

[tt'udquurters Jor the Allied Building Centers *C.B.S.

THE_nEl[ Robert Welch, shown here, a buyer at Diehl Lumber Products, Inc., Salt Ldke City, Ut., was mistakenly identified as Matt Larsen in the March issue, o. 16.

IIiIBERS and decking for The Grizzly's 3200 leet of track were provided by the Jordan lnternational Co., Belmont, Ca. Ab0ut 400,000 board leet of Douglas fir treated with ACA was used in the structure at the Great America amusement park in Santa Clara, Ca. With speeds up to 50 miles an hour, the coaster has a maximum capacity of 1,250 people an hour.

Some Gruise News

A three-hour Alameda EstuarY cruise has been set bY the Oakland Hoo-Hoo Club, a lumbermen's fraternity. It will be held April 25 with refreshments served aboard the paddlewheeler. For information contact Frank Kinney at Hulbert Lumber Co., (415) 793-2741. Nonmembers are welcome.

Aluminum Siding Promotion

Advantages of aluminum siding, soffit and fascia are being promoted in a national trade and consumer campaign by the American Architectural Manufacturers Association. Including point of purchase materials, publicity in both print and broadcast media and a full-color brochure, the promotion is focusing on the new aluminum siding standard AAMA 1402-86 Standard Specification for aluminum siding, soffit and fascia.

Lumberman Buys WWll Phne

Daryl Bond, All-Coast Forest Products. Chino, Ca., has Purchased a World War ll fighter plane, which he intends to restore to full combat condition including armament and colors by late this year.

He bought the North American P-51 Mustang in Jakarta, Indonesia. The first military aircraft ever sold by the lndonesian government, it will be containered and delivered by ship to Long Beach. Ca. Bond will have it totally restored at Chino Airport.

Bond has accumulated nearlY 400 hours in his current personal plane, a North American 4T-6. His comPanY sponsors a P-51 that runs in the annual Reno Air Races.

CAPIIAL Lumber Co., Phoenix, Az., general mor. Gene Giesie (left) accepts firm's 12th co-nsecutive Redwood Million Foot Club Award. lrom Sim0son Timber Co., for annual redwood sales of over a million feet, from Simpson redwood marketing mgr. Michael Couey.

Ways To Save Tax Dollars

Tips on coping with 1986 tax law changes were given to members of the Lumber Association of Southern California by tax attorney Bruce Civner at meetings in San Diego and City of Commerce, Ca., recently.

"The new law requires amending virtually every living trust and sophisticated tax planning will," Givner said. "This is due to the generation skipping transfer tax. In combination with certain other taxes, it can result in an effective tax rate of about 900/0. The amendment will involve saving $150,000 in death taxgs. "

He mentioned that "fill in the blank" and "pull the plug wills" are now available. To reduce risk of will contests and avoid probate, Givner recommended that members consider living trusts.

"An additional way to save on taxes requires careful retirement planning," he said. This could involve reducing the cost of covering rank and file employees through employee leasing, and increasing your own retirement contributions. It is now possible to contribute $8,000 or more through the IRA.

"Employee Stock Ownership Plans (ESOPS) are now better than

ever," Givner said. Benefits of ESOPS include borrowing money below prime, avoiding death taxes and deducting repayment of principal.

Members of the lumber trade will see the following kinds of items offered to them this year regarding tax shelters:

Whole Life Insurance. "Congress made a political decision not to tax the 'cash value' of whole life insurance. Therefore, investing money in a whole life policy has more tax advantages than investing it in a bank or savings and loan," Givner said.

Rehabilitation Credit. The 1986 Tax Act instituted a two tier rehabilitation investment credit. F-or buildings placed in service before 1936, the rehabilitation credit is 100/0. I.'or certified historic structures, the credit is 200/0

Low Income Housing Credit. This credit can be claimed annually over a ten year period. The credits will equal a present value of 70olr of the basis of a new building which is not federally subsidized, and 300/o of the basis of an existing building or federally subsidized new building.

"To qualify for low income housing credit, 200/o of the units must be

The Merchant Magazine occupied by individuals with incomes of 500/o or less of area median income, or if at least 400/o of the units are occupied by individuals with incomes of 600/o or less of area median income. Rent charged under these conditions may not exceed 300/o of 'applicable qualified income.' These two credits should substantially benefit the lumber industry," he said.

In closing remarks, he advised members about new changes in lawsuits. "An insurance company will pay for more claims than you might think, due to new developments in lawsuits," he told the LASC. He mentioned the Cumis Case (Reservation of Right). "lf insurance companies won't cover certain claims against you, they must pay for your attorney to protect you on the 'uncovered' claims," stated Givner.

Resales Rise Yet Fall

Single family home resales in January 1987 were 13.30/o higher than in January 1986, despite a 32.90/o drop to 437,970 units from December 1986's 653,086 units, largely caused by the anticipation of the new tax laws.

Jim Ben Edens has been named pres. of PGL Building Products, a subsidiary of Palmer G. Lewis Co.

Terry Hamblin is the new sales mgr. at Berkot Manufacturing Co., Sun Valley, Ca., according to Bryant Lund.

Bill Jones is now in sales at Pacific Lumber Co.'s office in El Toro, Ca.

Phil Finston has joined Southwest Plywood & Lumber, Rancho Dominquez, Ca., as part of a co. expansion plan. Others new to outside sales: John Schuda, Don Crupi and Manny Marin, according to Jack Havens, president. Gordon Brault has joined inside sales.

Guy R. Nickerson is now v.p.-finance and c.f.o. of Anderson Lumber Co., Ogden, Ut.

Dan Vogel is the new mgr. of Brookhart's Building Center, Woodland Park, Co.

Kevin Lowry is new to the sales force at R.G. Andrew Co., Tacoma, Wa.

Randy Woolf is the new sales mgr., cutstock div., lor SNE Corp., Spokane. Wa.

Roy Liles is the new asst. sales mgr., wood treating and sales divs., for Thunderbolt Wood Treating Co., Modesto, Ca.

Tim Cornwell is now senior stud buyer for Rivendell Forest Products, Englewood, Co. Brett Gerhardt and Tony Genelin are new to sales.

Ralph C. Joynes has been elected pres. and c.o.o. of USG Coro.

George Ferris, salesman, Lumbermen's, Redmond, Wa., was named March Employee of the Month by his co-workers.

Neil Jensen, Reed Mill & Lumber, Denver, Co., has been elected pres. of WOOD, Inc. Directors are Jim Adams, Chase Lumber. Denver: Jeff Steele, Home Lumber, Littleton, Co., and Ron Wing, ABZ Lumber, Denver.

Ted Lott, mgr., Anderson Lumber's Building Material Center, Blackfoot, ld., has retired after 39 years with the co. Michael L. Marlatt succeeds him.

Bill Young is a new trader at Golding Sullivan Lumber Co., Westminster, Ca., according to Bill Sullivan.

Tom Butterfield is back in Woods Cross, Ut., after an Oregon sales trip for Utah Wood Preserving.

Charlie Wilson, Lane Stanton Vance, City of Industry, Ca., recently celebrated his 80th birthday.

William Greenwood has been named exec. v.p., marketing and sales, for Burlington Northern, Seattle, Wa. Stephen Nieman is v.p., intermodal group.

Patrick Custer and Larry Fuller are new to the coastal div. of LouisianaPacific Corp., Samoa, Ca.

Greg Carter has joined the sales team at Bohemia Inc., Eugene, Or.

Bob Cash is the new mgr. of J.M. McCormick Co.'s western div. office, Beaverton, Or.

Pete Kent is new to Western Wood Products Association, Portland, Or., as technical publicity supervisor.

Ralph Scheffer has retired from Prairie Wood Products, Prairie City, Or., after 43 years in the industry. Jerry Senske succeeds him in studs and dimension sales.

Jack W. Seelhorst is now national sales mgr. for Empex Hose, Long Beach, Ca.

Dave Stucky is now co-mgr. of 84 Lumber Co., Corona. Ca.

Alan Linn has been named area mgr. trainee for States Industries, Eugene, Or., according to Pete Geertsen, v.p. of sales and marketing.

Ronald Skufca is now v.p. of sales and marketing for Niedermeyer-Martin Co., Portland, Or.

Mark Porter is new to sales at TreeSource, Inc., Portland, Or.

,.H. BLEUINS SAWilILLS, lNC.

Sawmills and planing mills at Placerville, Sebar and Napa, Ca. Dry kilns at Placerville, Ca.

Specialists in redwood, cedar, pine and Douglas fir products Redwood and Douglas fir timbers most any size up to 32 teet Dry air-dried or green patterns Long length redwood and fir dimension

For your inquiries call: Rick Rosa, Dave Snodgrass, Steye Hagen, Karl Drexel, Tom Knippen, Dave Ponts, John Souza, Steve Shudoma

Personals

(Continued from previous page)

Tom Mullin has been appointed v.p., operations, of Terry Lumber Cos., Tarzana, Ca.

Jerry M Mendelsohn is now So. Ca. district mgr. for lspo, Inc., according to W. Lee Fry, western regional mgr.

Don Derbes has joined the sales force at Product Sales Co., Orange, Ca., according to Ted Gilbert.

Rry Bergman paneling products salesman. Windsor Mill. Windsor. Ca.. is now.in his second year with the co., according to Jim Stroupe.

G.S. "Jerry" Terrell, mgr., Jones Washington Stevedoring Co., Aberdeen, Wa., has retired after 22 years with the firm. He is succeeded by Robert "Steve" Bouch.

Phil Flemmings is now handling green Doug fir sales for Cavenham Forest Industries, Warrenton, Or.

Dan Kipley has joined the sales team at lndustrial Forest Products, Diamond Bar, Ca.

Scott Elliott is now in sales at Haley Bros., Inc., Stockton, Ca.

Kevin Huffman is a new lumber inspector with Western Wood Products Association's quality standards dept., representing No. ld., N.E. Wa. and Mt.

Oberlin J. Evenson, American Mill & Manufacturing, Chula Vista, Ca., has been elected pres. of the San Diego Lumber & Wood Products Association. Ronald Schafer, Timberline Forest Products, Spring Valley, Ca., is v.p., and Ron Lauderbach, Ransom Lumber Sales, National City, Ca.. treas.

Mike Gerry is new to sales at Diablo Timber, Danville, Ca., according to Ben Cassinerio, the self-described "head janitor."

Jim Summerlin, Sumwood, Inc., Palos Verdes Peninsula, Ca., and pres. of the International Hardwood Products Association, will lead a 20-person delegation to Brazil, Peru and Equador in May.

Gordon Gerretsen, Gerretsen Building Supply Co., Roseburg, Or., has been appointed to the Roseburg City Council.

Phil Fields is the new lumber and moulding mgr. at Keswood Inc., Central Valley, Ca.

Ben Hefley, lumber buyer, Cascade Wood Products, White City, Or., has retired after about 25 years with the co.

Theodore T. Tanase has resigned as pres. and c.e.o. of Lanoga Corp., Seattle, Wa. Chairman Gary Mcleod is now acting c.e.o.

Dan 'Iangeman is a new sales rep at Fountain Industrial Lumber Sales, Los Angeles, Ca., according to Ed Fountain, Jr.

Glen Nelson has been named Employee of the Year at Lumbermen's Bainbridge lsland, Wa., store. Donna Brinati was selected in Shelton, Wa. Brad Bower, Steven Broadhead, Michael Johnson and James Virgil are new v.p.s at ldaho Timber Corp., Boise, ld., according to Larry Williams, pres. Paul Anderson and Don Colter have been promoted to gen. mgrs.

Mark A. Price has joined the inventory receiving dept. at Mungus-Fungus Forest Products, Climax, Nv., report, owners Hugh Mungus and Freddy Fungus.

Premium Quality

Lumber

Half Pak PTL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds. Half Pak HLL. and PJ{.

NEW PRODUGTS

and selected sales aids

Unfinished Hadrvood Moulding

A new unfinished hardwood moulding line has been introduced by Gossen Corp.

Oakmate veneer is sliced rather than rolled and reconstituted. The Appalachian red oak veneer is then applied to short block finger joint ponderosa pine in combination with heat, adhesive and pressure. The pine substrate is 50% lighter than solid oak, eliminating the need for drilling and reducing the possibility of splitting.

The short block guarantees the straightest grade possible and eliminates chatter marks. The veneer is also free of knots and finger joints. Nine profiles are available in 7 ft. and 8 ft. lengths shipped in cartons or bulk.

Solid Oak Toilet Tank

A solid oak toilet tank, introduced by Sonoma Woodworks, is able to be close coupled or wall hung depending on the style of the toilet.

The tank is available in brown, golden or natural oak finishes.

Hand Post Puller

A hydraulic, hand-operated post puller is new from Rhino Sales Corp.

Catch The D-l-Y Eye

Protective eyewear from North Consumer Products is now available in improved packaging.

The plastic box, which clearly dis- I plays the colorful All Arounds, ha(tt bold graphics instantly identifyin; functions and benefits. The box

hangs horizontally or stands alone horizontally or vertically. A 10-pack counter display is also available.

The d:i-yer glasses feature a front providing a 200' clear field of vision, high impact polycarbonate construction, vented side shields to reduce heat build-up and lens fogging, and scratch resistant-coated lens.

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 we can process your request faster! Many thanksr

Easy-Fit Fittings

New faucet fittings from Speakman Co. feature a unique top mount design to reduce installation time.

The unit comes complete and ready to adapt to most conventional bowls. Components include a seamless plastic liner, solid brass flush valve, anti-siphon ball cock and a solid brass flush mechanism with ceramic flush lever.

Portable and easy to use, it pulls 4" x 6" guard rail; 4" x 4" wood, round or channel posts, and a wide variety of fence posts. The tool weighs 51-l/2 lbs.

A special split ring permits quick installation on counter thicknesses from l/16" to 2" and on 6" to 16" centers. Forged end bodies eliminate leaks due to sand castine.

Wood Bond Case

A heavyweight corrugated carrying case for toting six 1 1 oz. cartridges of treated wood and deck ad'iesive is new from Ohio Sealants,

clearance for easy removal from the hole.

Precision ground from special alloy, high quality tool steel, the bit has an 18" length with a 7 /76" hex shank and comes in ll/16" and 13/16" sizes. The carbide tip can be resharpened or replaced.

The Tie That Binds

A tough,puncture-resistant plastic stretch film from Mobil Chemical Co. can be used to bundle and organize a variety of objects eliminating tying, taping, boxing, banding or using other wrapping methods.

The OSI Woodmate 6-Pack can be packaged as part of a deck kit or offered in a point-of-purchase presentation. Each corrugated carton contains detailed instructions and sufficient adhesive to treat 90 lineal feet of wood with a 3/8ttr in, head. The product is formulated to provide stronger indoor or outdoor wood structures, reduce nail usage and eliminate nail pops by providing a strong bond between treated or untreated lumber and substrates like concrete, masonry, brick and varied metals. lt is said 10 be fast curing, waterproof and resistant to most weather conditions.

Hard Working Bore

A new carbide-tipped bit for impact wrenches and 1/2" or larger drills is now available from The Irwin Co.

Master Wrap is said to cling and conform to most anything or any shape to make bundles secure and

Dust-free Drilling

Shielded hand tools have been combined with high filtration vacuums to create a system that captures toxic and nuisance dusts bv Nilfisk of America, Inc.

A single carbide cutter and spur design reportedly bores faster and more efficiently through harder salttreated CCA poles as well as creosoted poles.

A specially designed cutting head, twist angle and smoothly polished hollows allow continuous flow of chips. The bit is ground to proper

tamper-resistant for easier, safer handling. Because it clings without adhesives, it won't harm finishes, damage surfaces or leave sticky residues when removed.

The product protects wrapped goods from moisture, soil, dust, grease, abrasion and pilferage.

Hot Box

A portable furnace powered by patented barium titanate disc heating elements is new from Pelonis.

The furnace is smaller than a 6" cube and weighs 6 lbs. lt is said not only to be odorless, but to clean the air as it circulates.

A thermostatic comfort control holds pre-selected temperatures constantly without on-off/hot-cold cycling.

The model is also said to be safe, producing no smoke or noxious fumes and not employing glowing coils, combustible fuel. or flames.

lmproving safety and visibility, the vacuum cleaner safely and hygienically whisks away harmful dusts created by the tool blade or bit.

Shielded hand tools include oscillating saws, saber saws, hand drills and sanders.

, The vacuums, which can be high efficiency particulate air filtered to trap sub-mrcron particles, come in three models for different size iobs.

What's Up Dock?

E-Z Step stainless steel stair treads are now available on a dock ladder from Rolain Marketing Corp.

Featuring long lasting die formed stainless steel treads and hot dipped galvanized hand rails, it is designed for easy entry and exit from the water at a vacation home dock,

Let The Sunshine In

A new sunroom using laminated Douglas fir beams for its support system has been introduced by Westview Products. Inc.

New Wooden Gift Pen

A new line of quality wood pens is being introduced for the corporate gift and award market.

The Rainforest Collection by Quest Pen Company, Inc., offers a selection of pens crafted with exotic woods such as Burma teak, American black cherry, American white oak, Brazilian rosewood, aromatic red cedar, and African bubinga. Other species are available on special order.

Since the pens are made with real wood, they are said to be ideal for the wood industry. Quest offers a post-

The extra strength provided by lamination allows for longer, uninterrupted spans of glass for a fuller view. Roof glass consists of a strong sandwich of 3/16" tempered glass on top and l/4" two-ply laminated safety glass on the bottom.

The hand-selected, clear beams come pre-surfaced, cut, drilled and routed, with a weather-protectant coating added to allow for stains and varnishes.

The sunrooms are manufactured and shipped in kit form, with all parts coded for easy identification.

Fixture Displays

New bathroom fixture displays are now offered free to qualified dealers by Bathroom Jewelry Inc.

Two wall displays are available: a black wall unit which accommodates nine faucets mounted on plexiglass display blocks with fine grey suede background and name and logo in gold, and a matching extender wall display.

AllTl-GRAFFITI coating, Graffiti-Gard lll, from Textured Coatings of America produces an invisible shield against the defacement 0f practically any surface.

sale gift service for companies. A wood pen is sent to a customer in the company's name as a thank you gift along with a customer satisfaction card.

Free imprinting of the company name on the clip is provided with a minimum purchase. Laser engraving is also available. Quest pens, which will take a Cross refill, are guaranteed against manufacturer's defects and are gift boxed for an award or gift program. A special introductory price is being offered to the lumber industry. A company principal of Quest is a former lumberman.

Eye-Catching lllustrations

New colorful packaging concepts featuring bold graphics and cartoon characters have been introduced for W.J. Dennis & Co.'s weatherstripping and home care products.

Bright red and yellow packages carrying The Energy Patrol and Home Care Helpers themes help attract attention to the more than 450 SKU's of weatherstripping, insulation, squeegees, vinyl wall base, bath caulks and glazing compound.

An all black plexiglass step display shows four widespread and five centerset faucets, plus various accessories, and also has the logo in gold.

The wall unit is 4' x 6' and the extenders are 28" wide by 6' high. Both are 4" deep. The step display is 48" wide by 34" high by 17" deep.

Old World Tiles

Hand crafted floor tiles, each slightly different, are available from Tiles De Santa F'e. Inc.

With flat backs so they can be installed by thinset or the conventional method, the tiles are polished and sealed. Extra sealer is included with each order so that the entire floor can be sealed when finished. They come in dozens of shapes, sizes, colors and textures.

IBS

Uffiiil*bH

SPECTALTZtr {c *I|J.ffi PRODUCTS

PYRESOTE FIRE TREATMENT

fire retardant lumber-UL label

CZC LP.2DF MT]DSILL

lumber-above ground

2x4, 2x6, 2x8, 2x10, 2x12, 2x'14

3x4, 3x6, 3x8, 3x10, 3x12

4x4, 4x6, 4x8, 4x10, 4x12, 4x14

3x6, 3x8

1x4, 1x6 uZ 2x3, ^4, u6, }.8,2x10,2x12

4x4, 4x6, 4x8, 4x12 6x6

FIRE RETARDANT PLYWOOD-UL LABEL AC plywood

1t4,3t8, 1t2,5/8, U4 & 1',

plywood 5t16, 1t2,5/8 & 3/4 1-1l8 2-+1 T&G

TREATMENTS AVTIII'AB LE :

6x6,6x8,8x8, 1x4, 1x6

ACZA CHEMONITE

lumber-foundation grade

2x4 &2x6

plywood-foundation grade

1t2 &3/4 cDX

#3 DF lagging LP-22

3x12

6xG - 24 power poles S4S

Penta-Dur, Penta-Oil, Creosote, fl)-50 Pennanent Wood Foundation (FDN

h'rtsote - Chemonite - D-Blaze - Exterior IIrc Retardant

all treatments certified to AWPB specs.

COMPLETE LINE OF THE FOLLOWING:

CONSTRUCTION HEART ROUGH 1x4, 1x6,1x8,1x12 2x4,2x6,2x8,2x'12 3x6.3x8.3x12

PINE: DIAMOND & ROSEBURG STOCK

ROUGH DF

#1

Chimney-Free Firebox

A real flame fireplace without a chimney that is said to be totally safe, easy to use and 10006 energy efficient is now available from Ameriflame.

Requiring no chimney or vent, the unit burns a patented, semisolid alcohol based fuel which produces 9000 BTU s of heat per hour with a real flame.

Number I grade western red cedar shingles permanently laminated to a plywood backing can be applied directly to studs, eliminating the need for sheathing under most building codes. The panels can also meet most firewall codes when nailed over gypsum sheathing, thus eliminating the need for fire-treated shingles.

The fireplace is U.L. listed for zero clearance to combustibles; installation without a chimnev. footings. reinforcements or hearih extension. lt reportedly can be installed in any room.

Standard features include I 6 gauge steel wall construction with fiberboard insulation, tapered firebox sides for greater reflection of radiant heat, black wire mesh fire screens with solid brass pulls, grate and fuel cell, log set, fireplace tool, heat deflector hood and emberglow lighting with vermiculite for "hotash" effect.

Plywood-Backed Panels

Shakertown's 8 ft. cedar shingle panels are now available with an optimal 5/16" exterior plywood backing to allow application of sheathing and siding in one step.

The option is available on single course panels with either 7" or 14" exposure, as well as on doublecourse 7" exposure panels.

Just Plain Pails

Sturdy, functional paint and home decorating buckets in bright orange, yellow or blue are new from Stylette.

Forever Odorless

An aerosol dispenser that releases a brief spray of deodorizer automatically every 15 minutes is new from English & Co.

Designed for any room in the home, it takes a standard 12 oz. aerosol can that lasts for up to 32 days and two-cell batteries that will last six months to a year.

Available in beige or walnut, the cabinet is made of tough polypropylene plastic that is chemically resistant and will not rust.

For More New Products

See Page 62

Ugly Buckets in ,5 qt. and 9 qt. capacities feature an "enamel lustre" finish with double pouring spouts and steel bails.

S0tl0 ERASS pressure balance tub & shower unit from Sepco Industries, Inc., features 1/4turn washerless ceramic disc valves.

HARDWOODS of all types used by: IBUFA

Furniturc Manufacturelrl Millwork Shops, C.abinet Shops

MAINOFFICE

2150 Oakdale Ave. San Francisco, Ca. (4151647-0782

Berkeley, Ca. (415) 843.4390

COiIPANY

Montebello, Ca. Complete millwork facilities (213) 723-3301

Ca. Wats l{800}325 -217 O Lake City, Utah (BO1) 484-76a6

Ut. Wats 1-(BOO) -225-3743

Edinburgh, IndianaConcentration Yard & Dry Kilns - (812) 526-9743 and Millwork Facilities

Domestic Hardwoods - Featuring Northern Red Oak, Indiana White Oak, Walnut

Imported Hardwoodswith special attention to...

GenuineMahogany. Teak o Rosewoods o Bocote o Apitong o Zebrawood Rare exotic hardwoods

LTL, TL, Mixed TL, and Carload Shipments our Specialty

Pressure treated wood: the profit maker

ll RESSURE treated wood used in residential yard F and garden applications is a combination of beauty, durability and economy all wrapped up in one product. Lumber, when you add the dimension of proper pressure treatment, can give a lifetime of service. It ages beautifully and fits in naturally with any back yard project. Long-lasting liveability describes it well.

Story at a Glance

D,ealers can rgcommend pressure treated wood for many applications. .. beauty, durability, economy make it easy to sell . . continuing prof it opportunities.

When marked with AWPB Standard LP 22, treated wood can be used in direct contact with the ground. lt is not vulnerable to decay, attack by fungi or termites. When handled properly, it is as safe as untreated wood for landscaping uses.

Builders, remodelers, landscape architects and contractors are utilizing treated wood for decks, planter boxes, retaining walls, trellises and fences, as well as for marinas, docks and piers.

Dealers can capitalize on the popularity of a product that has broad appeal and wide application. Pressure treated wood offers them continuing profit opportunities.

Paint Goof Cleaner

A cleaner for removing dried latex paint is new from Klean-Strip.

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

Designer Entrance Doors

A new series of leaded glass entrance doors which unite beauty with thermal efficiency is now available from Benchmark Doors.

ldeal for cleaning spatters from varnished or oil painted surfaces, Klean-Clean reportedly also works on carpeting, baseboards, doors and facings, furniture, brick, glass, metal, fabrics and most plastics.

Other materials it can remove include crayon and marker marks, lipstick, ink, tar, grease and oil.

Sizes are a 4 oz. can with flip-top spout, pint, quart, 7 oz. aerosol and gallon cans.

Tea Time Teak

A collection of authentic English classic teak garden and leisure furniture has been introduced to the U.S. by Country Casual.

Initially a rich golden color, the teak furniture weathers to a soft grey patina to blend naturally with the surrounding landscape.

Reportedly able to withstand all weather conditions, the collection includes English benches, chairs, tables. planters and swings.

The Beacon Hill insulated steel entrance door collection consists of four door styles featuring art deco styled glassware that is cut, beveled and triple-glazed for added energy savings. Defined by graceful traceries of lead, the clear glass area is framed together by frosted glass borders.

Matching leaded glass sidelights and transom lights are offered.

Come Glean Cooking

What is described as the first eas self-clean wall oven has been intioduced by Modern Maid.

F'eaturing two oversized 3.3 cu. ft. oven cavities, the appliance comes with internal venting and fits into a standard 2'J" wide wall oven cabinet. Each cavity has its own totally independent cooking system and individually controlled oven light. Other features include solid state pilotless ignition, removable porcelain oven bottom, removable control knobs for easy cleaning, oven cycle indicator lights, and a black glass rotary dial control panel with an electronic digital clock.

Fixed At The Post

A premixed instant post hole concrete that sets in five minutes has been introduced by Nomix Corp. Since PostSet requires no mixing, there are no tools needed or clean-up involved.

lmproved Paint Pouring

A single-construction, polyethylene paint pourer that fits snugly in any standard metal U.S. gallon or 4litre to keep paint from dripping or splattering has been introduced by Shur-Line.

A no-drip spout makes pouring easy, and because the device actually enlarges the can, up to one quart of any paint additive can be added without overflowing.

Full color self-sell packaging with product benefits clearly bulleted assists in merchandisine.

Micro Workplace

A ready-to-assemble microwave oven cooking center has been introduced by Bush Industries.

Its almond-colored doors, side panels and backing are trimmed with oak laminates. With 750 sq. in. of usable work space on the Melaminefinished top surface, it can accommodate the largest microwave ovens on its counter-height top and still have room left over.

Also included are a solid oak wine rack which can hold up to five bottles, two enclosed compartments, towel bar, oak door pulls, adjustable shelving, fully-finished back and dual-wheel hooded casters for rollabout flexibility.

The cart measures 33-l/8" hieh by 35-3/4" wide by 27-3/8" deep.-

Snow On The Roof

A new shingle underlayment from GAF Corp. protects roofs from potential hazards caused by heavy snowfalls which melt and cause ice dams.

Easily installed during new roof construction or when reroofing, Weather Watch ice and water barrier is bonded with self-adhesive backing between the roof deck and shingles or other roof covering.

Applied at all trouble spots, the polymer-modified asphaltic material ensures structural integrity of roofs by preventing water damage. It also eliminates the need for unsightly sheet metal plates.

Mltll-FL00ll lixture from Stonco Lighting offers 75-watt mercury illumination for landscaping applications.

You corft lose when you leod off with H lheheotrhitterof the industryWolmonized' Pressure-

Tleoted Lumber.

7 lfs the pressurctreoted lumber 7 troctolslodo-it-yourcelfens, ifs the top of the order on welpne's teom. rr

odlettisino DrooKIm covers ollfhe boses. I irTcludb on imprcssitc lineup of nationol consumer ond fiodemooozine ods. television commerciols 6n ESPN, o.complete poinl of purchose pockooeond speciol merchondisfno mdedols oiniloble frcm pur Wolfton licensee. lfs oll

An unbeoloble pmduct. An unpomF leled orcomm.And o libtimequolot orcomm.And libtimesuolontee. The hiord-hitting Lineqplhot rcolly bdngs homelhe pdfils.

Wolmgflzed prcss-urefeded lumbeipmfrssionoltodoyond find

outhorhecon helppucleon up. / . product.guoronteed to ' givepuo lifetimeof pow erful performoncel Fom con-

suppoiled by on expeilly executetl moiletino sfmteot. ond bocked up with' hord-hiff inq sel I inq foof s Zb- like0on-sumerDeck

Clinics,toped - deolertminee

solescouses to educole

counler@ple, hondyliterulurc ' lo help'the do-itpuselhrs,ond high-

T f ers ond bonneslo help

I / sell customes ol poinf

ofpurchose.

Gr ALES of pressure treated lum9 ber for outdoor decks can become repeat sales if a dealer is active in promoting the after-market for decks.

The after-market for decks, like the after-market for automobiles, consists of products used to keeP decks looking good and Performing at top efficiency. Although it is a fairly new market, it is rapidly growing. Annual sales of water repellents, stains and preservatives for wood decks are estimated at over $200 million, according to Wilson W. Woolley, director of advertising for the Klean-Strip division of W. M. Barr & Co.

Story at a Glance

Suggestions for caPitalizing on the rapidly exPanding aftermarket for decks cross merchandising, point of Purchase displays, clinics, advertising tell customers how to keeP decks looking good.

Sales points for the products are numerous. The water repellents protect unfinished wood while allowing it to weather naturally. They provide a moisture barrier to retard warping, swelling and shrinking of wood. Wood treated with a water repellent can be painted as well as left natural. A stain is useful in that it allows the homeowner to have a deck of almost any color.

Sell the $200 million deck after-market

A special after-market section should be established. Often it is a good idea to cross merchandise the section with signs and displaYs in both the pressure treated wood deck material section and the outdoor furniture section. lf the store has an outdoor living display with demonstration decks, gazebos and other garden amenities, it is important to include after-market materials.

Samples of wood which has been exposed to the weather with some protected with water repellent, waterproof material or stain and some left bare are good silent salesmen. Stain samples also are helpful. Stripes painted on a deck in various shades or a large circle with pie shaped pieces stained with the different colors are attention grabbing and more effective than a small chip to demonstrate color.

Springtime clinics can demonstrate how old decks can be restored by removing mildew and other stains before applying a wood preservative product. Application techniques, usually soaking, brushing or flood spraying, can be demonstrated thus offering an opportunity to sell application equipment as well as the product. Handout material should carry

both an equipment and material shopping list.

After-market deck products tie into home repair and spring fix-uP advertising as well as promotion of pressure treated wood decks. The products are applicable to both new and old decks since they can be used to protect new material as well as restore.

PRE.STAINING orrumber

ltECK CARE is becoming an alter market for retailers as more decks reach the age ol needing refurbishing.

sTANDING among the throngs of optimistic lumbermen in the lobby of the St. Francis Hotel in San Francisco. Ca.. where the convention was held, one lumberman summed up the mood by observing that "it's like being in a glass of AlkaSeltzer, everything is so bright and bubbly."

Reflecting last year's record lumber consumption and the widely held belief that this year will nearly match 1986, the Western Wood Products Association's spring meeting drew more than 1200 who were formally registered plus hundreds more who

(Please turn to page 68)

WWPA convention upbeat

TAKlllG lll convention happenings are {lll John Souza, Deborah Kerpa. l2l Terry Adkins, Dave Gillis, Ron Enyeart. l3l Dave Goetz, Todd DeMacsek, Paul & Renae Sandberg. l4l Paut Wittiams, Bitt Hanrahan. [5] Dave & Joyce Gambee. 16l Ted Gilbert, Tom Malarkey. l7l Julie Wright, Russ Scruggs. l8l 0nris Lynch, Bob-& Kathie Reid. l9l Bill Stevens, Bill cates. ll0l Bill Barr, Keith Kersell, Ed Gale. llll Cyndee Johnson, Larry Fitzgerald. ll 2l Jim Stroupe, Ray Bergman. ll3l Bob Thomas, Roger Burch. ll ll Larry Carter, Jerry Fisher. [5] Peter Hurd, George Mc0onnell. ll6l Bob Wenije, Linda Lalli, -Bill Jacobson. llTl Pete Cadenasso, Eill Freeland. llSl Tim Lissner, Ralph Cardwell. ll9l Denny & Kathy 0'Sullivan, John Davidson. 120l Charlene Draheim, Chris Grover, Keith Lanning. (2ll Jack Greene, Fred Turkheimer.

SMIIES for prospects for 1987 business are seen from lll Gary Fillinger, J. Allan Thorlakson, Mike Carlson. l2l Jon Wolfe, Laura Cornett. l3l Gary & Mollie Malfatti. (ll pete Niebling, Ralph Lamon. [5] Linda Simmons, Sherrv Gavlor, Michael 0'Malley. (61 Steve

Little, Dave Goetz, Gil Sissons Jr. (71 Joe Heath, Lee Ashburn. l8l Bob Walton, David Duncan. l9l John Emmer, Hardy Singh. ll0l Pat McNeal, John Cole, Steve Tennent. ll ll John & Rosemary Pein, Evelyn & Chet

Cowan. ll2l Darrell Smith, Robbie Robbins, Doug Lashmett. llSl Bill Walker, Wilma Lott. ll4l Milan Stoyanov, Mike Beymer. ll5l Nancy Haws, Terry Plakke, John Rensklev, Kim Cutsforth.

Producers of Qualif Green Douglas Fir

WWPA CONVENTION

(Continued from page 66)

filled the lobby and meeting rooms with upbeat conversation.

With no major crisis threatening the industry, WWPA committee meetings tended to be of the housekeeping variety.

ln his annual forecast of lumber consumption, H.A. "Bob" Roberts, WWPA president, noted that lumber consumption in the U.S. in 1986 was 46.8 billion board feet. 5.90/o above 1985 and the third consecutive consumption volume record. He cited increased residential construction, which used 370lo of all softwood lumber last year, and expanding repair and remodeling activity, which accounted for 280/o of consumption, for the increases.

Story at a Glance

Optimism reigns at lumber manufacturer's semFannual'convention... "solid year" forecast despite expected 3.6Plo oonsumption decline from ree ord levels. housing starts off slightly. fall convention: Sept. 12-15 in San Diego, Ca.

Kail: BN.SP.UP

Western lumber mills supplied 420/o of all lumber used in 1986, shipping 19.4 billion feet. That volume was l2o/o higher than 1985 totals.

Shipments from Canadian mills to the U.S. declined to 14.2 billion feet in 1986, due to mill strikes last fall. He said that while Canadian strikes disrupted shipments from the north, Canadian mills still supplied almost one-third of the lumber used in the U.S. last year.

For 1987, Roberts predicted lumber consumption in the U.S. will decline to 45.1 billion feet, down 3.60/0. He said housing starts should fall to 1.75 million units.

"While we expect total consumption to be down slightly, we believe 1987 will be a solid year for our industry," Roberts forecast. He said international demand for lumber, which rose 240/o to 1.9 billion feet last

year, is expected to continue at high levels this year.

Western mills are forecast to ship 18,3 billion feet of lumber in 1987. down 5.60lo from 1986 volumes.

Canadian mills will continue to play a major role in U.S. lumber markets this year, despite a 150/o export tax levied on all lumber shipments going to the U.S. Some 14.6 billion feet in Canadian lumber is expected to be shipped to the U.S. in 1987.

"Taxes, tariffs, countervailing duties, or whatever, have absolutely no bearing on U.S. lumber demand," said the trade association executive. "There is no reason to believe the tax will be a major factor in U.S. consumption or Canadian exports to the United States this year."

At the industry luncheon, Washington D.C. columnist Robert Novak said that President Ronald Reagan's success with four issues will have a major bearing on the 1988 presidential election. He identified these as can the president (l) stand firm on no tax hikes, (2) allow only mild protectionist measures into law, (3) maintain eflective support for the Contras in Nicaragua and (4) achieve arms control.

Novak said that the 1988 presidential election "is still wide open as neither Gary Hart for the Democrats nor George Bush for the Republicians has enough party support to tie up his nomination."

Nine lumbermen were honored by the Western Wood Products Association "for their many years of experience and commitment to the highest ideals of the western lumber industry. " Receiving 1987 Master certificates were David Dykstra, Thompson River Lumber, Inc., Kalispell, Mt.; Ned Earl, Collins Pine Co., Chester, Ca.; Don Jones, Louisiana-Pacific, Saratoga, Wy.; Hugh Manygoats, Sr., Navajo Forest Products Industries, Navajo, N.M.; Marvin Merrill, Roseburg Forest Products Co., Roseburg, Or.; Arthur Rosenbush, Layman Lumber Co., Naches, Wa.; Ron Stanley, Weyerhaeuser, Springfield, Or.; Edward Tsosie, Navajo Forest Products Industries, Navajo, N.M., and Floyd Whitlow, Darby Lumber, Inc., Darby, Mt.

The spring convention this year was held March 17-20. The fall meeting will be held September l215 at the Sheraton Harbor Island Hotel in San Diego, Ca.

"AIl Log Studs"

Mt. States Dealer Statistics

Total estimated combined sales of the retail lumber industry within Colorado, New Mexico, Utah, Wyoming and Southeast Idaho are estimated at $1,638,977,911, according to figures recentlY released by the Mountain States Lumber and Building Material Dealers Association.

Colorado with 260 Yards and 4,033 employees accounted for $753,829,010 of the total; New Mexico, 129 yards, 2,067 employees, $318,949,063; S' E. Idaho, 72 yards, 651 emPloYees, $l I 1,396,000; Utah, 105 yards, 2,005 employees, second onlY to Colorado, $350,844,886; WYoming, 75 yards, 6l I emPloYees, $103,958,951.

The average sales volume Per yard for the 641 Yards in the area was $2.586,351. By state the average sales per Yard were Golorado, $2,899,342; New Mexico, 52,472,473 S. E. Idaho, $1,547,167; Utah, $3,341,380; WYoming, $1.386,1 19.

Breaking down these sales figures, the statistics showed that only 16.60/o of all the yards had an annual sales volume over $5 million, Yet the dollar volume of this segment accounted for 46.40/o of the total sales volume of the region. An annual sales volume in the $0 to $999,999 range was reported bY 320/o of the yards (6.70/o of the total sales) I $1 million to $1,999,999 range, 26.20/o (14.70/o of the total

sales), $2 million to $2,999,999, 12.40/o o2.20/o of the total sales); $3 million to $3,999,999, 8.3% (ll.7o/o of the total sales): $4 million to $4,999,999, 4.50/o (80/o of total sales).

For the region, the median (the point at which half are larger and half

are smaller) sales volume per Yard was $1.489.000. Median sales volume per yard per state in Colorado, $1,600,000; New Mexico, $1,484,052; S. E. Idaho, $1,539,000; (Continued on next Page)

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(Continued from previous page)

Utah, $2,201,500; Wyoming, $1.000.000.

The retail yards that fell above the median sales volume of $1,489,000 (the top 500/o in sales) accounted for 85% ofthe total retail sales. The top 100/o in sales volume accounted for 360/o of total sales.

Retail yards that fell above the median sales volume accounted for 780/o of the total employment; the top l0o/o by sales volume employed 30.80/o of the industry's work force.

The average number of em-

ployees per yard in the region was 14.7. Colorado averaged 15.5 per yard; New Mexico, 16.0; S. E. Idaho, 9.0; Utah, l9.l; Wyoming 8.1. The median number of full time equivalent employees was 9.5. By state the median figures were Colorado. 10.5: New Mexico. 10.5: S. E. ldaho, I 1.5: Utah. 14.5: Wyoming, 6.0. The percentage of part time employees per state was Colorado, 8.80/o; New Mexico, 1 3olo; S. E. Idaho, l9olo; Utah, 16.60/o and Wyoming, 14010.

Average sales per fulltime equivalent employee throughout

PONDEROSA PINE

A soft-textured wood with straiqht. close and u n if ormed gra i n, Ponderosa P i ne'is ui n exce I led for smoothness and fine appearance when surfaced. Suitable for many purposes, it has less tendency to split than denser woods. Excellent workability; extremely paintable; tops in gluing.

The Merchant Magazine

the region were $175,789 as compared with a median of $154,328. The median was generally lower than the mathematical average with the exception of Wyoming and S. E. Idaho. The number of responses from S. E. ldaho were limited to about 330/o with home centers or hardware oriented businesses being a significant number of the lower end of the sales volume scale. This accounted for the relative number of employees being larger, thus reducing the mathematical average. However, the more traditional retail yards outnumbered the home center operations in the median figures. A similar situation existed in Wyoming with much closer median and average figures,

In a breakdown by state, Colorado had average sales per employee of $186,905 and median sales per employee of $154,657; New Mexico, $154,337 average, $145,810 median; S. E. Idaho, $132,000 average, $152,850 median; Utah, S175,009 average, $155,297 median; Wyoming, $170,076 average, $173,667 median.

The relationship between business mix, sales volume, employment and sales per employee showed that the more the retail location was oriented toward the builder/contractor trade, the more likely the operation was to have a larger annual sales volume and a higher volume of sales per employee. The greater the retail or do-it-yourself trade, the smaller the volume in most cases with a lower volume of sales per employee.

Information used in compiling

(Please turn to page 75)

25 VEARS AGO fromn the pagcs of 1962

Wayne Gardner and Bernie Barber were among those at the head table for the Lumbermen's Joint Action Committee uood promotion meeting sponsored by the San Joaquin Hoo-Hoo Club.

Dee Essley, D.C. Essley & Son, was named to co-chair the Los Angeles Committee for National Forest Products Week with Jim Forgie, Robert S. Osgood, Inc.

Former vice president Richard M. Nixon addressed more than 800 loggers, lumbermen and foresters at the l3th annual Sierra-Cascade Logging Conference in Redding, Ca.

Frank Ruggieri, owner of San Antonio Rigid Pole Construction Co., was a spring candidate for councilman in the City of Dairy Valley, Ca., election.

Chuck Williams, Beaver Lumber, was in Arizona on business.

Boise Cascade Corp., the nation's second largest softwood producer, bought the Columbia River Paper Co. for $60 million.

Jim Sullivan. Sullivan Hardwoods, was elected president of the Pacific Coast Hardwood Distributors Association, succeeding Jim Higgins, J.E. Higgins Lumber Co. Al Frost, Frost Hardwood Co., was elected sec./treas.

C. Henry Bacon Jr. was elected president of Simpson Timber Co., succeeding Thos. F. Gleed.

John Osgood, president of the lmported Hardwood Plywood Association, spoke on "Thb Lumberman Becomes a World Trader" at a meeting of the Federal Trade Association of Southern California.

Sterling Wolfe, Los Angeles wholesaler, was among those attending a panel discussion on "The Function of the Wholesaler in Relation to the Bay Area Lumber Markets" sponsored by the San Francisco Hoo-Hoo Club.

Leo Hulett, general sales mgr. of Willits Redwood Products, returned home after two weeks on business in the Southwest. Stan Hulett left rainy Mendocino County behind for a sleet and snow redwood safari through the East Coast.

Ken and Dolores Coleman attended the Los Angeles Hoo-Hoo Club's annual dinner dance at General Lee's in Chinatown.

K.E. "Mac" MacBeath, MacBeath Hardwood Co., San Francisco, Ca., was presented the Bobbie Burns Memorial Golf Trophy after the tournamenJ at the Pacific Coast Wholesale Hardwood Distributors Association annual convention.

Don Muller, Southern California sales mgr. for Hobbs Wall Lumber Co., announced a new location for their Los Angeles sales office.

John Robins, Simpson Timber Co., was named to the board of the California Redwood Association.

Jim Nelson, retail lumber dealer of Buena Park, Ca., and his family were on an extended trip to Europe, spending most of their time in the Scandinavian countries, but also visiting Paris, London, Rome and other areas of the continent.

Dr. Donald H. Clark was named manager of the Northwest Hardwood Association.

upbeat mood at home center show

A MOOD of excitement and Fl hope for an improved building materials market was in the air at the National Home Center Show in Chicago last month.

Those in remodeling and repair related industries and retailers concentrating on home improvement were especially upbeat about things to come.

". industry is in a shakeout period," in other words "maturing," commented Mike Grossman, chairman and ceo of Grossman's Inc., the 1987 inductee into the Home Center Hall of Fame. Echoins

Story at a Glance

Remodeling & repair markets looking good... Grossman inducted into Hall of Fame praises employees, stresses attitudes and service. ..

Handyman, Lowe's, Payless Cashways, top retailers.

the show's "Focus on Today's Customer" theme in his talk, he said, "l don't think we do nearlv as good a job (as we could) on the basics. "

Warning that survival in the industry depends upon improved attitudes and service to customers, he stressed the important role of the employee. His support of Grossman's personnel during the diffrcult Chapter l1 era in 1985 was praised during the ceremonies. As he became the sixth home center executive to be inducted into the Hall of Fame, he accepted the honor

on behalf of all the Grossman People, many of whom were there.

Richard V. Wolohan, founder of Wolohan Lumber Co., Saginaw, Mi., was given the Pioneer Award for his entrepreneurial efforts.

Handyman CorP., San Diego, Ca.; Lowe's ComPanies, Inc.; PaYless Cashways and Stripling-Blake Lumber Co., Inc., Austin, Tx., were among retailers honored as 1986 home center of the Year award winners.

In viewing exhibits in the hall and talking with retailers, it became evident that the do-it-yourselfer is the inspiration for the majority of the products as well as the motivation for much of the merchandising.

CllECKlllG EllllBllS at Chicago's National Home Center Show lll Gene Orlando, American Hardwood Industries, Joyce Rouse & Ron Clark, Wickes Cos.' Home Centers West' l2l Stephen J. Koren, product line manager' and David Stanley, chairman of the board and ceo, Payless Cashways. l3l Jane Cornell, Plywood Panelino Council, & Joe Armetta' Georqia-Pacifii. lll D. B. Kayne and A. S. Rent6n, Canfor. l5l Marty Gill, Russell Stadelman Co. l0l John Snead' Randy Gamiel, Bob Edwards, of Osmose Co. l7l Chuck Smith, WeYerhaeuser.

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FAMOWOOD

is the PR(tFESSI(INAI'S Att PURP0SE PLASIIC

Boat builders, furniture makers, cabinet makers, etc.,have found it the one su're answer to corrbcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber,Glass! (3h"

Ready to use right out of the can, Fam0w00d . applies like putty-sticks like glue; drles Errr'*.- appli!s dries quickly; won't shrink; a'nd will not gum up sander. Waterproof and weatherprooiwhen properly aOOlied. 4a

Availatto in l6 matching wood colors and white. BEVERTY MAI{UFACIURINC C()MPATIY

ucts?

Who buys CCA treated lumber?

WHO is the rekil customer for CCA treated lumber prod-

This is a question which has never been completely answered despite the wood preserving industry being one of the most dynamic segments of the U.S. lumber industry with the use of treated lumber growing rapidly.

Story at a Glance

Few statistics presently available on pressure treated lumber buyers. Virginia Tech researchers to analyze market . . . results will help retaalers.

Figures in 1984 showed that residential remodeling accounted for nearly half of the pressure treated lumber market with 240/o used in new residential construction. Over 800/o of all treated lumber moved through retailers to the end user at that time. The end consumer was the homeowner for as much as 70% of the treated lumber sold with about 400/o of this being used by do-it-yourselfers.

Because consumer level market research is almost non-existent in

the area of treated lumber retail sales, two faculty members at Virginia Tech University plan to fill the gap. Paul M. Smith, a graduate research assistant, and Steven A. Sinclair, Ph.D. and associate professor forest product marketing, Department of Forest Products. at the university plan a study titled, "An Analysis of the Retail Customer of CCA Pressure Treated Lumber, Timbers and Plywood."

This study will be based on surveys of two major retail customer segments. The researchers plan to gather data from two scientificallv selected samples composed of 300b professional contractors and remodelers and 3000 do-it-yourself homeowners located throughout the 50 states.

"Data collected will be used to better define customers in the maturing CCA pressure treated market to enable retailers to better target their promotional activities," Sinclair said. The customer's knowledge of and satisfaction with currently available CCA treated products will be determined along with opportunities for new high margin specialty products.

The most important product attributes will be developed for each group, according to Sinclair. Such attributes include product color, price versus quality, brand names,

product appearance, point of purchase literature and safety issues.

A potentially huge permanent wood foundation market for CCA treated products also will be examined. Information will be available to assist managers in planning their merchandising and promotional activities as well as in the development of long range plans.

Wood Exports UP

(Please turn to page 36)

place, as we are now seelng ln Japan," Fast pointed out. "The success of Summit House has Provided the opportunity for several new wood contruction projects, including a 3,000-unit townhouse development now in the Planning stages near Osaka."

Developing new demand for structural panels in the international marketplace is neither quick nor easy, according to F'ast. But with the impressive level of panel industry commitment and the excellent suPport APA is receiving from the Foreign Agricultural Service, ti.S. Department of Agriculture, he feels there is every reason to expect continued market growth worldwide.

"We believe that with a lot more hard work and commitment and a fair wind in the global economY, it will be possible to advance the international market for structural panels from the present 600 million square foot level to 5 billion feet by the year

2010, " F'ast said, "The potentialfor that kind of increase is part of an ambitious scenario that envisions the total market for the industry at well in excess of 40 billion feet within 25 years. "

New opportunities for structural panels are far from satisfied, at home and abroad. It's a healthy challenge for panel manufacturers and all involved in the supply chain throughout the world.

Mt. States Statistics

(Continued from page 70)

the study was collected in January 1985. Approximately 640 questionnaires were sent to retailers in the region, according to Fred Caruso, executive vice president of the MSLBMDA. Tabulations were based on 290 responses. The results of the survey are thought to be accurate to within 7o/o100/o and probably closer in most cases with the exception of S. E. Idaho where the sample base was extremely small, according to Caruso.

Penta Contaminants Curbed

Hazardous contaminants in the wood preservative pentachlorophenol will be reduced over the next three years by a recent Environmental Protection Agency mandate.

Hexachlorodibenzo-p-dioxin (HxCDD) levels in pentachlorophenol batches will be limited to 15 parts per million in the first year. This will be cut to six parts per million in the second year with three parts per million on a monthly average. In the third year the allowable level will be four parts per million with a monthly average of two parts per million.

Hexachlorodibenzo-p-dioxin has caused cancer and birth defects in laboratory animals, according to the EPA.

Mortgages Bottoming Out?

Mortgage rates have fallen to an average of 9.080/o interest on 30 year, fixed rate plans, their lowest level in nine years, according to the Federal Home Loan Mortgage Co. Analysts disagree over whether the decline will continue.

AWPB Quality Mark

(Continued from page 13)

Unfortunately, since not all treaters participate in the AWPB quality program, if treatment is applied to improperly graded lumber, there will be no certified agency inspection to detect the error. The presence of bogus or counterfeit and mill stamped lumber presents a potential problem. Because lumber with bogus stamps usually does not conform to ALSC quality, it can create a problem if treated. Although the pressure treating may meet quality standards, lumber that does not meet ALSC grade standards can be potentially harmful since sub-standard performance may result.

"The AWPB quality mark is applied only to lumber with a legitimate ALSC grade mark or no grade mark at all. The AWPB cloverleaf certifies that treatment standards are met, but does not guarantee the lumber grade," said Charles E. Thomas Jr., ceo of the American Wood Preservers Bureau. "Thus, the retailer should specify ALSC

grade marks and treated quality marks on all the pressure treated lumber which he orders."

Bay Area Reload

(Continued from page 42)

our expectations in the past two years," observed Art Parker, Portland-based sales manager of the new reload facility. "The cargo reload facility allows us to be active in that market on a daily, rather than an intermittent basis, and it also allows us to be cost-competitive with lumber that's trucked in from Northern California. It's like having a sawmill in San Francisco."

The Port of Redwood City reload facility will serve the San Francisco area with a stocking inventory of 5million board feet, ranging in size from 2x3 to 2x14, with lengths from eight to 26 feet. The 2-1/2 acre facility is expected to handle about 50-million board feet annually.

Lumber for the reload is barged in from Pope & Talbot's Port Gamble, Wa., mill, the oldest continuouslyoperating mill in the Northern Hemisphere. The company projects

The Merchant Magazine

that about one-third of Port Gamble's output will be sold in the San Francisco market.

"Barging lumber is far less expensive than other modes of transportation," explains Parker. "We can also control the inventory to reflect fluctuations in production and demand."

The facility makes it possible for Bay Area distributors. wholesalers and yards to get their orders filled immediately and to have Pope & Talbot assume the cost of carrying their excess inventory. It virtually eliminates long hauls to the mills and empty back-hauls.

The Port of Redwood City cargo reload facility is the only one of its kind in the San Francisco area. Pope & Talbot also operates a cargo reload facility at Port Hueneme in Oxnard, Ca., from which the company serves the Los Angeles market.

Mortgage Rates Steady

Rates on 3O-year residential mortgages are expected to continue in the 9Vz-lloh range throughout 1987, according to the Mortgage Bankers Association.

P.T. Wood Sales UP

(Coitinued from Page 14)

inventory of larger sizes for dealers to call upon for readY deliverY.

The combined promotion, Public relations and marketing dollars invested by WWPI member companies have been effective in Putting pressure treated wood in the consumers' backyards. Traveling around the country I also see more treated wood in more lumber Yards

than I did a few short Years ago. The industry's voluntarY Consumer Awareness Program has been a success, according to research. Dealers and consumers have received information and are aware of the proper measures to take when handling and using Pressure treated wood. This is encouraging as industrY members have and are continuing to comPlY with the implementation of this program. (See p. l6 for more details on the CAP)

As members of the Western Wood Preservers Institute, we want to work with You to keeP Your treated wood sales UP. At the same time, we are committed to doing a good job for the consumer and to supplying the market with qualitY products.

We'll continue to Promote the benefits and advantages, and sing the praises of pressure treated lumber, so that Your sales and Profits will go up and that's UP in capital letters.

SINCE 1876YOUR COMPLETE GUIDE... lumbermGns rcd b00lt sGrulce

The Lumbermens Red Book listsall oroducers, wholesalers, retailers of lumber and wood products of any kind, and. all manufacturers ofwood turniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products' sgortsware and toysboxes' crates, pallets and industrial productsand all other products using wood in any form.

A Red Book 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 ol purchasing departmonlthe linancial strengih rating (not alone the net worth, but what is available to crodltors)the exact payment rating (how lt pays: prompt, slow, very slow).

A Red Book credit rating is accurate, because the man who assigned it is a speclallst in the tield we cover. His rating allows you to maKe an immedlate decision!

ffi-_

Please enter our subscription for Lumbermens RED BOOK service for one year. Bill us: $272.50 quarterly tr; $Slts.oO semi'annuallv tr ; $1,090.00 annually tr' Please send more information, without obligation tr.

and prompt delivery of the finest quality timber.

The last two items covered both virtually shot off the charts in terms of interest. They were without doubt the two items that everyone was reallv interested in doing something about if ar

all possible.

lmproved productivity was one of the items. Isn't everyone concerned with that? The "One Minute Manager," "How To Control Your Time," "Time Management Studies," "Management by Objective," all books about better use of our time and talents to improve productivity. The driver says "l could get a

The Superior line of hrrrdwood pqnetingrrndmouldings

lot more accomplished if the freeways only moved a little better," or the accountant who says, "The books would always be closed by the ,5th, if it wasn't for all the stupid paperwork we have to fill out for the government." And we have the large organizations whose people say, "We could do twice as much if the general office didn't require alt this paperwork." How do we eliminate or at Ieast reduce these complaints, which are at least partially valid. We need to review our operation. In short, we all probably need to manage better, to better utilize that great asset in all business; our employees.

Cost control was the item that everyone gave top priority. The question wasn't directed to inventory costs, employee costs, taxes or anything specific. It was just cost control. The feeling expressed very simply was that "cash in must exceed cash out."

Since this subject was so high on everyone's priority list, it is a subject for discussion at the area meetings being held by LASC through April 21. Watch your mail for the announcement and plan to attend. One of the great values of association membership is being able to meet with your peers and discuss common business problems. Take advantage of this opportunity being offered bv LASC.

FREE Paneling displav for stocking dealers.

Solid oak, cherrv walnut and maple offered at competitive wholesale prices on top qualitv milled stock.

The newest hardwoods

out of Africa

This is the rtrst of a two-part article on the hardwoods of Ghana-ed.

/A HANA. a hardwood-rich coun1l try on the west coast of Africa, has been exporting logs and sawn wood for decades. Still, only a handful of its more than 200 different species are known on the world market. Years ago the country's output was limited to shipments of mahogany in log form, though now a variety of hardwoods in many forms are each year being introduced to international importers.

In February, for example, the Timber Export Development Board of Ghana invited woodsmen from around the globe to a week-long international furniture and woodworking industry exhibition to showcase its extensive catalog of woods.

African mahogany (Khaya ivorensis) was the first and remains a leading export from Ghana. Readily available, the reddish-brown wood's pattern illustrates a very distinct, pleasing grain. The durable product is highly lustrous and relatively hard, working and polishing well.

Very similar in appearance to African mahogany is gedu nohor (Entandrophragma angolense). A large buttressed tree reaching heights of 190 ft. and widths of l7 ft.,it has medium hardness, weight, durability and strength properties. It features great working qualities, sawing easily and cleanly and working easily with very little dulling effect on cutting edges. The wood also planes and turns well, with good boring, nailing, screwing and gluing capabilities, in addition to finishing well. It is used as a decorative wood for paneling, shop and bank fittings, furniture and high-class joinery.

Niangon (Tarrietia atilrU also has red-brown heartwood, yet its resemblance to mahogany is mostly superficial. It surpasses African mahogany in hardness and staunchly resists shearing, splitting and compression. The woods work easily and readily. Suitable uses include furniture, building, joinery, cabinet work, mouldings, boat building, greenhouses and stretchers.

Elegant avodire (Turraeanthus africanus) is said to work just as easily. With its natural satiny luster, the wood is a pale cream color tending to darken to a golden yellow with no distinction between the heartwood and sapwood. The grain is often irregularly interlocked and such timber has a beautiful mottled figure when quarter sawn.

Story at a Glance

West African country of Ghana is home to hundreds of little known hardwoods.. features and qualities of the various species.. Other woods ioin long-time export mahogany.

for plywood, box boarding and railway coach paneling, figured material for sliced veneers, high-grade cabinet work and paneling, and general joinery work of all kin$s.

Dahomt (Piptadeniastrum africanum) grows up to 150 ft. high and 16 ft. in girth, with tall, thin, wide-spreading buttresses. The trees are frequently so crooked and misshapen, though, that theY can be nearly worthless for milling purposes, with a tendency to split in felling. Still, the tree is so abundant that selective exploitation is possible.

The general construction timber is whitish to greyish-red in color. with a coarse but uniform texture. Hard and moderately heavy, the wood has good bending and strength properties resembling those of white oak. It saws cleanlY and works fairly well, but may somewhat blunt cutting edges and there is a slight tendency to split in nailing near the edge. Dahoma is moderately resistant to decay but logs are sometimes attacked by pinhole borers and the sapwoo{ is susceptible to attack by powderpost beetles.

It is firm, medium hard and of medium weight, with good strength properties especially in bending and compression along the grain. Yet avodire is a perishable product, liable to blue stain, so quick extraction and rapid conversion are essential. Plain stock has been used

Idigbo (Terminalia ivorensis) fea' tures the same susceptibilities in durability. lt willalso grow to about 150 ft. high and 15 ft. wide, but large trees often have brittle hearts. The wood is soft to medium in hardness and moderately heavy, but with a large variation in density due to the prevalence of lightweight brittle wood. Dimensionally stable and strong, it is as strong and stiffas oak, yet softer and less resistant. A general utility and construction timber, it is suitable for furniture, joinery, plywood, light bridging and roof shingles.

Treating Out Back

Information on treated landscape timbers and garden rounds is free flrom Jasper Wood Treating Inc., P.O. Box 106, Jasper, Or.97438.

Fan Magazine

An exhaust fan catalog is free from NuTone, Madison & Red Bank Rds., Cincinnati, Oh. 45227.

Post Lamp Plans

Single copies of a how to build an outdoor post lamp are free from the Western Wood Products Association, Dept. P-l24, Yeon Buildine, 522 S.W. Fifth Ave., Portland, Or. 97204-2122.

Garden Furniture

A catalog of authentic British teak leisure furniture is $2 from Country Casual, 17317 Germantown Rd,, Germantown, Md. 2087 4-2999.

Wood Panel Video

A 22-minute dealer training videotape on structural wood panels is $35, or borrow free for l4 days, from the American Plywood Association, P.O. Box 1 1700, Tacoma, Wa. 9841 1.

Retail Training Program

A sales and customer relations training program including three VCR tapes, five student workbooks and one leader's guide is $395 from the National Lumber & Building Material Dealers Association, 40 lvy St., S.E., Washington, D.C. 20003.

Another Dimension

New editions of "Dimension Buvers Cuide" and "National Dimension Manufacturers Association Membership Directory" are flree and $3, respectively, from NDMA, 1000 Johnson Ferrv Rd.. Suire A-130, Marieua, Ga. 30067.

Up To Par Openings

A list of prime and replacement windows and doors meeting American Architectural Manufacturers Association Certification Program requirements is $10 from AAMA, 2700 River Rd., Des Plaines. Il. 60018.

School Of Trucking

A spring course schedule for lift truck maintenance and troubleshooting classes is free from the Yale Inquiry Center, Dept. 208, P.O. Box 12936. Philadelphia, Pa. 19108.

Asbestos Answers

A 44-p. booklet designed to help employers comply with new government asbestos standards is free from Mine Safety Appliances Co., by calling I (800) MSA-2222.

New Sandpaper Product

Information on a new garnet sandpaper product is free from Virginia Abrasives, 2851 Service Rd., Petersburg, Va. 23805, or by calling l(800) 446-t 805.

Under Covers

A canopy, patio cover and carport brochure is free from Alcan Building Products, 2401 Parkman Rd.. N.W.. Warren, Oh. 44485.

Siding With Hardboard

A l0-p. hardboard siding catalog is free from Temple-EasTex Inc., P.O. Drawer N., Diboll, Tx.75941, or by calling 1(800)231-6060.

Fully Furnaced

A 4-p. furnace guide is free from Boyertown Furnace Co., P.O. Box 11. Boyertown, Pa.19512.

Getting Down To Business

"Cost of Doing Business & Financial Position Survey" is $150 from the Northeastern Retail Lumbermens Association, 339 East Ave., Rochester, N.Y. 14604.

Deck Umbrellas

A 4-p. Umbrella Waterproofing Sealer brochure is free from Klean-Strip, P.O. Box 1879, Memphis, Tn.38l0l, or by calling l(800) 238-2672.

Around The Bath

Two brochures on fiberglass, acrylic and thermoformed bathing systems and wall surrounds are free from Universal-Rundle Corp., 303 North St., New Castle. Pa. 16103.

Power Tool Reference

An excellent addition to a how-tobook section as well as useful as an employee training tool, The Complete Book of Portable Power Tool Techniques by R. J. DeCristoforo is distributed by Rodale Press,33 E. Minor St., Emmaus, Pa. 18049.

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

Inside Insulation

"How to Save Money by Insulating Your Home" is 500 plus a self-addressed, stamped envelope from the Mineral Insulation Manufacturers Association, 382 Springfield Ave., Summit, N.J. 07901.

ATTENTIOhI REDWOOD BUYERS!

Are you tired of ordering redwood, never knowing if you're getting certified kiln dried or air dried stock? Or what mill it came from?

H & M Wholesale Lumber, Inc' is proud to announce:

We are a full line redwood distributor of Simpson Certified Kiln Dried Redwood Uppers and Select Knotty Sidings' A complete inventory is now available at our

distribution yard and is offered in quantities as small as 600 b.m. and knotty sidings will alwaYs be ed Kiln Dried Stock.

uess work out of Vour redwood

all H & M Wholesale Lumber, Inc.. our Simpson Redwood SuPPlier

GLASSIFIED ADVEMTISEMENTS

WINDOW, DOOR AND HARDWARE

retailer needs experienced sales and order person. Retail and contractor sales, plan take off ability required. South Bay Ca. area. Salarv. commission, and benefits. Call (213) 97b1126 or send resume to Jeff Rue, Framed Openings, 15638 Hawthorne Blvd., Lawndale. Ca. 90260.

MANAGER. RETAIL LUMBER CO.

We are looking for a person with solid background in management. Extensive experience in lumber industry required. Fiiher Lumber Co. - Weyerhaeuser Co. Send resume to: Mr. Eric Jorgensborg, p.O. Box 765, Santa Monica. Ca. 90406

LUMBER TRADER: No. Ca. office wholesaler seeks strong salesperson with customer base. Negotiated compensation. Contact Fred Pueringer, or Andy Haynes, WoodSource, Inc., Dublin, Ca. (415) 829-7220.

SALES OPPORTUNITy at No. Calif. wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Mill & Lumber, Ukiah, Ca. 007) 468-5486

Call (714) 852-1990

TWenty-five (25) words for $19. Each additional wod 650. phone number counts as one word. Ad&€ss counts as six words. Headlines and centered copy ea. line: $5. Box numbers anJ speciat borders: g5 ea. Col. inch rate: $40 camera ready, $45 if we set the type. Names of adveiisers using a box number cannot be released. Address replies to box number shown in ad in care of The,Merdrant Magazine, 45fi) campus Dr., suiie 4g0, lbvport Beach, ca. 92660. Make checks payable to The Merchant Magazine, Mail copy to above address or call (714) g52-1990. Deadline for copy is the 22nd of the monrh. pArME]tr MUST AccoMpANi copy unl"r, you have established credit with us.

ACCOUNTING MANAGER. San Fernando Valley multi-location retail lumber company. Accounting degree and supervisory expeiience a must. Department consists of l2 persons. Write Box 560. c/o The Merchant Mas_ azlne.

FORKLIFTS: CIark CHy 1972, t4.000 tbs. in excellent condition for $14,000. CaterDillar 422SLP 1963 in good condition for $J.A00. Call Norton at Oceanside Lumber Co. (619) 722-828t.

FOR SALE: 1973 GMC bob-tailed rolter bed, propane. 1975 International, bob-tailed roller bed. propane. Good condition, must sell. 1978 Toyora forklift, 7,000 lbs.. pro_ 9119 1962 Gerlinger 12,000 lbs., proprne. 1964 Gerlinger, 16,000 lbs., propane. Must sell. Best offer. (818) 336-1261

LOOK! EXOTIC WOOD pENS-Six species-Classy gifts for your best customers. An inexpensive way to put your company name in their order writins hand every day! Introducrory special foi lumber industry. Buy direct, call (916) 442-2485 or wrire euest pen Co.. Inc. 106 "K" St., Suite -.1..10, Sacramento, Ca.95gI4

When sending in o change ofaddress please include zip code on both old and new addrisses and either the old labe! or the inlbrmation from it. Thanks!

two sides, straight line one or two edges. 5/g,, net to_l" n^et by up to l" net by 6 ft. or longer (mostly 8 ft.)

Lumber only 955 per 1000 (S2S, S/L included)

Details $85 per 1000 (lumber included) Minimum order 5000 lineal ft. Basswold is a great stain wood or paint grade wood. Samples upon request. Shorts up to 34,, also available. Calt for more information. Americrn Hardwood Company. Q13) 749_4235

FOR SALE: otd established retail lumber and hardware outlet. Located on 1.06 acres. Citv of. !1{ustry, Ca. Catt Sid Renfro, Agent, (213) 723-9061, Ext.205 oRFroN CoAsrAL l

yard for sale. \lbll established, profitaUle Uuiinesi in gTw]ng c^o_1Tynity. Excellent growth oppomrnity. P.O. Box 3833, Vancouver, Wa. 9862.

UNMATCHED OPPORTGITY, ;;; or small investor for lumber, hardware, retall. and remanufacturing company in Ws5[ing19n State. Ask for presidenr Q}f) 74g-0221 or Q06) 748-7310.

REMANUFACTURING yard in San Bernardino County, Ca. Sp Rail unloading, resaw, P.E.T., ripping; Good location. close to fwys. Write Box _557, c/o The Merchant Masaztne

€or,/d"/rtn/ 6 Qu't*

Dick Phelps. Broker (former lumberman) Jahes R. Gary & Co. Ltd. 21747 Erwin St., Woodland Hills, Ca. 9136 (818) 703-8144

A (800) 431

Stockton, Ca.: 4.23 acres with six buildings and rail spur. Paved and fenced on main street near freeways. Previously full service lumberyard. Judy, Canaan Land Properties 1803 W. March Lane, Ste. M, Stockton, Ca. 95207 (209) 951-1888

yard, City of Industry, Ca., area. Includes 23,000 sq. ft. pole sheds, 2,000 sq. ft. air cond. olfice space, sawdust bins, tool shop, rail siding, plus more. Call Sid Renfro, Agent, (213) 723-9061, Ext. 205

WHY IS IT - a man wakes uP in the morning after sleeping under an advertised blanket on an'advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to'his office in an advertised car, writes with an advertised Pencil ., Then. he refuses to advertise, saying advertising doesn't pay, and then, if a business isn't good enough to advertise . he advertises it for sale.

If you believe in your business and want 1o build it . ADVERTISE.

PEOPLE

ADVERTISING INVENTORY

DTSPLAY

P.O. Box 741623 . 9750 Tfevor Drive Oallas, Texas 75243 (214) 690-6600

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) 422ry26.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 2x4 and wider. 3x4 and wider, 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 7 75 -254 ; QR) 83 5 -567 r.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan. Portland,Or.97212, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

from

Consu/tants fo Management Shce 1979

-SOUTI{ERN CALIFORNIALOSANGELESAREA

tsU vE mts' ffiutDE SAN

FRANCISCO

Supply (San Francisco)

Simpson Timber C0. ........

Southern Pacilic

Lumber Co.

Wendling.Nalhan

Western American Forest Products

Western American Forest Products

G€orgia-Pacific Corp. (213) 968.5551

Hult Lumber Co. (800) 223-HUFF

Inland Timb€r Co.

Johnston Hardwood lnc. ... .

Jones Wholesale Lumber Co

Lane Stanlon Vance

Lumber Assn. ol So. Calit.

Mac8ealh Hardwood

Maple Bros., hc. Mouldings

Marquarl-Wolle Lumber Co.

Mulual Mouldrng and Lumber C0

North American Plywood (ln Ca.) (800) 421-1373

osgood Inc., Robert S.

Pacilic Lunber Terminal

Pacific Madison Lumber Co. 1213l, 773-2292

PailLumberCo.

PenberthyLumberCo.

PetermanLumberCo.

PhrlipsLumberSales.

ProductSalesCo

Reliable Wholesale Lumber Co.

Sammons Storag€ Systems

San Antonro Conslruclion

Saus€ Bros. ftean Towing

Snavely Forest Products

South Bay Forest Products

Southern Calilornia Pre-Starn .

Soulhwest Machrnery Co. Inc.

Southwesl Plywmd & Lumb€r Corp.

Stanline, Inc.

Sumwmd, Inc

Vent Vue Producls

Virgrnia Hardwmd Co.

Western Amencan Foresl Products

Western International Foresl Products

Western Turnings & Starr

Weyerhaeuser C0. (800) 647-7762 (213) 748-5451

oBANGET R|VEBSIDE & SAI{ BERNARDII{O GOUNTIES

All Cmst Forest Pfoducls

Anerican Hardwmd Co

Anderco Inc.

AnlinsonLumberSales.. .. ..

Surns Lumber Co.

Cahfornia Lumb€r lnspection Seryrce

Canlor U.S.A. Corp.

Capilal Lumber Co

Caroll Moulding Co .. ... ..

Cascade Empire Co.

Certilied Coatings (714) 943-2818

El6El Wmd Products Co.p.

Fonlana Wholesale Lumber

Fountain Lumber Co., Ed

Freeman & Co.. Slephen G.

Fremont Forest Products

Ganahl Planing Mill ... ...

Gmrgia-Pacilic Corp.

Golding Sullrvan Lumber Sales

Industflal Forest Producls

Inland Timber Co

Johnston Hardwood Inc.

Jones Wholesale Lumber Co.

KoppersCo.lnc

L-P Dislributron Center

L-P Watemood/lnnerseal

Laminated Timber Services hc.

l\4acBealh Hardwood

lva.ineas Foresl Producls

Marquart-Wolle Lumber Co

Newpon Planing Mill. Inc

oregon Canadran Forest Products ol Calilornia

Pacilic Lumber Co.

Pacific llladrson Lumber Co

Parr Lumber Co.

Penb€rthy Micro Systems

Pelerman Lumber Co., Inc

ProductSalesCo

NORTHERN

IRGITA/EUREKA/F|lNIUilA

Blue Lake Forest Products

Eracul Inlernatronal

Erilt Lumber Co

Costa Trucking. Joe

Fureka Soulhern Rarlroad Co

Humboldt Bedwood Co.

Louisrana.Pacrfic Corp

PVM Fedwood Co.

Schmidbauer Lumber, lnc

AU8UNil/GRISS TAI.I,EY

All.Coast Forest Producls, Inc.

BIKENSFIEI.O

HiggrnsLumberCo

Pacific Wood Preserving ol Bakerslield, Corp.. {805) 582-3950

ct0uER0il.E

Bowman Lumber Sales

touisrana-Pacific Corp.

Folando Lunber (Ktnlon Div)

r0nr 0nAGc

Georgia Pacrfic Corp. (Bedwood). Holmes Lumbe. Co., Fred C

FRESl{|)

Georgia-Pacrfic Warehouse

Hrggins Lumber Co.

Pacrlic Foresl Products Western Ameilcan Foresl Products.

Woodwork Instilute ol Calilornia

t 0s 84il0s

0MK-Pacilic

ilt00tsT0

Snidef Lumber Products

Sward Trucking

RTllOII{G AREA

Louisiana-Pacific C0rp. (Bed Blufl)

Paul Bunyan Lumber Co.....

P & [,] Cedar Products..........

Trinity River Lumber C0.

Wisconsin-Calil0rnia Forest Products

SAC RATII E TT|)/SIO CKIl)l{ AR EA

Eeadex Manulacturing C0.

Berger & Co.

AND CENTRAL CALTFORNIA_

Calilornia Cascade Industries

cantor u.s.A. coip

Capitol Plywood

Gabbert Lumber Sales (800) 521-1155

Georgia-Pacitrc Warehouse

Hedlund Lumber & l\rachine Staining

Hrggrns Lumber Co..

Koppers Co.

Laminaled Ttmber Services, Inc

L0uisiana.PacilicCorp.

Mrchrgan-Calif0rnra Lumber C0.

[,] E [,] Burlders Supply

Nikkel Corp., The P&MCedarProducts

PGL Burldrng Producls

Stanline, Inc.

Slockton Wholesale

lJnion Foresl Products

Union Planrng Mill

Waldron Foresl Products ......

Western Wood Treating Co

weyerhaeuser C0. (800) 952-5616

Wolle Lumbef Co

sAr{rA EtREtnt

Tomac Inc

sfi{Tt tttARtA

Hrggrns Lumber Co.

SII{TI S()SA AREA

J H Blevins Co., Inc.

HiOgins Lumber Co.

lvlarlin Foresl Industries

Noyo Timber Producls, Inc.

Nu-Forest Products

Windsor Mill, Inc

uKnlt/wil.ilIs

All Hearl Lumber Co., Inc.

Cal Coasl Wholesale Lumber, Inc.

Foresl Products Iransportation

Irttle Lake Industries

Iouisrana.Pacilic Corp.

Penofin l!!arketing

Perf0rmance Coalings, lnc. (Ca.)

Redwood Coast Lumber Co..

wil.uAlts

San Antonio Pole Const. C0.

:tlBlllilliil3li3l31''Ti3llf[},''[333i3ll.lilllif[tllin::ii*'|li,,'.'''''''l333i33l.693} ";i;;;i;;;;bi.o,iiitnli!iio*r''''izooisai-260o

Martrn Foresr Industrres {206} 827'7s46 tenbeiiny'tumoe' co l:lll 3?l 9911 SAiloP0ll{I

C0. (zub)

SPECIALISTS IN LAMINATED BEAMS & ARCHES both custom and stock beams

Dean Drake, retired general manager of O'Malley's reta-il divi9io1., fho_enix. Az., died March 24, 1987, in Phoenix. He was 69.

. He joi19{ the O'Malley organiza- tion in 1950 as assistant maniger of their Tempe, Az., store. In l9-64 he moved to Phoenix as operations manager for all O'Malley y-ards. He was named general manager of the retail division in 1967 and held that position until his retirement in 1985. He was a senior vice president of The O'Malley Lumber Co. and a member of The O'Malley Companies board oI dlrectors.

Mr. Drake began his lumber care€r in 1936, running a one man yard for the A.C. Houston Lumber Co. in Beaver, Ks. He worked his way up in the company, transferrine to AIva. Ok., Boise, Id., Reno and Las Vegas, Nv. During World War II,^he worked in a California shipyard 9:&_rg serving in the U.S. Arniy. ln 1945 he joined Ellensbure Lurirber Co. (now Boise Cascade)-in Washington State, working there as head accountant and retail yard manaser before leaving to join O'Malley'sI

A past president of the Arizona Lumber & Builders Supply Association, Mr. Drake served on its board ofdirectors for 20 years. He received the Lumberman of the Decade award from that group in 1980.

He was a board member of the National Lumber and Building Material Dealers Association foi nine years in addition to serving as president and member of numerous civic organizations.

Mr. Drake is survived by his wife, Gene, three sons and one-daughter.

TIMBER SIZER

News Briefs

(Continued from page l g)

Season-all Industries, Inc. is celebrating its 40th anniversary in the window and door induitry . Perma-Bilt,Torrance. Ca.. has acquired Commodore Vanities including Beauty Craft for about $10 million. ..

_ Hoffmon-Atchley Cabinets, Inc., Chatsworth, Ca., has been acquired by a group of its management personnel headed by pres. John J. Nelson Jr. . Trus Joist Corp., Boise, Id., plans to acquire Dashwood Industries Ltd,- Centralia, Ontario ... LVigand Corp., Colorado Springs, Co., now has a location in Arvada. Co. . St. George Truss Co., St. George, Ut., has moved into a new facility ... Build-Rite LumDer, RawlinS, Wy., will open a second store in Saratoga, Wy., utilizing the former Diamond Lumber Co. location. .

Taylor Lumber Co. has changed its name to Taylor Lumbgr. & Treating, Inc. in a merger with John C. Taylor Lumber Sales;they will operate a sawmill and treating plant in Sheridan. Or., with Hq. at Beaverton. Or..

Crown Zellerbach Hq. in San Francisco_, Ca., has been put up for sale for $100 million-bv Sii James Goldsmith, British investor who completed purchase of the downtown complex about a mo_nth ago . . the first shipment of Kenworth and Peterbili MidRangers by Paccar arrived at the Port of Houston. Tx., from Brazil recentlv...

TIMBERS

GRAPE

& D.F. LATH

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 specification.

:;i

Jtbtf?eatedWoof, IoYour Eustomerg,

dll pressure treat your lumber, prom-se that you'll get e:acdy what you specified and deliver it on time. A perfectly treated product. Lo^g lasting. Clean. Safef And, you'll get the same high quality product, time after time. \7e built our reputation on quality and we dorlt make promises we car{t keep.

Pressure treating our customers' lumber is all we dg so we think wdre good. But, what

makes us stand out from the crowd is the preservative we use. Osmose?

It's 1007o oxide pure. So that whatever you get from us is clean and works in harmony with the environment.

Lumber. Plywood. Planting Stakes. Posts. Frankly, Osmose is the kind of pressure treated wood all the others wish they could be. Call us for more information on precision Osmose pressure treating services: [EltJ tEt-1281