Merchant Magazine - April 1988

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

Not when there's Dricon' FRTW

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

FR-S Designations Across.'iThe-Board.

Dricon FRTW carries an Underwriters Laboratories, Inc. FR-S designationfor all softwood species of luriber and plywood listed. It has a rating of 25 or less for flame spread and smoke developed. It actually exceeds the requirements of the model building codes and qualifies for use in FM Class I roof systems. And in many cases, trusses built with Dricon wood can help your customers benefit from lower insurance rates.

Dricon Wontt t(Bptt" Metal. And Bugs Won't Eat Dricon.

Dricon FRI'W's low hygroscopicity virrually eliminates the moisture-related

problems often encountered with other fire retardants. Even in sustained 95 % humidity. So truss plates and other metal parts in contact with Dricon frre retardant treated wood show less than 2 % 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 f5r wood treating. In fact, the Dricon formulation is so special that it's patented.

G.""t". Ve.satttttyd"d E "mry.

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 is 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@ pressure-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 many "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 of vour nearest Dricon dealer or distributoi contact: Denver, CO 3031295-2823

Ontario, CA 1l4l39l-1571

Sacramento. CA 9 | 6 / 533 -7 81 4

Theleader across the board.

Fire Retardant Treated Wood

13 Western States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist John Szalay

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The lr4erchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

F'rom all states easl of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Conlact Carole Holm at (206) 714-3773 or 21819 77th Place West. Edmonds. Wa. 98020.

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Subscription Rates-U.S.: $9-one year; $15+wo years; $20-three years. Foreign: one year payable in advance in U.S. fundsCanada or Ivlexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$2; 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.

1988, The Merchant Magazine, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. The Merchant Magazine assumes no liability for materials furnished to it.

EDITORIAL

Here we go again!

IAALIFORNIA has long been recognized as Vthe source for many new ideas and laws that later spread across the rest of the U.S. So when that state recently passed a safe drinking water law, wood treaters, among others, began watching in horrified fascination.

Like so many of these things, Proposition 65, the Safe Drinking Water and Toxic Enforcement Act, sounded like a good idea. But its real life implementation and the consequences that flow from it are already costing money, causing problems and all with no guarantee of a discernible benefit ensuing.

On February 27, all businesses in the state had to begin warning employees, customers and the general public if they are exposed to any of the 29 substances on the governor's list that are known to cause cancer, birth defects or other reproductive harm. Many of these chemicals occur naturally. In addition to treated wood, other products affected by the warning requirements include such widely used items as soup, aspirin, paper and nuts. It is expected that within a year the warning list will include nearly 200 substances.

Treaters, industry associations and others have been scrambling to provide the legally required signs and other paraphernalia of comp.liance. A sample sign:

WARNING

DAVID CUTLER editor-publisher

Final regulations have yet to be issued by the state but it is widely expected at this juncture that dealers, wholesalers, and distributors, as well as treaters, will be required to put up signs, add warnings to invoices and, perhaps, even to the products themselves.

One leading California treater has already assigned one of its vice presidents to spend full time for the next four months, at least, visiting wholesale and dealer customers to explain the provisions of this latest effort by government to ensure a risk free world. Underwritten financially by, you guessed it, the business community.

It is expected that professionally operated treating facilities will find no insurmountable difficulties complying, but that obsolete or marginal plants and operations may well have to close. As the situation comes into sharper focus, we'll keep you posted on this latest manifestation of the environmental movement that has been such a remarkable factor in shaping the second half of this century.

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

Detectable amounts of chemicals known to the State of Crlifornia to cause cancpr, birth defects, or other reproductive harm may be found in and around this facility.

(Califomia Hqlth and Safety Code, stion 25249.6)

Sunshine. And a coolbreeze 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 Service. So our gade stamp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg lacility 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 Naturehave to offer. Call today: 7 07 1964-0281. For redwood quality you can build on.

What pressure treating industry associations do for the dealer

RETAILER or wholesaler of lrl pressure treated wood may feel that he is on the firing line confronted by the consumer on one side and threatened at the rear by the Environmental Protection Agency.

However, there are industry associations to support him and the product. The American Wood Preservers Institute, which has changed its role and focus in the past few years, is one ofthe industry's strongest backers. To find out how they are coping with industry problems, we queried president John F. Hall at Vienna, Va., headquarters.

Q: Wtrat major changes have affected the wood preserving industry in recent years?

Retail CAP Gompliance

Is the retail link a "missing" link in the implementation of the pressure treating industry's Consumer Awareness Program? Not at all. Despite reports elsewhere many retailers are doing an outstanding job.

The 1987 industry audit conducted by Decision Systems, Inc., Denver, Co., showed l00o/o participation by both treaters and manufacturers and a 700/o rate of compliance by wholesaler/retailers.

Some companies have designed special CIS boxes or stands to display Consumer Information Sheets at point of purchase. Since there are no restrictions regarding advertising or using company names outside of the border surrounding the EPA wording, the sheet can double as a marketing effort.

A: There has been a tremendous market expansion especially in the di-y market as homeowners embraced pressure treated wood for all kinds of building and remodeling projects. But more important, the industry has received approval from the Environmental Protection Agency for the continued use of wood preserving pesticides and for the continued production of pressure treated wood products. This reflects the positive value pressure treated wood has in today's economy.

Q: What is the most important environmental issue facing the wood preserving industry today?

A: EPA's current proposal to list additional wood preserving wastes

Allied organizations are assisting the industry to get CAP information to the consumer. Newspaper and magazine articles and editorials plus presentations at conferences and seminars have been used to explain the importance of the CAP.

George Eliades, president of the Society of American Wood Preservers, has addressed the top management of retail chains and wholesalers to explain the importance of their role in reaching the consumer. The American Wood Preservers Institute, John Hall, president, has produced a video training film to educate retail clerks.

These associations document their supporting efforts and submit a compendium, along with the annual audit, to EPA each November to demonstrate the industry's commitment.

and residuals as hazardous would have to rank number 1. The effort to provide a sound alternative to this listing involves the entire industry and its allies. It is a twofold effort. It involves persuading both Congress and the regulators that the alternatives have merit and deserve consideration.

Q: Oo you think the industry's voluntary Consumer Awareness Program has been detrimental to industry's marketing efforts?

A: The statistics say no. The use of pressure treated wood products has more than doubled since 1980, so if consumers regard the special handling information as being different from any of the other product information precautions they receive, sales do not reflect that. The Consumer Awareness Program is an opportunity for market reinforcement of industry products. The CAP provides a sales point which reassures the public that pressure treated wood products when properly used are environmentally safe as well as economical and long lasting.

Q: Would you characterize the Consumer Awareness Program as a success so far?

A: The manufacturers and the treaters have done an outstanding job in awareness and compliance. The program is still very new and the industry needs to inform and persuade on the wholesale/retail level to achieve 1000/o compliance as well. Both AWPI and SAWP are concentrating our best efforts to achieve this. We realize the difficulties retailers experience with rapid turnover and the need for continual training and retraining so we are developing additional information to help them. However, a salesman who is well informed and can well inform his customers gains consumer confidence and this will translate into repeat business. The industry is dedicated to making this program work.

Q: How have these events affected AWPI?

A: They've shown the need for effective representation at the national level on environmental laws and regulations and they've provided a rallying point for industry efforts nationwide, resulting in a much more cohesive industry. AWPI's former role lay in providing technical information about the use and characteristics of pressure treated wood products. With the interest in environmental information, AWPI now focuses on environmental regulations affecting the industry and the use of its products.

Story at a Glance

AWPI's role in pushing and protecting pressure treated interests. what it has done and plans to do in coping with increasing EPA regulation

.why AWPI is bullish on pressure treated products.

tive. Achieving this goal will result in considerable cost savings to EPA, to industry and certainly to the American tax payer.

Q: Is this goal achievable?

A: Definitely. But it will take a unified industry to make it happen with participation from all frontsgenuine cooperation with the regulators because, after all, we share the same purpose - and a sound data base to work from.

Gl: Is there real cooperation between the regulators and the industry?

A: I believe so. There is no "tilt" in our direction, but recently EPA in particular, has indicated that it wants to hear from industry. EPA has asked for hard data from us in order to make viable decisions. I don't think this is any kind of window dressing. I believe EPA has genuine interest in making the right decisions for all concerned and we should and are making every effort to provide that data.

O: How does AWPI interact with the states?

Q: Wtrat is AWPI's primary mission?

A: We want to assure the development of reasonable laws and environmental regulations and to make sure that directives are understandable, achievable and non-duplica-

A: AWPI provides assistance to its members in state environmental regulations. When possible we attempt to help members obtain recertification credits under state certified pesticide applicator programs. We provide speakers on pertinent subjects and supply logistical help for seminars and conferences.

Q: What program changes do you forsee for AWPI in Jhe near term?

A: Of course we will continue to expand information gathering activities and we will increase dissemination of environmental information about pressure treated wood products. In 1987 we installed but have not perfected, an On-Line computerized system for our members which will be refined to afford them instant access to the information they need to assist them in making informed business decisions. We will probably need to increase staff to handle the work load and to increase our expertise. Naturally, our major objective is to provide the best services we can on a timely basis. In order to do that AWPI needs both financial support and member participation. Therefore, we will campaign aggressively for new members and continue to work closely with our allies to accomplish our aims.

Gl: where is the wood preserving industry headed? \

A: 1987 was a banner year. Unforeseen events, nationally and internationally, can make the best of guesses go askew but the future looks undeniably bright. And there seems to be a renewed interest and involvement with the associations so that the wood preserving industry is rapidly gaining acceptance on all levels as the credible, responsible industry it is.

UIDE0 to teach proper handling of pressure treated wood to retailers is one of three informational videos produced by AWPI. ln addition, they have organized a community

involvement media training program and are updating and augmenting consumer publications on the proper use, handling and disposal of treated wood products.

Why you can count on quality

VERY dealer wants to be able to assure his customers that he is offering the best quality products on the market.

In the case of pressure treated wood, a dealer can count on quality if the wood carries the American Wood Preservers Bureau quality mark. Charles E. Thomas Jr., president of the AWPB in Springfield, Va., explains the work of his association.

"When it comes to pressure treated woodthat green stuff - all the customer, be he architect or do-ityourselfer, wants is assurance that the product meets standards and will perform."

Story at a Glance

How quality standards for pressure treated wood are established and maintained the problems and responsibilitles of assuring that the consumer will get products that perform.

The insurance system developed by the lumber and pressure treated wood industry is an overview concept of certifying the inspection agencies. "More simply put," Thomas points out, "inspecting the inspectors. It may be simple to say, but it takes more to put it together."

First, it takes the fundamental integrity of the volunteer plant requesting to be inspected by an equally honest inspector plus the entire program must be overviewed by dedicated people. Thomas stresses, "The American Wood Preservers Bureau is not an inspection agency. We do not certify or code qualify treated wood products. We do not place labels or stamps on any treated wood products. "

The AWPB is an overview organization whose purpose is to certify independent inspection agencies assuring the quality of pressure treated wood to specifiers and purchasers.

The AWPB does this by maintaining the best possible laboratory capability with what is considered to be the best production laboratory in the country. 'oSome 20,000 plus samples are analyzed annually in addition to two yearly industrial round robin samples sent to about 25 key wood preservation laboratories around the country," Thomas adds.

The AWPB also conducts random statistical surveys of certified agencies; makes continuous destination inspections in market areas; researches treated wood field problems and maintains an industry presence in consensus standard writing through the American Wood Preservers Association.

AWPB AI W0[K: (top to bottom) Charles E. Thomas Jr., AWPB pres.; Byong l. Min, v.p. & technical director; Bette Verry, sec. and administrative asst.; Shannon Cormier & Dawn Rufl analyzing samples on Atomic Absorption Spectrophotometer; Terry Wesolowski & Tami Martins logging information 0n computer; Judy Fincham, lab supervisor, working on the Chem-X unit.

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s48-3205

Retailers profit from new treating trends

By Steve Ryan President Western Wood Preservers Institute

|F HERE'S nothing new about I wood preservation treatment. Civilizations in warm, humid climates have been endeavoring to protect wood against insects and decay for thousands of years. What is new are the trends in wood preservation in the past couple ofdecades, and the ways these trends are benefittine retailers.

Even when the lumber industrv has been in a state ofgeneral decline, treated lumber sales have been up signifrcantly. Pressure treated lumber sales continued to show a healthv increase for 1987. Shipments by the industry last year were valued at $1.8 billion, up 4.60/o from 1986. Aproximately 20 billion board feet of lumber a year are now being pressure treated. That's about 100/o of total U.S. lumber sales for 1987.

Pressure treated lumber is the largest and fastest growing segment of the wood preservation industry. The industry's growth in recent years stems only in part from new residential construction. An estimated 500/o of treated lumber is going for decks and porches, fences, landscaping, marinas and wood foundations. The '80s have turned out to be the era ofpreservation and renovation of existing structures, remodeling and restoration. and pressure treated lumber is playing a major role.

Another segment of the pressure treated wood industry is the growth of fire-retardant lumber, plywood, and shakes and shingles. Many government projects are requiring fire retardant treated lumber and plywood. More cities, communities and jurisdictions are requiring the pressure treatment of wood shakes and shingles to be resistant to fire. Almost 500/o of the members of the Western Wood Preservers Institute

are now offering fire retardant treatments.

If the trend continues, this should definitely be an opportunity for lumber merchants to expand their business. More and more calls are expected requesting fire retardant pressure treated shakes and shingles for residential construction. Uses for fire retardant lumber and plywood for commercial buildings also are on the rise

The reason for the trend to waterborne preservatives is pretty basic. It's both aesthetic and economical. Whereas industrial uses such as railroad ties, telephone posts and pilings are basically utilitarian, consumer uses demand natural wood beautv.

Story at a Glance

Why dealers can count on increasing treated wood sales fire retardant products are a coming market... strong promotional effort has paid off.

Home and condominium owners today are moving outdoors. They want the natural beauty of wood. At the same time, they want protection from termites and decay. Failure to have this protection can result in costly repairs when the property is sold. Waterborne pressure treated preservatives leave the wood in pleasing green and brown tones. Even when the color fades, it will not blacken, as is the case with some untreated wood. It will not become slippery and there is no odor, either. Of course, there are still some people who like to paint and stain wood. With waterborne pressure treated lumber, there is never any problem

as they are very receptive to finishes.

Consumers from coast-to-coast are finding that pressure treated lumber is a good value, affordably priced. It satisfies their present need for aesthetics and their present day mood for conservation. They're finding good selection. too. because every year a wider variety of pressure treated wood species and sizes are being supplied to retailers.

Another important factor in growing consumer demand is the strone promotional effort on the part of thE industry through the Western Wood Preservers Institute. Retailers are being supplied with an ever-increasing amount of information on the advantages of pressure treated wood. An especially popular piece is titled. What You Should Know about pressure Treated l/'ood. It has been distributed to retailers nationwide.

With a steady consumer demand for pressure treated wood and wood products, the pressure treating industry can continue to expect a healthy growth rate of about 4olo a vear for the next five years.

This can mean a bigger and better business for retailers of pressure treated wood. An estimated 800/o or more of pressure treated wood used for decks, fences, landscape timbers and other backyard projects is installed by the homeowner. The share of pressure treated lumber production to total lumber production is predicted to jump from 100/o now to l7o/o by 1995.

Pressure treated lumber sales are achieving new heights in the East and South, and dealers are profiting as a result. California, normally a trend leader, is behind other parts of the country including the pacific Northwest, in the share of the market for pressure treated wood use. thus leaving a tremendous potential for retailers.

Informed sales PeoPIe sell more treated wood

OR first-time do-it-yourselfers, buying pressure-treated lumber may pose more confusion than oPportunity for building an outdoor project. They may ask the salesperson, "Why does treated wood come in different colors?" "WhY does some treated lumber have holes in it?" Or, "How do I know it's treated correctly and will it work?"

By arming the sales staff with product knowledge, lumber dealers can cure the confusion. Basic information may include what Pressuretreating does. how to recognize proper treatment, how to select the type and degree of treatment, proper job-

site application and recommendations for handling.

In essence, pressure-treating extends the service life of lumber used in outdoor applications. The preservative chemicals act as a toxin which repels decay-causing organisms.

In treating, preservative is forced into the wood under Pressure. Simply brushing or dipping the wood in a preservative will not guarantee as long a service life. The tYPe and amount of chemical added to the wood depends on the lumber's end use.

Creosote solutions are usually reserved for severe exposures such as pier pilings or railroad ties. Creosote, a tar-like substance. is seldom used by the consumer.

On the other hand, Pentachlorophenol, or penta, is also used for severe weather or moisture-Prone conditions. However, some Pentatreated products provide a clean, paintable surface. Uses include posts, poles, fences and guard rails. Penta is not suitable for indoor uses, or where it may come in frequent contact with bare skin.

Waterborne Preservativetreated lumber is most commonlY used by the d-i-yer for outdoor

PBllUl0ll{G instructions for use ol pressure treated lumber including field treatment of cut ends and need lor rust resistant fasteners should be part of sales person's iob.

The Merchant Magazine projects such as decks, Patios, planters, steps, gazebos and fencing. These preservatives result in clean, odorless lumber and will not leach out because they form a Permanent bond with the wood.

Waterborne preservatives usually contain copper and arsenate, often in the form of copper chromated Arsenate (CCA) or Ammoniacal CoPper Zinc Arsenate (ACZA).

Both sales persons and customers should be taught to check for a cloverleaf-like symbol stamped on the lumber. This qualitY mark of the American Wood Preservers Bureau (AWPB) assures that the treating plant followed industry standards. The AWPB quality mark includes year of treatment, type of preservative used, type of use (above or below ground), the treating Plant and its location.

Story at a Glance

Need for educating sales staff on basics of Pressure treated lumber. ways to give do-ityourselfers more confidence, build repeat and related sales.

Customers maY frequently question rows of small incisions in the lumber of western sPecies. All western softwood sPecies, except Ponderosa pine, should be incised to allow for the proper chemical penetration. Pressure-treated western wood that is not incised maY be ordered, but it will not carry an agency-approved qualitY mark.

The color of treated wood maY cause some customer confusion. Copper in the waterborne preservatives often turns treated lumber green. Some treaters dye their wood a light brown to mask the green color.

Sales people must make sure the customer gets the right tYPe and amount of treatment for the right job. AWPB Quality Control Standards set minimum chemical retention levels for certain uses: above ground use is labeled LP-z and has .25 retention (measured in Pounds of preservative per cubic foot of wood); in-ground use is LP-22 with

(Please turn to page 65)

OOD preserving statistics for 1986 show the waterborne segment of the industry registered another outstanding year. By type of treatment, waterborne preservatives accounted for 375.5 million cu. ft. of the estimated total 1986 production of 554.1 million cu. ft. This was 14.50/o over 1985 and 67.8% of the 1986 total volume.

These figures, the latest available, are based on reports for 518 plants and estimates for 70 non-reporting plants, according to George K. Eliades, president of the Society of American Wood Preservers. Inc.. Falls Church, Va.

Treatment of waterborne fire retardant chemicals increased in 1986 by 9.20/o over 1985 to 10.4 million cu. ft. Creosote solutions and pentachlorophenol volumes treated in 1986 were 118.7 million cu. ft. and 49.5 million cu. ft., respectively, decreases of 7 .60/o and 5.8% from 1985.

Lumber, timbers. cross ties. switch ties, bridge ties and poles accounted for 88.4% ofthe total 1gg6 market. Lumber and timbers, 95% waterborne preservative treated, accounted for 330.2 million cu. ft. (5,473.8 million b.f.) or 59.6% of the 88.4010, while the tie market, practically all treated with creosote solutions, accounted for 86.4 million cu. ft. or 15.6010. The pole market consumed 73.3 million cu. ft. in 1986; 57 .30/o treated with pentachlorophenol, 22.10/o creosote solutions, and 20.60/o waterborne preservatives, or 13.20/o of this category. The balance of production was 73.3 million cu. ft., largely posts, piling, plywood and miscellaneous treated products using all three preservative types.

Overall, total 1986 treated wood production was 6.70/o above 1985. Southern pine accountedfor 670/o of

Pressure treating numbers bullish

all treated wood products and 8 l% of all treated wood except ties which are mainly 90% oak and mixed hardwoods.

"ln general, the treated wood industry continues to spiral upward for several reasons," George K. Eliades explains.

First, the industry is putting higher quality products into the marketplace. Second, they are putting safe products in the market. Third, they have instituted the first U.S. industry voluntary Consumer Awareness Program to get safety and product information to the consumer at point of purchase. Fourth, the industry is moving forward to strictly comply with all U.S. laws relevant to opera- tions, worker health and safetv. product safety and community righito-know. Fifth, industry trade associations are coordinating and unifying data collection and environmental compliance efforts to make certain the industry continues to move forward in meeting environmental responsibilities as well as the needs and desires of the marketplace.

In looking ahead, what are the trends and indications for continued future growth of the wood preserving industry: Specifically, continued growth for treated wood products is expected in a number of important areas, Eliades pointed out.

The tie market, while cyclical in nature, should continue a slightly upward trend because its competition is more expensive concrete. The pole market will continue to show moderate growth because concrete and steel, its major competition, are both more expensive in shorter lengths. Piling, too, should continue a moderately upward spiral. The greatest growth potential appears to be shore and erosion control applications and recreational usage.

Treated lumber, timbers and

Story at a Glance

Latest wood preserving statistics register increases across a broad spectrum of treated items. . higher quality products with greater safety mark industry efforts.

panels will probably continue strong growth patterns. Specifically, the treated wood deck market increased from l.l million units in 1984 to 1.35 million units in 1985 to l.4g million decks in 1986 and is expected to be 10% to 12o/o higher in 1987 to continue as a strong market. Exterior residential uses, such as siding and trim, should increase slightly. Framing is expected to show a moderate increase.

Manufactured housing is cyclical and generally follows single family home construction patterns but should increase due to volume discounted purchasing. Miscellaneous uses, part of residential construction, should also increase with more mobile homes, storage sheds and outdoor uses.

Interior non residential use should increase although the market generally follows housing. Specialty uses, such as noise barriers and timber bridges on secondary roads, offer immense potential. Highway and marine usage is expected to continue upward except for treated wood posts in highway construction. The flat farm market for treated wood is not expected to improve,

To ensure a continued high rate of growth, the wood preserving industry needs to target cost reductions; move to cost effective environmental compliance; improve efficiency, quality control and products, and strengthen trade association sup- port. With this, the U.S. treated wood market will probably reach the l0 billion b.f. level by 1995, Eliades concluded.

Ways to profit in the Pressure treated market

By William H. Plant Managing Partner HCS Woodtech Houston. Ti.

rLU M BE R dealer canbest decide

his market positioning strategy for pressure treated wood products by describing his market from two perspectives: (1) the geographic or physical market determinants and, (2) the economic market determinants.

To define your geographic market, it is helpful to use current demographic statistics for the areas around your location. Although these reports can be confusing if you are not trained in statistics, they do provide important factual information. Do You know, for instance, if your market area is exPected to develop primarily as a residential, commercial or industrial area?

I am always surprised at the large gap that can exist between our assumptions, and the facts which evi' dence themselves in demographic research. You will save costly inventory and advertising mistakes by having these statistics available when you make decisions on your geograPhic market.

Because of the expense involved in transporting pressure treated wood, it has become a high PrioritY to clearly define both the geograPhic areas and minimum order levels required for you to utilize your trucks effectively for deliveries, The transportation or delivery service can be a large percentage of the invoice. However, the cost of that service must be controlled tightly or you will have a much smaller gross profit at the end of a month than you had anticipated.

Careful thought must also be given to service after the sale. Nothing is more costly than making a large sale outside of your geographic area and then finding that followup service is needed. You are almost guaranteed to lose money on an order outside of

your market area if a Problem develops. When you are deciding on your geographical market area, You must make sure you can service it effectively.

Tiaffic flows and highway development are imPortant asPects of geographic market determination. The traffic flow around Your store affects the number of PeoPle who visit it. Advertising can be wasted and opportunities missed if traffic flows and the infra structure development in your location are not considered carefully. We advised a dealer who was 50 miles from the nearest water to advertise bulkheading and piling because he was located on a major highway to the beach. He found a profitable new market with the minimum of advertising cost-it just took a roadway sign.

Our cities and towns change rapidly and we will always benefit from carefully analyzing the effects of that change on our businesses. Therefore, knowledge of your geographical market will help not only a new loeation, but also if You are a new manager taking over an existing

location, and even if You have been at the same location for many years.

Having decided on the PhYsical dimension of your market, You must now decide on the tYPe of customers you want to attract and the Product and pricing strategy that will be most successful.

Let us first look at the tYPes of customers that are available to dealers of pressure treated wood. Under broad headings, theY are: (1) The retail customer: the do-it-yourself homeowner and the small contractor or installer, (2) The residential and light commercial credit customer: builders and equipment manufacturers involved in a wide range of projects using pressure treated wood on a regular basis, (3) The heavy industrial/commercial customer: "big" manufacturers and building contractors involved in multi-million dollar projects who buy pressure treated wood in a highly specified and/or structural oriented manner.

It is fashionable nowadaYs for retailers to report percentages of "contractor business" and "d-t-y business." This is not a valid differentiation of the economic markets. The real fact is you have cash customers as a market segment and credit customers as a market segment, whether theY are contractors or d-i-y.

The third economic market segment can be described as the "big credit?' segment, buyers who demand extended credit terms, such as 45, 60, or even 90 daYs. These customers are not necessarily risky credit, however a dealer must carefully weigh the advantages and/or disadvantages of selling this market segment.

Typical groups of pressure treated inventory for the major market segments would include, but not necessarily be limited to the following:

Story at a Glance Ways to position Pressure treated wood in a market bY determining geograPhical area, identifYing customer group. .typical inventorY ielection. .advantages of segmenting market.

Cash Customers:2x4 and 2x6 #l grade, selected lengths of 2x8, 2x10, and 2xl2 f2 grade, 4x4'7' to 16' and 4x6-8 ' and 12' ,4'x8' sheets of lattice and deckboard with eased edges, lx6-6'notched topped pickets, and water repellant.

Credit Customers: 2x6 #l grade and 2x4, 2x8,2x10, and 2xl2 f2 grade in all lengths 8' to

Berkeley, Ca. 930 Ashby Ave. (41s) 843-4390

FAX(41s)843-e378

Edinburgh, Indiana

2l I Ward St.

Concentration Yard & DrY Kilns and Millwork Facilities

1frD s26-9743

FAX (812) s26-6032

MAIN OFFICE

2150 Oakdale Ave. San l.-rancisco, Ca.

(4rs) 647-0782

FAX (415) 647-7766

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

Imported Hardwoodswith special attention to. .

Genuine Mahogany. Teak o Rosewoods o Bocote o Apitong . Zebrawood

Rare exotic hardwoods

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

Nv. . Ligna Technology, Issaquah, Wa., will purchase Harris Pine Mills, Pendleton, Or.

ti lEl ,TR l:ll:i lEltR I:U i i N) !f LlILltlU

ffigr-qs,w:ris1s$.i:-sxgB.E;

lt'/otional Luntber. Fountain Valley, Ca., chain, ended its two year losing streak with earnings of $229,000 for the year ended Jan. 3l ...

National Lumber has opened its 20th store, in Mira Mesa. Ca., Mark Peppito. mgr. Lumber City had a grand re-opening for its remodeled Simi Valley, Ca.. unit. . .lohnson's Trtte Value Harclu,are is new in the Yakima, Wa., location occupied for 60 years by Short's Hardu'are

Itome Depothas two California stores under construction, it 300,000 sq. ft. unit, part of Tustin Market Place, Tustin, Ca., and a 102,000 sq. ft. store in the Lucky Plaza shopping center, San Carlos, Ca.

.lordan's Building Cenler. Wheat Ridge, Co., will re-open as .lordan Do-lt Center next month, expanded from I,500 sq. ft. to 6,000 sq. ft. . Bloedorn Lumberhasopened its 13th Wyoming store, The Building Center, in Rock Springs

Arnerican Lumber and Doorhas been opened by George Rizor in F'ort Morgan, Co. . . . Harbert Lumber Co., Grand Junction, Co., is completing a $500,000 remodelingproject...

Ext'hange Lumber, Inc'.. is opening Window's & Doors Market in Spokane, Wa. . V.T. and Elizabeth Boyd, Escalanle Lumber, I)olores, Co., have acquired Grand Mesa Lumber, Delta, Co., renaming it North Fork Lumber and Supply. .

HonrcClub wili open a 103,689 sq. ft. store in Tacorna, Wa., this month and a 117,814 sq. ft. unit in Victorville. Ca.. in June

Mead Lumber units in Wyoming and Colorado are now called Mearl Bttilcling Centers . By-Rite Lumber, Milton-Freewater, Or., has opened a store in Pendleton, Or., Dennis Biloff, mgr. ..

Westgulf Lumber Ca.. Portland, Or., has opened a hardwood dept. Arson is being investigated as the cause of a recent fire at El Centrrt Luntber Co.. EI Centro. Ca. . Ward Lumber, Lemon (]rove, Ca., has leased 40,000 sq. ft. of land to a real estale development co.

Windsrtr Mil/s, Windsor, Ca., suf'fered a $2 million fire in earlY March (see story, page 34)

Hayward Lumber Co., Inc., Claremont, Ca., n']et with its creditors recently in conjunction with the Credit Managers Association of California to request a 120 day debt freeze; the retail chain is not related to a similarlY named northern California multi unitretailer...

Interstate Millw,ork, Irtc.. Albany, Or., has been formed by Rick and Rex Kellso lo perform custom milling services, sPecializing in finger jointing and edge gluing .

Unconfirmed trade reports indicate that All-Coast Forest Prodads, Chino, Ca., has purchased Rolando Lumber Co., its headquarters bldg. in San Leandro, Ca., and its 94 acre facility in Cloverdale, Ca., escrow reportedly to close late this month.

Haustan Lumber has opened a $3 million floor and roof truss plant and a commercial and residentialdoor facility in Las Vegas.

Sierra Pat:i/ic' Industries, Redding, Ca., has completed the Purchase of 520.000 acres of Northern California timberlands from Santa Fe ,Southern Pac|/ic Corp. for $460 million (see The ,\[('rL'hunt, Nov. 1987, p. J l) Dataline Corp. is now Convergent Building Material Systems.

Masonireis doing a $14.8 million renovation of its Ukiah, Ca., hardboard mfg. plant. .. Georgia-PaciJic's Mira Loma, Ca., millwork distribution center is ceiebrating its first anniversary. .

Koppers is resisting an unsolicited $56 a share offer f,rom a group led by Beazer Pk' bY arranging a $ l.l3 billion credit line to make a payout to shareholders

Wickes C'o.. Santa Monica, Ca., is being sued by the .lustice Depr. for allegedly violating federal notificalion provisions regarding stock purchases in its I986 purchase of Owens-Corning Fiber.qlas shares. .

Louisiana-Pacific Corp. and Furman Lumber are both preparing to launch production of a new reconstituted gypsum wallboard, similar to a gypsum panelused in Europe . R <& .l Timber Corp. willbuild a $4 million millon the site of the old Harwood plant in Willits, Ca., with operation expectedbyJulyl...

.lapanese housing s/drrs were ahead of those in the U.S. at 1.67 million units in 1987. the best in 14years...

Housing starts in Feb. (latest figs.) leaped 8.9'lo to an annual rate of 1,494,000 units; qilgle family starts wsl€', up 9.30/o; multifamily units 7.8'y0 and building permits ll.5%...

If you can't build out. ward you can always build upward. That was the answer for Valley Building Materials of El Toro, Ca.

They needed more storage space but didn't want to lose yard space.

Solution? They called San Antonio Construc. tion Company to enlarge the 3,000 square foot building we erected for them three years ago. We created the extra storage space they needed by putting a second story on

BUILI,- UP

the original building. Result? We doubled their storage capacity without taking up any additional yard room. Whether the solution to your storage problem is adding another structure, fitting in an additional

building between existing structures, remodeling buildings or putting up new ones, cafl San An. tonio.

We have the experience and the know how to meet your building re. quirements.

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL r CARGO o

RAIL r TRUCK & TRAILER o

PRESSURE TREATED LUMBER

APRIL

Lumber Association of Southern California - April 12, area meeting, Orange County, Ca.; April 14, Santa Barbara/ Ventura, Ca.; April 21, San Bernardino/Riverside, Ca.

Southwest Builds Association - April 13-14, show, Phoenix Civic Plaza, Phoenix, Az.

Western Building Materials Association - April 13-14' building materials marketing course, Red Lion InnDowntowner, Boise, Id.

Lighting World International - April 13-15, lighting industry convention, Los Angeles Convention Center' Los Angeles, Ca.

Intermountain Building Materials Buying Show - April 14' Salt Palace Center, Salt Lake City, Ut.

National Building Material Distributors AssociationApril 15-20, conference, Rancho Las Palmas Resort, Rancho Mirage, Ca.

North American Wholesale Lumber Nssociation - April 17' 20, annual meeting, Innisbrook Resort, Tarpon Springs, Fl.

American Wood Preservers Institute - April 21, environmental forum, Portland, Or.

American Plywood Association - April 26, regional meeting, Red Lion Motor Inn, Seattle, Wa.; April 28, Templin's Resort Hotel, Post Falls, Id.

MAY

American Plywood Association - May 3, regional meeting, Riverside Inn, Grants Pass, Or'; May 4, Valley River Inn, Eugene, Or.; May 5, Red Lion Inn'Jantzen Beach, Portland, Or.

Wood Machinery Manufacturers of America - May 4-8' joint convention with Woodworking Machinery Distributors Association, Rancho Las Palmas, Rancho Mirage, Ca.

National Kitchen Cabinet Association - May E-11, convention, Marriott's Desert Springs, Palm Desert' Ca.

American Hardware Manufacturers Association - May 1012. home center industry conference, O'Hare Marriott Hotel, Chicago, Il.

Western Hardwood Association - May 11-13, spring meeting, Downtown Seattle Sheraton Hotel & Towers, Seattle, Wa.

Lumber Association of Southern California - May 12' general membership/board meeting, La Jolla' Ca.

Arizona Lumber & Builders Supply Association - May 1314, annual convention. The Crescent Hotel, Phoenix, Az.

Lumber Merchants Association of Northern CaliforniaMay 14-17, annual convention, John Ascuaga's Nugget Hotel, Sparks, Nv.

Western Building Materials Association - May 14'17' marketing/management conference, Silverdale, Wa.

National Forest Products Association - May 15-18' spring conference, Westin Hotel, Washington' D'C.

Northwest Timber Association - May l5-1E, annual meeting, Portland, Or.

Southern California Construction Expo & ConferenceMay 1E-20, Los Angeles Convention Center, Los Angeles' Ca.

Inland Empire Hoo-Hoo Club - Ndxy 20-22, Ladies Weekend, Rancho Las Palmas Resort, Palm Springs, Ca.

gwnlUtnllanle Lunbp,r

Ganadian Plywood Preiudice

American plywood is being unreasonably discriminated against by Canadian building standards, according to American Plywood Association president William T. Robison.

Addressing Congress, Robison predicted "devastating" losses of at least $125 million in revenue to the U.S. plywood industry if Canadian

Ganada Blocking U.S. PlYwood

The U.S. plywood industrY has opposed Canada's offer to allow a panel to review a Canadian agency's ruling denying the use of C-D grade plywood.

The American Plywood Association considers the problem not to be the agency's finding that C-D grade plywood does not meet rigorous Canadian plywood standards, but rather the standards themselves. The plywood is aPProved throughout the U.S., JaPan, Germany, Sweden, Holland, Denmark and the U.K., but Canada has deemed it unacceptable for housing construction.

producers receive open access to American markets while 800/o of U.S. plywood is "unjustifiablY denied entry" to Canada.

"lf U.S. plywood producers have access to the Canadian market, it would relieve supply pressure in the United States and discourage Canadian companies from over-producing and dumping into our market," he

The APA sees the standard as "obviously discriminatory" and a violation of the Fair Trade Agreement.

Al Bell Memorial Endowed

A Forest History SocietY fellowship in memory of the late Alfred D. Bell, Jr. has been established by his family.

Bell, who died on November 21, 1985, served the FHS as a board member, vice president and President of its Endowment Fund, in addition to his manY Years as a lumberman. He also was the Publisher and co-owner of The Merchant Mag-' azine from 1963 to 1974.

The Merchant Magazine claimed.

Problems created by the unfair nature of the Fair Trade Agreement with regards to plywood "can be solved if the administration or Congress has the will to insist that the Canadian market be open to U'S. plywood before the tariffs are eliminated," Robison said.

Young people honored with a Bell endowment will be eligible for various assignments, such as assisting with the Journal of Forest History, Orell Research Program, Huss Archives and Weyerhaeuser Library'

Homeclub

ln Victorville,

Ca. HomeClub, Inc., will open a warehouse in Victorville, Ca., in June.

The 117,814 square foot warehouse will include a 13,905 square foot nursery. The project is part of the first phase of the Victorville Shopping Center.

CHOOSE THE PERFECT COMBINATIONDOUGLAS FIR TREATEI} WITH CHEMONITE:

The marine environment-both salt and fresh water-requires building materials that will withstand tough times. The right wood, pressure treated with the right preservative to the proper penetration and retention has been proYen to resist the stress of this environment best. For complete details on Chemonite treated Douglas Fir, including AWPB Quality Control Inspection, contact your authorized Chemonite dealer.

For the one nearest you call or write:

CHUCK LINK executive director

ff ntVAfE sector employers can now f turn to a federal oflice for information on drug testing and employee assistance programs. Dubbed the "Office of Workplace Initiatives" and headed by J. Michael Walsh. Ph. D.. chief of the clinical behavioral and pharmacology branch of the National Institute of Drug Abuse (NIDA), the group will conduct research to determine the extent of drug abuse in the workplace, and cost-benefit analyses of drug screening and Employee Assistance Programs (EAPS). The toll-free number for employers to call,l-800-8434971, is staffed Monday through Friday, 9am-8pmEST.

The office will deal with "illegal drug use as well as the abuse of legal drugs," according to Maureen Sullivan, public health advisor with NIDA who is working with Walsh. A representative of the National Institute of Alcohol Abuse and

Alcoholism will also be in the workplace office. The group will also "raise awareness of employers, labor leaders, and occupational health practitioners to drug abuse issues and foster the development of effective employee assistance approaches," Sullivan said. Walsh and his team will analyze and recommend EAP policy models for employers.

Drug and alcohol abuse has now reached into the workplace in all industries and no segment of the working population is excluded. Estimates now run as high as 450/o of the employed population being involved in the use of some kind of illegal drug!

A company has the right to expect employees not to impair work performance nor to endanger other workers with drug-affected behavior. Yet, how a company approaches this problem can make a great difference in the results.

Here is an outline of proven approaches to creating a drug-free work environment and, therefore, a safer and more productive one as well:

The supervisor should be aware of the following symptoms which may indicate substance abuse:

. Arrives late and leaves early more often than other employees.

Uses sick leave several times more than normal.

. Has accidents and files workers' compensation more often than would be expected.

o Work quality is inconsistent.

o Has frequent mood swings and over-reacts to criticism or praise.

o Displays deteriorating personal appearance.

. Indicates recurrent financial problems.

There needs to be a company policy and safety rules addressing the possession and consumption of alcohol and drugs, and the possession of drug paraphernalia in the workplace. lt is necessary to have an enforcement program of these rules and policy as well as employee awareness of the program.

GARY L, SMITH executive vice oresident

E OR SOME reason I was reminded I o[ the huge swings of emotion that we go through in this country when it comes to national pride.

The thoughts may have been generated by watching a portion of the winter Olympics or a similar event, but I was reminded of the times when the country seemed to experience a feeling of togetherness: the outrage during the lranian hostage crisis; the patriotism after the invasion of Grenada: the rush of pride when the underdog Olympic hockey team beat the Russians and took the gold medal a few years back.

It may not be on the same scale or in the same class as the events mentioned before, but you should occasionally do a little flag waving about the contribution that you and your business make to bring your industry and your community together.

In our society there are many valuable results that would never be realized were it not for your participation in these "unions for employers" as someone who asked me to explain LMA's function once suggested. Because we are fortunate enough to have dedicated and committed bill-payers and time-givers, valuable results are achieved that benefit both the givers and those that merely ride the shirt tail. I'd like tojust review a few things that happened in the last year as a result of the commitment of your trade, business and service groups, and more specifically the people that involve themselves with them.

. In 1987 the California Insurance Commission pared a requested workers compensation rate increase almost in half as the result of extensive campaigns mounted by organizations like the California Chamber of, Commerce, the Woodwork Institute of California, Lumber Merchants Association and many other industry groups.

o Mandated employee benefits bills on the national and state levels were successfully quashed through the efforts of the National Lumber and Building Material Dealers Association and other lobbying groups on the federal level and similar organizations including the Western Building Material Dealers Association on the state level.

o The NLBMDA led the fight for equity on the Canadian lumber import tax issue.

On a more up-close and personal basis, LMA during the past year:

o Marched two strong contingents of lumber dealers on Capitol Hill in Washington, D.C. during our annual Conference with Congress.

o Provided member to member contact with five area meetings, an annual convention and an owners meeting.

. Conducted training programs for all levels of dealer personnel on salesmanship, employee relations, product knowledge, advertising, store security and many other subjects.

. Met with a Sacramento lobbyist representing your interests at least six times.

(Please turn to page 32)

Our location on the Port of Coos Bay provides ideal export capabilities; the nation's largest wood products shipping port with easy access to other major deep water ports.

WHOLESALE I.,UMBERCO. SPECIALIZINGINA

COMPLETE LINE OF THE FOLLOWING:

REDWOOD

,.WILL CALL'' OR DELIVERY

COPPER}IATE''25O'' TREATING SOLUTION PINE

DIAMOND,

CLEAR DOUGLAS FIR

CLEAR VG DOUG FIR S4S KD

x4, 1x6, 1x8, 1 xl 0, 1 xl 2

TrfiEsbufr iffrntfirbffi

WAYNE GARDNER executive vice president

Llow MANY times do you. when I I the phone rings, mutter under your breath or even out loud before you pick it up"How can I get anything done when that phone continuously rings?"

It's a rhetorical question. But it makes you feel better.

Life is a series of, if you will, interruptions and sometimes upsetting events. If you are not prepared for them, then you are really not prepared for life.

Association activities seemingly hinge on interruptions. And welcome they are. We are here to be of service to the member. Most of the calls require action such as going to a jobsite, to discuss the grade or the quality of lumber being used; calling on a building department to clari$ some misunderstanding relative to grades or species or both; answering a technical question relative to wood species either for the member or a contractor, or an architect, or a homeowner or almost anyone; answering questions from the members about Proposition 65, which usually requires rereading Proposition 65 to make certain that no misleading statements are made on the phone about the law, and a multitude of other questions.

We can handle the calls. They are not intrusions into our time, but the reason for our existence. When the calls slow

down, we worry.

Some of the calls and the Problems that need to be solved, we find, are recurring.

For example, when a plan calls for No. 2 - 2 x 4's for in a rake wall, Const/ Std or Std & Btr is not an adequate substitute. If all straight construction is called for, Std and Btr is not an adequate substitute. lf construction grade 2 x 4 is specified, Stud grade is now an adequate substitute. If S-Dry is called for, S-Grn will work, but somebody better be aware of what's happening before it gets to the job site.

Specifications are written for a reason. They are not necessarily etched in stone and there is usually an "or equal" clause in existence, but you have to be certain that you are supplying the "equivalent" of what was specified or have someone's approval to do so.

lf these types of calls were upsetting, if we were not flexible enough to handle them, then we really wouldn't be prepared to handle life. Resilience is a characteristic that each of us needs. Particularly an association. The needs o[ the members are not all the samel so we need flexibility to meet those needs and resiliency to take the pressures from you, the member, as well as from Your customer who feels that the world as he sees it is the onlY one that exists.

For us a call is never "the man flrom Porlock." They are all important.

MOUNTAIN STATES

FRED CARUSO executive secretary

lAgngvoNIES conducted in conVjunction with a meeting of the Wood Organization of Denver in Denver named long-time lumberman Tony Tiemann as an honorary life member of the MSLBMDA.

A resident of Greeley, Co., for 33 years, he began his career in the lumber business in Nebraska before moving to Greeley as manager of Weller Lumber

Co. After two years, he moved to Hoggsett Lumber as manager for seven years. In 1971 , he became contractor sales manager for Everitt Lumber, a position he kept until his retirement in 1982.

After retiring, Tiemann worked part time for Everitt as a sales trainer and taught classes for MSLBMDA from 1985 to 1987. More than 800 students in 30 cities attended his classes. He also wrote a book and self study course, "How To Talk Like A Lumber Pro."

Dave Stookesberry, Economy Builder's Materials Supply, Greeley, presented the award to Tiemann on behalf of MSLBMDA.

Dlsidbutors

NORTHEAST GEORGE MCQUESTEN CO.

Iron Horse Park North Billerica, MA 01862

(617) 663-343s

MID.STATE LUMBER CO. 200 Industrial Parkway Branchbrr€, NJ 08876 (2O1\ 725-4sOO

SOUTHEAST FURMAN LUMBER CO.

896O Henkels Ln. Annapolis Junction, MD 20701 (3Ot) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498

Asheville, NC 28813

(7O4\ 253-5667

EPPERSON LUMBER SALES, INC. PO. Box 1559

Statesville, NC 28677

(7O4) 873-4321

WOODFORD PLYWOOD PO. Box 1731

Albany, GA 31703

(912) 883-49OO

Branches in Alabama, Georgia & Florida

LAKE STATES EMPIRE WHOLESALE PO. Box 249

Akron, OH 443O9

(216) 434-4545

DETROIT FOREST PRODUCTS 35135 Glendale

Livonia. MI 48150 (313) s22-0610

NORTHWEST HUMPHREY LUMBER CO. PO. Box 99943 Ihcoma, WA 98499 (206) 584-6263

UPPER MID WEST CANTON LUMBER CO. P.O. Box 9328

Minneapolis, MN 55440-9328 (6t2) 42s-t4OO

WEST

ALL-COAST FOREST PRODUCIS, INC. PO. Box M

Chino, CA 91708 (7t4\ 627-8551

HEDLUND LUMBER & MACHINE STAINING

P.O. Box @038

Sacramentq CA 95860

(916) 331-6611

CEDAR WEST CORP

P.O. Box 5224

Denver, CO AOZV (3O3) 294-9lOl

"MyHomeSaysA LotAbout Meo . . And CedarPrd SidingJ'

Sam Greco, Home Owner, Rancho Murieta, California

When I built my custom home, I wanted the best. I looked for quality in the products I bought. And I didn't want imitations or lookalikes.

When it came time to specify a siding material, it was a natural choice...CedarPro Incense Cedar. CedarPro has the look I want. Clean, sharp. It says "custom home".

I plan on being here a long time. I'm confident my CedarPro Siding will be too. It's the look that lasts.

Corporate Office, PO. Box 7349

Stockton, California \SZOT 209/957-6360

WALLY LYNCH

Paid Associates PO. Box 741623 Dallas, Tx.75243

l|lle-cof-foE-ME is a four syllable. 9nine letter word spelled D-l-C-H-OT-O-M-Y meaning division into two parts. Like there are two sides to every argument; there is no back without a front.

The word also has a paradoxical meaning: the glass is half full and half empty or partly cloudy or partly sunny.

Our industry is full of costly dichotomies that are easily corrected. Here are a few of the more ironic and amusing.

If 5000 people attend and visit the 400 booths per trade show, the question "What's new?" is asked 2,000,000 times during each event. If there are 100 shows each year, the query will be made 200,000,000 times. If each question and the answer covers five minutes, one billion minutes will be expended annually.

This is 16.666.666 man hours, but because at least two people are involved' it doubles to 33.333,332, each Year.

At $5 per hour, our industry sPends $166,666,600 a year talking about what's new. The dichotomy here is not the cost of the conversations, but the inquiry. What's new is a craP-shoot at best. What's old is what's sold! Our business is selling and planning to sell, not buying. Its priorities are: plan to sell, sell and buy a few more!

If there were an OlYmPic event in harping on advertising and pricing, almost any retail entrepreneur in our industry could coach the team and sweep the medals. Such talent is generated because no one can figure out how the other guy sells it for less. Along with ttris frustration, no one can afford the kind of advertising needed to compete. No alternatives short of four color multiple page tabloids are acceptable. The dichotomy of this is that virtually every retailer in

the country outside of this industry uses some sort of telemarketing to generate business, goodwill and service. Through reputable telemarketers such services cost from 150 to 200 per call. Basically 1000 customers can be contacted each month for $150 to $200.

In terms of reaching a targeted audience this media has no peer. For every 100 calls placed 500/o cannot be completed because people have moved or are not at home. Of the other 50%, half will listen to the total message. The other half will listen to all or part of the message. This is a 37% share ofthe audience contacted, equal to or greater than this country's most tuned in radio station. These figures hold for telemarketing whether the message is live or recorded.

Most dealers regard this media as no good because when they get such calls they hang up. They believe such calls offend customers. There's a multi billion dollar industry in this country generating an offense for little guys who don't know it doesn't work to big guys who would hate to be without it.

"We service the customer better" has long been the cry of the independent in the face of encroaching "no service" chains. A few chains have changed ownership in recent years, but there have been literally hundreds of shutdowns and bankruptcies amongst the "out servicing" independents.

Let's examine a few dichotomies in

April 1988

lhrs scenario. I1'riiu'rc .L contructor oricntcci lLlmber cleltlcr. 1or-rr onlr custontcr gocs io *ork at 1u.nr. ['hc rintc vour llrst truck lcur cs elich ntoining. plLrs lbout .1.5 nrinLltcs. is the nteusure o1'hou wcll 1or-r irrc scr\ rcrng tne cLlstonler.

If roLr'rc ii\critse. your lirst trLlck is nrirking its llfst tlcliverv about 9 u.nt. \lt11q ;q 61 j.at

I r cn rrorsc \oll ntiss a duill opportLllrt\ l)cr truck t() intltress 1or.rr onll cLlstonrcr\ thilt )'oLl trrc rcallr. interested in thcnr. Il vou strrrt ut (r li.nt.. \ou can. tlttt irtp' tlrrr ligltt :.ri inr lirl... uic \ our lrucks with lr scconrl sct o1' tlril crs f or rulntost a scconil shili.

Il'lou trrc u luntber rurrl or hltrclwarc storc goltc honrc cantcf lrsk r 0ur $ if c tO ririt tlte \l()lL .iltri it. r,'.t r,"'s11. j11 1r.11-ticulur. .\sk hcr ont' r]tlc ti()n. "\\ or-rlcl 1ou hostcss li cirrtncr in this cnr. ironmcnt l '

\\'h1 spcntl rcir crlising tlollrrrs inviting custorlcrs into e tlirtr or t:nkcntpt busincss l \unrcrous \tLt(iics havc sho* n -i o1' the pcoplc go into it rctitil storc to use the rc\t f()ont.

( hrins cost ntof c lo oi)e ri:ltc. but thcl' hlir c l'e* er clichotonries.

E.J. JOHNSON executive ( \ vice president

T UE ALBSA convenlion is getting

I closer and what a great time everyone will havel As reported ealier, the eolf committee has scheduled an unbe-

lievable shot gun tournament for Friday the (May) thirteenth. Participants will get a shot at a new $ I 5,000 Chevroletall that is required is a hole in one over 1 86 yards! Logo shirts and shoe bags and prizes will be waiting for those who sign up.

Several interesting topics will be on

The Merchant Magazlne

the business schedule including a presentation by one of the newest and pro' minent players from Phoenix Football Cardinals. Mayor Terry Goddard of Phoenix has been invited to be this year's Keynote Luncheon speaker on metropolitan growth.

The ALBSA has now instituted a new member service which is designed to assist both member companies and the association's future. We are now prepared to perform title and legal verifications and the filing of 20 day preliminary lien notices. The initial effort is for Maricopa County, but statewide services are being planned. This is a valuable function for those in need and we look forward to its success.

A word herein must also be said about the prevailing market conditions here in Arizona. No doubt that times have indeed been better, but in a realistic sense, growth as has been experienced for the past 28 years cannot continue without periods of down cycles. The future of Arizona is bright as employment and population factors increase. Building will continue and there are indications that the present cycle is turning around. As times change, businesses must change to meet the challenges of the future and the state's lumber industry is an integral part of that changing process. Arizona's lumber interests are filled with good people and good companies - they will be here to serve generations of present and newer Arizonans.

LMA NEwS

(Continued from page 26)

o Published newsletters, bulletins and other communications useful in your business.

o Administered health and dental and workers compensation programs for member companies. including distributing $38,307 in bonus dividend to 80 members in addition to their normal dividend - including $8,534 to members that would have otherwise received no dividend because of high losses.

o Saved member companies significant amounts on business forms. Four companies alone saved over $12,000 ordering through LMA.

o And many more services.

Sound like an advertisement? We prefer to call it a testimonial to the commitment the professional has to his business and his industry, because an association is made up of its members, not its employees.

New Windsor Mill Plant Fire

Fire has devastated Windsor Mill's newly purchased remanufacturing plant in Willits, Ca., causing in excess of $2 million damage.

The cause of the Feb. 28 blaze is under investigation. It burned 50,000 sq. ft. of the building and 2 million board feet of redwood and Douglas fir.

All machinery was also lost. "What wasn't destroyed bY fire or heat, water from the sprinklers took care of," said Ray Flynn, president of the Windsor, Ca., based firm.

The plant will be closed until remodeling is finished, expected between mid-May and June. "We are taking this opportunity to completely renovate the plant and bring in the latest equipment," Flynn said.

Windsor Mill had bought the facility only several months before from Harwood Products.

Joint lndustry Meetings

Three wood preserving industrY organizations have agreed to hold concurrent annual meetings this year revolving around a core program.

The Society of American Wood

Preservers and the American Wood Preservers Institute will conduct concurrent and joint sessions Nov. l-2 in Orlando, Fl., with the American Wood Preservers Bureau meeting in the same location Oct. 31.

LMA Dealers to Meet

The Interdependence of IndePendents is the theme of the 49th annual Lumber Merchants Association of Northern California convention, May l4-17, at John Ascuaga's Nugget, Sparks, Nv.

Guest speakers, seminars, Product display show, election of oflicers, board of directors and general membership meetings, annual award presentations, dinners, and a golf tournament.

Dick Campbell, Hoo-Hoo International's president, will speak at and judge the Quick Pitch Program.

Other guests will include Earl Carpenter, National Lumber & Building Material Dealers Association president; WaYne Quasha, North American Wholesale Lumber Association, and rePresentatives from Handy Store Fixtures, discussing innovative display techniques.

atr:39:!lt9!!Eik$rilisiii;ilil'.:,tnti!lri',:rdiri!*s:s!l'il:i}ril!l:llli'18lt:'li3iilliu:ii!*!::9i

The Merchant Magazlne

Westem Tumings & Stair Sold

Western Turnings & Stair Co., Denver. Co., has been purchased bY Visador International, Jasper, Tx., a subsidiary of Visador Co.

The plants in Denver and Tacoma. Wa., and a distribution warehouse in Los Angeles, Ca., will continue to operate under the Western Turnings & Stair Co. name.

Former owners Ronald W. Pott and William G. Grimm have joined the Visador International board of directors and will serve as consultants. No other personnel change except their replacement on a daily, active basis is anticipated at this time.

Western Turnings & Stair Co. manufactures softwood and hardwood stair parts, "Marbleine" structural columns, "Expandoor" folding doors, "Wonderail" wood stair systems, and other related products'

Pott and Giimm's other business, R-W Specialties, Denver, was not included in the sale.

Visador Co. operates three divisions producing doors, stairs, and accessories in Jasper, Marion, Va., and Washington Court House, Oh.

Electronic Marketing & Treated Wood

Electronic marketing is generating a strong viewer response for many companies including Osmoie Wood Preserving, Inc. As a service oriented company, it emphasizes providing customers with state-of-the-art electronic marketing capabilities.

These include national television exposure and a toll-free hot line. Over 26,000 potential buyers of treated wood products called in for free plans in 1987 to their number. Callers were referred to a local dealer, resulting in increased in-store traffic and retail sales.

_ In order to generate a strong viewer response, Osmose utilizes a television show appealing to the home gardener, one of their target markets. They purchase complete show segments on The Weekend Gardener television show in order to educate and inform viewers about using treated wood products in the home garden.

Story at a Glance

Television shows, project video cassette tapes, toll-free telephone numbers and tv talk shows are all being utilized to teach both trade and consumer.

This show, aired on TNN every Saturday, is seen by over 65 million viewers. At the end of each show, free project plans and the Osmose toll-free number are shown on the screen. Viewer response has been immediate and substantial. For example, after a recent demonstration on building a cold frame, over 2000 calls came in to the Osmose operators.

A slightly different television approach involves Bill Yanson who is promoted as "The Osmose Handyman." A mobile spokesman for the company, he travels around the country appearing on noontime talk shows. Dealers are informed in advance of his appearances in their areas and often schedule sales dates or store openings to coincide with his air dates.

The company also has sold hundreds of project videos to potential customers over the last three years.

ll|0 ilil0 ca||$ util]| ll|0 il0 Pnoflffi!

FAMOWOOD

is the PR0FESSI(It{A['S Att pURP(ISE ptASTtC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood.defdcts, filling wooo cracks, gouges, covering countersunk nails and scrilws. -

Can be used under Fiber Glass! ,kge

Reaoy ro use ngnt our or tne can, Famowood!

iliJlil,,ilf,Piiii-*sticks rike srue; dries

and will not gum up sander. Waterproo weatherproof when properly applied. |;i";illfe:.

16 matching ryoort cotors

BEVERLY MAI{UFACTURII{G C(lMPAI{Y

9118 S. Main Street .Los Angetes, Calif. 90003, p.0. Box 73233 Manul.cturCrs ot Femowood. Famogta!., F.mosolv€nt Oistribulor and Do.l.. Inquirils Invitld

TALK SH0W appearances by Bill yanson (right), traveling spoKesman for Osmose Wood Preserving, Inc., utilizes the electro-nic'media.

ffthbbdlyousee( sdesperson,$eV

At Willamette Industries, we've always believed long distance relationships were best suited for pen pals.

Not customere.

When our salespeople visit you, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is still the best way to highlight the quality and'rariety of our Southern and Western wood products. Lumber and plywood orders are shipped directly from our mills, but for extra support, we rgly on a network of strategically placed warehouses to further fill vour needs.

Either way, we've got the capabilities-and the peopleto meet your "just-on-time" requirements.

So if you're ready for a closer working relationship, call Willamette. And get used to hearing more from us. In person.

0willamette Industries, Inc.

Western Lumber and Plywood

P.O. Box 907, Albany, OR 97321 (s03) 926-7777

Southern Lumber and Plvwood

P.O. Box 1100, Ruston,LATL2TO (318) 255-6258

tbad.

Mike Huycke, Western Lumber Sales

Lumber & Plyrvood DMsions

Weyerfraeuser Now Ghairman

George H. Weyerhaeuser will become chairman of the board as well as chief executive officer of Weyerhaeuser Co. with John W. Creighton Jr. becoming president, responsible for all operating units.

Weyerhaeuser will assume the chairmanship when Robert B. Wilson retires at the annual meeting on April 21. Creighton has been nominated for election to the board.

The new president joined Weyerhaeuser in 1970 as the first general manager of the shelter group. He was elected a vice president late that year and has been an executive vice president since I 985. Weyerhaeuser, a great grandson of the founder, has been president and c.e.o. since 1966. He joined the company in 1947.

Charles W. Bingham will continue as Weyerhaeuser Forest Products Co. head.

1988 CAP Audit Negotiations

Voluntary contributions of aPproximately $85,000 will be needed from the pressure treating industry to finance the 1988 Consumer Awareness Program audit.

Contract negotiations and the solicitation of financial support will be handled by the American Wood Preservers Institute and the Society of American Wood Preservers.

The audit, which measures the success of the distribution of Consumer Information Sheets to those purchasing pressure treated wood as well as other industry information programs, has been conducted for two years.

The 1987 results virtually mirrored those of the initial 1986 audit. It is planned that after three consecutive successful years, the industry will approach the EPA with a Plan to conduct the audit on a two or three year cycle.

Knoll Show Home Donated

The precut home showcased bY Knoll Lumber, Kenmore, Wa., at this year's Seattle Home Show was later donated to local children's groups.

Valued at $80,000, the threebedroom, two-bath home is the product of more than 100 carpenters and more than 30 Knoll Lumber suppliers.

It was displayed on the Kingdome

arena's stadium floor at the Feb. 27March 6 exhibition, then disassembled, trucked to Vashon Island, and reassembled at CamP Sealth, summer headquarters for Camp Fire Girls and Boys of SeattleKing County.

Buena Park Opens Door ShoP

Buena Park Lumber Co., Buena Park, Ca., has opened a special door shop on the premises, aimed at increasing door sales this Year bY l000/0.

The "Door Stop" was transformed from a warehousing/stocking area into a first class showroom complete with beautiful displays and installation services.

"We kicked it off (the ltrst weekend in March) by selling 60 entry doors, which range from a couPle of hundred to a couple ofthousand dollars apiece," says John Nelson, president.

Office Warehouse ExPedment

Builders Square is develoPing a warehouse-type format for Kmart, its corporate parent, to sell offrce supplies, furniture and business equipment in major markets across the country.

Due to open this summer, the as yet unnamed venture is headed bY Jack D. Guthrie, Builders Square executive vice president. His staffincludes Robert E. Stutz, gen. merchandise mgr.; Patrick M. Mattingly, operations; R. Gene Cuthbertson, advertising and sales promotion; Mark Perry and James Reding, buyers.

IHR0UGH the doors is a roomful of entryways and accessories at Buena Park Lumber's new Door Stop area.

Utility Tautliners.

Everything you've always wanted in avun.

And less.

Utiliw thutliner vans and truck bodies have just about everything you could ask for in a piece of transportation equipment. trgendary Utility qualiry versatility, durabiliry and engineering innovation that pays off mile after mile, year aftm year

Butthe best thing about aUtility Tautliner is whatit's missing. Walls. Permanent, rigid van side-walls th?t pery?' nentlyitop you from takingfull advantage of atrailer's full capabilities. Instead, Utility Tautliner trailers and truck bodies feature load-bearing side curtains that slide open in a couple of minutes.

Which is about how long it takes to load and unload. Because only a Utility Tautliner gives you access from the rear and both sides. Simultaneously. Plus, first-on last-off loading, planning, and routing are eliminated once and for all. Saving you time. And saving you money.

However, while saving money is fine, making money is a lot better. And a Utility Tautliner does it a lot better than any other trailer on the road. Since its uses are pnrctically unlimited, so are your profits.

Non-revenue miles are reduced, and

productivity is increased.

The secretis in Utility's unique, patented curtains. Made of strong, rip-stop, cross-linked, polyvinyl ciloride-coated polyester, they are totally weather-proof, yet flexible enough to allow loading to the full width. So when you spec 102" width, you get 102.'Andthose extra square inches add up !o alot of round numbers. Preceded by a dollar sign, of course.

And that's backed up in writing, with the most comprehensive trailer warranty in the industry, the Utility 5 year warranty.

So whether you are hauling lumber, down pillows, heavy machinery or beer, even all of them at once, no other trailer or truck body in the world can give you more than a Utility Tauttner.

cdl l-800-824-4514 in California l-800-2 2 8-6018

For the nearest Utility Tautliner Trailer/Iruck Body Dealer near you.

Grab the better part of ttre outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs.

Western Red Cedar comes in all the sizes, len$hs, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects.

Protected by natural phenol preservatives, Cedar is treated all the way through, nahrally, and makes imitators turn green with envy.

So, bring that additional outdoor business to your store. Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar producers.

Western Red Cedar Lumber Association

Let us send you a set of Cedar idea literature and our Where To Buy Guide. Mail coupon to Western Red Cedar Lumber Association, Yeon Bldg,522 S.W Fifth Ave., Portland, 0R 97204. 0r phone (503)224'3930.

Record Panel Exports

A record 795,502,000 sq. ft. of plywood, 3/8 in. basis, was shipped offshore by U.S. producers last year, part of a record 27.3 billion sq. ft. produced by the U.S. structural panel industry in 1987.

Much of the export increase went to the United Kingdom, the largest single U.S. export market, with a I l0% increase over 1986. Belgium and Luxembourg had a 460lo increase while the Italian market was up l440/0.

Tom Fast, APA director, international operations, noted that "sustained promotional and technical effort is beginning to bear fruit" in the Japanese market. While small in volume, just over 12 million feet, shipments to Japan increased 420/o in I 987

Housing Starts Seen Steady

Over half of 659 home builders, real estate brokers and syndicators surveyed predict that housing starts will be up or stay at the late 1987 levels in 1988.

San Diego, Ca., is likely to experience the greatest increase in hous-

ing starts in 1988, followed closely by Atlanta, Ga., and Los Angeles, Ca. Other metro areas among the top l0 are Phoenix, Az., Miami/Orlando, Fl.; Boston, Ma.; Washington, D.C.; San Francisco, Ca.; Chicago, Il, and New York, N.Y.

The typical new home, according to the Touche Ross survey, will have three bedrooms, two or two and a half baths and a two car garage in under 2,000 sq. ft. on a lot under 10,000 sq. ft. Cost: under $150,000. The home will be heated by gas except in the South where electricity is favored.

May: Home Remodeling Month

May has been proclaimed National Home Remodeling Month by the National Association of the Remodeling Industry.

Even discounting do-it-yourselfers, the industry expects professionally installed remodeling projects to exceed $73.2 billion this year. Most popular remodeling projects are bathroom renovations/additions, kitchen remodeling and deck additions.

state

zip

Final 87 Housing Stats

According to F. W. Dodge Co., Washington, D.C., led the nation in 1987 construction of new hou$ing with 52,045 units. Los Angeles/ Long Beach, Co., ranked second with 50,052 units.

Others in the top l0: Atlanta, Ga,, 46,333; Riverside/San Bernardino, Ca., 4l ,282; Chicago, Il., 30,189; Phoenix, Az., 27,216; San Diego, Ca., 27,011; Minneapolis/St. Paul, Mn.,26,219; Detroit, Mi., 26,009; Philadephia, Pa., 25,366.

Flatbed Trailer Expansion

Utility Trailer Manufacturing Co. has completed additions to its City of Industry, Ca., plant, resulting in a total of 30,000 sq. ft. housing very modern flatbed manufacturing equipment.

Designed for the production of the new Industry line of center and wide frame flats, the area features a state-of-the-art plasma arc flame machine, decoiling machine, high pressure wash booth, high pressure air drying system and air flow paint booth.

Fred J. Kupel, c.f.o. and v.p. o[ finance and administration, Bohemia Inc., Eugene, Or., has been elected to the board of directors.

Rick Gibson has been named mgr. of the new hardwood dept. at Westgulf Lumber Co., Portland, Or., according to Warren E. Dellow, pres.

Carl A. Liliequist has been promoted to v.p. of sales & marketing for PGL Building Products, Auburn, Wa., according to Jim Ben Edens, pres. and c.o.o.

Tom Lyons is now a technical service rep for Wa., Or., Mt., Ak. and western Canada for Bruce Hardwood Floors, according to Mike Kearins, v.p. of sales. Tom Berry is district sales mgr. for the same territory.

Richard E. Garabedian has been appointed v.p., trade sales, for The O'Brien Corp., San Francisco, Ca., replacing Orley Anderson, who has retired.

Alan Holmes has been named gen. sales mgr. of Georgia-Pacific, Fort Bragg, Ca., replacing recently retired Carl Force.

Jeffery Lynn has been named pres. of Lynn lrorest Products, Inc. (formerly Coastland Forest Products). Corona. Ca. Scott Watson is v.p.

Larry Bollinger, Jones Wholesale Lumber Co., Lynwood, Ca., and his wife, Myone, are enjoying a free Hawaiian vacation and $1000 she won on radio station K RTH-FM's call-in giveaway, according to Steve Thurgood, sales mgr.

John Ganahl, Canahl Lumber Co., Anaheim, Ca., and Jack Peters, architectural mill, competed in last month's Los Angeles Marathon.

Richard Turrieta is the new gen. mgr. of Foxworth-Galbraith Lumber, Grants, N.M.

John Gammon has been named operations mgr. for Moore Lumber Co., Castle Rock, Co.

Mark Majors is now mgr. of Sierra Pacific Industries' Richfield. Ca.. distribution facility. Jim Johnson replaces Majors as sales mgr., industrial lumber, Redding, Ca.

Ted Jewett is the new div. mgr. of the Indian Head Div. of Columbia Forest Products. Portland. Or.

The Merchant Magazine

Dean Wilton, Forest Products Wholesale, Inc., Gilroy, Ca., reports that his team upset favored Redwood Empire, Inc., Morgan Hill, Ca., to win the amateur basketball championship of Santa Clara County.

Barry Wadlow is now handling purchasing for Thunderbolt Wood Treating, Inc., Riverbank, Ca., according to Roy Liles.

Sterling Wolfe, Marquart-Wolfe Lumber Co.. Tustin. Ca.. and his wife. Loraine, are back from a three-week Hawaiian vacation.

Ken Holgate is now mgr. at A.C. Houston Lumber, Albuquerque, N.M. Margaret Coley has succeeded him as mgr. at the Crested Butte, Co., operation.

Jay Orendorff, sales mgr., Fountain Industrial Lumber Sales, Los Angeles, Ca., and his bride, Patty, followed their Feb. 27, 1988, wedding with a nine-day honeymoon in New Orleans, La., according to Ed Fountain, Jr.

John Bates, partner, Westmark & Associates, Costa Mesa, Ca., and John C. Wylie, Armstrong World Industries, Lancaster, Pa., have been added to previously announced panels of experts set lor AHMA's Chicago home center conference in May.

Aprll 1988

Mark Porter has joined Hampton Lumber Sales Co., Portland, Or., as a mill sales asst. Russell Pratt is new to the sawmill sales group and Jeff Moore is now a trader.

Larkin Kaliher, owner, Larkin's Lumber & Building Supply, Newport and Waldport, Or., has been elected pres. of the Pacific Northwest Hardware & lmplement Association.

Doug Ketchum has left the Western Wood Products Association as a So. Ca. district mgr. to move to Tulare, Ca., where he has purchased a Mack Tool franchise.

Dan Van Duinen has been named pres. of Jacuzzi Brothers div. of Jacuzzi Inc., Walnut Creek, Ca., according to Roy Jacuzzi.

D.J. Regnier is now in domestic and export sales at Mackinaw Lumber Sales, Bend, Or.

Rich Harlow, Southwest field rep, Simpson Panel Products, Shelton, Wa., is now handling all of Ca. and Nv., according to John White, marketing mgr. Steve Norris, Northwest field rep, has added Co. and Ut. to his territory.

Bob Vila, tv home improvement expert, has been appointed spokesperson for Newell Window Furnishings Co., according to v.p. Stephen C. Thomas.

Steve Richards and Geof Crandlemire have joined the softwood sales dept. at Autumn Enterprises, Boise, Id. Gordon Wiseman is now regional mgr. of Gittings Lumber, Denver, Co. Louise McQuin, Rosboro Lumber, Springfield, Or., has retired after more than 40 years in the business.

Taylor Hubbard is now with MaywoodAnderson Forest Products, Woodland, Ca.

Stu Westlake, gen. mgr., remanufacturing, Louisiana-Pacific, Red Bluff, Ca., has been elected pres. of the Wood Moulding & Millwork Producers Association, succeeding John Kirkpatrick, American Forest Products Co.. Stockton. Ca. Also elected:

Timothy J. O'Malley, O'Malley Glass & Millwork, Phoenix, Az., v.p.; Tom MacDonald, Contact Lumber Co., Prineville, Or., treas.l Bernard J. Tomasko, exec. v.p. and sec. New board members: Erwin Hengst, Ric Morrison, Frank DeMott and Ron Hoppe.

Bob Riggs, Sequoia Supply, Fairfield, Ca., is recovering nicely following surgery for a brain tumor.

L. Robert Hoffman has been appointed a v.p. of WTD Industries, Portland, Or. Wes Okamoto is now treas.l Scott Christie, director, and Ladd T. Seton, pulp v.p.

Marty Wilson is new to Pacihc Breeze Lumber, Eugene, Or.

David Cunningham has joined the lumber marketing div. of Simpson Timber Co., Shelton, Wa., as a sales supervisor.

John M. Princrc, Georgia-Pacific, gen. mgr., wood products sales/West, Portland, Or., plans to retire in June after 38 years with the co. Lyle Thompson will succeed him.

Gary Cesario has joined the hardwood plywood sales dept. at Timber Products Sales Co., Springfield, Or., according to L. J. Moore, gen. partner.

J. T. Brown has been named sales mgr. of Gerard Tile Inc., Brea, Ca., according to Ron Knighton, national marketing director.

Ken Raney has joined Hammond Lumber Co., Bellflower, Ca., as an outside salesman, according to Dick Bailey, pres. The two men last worked together at the original Hammond Lumber Co. in Long Beach, Ca.

Roy Springer, salesman, Lumbermen's, Redmond, Wa., has been elected Employee of the Quarter.

(Please turn to page 45)

PRESIIGE

THE STATUS SYMBO1 IN PRESSURE TREAIEDWOOD.

POTEIIIIAT PRO]ITS

Full spectrum merchondisinq qives'you o bonus in extro ioles. Whv ("ll ploin-Jone lumber when you con sbll decks, fences, eozebos, o life-style ond customer lo-yolty?

The Weekend Gordener Show on TNN every Soturdoy pocks'em in. The Osmose Hondymon on noondoy TV ocross the couniry qefs'em buildiriqlAnd. Greot Plonr.on-

The Osmose lobel soys it oll. lt's like the three-poinled stoi on the hood of o Merc'edes. Thot's whot we're selling. A prestige product. A cleon product. ,A sofer pioduct. Consumers don't wont to toke chonces with poor imitotions. They wont o 6rond they con trust. Why notquit selling imitofions, ondsell thb brond Americo videos Greot Plons monuols shows 'em how.

$TM

The Osmose brond provides fhe mercho nt with profitbbility opportunities. Direct cusfomer referrols on the deoler "holline." Bonus soles of power tools, odhesives, cemenf, noils...ond o new line of Osmose wood profection coofings. When we soy theret power in o nome, we oren'i kidding. Everydoy, more success slories ore beinq written by smort businessmen who leleroqe their positions with brond nome mLrketin!. lf you're looking oi the comp"elition ond wishing, then it's, - \ " timetomoke ' *- | the move to J;lt* ',. Osmose. ,t!

0$rno$\\-..'

rqq $

wooD PREsERYlltG, mc. l-900-522-9553

Personals

(Continued from page 43)

George J. "Bud" Schlitt, v.p. of domestic sales, CooperTools, has retired after more than 40 years with the firm.

Pete Winans has joined the lumber sales dept. at Bohemia Inc., Eugene, Or., according to Keith Wright, marketing v.p. Chris Rogers is now specializing in marketing to Japan.

Jack Chapman, product development mgr., Schlage, San Francisco, Ca., has retired after 36 years in the industry, the last 2l with Schlage.

Terry Galbraith has joined Thunderbolt Wood Treating, Riverbank, Ca., as production & inventory coordinator, according to Roy Liles.

Larry Fuller has been named sales mgr. ofSierra Forest Products. Inc.. Terra Bella, Ca.

Chuck Bromley has joined Caveman Lumber Co., Merlin, Or., as sales mgr.

Steve Munch is new to Northwest Wood Specialties, Portland, Or.

Kathy Upton, Laco Lumber, Woodland, Ca., was a recent visitor to the Associated Builders & Contractors convention in San Francisco, Ca., surviving some egg throwing by union pickets.

Hugh Mungus and Freddy Fungus, owners of Mungus-Fungus Forest Products, have proudly announced that they are co-chairman of the Harold Stassen For President Committee in Climax, Nv.

Spring Hardwood Meetlng

Fine Textured/ Kiln Dried

NAVA-PINE

NAWLA's Annual Seminars

The North American Wholesale Lumber Association's annual wood marketing seminars, week-long training programs designed for sales people with six months to two years experience, will be held June 12-18 at Oregon State University, Corvallis, Or.; July 24-30, University of British Columbia, Vancouver, 8.C., Canada, and Sept. 25-Oct. 1, University of Georgia, Athens, Ga.

Faculty composed of seasoned wholesaler and mill veterans will address manufacturing and transportation concerns, the quality control system of grading, reinspections, handling claims, prospecting, credit and collection efforts, marketing, and salesmanship techniques.

The overview of wholesale distribution is reinforced through case studies, exams, role playing, and field trips.

The Western Hardwood Association spring meeting will be held May I l-13 in Seattle, Wa., under the direction of co-chairmen Bruce Bauer, North Pacific Lumber Co., Portland, Or., and Jack Lundberg, Barton Wood Products, Lynnwood. Names of 1988 chairmen have been announced by Dave Sweitzer, secretary-manager. Jack McMurtrie, McMurtrie Bros., Inc., Alhambra, Ca., and Bill Morrison, International Hardwoods, Inc., Portland, will head the finance committee; Mike Starling, Tumac Lumber Co., Portland, grading rules; Jerry Haney, Whittier Wood Products, Eugene, Or., promotion; Jerry Van Dorn, Diamond Wood Products, Eugene, and Merlin Smith, Carolina Wood Turnings, Olympia, Wa., legislative; Ron Delaney, Hearin Forest Products, Portland, nominating; Jim Hunt, Pacific Hardwoods Co., Philomath, Or., membership, and Marvin Noble, Noble & Bittner Plug Co., Hebo, Or., man of the year.

Premium Quality

Lumber

Half Pak PIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and PlV.

IEACHER Clif Jones, marketing manager, Brunswick Pulp & Paper, Brunswick, Ga., discusses mill marketing strategies at a NAWLA semtnar.

The Merchant llagazine Brighten Up After Treatment

Treated wood decks coated with thick layers of mildew, algae and dirt reportedly can be restored to their original look with Wolman Deck Brightener from Koppers Co.

NEW PRODUGTS

and selected sales aids

Sun Shades

Easy-to-install interior and exterior solarium shading systems are now available from Sunshine Rooms.

Comfort Glide interior shades are operated by a gravity-fed system. Metal battens, spaced at l0-in. increments, travel on nylon rollers inside built-in internal shade tracks. The battens provide support and allow the shades to precisely follow the

A Clip With Slip

High strength steel spring clips are new from Inland Steel.

Manufactured from 190,000 psi steel, which eliminates the need for heat treating, the clips are zinc

contour of the solarium walls for a fitted look.

Exterior systems come in three versions: the roll drop shade; the fixed shade, and the sloped track shade.

The shades are available in a wide range of durable, moisture-proof fabric textures, weaves and colors. Various styles of matching gable ends are also offered.

plated, corrosion resistant, and feature two holes, one with a retaining pin staked in it.

The clips are designed for a variety of structural uses, such as positioning the legs of a sawhorse.

Hickory Handled Hammer

A 16 oz. straight-claw, wood handle hammer is new from Estwing Manufacturing Co.

The tool features a double-tempered and fully polished head, white hickory handle, and triple wedge head-handle construction.

The product contains no chlorine bleach or acid and, when mixed with water, becomes completely biodegradable. One 6.4 oz. packet is said to restore an average l0' x 15' deck in less than an hour.

A follow up coat of Wolman RainCoat water repellent can protect the deck from the effects of moisture, such as warping and cracking.

Mask Marvels

Dust masks from Daubert Coated Products provide protection from non-toxic fumes, dust, powder and other airborne irritants.

The entire surface of the mask acts as a filter, but does not interfere

with breathing or speech since, for comfort and ease, it stands away from the nose and mouth.

A light elastic headband holds the mask snugly in place. A flexible metal nosepiece, which may be adjusted to fit each individual, allows maximum vision even with glasses or goggles.

Ideal for dusting, sanding, cleaning or doing yard work, the masks are available in packages offive or 50 each.

Squares By The Yard

Deck and landscaping squares constructed of l" x 4" treated decking material are new from Ajax Yardworks.

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 thanks!

Kiddie Fort

Wood-Look Walls

A new fencing system of interlocking concrete panels and posts has been introduced by American Technocrete Corp.

Woodcrete is said not to deteriorate, rot or burn. Each component features integral color (cocoa brown) with a natural woodgrain texture on both sides.

The 18" squares are guaranteed to resist insects and deterioration for 40 years.

A complete line of 24" parquet and 36" herringbone deck squares is also offered.

Seedy Work

A convenient new hand seeder for spreading grass seed and fertilizer has been introduced by Ames Lawn & Garden Tools.

A wooden fort in kit form children has been introduced Handy Home Products.

for by

The Seed-Wiz features a positive stop setting, automatic shut-off, gra- vity feed base with agitator for smooth flow, cast metal gears, molded base, adjustable handle strap and a canvas bag with a zipper.

Sandable Veneer

Tenderized veneer that is manufactured 300/o to 500/o thicker to improve flexible veneer sandability has been developed by FormWood Industries.

The veneer features peel-andstick, pressure-sensitive backings.

Made of lx4 spruce boards, the fort measures 6 ft. x 6 ft. x 4 ft. All parts are pre-cut and require only a hammer for assembly. After assembly, it can be finished with clear wood preservative or stain, or painted with an exterior paint. Designed for indoor or outdoor use, Fort America has double front doors, a rear escape hatch, and four corner seats.

What's Gooking

The Designer Line of kitchen appliances is new from Jenn-Air Co.

Details include subtle striping accents, beveled edges, curved forms, imaginative arrangement of functional features and graphics, modern use of color, the frame-less door look, clean lines, glass that resists high temperatures, durable power finishes to replace chrome, convenient round-top push buttons and curved knobs, and overall wearresistance.

The line features self-cleaning ovens, indoor grilling, frost-free refrigerators, solid-state electronic ignition gas cooktops and programmable micowave ovens.

The 1' x 5' panels have tongue and groove interlock. The top panel is crowned with a caprail for a finished look. Woodcrete lattice or wrought iron can be interchanged with panels to complement fence design.

Sharp Right Turn

Designed to drill concrete effortlessly, even in hard-to-reach spots, a right angle attachment for rotary hammers is new from Bosch.

For SDS models lI210SVR and I l2l2VSR, the accessory pivots through 360' to ensure correct positioning for any application.

Some Assembly Required

An l8-piece collection of readyto-assemble furniture including l0 bedroom pieces has been designed by Armstrong.

Featuring a light oak, stain resistant finish, the Avalon Collection utilizes solid wood and brass hardware.

Handy Gloths

Towlettes impregnated with a unique detergent for cleaning hands are now available from Convenience Products.

Cleenettes have waterless cleaner which leaves hands smooth. Their strength permits removal of hard substances like ink, grease, stain, dried epoxies and wet and semi-dry paint.

The towels come in a 2-7/4" x 3" colorful, airtight packet, with four individual packets displayed on a 4" x 8" blister card.

Hampering With Vanities

A vanity with an integral clothes basket is new from Starmark. The drawer header above the basket drops down to insert clothes, while the basket itself slides out for carrying to the laundry room.

The bedroom pieces all have internal cam connectors which cannot be seen when the units are assembled.

A blanket chest, two nightstands, two chests. a dresser, a headboard, mirror, armoire and wardrobe comprise the bedroom collection. Two room dividers, a cooking center, tvl vcr cart, utility cart, two desks and an entertainment center also are available.

Ride The Rail

Tubular, nylon-coated steel railings are now available from Normbau, Inc.

Complete with basket, the vanity features an exclusive Star-Sheen finish and is available in a variety with a choice of door stvles.

Freeze In

A 22-cubic ft., built-in refrigeration unit has been introduced by Modern Maid Co.

At 36" wide, 25" deep and 72" high, the unit fits in either a 24" or 25" deep cut-out space.

It features distinctive black styling, three doors, ice and water dispensers, adjustable compartment door shelves, fresh fruit drawer, and adjustable glass cantilever shelves in the food storage compartment.

The frost free model offers automatic temperature control and air flow systems, meat keeper drawer with individual controls, and ice and water dispensers, separate from the doors, on the outside of the refrigerator.

Folder Holder

An adjustable literature holder from Art-Phyl Creations features a resilient, scratch resistant powder coating.

ldeal for use as handrails, indoor or out, they are available in twelve colors and designed to coordinate with a wide range of accessories, including handles, grab bars, shelves and locking systems.

The new beige powder coating is baked on to prevent rust, tarnish, scratching, peeling, chipping and cracking, while giving the holder a lasting, clean, upscale look.

The racks fit all standard 1/8" or l /4" perfboard and slatwall. Their width can be adjusted to accommodate literature or packages as small as 5-l/2" wide.

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

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

Steve Ryan, General Manager

I n California (800) 582-3950

Outside California (805) 833-0429

mFi re Retardant-Treated Wood U.L. Approved

CREOSOTE

AWPB-FDN STAMPED for Quality Control

Bathing Duet

A circular shower and a whirlpool bath have been combined into a single unit by Kohler Co.

water volume adjustment on each jet, automatic shutoff, sloping back design, integral arm rest, and a maximum water depth of 20 inches.

The outside step up into the shower, the shower receptor and the step from shower to whirlpool are finished with a slip-resistant surface. The shower utilizes two curved, pivot-style doors, one from floor to shower and the other from shower to whirlpool.

The Aventura Soak & Shower model is constructed of gel-coated hberglass-reinforced polyester in a variety of colors and finishes.

The five-jet whirlpool features a two-speed pump, individual air and

Options include a heater to maintain water temperature for an extended soak and a left hand end panel to provide access to the whirlpool pump.

The Merchant Magazine

Invisible Touch

Transparent weatherstrip tape from Mortite may be used inside the home to seal out drafts around doors and windows, or outside tr, mount plastic storm windows.

REDWOOD PLYWOOD

REDWOOD PATTERN

REDWOOD UPPERS

LONG DIMENSION

The tape reportedly adheres quickly to clean, dry surfaces and maintains a secure seal. even after prolonged exposure to the sun.

Backed with a special non-separating adhesive, the clear poly tape removes easily, leaving behind no sticky residue or film. It is said to be scarcely visible when in place and resists fading when exposed to sunlight.

The product is available in l" x 45 ft.,2" x 25 ft., and 2" x 100 ft. rolls.

Take A Tip

Architectural door tips to dress up hinges are now available from Stanley Hardware.

Three decorative tip styles - ball, steeple and crowncan each fit onto a specially designed conversion pin that replaces the standard hinge pln.

Tips come in a variety of finishes. Pins are available in 3-l/2" 4" or 4l/2" sizes.

Golumbia Harbor Lumber Co.

Resawing:

r 54" Bandmill

r Computerized Line Bar Setworks

r Rough Double-end Trim

r Sorting Chain - 150 ft

Planing:

r Patterns - Splitterhead - Rougherhead

r WCLIB Grading

r Finish Double-end Trim

r Vinyl or Paper Wrap

Shipping:

r 15 Acres Paved Yard

r RailSiding BN & UP

r l-5 Direct Access

Aprll 1988

Auto Gate Post

The first swing gate opener to integrate its entire system inside the gate post structure, making it easy to install and virtually tamper-proof, is now available from Universal Gate Openers.

The opener can be used with any existing or custom chain link, ornamental or wood gate, either left, right or dual opening. The gate stops automatically if obstructed.

Shear & Shear Alike

A cordless rotary shear designed for cutting a variety of pliable materials, including carpeting, linoleum, padding, heavy textiles and cardboard, has been introduced by Bosch.

A rotating blade with ten straight edges for smooth, aggressive cutting is opposed by a long-life carbide stationary blade.

Iror improved control, accessory

guides slip on easily.

to the standard base

The Power Post encloses the operating mechanism and motor drive unit within the post structure to protect them from exposure to weather, collision or vandalism, while supporting the gate. With the moving parts permanently lubricated and protected within, the system is said to be nearly maintenance free.

The operating mechanism features a powerful "screw drive" that lifts and lowers the post on an internal track to unlock, close and lock the gate. Powered by ll0 VAC, the unit operates on safe, low-voltage 24 vdc, reducing the possibility of electrical shocks and overheating, thus extending the motor life.

4418 N€ Heller Rd. Roseburg, Oregon 97470

503/672-6s28

PRE.STAINING

The battery pack is removable, so a second battery may be inserted for prolonged cutting. In addition, the tool uses a new multi-voltage charger designed for charging a number of different Bosch tools.

Don l{oller Soles Monoger

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 thanks!

Microscopic Microwave

A mini-microwave oven, which takes up about the same amount of space as two small coffee pots, is new from Samsung.

15-3/4" wide by 9-5/8" high by 9-518" deep.

The appliance offers a lS-minute timer and quick cooking guide on the front, a removable glass cooking tray, and 450 watts of power.

Child Safety Program

Child Guard, a line of safety engineered items to help prevent common household accidents, has been introduced by Shelcore, Inc.

The Hot Pot Safety Guard is an adjustable stove guard to keep pot handles from protruding over the stove edge and causing spills and burns. Made of nickel-plated, heat resistant solid steel, it features a triple bar which anchors securely to stove tops with suction cups.

The Protectors is a complete 30 piece kit, which includes safety plugs, corner cushions, outlet covers, door and drawer safety latches, cabinet/cupboard safety locks, electrical cord shorteners, bath spout cover, refrigerator safety lock, keep- shut Velcro safety strip and emergency phone number finder.

The Merchant llagazine Slide Into Home

A new line of do-it-yourself cabinets that are assembled without tools, fastening devices or finishing has been introduced by Bass Cabinet Manufacturing.

Measuring 0.3 cu. ft. inside, the Mini-Chef's polar white cabinet is

All products bear the company's "Child Guard" emblem.

The Slide-Lok dovetail joinery system features frameless cabinets assembled by sliding together the pre-cut, pre-finished components.

Core material is l/2" and, 3/4" pressboard with a durable melamine finish.

The expanding product line now includes vanities and modular storage cabinets in a variety of sizes and styles, a work-bench/hobby center and a kitchenette/work center.

SINCE 1942

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

If you have ever asked yourself - Am I Competitive? 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 independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, 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 Place To Go 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 -not up * C.B.S. Rebates are paid to the members in cash

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

* C.B.S. has a General Building Materials Dept. * C.B.S. operates as a non-profit company

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

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

Central Builders Supplies Company 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

*C.B.S. was featured in the December, 1986 edition of

Heudquarler.\,lor lhe

Allied Building Centers

Up On A Pedestal

Mirror pedestals are now offered by Wing Industries as a special way to display important objects.

The pedestals are constructed ofa sturdy Ponderosa pine inner frame surrounded by 1/8" thick, safetybacked mirrors on all sides, and a l/4" thick beveled mirror on top. All edges are polished for beauty and safety.

Sizes include 72" x 12" x24" ,12" x 12" x 30" and 72" x 12" x 36".

Sales In View Window displays showcasing octagon and circle head models are

FRED C. HOLMES

For more 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!

now available from Jersey Millwork Co.

The complete merchandising package includes full-color takehome literature, envelope stuffers and advertising clip art.

Fred Holmes 347O lowa City Rd.. Marysville. C^.95gOI (916) 743-3269

P.O. Box 800. Fort Bragg. Ca.954)7 (7O7) 964-6377

Steve Holmes, Steve Hautala, Tod Holmes.

We deliver the biggest borgoin in building I

PRESSURE.TREATED

TUMBER& PTYWOOD

SIX different pressure treotments p/us fobricoting, ossembly, kiln drying, pre-stoining ond more. Allfrom o single West Coost source, Your inventory or ours. Collfor prices ond delivery. #fl64

LUMBFR CO., a division of Noyo Invesrm;dl,.ndiril

3 ls Lighter Than 1

The new three-in-one safety light from Honeywell serves as a night light, emergency light and flashlight.

or coal stoves, grills, fireplace and irons and tools, stove piping, and wrought iron fencing.

Romantic Walls

Traditional wallcoverings in elegant patterns inspired by soft lace and floral bouquets are now available from Fashion Wallcoverings.

Home Hot Box

A portable home sauna that can be broken down into two sections for easy moving and storage has been introduced by Dauphin ITC.

As a night light, it remains on as long as it is plugged in. During power failures, its auto mode (powered by batteries) automatically turns on an even brighter light. And it also can be removed from the wall for use as a rechargeable flashlight.

Features include two neon lights in front of the reflector to produce a stronger glow, a photocell light sensor to keep the light off during daytime power outages, and automatic battery recharging whenever the device is plugged in.

Wood Fireplace Finish

A popular wood stove and grill polish is now available in a semisolid version packed in a 5-l/2 oz. squeeze tube from Coughlan Products.

The Reminiscence collection consists of 23 sidewall patterns, ranging from florals to delicate stripes, five border selections, and 20 coordinating fabrics.

The vinyl coated paper is washable and strippable. The fabric of 500/o cotton/50o/o polyester is Scotchsard treated.

Because it uses infra-red heat, the Health-Mate sauna requires no plumbing or drain. Pre-heating time is 5-10 minutes.

Constructed of cedar, the unit operates from any household ll0v outlet, weighs 250 lbs., and seats two people.

,..,GOWTHTHE PROFESS'OruAIS FOR oiUAUWCONTrcUED PRE-SrArrurruG.

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

, 19t 6l33fl-611

Chimney Sweep polish is a nonflammable paste said to restore oldfashioned beauty and add years of life to almost any metal ornament or tool.

It reportedly provides a lustrous black protective finish which is heat, weather and rust resistant. The polish can be applied to wood

LUMBER & MACHINE STAINING

5550 Rosevllle Rood, Norlh Highlonds (Socfo), Colif. 95860

Log Home Sealer

Log Home Foam from Norton creates a weathertight seal between log courses in the building of log homes.

Preparing For The Shingle Life

A self-adhering, self-sealing rubberized asphalt roofing sheet reinforced with a rugged glass mat which forms a continuous watertight barrier between the roof deck and shingles is new from the Celotex Corp.

A polyfilm backing on the underside keeps Celo-Guard Shingle Underlayment sheets fully manageable until the quick-release covering is peeled off. And as shingles are applied over it, the elastomeric

Bar Alarm

Maintaining a positive seal against air, water and heat loss, the foam features an acrylic adhesive and a paper liner on the non-adhesive side for easy application. Because it has a low force to compress, logs can be spiked together easily to form tight joints and a neat finished appearance. The 3/8" thick foam. which comes in standard widths of 3/8", 7/2".3/4" and 1". is black in color.

An adjustable electronic security bar designed to protect sliding doors or windows from forced or casual entry is new from Timtronics Technology.

Powered by four size N or AA dry cells, the Knight Stick features an 85 decibel alarm, continuously powered LED indicator for 24-hour protection, sensitivity adjustment, and alarm reset switch.

Equipped with plastic end caps to protect paint and frames, units come in four sizes ( 72" -15" ,76" -23" ,24"39" and 36" -63").

The Merchant Magazine sheets seal themselves around nails or staples driven through them.

The top side is impregnated with fine, inorganic granules to provide a safe working surface.

The product can also be used as an underlayment in place of two plies of saturated felts under shingles on low slope decks, an underlayment under clay and cement roof tiles, a valley and ridge treatment, and as a nonexposed flashing sheet for vent pipes, chimneys, dormers and skylights.

Aprll 1988

Tools On Hold

Clips which firmly grip brooms, mops, rakes, shovels or other long or short handled tools for space saving storage are new from Crawford Products, Inc.

Fork lt Over

The new Cook Hook from Hahn Manufacturing Co. allows a flick of the wrist to place, turn, cook and serve foods the professional waY.

Ideal for kitchen, barbecue or campsite use, the hook eliminates the fumbling associated with tongs and food falling off forks.

The l7-l/2" long, stainless steel hook features a hardwood handle, a leather thong loop for hanging, and a protective tip for safe storage.

Squared-Off Spa

A whirlpool bathtub fashioned into a comfortable square has been introduced by Americh Corp.

brass jet system, a Pvc sYstem with brass jets, and pvc with color match jets.

Color-coordinated blister Packages provide detailed line drawings of the Broom Clips in use. Each Pack contains two clips and mounting hardware.

Built with a non-skid bottom, the Kyoto comes in both acrylic and heavy-duty fiberglass reinforced polyester. Measuring 68" x68" x22" deep, it includes eight adjustable iets. two air control valves, a l-l/2 hp pump, and a 30-minute timer. Water capacity is approximately 150 sallons.

- It is available in about 100 colors and all standard finishes. Options include an all copper and

Wood window & door group's annual meeting

IItESTERN timberlands

Ul scorched by fires last fall must be logged now because "timber not dead now will be dead by August," urged Mark Kable, general manager of Setzer Forest Products, Sacramento, Ca., during a lumber trends panel discussion at the recent meeting of the National Wood Window & Door Association.

Story at a Glance

Association's annual meeting heard speakers Gerald Ford, economist Arthur Laffer and TV's lrving R. Levine. . lumber panel on "black sale" of charred timberlands... next meeting: Aug. 13-17, 1988, Four Seasons Hotel, Toronto, Canada.

"We could log now - the weather is good. too good," Kable added, referring to the approach of decay and insect attack. Blockades to the sale are: "will the Forest Service put the timber up for sale and will we be able to log it in time?"

Effects of the fires were the main topic of the panel. Al Ryan, plant manager, Louisiana-Pacific, Red Bluff, Ca.; George E. Hatt, president, Special Products of Oregon, Inc., Phoenix, Or.; Don L. Hutchinson, industrial business development manager, Weyerhaeuser Co., Federal Way, Wa., and John Ferguson, Michigan-California Lumber Co., Camino, Ca., were other panelists.

Former U.S. President Gerald R. Ford spoke at a special luncheon gathering, foreseeing a bright economic future, although he feels the American people have saved too little, and borrowed and loaned too much.

Economist Arthur B. Laffer. a member of President Reagan's economic advisory committee, focused on the U.S. trade deficit, which he labeled "not large enough." He sees it as a solution not a problem, explaining, "Would you prefer a trade deficit or an investment deficit?"

Speaker Irvine R. Levine, the NBC-TV correspondent, forecast slow but continuous growth, suggesting "the stock market has accurately predicted eight of the last three recessions."

The National Wood Window & Door Association's 6lst annual meeting attracted 442 people Feb. 20-24,1988, to the Marquis Hotel in Palm Springs, Ca. Also on the agenda were business sessions, workshops, golf and tennis tournaments, treasurer's annual report, election of directors, separate divisional meetings, panel discussions, technical reports, and an array of guest speakers.

Other sessions involved weathersealing technology, window gas-filling technology, door finishes, OSHA labeling requirements, bar coding, personal investing, and home building predictions.

The next National Wood Window & Door Association meeting will be held August 13-17, 1988, at the Four Seasons Hotel in Toronto, Canada.

John P. Mikulak, president of Caradco, was elected NWWDA president at the meeting, succeeding John M. Chupik, pres., Temple Products. New board members are Frank Marvin, Marvin Windowsl John Semling, Semling-Menke Co.; Thomas J. Cobb, Haley Bros., Inc.; Leland McCullough, Caddo Door & Veneer Co., and Dale P. Webb, Webb Manufacturing, Inc.

F0RMEB PnESlllEtlT Geratd Ford ltl saw oood times ahead when he spoke. l2l Reed Dime.

-t

George Hatt. l3l John Rundo, Melf Lorenzen. (41 Susan Marvin, Bob Carlson, John Shoe-

maker. (51 Al Ryan. 16l John Chupik, James Martin.

Distribution Trends: '77 ''86

A study analyzing ten Years of wholesale building material distribution economic activity has been released by the National Building Material Distributors Association.

"Performance Analysis Trends" centers around firm performance between 1977-1986 in six areas: sales, profitability, proht margin, personnel productivity, asset management and financial management.

According to the rePort, the average distributor increased sales by 12.10/o in 1986, a ten-year high, with larger firms growing 1.6% Points faster than smaller comPanies.

The industry's after tax return on net worth climbed 10.570/o in 1986, the best rise since 1979; return on total assets grew 3.760/o in 1986 from 3.33% in 1985; total asset turnover rose to a ten-year high of 3.55 times in 1986, and the average firm's return on assets in 1986 was.96%, or a profit of under a penny per dollar of sales.

The highest profit firms were those found to have the lowest operating expense percentages, while low profit companies had higher expense percentages and lower warehouse gross margins.

Inventory is the largest of most distributors' assets, averaging 430/o of total assets, resulting in high inventory turnover leading to higher profits.

As for accounts receivable management, the 1986 level of 38.5 daYs for collection is the best in several years.

The study is available from the NBMDA for $75 to Performance Analysis Report Club members and participants in the 1988 survey; $250 for other members, and $500 for non-members.

SAVEMONEY!

Subscribe NOW Before Rates Go Up June I

Costly U,S. Poslol Service rote hikes leove us no choice. But if you subscribe now you con lock in lhe old rofe shown in thecoupon below. New rotes June'l will be: one yeor $'l'1, two yeors $47 ond three yeors $22.

Acf now to sove yourself money. At the old rote, good only until June'1, o fhree yeor subscription to The Merchont Mogozine costs you onlV SSlzcenls per issue.

No ofher mogozine con motch The Merchont in covering the West Your best source for merchondising

G-P's Retiring Force Feted Associates of Carl Force toasted the 45-year lumber veteran at a special retirement party.

The March 12 gathering feted Force, who entered the lumber business in 1942 with the old Union Lumber Co. After serving in World War II, he joined the California Western Railroad.

In 1952, Fred C. Holmes persuaded him to work at his young lumber wholesale firm in Fort Bragg, Ca. Force stayed on when the company was bought by Georgia-Pacific

milfi CONCERN

FOR YOUR SATISFACTION !

W-e maintain quality production standards every step ot the way - to assure you the finished product you expect from Duke City Lumber Company.

PTEASE CAtt COLLECT: (5051 848-3042

if you have any complaints about our products - or suggestions how we can improve our service to you!

The Merchant Magazine in 1974.

G-P moved him to the main office in 1977 as sales manager, a position he held until his Feb. 29 retirement.

RETlBll{G lumberman Carl Force. GeoroiaPacific, Fort Bragg, Ca., relaxes at a parti in his honor.

BI.ACK BART Hoo-Hoo Industry Night featured Tom Malarkey, exec. v.p. markefing and administration, Pacific Lumber Co., as guest speaker.0ver 150 people heard his talkon redwood. lll Jackson Finck, pres., Black Bart, presented honorary membership to Malarkey.

l2l Tom Pescio, Brent Crosby, Debbie Browning, Dennis Pautsch. l3l Kart Drexet. Dan Naughton, Tom Gardner. l4l Phil Cocks, Mqlglkey, Crosby. The dinner meeting was held in Ukiah. Ca.

lslands off lndia harbor treasure of hardwoods

Ft ESTING IN the middle of JI India's Bay of Bengal are the Andaman Islands, a group of 204 little islands and islets about 300 miles southwest of Rangoon, Burma.

This territory of the Republic of India, along with the neighboring Nicobar Islands, boasts ideal natural conditions favorable to growth. Besides the islands' position amid a heavy trade channel, their temperatures are always warm, sometimes hot, and the rainfall is heavy, averaging 120 inches each year. As a result, the Andamans are blanketed with forest-covered interior hills, ripe with fine woods. And the forest produces two economic staples: coconuts and the trees themselves.

Perhaps the most popular timber is Andaman padauk (Pterocarpus dalbergiodes), referred to in the U.S. as Andaman redwood or vermillion wood. It is a spectacular-looking wood, its heartwood varying in color from a rich crimson or brick red. often with dark red to purplish streaks, to a darker reddish-brown. A broadly interlocking grain gives a nice striped, sometimes curly appearance on quartered surfaces. The texture is medium to coarse.

Padauk is of medium weight, and bending strength, low in stiffness and impact properties. The wood is moderately resistant to termites, with a very durable heartwood. Although a superb turnery wood, it does have a moderate blunting effect on tools as machining is affected by the interlocked grain.

Its many uses include exterior and high-class joinery, furniture, bank counters, billiard tables, decorative flooring and boat building. Local Indian uses concentrate on vehicle framing, building and furniture. Selected logs are sliced to be used as

Story at a Glance

India's Andaman lslands ripe with excellent hardwoods. hardwoods feature wide range of colors, patterns and grains, though most are difficult to work...startling appearance results in more decorative than structural uses.

highly decorative veneers.

Also highly visible is Andaman gurjun (Dipterocarpus grandiflorus). These are evergreen-type trees ranging in color from a pinkish-brown to dark brown heartwood, often with a purple tint. The grain is straight to shallowly interlocked, and the texture is slightly coarse but even.

The species is moderately heavy, high in stiffness, bending and crushing strength, but with only medium resistance to shock loads. Like padauk, gurjun is unsuitable for steam bending. The wood is moderately durable, due to its susceptibility to termites and powder post beetles.

Timbers dry slowly, making it difficult to dry them uniformly. Problems include oozing resin, high shrinkage, large movement, distortion (especially cupping) and even slight collapse.

Gurjun is most often used for plywood, though it is also commonly employed in light and heavy construction, wharf decking, bridges and flooring. After treatment, the wood can be used for vehicle construction, sills, wagon sides and floors, and exterior joinery.

The "East Indian walnut," kokko (Albizia lebbek), can also be found in the Andamans. as well as India and

Burma. Its heartwood is a mid-brown with striking, irregular dark brown markings and an irregular, often wavy grain. Texture is coarse but even.

The hardwood is of medium weight, density, durability, bending and crushing strengths, and resistance to shock loads. It is a good steam bending wood. But although kokko nails, screws, glues and finishes well to a splendid, walnut-like appearance if the grain is sufficiently filled, it is quite difficult to work due to its grain and texture.

It produces solid furniture, paneling, carving, boat building and structural items, in addition to its main end-product, sliced decorative veneers for cabinets and paneling.

Finally, the islands are home to marblewood (Diospyros marmorata), named for the marble-like appearance of brown-black spots on end grain surfaces. The wood is also known as zebrawood because ofdark brown or black bands which stripe the heartwood. The hardwood is smooth with a fine. even texture and usually a straight grain.

A very hard, smooth finish is obtainable, though marblewood is difficult to work, quickly blunting cutters.

While the timber is heavy, durable and very strong and tough in bending, crushing, stiffness and impact areas, it is preserved for its decorative, not its strength qualities. Cabinetry, inlay, small decorative trinkets, brushbacks, carving, turnery and decorative veneers are all among marblewood's uses.

While we may more frequently come in contact with the Andaman Islands' coconuts, it is their plentiful, beautiful hardwoods that make the more lasting impression.

a/arcrtcrn &r-t/teh eo.

Montana Holds Last Convention

Montana Building Material Dealers Association has held its last convention and membership meeting in Billings, Mt.,prior to becoming a part of theWestern Building Material Association.

Directors elected for the three new districts formed by WBMA were Charles M. Simpson, Big Sandy, district 27; Milo Stordahl, Butte, district 28, and Tom Simkins, Bozeman, district 29. Jim Newell, Missoula, was elected president of the Montana Building Material Salesmens Association.

Dealer of the Year award went to Bill McCauley. Cliff Deckard was presented the Silver Log Salesman of the Year award. Other special awards and honors recognized Milo Stordahl for service and contributions as outgoing MBMDA president; Irv Dellinger for many years as executive secretary; Wallace L. Steffan, Silver Spur Award for service and contributions; Norm Voboril, retiring president of the Montana Building Material Salesmens Association.

Four scholarships of $350 each were awarded to sons and daughters of Montana building material dealers. A special scholarship was presented in memory of the late John Hawkins. The scholarship committee, Wayne J. Hiett, chairman, was presented with a check for $1000 for future scholarships. Approximately $18,000 has been awarded to l8 individuals since the program began.

Chuck Koening moderated the Quick Pitch Selling Talks with Deckard and John Ettleman winning awards. Exhibitor awards went to Billings Brick, IKO Roofing, Independent Lumber & Supply and Consumer Cabinet and Interstate Distributors.

Ken VanGrinsven and Chuck Koening co-chaired the Feb.25-27 meeting at the Billings Holiday Inn.

IIEAll MEl{ for the American Wood Preservers Institute this year are (left to right) B. Corry McFarland, treas.; G. Howard Collingwood, vice chairman; James L. Respess, immediate past chairman; Charles B. Compton, chairman, and John F. Hall, pres. The executive committee includes W. C. Meredith, Theodore Clay, Jeffrey H. Bull, David Castleberry, Harold Logsden, William B. Herndon, James R. Batchelder, Fred 0mundson and John S. Larsen.

UIPS of Sequoia Supply met recently for their annual Kick OfJ meeting, a gathering of Hq. stall and management as well as sales mgrs. from across the U.S. The three day meeting was held in lrvine, Ca., Jan. 2023. (l-r) Dick Pasaglia, Ken Womack, Bob Riggs, Paul Hylbert, Hal Hufl and Ralph Bowen.

Weber Plywood Turns 30

Weber Plywood & Lumber Co., Tustin. Ca.. celebrated its 30th anniversary with an elaborate party in owner Don Weber's collector car garage/entertainment center.

Butch Pope, v.p. and general manager, presented Weber with a plaque, engraved with the name of every Weber employee.

Weber credited his many fine employees for ensuring the success of the company and looked forward to the firm's 50th anniversary.

Weber started the company in 1958, running the business from a Quonset hut he rented for $120 a month.

Retailers Beef Up Advertising

Newspaper advertising by retailers of building materials, hardware and farm equipment climbed 7.8% during the first nine months of last year, totalinC $605 million.

TIMBER SIZER PRE-FABRICATION

Hardwood Go. Goes To Vegas

Virginia Hardwood Co., Monrovia, Ca., has opened a new branch office, showroom and warehouse in Las Vegas, Nv., about a half mile from The Strip.

Don Shafe will serve as general manager and Jim Bucholtz as operations manager of the 4140 Dewey Dr. facility. The company also has branches in San Diego, Ca., and Phoenix, Az.

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

TIMBERS

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

Bracrrt International

Drawer 4779, Arcata, Ca.95521 707-822-3648

SINCE 1876YOURCOMPLETEGUIDE...

lumbermens ncd b00lr $erulce

The Lumbormens Red Eook llslsall producers, wholesalers, retailers ol lumber and wood products of any kind, and. all manufacturers ofwood furniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.

A Rod Eook listing shows - the exact business name - complete address, including

P.O. Box and ZIP COOE! - concise description ol what the business does - special data such as location of purchaslng doparlmontthe financial strength rating (not alone the net worth, but what is available to crodltors)the exact payment rating (how it peys: prompt, slow, very slow).

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

Please enter our subscriplion for Lumbermens RED BOOK service

RED BOOK

o WEEKLY CHANGE SHEETS

o CUMULATIVE SUPPLEMENTS

o SUPPLEMENT BINOER

r TRAVELERS EDITIONS

o SPECIAL REPORTS

r COLLECTION SERVICE

COMPUTERIZED MAILING LISTS

for one year. Bill us: $290.00 quanerly D; $580.00 semi-annually !; $1 ,160.00 annually fJ. Please send more information, without obligation !. BUSINESS NAA'E

REC0Glllzll{G 30 years of success, Butch Pope (left), v.p. and general manager, Weber Plywood & Lumber Co., Tustin, Ca., presents plaque to Don Weber, who created the company in 1958.

ti'il iF I\f^W tl l1 lT tl tR /l\Ti tl ll til tF Lrulr LJU ALI LJ LqLilUilLJ LUtJtit!

Group Preservation

The American Wood Preservers Bureau's "Quality Control and Inspection Procedures" is $15 or $10 ea. for three or more copies from AWPB, by calling (800) 445-3068.

Clay Roofing Tiles

An 8-p. clay roofing tile brochure is free from United States Tile Co., 215 E. Commonwealth Ave., Ste. F, Fullerton, Ca.92632.

Southeast Lumber Numbers

The 1988 Southeastern Lumber Manufacturers Association membership directory is free for the first copy, $2 ea. thereafter from the SLMA. Box 1788. Forest Park, Ga. 30051.

It's Electric

A 52-p. electrical equipment catalog is free from Challenger, 508 Lapp Rd., Malvern, Pa. 19355.

Brass Accessories

A solid brass decorative cabinet and architectural hardware brochure is free from Colonial Bronze Co.. Box 207. Torrington, Ct. 06790.

Deck Line

An 8-p. brochure introducing TopDeck, a new line of redwood decking, is free from Simpson Timber Co., Box I169. Arcata. Ca. 95521.

Freight Claim Pin Ups

A series of 24 freight claim and security posters is $38 from the National Freight Claim & Security Council, by calling (800) ATA-LINE. Discounts are offered to council members.

Treated On Top

Information on Greenshingles, treated southern yellow pine taper-sawn shakes with a 30-year warranty, is available from the Texas Pine Shake & Shingle Association, Box 9, Conroe, Tx. 77 305.

Slide On Your Drawers

A drawer slide brochure is free from Delta, by calling (800) 238-3333.

Mid Range Lifts

"New 4,000 to 6,000 lb. Capacity Electric Lift Trucks" is free from Caterpillar Industrial Inc., Box 739, Cleveland, Oh. 44017.

Quality Controlled

Timber Products Inspection's latest roster is available from TP. Box 919. Conyers, Ga. 30207.

See Tomorrow Today

How to join Sentry's Store of Tomorrow program is described in a free folder (form L-1341) from Sentry Hardware Corp., 2700 River Rd., Des Plaines, ll. 6001 8.

All About Grout

An easy-to-mix wall grout technical data sheet (,{-715) is free from Durabond, 101 S. Wacker Dr., Chicago, ll. 60606.

Plywood Library

An American Plywood Association publications index (form B300Q) listine nearly 70 guides and aids is free from the APA, Box 11700, Tacoma, Wa. 98411.

Cleaning Up

A 68-p. bath design idea book is $5 from Kohler Co., Kohler, Wi. 53044.

Special Treatment

"Protecting Wood with Borates" and "How to do Borate Dip (Diffusion Treatment)" are 20-minute videotapes available free from Forest Pest Management, Box 2680, Asheville, N.C. 28802.

Sunny Days Inside

"Dream Rooms," a pocket-sized pamphlet illustrating skylit interiors, is free from Wasco Products. Box 351. Sanford, Me. 04073.

Woodworker's Notebook

Garrett Wade ll/oodworking Tools Catalog 1988, a nearly 200-p. paperback on the latest tools and accessories, is $4 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Nail Pop Gontrol

A nail pop control brochure is free from USG, l0l S. Wacker Dr., Chicago, I|. 60606.

Deck Talk

"Your Llltimate Deck," a 6-p. brochure on treated southern pine in deck construction, is free from Mellco, Inc. 906 Ball St., Perry, Ga. 31069.

Retail In Detail

Retailing Management, the 6th edition designed to help run large, multiunit retailing firms, is $42 from Management Horizons, 570 Metro Pl. N., Dublin, Oh. 43017.

Flooring The Gustomer

A 27-min. videotape and a l2-p. brochure describing wood flooring and its installation is available from BiWood Flooring, Box 1'1276, Memphis, Tn. 381 87.

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

Scrap Wood Proiects

Small & Unusual Woodturning Projects, a 160-p. guide to turning scrap wood into distinctive gifts, is $12.95 from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

Sales Staff Training

(Continued from page 14)

.40 lbs./cu. ft.; and wood foundations, FDN, require .60 lbs./cu. ft.

The treating process does not weaken the wood or make it diflicult to work with. Pressure-treated lumber may be used just like untreated lumber of the same grade. Lumber used for structural applications must have a grade stamp as well as a quality mark.

Rust-resistant nails. screws. bolts or ties must be recommended by sales people. Such fasteners include hot-dipped galvanized or zinc coated, stainless steel, or silicon brass.

The customer should be advised to keep drilling or cutting of treated lumber to a minimum at the job site. Brushing cut ends and drilled holes with a preservative should be recommended. Products containing copper napthenate are most often used for field treatment and can be cross merchandised with pressure treated lumber.

Customers also should be made aware of the Environmental Protection Agency precautions for the use and disposal of treated lumber. Consumer Information Sheets for various treatments must be available to the buyer.

The dealer who instructs his staff well in these basics will have a satisfied do-it-yourself customer with a long lasting outdoor project.

Treated Market

(Continued from page I6)

20', lx8 lap-n-gap cedartone siding, 6x6 S4S in l0 s, 12 s, and 16 s, lx6 SISIE used for farm

fencing, all lengths of 4x6 #2 grade dense used for varied uses in light construction, lx4 and lx6 n grade S4S used as fascia material. t/2'and 3Au CDX plywood, 2x6 center-match for trailer floors and kick boards.

Big Credit Customers: 2x4 thru 2xl2 #2 as well as 2x8 and 2xl2-24 'pine, 2x4,2x6, and 2x8 Underwriter's Laboratory labeled FR-S fire retardant treated wood, and Vz", 3A", ar'd 5/8' CDX fire retardant treated

plywood, 8x8 rough timbers, 2xl0 center-maich wood. and 3x8 and 3xl0 rough in lengths of 12' to 20'. architectural finished laminated beams in widths of 3 " and 5 " and lengths of up to 60', exterior fire retardant cedar shakes and shingles. Whether you sell a lot, or a little, pressure treated wood is a potentially profitable and fast growing product line for your company if you take the time to define your market carefully.

GLASSIFIED ADVERTISEMENTS

INDUSTRIAL LUMBER WHOLESALE LUMBER SPECIALIST

Looking for an experienced, motivated sales person with $100,000 and up monthly sales following. Growing Fontana, Ca., wholesale lumber operation with 3 acres, plus 5400 sq. ft. dry lumber storage spacer milling facility and close to SP & ATSF spur, has a position for you, the self-starting sales person. Excellent benefits, with commission structure up to 400/o-600/0, upon qualification. Send resume to Pacific Southwest Lumber Corp., 9712 Redwood Ave., Fontana, Ca. 92335. (714) 3509400. Attention: Greg Baker. All inquiries strictly confidential.

SALESPERSON

Small and well-established wholesale lumber firm in the southern California, Inland Empire area, looking for experienced softwood trader. Need a self motivator who is aggressive and has a southern California following. Excellent commission and growth potential. Send resume to Box 579, The Merchant Magazine.

HARDWOOD plywood/hardwood lumber sales. Weber Plywood & Lumber, Tustin, Ca., is looking for motivated sales person with prior hardwood lumber & plywood sales experience. Contact Butch Pope, Q14) 2591 100.

HIRING! Federal goverment jobs in your area and overseas. Many immediate openings without waiting list or test. $15,000 - $68,000. Phone call refundable. (602) 838-8885. Ext. 89s9.

HARDWOOD SALES

Canahl Lumber Company in Anaheim, Ca., is expanding their sales to larger volume hardwood users. We are looking for a salesperson who can effectively sell O.E.M. accounts that require direct shipment and/or milling services coupled with frequent deliveries.

Established in 1884.

44* credit rating.

Excellent benefits.

All communications will be confidential. Contact Brent Bouslog, Industrial Sales Manager, at {J14) 656-2050 or send resume to P.O. Box 31. Anaheim. Ca. 92805.

Twenty-five (25) words for $19. Each additional wotd 650. Phone number counts as one word. Address couns as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the typ€. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merdrant Magazine, 4500 Carnpus Dr., Suite 480, Norport Beadt, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

FOR SALE: Primary corner with highway frontage. Fast growing Arizona town. Established home center-building with real estate. Owner will carry-terms. (60D 567-3456.

MOULDING shorts. Ch'eap. Many years accumulation. Under 6 ft. Solid pine. North San Diego, Ca. (619) 744-4700.

FOR SALE

o Industrial fingerjointer SFJS 28-11-1573

o Nord 2-sided moulder D 5310

o Yates-American H268 drum sander

r l0'Cyclone

o Complete waste disposal system (bin, bag house, 50 hp blower & electrical)

Call Rex Kellso (503) 967-8153, Interstate Millwork, lnc., 2260 Three Lakes Road, Albany, Or. 97321.

50 TIPS FOR YOUR JOB SEARCH

All the "Do's, Don'ts & How-to's" that impact any job change. Practical tips for all positions in any industry. Live Q&A session included. Tape cassette of seminar given by Mike Owen a leading recruiter in the building products & lumber industry. Order from "Tips:" Wizard Sound Productions, P.O. Box 1209, Frisco, Tx. 75034. $14.00/ cassette. Tax, handling & shipping included.

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14" TO 42' IN 4/4 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6715'ON 1'MULTS OR CUTTO-LENGTH. SHRINK.WRAP ANO POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO: TREE PRODUCTS ENTERPRISES

P.O. BOX 280 LAKE OSWEGO, OR 97034 (s03) 620-5868

Follis ]v[i[[work l[nc"

Wholesale Manufacturer Solid Mouldings

Located in North San Diego County, 1555 La Mirada Dr., San Marcos, Ca. (619) 744-47OO

MACHINERY WANTED

Raytherm Edge gluer; 9 ft. Platen Taylor clamp wheel, 3-l/2 in.jaws; 6000 to 8000 lb. LPG pneumatic forklift; hog, 50 to 75 hp with conveyor. All must be in excellent condition. Call Jeff Isakson, All-Woods Laminating, Q13) 269-7555.

COPELAND LIjMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544;(2 1 3) 835-5671.

Gets Results

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states.

SALESPERSON wanted for Southern California contractor lumber yard. We are looking for a motivated self-starter. Following helpful. Excellent potential. Send confidential resume to: P.O. Box 11036. Torrance. Ca. 90510

GIASSIFIED CLASSI FIED ADVERTISING ADUEMTISEIqENTS

COMPUTER

LOCAL

PRINT

-SOUTH ERil CALI FORI{ IA_

LOSA}IGELESAREA

SAN FFANCISGO BAY AREA

J. H. Baxter & Co.

Kelleher Corp. (Novalo)

Kelleher Corp. (San Rafael)

Lane Stanton Vance

Louisiana-Pacific CorD.

Mac&alh Hardwood (Eerkeley)

Mac8eath Hardwood (San Fnncis)

Pacitic Lumber Co.

Redwood Inspection S€ryic

Redmod Lumb€r & Supply

Rolando Lumber Co.. Inc.

S€quoia Supply (Fairfield)

S€quoia Supply (San Francisco)

Simpson Timber Co.

Southem Pacific

Triangle Lumber Co.

Wendling-Nathan

Westem American Forest Products (Eenicia)

Gemini Forest Products

cmrgia-Pacific Corp. . . tztsi 96S-i55i

Georgia-Pacific Corp. (San F€mando)

Guercrc Lumber Handling (213) 431-5437

(800) 223-HUFF

Hutf Lumb€r Co.

Inland Timber Co.

Johnston Hardwood

Jones Wmlesde Lumber Co.

Lane Stanton Vance Lumber A9sn. of So. Calif.

MacBealh Ha.d$rood ......

Maple 816., Inc. Mouldings

Marauart-Wolfe Lumb€r Co.

Mutual Molding and Lumber Co.

(818) 965-4344 (213) 723-3301 ... (213) 694-3771 (213) 625-1494

Nonh Anedcan-piywmd jin G) idriot lii-rdls

G0ood Inc., Bobert S.

Pacific Lumber Teminal

Pacitic Madison Lumber Co. (2131 773-2292

oRAilcE, R|VEBS|DE & SAT{ BERI{ARDINO COUI'TIES

All Coasl Forest Products

American Hardwood Co.

Antinsm Lumber Sales

8er Forst Products

EurnsLumberCo...

Cal State Foresl Prcducts

Califomia Lumb€r lnsp$tion Seryice

Canfor U.S.A. Corp.

Capital Lumber Co.

Carroll Morilding Co.

Cascade Empire C0.

C€rlified Coatings (714) 943-2818

El&El W00d Products Corp.

FarW6lFirSales.....

Fmtana Wholesale Lumb€r ...........

FNntain Lumber C0., Ed

Freeman & Co., SleDhen G.

Fremonl Forest Producls

Ganahl Planing Mil| ..

Georgia-Pacitic Corp. (Anaheim)

Georgia Pacilic (Mira Loma)

Georgia Pacilic (Riverside)

Golding Sullivan Lumber Sales

Hesperia Wholesale Lumber

Industrial Forest Products

Inland Timber Co

Intemational

W6tem Amerimn Forest Products (San Rafael)

Weyerhaeuser Co

White Erothers (408) 297-9451

ORTHERN AltlD CEI{TRAL CALIFORNIA-

lRcfir/EUiE|( /F0nrum

Blue Lake Forest Products

Eracut International

Eritt Lumb€r Co.

Costa Trucking, Joe ...........

Eureka Southern Sailrmd Co.

Lilisiana-Pacilic Coro.

PVM Redwmd Co.

Schmidbauer Lumber, lnc

tuSunt/8n$s lrutY

All-Coast Forest Products, Inc.

m|(EnsflEur

Higgins Lumber Co. ........

Pacilic W@d Pres€ruing ol Eakerslield, CoD.

cmtEnl|ttE

8ovnan Lumber Sales

Lilisiana-Pacitic Coro.

Rolando Lumber (Kintoo Div.)

FllRT INTGS

Gsrgia Pacific Corp. (Redwood)

Hdmes Lumber Co., Fred C.

Fntsfl0

Gorgia-Pacific Warehouse

Higgins Lumb€r Co.

Intemational Forest Products

Pacitic Forest Products

Wstern American Forest Products

Weyerhaeu*r Co.

Wmdwork Institute ot California

t0s BAt0s

0MK-Pacilic

il00EsT0

Snider Lumber Products

Sward Trucking

Thunderbolt Wmd Treating, Inc. (No. Ca.) (800) 692-5744

REl}I|ITG ANEI

Louisiana-Pacific Corp. (Red Elutf)

P & M Cedar Products

Trinity River Lumber C0.

Wsconsin-California Forest Products

srcEtilErT0/sT0ct(I(|t tREr

Eeadex Manufacturino Co.

B€rger & Co.

California CascaCe Industries

Canlor U.S.A. Corp.

Pacific Lumber Co.

Pacilic Madison Lumber Co. . .. ..

Pa( Lumber Co.

Penberthy Micro Syslems

Pelerman LumberCo., lnc.

Prcduct Sales Co.

Rel Lumber Seryice .

Regal Custom Millwork

Reliable llholesale Lumber C0. .

Roy Foresl Products Company San AntonioConskuction

Snavely Forst Producls South Bay Forest Products

Slraight Edge Stevedore Seruice

(916)223-2233

Capitol Plwood

Gabbert Lumber Sales

Georgia-Pacilic Warehouse

tREr J. ti. Blevins Co., Inc. Blue 0x Manufacturing

Corp. Hiogins Lumber Co. Martin Forcst Industries Noyo Timber Pmducts, Inc.

l{u-For€st Products Windsor Mill, Inc.

lll(l^ll/TltUTS

All Hsn Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc

Forest Producls Transportation Little Lake Industries.........

Louisiana-Pacific Corp.

Penolin Marketing Perlormance Cmtings, Inc. (Ca.) Redwood Coast Lumber Co.

Fedwood Co. .

w[.r.nts

San Antonio Pole Cdst. Co.

GREATER SAil DIEGO AREA

wasHll{cToN

PACIFIC NORTHWEST STATES #OCKY ilOUNTAI COLOBADO

TONTAilA

wYolf,tNG

@tsITGAR[trS

Rex Vowell, a cedar lumber trader with English Bay Forest Products, Portland, Or., died March 7, 1988, in Portland. He was 70.

Born in Malin, Or., Mr. Vowell worked for Kogap Lumber Co., Medford, Or., before joining F.M. Crawford Lumber Co., Alderpoint, Ca., in 1965. The company was purchased by Georgia-Pacific in 1968 and later became part of Louisiana-Pacific in 1973 when L-P was spun off from G-P.

He retired from L-P. Red Bluff. Ca., after suffering a heart attack in 1982. He returned to the business in 1986 with English Bay.

Mr. Vowell is survived by his widow, Eunice, two sons, a daughter, two brothers, three sisters, and four grandchildren.

Eldon Lincoln Spalding, owner and president of Spalding & Son, Grants Pass, Or., died March 2, 1988, in Grants Pass. He was 88.

A native of Pierce County, Wi., he and his family moved in 1905 to Grants Pass, where his father and two uncles started a sawmill. Later, he opened his own business in the Swede Basin area, moving the mill downtown to Grants Pass in the 1950s. He actively ran the business until 1986, remaining president until his death.

Mr. Spalding is survived by his widow, Epsie, one daughter and one son.

Norman Spruston, whose 50year career spanned lumbering in British Columbia and southern California, died in La Mirada, Ca., on March 10, 1988. He was 77.

Born in Michel, B.C., a mining town, Mr. Spruston was educated at Brentwood College on Vancouver Island. After working for a railroad, he began his lumber career in the 1930s. He was superintendent at the Royal City Sawmill, New Westminster. B.C.. and also worked for East Asiatic Company, Vancouver.

Hard times in Canada caused Mr. Spruston to move to Southern California in 1956. After two years with Stahl Lumber, Los Angeles, he joined the sales staff of Brush Industrial Lumber, Montebello. He spent more than 25 years with Brush and its successor, MacBeath Hardwood Company. He retired two years ago.

Mr. Spruston is survived by his

widow, Marian, a sister, two brothers, a daughter and two sons, and six grandchildren.

Fred Jeddeloh, former owner of Jeddeloh Brothers Sweed Mills Inc., Gold Hill. Or.. died March l. 1988. in Portland, Or. He was 82.

A native of Oldenburg, Germany, he came to the U.S. in 1925, In the mid-1940s, he and his brother Otto opened a sawmill on Galls Creek near Gold Hill. With another brother, Adolph, they formed the Sweed Mills sawmill equipment manufacturing business in the mid1950s, later sold to Cascade Wood Products, White City, Or.

Mr. Jeddeloh is survived by three sons, a daughter, and his two brothers.

Edward W. Bohlen, formerly of Peoples Lumber Co., Ventura, Ca., died Jan. 23. 1988. in Ventura after a lengthy illness. He was 85.

Born in Freedom, Pa., he moved to Ventura and joined Peoples Lumber in 1943, working as a clerk until his retirement in 1971.

Mr. Bohlen is survived by his widow, Margaret, a son, four grandchildren, and five great-grandchildren.

Lloyd Brown, president and cofounder of Northwest Wood Specialties, Portland, Or., died following a massive heart attack Jan. ll, 1988, in Portland. He was 58.

A native of Glasgow, Mt., he was graduated from the University of Oregon in 1951 and served in the Navy during the Korean War. He worked for Al Thrasher Lumber Co., Eureka, Ca.; Crawford Door Co., Williamsport, Pa.; Wood Parts Manufacturing Co., Tacoma, Wa., and Industrial Lumber Co., Portland, before founding his own company.

Mr. Brown is survived by his widow, Hazel, a daughter, a son, two brothers, and three grandchildren.

Harold Reynolds Sr., founder and president of Vis-Rey, Inc., Spanaway, Wa., died Feb. 10, 1988, in Tacoma, Wa. He was 76.

Born in Aitkin, Mn., he worked in the construction industry before forming Vis-Rey in 1959.

Mr. Reynolds is survived by his widow, Theo Mae, two sons, one daughter, five grandchildren, and one great-grandchild.

LeRoy P. Smith, a pioneer in the alder lumber business, died Feb. 16,

1988, in Yakima, Wa. He was 88.

Born in Adair, Ok.. Mr. Smith operated mills in Fortine, Mt.; Missoula, Mt., and Clatskanie, Or., before moving his L. R. Smith Hardwood Co., to Longview and Shelton, Wa. He later owned a sawmill in Alaska.

Mr. Smith is survived by his widow, Irene, a son, a daughter, a sister, two brothers, I I grandchildren, and I 4 great-grandchildren.

AD I]NDEX

American Hardwood Co. ..56

American Wood Preservers Institute .. .62

Andersen Corp., A.W. .........11

Anfinson Lumber Sales ., ......34

Arizona Pacific Wood Preserving........ 3l

Berger & Co. ......17

Beverly Manufacturing Co..............35

Blevins Sawmills, J.H. ... .....30

Blue Lake Forest Products .............57

Bowman Lumber Sales... .....43

Bracutlnternational.. .........63

Burns Lumber Co..... ....Cover I

Cal Coast Wholesale Lumber Co. .43

Cal State Forest Products Inc. ..........38

3C Trucking ..... .....65

Central Builders Supplies Co. ..........53

Certified Coatings . , .51

Chemonite Council ......, .....24

Columbia Harbor Lumber Co. ..........50

Conrad Wood Preserving ,......26

Duke City Lumber Co..... .....60

Far West Fir Sdes .....60

Fontana Wholesale