Merchant Magazine - April 1991

"The Quiet Grattt"

Q Ciant in Longevity-A major West Coast ' forest products wholesaler since 1925.

Q Ci"ttt in Integrity-Continuing atndition of solid ethics.

Q ciant in Experience-An efficient, courteous staff- always reliable.

S Ciant in Service-Cargo , r:ril,truck and L.A. Harbor inventory to fit your needs. Burns Lumber Conpany...Doing the jol for 64 yedrs and still standing tall.

Serving the lumber and home center markets in 13 Western Sfafes -

fuB whenl!pryhbe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most "'ersatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy cornnons, or garden grade lumbe4 kiln dried, air dried, milled with precision at G-Ps Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood cnstomers, droose the redwood that has everything going for it: looks, promise, and a fine hmily narne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (707) 954-0281, or the G-P Distribution Center nearest you.

DAVID CUTLER editor- publisher

Here's a weapon, use it

llt HEN it comes to selling pressure treated UU wood, it's one product that doesn't lack for positive qualities. A number of these are set out in major features found throughout this issue.

The environmental aspect is one we'd like to see receive more emphasis.

It's a very simple concept: pressure treated wood greatly extends our nation's supply of wood. The stuff lasts so long that the savings in trees is really remarkable. One industry group, the Southern Forest Products Association, estimates that without pressure treated wood, an additional 226.000.000 merchantable trees would be required annually to replace decayed or termite infested wood products. As the product lasts a minimum of 30 years, the total number oftrees saved over that period is an astounding 6,700,000,000. That's b as in billion.

The statistic is an effective weapon to use to figuratively beat over the head radical environmentalists and other enemies of common sense. The idea that treated wood is helping America's forests is one you don't need a degree in forestry to understand.

An outdoor deck made of treated wood is likely to last as long as it takes to grow new trees to eventually replace it. Again, an idea that is both simple to present and easy to grasp.

Using one "treated tree" to do the work of many is an idea whose time has come. It is a positive talking point against those who seek to foil the sensible management of U.S. forests. We urge everyone to utilize the ideas presented here in sales talks, company advertising and brochures and all other communications with customers and the public.

Serving the lumber & home center markets in 13 Western states-since 1922

ffiOfUsAs IIourNaMResorurc

e're the nalnc that nattrmlh' ( ()rn(\ k r lrrilrd li rr ( irliloniia rttlwrxxl ancl l)otrglas fir.

Ihc I'acific l.unrbe r ( .ortipartv is tht' n'orkl's largcst suplrlit'r of higlr grlult redi,vtxxl uncl I)ouglas f ir prorlrrrls lvith tlrt'lrnraclest lint' in all gr,rrlrs.

\\'hattvt'r r our lrrecls, tltcrc's l gtxxl t lt.ilttt' \\( r .lt n il. .\tttl \ | 'u \,i\ ( ir) tltlivt'n trl';ts lrecatrst' \\'r ciul \.lti\fv r.otrr ttrll fr',.luirclnclrt\ in onc nrixctl

loarl lrorn the ntill. Sonrc erurnplt's of our lint' inclr-rcir...

KiIn<lrit'rl bcvel sirlirrts, l)attr'fn\ N. surfacctl stock

Irtrll-sau n, rorrgir, I ( )l l( tirnlrt'rs rrlr to Srfi irr rt'rlnoocl untl trp to (rrI(r in I)ouglas fir

,\ r'onrplt'tc flrrnilv ol cncl Ei t'c'lgr glrrrtl I'.\l ( .( )-l oc protlrrcts

I{ctln oocl rotrrlr .rr-tcl rrrrl'at't'tl grr:crr Itrrnlrer, 2x-i throtrgh lr ll, lrotlr trppt'r and ('()rIr lll()n gr,rilcs

I ht' ncrt tinrt' r otr rrt'r'tl to lrlace an orrlt'r f or tlLr.rlitr lrrnrlr,-'r, t ull thc "()nr,\t()p" strpplier. (.lrll Ihc l)acific I rrntltr (.orttpartr'.

\\'e'rc vour \atrrral Resorrrcc.

ATRICT new Environmental ProDtecrion Agency regulations are expected to cause a major shakeout in the pressure treating industry, closing perhaps hundreds of plants and leading to possible treated wood shortages and higher prices.

The EPA declared three categories of waste flrom wood preserving operations were to be listed as hazardous. Key is the ruling's Subpart W, which governs the drip pads which convey excess preservative or drippage and rain water to a collection system. Different compliance deadlines state by state, some as early as June 6, are to be enforced with severe penalties.

But the huge costs of revamping facilities would force the closure of an EPA-estimated 20-250/o to an industry-predicted 500/o of U.S. treaters, said industry legislative committee chairman Bob Hawes, Mellco, Inc., Perry, Ga.

Commonplace is the $500,000 a year treater who, under the new standards, requires a $l-2 million overhaul. "The cost of compliance exceeds the total net worth of the industry," said Hawes.

For the retailer, supply will likely be slashed and prices hiked by as much as $100 per thousand board feet, forecast Hawes.

The plants most likely to survive are larger volume businesses with greater capital backing and newer or recently modernized plants requiring fewer upgrades.

On the whole, plants situated in the west and using CCA may be in a better position than those in the south or those using penta or creosote, since the plants are often newer. "We're on the good end, but a lot will shut down because they can't comply or it just isn't worth it," said one western wood preserver.

Another major Southeast wood preserver, who plans to shut down treating plants by June 6, sighed, "We're tired of fooling with it." Other treaters feel as if they're on an "EPA hit list."

But even companies who have continually kept up with Agency moves will find themselves with steep expenses. "We've always tried to stay ahead of the game," said Charline Muller, Conroe Creosoting Co.. Conroe. Tx.

Muller and other industry representatives recently returned from an industry legislative conference in

Severe regulations shaking out treating industry

Washington, D.C., seeking to negotiate for more time. "lf we get an extension, we'll be okay," she said.

"There is hope. As they say in Washington, we're cautiously optimistic," said Victor Lindenheim, American Wood Preservers Institute's vice president of regulatory affairs. AWPI continues to work with the federal government, especially the Oflice of Management and Budget, which recommended that EPA reevalute its ruling. Thus far, EPA has ignored OMB's advice, said the AWPI.

Story at a Glance

Tough new EPA standards re quire millions of dollars in re trofits. hundreds of treating plants predicted to go under, supply to shrink, prices to escalate. strict drip pad require ments blamed.

AWPI's main arguments are that most companies need more time, that no plant can guarantee "zero" drip in the storage yard, that many drip pad design and operating standards and equipment cleaning regulations are inappropriate and impractical, and that certain costs far outweigh their environmental benefits.

They point to the low cost effectiveness of establishing and enforcing the regulations compared to the

allotment of the federal budget used to prevent fatalities by other causes. To save less than one life by listing wood preserving chemicals as hazardous waste would cost $5.7 trillion, according to a risks and costeffectivness table included in the Budget for Fiscal Year 1992.

"It's pretty ridiculous," said the western treater. "It's not practical and, in some ways, not even physically possible. I don't know what else (EPA) could come up with. They're pretty close to the moon."

Treaters are used to being shaken by the EPA. But, analysts predict, the industry has never before felt a quake of this magnitude.

Hazardous Waste Rule Deadllnes (CCA/Creosotel

ARIZONA. .... Dec., l99l; June, 1992

CALIFORNIA....... June 6. l99l

COLORADO ..... l-2 years

HAWAII .....June6. l99l

IDAHO ... June 6, l99l

MONTANA June 6, l99l

NEYADA ,..... Mid-Summer 1991

NEW MEXICO.To Be Announced

OREGON Mid-1982

UTAH. To Be Announred

WASHTNGTON Mid-1992

WYOMING June 6. l99l

Specialtyproducts broaden treated markets

AS THE treated wood market matures, demand is inFl creasing for non-traditional specialty products. Millwork items, fencing, treated plywood, prestained decking and water-resistant lumber for decks and patios will all gain in importance, reports Resource Information Systems, Inc.

"Significant volumes of regular CCA treated lumber production are expected to be replaced by a water resistant product and many lumberyards by mid-decade will carry just the water resistant item," they report.

The survey of consumer willingness to pay more for water repellent treated wood found over half responding positively to the idea of paying as much as 250lo more. Nationwide, 64.90/o of consumers asked said they would pay more; in the south, 50%; south central, 69.20lo; west, 66.70h', north east 82.60/o and north central, 50%.

In addition to accepting water repellent treated wood, consumers are looking at a generally broader range of treated products including color tinted lumber and specialty items such as millwork and outdoor furniture. Manufacturers are already introducing a variety of special treated products to the market, testing for acceptance and demand. Many items are do-it-yourself oriented while others aim at the contractor or remodeler trade.

CCA treated southern pine shakes are being produced by at least five companies. A taper sawn shake, the new product is considered to be energy efficient as well as durable. It is recommended for both residential and light commercial construction by the Southern Pine Marketing Council, which has a selection of informative literature on the product.

Pressure treated millwork is finding acceptance rapidly from both professional and d-i-y deck builders.

lillLtW0nK, lattice and stair parts are all pressure treated.

STYLISH turned treated items lrom Commonwealth Wood Preservers

Special accessories including spindles, balusters, newel posts, hand rails and post tops add an elegant, finished look to the simplest of decks. Treated steps, moulding and lattice are gaining popularity because they make deck building an easier job. Deck modules and preassembled fence panels using treated wood are other popular convenience products. Longtime utility products such as decking and fencing continue to be basic building products.

Long a standby of landscape architects and home gardeners, landscape timbers are becoming more do-ityourself oriented with new engineering concepts that make them easier to use. Several manulacturers have designed products reminiscent of children's building blocks. These landscaping products assemble into planter boxes, borders, retaining walls and other garden projects.

Treated wood also gives extended life to outdoor furniture and play equipntent. Furniture lines are being expanded from basic picnic tables to include garden benches, loungers and chairs. Playground equipment ranges fronr elaborate combination swing, treehouse, ladder, slide units to simple or not so simple sandboxes, often done as d-i-y projects.

ln all cases, homeowners appear willing 1o pay slightly nrore lbr the durability added to outdoor structures by treated wood. The new specialty products are expanding the design possibilities of building outdoor pro.lects and adding convenience and sinrplicity to the .iob.

I)ealers who still think of C('A treated wood as a conrnrodity product need to get with it and investigate specialty products. Their custonrers rlre.

Story at a Glance

l{ew treated producls: simplified landscape timbers, millwork, outdoor fumiture and play equipment appeal to homeowner for durabaF ity and attraetiveness. additional cost is not seen as a problem.

PEGS hold treated Designwood timbers lrom Thompson Industries

C0t{SUiIEBS like new inlerlocking treated landscape timbers.

CCA IREAIE0 southern pine shakes are energy efficient and durable.

PREASSEiIEtE0 lreated lence panels by Walker Williams Lumber Co

Are borates an envi ron me nta I Iy f ri end Iy

alternative preseruative?

T HE current "green movement"

I toward more environmentally friendly products continues to gain momentum in the wood preserving industry, leading to an increased interest in alternative wood preservatives of lower toxicity, including borates.

Recent conferences, magazine articles and media advertising have fueled this interest in borate wood preservatives. But what are the real advantages and disadvantages of borate systems and what markets offer the greatest potential for these preservatives?

Borates were first used in wood preservation during the 1930s to protect Australian hardwood lumber from powder post beetle attack. This usage has continued successfully to the present day. Further markets developed for borate preservatives in New Zealand in the early 1950s with dip-diffusion treatments to protect interior building construction pine lumber against borer attack. Later, other treatment processes were added, although dip-diffusion remains the preferred treatment process in that country.

Eventually, the use of borates spread to other parts of the world, including the United Kingdom, Europe, Scandinavia, India, Africa and the United States. Use, however. continues to be limited to certain niches ideally suited for diffusible preservative systems.

Borate preservatives are water

Story at a Glance

Borates have low toxicity, but little effectiveness in high moisture, outdoor applications hardwood, log homeand interior construction materials trcatment possible. good remedial use potential.

soluble solutions of sodium borates made from sodium octaborate or from mixtures of sodium tetraborate and boric acid. These chemicals are highly effective against wood decay fungi, wood boring insects and most species of termites. They are colorless and can be broadly classified as being in the moderate toxicity class (LD50 : l600me/kg).

The high water solubility of borates is highly advantageous in diffusion treatments of "green" wood, as well as for pressure processes of seasoned material. This characteristic also makes borates suitable for treating some refractory wood species and for remedial treatments of decay problems in existing structures.

Unfortunately, this same attribute causes the greatest barrier to the wider use of borates; that is, they tend to migrate out of wood in high moisture applications leaving the wood vulnerable to a variety of wood destroying organisms.

The USDA set up stake tests with borate preservatives in the early 1930s and concluded that borates were ineffective preservatives due to the rapid failure of the stakes. Unfortunately, these tests merely proved that borates will leach in such an environment and were not a test of their fungicidal efficacy. Subsequent research has proven that borates can perform quite well in certain applications; however, until the leaching problem is overcome, the use of these preservatives will remain limited commercially to low exposure applications.

Most preservative-treated wood in the U.S. today (including lumber, poles, piling, crossties, etc.) is used in severe outdoor environments where leachable preservatives would not provide longterm protection. Preservatives for these markets must offer more permanent protection.

Nonetheless, other opportunities for borates exist in the U.S. These

include the protection of hardwoods during drying and storage, interior construction where beetle attack is considered a hazard, anti-sapstain additives, and dip-diffusion treatments of log home materials, pallets, etc. Realizable potential may also lie in construction treatments to protect softwood lumber in areas where Formosan termites are prevalent and to protect structures from decay where certain building practices are used. Significant opportunities for diffusible borates also lie in the area of preventive and remedial treatments of existing wooden structures. Borate/glycol coatings (i.e., Boracol and Bora-Care) and fused boron rods (i.e., Impel Rods) have been developed to protect wooden structures from a variety of wood destroying organisms. The highly concentrated, solid boron rods offer a means of slow preservative release for extended protection in high moisture applications. They are applied to wood through a series of drilled holes and depend on moisture for distribution of the boron. Topically applied borate/ glycol solutions have been shown to diffuse very well in both wet and dry conditions and will, therefore, control a wide range of organisms.

If a technological breakthough can be achieved, borate preservatives have considerable potential in the U.S. for commercially treated wood products. However, until an effective, fixed borate preservative is developed and proven, the use of commercial borate treatments for wood exposed outdoors either above-ground or in-ground will remain inappropriate.

We at Chemical Specialties, Inc. are heavily involved in research with both fixed and unfixed borate systems. At this time. we believe the opportunities for borates are limited to relatively smaller, specialty markets, and we are actively pursuing these.

FRTW: myths and market opportunities

By Glenn W. Wilson Manager-Technical Services Hoover Treated Wood Products. Inc.

F RTW (fire retardant treated

Jt woodt has a bright future due to test methods that assure good long term structural performance and increased usage in commercial, institutional and multi-family residential projects. With warranty coverage unprecedented in the building materials industry, acceptance by building officials is facilitated by new code compliance reports which include evaluation of high temperature strength testing for roof applications.

In spite of several decades of successful use, including World War II blimp hangars still standing and holding the world's record for the largest wood structures ever built, several myths and misunderstandings persist relative to FRTW.

MYTH 1: FRTW is corrosive and eats up fasteners.

Current fire retardant treatments are not corrosive although "first generation" treatments used prior to the early 1980s were relatively hygroscopic

(attracting water from moist air) and sometimes caused corrosion in moist environments such as industrial facilities that generated heat or steam, open-air roof framing, damp crawl spaces, weather exposure and other moist applications.

Hygroscopicity testing of FRTW in accordance with ASTM D-3201 is now required by building codes to substantiate low hygroscopicity.

Building codes and manufacturer's literature allow use of interior type FRTW in dry interior applications only, including plywood roof sheathing. Exterior type FRTW is for applications exposed to moisture, including direct weather exposure. These include exterior siding and trim, decks, balconies and stairways. Exterior type FRTW, like current interior fire retardant treatments, is non-hygroscopic and noncorrosive.

MYTH 2: FRTW is fire-rated.

Fire retardant treated lumber and plywood is often referred to as "firerated lumber" or "fire-rated plywood." Wrong. The "R" in FRTW

stands for "RETARDANT", not "RATED." FRTW is tested for flamespread per the ASTM E-84 tunnel test, "Standard Test Method for Surface Burning Characteristics of Building Materials," for a period of 30 minutes (E-84 test duration for other building materials is only l0 minutes).

The 30 minute duration ofl the E-84 tunnel test does not equate to a 30 minute fire rating. Codes require the flamespread classification per ASTM E-84 to be 25 or less, which means the flame progressed only 250/o or less of the distance it traveled on untreated red oak wood in the same test.

Fire ratings (30 minute, t hour, 2 hour, etc.) are determined by ASTM E-l19 "Fire Tests of Building Construction Materials." This test exposes an assembly of materials (such as a wall or ceiling assembly) to heat and flame on one side. It tests for heat transmission, burn-through, structural integrity, and ability to withstand a fire hose stream. It is not a required test for FRTW, although FRTW can be used in appropriate rated assemblies.

MYTH bustible. FRTW is noncom-

In many applications such as roof systems on commercial and institutional structures, FRTW is accepted in lieu of noncombustible materials. FRTW is a "slow burning" building material, which is one category below noncombustible. For insurance purposes FRTW is usually rated as a noncombustible. It has a much slower rate ol

Story at a Glance

Expert blasts the myths surrounding fire retardant treated wood... what's the real story in six areas of FRTW.

heat release than combustibles such as untreated wood. FRTW produces little smoke, is self-extinguishing when removed from the flame source, and does not contribute to the spread of fire.

MYTH 4: FRTW is ruined if it gets wet.

Brief exposure to rainfall after installation does not ruin FRTW lumber or plywood. FRTW plywood, by definition, contains exterior waterproof glue. If it didn't, it could not withstand pressure treatment with waterborne chemi-

H0LE in the middle is where the unit not built with fire retardant lreated wood stood belore the fire.

cal solution. FRTW should be stored in a dry place at all times. It should be covered and protected from rain the day it is installed il possible. lf rained on alter installation, it should be allowed to dry before being covered with felt or roofing. The American Plywood Association makes nearly identical recommendations for untreated plywood in APA publication J20D.

MYTH 5: FRTW cannot be finished or glued.

Finishing or gluing of FRTW is easy as long as it is allowed to dry thoroughly. Kiln drying after treatment may not reduce moisture content to an acceptable low level for finishing or gluing. Exposure to air in a heated building for a week or two after installation is usually sufficient to allow moisture content to stabilize at an acceptable level for finishing or gluing. Consult FRTW manufacturers for more specific recommendations.

MYTH 6: FRTW disintegrates after just a few years of use.

New methods ol accelerated high temperature strength testing predict good performance ol FRTW products for decades in roof applications. A major U.S. model building code has issued the first FRTW code compliance report, on Pyro-Guard FRTW by Hoover, which includes evaluation ol high temperature strength testing and projections of strength properties after long-term use in roof, applications including plywood roof sheathing.

New strength testing methods and confidence in long term FRTW performance make it possible for FRTW producers to offer unprecedented warranty coverage. For example, Hoover's Pyro-Guard FRTW warranty includes 20 year replacement coverage at current cost. Another company's warranty provides longer coverage for plywood, reimbursing original cost of the roof if the plywood fails.

FRTW is used primarily in commercial, institutional and multifamily residential projects for roof sheathing, trusses, joists, studs, blocking and similar uses. Although the overall volume of building is down in many areas at this time, FRTW use is increasing as building officials and architects call for it more often.

Many market areas are wide

open and begging for increased FRTW distribution and promotion. Economic conditions have forced some dealers out of business, creating opportunities for other dealers to pick up new business now and be in position to participate in the next building boom.

Code compliance reports available on FRTW include evaluation of high temperature strength testing for roof applications. Local building officials with the authority to approve individual FRTW

brands often rely on these reports which contain strength factors and use recommendations for a specific product.

FRTW is stronger than ever.

Architects, building officials, contractors and owners, more aware of test methods and production controls that assure dependable performance, are specifying FRTW more often. FRTW warranties which provide long term replacement coverage not available with other building materials are a bonus.

Chemonlte piling.

Chenonite ond Douglqs fir. on unbeatable combination.

Chemonite piling is clean

Clean and dry--Reliability and dry. Wbrk crews frnd plus versatility--An unbeatthem easier to handle and able combination! drive in water or on land'

J.H. Baxter treats piling, Chemonite (ACZA) is the and other wood products, only waterborne treatment with a wide ran-ge -of pr-eserwhich can treat Douglas fir vatives--all applied under p'ing to AWPB standards. lJiffirT;

Chemonite even stands up in job. salt water with retentions of 2.5 lbs. pcf. Ideal protection

Photographs: Chemonite piling at against marine borers. Long Beach Harbor'

'["ry:l*;li;,1,"

AWPB due to switch roles May 15

is expected to become effective May 15.

AWPB Temporary Offices

President Eric Yeadon and vice president and chief inspector

Donn Keefe can be reached at the temporary AWPB offices in the Atlanta, Ga., area. Address, telephone and FAX number are:

American Wood Preservers Bureau

300 Tivoli Garden Rd., Suite 520 Peachtree City, Ga. 30269

u04\ 631-2949

FAX (404) 487-9225 (Auention AWPB)

Hours of meetings by a National Forest Products Association Task Force, approval of new articles of incorporation and bylaws by the AWPB governors and membership and the establishment of a temporary office in the Atlanta, Ga., area by president E,ric Yeadon and Donn Keefe, vice president and chief inspector, have preceded the change.

Reorganization of quality control and inspection in the wood treating industry was deemed necessary several years ago because fragmentation was causing difficulties with the model building codes, buying groups and various forest product associations which promote and educate end users, Yeadon explained.

The NFPA Task Force was formed in March 1989 to resolve the problems. This group, headed by John Hall, president of the American Wood Preservers lnstitute, concluded that a need existed for a single, uniform system of certification. To achieve this. a decision was

made to define a new organization and operating methods modeled on the American Lumber Standards Committee.

After defining the required organization, inspection guidelines and enforcement procedures needed to produce the desired consensus standard, the task force deferred forming a new organization. Instead, they asked AWPB if it would be willing to make the necessary alterations to its structure to become the organization proposed by the task force.

This involved changes to AWPB's existing articles of incorporation and bylaws dealing with the structure of the board ofgovernors, definition of the board of review and recognition of independent analytical laboratories. Yeadon said.

Story at a Glance

Reorganization of AWPB into a wood treating industry consensus body near completion offices will move to Atlanta, Ga. board selection underway ...6 billion BFM volume estl mated for new program.

The reorganization approved by the AWPB members and board of governors results in a 37 member board with staggered three year terms. Service will be limited to no more than two consecutive terms. Board members will be allocated according to the number of plants under contract for inspection services, volumes of preservatives and treated wood produced. This gives inspection agencies and their plant subscribers I 8 seatsl wood preservative manufacturers, five seats; whitewood suppliers, five; consumers, specifiers and users of treated wood, nine, Yeadon explained.

"The board of review will have three members, one elected by inspection agencies/plant subscribers; one by preservative and whitewood suppliers, and one by the consumer/ specifier group," Yeadon said.

In its new overview role, AWPB will have a total staff of five with offices relocated from Lorton. Va.. to the Atlanta area. "Under the new program, volume of 6 billion BFM is estimated." Yeadon said.

American Wood Preservers Bureau into a wood treating industry consensus body for quality assurance

6 steps to increased fastener profit

STOCK

Adequate supply and selection are needed to accommodate customers. Having the right fastener assists in the sale of many related products. Full service, one-stop shopping depends greatly on fastener accessories and components. Since labor is the most expensive aspect of any job, both homeowners and contractors concerned with expense go to full service stores for fastener needs.

PRODUCT KNOWLEDGE

Trained personnel who know what they sell and how the products should be used are important. They must be able to recommend products. They also must be able to sell up by suggesting the newest fastener products and components. Example: when customers buy bolts, they generally need nuts and washers as well or driver tips and screwdrivers when buying screws.

MERCHANDISING

Access to products must be simple and easy for customers. Merchandise to accommodate them. Example: contractors buy piece lots. Prepackaging is a deterrent to contractor sales while it is useful and important to a homeowner sale. In some stores a combination of bulk and prepackaged fasteners can be used.

VENDOR SUPPORT

In-slore service from vendors is necessary in a complicated department such as fasteners. A vendor should supply product training to help personnel become experienced fasteners salespeople. A vendor's ability to ship complete orders in a timely manner is another important requirement.

SINGLE SOURCE BUYING

Deal with as few sources as possi-

Fastener Act Clarificatbn

Although some lumber and hardware retailers are concerned about Public Law l0l-592, the Fastener Quality Act, only a small portion of products at the retail level will be affected.

"This law primarily affects industrial and government applications where equipment and projects require specified grades and hardness," explains Pat Grattan, Dave Grattan and Sons, Inc., a wholesale lastener supplier.

The regulation does not include any screw, nut, bolt or stud produced and marked as ASTM A 307 Grade A (also known as Grade 2), according to Grattan. Since these are the lasteners primarily carried by retailers, stores are affected only if they special order items such as Grade 5 or

Grade 8 fasteners.

A fastener which comes under the law cannot be sold unless it has been manulactured to certain standards and specifications, inspected, tested and certified. "All packages must be lot numbered to enable the purchaser to trace the origin. If a fastener is from more than one but not more than two lots, it may be put into one package, but both lot numbers must be clearly noted since comingling of more than two lots of fasteners subject to the regulation is unlawful," Grattan said.

The law is designed to protect public safety and deter use of nonconlorming lasteners by improving traceability and providing assurance that fasteners meet specifications. he added.

ble within the fastener department. Not only do you become more important to the vendor, he be' comes more important to you. Fewer

Story ataGlance

Advice on stockiqg for full service, onestq slropgilng, educating personnel, buytrg corniort level ways to use vendor sutr port' lrcrvto make profitwiUlout losing competitive edge.

orders from separate sources result in fewer bills with less paperwork which helps to reduce costs. Generally, it is less expensive to buy from a single source. Example: many short line suppliers have low price leaders on common items, but premium prices for unpopular items. A total order cost should be a deciding factor in selecting a source. In many cases you will find your entire order less expensive without low ball items offset by inflated prices on others,

PRICING

Being competitive is important, but being profitable is more important. Very few customers do price comparisons on fasteners so it's more important to have product than the lowest price. A store can become more competitive by buying popular items in bulk cartons. This can save up to 25010. If small quantities are sold at regular price levels, profits increase. Larger sales also can be discounted from the same inventory.

These suggestions for making a slore's .fastener department and salesperson more e.fiicient and profitable were adapted from advice by Pat Grattan, president of Dave Grattan and Sons, Inc., Irwindale, Ca.editor.

SBR[EF$...l:.i..l

HorneClub, lrc. celebrated thb opening of a new Visalia, Ca., store with ribbon cutting on March 23 . . Home Depot opened'.,at'..sfbiieiirin,,r:Tri-City Corporate Center, San Bernardino, Ca. Costco has a 30,000 sq. ft. homg,.,:,impr6tem€nt department inl 'litsr ' r,igw.''$eat{e,eentef , Seattle, Wa.,store....

trade junki Lumkr'Cu

(see P..23'r i:r,i ',,','.,,:,,N,blth:li|,,nd,:,C edar, /trc., U kiah, C.A.lil' ii$.i;,61;'new,.' rpholesaler/retailer, Selling'rrr sidi{gr;'r.:decking, paneling, etC,;li;l,,owrteii,l' Doug and Rob Resmu,ss,en' .'.,.,Suncrest Forest Industries, llledfbrd, 0r., opened a branch oflice in Portland, Or., with Jack Mclean speeializing in, exports and government sales.

Baise Cascade, Boise, Id., expects a loss of $ 1 6 ntillion in its first qu.arte'r,,. .'. Patlatch Corp, wood..,productq,9{0up, San Francis0otiCAe:;:4nlticipates lower first q-aiiei:,l:tbain,in,gs re{Iecting the costs'l.of.:1tn,t',.eei!y. retirement progr,&|11.t::',',;'til',t,:.l,,ifig:i. fg'tron, Id., Sawmill:r;;'l'rt:r'rlirlrr':":il' r'

Utah, Nevada, Idaho: We have a name for your customers

APRIL

Los Angeles Hardwood Lumberman's Club - Aprit 12, day at the races, Santa Anita Racetrack, Arcadia, Ca.

San Joaquin Valley Hoo-Hoo Club - April 12, Casino Night, Kingsburg Gun Club, Kingsburg, Ca.

West Coast Lumber Inspection Bureau - April 12, annual meeting, Red Lion Lloyd Center, Portland, Or.

American Institute of Timber Construction - April l2-16, annual nreeting, Doubletree Resort, Palm Springs, Ca.

Woodwork Institute of California - April 14, annual meeting, Quail Lodge, Carnrel Valley, Ca.

World Forestry Center - April 16-17, Snrart Wood Products conference, Hilton Hotel, Eugene, Or.

Hardwood Plywood Manufacturers Association - April 1620, annual convention, Four Seasons Olympic Hotel, Seattle, Wa.

North Cascades Hoo-Hoo Club - April 17, speaker nteeting/ election of directors, Cascade Club, Everett. Wa.

Spokane Hoo-Hoo Club - April 18, nreeting, Spokane, Wa.

Dub's Ltd. - April 19, golf tournament, Castlewood Country Club. Pleasanton, Ca.

Los Angeles Hoo-Hoo Club - April 19, golf & dinner, Azusa Greens Country Club, Azusa, Ca.

Western Hardwoods Forum - April 19, Seattle Marriott SeaTac Airport, Seattle, Wa.

Coast Counties Hoo-Hoo Club - April 21, booth at Earth Day celebration, Toro Park, Salinas, Ca.

Earth Day - April 22.

Roseburg Hoo-Hoo-Ette Club - April 23, nteeting, Roseburg. Or.

NADI 98 - April 27-30, visual marketing show, New York, N.Y.

American Wood Preservers Bureau - April 28-May I, annual meeting, Seattle Sheraton, Seattle. Wa.

MAY

National Wood Flooring Association - May 7-ll, annual convention, Nugget Hotel, Sparks (Reno), Nv.

Coasl Counties Hoo-Hoo Club - May 8, initiation & election meeting, Surdi's Restaurant, Monterey, Ca.

Western Dry Kiln Association - May 8-10, annual meeting, Sheridan Hotel, Spokane, Wa.

Hannover Fair - May 8-14, Hannover, Germany.

Lumber Association of Southern California - May 9, board meeting, Hacienda Country Club, La Habra Heights, Ca.

North Cascades Hoo-Hoo Club - May 10, annual golf tournament, Bellingham Golf & Country Club, Bellingham, Wa.

Inland Empire Hoo-Hoo Club - May 10-12, annual ladies weekend, Rancho Las Palmas, Rancho Mirage, Ca.

Lumber Merchants Association of Northern CaliforniaMay l0-14, annual convention, Harvey's Resort & Casino, South Lake Tahoe, Nv.

National Hoo-Hoo-Ette Convention - May l7-19, Sheraton, Long Beach, Ca.

North American Wholesale Lumber Association - May l922, annual meeting, Grove Park Inn, Asheville, N.C.

Sugar pine in 514 and 614, White fi 2x4 and 2x6, and long-lasting Incense cedar. We are the largest producer of pallets in the stateover 6,000 each day. We even make decorative bark and forest humus.

A broad range of quality productsthat's today's Sequoia Forest Industries.

Crr,orn"rs tell us that the consrstent quality of S"qroiu manufactures Ponderosa and the products we make is what keeps them coming back. For more than 40 years they have relied on Sequoia Forest Industries to ensure the lengths and widths are as ordered with no hassles about grade. Our precision cuning standards are the highest in the industry. And our Fresno location means fast, over-night deliveries to ma1or California markets. Job site deliveries when requested.

Benefils Outsell Low Price

Price is not the deciding factor for do-it-yourself shoppers in some categories, a Belter Homes & Gardens consumer panel discovered.

When buying caulks and sealants, most respondents (69%) considered package symbols to help them select the right product the most important factor. Less than 7% thought low price the most important criteria.

Plastic ls Easier To Spend

Not accepting credit cards can cost a retailer both higher sales and customers.

With most customers carrying at least two bankcards and some carrying as many as seven, stores that accept only cash or checks are in the minority. Their excuses that "Our customers don't use bankcards" are usually not valid.

Accepting bankcards can help a home center. While an out of town or even a local customer's check may not be good, his bankcard is acceptable. In addition, figures show that the average bankcard transaction is $59 compared to $35 for checks. Impulse buying and emergency

The Merchant Magazine

purchases also are more frequent when they are charged rather than paid for by cash or check.

While the small to average building material retailer may not have the power to negotiate lower bankcard rates on his own, he can keep his processing rates down by joining the bankcard program provided by his lumber and building material association or buying group.

lndustry Management Confab

Western Building Material Association will hold its 27th all industry marketing/management conference April25-26 in Boise, Id., at the Red Lion Downtowner.

Focusing on marketing, the conference will open with "The Possibilities for Positioning" by Theodore Geocarcis, Focus Marketing, Kent, Wa. Round table discussions are scheduled for the afternoon. On the second day, "Financial Management for the Closely Held Business," led by Dennis L. Fowler, will offer case studies on profit and cash flow planning and dealing with a banker.

Chuck Link, retiring executive director, and his wife, Ruth, will be honored at the concluding dinner.

Canada seeks lumber tax relief

Canada's tentative steps to seek termination of its softwood lumber agreement with the U.S. are causing a strong reaction from the U.S. lumber industry.

"The Canadian government should be held to its bargain," C. T. Howlett, Coalition for Fair Lumber Imports chairman, said after Canadian Prime Minister Brian Mulroney raised the question of the tax during President Bush's recent visit to Ottawa.

The four-year-old agreement imposes a 150/o tax on Canadian lumber exports to the U.S. It was put in place by the Canadian government to ease the threat of U.S. countervailing duties. Canada's share of the U.S.

Junk Bonds For Redwood Deal

A deal has been proposed in which junk bonds issued by Pacific Lumber Co. when Maxxam Inc., Houston, Tx., acquired it in 1985 will be traded for Pacific's so-called Headwaters Forest.

California olllcials are negotiating with federal regulators for high yield bonds seized when Columbia Savings and Loan of Beverly Hills failed. After getting the bonds at a deep discount, the state plans to pass them to Maxxam as part of an offer for Pacific Lumber's 2.900 acres of old growth redwoods in Humboldt County, Ca. II an agreement is reached, this will be the first trade of this type in the U.S., although similar transactions have preserved ecologically sensitive land in the Third World.

California governor Pete Wilson, who pledged in his campaign to save old redwoods. is said to favor the deal. California secretary for resources Douglas P. Wheeler and state Rep. Frank f). Riggs are among those negotiating with representatives of Charles E. Hurwitz. the financier who controls Maxxam, the parent of Pacific Lumber.

Correction

The correct number to call for information on the Portland Wholesale Lumbermens Association June 23 golf scramble is (503) 297-4738, not the number shown in last month's story on p. 51.

softwood lumber market has declined from 33% to 2701t since the tax was imposed.

Rationale for eliminating the tax, according to Canada's Trade Minister John Crosbie, is that since the agreement was reached Canadian lumber has become less price competitive in the U.S. because of a 19.4o/o appreciation of the Canadian dollar against the U.S. dollar.

The Coalition for Fair Lumber

Imports maintained at the time the tax was imposed that Canadian lumber mills have been able to buy timber from their provincial governments at "a fraction of similar timber just across the border." The coalition said it will file a breach of agreement complaint if Canada terminates the softwood lumber pact unilaterally. This could bring about duties on Canadian softwood lumber.

British Columbia and Quebec, which account for 90% of Canada's lumber exports, favor rescinding the asreement.

CHOOSE THE PERFECT COMBINATIONDOUGLAS FIR TREATED 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 proven 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:

HomeClub Membership Dropped

HomeClub has abandoned its concept of lower prices for members and is now offering the same price to all shoppers.

The $10 memberships for special groups and $15 for others were an impediment, explained James F. Halpin, president of the Fullerton, Ca., based chain. "Contractors didn't like paying to get the lower price and non-members thought they weren't able to shop HomeClub." Stores were open to all, but non-members paid 5olo more.

The company is sending membership rebate checks to I million plus members. Costing about $8.8 million, the refunds will be charged against fourth quarter 1990 earnings, Halpin said.

No changes in pricing are anticipated. HomeClub will continue to have the lowest prices in the industry, Halpin stressed, "lower than Home Depot."

Elimination of membership fees was tested in six markets including Texas prior to the decision to drop them chainwide. After the initial refund expense, management expects to save some in administration costs.

HomeClub plans to add eight stores this year, Halpin said, all in existing markets except for a Toledo, Oh., unit. Stores have been remerchandised over the past five months, adding 5000 SKUs in more upscale merchandise. The changes including expanded kitchen displays target women and casual d-i-yer customers. Print and tv advertising will be used to get word of the changes out to the public.

Meier Sells To Lumbermen's

Lanoga Corp.'s Lumbermen's of Washington Inc., Olympia, Wa., has

purchased the 32-year-old, six-store Al Meier Building Centers, Fife, Wa.

The Fife, Gig Harbor, Bonney Lake, Puyallup, Graham and Federal Way, Wa., units took the Lumbermen's name March I, bringing the chain total to 20 stores in Washington and Oregon.

Though Meier will maintain an ofl]ce in Fife to look after other business interests, he is retiring from the lumber industry. "You grow or you have to get out," he said. "Getting financing for our expansion was very tough."

Lumbermen's calls the addition "a very good fit," filling a marketing void for the company in Pierce County, and reportedly plans little change in the store's personnel, operations or inventory.

ls'Treated To Refusal" What You Mpht Think?

It sounds good doesn't it? Like the material has more treatment than needed, but such may not be the case, according to the Western Wood Preservers Institute (WWPI).

"Treated to Refusal," a term not recognized in industry standards, does not provide the product identification required by building codes. WWPI advises that material identified as "Treated to Refusal" in all likelihood does not have preservative retention required by industry standards, and is not acceptable under building codes.

The Uniform Building Code (UBC) defines pressure-treated wood as wood treated under pressure with strict treatment and quality control requirements with the quality mark of an approved, independent inspection agency.

In defining a quality mark, Paragraph 2505 ofthe Code refers to

UBC standard25-12 based on American Wood Preservers Association (AWPA) standards. The quality mark must show the year treated, type of preservative, minimum preservative retention, intended end use of the product, the standard to which the product was treated and the identity of the approved inspection agency. When stamped on lumber, plywood, or other treated products, the mark certifies that quality control requirements of the UBC standards have been met.

"Treated to Refusal" is not a recognized grade and does not carry the mark of an independent testing agency as required by codes. Due to varying degrees of chemical penetration and retention, the service life of wood treated to refusal is uncertain. Projects using wood identified in this manner may be rejected by building inspectors, WWPI warns.

Some Ins & Outs of TSO

Treating Service Only (TSO) means that the treater pressure treats material provided by a wholesaler or retailer.

The treater is not responsible for the quality of the lumber provided. Treaters are sometimes faced with a request for TSO on difficult to treat species or lumber of a lower grade than the select structural grade commonly used for decking.

In cases such as this, the treater cannot guarantee that the treated material will meet recognized industry standards. It may look the same, but since quality cannot be determined by color, it may be below grade.

The Western Wood Preservers Institute advises dealers and wholesalers to be sure that material provided for TSO is of the proper grade, species and moisture content needed to provide a treated product meeting industry standards.

We've given y0uffil,HS*frr]P,,ilre couldn't. . .

Mother Nature's warranty expires the minute redwood is cut, but with Sunwood each piece is guaranteed for life against rot and termite attack. Sunwood is not a stain or color-coated product, a combination of Sunwood color additives and high quality Osmose CCA are forced deep into the wood during the treating process. Thus producing a natural look with the characteristics of redwood. but with the added protection Mother Nature can't supply.

At Allweather Wood Treaters we go a step further and kiln dry after treatment to greatly reduce checking, splitting and warping. So what your customer builds looks better longer and that makes you look good, too.

So, give your customer the lasting beauty of Sunwood from Allweather Wood Treaters and let Mother Nature keep her redwoods.

Washougal, WA 1,-800-777-81,34

Allweath€r Wood Treaters

Medford, OR 7-800-759-5909

FRE E-SIA|l[)ING (l sr,tys shit!^!i L,S:!|r I T,s h0\ii vlndows',^; ltj.. l1le T frllr,": n the rrill;',,

Vinyl Window Market Upbeat

\ Ii lo sforitlt rs rrntie i|rrtetl in tlrc r irrr I ri rntiori inrlLrstrr or e r lhc nctt lcri r alrts.

''\ irtr l rr ir.rrloris ltlrr c ,L l)otcnliitl ol rrttlrinins.ll) ol lhc lt nrillion r,rnit totiLl t itttiori lcIlile clncr.tt nttir,

kct. llr inrplcssir e ligLtrc ri hcrt ortreonsiclcrs thlrt r irtr I rliniiori\ e()llnrlrnilcrl 5'r ol lhc t()tlll te Ilile alle ltl lnlifkct onlt ]0 \cilf\ ilg()." lretortling to .lolrn I'. \lcl)clnrott. e ilrirnlrn. \'in'n l \\ inrlou rrnrl I)oor lnstitLltL'. ln(l rr r.p.. ( crtlrin l ccti ( iirp.

Window Show For Customers

5onte tlting ncu ilrs bccn rrrlrlctl lo thr rentorlelrtl sitowroont ll t \\crrtltctrrrne \\ intlorr ('o. Kirklrrrrtl. \\ rL. In rLrlrlilion to lirlll ol)cntlionrrl ri irrtloii s instlrllcrl in licc:trrrrlinu urrll tlisplrrr s. thcrc is ri \ tf \\ ltg iu'ait \\ ltcrc cttst(lntcr\ ciut scc rnto Litc lirclolr to rrltcl-t lltc riinrlorr: bcir.ts ntllrlc "\\ hrLl ri c'r'e t|r irrg to uchicVc is lr :ho\rloolt) rrltie lt iiiIIgivc cLlstontcrs iL \L'n\C ol hori tlrc winclows will look inst:illccl in thcir hontcs." sales ln(l nrlrkcting r.p. 'forl (irove said in tllking rrborit thc- crpanclerl 1..150 sq tL tlre rlitr. "\\ c tunicrl cuslorncrs to bc riltlt- lo ()|aritla thc w inrlon tttcehiLtti:ttts. o|clr lrnrl closc thc riintiot: rinti crlrntilrc thc rlLralilr ol' !()r\lr'tif liolt. \\ e :rls0 \4illtt thCnt to g,tt,L lceling ol lltc bclutr trr.rrl \\ilillllh lhlrt orrI u irtrl()l,'s etrn lrtlrl to llte tr' ltontc: "

\ ILe l e rrrnrininu tltc tlispllrvs. e Ltsl()ntCr\ !iLIt \i)r'Cil(l 0ttt h0ttsC ltlitt.ts. eltc.k riinrlori :pg1il'icrrtions. iicLriiltrtg lrtttl Il'itc: itt lt sltcciltl cottlcraltea.ifciL.

renr0deler:l Wcathervare'rrr/ nd!u; lll shorr,,. rrrrrn. Kirkland. Wli

TREATED LUMBER

Are phpical inventory counb limiting the time you spend running your business?

If you're spending too much time on physical counb of inventory instead of running your retail business, consider RealWorld Point-of-Sale Plus*.

RealllforldCI Point-of-Sale Plus, featuring Synchronics Point of Sale', can help your business stay on top of point of sale, accounting and vital inventory information. You can know at a glance when merchandise is running low, what items are selling well and those that are not. I4&th autornated point of sale functions linked to inventory you can reduce the time spent on counting your inventory and concmtrate on making profits!

RealWorld Point-of-Sale Plus is easyto re and can be learned by anyone already familiar with a traditional cash register. Cashiers can bettereen'ice customst by rapidly processing sales transactions, viewing crrstomer accounts at the registe4, and knowing exactly what items are in stock.

This product combines Point of Sale, Inventory Management, Accounts Receivable, Accounts Payable, Payroll, General Ledger and Check Reconciliation. RealWorld Point-of-Sale Plus provides a total eolution for your retail accounting and business needs.

Call todayfor more information on how RealWorld Point-of-Sale Plus can help you track and control inventory and achieve financial sucrtss. For the name of a dealer near you, call 8fit-678-5336 or 603-224-2200.

IIr the year 2o32,wel o rings arotrndthe col

fillbeffiilg petition.

Our clients tell us we do things right. When ttrey order trom Willamette, they don't have to worry about late deliveries, poor quality, or any of the other problems they've experienced with the competition.

That's because our salespeople are more than just order takers. At least once a week, they visit the mill in person. Check on orders. And gain

first-hand knowledge about what ttrey can and can't promise.

Of course, having more than a million acres of forest helps ensure a reliable source of supply. And because we replant more than 16.7 million trees annually as part of our forest management practices, it's a supply that will remain reliable.

So whether it's next year, or into the next century, Willamette will continue running rings around the competition.

CIlflJ'.ro}%t:rnc

llmber & Plywood Division

Western Sales Office Albany, OR (503) 92G7771

Southern Sales Office Ruston, t'{ (318) 25ffi258

Atlantic Sales Office Rock Hill, SC (803) 32&3U4

Sacramento, Ca.

Ponderosa Pine, Sugar Pine, S.P.F, White-Fir, Douglas Fir, Cedar

James A. Haas, gen. mgr.

Richard H. Mills, Melissa Morinelli, Connie Fender

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

IIIPORTING: Radiata Pine

S4S and Rough C & Better and Rough Moulding & Better

Sales Agents for:

Adams Moulding, El Paso, Tx. W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca. 95865 US Wats (800)627-5319 o161972-7282FAX916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Mouldings, Millwork, Plywood, lndustrial Hardwood, Truck Decking, lmported Hardwood/Softsood Lumber

EXPORTING: Softwood Cut Stock, Hardwood Lumber & Dimension, Softwood & Hardwood Specialtgr ltems

1050 Sansome St.. Ste. 300, San Francisco. Ca. 94lll (415)39r-6700 FAX 415-9814130

Dave Kipp, mgr.

Omaha. Ne.

Jackie Scoles. Jeff DeBartolo

S.P.F. Dimension, F/L Dimension, Hem.Fir Dimension, CCA Treated Lumber, Cedar Siding Products

Southern Pllrwood, Western Plywood

One Central Park Plza. Ste. 200N.

Mail Drop 27. Omaha, Ne. 68102

(4021344-M7l FAX 402-344-8078

(800)395-7898

C0ilSTRUCIl0l{ is underway on a 388,800 sq. ft. Hardware Wholesaters, Inc. distribution center in Woodburn, 0r. Upon completion, over 42,000 hardware and building material products will be warehoused under the facility's 8.9 acre roof. HWI's color coded receiving system will be integrated into the operation which will serve 0regon, Washington, ldaho, Montana, Wyoming, Nevada, Utah and Calilornia.

Gulf Sales Opportunities

Building products distributors interested in doing business in Kuwait can add their products to a reconstruction shopping list.

Send information on companies and products which can help in the rebuilding of the war-torn country to the Kuwait Coordination Center, 1510 H. St. NW, Washington. D.C. 20005.

I nndel Forest

Andel Forest Products, Inc. has been created to filljust such a void, combining quality, service and reliability.

We specialize in truckload & carload shipments of:

RedwoodGreen or Dry, Commons or Uppers

CedarFencing & Siding, lncense or Western Red

FirDoug Fir & Hem-Fir, Dimension & Rough Fascia

(7O7) 575-6883

Please c:rll for quotes K:rrl Drexel

ANDEL FOREST PRODUCTS, INC.

Holding a treated wood sale together

The durability of pressure treated wood demands that the fasteners used with it have an equally long life. Retailers should help their customers select the hardware that will best ensure the success of their projects.

Only hot-dipped galvanized or stainless steel 304 or 316 nails and fasteners are capable ofresisting corrosion for the life of the treated wood. They also will not rust, causing unsightly stains and possibly an eventual failure. Connecting hardware such as joist hangers, hinges and post anchors also must be gal-

Hidden Costs Erode Profit

Excess inventory combined with interest expense can become a cash trap for a retailer. These are good reasons for keeping inventories down and developing just-in-time delivery schedules with your wholesaler.

r Hidden costs such as higher interest rates, higher cost of space, equipment and utilities if not controlled will erode profit margins.

o Changes affecting your custo-

vanized to insure performance equal to that of pressure treated wood.

Special purpose nails with ringed or spiraled shanks are recommended to increase the holding ability when joining treated members. They are especially useful for decking and stair treads.

Special screws designed and coated for use with treated lumber provide optimum fastening. Heavy framing members are best joined with galvanized lag screws and bolts with washers. These also are best for attaching ledgers to an adjoining permanent structure.

mers are occuring at an unprecedented rate. The ability to change your inventory to meet their needs is crucial in today's competitive environment.

o Buying on price alone can result in overbuying, lowering the turnover rate. Too many SKUs will increase inventory without increasing sales.

o Products you thought great, but your customers didn't, are often left in your inventory, but some of the cost can be recovered by donating

Construction adhesive formulated for treated wood is recommended for use at structural joints and for installing horizontal decking. While not a replacement for nails, screws or bolts, they add durability to the finished project. Only adhesives labeled "for use with treated lumber" should be used, with the manufacturer's instructions carefully followed.

Permanent Wood Foundation (PWF) construction requires special fastening requirements. A PWF design manual should be consulted for recommendations.

them to charity and using the tax credit.

Control SKUs to reduce inventory in the next 12 months. Statistics show that 80% of the sales are on 20o/o or less of the items.

o Form an alliance with key wholesalers. Make sure they have policies that are beneficial to you. These ideas are offered by the Western Building Material Association.

SupaTimbef" Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor proiects. It's the attractive, clean and odor-free pressure-treated lumber with strong sales appeal. It can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete line of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the industry! That's because SupaTimber is the only pressure treated lumber produced under strict, thirdparty, quality control re' quirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

Treated wood sales for remodeling: additions, expansions, renovations

T O MAKE the most of your d-i-y f business. make customers aware that outdoor additions can add living space to their homes for a minimum outlay of cash.

"By adding a deck or porch your customers can significantly increase their living area without the costs and complexities of remodeling the home itself," advises Pat Simpson,

host of the nationally syndicated doit-yourself tv show, Backyard America. "lt's a dealer's job to make do-it-yourselfers aware of this attractive alternative, as well as contractors. remodelers. builders and deck specialists. "

Encouraging customers to enclose their present decks for year around use is another treated wood remod-

eling sales opportunity recommended by Simpson.

He also suggests that since most treated wood customers are repeat buyers, sales can be increased by providing ideas for additional outdoor projects. Decks are by no means your only opportunity for treated wood sales, he stresses. Treated wood is ideal for fences, benches, tables, gazebos, recreational projects, pool decks and landscaping.

"Make building plans, backyard idea books and how-to videos available to customers to make them aware ofwhat they can do," he adds. "Some suppliers of treated wood will assist with training for store personnel, preparing promotional campaigns and providing point of purchase literature and displays."

Story at a Glance

Television host's ideas on selling treated decks for living spo@, re{urbishing of old decks, new trcated specialty items, coatings and hardwarc tips on promotions, clinics, le lated sales, environmental be nefits.

$ Since many of America's 30 mil-

lion decks are more than five years

old, they are candidates for remodel-

ing. "This is especially important

when you consider that over 220/o of

current deck owners intend to repair,

replace or enlarge existing decks," $ Simpson says. "Even though almost E one in four homes alreadv has a

dect<, the opportunity for additional

sales remains."

Additional sales can include newly available treated wood specialty products such as spindles, railing, balusters and lattice to uDdate

PRESSURE TREATEI! w000 can be used to expand living space with additions of decks or porches. Pat simpson, host for a popular home and garden tv show, demonstrates attaching addition to a house.

an old

deck. Refurbishing also is an opportunity to sell coatings and stains. Almost 350/o of deck owners apply a water repellent and 25% stain their decks, according to Simpson.

"Customers need to be made aware that they can enhance and protect their investment by applying water repellent stains and coatings," he points out. "Contractor and remodeler customers are also candidates to buy water repellent stains and coatings to restore old decks."

"To maximize potential treated lumber sales, a dealer needs to actively promote the advantages of

decks and other outdoor projects," Simpson advises. "Spring is an excellent time to hold in-store deck clinics. "

He points out that surveys show 200/o of deck clinic attendees are in the store for the flrst time. In addition to providing the information customers need to build their decks, clinics should include the benefits of pressure treated wood and related products.

"The appearance of the wood ranks first in in-store purchase decision factors for d-i-yers," Simpson suggests. "Though they are general-

4HH=RsAr^Es

ly not familiar with grades and species, consumers are favorably impressed by straight, clean lumber displayed in an orderly manner."

Simpson's final word is that a dealer can be confident in recommending CCA treated lumber. "Not only is treated lumber harmless to people, plants and pets when used as recommended," he explains, "it also is a renewable resource that, through the treating process, will last at least as long as it takes replacement lumber to be grown and cut. These are important selling points."

FAX: 503-684-7906

1 -800-LJB-LMBR (552-5627) In 0regon 503-620-5847 8858 S.W. Center Ct., Tigard, 0R 97223 P.0. Box 23955, Tigard, 0regon 97223

Specializing in Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial... l.8OO.LJB.LMBR FAX (503) 684-7e06

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ken Zyvoloski, Office Manager: Carla Renick

Eric West has been named branch mgr. at Maple Bros., Chino, Ca., reports Rob Maple. Greg Trapp is now corporate sales mgr.

P.R. "Randy" James, Georgia-Pacific, Martell, Ca., has been promoted to lumber sales mgr. for all four G-P sawmill operations in Ca.

Steven Murphy, Ca. and Reno, Nv., territory mgr., Stanley Door Systems, has been named National Territory Manager of the Year for garage doors.

Darrell H. Schroeder, Stimson Lumber Co., Portland, Or., has retired from active management ol the company, continuing as chairman of the board. Dan M. Dutton succeeded Schroeder last year as pres./c.e.o.

David H. Gowans III, controller, Siller Bros. Inc., Anderson, Ca., retires April 30 after 43 years in the industry, the last I I with Siller Bros.

Randy Haydon and Rick Beilfuss, Compass Lumber Co., Danville, Ca., hosted a fishing trip to Cabo San Lucas, Mexico. Guests included Ed Paul, Eel River Lumber, Fortuna, Ca.; Scott Taylor, Channel Lumber, Richmond, Ca.; Will Bacon, Economy Lumber, Oakland, Ca.; Rick Anfinson, Anfinson Lumber Sales, Fontana, Ca.; Warren White, TruittWhite Lumber Co., Berkeley, Ca., and Ed Wiederholt, San Marin Lumber. San Raflael. Ca.

Tony Gallagher has been promoted to operations mgr. at Warm Springs Forest Products Industries, Warm Springs, Or. Jerry Senske replaces him as sales mgr.

Charles R. Pottenger is a new v.p. of Potlatch Corp., San Francisco, Ca., replacing Edwin F. Erickson, who retires in June after 37 years with the firm.

Craig Larsen is new to the engineered wood products l-joist sales group at Louisiana-Pacific, Seattle, Wa., as Pacific Northwest region district sales mgr., reports Keith Matheney, gen. sales & mktg. mgr. Craig married Janice Casey April 6, 1991, in Scottsdale, Az. Tom Fuhriman, Priest River. Id.. is now technical support mgr. for L-P engineered products in the Pacific Northwest and Rocky Mountain regions.

Steve Ahl, Ahl Forest Products, and his wife, Dore, received on Feb. l0 a new daughter, Mikhela, "the last of five."

Tim Mahoney is a new sales rep at Weathervane Window Co., Portland, Or., reports Tom Grove, v.p. of sales/ mktg.

Richard Noggin has been transferred to Pan Pacific Forest Products, Lake Oswego, Or.

Kathy J. Perkins has joined Dorris Lumber and Moulding Co., Sacramento, Ca., in sales, according to Erik Israelson, v.p.

Bob Forward is the new mktg. mgr. at D.R. Johnson Lumber Co.. Riddle. Or., reports Don R. Johnson, pres.

Philip O. Eberle was appointed director of purchasing for Pease Industries' Denver, Co., plant.

Don Stow is a new sales rep at Northwest Reload, Eugene, Or.

General Sales Manager:

Tom Gilstrap

Sales Manager:

. Stephen Browning

We are the largest treated transmission pole supplier in the United States.

Douglas fir pole and piling materialany size, any amount

Logs for log home manufacturers available in all diameters and lengths

Falsework piling and lagging

Chemicals: Chemonite@ (ACZA), Creosote and Pentachloroohenol

For quotes on treated material or round stock sales, please call:

Stephen Browning, or

. Elaine Strean

Ray Todd, exec. v.p., West Coast Lumber Inspection Bureau, Tigard, Or., will retire July I after 33 years with the group. Brad Shelley succeeds him.

John Hubbard has been named western region mgr. for Coastal Lumber Co.

Dan Nabors and Dave Dahlen are new to sales at Keene Industries, Redwood Valley, Ca.

Dan Taylor, Snavely Forest Products, Chandler, Az., and his wife, Lisa, are the proud parents ol Colin Andrew, born March 4, 1991.

Alan Holmes, Georgia-Pacific Corp., Fort Bragg, Ca., has retired after a lengthy lumber career.

Al Beasley has joined the sales staff at Fullmer Lumber Co.'s Prineville, Or., office.

Robert R. Smith is now western regional mgr. for Spectus Systems.

Tom Williamson now heads the American Institute of Timber Construction.

Bob Shepherd has been promoted to gen. mgr. of Fibreboard Corp.'s Standard, Ca., wood products operations.

Frank Heldt, Helclt Lumber Co., Phoenix. Az.. has been nominated as pres. of the Phoenix Hoo-Hoo Club. Scott Sievert, Ed Holderness Supply, is up for lst v.p.; Doug McCullough, EHS Supply, 2nd v.p., and Chuck Pensinger, Penco Sales, sec./treas.

Jim Murk has joined new moulding firm P.R.l.M.E., Sacramento, Ca., as pres., according to Lew MacDonald, c.e.o. Murk and his wife. Teri. had a baby, Harrison James, on March 16, I 991.

Wayne Earley has joined the sales force at Newquist & Bergstrom, Newport Beach, Ca., according to John Newquist.

Ted Gilbert, Product Sales, Orange, Ca., and his wife, Rosemary, are back from a brief Baja, Mexico, respite.

Judy Parker has joined Teco/Lumberlok as So. Ca./So. Nv. district mgr., reports Edward Mooers, v.p.sales/mktg.

Daniel Brunson has been transferred to Foxworth-Galbraith's recently purchased Ruidoso, N.M., store as mgr. Asst. mgrs.: David De La Paz and Cesar Olvera.

Greg Winakur is now with WisconsinCalifornia Forest Products, Redding, Ca.

John Elwell, Plum Creek Lumber Co., Seattle, Wa., has moved to Atlanta, Ga., to become acct. mgr. for east and south regions. Tom Temple is the new national director and sales mktg. mgr.

Frank Collard and Jim Barsugli, Ganahl Lumber Co., Anaheim, Ca., are conducting half-day Building Industry Credit Association seminars next month.

John Sked has been named moulding & millwork div. mgr. at Fibreform Wood Products, Rocklin, Ca., according to pres. Marc A. Seidner. Carl Strom is now Home Time furniture div. mgr. Bill Lund, national MDF millwork sales mgr., assumes additional sales duties in mouldings, doors, millwork and industrial items. Greg Bailey is division quality control mgr. for RTA furniture and pine mouldings.

Lu Turner is new to sales at Bear Forest Products, Riverside, Ca.

A. T. Fohr is representing the 84 Lumber Co. account for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Swoner Hordwood knows whot your S4S boord must be. Simply the very best... And when it comes to S4S ond hordwood, no one knows better thon Swoner Hordwood.

Your S4S is: Alwoys smooth, Alwoys uniform, Alwoys to your specs .,,And olwoys on time.

Nowthotyou hove tried the rest. come to the best. Swoner Hordwood Co.

Coll us for o quote...todoy!

The changing home center customer

T HE PROFILE of the typical I home center shopper keeps changing. In the'80s, the contractor customer became a do-it-yourself customer. Now in the '90s, the do-ityourselfer is changing from male to female.

More single parent homes with a woman at the head, more women delaying marriage and setting up separate households and more women living alone as divorcees or widows are partially responsible for the rise in feminine do-it-yourselfers. But

Timbers to 8O'- Fabrication t' Assembly

Poles t' Piling to l4O'

Complete Engineering Staff and Fabrication Facilities

TREATMENTS:

Ties 6 Timbers.- Bob Gilsdorf

Poles t' PilingChad Niedermeyer

the uncertain econorRy and changes in the way do-it-yourself stores are designed and merchandised contribute to the trend, according to Mark James, vice president of marketing at Builders Square.

He describes his typical woman customer as between 25 and 55 years old, well educated and time pressured. If she is married, both she and her husband work.

Accustomed to shopping in bright, attractive grocery stores and department stores where merchandise is arranged in logical patterns ac-

Story at a Glance

Some storcs see double digit increase in women customers.. demographics, uncertain economy, upgraded home centers spark trcnd...why easy to shop, attractive surroundings enoourage women to buy.

cording to use and relationship, women expect the same in a home center, according to merchandise studies. Neat, well organized, accessible, attractive, clean, light and airy are some of the words women use to describe their expectations.

Catering to women, stores are improving their signs, adding wider aisles, easy to handle carts, better lighting, more colorful, attractive decor and sharper merchandising.

Home improvement clinics, d-i-y books and instructional videos are part of the scheme of catering to the female trade. Although many women are extremely proficient, some want advice on how to do the repair or project they have in mind. A store with salespeople able and willing to talk them through the job rates high with most women shoppers.

Giving women customers support is profitable for the store. "She'll begin with several lowkey projects," James said, "like fixing a faucet, installing a dimmer switch or putting up shelves." When she discovers there's no mystery to it, she'll think of the money she saved and tackle a more complex job. From simple jobs, some have even advanced to

adding rooms or remodeling kitchens, he added.

Creating a positive environment in a store helps women feel at ease about doing a job. Stressing the logical steps of most repairs, the fact that they don't require great strength, the pleasure of accomplishment and the money saved gives her confidence to buy the materials and tackle the project.

Although the list of repairs and projects undertaken by women includes everything from plumbing to installing tile, many store managers find that they are especially interested in projects that make their home more attractive or simplify their at-home tasks.

"We're putting much more emphasis on decorative projects, more decorative merchandise such as furniture and lighting," James explained. "And we have a much more comprehensive special order program that can help the consumer spend less than she would in a traditional specialty store."

Women favor adding shelving and storage space. "We have all

kinds of kitchen and laundry room storage equipment," he added. "When she can put things away, the house looks neater and it's easier to keep clean."

Even women who don't intend to do the job themselves are shopping

in home centers more frequently, selecting materials for jobs which their husbands or a professional will do for them. The majority of home repairs and projects are instigated by the woman who lives there, analysts claim. (7o7\

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, ToniJardstrom

Treated Screws

A full line of coarse-threaded power driver screws has been developed for use on decks and other outdoor projects by Parker Metal Corp.

NEW PRODUCTIS and

selected sales aids

T-Post Hardware

Hardware from Wedge-Loc Co. allows easy installation of fences by bracing T-posts witll other T-posts.

Wood By The Can

Fast and easy wood filler

Famowood has been renamed Woody Putty by Eclectic Products to better appeal to do-ityourselfers and hobbyists.

Formulated from wood in a resin base, the filler has all the properties of wood. It reportedly will not shrink, crack or crumble, and can be nailed, screwed. sawn. sanded and stained. Applied like a putty, it adheres like glue and dries quickly, becoming waterproof and weatherproof.

Woody Putty is offered in l8 colors in pint and l/4-pint cans.

A compact double display with a bright yellow header is afso offered to hold 48 l/4-pt. cans.

Narrow Colonial Siding

Chatham Ridge, reminiscent of narrow, Colonial-style clapboard, has been added to Georgia-Pacific's line of vinyl siding.

With triple 3, low gloss, wood grain pattern. the siding comes in six colors: blue, cream, clay, gray, almond and white.

It also sports the same features as its wider counterparts: easy installation, low maintenance and 50-year limited warranty.

A universal collar is slid onto the post and positioned between two lugs. The needed socket is then attached and wedged in place. The collar has spaces for up to four attachments, making two, three or four-way corners possible.

Reusable hardware is constructed from heavy gauge aluminum.

Hammer & Pail

Bucket Boss from Portable Products turns an ordinary 5 gallon pail into a handy tool carrier.

Placing tools in the organizer's protective pockets keeps them visible, neat, and quick and easy to find.

Suited to pressure treated lumber, the screws feature a Golden Galvanized finish which reportedly stands up to wet weather, providing optimum holding power without being countersunk. The color also blends naturally with pressure treated lumber.

Sizes range from 6 x l" to 8 x 3". Screws come in boxes of 50 and 100 or bulk packages.

Compost Kit

The EnviroCare compost and mulch kit, a self-contained package complete with all equipment needed to compost properly for the entire season, is new from Bio Industries. Each kit includes biodegradable compost covers, odor eliminator, BioActivator to speed waste decom-

position, eight tie-down stakes and instructions.

Perforated in 36" increments, covers absorb the sun's heat, raise internal temperatures needed for composting and enhance natural decomposition. Covers are a grass color to blend with foliage and landscaping, eliminating unsightly compost heaps.

Railing Kits

Convenient, affordable deck railing kits made with No. I grade pressure treated southern yellow pine have been introduced by Madison Wood Preservers.

Madisonian Rail mini-packs include l2'lengths of one molded top rail, one beveled 2x4 bottom rail and two fill-it strips for baluster spacing. The grooved rail pieces accommodate all standard 2x2 balusters and spindles. Top rails are either 2x4 or 2x6.

Wood is treated with Wolmanized Extra, which combines water repellent and preservative to minimize warping and maximize protection against water damage. Rails have a lifetime limited warranty against termites and fungal decay.

Self-Leveling Floor Mix

Pour-A-Floor self-leveling floor underlayment for use over concrete surfaces is new from Empire White Products Co.

The product is said to provide a hard. smooth. flat surface without troweling. It flows evenly, filling holes and cracks, even into corners. It can be applied from l" thick down to a feather edge.

Fast Posts

Packs are individually banded with nonmetallic straps to avoid damaging the wood.

Stack The Deck

Deck-Mate, an inexpensive tool to ensure uniform spacing of boards in deck construction, has been introduced by Riecreation Products.

In addition to enhancing the appearance of the deck, using the spacer provides for boards to drain and to expand and contract as the weather changes.

The hand-held plastic tool spaces boards either 1/8" or 3/16", serves as a template for marking evenly spaced pilot holes on board ends, and floats if dropped in water during dock construction.

Brush Up

An adjustable paint brush extension that inserts into any brush handle to allow easy access to hard-toreach areas has been introduced by lnvention Prototypes & Marketing. To reach extra high ceilings, the holder attaches to extension poles.

Speedpost post support from Silver Metal Products allows quick, easy installation of fences, signs and mailboxes without digging holes or pouring concrete.

Jumbo Balusters

Jumbo size solid wood balusters for large balustrades are now available from Mansion Industries.

Available in 24" and 30" lengths, the support is manufactured from heavy 13 gauge steel in painted or galvanized finish, with optional wedge grips for permanent holding.

Mansion Massives come in sizes 4" x 4" x 33" or 6" x 6" x 33" in either CCA pressure treated solid pine for exterior use or untreated for interior applications.

Distasteful Cleaners

Three cleaners from Savogran Co. now include Bitrex, a bittering agent designed to discourage swallowing of harmful substances.

Fast, a liquid concentrate wallpaper remover; Liquid Dirtex, an all-purpose cleaner, and Driveway Cleaner & Degreaser, a cleaner for blacktop and concrete driveways, all contain the additive to make them less likely to be accidentally ingested.

For more information on New Products write The Merchant Mogazine,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!

Clock The Temperature

Easy-to-read thermometers designed for indoor or outdoor use are new from Chaney Instrument Co.

The Acu-Rite line features durable, molded plastic cases that resist moisture and weather; dials covered by crystal-clear lenses for added protection, and double-slotted mounting templates for easy installation with two screws.

Seven dial designs are available.

Curved Corner Mouldings

Perma-Edge rounded corner wood mouldings lrom Ralph Wilson Plastics Co. allow for rounded corners on solid wood edged tops.

Complementing their Heritage and Kingston moulding lines, the two edge profiles are offered in 2". 4" and 6" radii.

Water Spotter

Flood Control f,rom A&W Industries uses sensors installed at critical locations throughout a home to sound an alarm when water is detected and automatically shut off

Tinted "Glass" Blocks

Glass block alternatives constructed of heavy duty Lexan plastic are now available in crystal clear, futura blue, green, red and smoke tints from Outwater Plastic/Industries.

THE TREATED ANSWER

Lumber, plywood, round stock stokes, poles, & pilings Agency stomped, ground contoct fire retordont pressure-treoted wood products

the main water supply

Power to air cdnOiiioners is also disrupted, eliminating additional water run-off. An optional autodialer telephones a service number. Technology consists of solid state electronic circuitry and a solenoid valve.

Compared to glass products, they are said to be 200 times stronger, 250 times more impact resistant and 50% lighter. They reportedly are abrasive resistant, will not shatter and can be mitered to fit snugly around corners. Each 8" x 8" x 3" block is snapped together and sealed.

TNT LtrrwBER co.

Finish Cutters

Stanley Tools has added 12" and 14" professional grade backsaw models to its Short Cut hand saw line, which features aggressive tooth technology said to cut up to 50% faster than conventional saws.

Y'ry

Designed to tackle the heaviest of screw-tool applications, the modular system uses extension cartridges to increase the screwdriver's reach.

The extension attaches easily to reduce operator fatigue when using the system high overhead or at ground level.

Each coupling has a tough, nylon bushing to increase the stability of the internal drive mechanisms at high rpm and torque. And since the extension is offered in attachable 4l/4" sections, its length can be easily varied.

HAULING OF LUMBER,

With their l2-point tooth blades, both saws reportedly provide fast, clean finish cuts, ideal for moulding and trim.

Each saw has a rigid steel back to provide maximum blade support.

A Bit Extra

Duo-Fast's Extend-A-Bit ll extension and self-feeding screwdriver reportedly makes screwing down subfloors and screwing off drywall ceilings easier than ever before.

Cnn,q,TWESTERA/

TNN,ISPORTATI2I,].

Sumwood, Inc. 500 Silver Sour Rd.. Suite 109 Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (213) 541-0179

FAX 213-541-7297

Sales From lnventory: (800) 242-8447

FAX 213-605-0243

Hem-Fir

Hemlock

Douglas Fir

GREEN or DRY . DIRECT M|LL

SHIPMENTS . LCL o CARGO o

RAIL o TRUCK & TRAILER o

PRESSURE TREATED LUMBER

Yard & Ofllces: End ol Alrport Rd.

P.O. Box 723, Uklah, Ca. 95482

0071 468-018r

20940 S. Alameda St. Long 8each, Ca. 90810

(213) 774-2046

(818) 330-3991

(714) 758-0423

FAX 213-605-0243

West Coast relresentative of Holmes & Co. of lndiana

Sidinq Nails-

o No Staining . No Streaking

Highest quality nails for cedar, redwood and other fine wood materials.

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

SWANEZE

lrtlood Screws

KIH

Self-counter sinking bugle and trim heads Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance r 6 lengths: l" throuqh 3"

For additional data and dealer information:

swcrn secufe Product+Inc.

1701 Parkman Ave., Ballimore, MD 21230 301-646-28@ FAX301-646-2756

Stainless Sprinkling

A complete rust prevention system for buildings, driveways and shrubbery near sprinkler systems has been developed by American Hydro Systems.

Easily connected to a sprinkler system, Rid O'Rust includes a chemical feed tank, a metering assembly and Formula 15, which prevents the iron in the water from becoming rust.

The system is reportedly easy maintain. non-toxic. and extends life.

Gomplete Wrap Up

BUILDING MATERIAL DEALERS

and inexpensive to pump and sprinkler

Almost Tape from Nifty Packaging Products wraps skin-tight around objects to protect them for moving and storage.

The tape sticks to itself but not to the objects, leaving no adhesive residue. It is said to make covered objects resistant to rust, weather, insects, rodents and scratches. Each 5" x 1000' roll comes with a built-in Squeeze-lt dispenser.

Roof Paint

Tints which can be added to a coating product to match or change existing roof colors are now available from Macklanburg-Duncan.

One tube of water-based Roof Pro Color Tint is added to each gallon of Roof Pro coating. The mixture can be

Must went norc features for thcLr dollar.

Demandg only the best in cuEtomer gervice and suPPort.

Wants to join over 500 profitable and happy building naterial dealers.

A unless you've tarked n w*h Dimensions.

rolled, brushed or sprayed on to seal, protect and recolor the roof.

Tints come in tan, red, gray and green.

Plywood Clips

H-Clips from TECO/Lumberlok offer an economical support for plywood and waferboard roof sheathing.

The design provides a snug fit, lessening the possibility of the clips falling off during installation. A "leveling" arm assures fast, easy installation, regardless of any variations that may exist in sheathing thickness.

The clips range in size from 3/8" to 3/4" and are available in 18 gauge hot-dipped galvanized steel.

HARDWOODS & SOFTWOODS

414 & THICKER SHOP & BETTER GRADES OF CALIFORNI,A SUGAR PINE ' WHITE FIR PONDEROSA PINE t INCENSE CEDAR

The Finest in 414 & Thrcker Northern Red Oak COMPLETE

BER D DS

Hardware Dealers Optimistic

Optimism was apparent among dealers from Oregon, Nevada. Arizona, California, Hawaii, Guam and Mexico at the California Hardware l99l merchandise mart.

"We were very impressed at the enthusiasm and positive attitude of the majority of attending dealers," a management spokesperson said. "All acknowledged that caution and

a sound approach to business is necessary, but most felt that optimism fit the overall outlook."

Bob York was coordinator for the Feb. 9-10 show in Pomona, Ca. Many booth prizes were awarded plus a color tv won by drawing.

The next merchandise mart will be held at the Fairplex in Pomona, Ca., February,1992.

TW(| TH0USAIID retailers and manufacturers reps attended the Calilornia Hardware buying show in Pomona, Ca., Feb.9-10. lll Ron Pink, Jerry Baltz, Wayne Wiggleton. l2l Tom Nightingale, Ron Cunningham. l3l Jim

Parker, Brad Tindel. l4l Dan Kane. l5l David Berke. 16l Mike Cellura, Herb Dorszynski. [?l Bert Welsh, Michael Uporsky. (81 Doug Lasko, Jerry Baltz. l9l Karon Margosian-Penny, Maria Dominguez.

appreciation night lor Hoo-Hoo-Ette Club No. 2, Eugene, 0r.: lll National HooHoo-Ette president Cathy Miller presents S1 000 schblarship check to Linda Bryant. 12l Greg Pittman, Mona Davis, Sheila Walker, Keith Wright, Ronda Harris, Dennis Williams.

lva May Van Noy, Dean & Teresa Williams. l4l Lorraine Howard, Pete 0'Neil. [5] Lvnda Hedrick, Don Toftdahl. [6] Donn Thomas, Linda Roe. (71 Dirk & Lissa Voorhees. l8l Dick Tutt. [9] Sondra Jameson, Lynn Damon. ll0l Marilynn Upp, Lois Seven.

llll Eonnie Morgan. ll2l Ron Vickers. ll3l David Griggs, John Roupe. ll4l John Brooks. Il5l Cle Frederick, Carl Hallstrom, Al Hallstrom, Jim Hallstrom, Bobbie Snell. ll6l Tom Maks, Linda Reed. 100 industry people attended the annual dinner Feb.11.

Gor,orNG Strl,l,rvAN Luivrgnn SeLES

pressure treated and stud inventory

golding sullivan lumber sales

p.o. box 465 Q22 w. main st.' suite 103)

tustin, ca.92680

Iax 7 1 4-544-9994

bill sullivan robert golding dale dickinson . bill young

C0MPAIIY

l3l

WWPA annual meeting

T HE annual spring meeting of I the Western Wood Products Association, reflecting poor business conditions, had the lowest attendance in about a decade.

It was notable for grim talk about raw material supply problems and slow market conditions, especially since lraq's August 2 invasion of Kuwait. Yet behind the talk was a seeming consensus that the worst was probably over and that market conditions had either become more favorable or were expected to do so soon. Recovery was expected to be gradual. On the environmental side, problems were expected to still bedevil the industry in coming years.

In its annual forecast, WWPA sees l.l million housing starts for 1991. Single family homes are expected to increase to 75.50/o of the total in I 991 . Western housing starts are expected to be down 7.90/o from last year's pace. This year is expected by the lumber group to be the first

period when repair and remodeling lumber use will exceed new home construction. R&R is projected to use 3.20lo more lumber than new residential construction. Lumber out-

Story at a Glance

The sense of a tumaround pre sent at lightly attended rneeting...Robert H. Hunt elected new president. lumber output expected to decline T/o trom '9(1... change in meeting venue being considercd.

put is anticipated to decline 3% from the 1990 totalof 21.334 billion board feet. Lumber exports are projected to decline 30/o and log exports 18.50/0. WWPA feels log shortages will not have a serious impact upon the market for most producers until as

late as 1992, depending upon demand.

Robert H. Hunt was named WWPA's new president, succeeding H.A. "Bob" Roberts, who retires October l. Hunt is a 35-year lumber industry trade association veteran. Highly regarded, he has been a top WWPA oflicer since 1986. Besides industry problems, Hunt faces the loss of a key association member; the Weyerhaeuser Co. has given notice that it is resigning its membership in WWPA, and will participate only in the association grading service.

Officers elected were W.T. Richards, Idaho Forest Industries, Coeur d'Alene, Id., chairman for a second one year term; John Shelk, Ochoco Lumber Co., Prineville. Or.. lst vice chairman; Michael Flannery, Pope & Talbot, Inc., Portland, Or., 2nd vice chairman.

Registration figures showed 650 with spouses this year versus about 985 last year. Room reservations at

April 1991

the Westin St. Francis Hotel were off 25%. Informal estimates of overall attendance, including usually sizable contingents of wholesalers "working the lobby," were 40-500/o below

usual traffic.

Responding to costs and conditions in San Francisco, Ca., the traditional spring meeting site, the executive committee is expected to report

at this fall's meeting about holding the spring gathering in other western cities. The fall meeting will be at the Westin Hotel, Seattle, Wa., SePtember l4-17.

TUMBER PE(lPtE: Ill Barbara & Buck Yaeger, John Camobell. 12l Ralph Cardwell, John Bratland. [3] Dennis Richardson, Bill Sullivan. l4l Jim Murray, Robert Ellingson Jr. [51 Russ Britt, Pete Cadenasso, Bill Broderick. [61 Kav Kahus, Vic Riolo. l7l Al & Barbara Caldweit. lgl Scott Watson, Mike Healy. [9] Jeff Howard. Keith Kersell. ll0l Dennis Byerley, Hank Feenstra, Rick Rosa. llll Chuck Harris, Stan Elberg. ll2l June Snowden, Gary Malfatti. ll3l Terry & Teresa Hancock, John Samuels. Il4l Jim Frodsham, Pam Allsebrook. llSl Loren Krebs, David Halsey. Il6l Mark Lolland, Paul Ward, Ted Mathews. [l7l Bill Barr, Gordy Martin, Tom Knippen, Terri

For more convention Photos please see page 48.

Martin. llSl Jean Hamberg, Tim Moxie. ll9l Steve & Linda Moak. [20] Roxanne Wright, Karl Drexel. 12ll George Baitinger, Bob For-

ward. [22] Inez Caon, Jim St. John, Julie Wright. l23l Tom Knippen, Bob Britt. l24l Don Wallace, Dennis Hardman.

WtSTERtI IUMBEfl[!ttl: lll Dan Wotter, John Ferguson.. Ken Capps. [2] Gordon King, Gene Walters. l3l Jim Costelto, Bob Reyneke. (41 John Schick, Gil Sissons, Jr. lbl Steve Schmitt, Pete Reyneke. [6] John Snead, Jim Moss, Stu Heath lTl Will Riegel, Claudia Jennings, Virginia & Gary tsland. [Bl phil Dodson,

Bill Jones [9] 0ict< Ftuqel, Bob Sheoherd. ll0l Les LeGaux, Loran Smith lill Roh Tioton, Charley Willett, Elmer Lewis. ItZl Dick Siltanen, Harry Lyon, Steve Burdick. ll3l Charles Jourdain, Linda Kemppe, Elsa Pyne, Pauletle Fralick. ll4l Judy Ramsey, Doug

Honholt. ll5l Ted Zaragosa, Larry Kreider, Bob DiMeco, Tom Von Moos. -ll6l Bill Stevens, Rick Cornell. {l7l Pat Mevers. Bob Brass, Len Viale Il8l Jack Lamon. Raloh Lamon, Ted Mathews, Dan Bonnington. llgl Ernie Glanville, Gary Murdoch, Pat Webster, Brian Johnson, Tim Dovle.

BUSItIESS forecasts and management suggestions hiqhlighted North American Wholesale Lumber Association regional meeting, Long Beach, Ca. Speakers were NAWLA's Nick Kenl and Dennis Downer, consultant Bill Baugh. Ill Dennis Downer, Nick Kent. [21 Gary Adamson, Ralph Cardwell, Steve Baugh,

Bill Baugh. l3l Wayne Holm, Hal Smith. l4l Rick Houk, Todd Pollard. 15l John Gaskin, Petter Svenkerud. 16l Jim Moss, Cheryl Bahneman. l7l Neal DeWitt, John Newquist, Andy Ersek. [8] John Allen, Wayne Gardner. [9] Bruce Kelly, Denis Stack, Pete Nevins,

Eric Schwarze. ll0l Don Derbes, Phil Dodson, Ted Gilbert, Bill Sullivan. ll ll Doug Willis, Joe McGuire, Rob Pallerson. ll2l Ted Gilbert, Mark Lofland. ll3l Gordon Beach, Dennis Richardson, Rodger Morris. Meeting was held Feb. 21

CALIFORNIA

oAI(oAI(oAI(

Not only Oak! We specialize in a variety of hardwoods including Cocobolo, Morado, Basswood, Purple Heart, Birdseye Maple and more. Penberthy inventories over 6,000,000 board feet of domestic and imported lumber.

We are currently featuring Apitong. Very hard, very durable and priced right. Apitong's many uses include truck decking, outdoor furniture and boardwalks. Apitong is avaihble in all sizes from 1 x 3's through 12x12's.

llFilrf:

NEW LITIERATIURE

Heavy Use Treated Wood

The 8-p. "Pressure Treated Wood for Marine, Commercial, Industrial & Highway Construction" is free from Western Wood Preservers Institute. Box 2913. Vancouver. Wa. 98668.

Treated Plywood Guide

A revised 8-p. product guide to preservative-treated plywood (form Q220) is $1 from American Plywood Association, Box 1 1700, Tacoma, Wa. 9841 l.

PressureTreatedO&A

Log Siding

lnformation on solid wood siding, providing the look of a log cahin is available from Modulog, (800) 537-8606.

Engineered Products Taes

A 20-p. catalog ofKant-Sag construction hardware for Parallam PSL beams, headers and columns and a 12-p. catalog of hardware for Trus Joist residential products are free from United Steel Products Co., (800) 328-5934.

Treated Pine

Outdoor Pine Plans

A booklet advertising 16 different outdoor project plans for d-i-yers (publication No. 305) is free from Southern Forest Products Association. Box 52468. New Orleans, La.10152.

Shelf Control

A 56-p. catalog of store fixtures lor home centers is lree from National Store Fixtures, (800) 638-7941.

Lumber Yearbook

The Random Lengths 1990 Yearbook is $34.95 lrom Random Lengths, Box 867, Eugene, Or.97440.

CedarPly Siding

An 8-p. full color profile ol CedarPly versatile western red cedar plywood exterior siding is lree lrom K-Ply, Inc., 439 Marine Dr., Port Angeles, Wa. 98362.

"Questions & Answers about Pressure Treated Wood" is free for one, 150

The l6-p. "Pressure Treated Southern Pine," including a tear-out Consumer Information Sheet, is lree from Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Borate Basics

A basic borate technology for wood protection video is available lrom USDA Forest Service, Forest Pest Management, Box 2680, Asheville, N.C. 28802.

ea. thereafter. from the American Wood Preservers Institute, 1945 Old Gallows Rd., Ste. 550, Vienna. Ya. 22182.

Hearth Hotline

A brochure on glass fireplaces is free from Majestic, (800) 525-1898.

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 Magazine. Many thanks!

CLASSIFNED ADVERTISEMENTIS

EXPERIENCED Industrial Salesperson wanted, Softwoods and Hardwoods. Excellent commission and benefits. Please send confidential resume to Box 623, c/o The Merchant Magazine.

HARDWOOD LUM BER salesperson wanted. Following preferred. Call Panel-Tex in fndustry, Ca. (818) 968-9322. Ask for Jon.

SO. CA. wholesale lumber company looking for experienced sell-motivated salesperson with own following. Commission plan up to 50%. Come make yourself some money. Friendly atmosphere to work in. Call Sierra Madre Lumber Sales, Riverside, Ca., for an interview. (714) 681-8955.

LUMBER TRADER: Immediate opening for experienced, self-motiyated individual seeking long term ernploymeqt with wholesale lumber company. Excellent commission and benefits. Send resume to Mesa Forest Products. P.O. Box 4011. Costa Mesa. Ca.92626. or call (714) 241-7001.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with offices in C-anada and the United States. We are seeking sincere. exoerienced lumber traders who have a view towards the long term.

Work lrom your part ol the country, or fom our offices'in hb Toronto area.

This is an excellent opportunity with a well-established company.

We enloy an oulstanding financial and marketing reputalion.

For complete dehils, piease phone or wdte Bob Wilson in slrict confidence.

Twenrv-five (25) words for 52l. Each additional sord lOC. Phone number counls as one word. .{ddress counts as six words. }leadlines and centered copl ea. line: 56. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera readl. $55 il we set the tr-pe. Names ofadvertisers Using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine.4500 Campus Dr., Suite 480. )iewport Beach, Ca.92660. Make checks pal-able to The Merchant Magazine. Mail cop' to abo\e ilddress or call (7l'{) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT Ml-lST ACCOMPANY COPY unless y"ou have established credit with us.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-006.

F-z\.{ California Lumber I C L I InsPection service

\l S/ Certified Agency

L.A. (il+) q6:-qq9{ v sJ. (408) 24t-2960 Sacramento (91 6) 722-2500 Portland. Or. (503) 22-']-6105 P.O. Box 69E9. San Jose, Ca. 95150

FOR SALE or lease: Empty lumber yard. No inventory. No equipment. Four large sheds. 2,000 sq. ft. store building. Nice living quarters upstairs. Will send pictures and price. Write to Stan Cook. Box 56. Del Norte, Co. 8l l12.

SACRAMENTO

8.37 acres for "lease" zoned M-l lighl industrial. Re-man plant lor wood and related products. Approx. 65,000 sq. ft. nranufacturing lacilities and 47,000 sq. ft. lumber storage plus offices, shop, rail, and complele dust collection system with three chip and shaving hins. $13.500/month. Contact Mark Setzer. Outside Ca. (800) 824-8506 or inside Ca. (o16) 444-5696. Brokers welcome.

MODERN OFFICE and shed space available. Pleasant, efflcient working conditions, on-site mill, loading/unloading rail and containers. Prefer tenant who would benefit from using our mill. Call Clint, Mariners Forest Products, 2600 S. Susan St.. Santa Ana. Ca. (714) 751-0800, FAX 7 t4-432-96t0.

TIMBER SIZER

NORFIELD PRO DOOR MACH'NE FOR SALE. Recently rebuilt pre-hung door machine. 1969 model, $10,900. Call (916) 742-2325 or write to P.O. Box 709, Marysville, Ca.95901.

LUMBER

YARD RADIOS

ra" $ 23500 MAIL OROER FREE DEMO

POCKET SIZE 3O3B State Columbus, lN WAREHOUSE RADIO

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

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql, 775-2544', (213) 835-567 1.

PRE-EABRICATION

TIMBERS

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

-SOUTHERN CALIFORNIA_

A]{GELES

SAN FRANCISCO BAY AREA

BAI(ER$flEt 0

NORTHERN AND CENTRAL CALIFORNIA

woods (Bedding)

sAcRAitEl{T0/ST0Cn0il

Berdex Inlernational (800) 627-5319

Eeadex Manufacturing Co.

Bowman Lumber Sales

California Cascade Induslries

Capilol Plywood

Ensworth Forest Products (Sacram€nto)

Georgia-Pacilic Warehouse

Hickson Corp.

Kelleher Corp

Laminaled Timber Services, Inc

Louisrana-Pacifi c Corp.

lll & M Burlders Supply ..

Nikkel Corp., The

Pacific Soulheasl Forest Products

P & M Cedar Products

PGL Building Products

River City lvoulding Co. .

San Antonio Pole Conslruction Co

Siskiyou Forest Products

Slockton Wholesale

Sun Foresl Producls

Thomas Forest Producls, J.[4.

Thomas Trucking, Roy ........

Timberline Products, Inc.

GREATER SAN DIEGOABEA

Ameflcan Mrll & l\,lanulacturing

Eakef Hardwmd

Burns Lumber Co

Cal Stale Lumber Sales

FountainLumberCo.,Ed

Fremont Forest Products (800) 445-4923

Frost Hardwmd Lumber Co

Georgra.Pacific Corp I ane Slanlon Vance

Maple Bros., lnc Moulding

West€rn Wood Preservers Institute Weyerhaeuser Co

AllqeierComputerCorp..

American Hardwood C0.

Anfinson Lumber Sales

ERIGG

Corp (Bedwood)

Products

Lumber Co, Fred C.

Warehouse

Forest Products

Forest Producls

Foresl Industri€s

Forest Products

American Forest Products

Woods

Erothers

........ ... {800)

Institute of Calilornia

Sugar & Weslern Pine Agency

Lumber Products

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

INEA

Producls Co. (Chic0)

Corp. (Red Blull)

P & M Cedar Products

Union Forest Producls

Union Planing Mill

Unity Forest Products

Universal Forest Products

Waldron Forest Products

Western Wmd Treatinq Co.

Weyerhaeuser Co. ............

While Erolhers

sAilTt nosr rREl

Andel Forest Products

Capital Lumber C0.

Gmrgia-PacificCorp.

Kell€her Lumber Co.

Martin Forest lndustries

Tamalpais Lumber Mi||

uK|l[/uil.uTs

Ahl Forest Products

All Heart Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc.

Louisiana-Pacilic Corp.

Perlormance Coatings, Inc.

Bedwmd Coast Lumber Co.

Western Woods, Inc.

Willits Redwood C0. ...........

YREKA

Siskiyou Forest Products (Weed)

WASHII{GTON

PACIFIC NORTHWEST STATE#ROCKY MOUNTAINSCOLORADO

c0utttE

Vaagen Bros Lumber, Inc

GNTIIEN SEAIII,E/TAC(lIIIA AREA

American Plywood Association

Beadex l/anulactufl ng Co.

Burlrnglon Northern Railroad

Eurns Lumber Co

Georgia-Pacrfi c Corp. lTacoma)

Georqia.Pacitc Corp. {Seattlel

Kenn€dy.Johnsen Lumber Sales

Paciic Western Lumber

PGL Buildrng Producls (Auburn)

PGL Buildina Products (Kenmore)

PGL Burldrng Pr0ducts (l\,larysville)

PGL Buildrng Producls (Alaska Div )

Lumber Products

McFarland Cascade (ln Wa.) (800) 521-2131

North American Plywood Corp

Simpson Timber Co.

Skookum Lumber Co. ...

Weslern Wood Preserving Co.

Weyerhaeuser Co. (Seaitle)

Weyerhaeuser Co. (Tacoma)

SP()KAI{E

Georgia-Pacilic CorP

ALASKA

SOUTHWEST

ARIZOilA

OBITIUARIES

Frank R. Gilchrist. 66. former president of Gilchrist Timber Co.. Gilchrist, Or., died Feb. 26. 1991. in Bend, Or.

Born in Big Rapids, Mi., Mr. Gilchrist joined the family business after World War II, becoming president when his father died in 1956. He retired in 1988.

He also served as 1968-70 chairman of the Western Wood Products Association, member of the Oregon State Parks and Recreation Advisorv Committee, and longtime directoi on the Oregon Board of Forestry.

Mr. Gilchrist is survived by three sons, one daughter, one brother, one sister, and two grandchildren.

Phillip DuBaldi, 69, former Humboldt County, Ca., lumberman. died after a brief illness Feb. 15, 1991. in Arcata. Ca.

He worked for various lumber wholesalers and manufacturers during his 40-year career, retiring in the mid-1980s from Andersonia Forest Products, Arcata.

Mr. DuBaldi is survived bv his widow. Ann. and one son.

Charles Beckman, 85, owner and president of Beckman Lumber Service Inc., Rancho Dominguez, Ca., was apparently beaten to death March 9, l99l , after surprising burglars at the yard on Saturday.

Born in Coudersport, Pa., Mr. Beckman began his lumber career in 1924 at a New York sawmill. In 1933, after serving with the Merchant Marine. he moved to California to join Cadwallader-Gibson Co.,

Los Angeles, Ca., which became Mahogany Importing Co. and Precision Kiln Drying.

When World War Il broke out, he rejoined the Merchant Marine, but in 1942 the government asked him to return to Precision since he was one of four individuals certified to kiln dry spruce for the war effort. After Precision was dissolved in 1953, he formed Beckman Lumber Service with brothers Robert and John.

Mr. Beckman is survived by his three sons, three daughters, one brother, two sisters, and six grandchildren.

products at Fibre-Form Wood Products, Rocklin, Ca., died Feb. 2. 1991, of an apparent heart attack while pheasant hunting in the Sacramento, Ca., area.

A native of lllinois. Mr. Odekirk began his lumber career in 1959 With Edward Hines Lumber Co.. Chicago. Il., before moving to California in 1969 to join R.F. Nikkel Co., Sacramento. which became DG Shelter Products a year later. He went to Nikkel Corp., Sacramento, as president in 1976.

In 1983, he joined Pooser Lumber Co., Sacramento, wholesaling radiata pine products from Chile as agents for Fibre-Form. At the end of 1989, he joined Fibre-Form.

Mr. Odekirk is survived by his widow, Darrell, his parents, two daughters, one son, and two sisters.

Richard C. "Rich" Odekirk. 50. general sales manager for wood

Parallam is proud to announce two new Southern California stocking distributors of quality Parallam Beams and Columns. Including the new and stronger "Parallam 269."