Merchant Magazine - April 1992

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

No other brond lels your customers build beoutiful proiects thot lost like Outdoor' woC - the premium grode, treoted wood thot offers built-in protecfion ogornst rot, fungol decoy ond termites. And no other brond mokes it eosier for you to sell lreoted lumber ond ralntol nrnlrrric.

When you stock Outdoor wood, you'll be supported with product literoture, proiect plons, deck clinic ond soles troining moferiols, promotionol pfogroms ond notionol odvertising.

Outdoor wood is ovoiloble from-your treoter in o brood ronge of sizes. And for generol construclion where oppeoronce is less criticol, pressure-treoted Wolmonized- wood offers the some level of protection in o more economicol grode.

DIDYOUKNO\ry?

MORE WOOD TREAIING

COMPANILS HAVE SWITCHED TO OSMOSE SINCE 1987... HERE'SWHY: INNOVATION

Ffust to introduce a water repellent additive, WeatherShield', for treated lumb-er over 20 years ago.

RELIABIUTY

First to introduce a proven color additive, Sunwood', for treated fumber over 10 years ago.

DTVERSITY

Onlv preservative comDanv offerinq a full line of wobd stains, water rep^elleirts and cleck screws.

CREATWITY

Onlv Dreservative comDanv to produce a nationdl Dry television show, Baclcyard America:

Onlv preservative companv with in-house capabilities of producirig'customized sales aids, ads and videos for its customers.

TEADERSHIP

TNT II]NIBER

soFTwooD.

, HARDWOOD . PLYWOOD . . . PALLETSTOCK WHOLESALE ONLY

P.O. Box 196, Alamo, California 94507-0196 (510) 837-9545 FA)( (510) 837-283E

cALTFoRNtA TOLL FREE WATS (E00) 521-4-TNT

ATTN: LUMBER BUYERS AI\D SELLERS

NOW AVAIIABLE: A new "high tech" way to buy and sell lumber. TNT FAX NETWORK is easy, fast, saves you money and the TNT Fax Network gets results.

TNT's new computerized fax system provides lumber buyers and sellers with current weekly price and availability updates. The system faxes your inquiries to almost every U.S. West Coast and Canadian sawmill, giving your lumber needs immediate exposure. Fax Bulletins can be to all mills or by group, species or size. Mills: we can fax out your offerings to over 4OO TNT customers.

To be included in the TNT FAX NETWORK and receive your weekly offerings, simply fill out the information below and fax it to us. We'll add your requirements immediately. There is no cost or obligation to be included in the TNT FAX NETWORK.

Don't let the Canadian duties, shortage of logs, lack of production or runaway prices cause you problems. ACT TODAY! Become part of the TNT FAX NETWORK.

FAX us your inquiries today!We'll respond to you as quickly as possible. JUST FAX lT (510) 837-2838 WE USE (or produce) THE FOLLOWING: flHardwood n Softwood tr Dry tr Green

the

and home center markets in 13 Western StatesSince 1922

Rising prices need an explanation

I S forest products prices have recently soared,

customer complaints over these increases have likewise soared. Each level of this industry needs to put these price changes in perspective ifwe expect to retain long term customers. It's not price gouging and we need to explain why prices are increasing.

It's not a question that lends itselfto quick and easy "sound bite' answers even though the essence of the problem is a classic supply/demand imbalance,

For more than 20 years, government has been setting aside forestlands at an increasing rate, dramatically reducing the acreage that traditionally supplied wood fiber. This is expected to continue for the next few years at least.

The Environmental Impact Statement and the Endangered Species Actare devices belovedby the envfuonmental lobby to slow and halt timber harvesting. Through public donations the preservationists have raised millions of dollars to support an

extremely effective public relations machine that perverts the real story. Despite playing fast and loose with the truth, they have nonetheless convinced millions that cutting trees anywhere, anytime, for any reason is a crime against nature.

Even at today's elevated prices, lumber is a bargain as its pricing has not kept pace with inflation. From October 1979 through December 1991 consumer price inflation was83.4%. By that measure, Douglas fir prices in December should have been $615 per thousand board feet, over twice the actual price.

Higher forest products prices are expected as demand increases this year. Increases so far have been supply driven, now demand is anticipated to add its lift to the increases.

For the industry's long term health, it's essential customers at all levels are told our supply/demand story. They need to know that we're not the bad guys in this scenario.

Serving the lumber & home center markets in 13 Western stales-slnce 1922

DAVID CUTLER editor-publisher

Deck maintenance opportunities for dealers

Bv Bruce R. Palmer Irfanager, sales and marketing Cox Wood Preserving Co.

al UESTIONS on deck maintenance

$fruqu"ntly outnumber questions on deck construction at deck clinics and onhome improvementradio shows. Homeowners have become increasingly concerned about the appearance of older decks. Retailers can convert this concern to additional sales and greater customer loyalty.

By offering both construction and maintenance tips, suggesting maintenance products and reminding customers ofmaintenance schedules, a dealer can help both his customers and profits.

Story at a Glance

Waysto respond to questions ondeckmaintenance .construction tips, information about sealants, water repellent treated wood... how to develop follow-up sales and maintenance service.

Lumber properly pressure treated will last for decades, resistant to structural damage from termites and fungi. But weather, the continual altemating of wet conditions and drying sun, affects the appearance of the wood. Swelling, shrinking, warping, grain raising and cracking are natural responses to wet/dry cycles.

Fortunately, there are steps that consumers can take to minimize moisture damage. Helping consumers with those steps can benefit dealers in generating repeat business, customer loyalty, sales and profits.

Begin by providing customers with building tips that will minimize later problems. You can reduce eventual

maintenance for customers by advising them of sound construction techniques when they buy their lumber. This also gives your customer a favorable impression of your yard's expertise. He'll see you as being knowledgeable and helpful. Furthermore, sharing hints will give him more realistic expectations and will relieve you of some responsibility when maintenance is required.

Here ate some construction hints that will be appreciated: Avoid long spans between support points

e Use enough nails2 across a 2x4,3 ona2x6

o For greaterholding power, use ring or spiral shank nails or wood screws Consider using a weatherproof wood adhesive such as PL500 Lumber wider than 6 inches should not be used as a flat surface

In addition, encourage the use of a good sealant. Most homeowners are now aware that moisture will harm the appearance oflumber. This provides an excellent opportunity for a tie-in sale. When customers buy treated lumber, suggest that they purchase sufficient water repellent to coat the wood. This could lead to additional sales of brushes, rollers or sprayers.

As an alternative you can offer waterrepellent treated wood. Treated wood is now available with a built-in water repellent. Wolmanized Extra built in water repellent is the brand we use in all ofour DuraPine by Cox decking products. These decking products are pressure-impregnated with a water repellent as well as CCA preservative to better stabilize the wood and control moisture effects, then dried after treatment. Nationally, sales of water repellent treated wood have increased significantly over the past two years even though sales of treated wood have fallen

somewhat. However for maximum surface protection, even water repellent treated wood should be coated periodically with a topical sealer.

You also can develop a program to give deck buyers timely reminders of maintenance. Keep hackof whenhomeowners purchase lumber for a deck. After a year or so, send them a note about the value of periodic maintenance. You might even offer a special "deck customer" discount on water repellent. Such reminders can generate sales while maintaining positive contact with your customers.

Another option is to offer deckmaintenance service. Many building material centers are getting involved in installed sales. Why not maintenance? Deck miintenance requires relatively little investment and no exceptional skills. A deck maintenance crew can clean decks and apply water repellent and stain to save time and trouble for homeowners.

A dealer would have an excellent prospect list from information collected when lumber is purchased. He would know whonl to contact and when. After maintenance workis done, the supervisor could leave behind a $5 gift certificate to promote a visit to the store.

A dealerwho takes advantage ofthe need for deck maintenance will not only add to his sales, he'll reduce complaints, build good will with existing customers, and possibly add some new customers.

DECK MAINTENANCE service is a possibility for stores wishing to expand sales and seryices oflered lo cuslomers.

that sell d tipseck packages

Bv Israel Redd Marketing Specialist Chesapeake Wood Treating Co.

T HERE'S a growing trend for famiI lies to invest time and money on home improvement to raise home values and enrich their quality of life. Sometimes called the "cocooning effect," people are choosing to forego vacations and spend their money on a privacy fence, game room, or a deck with hot tub. The excessive consumer spending that typifi ed the 1980s is gone. In the 1990s, "family" and "value" are the watchwords.

This shift in values is a boon to home improvement centers. It presents unparalleled opportunities to streng-

then a store's customer base and increase bottom line sales despite present economic conditions.

With money tight, many familyoriented do-it-yourselfers are tackling outdoorprojects whichmighthavebeen contracted out in better times. Home improvement retailers report increasing numbers of d-i-y customers intheir stores.

Retailers should tarset their sales

Story at a Glance

Ways to ioin the "cocooning" movement.. show how decks raise resale value . use computer design, advertising, clinics, contests, supplier help and quality products to increase sales and profits.

messages to this growing audience by positioning remodeling projects as opportunities for customers to improve their family's quality of living. By appealing to a customer's deeply held values. dealers can convert sales of building materials, suchas lumber, fasteners, water repellents and deck accessories, into comprehensive deck packages and other major home improvements.

For instance, emphasize the investment value of decking in resale potential. On average, a homeowner can expect at least an 82% return on his initial decking investment whenhe sells his home, depending onthe size, shape and distinctive attributes of the deck. Appraisers say that a deck will increase a home's property value between $3 and $7 per square foot of the deck, with the average upgrade being $s.

Comprehensive deck packages provide a strategic sales advantage for advertising and point-of-purchase materials. Some of your suppliers will provide a complete advertising campaign to help you market the decking packages. For example, Chesapeake Wood Treating offers Wood + Plus stocking dealers television, radio and print advertising, point-of-purchase brochures and banners, deck clinics, and sales training tapes for store personnel and contractors.

Here are l0 tips for selling a comprehensive deck package: t{ I In-store

Computer

Deck I rt Design: Provide an easy-touse computerized kiosktohelp a do-ir yourselfer draw up his deck plans. He has the opportunity to select customized deck styles and shapes, railings,

stairs and other accessories to blend with his home's architecture. Two designs can be projected on the screen simultaneously, so costs as well as appearances can be compared. When the design is complete, the computerized system prints out a list of decking materials and their cost.

l2l ;Ti#t#:ilt"Hil?,:

ease and practicality ofbuilding a deck. Take-home booklets provide your customers with detailed step-by-step instructions as well as construction techniques for building various deck styles, shapes and sizes. Many suppliers provide these materials at no charge.

(31

ilffJHL:;;'Jiffi.:

cal supplier. For large audiences, use tv monitors to assure a good view of the speaker and deck-building demonstration. Retailers who've implernented this type ofeventreport intense buyer interest with audiences of up to 450 people. Have plenty of water repellent treated lumber, deck fasteners, adhesives and other needed supplies in inventory to satisfy on-the-spot demand.

141ft

:t'i;l,H:lTi#,:i""T:

tory of high quality decking products. Marketing studies show that point-ofpurchase materials have the potential to become the number one selling tool for home center retailers. Mobiles and banners are prefened due to the vast size and high ceilings in most home improvement centers. However, other popular marketing components include counter and shelf units, window and door signs, floor stands, shelf talkers and danglers. Many suppliers provide these at no charge.

(51

r;Ti"t"$ltn' E:.ril:

nents: A recent independent research study reports that 80% of consumers surveyed prefer water repellent pressure treated products; 65% will pay up

to 25Vo more for these features. Consumers are attractedby the longterm guarantees or warranties available with pressure treated water repellent wood. Lumber requiring brush-on airplications of water repellent substances which must be repeated every one to two years are less appealing. (61

ing relationships with browsing shoppers. Designate specific weeks in which salespeople can earn points for selling comprehensive deck packages. The greatest number of points wins an attractive prizea weekend trip or home applianceand the salesperson is recognized for an outstanding performance.

vertise the contest with the deck clinic in local media to encourage attendance and build store traffic.

balusters, spindles, deck posts, stepping, hand rails and other deck accessories. Customers will perceive your store as their one-stop-shop for all decking materials. ( 9 I ffiji:?H,"i:'$'#i;,TJ:*

for various sizes and shapes ofdecks to assist a customer's decision-making process and retain sales in-house.

other designated time frame, conduct a drawing for a free deck package. Ad-

to customers who purchase a complete deck package.

LUMBER carts loaded with treated wood sales can become the norm in your store if you incorporate the ideas in this story.

Deck clinics: the perfect sales opportunity

EARLY three-fourths of all decks are built by the do-it-yourselfer, your customer. He often doesn't know where to begin, but a deck clinic offers an opportunity to gather needed information.

related products and generating customer loyalty.

"Putting on a successful deck clinic is not as difficult as you may think," explains Pat Simpson, host of the nationally syndicated "Backyard Amer-

detailed preparation, Simpson adds. Clinics usually last from 45 minutes to an hour, but preparation begins days or even weeks in advance.

The first step is selecting an appropriate location. "At first glance, there may not seem to be a lot of good places for a clinic in your store," Simpson advises. "Consider the break room, the receiving room, the warehouse or an area in the back of the store. It's important that you have a spot with plenty of room. Plan for more people than you think you'll actually get."

The clinic area should be neat, clean, safe and free from distractions. Telephones, intercoms, passing forklifu and even routine foot traffic can cause disruptions. Do the best you can to ensure that the area is relatively quiet. You may need to add heaters, fans or lighting to make the area more comfortable, according to Simpson.

He recommends staging a deck clinic on Saturday around 10 a.m. "Be sure to check your local community calendar to see if there are conflicts," he cautions. "If there is a big event scheduled, you will want to change your date. Tuesday, Wednesday and Thursday evenings starting at approximately 6: 30 ot7 are good alternatives."

Advertising the deck clinic in both the store and local media is essential to ensure good attendance. Begin about three weeks before the date. The local radio station is another way to spark interest. Stress date, time and location in all advertising.

"A series ofdeckclinics I conducted at Big Tin Barn stores in the Houston, Tx., area drew thousands of potential customers because of an aggressive promotional campaign. They used direct mail and radio advertising with tremendous results," Simpson said.

Clinics are a valuable opportunity

ica"televisionshow."Oneofyoursales to instill in your customers the confi- people can easily leam to give the predence to build a deck while increasing sentation." your sales ofpressure treated wood and The success ofthe clinic depends on

In setting up for the clinic, plan seating for up to 50 people with additional seating available. Seating can be folding chairs or something as simple

ROW on row of inlerested spectators lilled a tent for Big Tin Barn deck clinic hosted by Pat Simpson in Houslon, Tx.

as 5 gallon buckets of drywall compound with 2'xL2' boards laid on top. Use duct tape to cover the joints, Simpson advises.

At least one tv screen for viewing the video is needed with two or more if the crowd is large. Locate the tv screen approximately five feet above the floor. Make sure the vcr and tv are in good working order before the clinic, Simpson stresses.

Set up a display of related products such as water repellents and stains, tools, hardware, adhesives and saw blades and refer to them during the presentation. Samples of a treated 2x6 with a warranty tag attached, treated lattice and specialty products such as spindles, rails and pre-cutstep stringers also should be on view.

Hand-out materials include instructional booklets on decks, other outdoor projects, related products and Consumer Information Sheets. "Instead of having hand-outs lying around, I recommend using them to greet your customers," Simpson points out. "Put them inside a give-away nail apron or in a paper folder to give to customers as you welcome them to the clinic."

Story at a Glance

Step by step directions for stagingadeckclinic ways to sell up... how to close a sale and keep customers coming back for more.

maintain contact with the customer. Door prizes and refreshments encourage attendance.

The actual clinic presentation includes four major elements: the greeting and introduction, the project presentation, the wrap-up and selling. Simpson recommends that the clinic presenter greet customers arriving for the clinic and inquire about their project ideas and needs in orderto address their specific concerns.

Much of the information is conveyed through the videotape which covers the

made during the presentation and answers final questions. After the door prizes are awarded, those attending should be invited to discuss their projects with a salesman one on one.

"After you have presented the information the customers need to build a deck, you have a unique selling opportunity," Simpson said. "Your customers may not have realized prior to the clinic how many options are available for building a deck and now is the time to encourage add-on sales and exhibit vour commitment to customer service. "

A table with extra brochures, blank paper and pencils should be set up near the entrance to the clinic area. Have name tags so that the presenter and the staff can greet the customer by name.

Posters and banners can decorate the area as well as identify the location for those planning to attend. They also can attract attendees from other customers. Armounce the starting time on the store sound system. Arrange to have qualified people on hand to do deck estimates and take-offs. Extra lumber

correct construction procedures for building a deck. The presenter must preview it to be able to answer any questions which come after the showing. Pressure treated wood types and grades should be reviewed with emphasis on the warranty and safety. Fasteners, pressure treated deck accessories and stains and sealers also should be covered. General questions should be answered with specific problems referred to the presenter or sales staff after the presentation.

The wrap-up summarizes key points

"By making a few suggestions, you'll encourage them to consider all their project needs, and ultimately increase the total sale," he continued. "Upselling is anotheropportunity to increase sales. This means you suggest products that may better suit the customer's needs even though the price is higher. Make them aware of options that are a better value in the long run."

"Be sure your customers know where to find featured products in the store and have plenty of sales help," is his final advice.

PAT SIMPSON, "Backyard America" tv host, recommends ananging related merchandise on a step ladder for visibility and attention.

How to get higher treated margins

By Huck DeYenzio Manager, Advg. & P.R. Hickson Corp.

It OU can make more money on I pressure treated lumber. Don't feel trapped by low price pressures.

At many lumber yards and home centers, pressure treated wood has become a commodity-type product, or close to one. It's a high volume, low profit item. Fifteen years of consumer demand growth prompted building material outlets to add treated wood to their inventories. Now with nearly all lumber dealers carrying treated products, demand has quit growing. Competition is tougherthanithas everbeen. The pressure on treated wood prices is intensified by the emergence of mass merchandisers.

While probably no dealer has been immune from competitive pressure, some dealers have been successful in preserving reasonable margins. Their secret? If you don't want a product to be treated as a commodity, don't treat it as a commodity yourself.

You have to make your product different from the rest. You have to set it apart in name, features, display and advertising. This differentiation is not difficult. A good supplier can fumish considerable help and you can improve your margins handsomely.

(1)

A known brand gives your customer confidence in the quality and safety of

treated wood. Generic wood and unfamiliar brands are not going to boost your margins or reflect well on your store. Which would you be willing to pay more for: Coca-Cola, Dave's Cola oranunmarkedcan? Stockbrandnames and advertise them by name.

(2) Offer special products.

Consumers will spend more for an item that saves them time or has a clear benefit. Carry value-added treated products such as pre-cut step stringers, spindles, newel posts, mailbox kits, weather resistant lumber and prestained wood.

(3) Promote projects, not products.

Highlighting lumber prices in ads causes consumers to use price as the main measure for comparing stores. Instead, focus on product differences and benefits, and promote projects. Homeowners don't really care about the price of a2 x 6, but they do care about the cost of a new deck. Offer deck packages that include hardware and building plans. Throw in an instructional video tape, or a discount on stain.

(4) Put your treated wood where it gets respect.

If your treated wood is in the farthest corner of your yard and unprotected against weather, your customers will have low regard for it. To make more money fromtreated wood, give it some respect. Indoor supplies should be in a well-lit area like your packaged goods. Outdoor racks should be accessible without a four-wheel-drive mud monster.

(5) Keep an orderly yard. You'll have a hard time getting higher margins if consumers see broken bundles, individual pieces scattered on the ground, steel bands lying around, and trash littering the area. Demand goodJooking, even bundles from your supplier. Then stack them neatly. Tell your yardmen that maintaining the lumber area can bring in more profits and see that your yard is orderly.

(6) Make use of point of purchase materials.

Posters, literature racks, deck displays and pamphlets can help customers understand the features of your treated wood. Such items also encourage cornumers to build more projects. If you're not doing sonow, getbuilding plans and promotional materials from your treated wood supplier. Display literature prominently and keep racks filled. A sloppy or half-empty rack leaves an undesirable impression.

(7) Train your countermen.

It's not easy to have a knowledgeable staff. You suffer continual turnover of personnel and you carry thousands of SKUs, but helpful, informed countermen can have a significant impact on your bottom line. If a prospective customer wonders why your treated wood prices are higher than a competitor's, a trained salesrnan can explain the differences: brand name, lifetime warranty, lumber grades, retention levels, built-in water repellents, etc.

Nearly all recent surveys indicate that while consumers are buying conservatively, they are willing to spend money on quality products. Your salesmen can sell higherpriced wood if they can explain the benefits. Competent salesmen can also take advantage of cross merchandising opportunities.

Story at a Glane

Techniques for selling treated wood as a specialty item .. name brand material, proiect sellang and promotional activities to increase rcturns on sales.

(8) Conduct a deck clinic. Sponsor a deck clinic. With some planning and promotion, you can effectively differentiate your treated wood and your store from others. Your treated wood supplier should be able to help you with ideas and presentation materials.

(9) Hold a program forcontractors. Make sure your professional customers and prospects understand the features of your treated wood. Have a product seminar for pros or host a contractors' breakfast. Supply information that contractors can pass along to their customers. At a minirnum, contact builders with a mailer or include flyers with your monthly invoices.

Stock brand name material.

ATTRACTIVE displays reinforce concept that treated wood is a specialty product worth more money than a commodity item.

.1. HERE is more to merchandising I structural wood fasteners than simply selling them for the lowest price. Concept is essential. If the ultimate customer cannot appreciate the value of the product, there will be no market.

Some may think fasteners are used only in the architect/engineer/ builder fleld. Others may view them as do-it-yourself products. Actually, they are used in projects ranging from simple backyard sheds or decks to huge buildings with manufactured joist and laminated beam components using l-Beam hangers.

Proven, successful merchandising techniques that stress product quality, ease of use and customer service will keep you ahead of the competition and out of pricing games.

o Create point of sale displays for connectors in the various product departments where they will be used to cross-sell merchandise and sell solutions for projects.

o Offer a selection of sill plate

Story at a Glance

Suggestions for increasing tums in fasteners. point of purchase display ideas, prepackaged kits, free literaturle, crossF selling product selection tips ways to use o(x)p advertising.

anchors, sill-to-slab anchors, post bases and anchors, Brick-Tys, hold downs and straps for concrete.

o Assemble a selection of fence

rail and post brackets, wet post anchor bases. fence section rail brackets, face rail brackets and post covers for fencing.

. Use small, mobile merchandisers with header signs and shelf talkers available from distributors and manufacturers for specialized displays that demonstrate product use.

o Create a special deck promotion display. Using a sectional demonstration deck (2' x 6') you can build yourself, show the customer how simple the building process is.

o Offer pre-packaged deck construction kits of lumber, connectors, concrete, nails and decorative railing materials. Display tools, paints and stains needed to complete the project. This kind of sales leverage will increase turns by 20 to l.

o Include an offer for free do-ityourself plan folders using structural wood fasteners in your newspaper ads and circulars to increase store traffic and customer interest.

o Cross-sell connectors with related products in your print advertising to generate awareness and create demand.

. Stress product quality and acceptance. Stock connectors that are engineered and tested, made of galvanized structural grade steel and nationally code approved by all major building code authorities.

o Combine co-op advertising allowances from related product suppliers to help fund blockbuster sales promotion events.

o Keep in mind that connectors are solutions to wood framing problems confronting builders, remodelers and do-it-yourselfers. People seeking solutions don't shop price. If a product is reasonably priced, of good quality, well engineered, building code approved and supported by helpful, user-oriented instructional material, it will sell and provide sales leverage to increase turns.

o When you help a customer solve a problem you do far more than make a sale. You also make a friend who will come back to buy again and again.

Merchandising suggestions in this article are based on an inlerview with Edh,ard P. Mooers, vice president, sales and ma rket i ng, Teco/Lumbe rlo keditor.

Profiting from treated wood

By Dennis Hayward Executive Director Western Wood Preservers Institute

1f, S WP see the frst signs of ecorF nomic recovery inthehome building market, combining an understanding of the product witha recognitionof consumer needs is key to success in selling pressure treated lumber and plywood. Consumers are more careful with their money, demanding quality, performance and dependable guidance from dealers. The feat is to meet the consumer's expectations and still tum a profit.

You should recommend pressure treated wood any time the lumber will be subjected to an environment which breeds fungus and decay or invites termites. Direct ground contact or exposure to moisture demand treated wood. Pressure treating for fire retarding characteristics also offers valuable market opportunities.

While sales for traditional uses, decks, fencing, landscaping and sill materials continue, you must develop sales for new or less comrnon uses. Today's buyers want a product that will last. Remind them that using appropriately treated lumber and plywood for constructing floor and wall systems in kitchens, baths or laundry rooms is cheap insurance against future expense of dry rot repairs.

Failure of expansion joints in driveways, patios and walks is another common risk you can eliminate for your customers by recommending that they buy pressure treated wood. Of course, you will always recommend pressure treated wood for outdoor furniture and playground equipment projects as well as decorative fencing.

As in any other building product,

high quality treated wood meeting standards is on the market as well as garbage. Selling garbage can mean product failure in a short time, unhappy customers, liability and decreased demand in the long term. Quality products treated for structural purposes carry eithera quality markoramanufachrrer's tag indicating the material has been treated to appropriate industry standards for above ground use or ground contact. Appropriately stamped material is important to assure the requirements of the Uniform Building Code and local regulations ate met. Decking material may not be incised, but it should carry a manufacturer's tag on the end of the board indicating suitability for above ground use and the producer's warranty. Western Wood Preservers lnstitute recognizes this as equivalent to a quality stamp.

Be wary of unstamped or unwarranted construction lumber or plywood. Posts or landscape material may not be stamped and you should checkwiththe producer to ensure treatments are adequate for the intended use. Watch out for bogus or meaningless quality stamps that say "Treated to Refusal." Some species do not treat well with certain preservatives and may not accept enough of the chemical to meet the preservation objectives and standards.

Treatments vary, depending upon species, desired standards and purpose. Treatment levels and technical jargon can be confusing, but the salesperson who is educated about the product will be more successful in serving the customer.

An old saying goes, "The only stu-

PRESSURE treated wood can be used in many ways both outdoors and indoors. Relailersshould encourags customers to buy it fol floor and wall systems in areas such as kitchens, bath and laundry rooms where moisture may be a problem.

pid question is the unasked question." This certainly holds true for the sale and distribution of treated wood. If you have a question, the producer should be happy to assist you and if he can't answer your inquiry, the Westem Wood Preservers Institute is only a phone call away at (206) 254-0957.

At no time or place in history have people been more conscious of and concerned with environmental and health impacts than they are in North America today. Whether it be paints, stains, adhesives or treated wood, justified ornot, people are increasingly concerned with chemicals. Conversely, never before has there been so much research, study and attention by the industry to the environmental soundness and safety of our products.

Only EPA approved and accepted chemicals are used to treat wood with the process meeting the stiffest federal and state regulations. When used as intended, pressure treated products do not present a health risk to the consumer. You can recommend them with no hesitation. Your customer is in greater risk driving to the store to make his purchase.

A common concern is whether the chemicals inpressure treated wood will

affect plants, garden areas or family pets. The answer is no. The pressure treating process "fixes" the chemicals to the wood cells and they will not leach from the material in any level of concem to the environment.

Probably the best example of the safety of treated products is Hawaii where essentially every stick of lumber, plywood and engineered wood used mustbe treated. Withouttreatment, even if used several stories in the air with no ground contact, wood will be attacked and consumed by termites. With the state's entire population essentially surrounded by treated wood, no negative health effects have been found.

As with any product, it is important to stress appropriate conmon sense guidelines be followed in selection, use and disposal of treated wood. This in-

Story at a Glance

formation is provided for each preservative in Consumer Information Sheets (CIS) available from producers. Just as you wouldn't sell an unlabeled can of paint, you should not sell treated wood without a CIS. The guidelines cover everything from using proper safety equipment for sawing and nailing to applying sealers in some applications.

Pressure treated products are increasingly recognized as a viable choice for those concemed with the conservation of our forest resources. Pressure treating extends the useful life of wood in insect and fungus threatened environments. Lumber and plywood from second and third generation managed forests lends itself well topressure treating. Using treated wood reduces the urgency to harvest old growth or slower growing redwood and cedar forests or to utilize wood from the world's tropical rain forests. All these are matters of concern to a significant portion of the consuming public and your customers.

Knowledge can mean profi t in heated wood. Know your products and their applications. Be aware of standards and quality. Be prepared to address the value system of your customer. Put it all together and it can mean profit even in tough times.

Ways to meet a consumer's expectations and turn a prof it benefitstostress. answers to environmental questions. . information sources.

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.dnr&.{gante,. eas.!h$,ho**peetb ter, but anslectranieq$ 4ryliance

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Builders Emportum is renrodeling four of its Oleb units in l,as Vegas, Nv., upgrading them to the caliber of the fifth L.V. Ole's opend last year.

The Temy Companies' new kirchen and bath showroom at its Los Angeles, Ca., stofe, staffed by certifi ed architect Vemon Applegate and kitchen designer Howard Gearhart, will be relocated to the Sash & P,oor,div. in:*rc Terty a& ministration building.

Homestead Supplies opened a 10,000 sq. ft. pre-hung doot mfg. facility adjacent to ib Apple Valley, Ca., stofe,''mmifigl','''ii",'t',*te Door Shop . . Meeks Building Centers opened its largest unit, a 15,0(X) sq. ft. showroom qsd 16,000 sq. ft- &ivethrough warehouse in Enterprise, Ca., replacing a smaller store damaged by fire last year.

tr417*nnO, " Lumb e r plans a major @atsion in Milwaukie, Or., add' ,bg,trw inventory, equipment md a

'',

A lIg e i e r C o rnp ut e r C orp.,Ttts{tn, Ca., has opened a Belleville, Il., sales office staffed by Gary L. Vogel.

.,:,',Agtgri l{l'.;',,,P bd Association &ob, Oosry& Sveneerplatrt, lMillarnina, Or., tlrc sfbst veneer &, speeialf plant for 1991; tlre ,Indet pendence,Or., veneet plant teceivd the three year safefy aw.a

| ttrird time.

li.l&'{ lott"e-; Irrdu*i*t ratn€!*o;Cl;i:.lsliii Sales, Ittci;.i.l

stnele,fr.rc&|t inFeb'0e&*lfi$* starts up ':9;:6 l::li

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

In CCA-treated wood, the name is rrWolmanizedrr.

. Best known brand

For fire retardant treated wood, ifs rrDriconrr.

. Proven nationwide

. 1o-vealJ.gieneclive u*" mt

. 2x4 - 2x12 lumber

c 112' & 3/4" plywood Fire Retardant Treated Wood

Our name is Utah Wood Preserving.

We serve retailers, utilities, mines and industry in Utah, Nevada, and Idaho. For treated products that will give you a good name, call 1-800-666-2467

CALENDAR

APRIL

Lumber Association of Southern CaliforniaApril 9, area meetings, Orange County; April 14, Santa Barbara/Ventura; April 16, N. San Diego; April2l, West Los Angeles; April23, Rosemead.

West Coast Lumber Inspection Bureau - April 10, annual meeting, Red Lion Lloyd Center, Portland, Or.

North Cascade Hoo-Ifoo Club - April 15, election meeting, Frontier Village, Lake Stevens, Wa.

Spokane Hoo-Hoo Club - April 16, dinner/speaker meeting, Spokane, Wa.

National Hardwood Lumber AssociationApril25-28, spring board meeting, Longboat Key, Fl.

Cotter & Co.April 27-May 8, buying show, Cotter & Co. Hq., Chicago, Il.

Hardwood Plywood Manufacturers AssociationApril 3010''4^ay 2, spring conference, Orangetree Resort, Scottsdale, Az.

Woodwork Institute of CaliforniaApril 30-May 3, annual convention, Hyatt Regency, Incline Village, Lake Tahoe, Ca.

MAY

Lumber Merchants Association of Northern CaliforniaMay 1-4, annual meeting, Hyatt Regency Monterey, Monterey, Ca.

Oregon Lands CoalitionMay 2, Share the Success industry workshop, Hood River Inn, Hood River, Or.

Western Hardwood AssociationMay 2-6, annual meeting, Sheraton Kauai, Poipu, Kauai, Hi.

American Hardboard AssociationMay 3-6, arurual meeting, Westcourt in the Buttes, Tempe, Az.

Tacoma-Olympia Hoo-Hoo ClubMay 5, Past PresidentsNight & elections, Diamond Jims, Tacoma, Wa.

National Building Material Distributors AssociationMay 7-9, executive management conference, Marriott's Mountain Shadows Resort & Country Club, Scottsdale, Az.

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY o DIRECT MILL SHIPMENTS . LCL o CARGO o RAIL o TRUCK & TRAILER o

American Hardware Manufacturers AssociationMay 1013, annual hardware industry convention, co-sponsored by National Retail Hardware Association, Hyatt & Sheraton hotels, Phoenix, Az.

Western Dry Kiln AssociationMay 13-15, annual meeting, Harrah's Hotel, Reno, Nv.

Coast Counties Hoo-Hoo ClubMay 14, election of officers, Monterey Beach Hotel, Monterey, Ca.

North Cascades lfoo-Hoo ClubMay 15, annual golf tournament, Skaget Valley Golf & Country Club, Burlington, Wa.

Inland Empire Hoo-Hoo ClubMay 15-17, Ladies Weekend, Marriott's Rancho Las Palmas, Rancho Mirage, Ca.

ServistarMay 15-19, spring market, Baltimore, Md.

Hardware Wholesalers,Inc.May 16-19, spring market,Indiana Convention-Exposition Center, Indianapolis, ln.

National Forest Products AssociationMay 17-20, confer ence, Loew's L'enfant Plaza Hotel, Washington, D.C.

North American Wholesale Lumber AssociationMay 1720, lOothannual meeting, BroadmoorHotel, Colorado Springs, Co.

Spokane Hoo-Hoo ClubMay 22,woodworking contest, Spokane. Wa.

National Hoo-Iloo-Ette ConventionMay 29-31, Ukiah, Ca.

WESTIERN ASS0eIAT[0N NEWS

Mountain States Lumber & Building Material Dealers Association is conducting a retailer and supplier attitude survey to guide planning for their second century of service.

Retailers and suppliers are being asked to rank 17 activities and services provided by the association. Responses will be used to evaluate the direction and goals set during 1992.

Results of the l99l credit management practices survey are being tabulated. Responses so far indicate too much credit, bad bankruptcy laws and bad lien laws were the largest credit concerns ofretailers in 1991.

The 135 initial responses reflect total sales of $439.8 million with75% of this in credit sales. Idaho and Utah show the highest percentage of credit sales in the region. Maintaining close communications with credit users is reported as the single most important aspect of credit policies.

A free detailed report will be sent to survey participants.

Lumber Merchants Association of Northern California is briefing members

legislation affecting their busi-

A retailer may request, but not require, credit card identification for check writing, but cannot record the number. He must tell the purchaser it is not required. Name, address and telephone number may be required and recorded.

For small claims court. unlawful detainer proceedings have been removed, continuances for negotiation and mediation provided and jury trial in appeals denied. Another small claims court bill changes time extensions, prejudgment attachment, jurisdiction following j udgment, multiple claims limits, mail service fees, pre-trial discov-

ery, venues, postponements, fictitious business names, appearance by representative, aid for non-English speakers, judgments recording, motions to vacate a judgment, fees, costs, notices, appeal, enforcement and entry of satisfaction ofjudgment.

An employer with 50 plus employees cannot refuse a total of four months in 24 months for unpaid family leave for employees with more than one year continuous service and eligible for benefits. Accrued leave or vacation time may be substituted. Reasonable notice must be given if foreseeable. A health care provider's certificate may be requested.

The California Anti-Fraud Bill makes a false statement to obtain or support a benefits claim criminal fraud, punishable by up to five years in state prison and a fine up to $50,000 or double the fraud, whichever is greater. Physicians and attorneys are prohibited from using runners, cappers or steerers to procure patients to clients. Soliciting claims is a misdemeanor punishable by up to one year in county jail and/or a fine of $IO,O0O. Fraudulent acts must be reported to the local district attorney or fraudulent claims bureau within 30 days and false, misleading or deceptive advertising of services and benefits is prohibited.

LMA's worker's compensation program participants received stickers for their DWC-I forms waming misrepresentation to obtain or deny workers' compensations

benefits is a felony.

Other changes which retailers should become aware ofconcern construction contract payment withholding, credit reporting agencies and bonded stop notices.

Western Building Material Association's Young Westerners Club elected Chuck Stout, Irrigators Lumber Co., Caldwell, Id., president at the 23rd annual conference in Tacoma, Wa., Jan. 30-Feb. 2.

Other officers: Curtis Jack, v.p.; Eric Fritch, sec.; Tor Driflot, Bruce Abel, Chris Davis, trustees; Dale Kyle, 1993 conference chairman.

1991 president Terry Willey and his conference committee arranged a tour of the Weyerhaeuser Tech center, round table discussions and seminars on topics ranging from remanufacturing, alternative wood products and energy codes to heat loss calculations.

Of the I 13 attending, 29 were participating in their first conference.

Seattle Lumber Scam Update

A Seattle, Wa., lumber scam was formally charged in late February when the Royal Canadian Mounted Police arrested three men, according to the Seattle Times.

The case dates back to late 1990 when construction projects in the Puget Sound area were ted tagged by inspectors who found substandard lumber in over 100 buildings. Grade stamps appeared to have been sanded off and replaced with a stamp indicating higherquality wood selling for more money.

Bob Johal, Minder Johal and Jerry Johal were arrested by the RCMP, said Sgt. Peter Montague, a spokesman for the Canadian law enforcement group, and charged in Surrey Provincial Court with seven counts of fraud involving more than $1,000 (Canadian). BBM Lakeview Wholesale Lumber Ltd.. Surrey, B.C., their employer, was charged with seven counts of the same offense. Moga Timber Mill Ltd. and A.P. Timber Mill Ltd., also in Surrey, were charged with one count of fraud involving more than $ 1,000 (Canadian).

BBM Lakeview and the two mills were suspected at the time the fraudulent grading appeared. The wholesaler pleaded guilty in 1988 of delivering fraudulently graded wood and was fined $100,000, provincial court records show. Moga Timber reportedly sent a letter to customers Nov. 6, 1990, accepting responsibility for the mislabeling, a report n The Seattle Times at that time said.

PRESSURE TREATED WOODPRODUCTS FOR THE NINETIES

Forest Conservation Through Wood Preservation

+ By greatly extending the service life of wood in harsh environments, pressure treating conserves our forestsa critical feature in light of the growir€ public pressures on timber supply.

t Unlike many competing products, pressure treated materials can be produced from abundant secofid growth forests, reducing pressure on old growth resources.

+ Treating only with EPA approved products in tightly controlled processes assure the safety of the products and their compatibility with the environment.

A Wise Investment

+ Americans'biggest investment is their homes. Maintaining value and avoiding expensive repairs are growing concerns to home buyers. Economical in construction, pressure treated wood meets these needs. lt's a wise investment in

the long run.

Value Added

+ Pressur* treating wood with preservatiVes is a pfocess that adds value to a scarce resource, protecting employment and profit opportunities throughout the distribution ohain.

Why lumber prices are Increasrng

By Robert H. Hunt President Western Wood Products Association

I N a dramatic enactment of the law of I supply and demand, the demand for westem softwood lumber is nearly certain to increase sharply this year while, simultaneously, the supply of that lumber will decease even more sharply.

The resulting impact on the lumber market is almost certain to be substantial. We want you to know that now, and to know why.

To back up a bit, the market for softwood lumber is frequently cited as an ideal model for free competitive markets. [t features thousands of independent sellers, thousands of indepen-

dent buyers, and constantly changing prices. In addition, Federal Trade Commission studies show the concentration of production in the largest firms to be among the lowest for lumber of any of the nation's major industries.

But when a big chunk of an industry 's basic raw materials resource is removed, and when, at the same time, demand for that industry's product increases, then things begin to heat up and get a little crazy. And that seems to be what's beginning to happen now.

Two preliminary reasons account for there having been no serious or lasting spike in prices before now. One has beenthe lower-than-normal demand because oflower 1990 and 1991 housing starts. The other has been what was

once a several-year backlog of federal timber the lumber industry has had in its inventory. But both of those reasons are now coming to an end. At the same time. In a sort of cosmic application of Murphy's Law for people who buy lumber in significant amounts, demand is almost certain to increase at the very same time that supply will definitely dectease.

Make no mistake about the reduced volumes of timber available to the westemsoftwood lumber industry. The spotted owl set-asides, plus a continuing scoruge of other legal actions, have knocked the potential federal harvest just in Washington and Oregon (Oregon is the largest lumber-producing state, Washington is third) from 5 billion board feet in 1988 to less than 1 billion board feet this year. This means that the federal timber resource base for western lumber in those two states alone has decreased more than 80% since 1988. These and other pressures on the resource base are also at work in California, the country's second-biggest lumber-producing state, and just about everywhere else in the West. Similar pressures are also mounting in forest industries in the South and Canada. Bringing that home and nailing it

down: federally-owned forests provide about 60 % of the timber needed by mills in Oregon, m orc than 30 7o in Washington, and 40-50% of the supply for mills in ldaho, Montana and California.

So no matter how you look at it, less timbera whole lot lessis going to be available. It doesn't matter that housing starts will almostcertainly increase. It doesn't matter that remodeling continues to boom (its requirements for lumber have doubled in the last decade), or that the do-it-yourself market is growing almost daily.

And, as we all know by now, it doesn't matter that trees are the only major commodity resource in the world that renews itself: that just keeps comingback. Oil doesn't. Steel doesn't. Concrete and masonry don't. Aluminum doesn't. No other resource does. But, maybe because it's hard to chain yourself to a bauxite mine, timber is the resource everybody isup in arms about.

At any rate, there is no nice or soft or easy way to say this. Although there may soon be the strongest demand for western softwood lumber that has existed in years, the cold hard fact is that substantially less of it will be available.

One bright spot in all thisand there is oneis lumber's inflation factor. For the period running from

October, 1979, through December, 1991, the overall rate of inflation was 87.6%.If lumber's inflation rate had matched that, the price per thousand board feet last December would have been $6 I 5 per thousand board feet (Douglas fir, wholesale FOB mill) instead of the $296 it actually was. Under the circumstances, that's a good thing to be able to point to. And, at the moment, that's about all we can point to with pleasure.

There are reasons for this. One of the most important has been the plentiful and continuous flow of raw material coming from our forests up to now, helping to keep supply and demand in balance, stabilizing costs, and playing a big part in making Americans the best-housed population on the planet. But things are changing. Believe me, we wish even more than you do that it were different. Our industry has never faced anything like this or even approaching this. But our mills continue to close, injunctions continue to be filed, timber sales continue to be halted. It all eventually leads to moving affordable housing further out of reach for more and more people. And, amazingly, through it all, and lying in the face ofall logic and reason, the people who brought all of this about continue to be

cheered. As the beer commercial says, "Why ask why?"

So that's the situation as we see it now.

And we wanted you to know.

L-P Agrees to Acquire Tricon

Louisiana-Pacific Corp. has reached an agreement in principle to acquire certain assets of Tricon Forest Products, Inc., a wholesale lumber trading business in Lake Oswego, Or. The agreement was announced jointly by L-P and Robert M. Simpson, Tricon's president.

The agreement, which is subject to approval of L-P's board of directors, would establish a wholesale lumber trading activity for L-P managed by Simpson and employing the current staff of Tricon.

"This acquisition adds another important customer service dimension to our lumber business," said Harry A. Merlo, L-P's chairman and president. "We're pleased to add Robert Simpson to our tearn and gain his outstanding trackrecord in wholesale lumber sales."

SupaTimber' Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor projects. tt'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 And, for extra value vour customers appreciate, SupaTimber features the best guarantee in the because SupaTimber pressure-treated lumber is produced only under strict, third party, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

Make nationat sales $..;".1';";1g,**'ffi I Gampatgns

to his advantage.

First, familiarize yourself with the product's prornotional progrant. Cornpare the carnpaign's objectives with your store's ntarketing plan. Is there a fit? Are time frames compatible with your advertising schedules? Are campaign objectives suitable for your market, market position and goals you've set to get higher margins? If not, it's best to pass. But if the answer is yes, it's time to decide how to take advantage.

Begin by forecasting sales for the product during the campaign period. Establish goals and discuss them with your floor personnel.

Consider where the product will be positioned in the store. If it can't be moved from existing shelf space to gain greater visibility, use the vendor's point-of-purchase rnaterials to direct customers to its location. P,o,o's reinforce nationally advertisecl product values and prompt sales. Chances are, customers will recognize them.

For example, Chemical Specialties,

Courtest)- of Daniel & Cusic, Charlotte, N.C

lnc. (CSI), recently launched a national campaign designed to promote UltraWood water repellent pressure treated lumber. It kicks off with an article this spring featuring an UltraWood deck in Better Homes & Garden. A direct mail program will reach over 30,00O architects, contractors, remodelers and others. Participating retailers will receive in-store promotion materials and media kits containing print, radio and tv ads suitable for local promotions. It will be augmented by national advertising and a national toll-free number where consumers can locate their nearest UltraWood retailer. All leads generated through the campaign will be forwarded to the retailers.

CSI vice president for marketing Jim Saur says it's important to decide how the nationally advertised product will affect the sale of related product lines. For instance, promotionof valueadded pressure treated lumber should also affect sales of tools, hardware, paint, other construction materials, deck and landscape accessories, outdoor furniture and planting materials.

Storyat aGlane

How retailenr can tie-in with national product promotions ... positioning the product, identifying cross-sellang opportunities, organizing direct mailings and following up.

Consider "packaging" the vendor's product withcompatible products. Forecast collateral sales revenues and establish goals for your store and floor personnel. Cross selling products can be done by "packaging" them through sales incentives, store location or instruction by store personnel.

Saur also suggests:

o Make use of the vendor's media kit and media schedule. lnclude logos, line art and other materials in your store advertising. Always identify your store as "the place to buy" the certain product.

. "Piggyback" your advertising on the vendor's ad schedule. It's best to follow instead of lead.

r Make sure all floor personnel understand the value of selling the item during the promotional period. Always take steps to ensure their appreciation

of cross-sell techniques and opportunities.

o If customer referrals are sent to yow store, organize a plan to follow up. Telemarketing and direct mail are useful tools to follow up leads and develop contractor-related business.

National campaign materials are ideal for use with direct mail programs by your store. Use your own contractor sales lists or secure other lists from a direct mail agency or direct mail list house.

Send your mailing (called a "drop") shortly after a national vendor's key

advertising event. The mailing should be "Here's why this is the place to buy." You may also want to create incentives for these customers to visit your store during the promotion. This way gains an immediate edge over stores that do not follow up on national campaigns.

Once convinced that a national program can benefit your store, planning the events that take advantage of the national product exposure is the key to sales. Vendors are ready to supply promotional materials, and most can provide direct assistance in making their campaigns work for you.

HowOne Hopp/ FomilvCon Help%JSell Mole o[ Everything.

lf you wont to see more hoppy foces in your store, stock Wolmonizedt pressuretreoted lumber.

Right from the stort, you'll get colorful poi ntof-pu rchose disploys bursting with exciting ond informotive literoture. We'll show you how to stimulote even more customer proiects with our step-by-step deck clinic kit. You'll get literoture

All of which is sure to put o smile on the foces of your customers in the morket for ideos.

We Sell The ldessYou Sell lhe Rest.

Once your stomers ore sold on o proiect ideo, it's eosy for you to sell them everything else. They'll be shopping for Wolmonized lumber, power ond hond tools, sofety geor, hordwore, wood finishes, deck iture, grills, londscoping ucts ond more. And s iust the beginning, becouse when they've finished one proiect, they'll be eoger to tockle onother.

for boosting your controctor business. Plus bonners, odvertising moteriols ond the bocking of notionol ond regionol odvertising compoigns promoting Wolmonized wood products. We even offer troining progroms for your store personnel through the Wolmo n ized Pressu re-Treoted Wood Institute.

Best of oll, when you corry Wolmonized lumber, you'll hove o big heod stort on offering your customers the kind of highquolity products

pressure-treoted wood for virtuolly ony outdoor proiect, weotherresistont builrin woter repellent*, ond premiumgrode

Outdoort wood for the most ottroctive oppeoronce. All three bronds ore subiected to mondotory, independent inspection to ensure proper treotment. And becouse the Wolmon hodemork stonds for o notionolly known nome ond lifetime limited worronty, your customers feel good obout it.

Put

A Smile On Your Foce.

Your customers will be hoppy they come to you for ideos. And so willyou. Find out more obout the pressuretreoted wood thot sells itself - ond more. Coll your Wolmonized wood supplier todoy.

*not ovoiloble in hemlock ond fir.

they're looking for. Choose from three Wolmon bronds thot offer your customers distinct benefits: Wolmonized

IlnBrrt@hSffiilnBeinna"

PERSONALS

Ron Draghi is now v.p.-finance for Distribution America. Curtis S. Burdick is v.p.-sales & sales promotion; Ron Liebgott, v.p.-mdsg./advertising; Bob Guido, director-national account sales; Greg Hauca, director-retail services; Paul Michalowski, director-mktg. Leaving the co. are Greg Thomas, Guy MoDrak and Ken Merrick, who has retired.

Kirk Malley, Piedmont Lumber, Walnut Creek, Ca., has founded Professor Cue Ball's Bald Club for Men, inspired by co-worker Todd Bangts acceptance of his own hair loss, according to an Associated Press story.

Jon Norby, Norby Lumber Co., Madera, Ca., has been elected to the California Forestry Association board of directors, along with Rick Parker, Susanville Forests Products, Susanville; Chris Rowney, Louisiana-Pacific, and Tom Herman. Rellim Redwood Co.

Dennis Snow, Hardwoods Unlimited, Orange, Ca., is back from a three week business tour of Southeast Asia.

Roy Liles has left California Sugar & Western Pine Agency's Modesto, Ca., distribution yard, which is in final voluntary liquidation, to join New York Life's financial services div. in Modesto. Cal Sugar Hq. remains in Redwood City, Ca.

Wayne Hill has joined Harbor Manufacturing, Hoquiam, Wa.

Randi Enbysk is new to Aiken-Ford Lumber, Eugene, Or.

Ken McClelland is now gen. mgr. of the Western Red Cedar Lumber Association, Vancouver, B.C., Canada. EaneyMclntyre, Mclntyre Co., Redondo, Wa., is now representing Wa., Id., Mt., Ak. andOr. forlindal Cedar SunRooms, Seattle, Wa.

Doug Ellis has joined Copeland Lumber, Lynden, Wa., as mgr.

F &E I YE NYIHTNA

Jirsl, for fie number one 0r0de lumhr thd Western Wood Preservr-nq selects speciftcollifor SunvroodP fie oooeolino. reddish-bioum coloi thot hm hcome top choice f6i outdd6r living.

losl, for the lonqevity of soeciol hioh-ouritv 0smose* preservolive tho ftlp frre. riih,wgrm'colbr info every fihr, while iesisling lermiles ond rot for o'lifetime.

Evcrything in-bctwcen. for.fie h$ service, quoliry producls.ond pr_ompf delivery thol hos berome 0 promise 0l Wesfern Wood Preserving.

Owen G. Lloyd is the new western sales mgr. for James Hardie Building Products, Fontana, Ca.

Doug Craig is a new buyer at Eagle Hardware & Garden, Tukwila, Wa.

Pat Fitzgerald has left Parr Lumber Co., Oak Grove, Or., after 25 years to join Milwaukie Lumber, Milwaukie, Or., as sales mgr.

Bill Evenson, American Mill and Manufacturing, Chula Vista, Ca., and his wife, Thalia, have been in Albany, N.Y., visiting their daughter.

Lisa Warren is new to sales at Pacific Forest Product's Phoenix, Az., office, reports Duncan Hossack.

Bob Haas has been promoted to gen. mgr. of Martin Forest Industries, Healdsburg, Ca. Tim Moxie is now sales mgr. and Les LeGaux is handling pressure treated wood products.

Glen Miller, Pueblo Lumber, Phoenix, Az., has been nominated as pres. ofthe Phoenix Hoo-Hoo Club, with lst v.p. Dan Roads, Pacific Forest hoducts; 2nd v.p. Bill Swaney, Mallco Lumber, and sec./ treas. Chuck Pensinger, Penco Sales. Elections are May 19. New members are Mick McDonald, Ed Cox and Jon Dodson, Pueblo Lumber, and Ken Humphreys, Ken Black and Corby Biddle, Foxworth-Galbraith Lumber Co.

Ernie Glanville is now sales mgr. for Evergreen Forest Products, New Meadows. Id.

Ken Markham is new to sales at ShastaSierra Lumber, Eugene, Or.

Danny Dickson has joined the sales force at West Shore lndustries, Lake Oswego, Or.

Rich Keidel is new to the industrial panel div. at Sylvan Forest Products, Portland, Or.

Steve Cottengim is now with Califomia Builders Supply, Sacramento, Ca., as commodities mgr.

John Brooks is new to Pacific Breeze Lumber, Eugene, Or.

Dave Stewart will retire in July after 46 years with General Veneer Manufacturing Co., South Gate, Ca. His son, Gil Stewart, will succeed him. Doug Moore will head up the door sales div.

David J, McKittrick has been named vice chairman and c.o.o. for Wickes Cos., _ Santa Monica, Ca.

Dinny Waters, Dataline, Tiburon, Ca., has returned from a two-week sales tour through Or. and Wa.

Sandy Epstein, mktg. asst., Cedar Shake & Shingle Bureau, Bellevue, Wa., has resigned to join a mortgage company.

Chris Re and Gary Murdoch have joined the sales force at Timber Products Sales Co., Springfield, Or.

Michael Mordell is new to lumber sales at Greenwood lnternational, Portland, Or.

Larry Duysen and JeffGletne, Sierra Fbrest Products, Tena Bella, Ca., served on the Tulare County Arbor Day Committee.

Bob tr'orward is new to sales at Baskins Forest Products, Red Bluff, Ca., according to Rich Baskins.

Thomas J. Smrekar, Potlatch Corp., San Francisco, Ca., has been named group v.p.-wood products, replacing L. Pendleton Siegel, now group v.p.-pulp, paperboard & packaging. Siegel succeeds Richard N. Congreve, who has retired after 13 years with Potlatch.

Sam Crawford has joined Bellingham Sash & Door, Bellingham, Wa., in sales.

Ric Morrison, Sunset Moulding Co., Yuba City, Ca., has been elected pres. of the Wood Moulding & MillworkProducers Association, replacing Dave Rix, Yuba River Moulding & Millwork. Frank DeMott, Best Moulding, is now v.p.; Sid Johnson, Nor-Cal Moulding, 2nd v.p., and Ed Sturza, Ponderosa Mouldings, treas. New directors: Jim Gonsalves, Westem Moulding; Mike Massa, Coming Moulding; Dick Parker, Bend Millwork Systems; Tim Ellis, GeorgiaPacific, and Doug Brittingham, Dallas Planing Mill. Gayle Morrison, Sunset Moulding founder and pres., received the Waren C. Jimerson Award of Excellence.

Al Wirth and Jim Sloan, formerly with Bohemia Inc., have joined the sales team at Willamette Industries, Albany, Or. Wirth continues to manage sales for the Vaughn plywood plant, and Sloan is responsible for lumber sales from the Coburgf Saginaw, Or., complex.

John Smit is the new v.p. of Woodgrain Millwork's window div., Fruitland, Id.

John Ilollstein hasjoined the sales team at Product Sales Co., Orange, Ca., according to Ted Gilbert, pres.

Karl Diexel, Andel Forest Products, Santa Rosa, Ca, was elected 2nd v.p. of the BlackBartHoo-HooClub. JimmyJones, Foster Lumber Yards, Vallejo, Ca., was feted by the club for his 70th birthday.

RoyDuranteandJimlVilkinsonarestaffing the U.S. industrial lumber sales office for MacMillan Bloedel, Ltd., Portland, Or.

Steve Little, on a hiatus from Uruon Planing Mill, Stockton, Ca., bought a 51'motor sailer with a l2-ton fish hold for some serious fishing.

Ray Dardis is new as merchandise mgr. at All American Home Center, Downey, Ca.

George Kelly, The Terry Cos. Los Angeles, Ca., has retired after 58 years in the industry.

Robert 'Bobby" Senften is managing Friedman Bros.' new contractors div.. Santa Rosa, Ca.

Lyle Keaton, asst. sales mgr., Califomia Cascade Industries, Sacramento, Ca., married MaryAlice Smith March 14, 1992, followed by a honeymoon in the Virgin Islands.

Willie Bidwell is handling construction estimating for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

MBERS

They were skilled navigators and seamen that came f rom easter expanslon of their emprre wasdriven, not so much by desir fleet of ships carried everything f rom f ine olive oil tothe prize antiquity as the Cedars of Lebanon, existed in massive f ores was exported throughout the knownworld, and used to construl consequences of runn ing out of trees seems to have escaped th hadn't guessed by now) And while the decline of their empil practices, it's safe to say their lumber business took nosediv cut trees, replace them. Thisis not only ecologically smart,it down in thc annals as master navigators and traders, we stand people Because century from now, w h e n y o ur.;1i11t,..;.',$t:$1.ql*l|fi:::l:li:$:.l.tllia n 'illliiill:l'lriij'rrrr"r:l"rr"''

edite rranciln ports calle d Brlrlos. SidonAkkirr irntl Trr, Tlr.'

capture andconquer, but to barter antltrlJt' Th,.'ir forrni.lable

inrber of their niltive mountains The se tre e s, knoun sincc rat cor.crcd the coasterlrange from Mt. Carmel to Ttrrker'. Lurnbcr .rch architectural \r'onders as Solornon's Ternple. Horle\.er, thc ncient Phoenicians (the subje ct of this littlc rsSa\-, if \'ou ann()t be blamed solely on the larck of forest ln2lnagcment

he lesson historr teaches us, then, is this:i1 1't:ru're going to r0nomicallr sound. So even thoueh we at Willamettc uon't go rod chance of beine remembered as f arsighte d f orest products hildren order lumb.'r irrrdplywood, tl'rey'll order from us.

& Willamette IndustrieslncLumber Plywood

Robber Shot By Lumberman

A gunman's attempted holdup of J.D. Fields Lumber, Gardena, Ca., backfired when he was shot four times by the merchant.

The man walked into the store near closing time March 6, partially covering his face and asking for money. Owner John Fields told him he didn't

have a job to offer, while backing up to a shelf where he kept a firearm. After the robber pulled out a gun and leaped over the counter, Fields fired four shots, striking him in the leg, neck and each shoulder, police said.

The man fell and dropped his gun, which Fields retrieved. The robber then fled, leaving a lO0-yardJong trail of

blood to his car, Fields said. Soon after, investigators located and arrested Kenneth Coley, 3 1, undergoing surgery at a nearby hospital.

While Fields is certain it is the same man, Coley "is claiming he got shot in a driveby shooting in Watts. Unless the cops can match his fingerprints to those on the gun, they're going to let him walk," he said.

Hess Files Chapter 11

Hess Forest Products, Pittsburg, Ca., has filed for Chapter 11 bankruptcy protection to reorganize following a major downsizing.

Over the last year, Hess has shrunk from 190 employees to 90, said coowner Rick Callahan. The company is in the final stages of consolidating its four HFP Millwork manufacturing plants from Pittsburg to the 8-l/2 acre former Semans Moulding plant, Sacramento, Ca.

No changes areexpected at the Hess distribution center, Pittsburg, and Hess Door & Window retail stores in Pittsburg and San Jose, Ca.

Fresno Zoo rr

Added Attractions

Visitors Leave Civilization At The Entrance

ISITORS entering the Fresno, Califomia Zoo (Chaffee Zoological Gardens) soon become part of a primitive culture, sensing distant native drums and the echoing roar of lions. The main entrance gives them their first taste of this instant transport to a distant land and time. A 6,000 sq. ft. open structure, the entrance soars above them like a giant native hut with a complex series of roofs at six different angles. The center pole where the roof peaks is 50 feet high and is covered with palm fronds, handwoven by Mexican Indians.

The entrance structure and roof rafters are made entirely of Douglas fir and Lodge Pole pine treated with Chemonite, an environmentally-acceptable wood preservative treatment. Chemonite was specified by the architect, Edwin S. Darden Associates of Fresno, because ofits proven resistance to the most severe conditions of decay and wood-destroying insects, as well as its long life and cost efficiency. The architects, however, were especially pleased with the visually appealing, greenish-brown color of the Chemonite treated poles, which complement the rough, natural design of the zoo.

The entrance is just a part of the authenticity of a master plan developed for the zoo to create natural environs for the animals.

Another authentic touch undemeath and around the entrance is 10,0O0 sq. ft. of Bomanite concrete, with pattems of river rock and sandstone interwoven to replicate an arid plain across which once coursed a river long gone dry. A series of thatch-covered umbrellas line the entrance and firther add to the primitive appearance. And a 300 ft. long Chemonite treated pole fence extending fromthe entry structure to the existing fence, at staggered heights of 8 to 15 ft., again achieves the rough, primitive look.

In another part of the zoo, a 60 ft. high, mesh-covered tropical rainforest, supported by Chemonite treated poles, is a natural bird sanctuarv in which

peoplecanwalkamidstfree flyingbirds. Open year round, the zoo is inside Fresno's Roeding Park and covers approximately 25 acres.

Chenonitd pilin

Chenonite ond Douolas fir.on unbeatable confinqlion.

Chemonite piline is clean and dry. Work clews find them easier to handle and drive in water or on land.

Chemonite (ACZA) is the only waterborne treatment which can treat Douglas fir piling to AWPA stan-dards.

Chemonite even stands uD in salt water with retentiirns of 2.5lbs. pcf. Ideal protection against marine borers.

Proven in use for nearlv 50 years, Chemonite'sreliability is unquestioned.

Consider the costs and consider the environment. Then make the rieht choice. Chemonite treated Douslas fir, the unbeatable comSination.

Photographs: Chemonite piling at Long Beach Harbor.

The anatomy of an efficient yard

By Wally Lynch P.A.I.D. Associates

T HERE are lumber and building I material dealers in this country doing from one to four million dollars in sales per month from facilities occupying less than two square acres. A preponderance of these high volume operators is known to us under the name of Home Depot or something like that.

When one thinks about it, the stores are really two acres of lumber yard in an air-conditioned box. Therein lies the secret of an efficient yard.

They and many other successful retailers have recognized, and put into being, that the only purpose of their facility is to profitably serve their customers. The size, the shape, and the configuration can vary if the facility effectively serves its purpose.

Retailers are in the business of managing inventory as it passes from producer to consumer and getting paid for their efforts. Those who have 20,000 squarefeet underroof and 60,0OOsquare feet of yard have to treat all 80,00O square feet like one showroom. All merchandise has to be accessible, easy to locate and presented in reasonably pleasant surroundings.

Ifthe housekeeping is good, people will want to come backagain and again, particularly if they find what they are seeking.

Aside from having the right assortments, the merchant needs the right quantities at the right tirne. The days of inventories appreciating on the shelf are gone. Turnover and cube utilization are vital regarding products. Whether it's a box or a yard, that's where each retailer must provide for those products and services they will provide to their customers.

Products have more visibility than service and each one must go on a similar journey through the retailer's sales process. Four things happen to every item sold from the yard. Everything mustbe received, stocked, picked (when sold) and loaded (tumed over to the customer). The process starts with a purchase from the supplier. This sets three activities in motionwhere the merchandise will go, how often it will be ordered, and when it should be received.

The receiving process should be timed to the need for ongoing product availability to the customer. The shipment should be received with no interference with customer needs, and with consideration for demurrage costs.

GOOD HOUSEKEEPING keeps people coming back to a store.

The stocking process addresses accessibility, protection from the elements, security, and cube utilization. Merchants operating in smaller areas will often inventory and order merchandise every week. Thus, some lines are tuming 25 to 26 times annually accommodating about two weeks of anticipated sales as opposed to inventories managed to turn over four times a year.

Story at a Glance

How to be efficient regardless of size or shape of store or yard...techniques for moving merchandise throu gh receiving, stocking, selling and delivery to customer.

It's not the physical size and configuration of the facility that's important, but how management chooses to move merchandise through the sales process. The way merchandise is stocked dictates how it is "picked" or obtained for the customer.

Obviously the choices are by hand or machine. Either way "loading" goes

on in every yard or box either to a customer or a delivery vehicle. Certainly each of these four activities of receiving, stocking, picking, and loading vies with the others for space, manpower and time slots in which to accomplishtheneededtasks. This requires management to manage these ingredients no matter what people and assets they employ.

Numerous service oriented activities go on at every lumber and building material dealer's place of business. These too musthave space, manpower, and timely execution. Some of the most frequently observed services: Special Orders. These go through regularhandling plus having to be set aside while awaiting the customer's pleasure. (A special area and possibly people may be required.)

Product Assembly. Some merchandise bought and received must be assembled for display or for a fee at the customer's request. Repairs and Returns. Products which must be repaired locally or retumed to supplier or held for inspection and disposition.

Delivery. This generally requires a staging and preloading area. (A good trick is to build a platform the size of your

RACKING is an efficient way to stock lumber in the yard.

truck beds or mark the ground as a guide. Preload in either area exactly as you want to load the truck.)

Production. Items such as countertops, trusses and pre-hung doors manufactured within the yard.

Equipment. Space, manpower and management for forklifts, trucks, trailers and conveyers and their maintenance.

The efficient yard is not a physical dimension, a state of being, a group of buildings or a destination. It's more a lifetime joumey through sifting sands. The objective is maintaining pleasant surroundings for all who would buy our wares while passing product to them competitively and profitably for the company. The activity is simple with only two dimensionspeople and assets. Simple, but not easy.

Device Tracks BE Robbers

An electronic tracking device hidden in a store money bag led police to suspects in an armed robbery of a Builder's Emporium unit in Anaheim, Ca.

Developed for banks, the system features an electronic transmitter which is usually pre-concealed in loot expected to be taken by a robber. Once activated, it emits a signal to guide authorities to the device.

The manufacturer, Electronic Tracking Systems Inc., Plano, Tx., and police were reluctant to provide details of the device, since its effectiveness depends on thieves not detecting it. "I don't even want to talk about the device," said one lieutenant.

Builder's Emporium began using the tiny transmitters after a string of robberies at its stores. The two suspects allegedly hid inside the Anaheim store March 5, confronting the assistant manager after closing. They forced employees to lie down on the floor of a vault room and then tied them up, said police.

After the assistant manager opened the safe at gunpoint, the thieves emptied it of cash, including the signaling device, and fled. Employees soon

worked themselves free and notified police, who pursued the suspects by helicopter and apprehended them, police said.

WRCLA Opens New Offices

Ken McClelland is the new general manager at the Western Red Cedar Lumber Association's new head office in Vancouver, B.C. Butch Bernhardt, secretary, remains in the Portland, Or., office.

A cedar marketing specialist who has worked in both the southeastern U.S. and B.C., Canada, McClelland will oversee an expanded market development program targeted at cedar product specifiers and users. Field offices will be established in the south and midwest to represent the 13 cedar producers in western Canada and the Pacific Northwest.

Industry Lobby On Enviro Act

Anticipating reauthorization of the Endangered Species Act in September, the forest products industry has formed a taskforce to lobby for amendments to the act.

The National Forest Products Association. American Forest Resource Al-

liance and American Forest Council are working to promote industry's position. A communications committee staffed by AFC members will coordinatepress relations including grassroots mobilization, conferences and advertising.

APA Division Mergers & Moves

American Plywood Association is reorganizing quality services and field services divisions, moving Coeur d'Alene, Id., activities toTacoma, Wa., headquarters and merging Florence, S.C., and Dothan, Al., laboratories at Atlanta, Ga.

Jerry Bird, Coeur d'Alene manager, is now in Tacoma. Jim Cole, Dothan regional manager, is managing Atlanta operations with Phil Sutton, Florence, and Jay Peters, Dothan, assigned there. Dennis Millman has moved to Shreveport, La., with the retirement of Bob Cotant, regional manager there. Steve Blankenship, Florence, is replacing him in Duluth, Mn. Bob Elliott will manage the Eugene, Or., region and laboratory when Ralph Johnson retires in the second quarter. Ed Underwood is now manager of central and westem field service divisions which have merged in Dallas, Tx.

14.8% Ganadian Lumber Duty

Provisional duties of 14.48% are tn place on Canadian lumber entering the U.S. following a Department of Commerce finding that Canada subsidizes its softwood lumber industry.

Importers of record which can be Canadian producers will post bonds equal to the duty withU.S. Customsfor lumber coming from all Canadian provinces except the Maritimes which are exempt. A final Commerce Department decisiononsubsidies is due inMay and a final decision on injury by the Inter-

national Trade Commission inthe summer. No duty will be implemented if either is negative. Bonds will be retumed if this happens.

Both the cash and futures markets for Canadian lumber responded to the decision with sharply higher prices.

Fearing price increases, the National Lumber and Building Material Dealers Association's board voted to oppose the duty. They have asked the Commerce Dept. for a hearing on it.

Lumber Industry Directory

North American lumber, plywood, phone numbers and other pertinent inveneer, wood panel and treating indus- formation. Moulding, millwork, pallet, tries and secondary wood manufactur- box, container, structural component, ing segments of both U.S. and Cana- specialty product manufacturing, furdian markets are listed in the 1992-93 niture, cabinet and component manuDirectory of The Forest Products In- facturing plants are included as well. dustry.

All listings are indexed and cross

The 67th edition of the directory, referenced. Condensed briefcase size whichhasbeenanindustrystandardfor directories are available as Business over 70 years, includes every major Travel Editions. executive and division office, plant,

The directory may be ordered for mill,wholesaler,dishibutor,jobberand $197 from Forest Industries, 600 importer with narnes and titles of key HarrisonSt.,SanFrancisco, Ca.94LO7, executivesandstaffaswellasaddresses, (415) 905-2200.

UNION Planing Milland Union Forest Products, Stockton, Ca., have merged with Union Planing Mill now managing all redwood, Douglas fir, pine, cedar and hardwood lumber sales. Union Planing Millrec€ntly celebrated its 100th birthday with an open house for over 200: (1) Lucille & Ralph McClure. (2) Julie Wright, George Litlle, Dan Kepon. (3) Mignon Little. (4) John Ferrell, Phil Brune. (5) Aubie Harness, Ralph Mc€lure. (6) Don, Russ, Beth & EruceGatschet. (7) Don Waxberg, (8) Tony Moerman, Russ Gatschet, Dick McClure. (9) Jack Lloyd, Don Stewart, Ray Gratz, Ollie Mahin. (10) Eddie Mannie, Brad Harnden, Bob Harnden, Jim Eggink. (11) Gary Steiner, Dan Phipps. Union Forest Products and Union Planing Mill have operated under the same management team since Union Forest Products was founded by the late John R. 'Jack' Little in 1953. Known as the "little company,' Union Forest Products retains its machinery and real estate interests.

Treated Wood TV Advertising

A tv advertising campaign for pressure treated wood will blanket the northwest through May 9 as a joint effort of Osmose, Allweather Wood Treaters, Chemco, Inc. and Westem Wood Preserving Inc.

Targeting both the d-i-y and contractor markets, the ads will highlight the benefits and lifetime warranty of Sunwood and close with an 800 number for consumers to call to find their nearest dealer.

Both Portland, Or., and Seattle, Wa., will receive extensive exposure on prime cable channels such as ESPN, A&E and the Weather Channel. KGW and KATU-TV in Portland and KINGTV and KIRO-TV in Seattle will run the ads on various news programs. Consumer calls will be serviced by the Osmose west coast office.

1992 Dubbed A "Two-H" Year

" Call 1992 a' Two-H Year'," George A. Christie, F. W. Dodge'schief economist, said. "Homebuilding and highways are where the action is."

His figures showed January's total residential building continuing a steady climb with an lL% advance over December and 4O% above Jan. 1991. All

improvementhas been in single family building, Christie noted.

"Favorable interest rates and the prospect of a tax credit for first time home buyers will keep the one family housing recovery going through 1992 even though the overdeveloped rentaf condo market remains dormant. he said.

New processes, products jack up treated sales

lltOOD TREATING is an evolving ff industry, always seekingnew ways and new products to better serve the consumer. As a retailer, you ride along with them, seeking increasing sales and margins with improved merchandise and specialty items.

In the year since our last pressure treated special issue, we've kept you up to date on numerous changes in the industry. The ones discussed in this story are the latest, eitherjust in effect or about to be.

The retailer and the consumer will probably never see one of the latest high tech developments in pressure treating, but they will benefit from the results-clean, competitively priced treated products. Osmose Wood Preserving Co. has developed a computerized process controller with data re-

trieval capabilities to replace operator controlled, manual plants built in prior yeafs.

Total automation of the treating process and its capability of being monitored by engineers at Osmose headquarters makes this a user friendly system, an Osmose spokesman ex-

Story at a Glance

How a retailercan benefitfrom high tech developments in treating computer produces superior product.

accessory product endorsements for project selling, cross merchandising, selling up. (916)

plains. Since each system is connected via modem to Osmose engineers, trouble shooting is almost immediate. Service can even be provided from a telephone booth using a lap top computer.

Advanced calculating and automatic report preparation capabilities offer efficient and reliable operations as well

as safety. High quality products are ensured eachtime, Osmose emphasizes. A process control data base system can be addedto enhance the reporting capabilities of the system.

"The bottom line:," Osmose says, "reduced direct supervision requirement, advanced operation control and increased quality conhol mean premium products for retailers at competitive prices."

In other news, the project sales approach for treated wood has fostered cooperative agreements between producers of treated wood chemicals and manufacturers of components used in construction. Hickson Corp.'s familiar Wolmanized name and logo will soon be appearing on tubes of PL500 outdoor project adhesive produced by ChemRex, Inc. An Osmose approved PL500 is already on the market.

The endorsements aimto boostsales of adhesive while promoting treated lumber for outdoor projects. PL500 is formulated especially foruse with pressure treated wood in exterior applications.

"The arrangement should help retailers," Steve Snyder, Hickson sales v.p., corunents. "When a homeowner or contractor builds a backyard project,

he needs more than lumber. An alert retailer may be able to sell zinc-coated nails, stain, joist hangers, power tools, water repellent, safety goggles, gloves, deck fumiture and adhesive. The PL500 agreement is the newest element in our effort to help retailers increase their project sales."

CONSTRUCTION adhesive carrying Womanized name and logo will sell hand in hand with treated wood.

Pioneer Fencing

Shenandoah Stackrail, traditional style split rail fencing assembled without tools, hardware or digging postholes, is new from Coastal Lumber Co.

NEW PRODUCTIS and

selected sales aids

Octagonal Gazebo Kit

Anoctagonal gazebo kit is now available from Cox Wood Preserving Co.

Heritage Gazebo kits are built in easily assembled panels by Amish craftsmen. Holes are pre-drilled; hardware is included. All lumber is #1 DuraPine Outdoor wood, pressure treated with Wolman preservitive and Extra water repellent, and dried after treatment. Shingles are cedar.

Two styles (standard and double roof; and three sizes (8', 10' and l2') are offered. They can be assembled in less than a day by two people with a shovel, level, wrench, power screwdriver, hammer and ladder.

Paint Protector

The Miracle Paint Shield from Invention Prototypes & Marketing fits overand protects a light switch, electrical plate or door knob while painting.

The plastic cover eliminates the need for tape and adhesives and having to remove and replace any screws.

Fireproof Panels

Blazeguard sheathing from Weyerhaeuser has a thin, flame-resistant laminate bonded to a plywood substrate and meets all requirements for Class A fire rating.

The laminate provides an inorganic, ceramic-based shield and crystals within it contain 5O% water which releases at high temperatures and serves

to cool the spread offire. Panels are designed for new construction, repair/replacement and roof retrofit applications.

Nails Sales Aids

Shelf signs and counter cards for Swan Secure Products stainless steel nails and wood screws are now available.

The colorful point-of-purchase signage describes the non-staining and non-streaking qualities of the nails and screws and gives product information.

The new pressure treated wood fence gains its strength through time-tested construction methods and is adaptable to any fencing need.

Therustic 1l-ft. rails canbe stacked in three, four orfive rail heights, allowing hundreds of feet of fencing to be constructed in an afternoon.

Wood Specialties Department

An exterior post cap and finial display is now available from Burton Woodworks.

Designed as a free standing unit, the wire rack system contains five storage baskets to display the outdoor wood specialty products. A colorful header explains benefits and serves as a cross merchandiser. Directions, product descriptions and pricing tabs are included for insertion in the wire basket channels.

Shelf talkers come with clear acrvlic holders and attach with adhesive to the underside of the shelf support edge. Counter cards have easel backs.

Shelf Seruice

Bulk contractor shelving from Schulte Corp. may now be presented at the point-of-purchase with a compact new merchandiser.

The 26-114" wide, free standing merchandiser includes an installed shelving display keyed to bins below containing hardware. Either 8 or 12 ft. lengths of shelving are storcd standing next to the unit or in the back of the store.

An illustrated installation guide takes the contractor step-by-step through storage design, hardware selection and shelving installation.

The red oak veneer is reportedly defect-free, resulting in a knot-free frame that won't split, check or crack. It comes presanded, ready to finish.

Brickmould is available to make a complete exterior unit.

Airy Trim

The E-Vent from GlenTec combines residential ventilation system with the beauty of exterior moulding.

For more information on New Products write The Merchant Mogazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanksl

Exterior Door Frame

An exterior door frame and brickmould have been added to Contact Lumber's Oak-Over jamb and moulding line.

Red oak veneer is laminated over a softwood substrate using an exterior adhesive to withstandthe elements. The softwood core offers easy workability, with no predrilling for nails or screws necessary.

Since moulding and vent are installed as one unit. it becomes a decorative trim that breathes (12 sq. in. of air flow per lineal foot). Various moulding profiles and sizes are offered.

The millwork is said not to crack, splinter, rot, decay or have problems with insects or mildew.

Installation requires no difficult miters, since accurate 45o mitered sections are available for both inside and outside corners.

New Solar Shade

Solar Shade, an innovative automotive covering designed to protect car interiors from heat and UV damage, cutting interior temperatures by as much as 95Vo, has been introduced by Marketing Solutions Ink.

The shades cover all windows of a vehicle with a non-abrasive fabric similar to the materials NASA uses on its space vehicles. Custom designed to fit

Extra Wide Scraper

The GTS glass and tile scraper from Allway Tools reportedly features nearly three times greater width than competing scrapers and an innovative design that allows for quick, easy blade change.

Ideal for removal of paint, stickers, glue, window film and wallpaper fiom any hard surface as well as for smoothing walls before painting, the scraper's 4-in. width allows users to handle bigjobs faster and easier.

A specially engineered screwless locking mechanism permits blade changing with the push of a button. The blade can be reversed for storage safety.

specific carmakes and models, they fit under and around factory side mirrors, windshield wipers, door handles and rear window latches. They are easy to apply and attach securely to a car with trunk security straps.

The line currently accommodates BMW, Porsche and Mercedes-Benz cars, with plans to expand to General Motors, Lexus and Honda models.

dglffi

Deck Hook

The Deck Claw, a galvanized steel fastener with two claws to grip the sides of deck boards, is new from The Blind Nail Co. Ltd.

Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA.PINE

Premium Quality

Lumber

Half Pak PIL.

NAVA.PAK

Handi-cut/

Home Ctr. Brds.

Half Pak HLL. and PJ{.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

One claw is driven into the side of the first deck board and secured to the side of the joist with a small nail. The second claw is exposed to receive the next deck board as it is driven onto it.

The fastener reportedly eliminates unsightly nail heads, nail popping and hammerbruises on deckboards, while providing automatic, consistent board spacing. Thefastenercanbe used alone, with glue or toenailing.

Organizer Merchandiser

The Under Cabinet Organizers display fiom Lee/Rowan gives customers a hands-on demonstration of how the products work without the assistance of storc pemonnel.

The display includes bases with runners, optional large and small storyboards, and a set of seven informa-

The Merchant Magazine

tion flipcards. Multiple bases may be interlocked.

The white, tight mesh, epoxy-coated wire organizel line includes sliding, two-bin recycling unit, tmsh bag holder, Carry All sliding baskets with handles, removable all purpose baskets, and under sink organizers.

CaliPerfect Measu rements

ProCaliper from Accurate Technology combines the familiar caliper configuration with digital technology to create a flexible, highly accurate shop tool for taking precise measurements up to 8 ft.

The unit records measwements electronically by means of a read head moving over a built-in scale. As the caliperjaws move togetheror apart, the read head transmits the distance to the LCD display.

Mounted to a table, it can be used in

woodworking applications such as doors or windows. The unit comes in 4' and 8'sizes.

Powered by two AA batteries, it can be zeroed out at any point for a wide variety of measurements without calibration: set to read in decimal inches. fractions or metric measurements at the push of a button, and adjusted to allow for variable thicknesses.

In Locs Than 2O l|f;tnuteo The ..BAND.ADE'' Thtnc

Seu eml days acanmubtlon of fundlng, nor mally requira a speiol trip to the landfill.

Employees hate the donger and work to tmnsler to dumpster or truck. A few mlnutes when unpcklng unlts, results in this compcl aslly stored uafuable strrop, alrwdy stored in o steel drum for dlsponl and sle.

The

A fine adjustment wheel allows for exact positioning of the measurement jaws and a positive lock holds everything in place for measuring.

Porta-Bolt

The new Strong Arm portable security lock from Tru-Bor can be installed in less than five minutes using only a screwdriver.

Tiny Stains

Color Wash wood stains from PlastiKote are now available in convenient, economical 2 oz. sizes.

Ideal for small projects, the translucent stains come in six soft shades.

Dim, Dimmer, Dimmest

An interactive display that allows consumers to operate and compare five different dimmers is now available from Leviton.

The display showcases an ordinary rotary dimrner, toggle dimmer, Decora four level dimmer, illuminated side dimmer and Decora touch dimmer.

No drilling, mortising, chiseling or template location are required. Its portability also allows it to be easily removed when the user moves.

Finishes wash up with soap and water. They are water reducible and low in VOCs.

Color Washalso comes in quart and half-pint sizes.

To install the 12" high, 20" wide unit, retailers need only screw in five light bulbs and plug it in. It can be mounted on a pegboard, wall or adapted for counter display.

Sumwood. Inc.

500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (310) 541 -0179

FAX 31 0-541 -7297

Sales From lnventory: P00)242-8M7

FAX 310 605-0243

Power Measuring Tape

A 30-ft. power measuring tape with a 1-in. wide blade has been added to the Lufkin Series 2000line.

Also available are two 25-ft. versions with 1-in. and3l4in. blades; a l6-ft. and a I2-ft. model, both with 314-in. blades.

20940 S. Alameda St. Long Beach, Ca. 908'10

(310)774-2046

(818) 330-3991

(714) 758-0423

FAX 31 0-605-0243

West Coast representative of Holmes & Co. of lndiana

All have a toggle lock positioned ergonomically so the thumb can easily lock and unlock the tape. They also have large, easy-to-read numbers on bright yellow blades, which are coated to resist wear.

Each features a triple-riveted reinforced end hook with shock absorbing bumpers to stand up to rugged work envifonments.

Roof Washing System

Shingle-Shield from Chicago Metallic Corp. protects roof shingles from damage caused by the growth of mold and fungus, particularly in moist, warm climates.

Made from a narow strip of zinc metal with a pebbled texture and distinctive ridges, it is installed as close as possible to the roof ridge. When natural rainwater comes in contact with the exposed section of the zinc strip, it forms zinc oxide. which washes down the roof and acts as an effective fungistat toinhibit the growth of moss, fungus and mildew.

The maintenance-free product comes in easy-to-install 3' sections for new or existing roofs.

Color Blind Tapes

Spun rayon lift tapes that coordinate with the 15 colors and tones available in Bali Classics wood blinds are now offered by Bali Blinds.

The 2" wide lift tapes, designed as a no cost option with 2" wood blinds, come in seven colors. A sample pack is available for retailers.

Cut Corners

Moulding Mates from Abitibi-Price fit over the end cuts of two adjoining lengths of moulding to eliminate the need for mitering during installation. The decorative trim pieces completely hide the joints, allowing for rough cuts instead of mitered or perfectly straight cuts.

OF PIYWOOD. SIDING

. Prime cooting of oll species

AND TRIM

o In oll Olympic colors

o One coof opplicotion on oll sizes of plywood

. Use your moteriol or ours

o Unif lo T&T quontities

. Fill-ins ovoiloble in redwood ond cedor trim ond siding to expedite your order

o Forced oir drying syslem for prompl shipment

o Enclosed'10000 sq. tt focility

o Quick lurn oround

o Roil Spur relooding ovoiloble

. Ovel o decode of successful quolity pre-sloining

Included are inside and outside corners for crown, chairrail andbase mouldings, plus a casing comer block and a plinth block for floor casing and at the chair rail level.

They are designed as accessories to Abitibi's Pastel Trim decorative moulding. Each Moulding Mate has the profile of ie corresponding moulding diecut out of its top and sides, so it fits snugly over the moulding and can be secured in place using a color-matched adhesive caulk.

Self-Drilling Anchor

A new wallboard anchor made of zinc that can drill its own hole and thread into dense wallboard, waterproof sheetrock or thin plywood up to Il2" thick has been introduced bv The Rawlplug Co.

Only a manual or electric screwdriver is needed to install theZincZip- It anchor. To drill its own hole, the anchor has a unique drill tip configuration consisting of four offset blades that ensure fast, true cutting. Two are cutting blades, two guide blades.

through the fixture into the anchor. Anti-rotation ratchet teeth under the collar secure the anchor to allow easy removal of the screw.

Decorating Planbook

Home Portfolio, a do-it-yourself design kit for interior fumishing, decorating and remodeling projects, is now available from Peel-N-Plan.

The kit includes removable template stickers in ll4" scale, 1/4" grid paper, guidelines for successful interior decorating, color scheme chart for displaying decor merchandise and money saving planning forms and procedures.

A freestanding tabletop point-ofpurchase display holding 12 kits is included with every order.

A garage/workshop heater comes as a 25,000 BTUfu. natural gas unit or a 22,OOO BTUfu. propane gas heater. Easy to install, thermostatically controlled and requiring no electricity, it includes all necessary hardware, mounting bracket, thermostat and installation video.

The thread design has thin, knifelike threads with an oversize outer diameter to permit greater engagement into the wallboard and a tapered root to enhance load capacity by compacting the wallboard material around the anchor. Once the anchor collar is flush with the wallboard surface, a #6 or #8 sheet metal or drywall screw is driven

Hot, Hot, Hot

The Hot Stuff series of three new radiant heaters, which heat people and objects directly to provide floor level comfort with 100% fuel efficiency and minimal maintenance, is now offered bv Mr. Heater.

A heavy duty portable heatercomes fully assembled, ready to hook up to a standard 20 lb. propane cylinder. The durable, 35,000 BTUfn. modelrequires no electricity and is ideal for taking to construction sites, sporting events, lawry'patio parties, etc.

A larger salamander unit heats in all directions at once, attaching to a 60 lb. or larger propane tank. It is completely portable, requires no electricity and features rugged construction and adjustable heat control valve.

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

Pushovers & Cut-Ups

Deluxe/light reel push-type lawn mowers from American Lawn Mower Co. are said to cut even the toughest grass.

The reel and bed-knife blade are precisely engineered from heat-treated alloy steel to hold the edge longer and maintain a clean, scissor-like cut. Featured are a five-blade ballbearing reel, ll2" to 2-114" cutting height with adjustable seven-section roller, and composite wheels with radial tread tires that adjust to three positions.

Models come with 16" or 18" cutting widths, weighing 22 or 24lbs.

ITDUSTRIAL SOFTWOODS E H,f(DWOODS

Sales Agents for POI{DEROSA PI]IE . WHITE FIR O II{CE]ISE CEDAR

All Domestic Hardwood Species -featuring Red Oak Gang & Smooth RippingSticker Work - Resawing - Surfacing Available

FAX 714-633-828s

RIVER FOREST PRODUCTS

Mokelumne River Forest Products is de. voted to excellence in providing you with allwestern sofnvood species, Masonite sidings, and plywood. For superb sewice, top quality and very competitive pricing, con. tact John Diederich, Gordon Roby or Randy Collins at (2091367-1265 or Fax 209.367-1442 P.O. Box 2755,Irdi, CA95241.2755

urqrnq Nails-

. No Staining

. No Streaking

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

o Slender shank and blunt diamond point

o Diamond pattern head blends with wood texture. Small head diameter oermits face nailing and blind nailing Annular ring threads preclude nail head popping and cupping of siding boards o AlSl Grade 304 nickel/chromium alloy.

SWANEZE

tlhod

ScrewsMH KK GilK

r Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out r Sharp point for quick penetration with minimal pressure

.

SelFtapping coarse threads . Coated with non-stick, dry lubricating film Solid nickel/ chrome stainless steel for superior corrosion resistance . 6 lengths: l" through 3"

For additional data and dealer information:

Plastic Pallets

A plastic pallet made from 100% recycled polycarbonate has been developed by Co-Ex, [nc., using a structural foam injection molding process said to achieve strength and racking capacity comparable to heavy duty double-faced palles.

Weighing 29 lbs., the Omni is a 48" x 40" single face nestable pallet with a dynamic load capacity of 4,400 lbs. and a racking load capacity of 2,200lbs. The pallet nesis when empty with 50 units fitting into an 8' stack. Specially designed access slots permit

FreU llolmes

347O lowa City Rd., Marysville, Ca. 959O1 (9r6174i-3269

P.O. Box 8OO, Fort Bngg, Ca.954t7 (7071964-6377

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

HDPE are also available. The 48" x 40" Polytonne weighs 21 lbs. with a dynamic load capacity of 2,870 lbs., but is not recommended for racking.

PlexiGlas Blocks

A complete series of lightweight acrylic blocks which weigh 75% less than glassblocks arenew from Outwater Plastic.

Manufacturedfrom Plexiglas acrylic molding resins, the blocks come in 6'x6'x3"16" x6" xl-L12"r 8" x 8" x 3", 8" x 8" x I-L12" and other configurations. Squares andtriangles canbe combined to produce a wide variety of geometric designs, including octagons, triangles and pyramids.

THE TREATED ANSWER

Lumber, plywood, round stocK stokes, poles, & pilings

Agency stomped, ground contoct fire retordont pressure-treoted wood products

ACZA n CCA I CREOSOTE I PENTA I FIRE RETARDANTS

Shown Kelley o Chorles Thompson

Blocks are molded as half-shells and then vibration molded together. They interlock and can be assembled into larger panels using plastic clips and Tbar pvc track.

forklift access to any portion of a nested stack.

Pallets made from 100% recycled

LETITIERS

TWO SIDES TO STORY

I'm writing in response to your editorial in the February Merchant Magazine.

I've worked and managed a family owned contractor lumber yard for 20 years and can attest to the near impossibility of finding and keeping experienced employees. But here is another side to the story.

Since the closing of our company after 20 years, I've had difficulty finding employment, not because of inexperience, but for being over qualified. I'm not looking to run another company, but to enter a company where my talents and hard work can be put to use.

I agree with you that "we need to find and keep good people," but sometimes good people intimidate the very people that could hire them.

Robert Halbert

24501 Walnut St. Lomita. Ca.9O717

STORY PLUGS CASSETTE SALES

I was overwhelmed by the extent of the coverage you gave the *I'm a Tree" audio cassette project in your magazine. Your generosity is truly appreciated.

We have sold almost 1,000 copies during the past month, so we are very excited about the potential for reaching reasonable people and the very important elementary school population.

Norman E. Murray President

UoC Coatings Corp.

P.O. Box 1066 Buffalo. N.Y. 14215

TIMBER SIZER

For background on the project, see editorial, p. 6; story, p. 33, andorder btnnlq p. 46, inJanuary ksue plus order blank on p. 43 in February-editor.

IS THIS your own copy of The Merchant Magazine? If not, see page 4 of this issue to learn how to get your own subscription. Don't be left out on what's going on. What you know can save you money and make you money.

PRE.FABRICATION

TIMBERS

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

The Lumbermens Red Book llstsall groducers, wholesalers, retailers of lumber and wood producis ol any kind, and. all manufacturers ofwood turniture, cabinets and millworkmobile homes, pretab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any lorm.

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

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

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

for one year. Bill us: $372.50 quarterly X; $745.00 semi-annually I; $1490.00 annually I. Please send more information, without obligation I

MORE than 25.000 home center buvers and 700 manufacturers of home improvem'ent products came together in Chicago, ll., for the 17th National Home Center Show and Conlerence, March 8-10: (1) Ed Kenny, Steve Atkinson, HowardJosey,Joe Flemming. (2) Tim Brennan.

(3) Tony Magistro, Anna Greashaber, Ray Bergman. (4) Tom Mock, Chris Wold. (5) Ed

Wong, Carlton Wong, Peter Spielman. (6) Teresa & Rob Smith. (7) Scon Greene, Michael Brown, Rick Dorman, Dennis Moroz, Phil Rogers. (8) Todd Walker, (9) Phil Vacca, Terry Stone, Mike Cameron. (10) Sam Patti, Ron Blanchard. (11) Carl Stucker, John Kolak.

(12) Elaine Parker, J. C. Brown. (13) Chuck

Great American Finishing

Olsen.

David

Mike

Mark Holtzlander, Dan Meyer. (17) Eric Fryer, Brent Snyder. (18) Diane Kornick, John Sullivan. (19) Jack Golden, Wayne Durham. (20) Don Bertamini, Paul Eddison, Chris Pedersen, (21) J. C. Aaron. Steve Goebel.

Tom McGee, Marvin Skogen.

(14)

Kruse,

Foreman. (15)

(16)

4HH=RsAr.Es

F/tX: 503-684-7906

1 -800-LJB-LMBR (552-5627) In 0regon 503-620-5847

8858 S.W. Center Ct., Tigard, 0R97223

P.0. Box 23955, Tigard, Oregon 97223

Specializingin Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1-800-LJB-LMBR FAX (s03) 684-7906

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski

Office Manager: Carla Renick

WORKSHOPS. forums and dealer roundtables atlracted attendees as much as the show floor, (l) Doug Craig, Scott Klein. (2) Mark Fish, Lori Herman, Charles Berolzheimer. (3) Paul Hylbert, Bill Schlegel. (4) Fred Knox, Ray Auld. (5) John Cashmore, Michael Kosir. (6) Lisa McClintock,

Wayne Wiggleton. (7) Diane Montoya, Rick Montoya. (8) Stan Conning, Joe Baughn. (9) Bill Powell, Tim Naulty. (10) Rich Vlosky, Paul Harris. (11) Dick Olano, Ken Fishbein, Peter Tolk. (12) Fred VanDyke, Bruce Horwath, Kevin

McGauley, Chris Turner. (13) Sara Bills-Thwing, Martha Johnson. (14) Wayne Knutson, Lawrence Prendiville. NHCS will rotate between Dallas, Tx., Atlanta, Ga., and Orlando, Fl., after 1 993.

Bolivia: overlooked hardwood source

one of the most favorable manufacturing and export environments in the industrialized world. In the last decade, Bolivia has adopted the lowesj tariffs in South America, established investment guarantees and given large export promotion grants which have enabled manufacturers to acquire state-of-the-art machinery and processes. The country has eliminated all export restrictions and non-tariff barriers and, because of its Most Favored Nation status with the U.S., wood products from the country may be imported duty free.

on modern equipment and an exportoriented infrastructure that would generally only be equated with a fully developed country," he says. "Most importantly, they are manufacturing their products where the natural resources are at their back door and, therefore, can make them at less cost than anybody else."

With the current recession, American companies are hesitant to expand or construct large plants. "Companies that import have less capital tied down and are able to react quickly to the market," Anderson says.

Story at a Glance

Heavily forested Bolivia has more than 90 commercial hardwood species...exports aided by absence of tariffs, availability of grants...mahogany a prime species.

Wm:;?xffs:?rn"il:

one of the largest hardwood reseryes in the world. The South American country also has the hemisphere's lowest labor costs, averaging less than ll%o of those in the U.S., making high quality exports affordable.

Straddling the Andes Mountains and stretching well into the Amazon Basin, landlocked Bolivia is home to more than 90 species of potentially commercial wood. Most commonly available is mahogany (Swietenia macrophylla). Prices on high grade mahogany are comparatively low and exports are unrestricted.

Lesser known Bolivian hardwoods have also been successfully used in the U.S. as substitutes for costlier oak, ash and walnut. Non-aromatic cedar, which resembles mahogany, is available in large quantities. Its grain and color have made it as sought after as mahogany.

The country has made a number of recent strides to affirm its position as

To further make Bolivia one of the world's most competitive sources of wood products, President George Bush in August 1991 abolished Bolivia's remaining commercial debt to the U.S. Bush's action came as an encouragement and reward for Bolivia's excellent economic performance of the previous five years. Bolivia has been one of the only Latin American countries to continually repay its debt obligations while boasting the region's lowest inflation rates and constant economic growth.

Abolition of the debt lifts $350 million in obligations, freeing additional capital for the promotion of its export industries, especially in wood products.

European countries, however, have been the ones capitalizing on Bolivia's strides by importing a wide range of products, including interior and exterior doors, cabinet doors, fumiture, furniture parts and mouldings. Currently over TOVo of the wood products exported from Bolivia are shipped to manufacturers and distributors in Europe who have found they cannot produce for themselves like quality at like prices.

"Bolivia is truly a keg of untapped potential for American companies seeking to reduce costs without compromising quality and reliability," says Chris D. Anderson, Simex Intemational, which represents in the U.S. major Bolivian wood products manufacturers.

"The country's manufacturers count

Look for more Bolivian hardwood products to be infoduced to the states. "We have to realize that some of the most impressive woodworking industries are blossoming in our backyard with access to viable new species of wood. It is a great oppornrnity that we have yet to take full advantage of," he SAVS.

OUAI|TY control personnel inspect wood products at a plant in La Paz, Bolivia.

SIX-PAI{EL solid mahogany door is among the wide range of products exported from Bolivia to manufacturers and distributors in Europe.

NEW LITIERATIURE

SP Grade Changes

"Southern Pine Use Guide," including new timber grades and design values, is free from Southern Forest Products Association, Box 64l7OO, Kenner, La.7OO64.

Opening Lineup

An 8-p. patio door brochure, 6-p. replacement window brochure and l5-min. slide presentation on the windows are available from Malta Wood Windows & Doors. Box 397, Malta, Oh. 43758, (800) 72'15167.

Trim Gase

An updated Orac Decor sample case including over 40 new polyurethane mouldings valued at $ I l0 is $35 from Outwater Plastic/Industries, 4 Passaic St., WoodRidge, N.J. 07075, (800) 888-0880.

Training Programs

Hardware Wholesalers. Inc.'s 1992 Video In-store Training & Management Library Directory, a 132-p. videotape listing, is available from HWI, Box 868, Fort Wayne, In. 46801, (219) 7 49-8531.

Disabilities Act Aid

Americans With Disabilities Act Compliance Guide, a 96-p. explanation of the regulations and sources to aid in complying, is $75 for National Association of Wholesaler-Distributors members, $98 for associate members and $140 for non-members from NAW, 1725 K. St. NW, 7th Floor, Washington, D.C. 2OOO6, (2O2) 87 20885.

WHITE 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 availabb in allsizes from 1 x 3's through 12x12's.

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!

Cedar Garden Projects

A 4-p. Gardenside cedar products brochure, including deck systems, modular kits, coordinated components and accessories, is free from Universal Forest Products, Box 296, Woodburn, Or.9707l,(503) 226-6240.

CIASSNFNED AEVERTNSEMENlIS

RIVf,RSIDE, Ca., based wholesale lumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call for appointment. (714) 360-1090. Santa Fe Forest Industries, 9040 Jurupa Rd., Riverside, Ca. 90640. Attention: Robert T. Gaylord. All inquiries strictly confidential.

LUMBERYARD MANAGER

Fot a numbet of yeats, we have owned and opetated a retail lumber yard in a California coastal community. We cater to the public and to conttactots. Because ofthe impending retirement of our managef, we are now looking for his successor.

The skills we tequire are:

Expeit in buying. Must be an arithmetic whiz in "running the numbers" and be able to anticipate lumber market timing and prices. Adept at pteparing conttactor's material cost "take-offs."

o Polished in the retail process; must establish excellent telations with customets and employees alike.

o A ptoven record of making ptofits. This is an excellent oppottunity. Our 5 million dollat a year sales business is stable and debt-free, and thete is considerable opportunity to increase our business volume. Salary and petfotmance-based bonus ate exttemely atttactive. Send a lettet in confidence to our tepresentative, C.M. McReynolds, 19 Suffollq SuiteA,SienaMadre,California 91024. We will answer every teply within l0 days.

EXPERIENCED LUMBER TRADER

We are Hardwood and Sottwood log and lumber wholesalers with offices in Canada and the United States. We are seekino sincere, exoerienced lumber traders whd have a view towards the long lerm.

Work from your part of he country, or from our offices in thb Toronto area.

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

We enjoy an oulstanding financial and marketing repulation.

For mmplete dehils, please phone or write Bob Wilson in stilct confidence.

Twenty-five (25) words for $21. Each additional word 70c. Phone number counts as one word. Address counts as six words. Headlnes and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchsnt Magazine,4500 Campus Dr.. Suite 4E0, Newport Beach. Ca.92660. Make checks payabletoTheMerchantMagazine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

HELP WANTEI): Sales person specializing in Industtial / Municipal accounts, with customer following in the Southern California area. Health plan, vacation, & profit sharing. Send resume to: The Metchant Magazine, c/o Box 633.

f,XPERIENCED outside lumber salespetson sought by tetail lumber yard. Established customer base required. All inquiries held in strict confidence. Call Dennis Patker, Ban Lumber Co., City of Industty, Ca., (818) 968-0777 ot (714) 990-5773.

19E9CLARK forklift, Model C5oOY l0O, Perkins gas powered, 10,000 lb. capacity, side shift, 60" fotks, $29K. (2O9) 575-9669.

FOR SALE: Any two of six Caterpillar forklifts. All 16,000 or I 8,000 lbs. All diesel engines with side and swing shifts. All in good condition. Putchasednewftom 1975 to 1980. Prices$l3.0OO to $ 16,000. Details available by fax on each lift. Call Ed Fountain Sr. or Jr., (213) 583-1381.

GRANDDAD wants to sell family car. 1930 Model "A" Fofd with rumbleseat. Black and green - fully reconditioned. Will sell, or trade for another vehicle or even lumber. $10.000 firm. Tom, (310) 518-4848.

FOR SALE: Yates model H40 horizontal tesaw. Tilting, 50 hp dtive motot ftesh rebuild. Contact Vern at (707) 433-7O7O.

DOWNFALL LUMBER and plywood, DF, HF, SPF, shotts, plywood blows, plywood scraps. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

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, Ql3) 775-2544: (213) 835-567 I

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) 422-0426.

Lighter Hardwoods For Offices

A slow transition from oak to cherry, walnut and mahogany in desk construction plus a lO% fise in warm fruitwood tones reveals a trend to warmer, lighter offi ce interiors, accofding to Northwest Hardwoods.

Based on furniture market displays, oak still leads at 44,7Vo, due to the number of established desk firms in the West, but new competition is expected in otherspecies, including some painted groups in maple, birch and alder.

Walnut placed second at 13 .6Vo ,followed by cherry at L3.L%. Mahogany slightly dipped as some desk firms opted for anigre, a similartropical hardwood.

Get Ready For The Up-Swing

How do you sell millwork in the midst ol a recession? "When the going gets tough, the tough get going," answers Eric E. Class, president, The Taney Corp., a stair parts manulacturer. "Don't panic."

The following are his recommendations lor making it through the downturn.

a lncrease customer services.

. Increase product and sales training.

. Increase marketing sales efforts.

o Look for new products.

. Stand firm on gross margins.

. Maintain inventory levels.

. Continue to sell an updated product.

o Watch controllable costs.

. Be aggressive.

o Don't panic.

Shingle Bill On The Move

The California State Housing Committee has approved two bills which would force new shake and shingle roofs to be made of fire retardant materials, beginning in 1995.

Now under consideration by the Appropriations Committee, the measures introduced by Santa Barbara and Los Angeles legislators affect all new buildings with shake roofs and all remodeling projects in which atleastl0% of the roof is replaced.

Are Your Drivers Legal?

A Commercial Driver's License is now required for anyone driving a com-

mercial vehicle over 26,000 GVW.

Drivers of trucks hauling lumber and building materials are included and sut,ject to fines of up to $5,000 if they are not properly licensed. Deadline for obtaining the license was April 1, but according to the Federal Highway Administration, 1.5 million drivers were still unlicensed as 1992 began. The test while not difficult requires preparation. Many building material dealers and wood products associations as well as the American Trucking Associations are able to help with study courses or workshops.

Jessup Adds Millwork Unit

Jessup Door Co. has acquired Westpac Moulding of Oregon's White City, Or., plant which closed last summer, reopening it as Jessup Millwork Division.

Jessup closed its Chico, Ca., cutstock plant to consolidate operations in White City. The new division will supply lineal moulding and millwork to the building trades, as well as cutstock to Jessup's door plant in Dowagiac, Mi.

John Gottwald is general manager and John G. Quist has joined Jessup Millwork as sales manager.

BUILDING IN THE MARINE ENVIRONMENT?

CHOOSE THE PERFECT COMBINATION. DOUGLAS 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:

Chicago 708/524-8484

Eugene 503/689-3020

Long Beach 3IO/435-0147

San Mateo 415/349-0201

SOUTHERN CALIFORNIA LOSATGELESAREA

AdJrab Plailng Mi[ Co

Baxld & Co., J.H.

Bo*ot Mh. Co. ...........

Baw|ly Manufaclwiu Co

Budrdld| H{dwood (3i0) Z+2046

Buns Lumb€r Co. .......

Csital bmbor Co.

Cm[ Moulding Co.

C6deEruirc

Chdil Truckiu Co.

3C Tru*ing

Dool€y Lmbs Co. ..... Ed€clictuwls

G€orgia-Peifcodp... (213)968-5551(213)686-1580

Cmrgh-Perlic Cqp. (San Fsnmdo)......................... (818) 88$5122

Gnttan&Sms,Daye. (800)46e9513 (818)96$170S

GEelArffiimFili$iE (213i221{080

BUVERS'GUIDE

SAN FRANCISCO BAY AREA

AND CENTRAL CALIFORNIA-

1i{apl6 &oc., 1rc. Mq,|dinSs......................................... (213) 694{r|l

Mutual Morrldng md Lunb€r Co. (310) 321 {8r/

NoIt| Ansican PtFmd Coe. (310i 941-7575

Prcific Lun$dTilhd ........ l3t0) 77$1170

(AqA066{8 Pan6l Tox, lm. 0,|4) 529.9m0 (818) 96e9@ P'l3i 686.2587 PonbsdhyLmbqco.. (3t0i8356222 Philips lrinbd sales ..-..-... ieo5iqe+tO3 Prdtsin Mi[ e Lmbtr Co. (818] 842{139 (213} e€3229

Producl Salas Co. ........................................................

ORANGE, RIYERSIDE & SAII BERNARDII{O COUI{TIES

BUVERS'GUIDE

pActFtc NoRTHWEST STATES-ROCKY MOUNTAINS_

wasHtilGTol{

TO1{IANA

OREGOlI

Douglas

Logs for log home manufacturers available in all diameters and lengths

Falsework piling and lagging

Ghemicals: Chemonite@ (ACZA), Creosote and Pentachloroohenol

For quotes on treated material or round stock sales, please call: Stephen Browning, or Elaine Strean

OBITIUARIES

Michael P. O'Brien,50, manager of product publicity for the Western Wood Products Association, Portland, Or., died of an intentional overdose of prescription drugs March ll, 1992, in Portland.

A native of Portland, he worked in joumalism and public relations for 28 years, joining WWPA in 1985. He had been ill withAIDS symptoms formore than a year.

Leroy tt Roy' Soderman, 79, former sales representative for So-Cal Commercial, Los Angeles, Ca., died of cancer Feb. 18, L992, in Laguna Hills, Ca.

Born in Waukegan, Il., he joined So-Cal Building Materials Co. in 1945 as warehouse foreman. After So-Cal's partnership with Commercial Steel & Supply in 1965, he served as sales rep until his retirement.

Eldon Werthman, 66, former owner and operator of Western Dry Kiln Lumber Co., Alameda, Ca., died of heart problems Feb. 1I, L992, in Gresham, Or.

Born in Oakland. Ca.. he served in the U.S. Navy during World War II, after which he began a career in lumber retailing. He established Western Dry Kiln and in 1980 joined Ed Fountain Lumber Co., Los Angeles, Ca., as superintendent.

In I 983 he moved to Gresham. where

he owned and operated Dew Lumber Co. He joined DMK-Pacific, Fremont, Ca., in 1986 and Product Sales Co., Orange, Ca., in 1987, returning to Gresham in 1989.

Henry "Hap" Robinson, an electrician and millwright for Fibreform Wood Products, Rocklin, Ca., died after an accident at the company Feb.24, 1992.

Mr. Robinson was walking alongside a forklift carrying a 3-ton air conditioning unit, which fell onto him, crushing his skull. He was freed by his co-workers and rushed by helicopter to a Rocklin medical center, where he died.

A native of Oklahoma, he began his career 50 years ago with Scott Lumber Co., Burney, Ca., joining Fibreform in 1979.

Mildred Dean Dutton,93, afounding member of the National Hoo-HooEtte lumberwomen's club, died Jan. 12, L992, in Anaheim, Ca.

Born in Bloomington, Mn., she began working in the lumber industry after graduating from high school. She moved to California in 1923, working many years for Western Hardwood Co. and Lane Stanton Vance, retiring in 1976 ftom Penberthy Lumber, Los Angeles.

Mrs. Duttonwas instrumental inthe formation of the Hoo-Hoo-Ettes, a lumber sorority, and its National Scholarship Fund, and in 1975 became the first member to receive the Lumberwoman of the Year Award.

Get the treated wood you pay for. And more. Treatments

Wolman@ CCA

ACZA (Chemonite@)

Timbor@ borate (waterborne clear)

Perma-Trib@ (oilborne clear)

WhenConradcustomers specifypressuretreatedwood that meetsAWPAstandards. theyget it.

WetreattoAWPA requirementsforbothretention andpenetration, and thewood is inspected by anindependent agencytoverify this.

There's more.

We're located in the heart of the coastal forests. near the worldwide shipping center of the International Port of Coos Bay.

Ourcustomersget more thanqualityassurance.They get the benefit of 35years' treating experience plus the convenienceandreliabilityof S-cylinders,amulti-million board foot inventory,and a choice of species,treatments andservices.

And now theygetthe salesvalueandpromotional support of North America's #1 brand,Wolmanized @ pressure-treatedwood. We alsoproduce Chemonite@ on the same site.

Callus,and get more than youpay for.

Products

dimension lumber tirnhers

poles & piling

Fs:s

latticepanels

shakes & shir,gles

plywood

RusEetwooF

decking & poste

unlreated wood

Services

export shipment

Treatment Service Only

incising

kiln drying

(dehumidif ication type)

custom remanufacturing special packaging

ffiOfUsAs ]lourNaMResoure

e'rc tlte rt:trtrc tltirt rr;rttrnrllv (()nrr1 lr) rttirttl lor ( irlilorriiir n'tlrvrxxl arrrl l)orrgkrs lir.

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nith tlrc lrrlttlt'st lirrt' in .rli gl.rrles.

\\'ltatti cr vrrur rrcrcls, tlrt'rr's .r gtxril

cltanct \\'r a.lrn it. .\ittl rou s.nt'il

tleliven ro.ts iietausc \\'('(,lr \iltl\lv

\{)ur hill rr\ltri|rUlrnl\ i,r,,;)( iltt\(1i

lo.rtl Irorrr tlrt' rrriIL Sortrt' t'r;rrrrplt's Lrt orrr lint irtcltrtlt'...

l..r I rr-tlr it'tl lrt'r't'l sirl r rgs, l)ilt t('f l l\ & rrrrt;tct'rl stoc k

i rrll slrlrrr, r'orrglt, Ir()l lt tirrrlrcrs trlr to lJxE itt rt'tllvootl .tntl ttp to (rr I (r itt

[)origlirs tir

\ corrrplctc tlrrnilv ot t'ntl fi rtlge glrrr'rI l),\l (.()-l or' prorltrtts

l{tclnoocl rough .inti sr.rrtacetl grcen irrrnber, 2x.1 thruruglt 2r 1 2, botlt rrpper antl corlrnlon grarlcs

Ilrt' nt'rt trrnr volr nrccl to place .tn

oi'ilt'r tor rlrr;rlitv lrrrrrlrer, t'rrlI tlrt'

"( )nr' \t()l)" srrpplie r. (.ltll I hc l'ucitit

Lrrrnlrt'r ( .orrrpltnt..

\\'c'rc'v our Nattrral llcsorrrcc.