Merchant Magazine - April 1996

Get ^ Wbrld of Support frqm the producers 0f Wohirlanizedt wood.

akin,u profits on treated wood isn't easy these days. Retailers can use all the support they can -uet.

hen you stock Wolmanized@ pressllre-treated wood. you have access to sales tools that can separate you fi"orn yoLlr cornpetition.

he promotion program - which has won nine Drummer and three Keystone awarcls in the past five vears - includes brochures.P.O.P items. training materials. Deck Clinic Kit. Contractor Event Kit. ad materials. and publicity back-up.

lus. you get North America's best known ancl rnost widelv used brancl of treated wood.

Serving the tumber and home center markets in 13 Western States - Since 1922 April 1995 tt't ' $$.

lntroducing Our New

Gomplex

The Southland's Largest Engineered Wood Products & Milling Facility!

Gustom-Made Wood Products Delivered To Your Site!

Trucks loaded with l-Joist Floor System units supply our customers throughout Southern California, custom-made to your needs...Dixieline Lumber is the authorized dealer for Trus-Joist MacMillan wood products. Trucks can deliver roof trusses formed to your specifications g@ you need them, when you need them.

For information call Roger Thurmond on TrusJoist sales and Barney McGonnell on Truss sales, (61 9) 263-6161 (or fax: 619-477-6891).

Giant 4OTOOO sq.ft. Milling Facility!

From high-production surfacing and resawing operations to detailed moulder/sticker patterns, this 40,000 sq.ft. milling plant does it all! In-house knife grinding provides the ability to match custom

profiles, or to accomodate your special order requirements. For allyour milling needs and quality fresh-run timber, call Rob Swier at (619) 263-6161 (or fax: 619-474-1933).

Direct Cargo - 3 to 6 Million Ft. Barges - Single ot Tandem.

Dock rruice originates from Dlxieline's own private 8 acre asphalt located on the Columbia River, in the heart of "saw-mlllcountry".

Full cargo seruice )ock Facility C

The facility is fully self-contained - including Receiving, Loading and Unloading, Storage and Computerized Inventory Control, and a 10 car rail spur. All designed to ensure efficient, competitive cargo shipments to Hawaii, Los Angeles and San Diego.

For competitive wholesale cargo lumber prices and/or cargo shlpplng call Hal Fay or Scott Gowllng at 1-800-653-4943 (or fax: S03-366;0188).

DixielineLumber

Wholesale Division

1400 W. 28th St./Tidelands Ave. . National City, CA 91950

-@-

Divisions: Engineered Wood Products' Milling & Wholesale Lumber & Panels: Timber: Derek Gowling (619) 474-4671

Rob Swier (619) 263-6161

manner wilhout written permission. All Rights Reserved. The Mercirant Magazine assumes no liaiility lor materiats lumished to it.

Plus Alaska & Hawaii

Serving 13 Western states

ADVERTISING OFFICES

Advertising rates upon request USA: Chuck Casey, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Telephone (714) 952.1990 Fad-714-852-0231

S0UTH AMERICA: Charles Haltifax, Av. Americo Vespucio Norte 322, Of. 13, Las Condes, Santiago, Chile. Tel: (011)-5S2207 12s7 FAX011-56-2207 1262

lront ('.r1'1,t1 | llros.

Premium Quality Western Red Gedar and lncense Cedar Fencing

QUALITY IN / QUALITY OUT

Our mills specialize in small log technology. Small diameter second-growth cedar is charactertzed by small intergrown knots and solid fiber. lt s ideal for fencingl We guarantee the malority of our Gold Label Cedar Fencing rM to be No. 1 Grade on both faces

ON-TIME PERFORMANCE

Your order has to ship on-time so we constantly strive to be the most dependable shrpper in the industry Predictable qualrty and product volumes at our sawmills supporl dependable shtpping oedormance

MORE VALUE

Go,d Lattel g"ade cedar fenctng rs ci belter value ' consistently yieldrng lower cull percentages compared with so-called No Hole grades-fewer compla nts and call backs and greater overall cLrstonrer satisfaction all addrng up to hassle-free repeat business and nrore profit for distribiltors and retailers alike

DAVID CUTLER editor-publisher

Doing so much for so little

Making money as a wholesaler has never been easy. But today's market has challenged the profitability ofwholesaling as never before.

Wholesalers have seldom. if ever. been asked to do so much for so many for so little. As their customers' service needs and demands have increased, profit margins have decreased. The squeeze is on... Big Time.

A major problem is that retailer, builder and commercial accounts want their traditional level of service coupled with the absolute lowest price. When wholesalers try to explain that this is impossible, buyers turn off; they just don't want to hear it. Many go elsewhere, cherry picking deals, seeking the unreachable dream.

Deliveries are a particular problem. Not only is there more piece pulling, but the entire exercise is more labor intensive. Loading isn't the end of it. In the old days; the truck would stop by every Tuesday morning. Now, the customer cry is that they must have it by 9:00 a.m. tomorrow. Or else.

Scrambling to keep customers happy, wholesalers by necessity run trucks out loaded way below capacity, adding to the overhead burden and further aggravating the situation.

As retailers carry fewer of each sku, the inventory function has been pushed up the chain of distribution to wholesalers and even to manufacturers. But with customers demanding just-in-time deliveries, suppliers are under extreme pressure to perform and make a reasonable profit.

Increasingly, suppliers realize that mere distribution isn't enough. Value-added functions must be performed all along the way to help customers, and equally important, to allow wholesalers the essential profit needed to survive.

Savvy retailers know they need to be partners with their suppliers. If dealers play one wholesaler off against another long enough, they end up with fewer wholesalers, the possibility of higher prices and few winners. Each needs the other. Today, more than ever.

Seruing the lumber & home center makets in 13 Western states - since 1922

h's doesn'l multel whete you ote - Cuil Beon lumber Co. hos whof you wanl ond ccn ship it to you vic our own 155-truck fleet.

And ftere's no need to buy lhree truckloads from three differenl suppliers to gef whaf you wont. Buy one lruck from Beon and get il oll...unlreoled, heofed, potlern slock, fencing, etc. We offer mixed trucls with dozens of items.

Coll us finf for rodius edge decking, freoted ply' wood, dog ecred fencing, lctlice, mail box kits, deco-posls and hond roil buluslers, Gothic lop fence posls, slcir slringers, palio squoter, bench supporls for decks, French Golhic ond Golhic lx4 fencing in 4' ond 5', lcndsccpe limberu ond - new to our produd line - lteoled ot unlteafed log Cobin siding. One coll gets il all. Wherever you cre.

Photo by NASA

In recognition of a job well done, CSI congratulates this year's Top 25 wood treaters in the country.

A Special Salute T0 The Top l5}eaten

Th"ough your efforrs, our preservative products reach their full potential.

We appreciate the hard work behind your achievement, and we renew our commitment to you in providing the field support, innovative producm and service that you need to be a leader

in our industry.

TOP PRTSSUflT TfltflITRS

U.S. pressure treating companies ranked by annual production. production figures include lumber, timbers and specialty prod- All data have been provided by the companies themselves. ucts. Firms exciusively treating poles, pilings, railroad ties, etc., Every effort has been made to ensure this list is fully accurate and are not included. Abbreviations for treatments include Penta as complete as possible, although a small number of treaters chose (pentachlorophenol), FRT (fire retardant treatment), and WR not to participate in this survey. (water repellent).

Rank Company

- The Editors of The Merchant Magazine

Annual Production Products

1995 1994 (includingnumberof treatingplants) 1995 1994 Change Treatments g e = g =

Great Southern Wood Preservin g, Abbeville, Al.

4 plants: Abbeville; Mobile, Al.; Conyers, Ga.; Sumter County, Fl.

Southeast l/Vood Trdating, Inc,, Jasper, Al.

5 plants: Jaspef l-ouisville, Al.; Rockledge, Fl.; Roch€lle, ll:; Richmond, ln.

Get a foundation in a promising market

By Huck DeVenzio Hickson Corp.

Itr/OULD you like to sell a conY Y tractor product that is similar to materials you already stock but is carried by only a small number of other building products dealers?

There is a tremendous sales potential in an emerging marketPermanent Wood Foundations - but taking advantage of this opportunity requires overcoming some Catch 22 challenges.

Permanent Wood Foundations. or PWFs, are not new, having been introduced in 1969. Still unknown in parts of the country, they have become rather routine in some areas, particularly the upper Midwest. While no one keeps track of the number of PWFs, one informed estimate places the total at about 300,000, including homes in most states.

The PWF, comprising plywood walls and studs pressure treated with CCA preservative, is an alternative to basements made of concrete block or poured concrete. Treating standards have been established by the American Wood Preservers' Association, and the system has been accepted by all of the national model

building codes plus major lending institutions, insurance companies and government agencies.

In addition to full basements. PWFs can be designed for projects such as crawl spaces for nonresidential structures and as short wall foundations for garages and additions. PWFs offer dry, comfortable, energy

Story at a Glance

Permanent Wood Foundations present a relatively ignored yet highly profitable market ... gauge interest with a seminar for contractors.

efficient living space. Their greatest fans have been people who live in them.

Lumber dealers provide much of the building material needed for home construction, but little of that portion goes below grade. Wood foundations represent a huge new market for building products suppliers, and they

involve an item - pressure treated wood - with which dealers are already well aware.

The profit picture is as bright as the sales potential. Few dealers handle PWF materials, so competition is slight.

Where wood foundations are popular, dealers are making money on the materials. What about elsewhere? Do financial opportunities exist in these communities?

There is little chance of PWF success in places where the usual construction practice is slab on grade. No basements means no PWFs. Likewise, there is minimal potential where homebuilding activity is slow or where builders are uninterested in trying a new system. Furthermore, since PWF materials are treated to a preservative retention level of 0.60 lbs./cu. ft. rather than the 0.40 of other ground contact applications, stocking dealers will have to add SKUs to their inventory.

In general, despite the advantages of the system, most contractors won't build PWF homes until home buyers request them, and few home buyers

INNOVATIVE builders are already using Permanent Wood Foundations to add value to their homes.

will request them until more of them are built. Dealers sit on the sidelines of this cycle.

But, there are ambitious builders everywhere who want to give their homes a distinctive feature and who would be willing to promote an innovation such as the PWF. In Michigan and Wisconsin. some contractors build homes with PWFs only.

Moreover, the model energy code, now being adopted by state after state, may motivate both builders and consumers to go PWF. It requires R-22 insulation for all walls, including basement walls. PWFs can meet this requirement much easier and at lower cost than can concrete structures.

Would you like to test the PWF waters before your jump in? Here's a thought:

Sponsor a PWF educational seminar for contractors in your area. Perhaps you can arrange it through the local homebuilders association. Realtors, bankers and code officials might also be invited. You can probably get a speaker or presentation assistance from your treater or from a trade association such as the Southern Forest Products Association or Western Wood Preservers Institute.

Send out announcements a month in advance and reminders two weeks prior. Serve refreshments. Hand out literature.

If some builders are interested, you can work together to build PWF business. Consider a joint promotion, maybe co-sponsoring a model home. When getting started, you may want to order materials as needed rather than keep them in inventory.

Even if no builders wish to pursue PWFs, your seminar will result in friendly contact with customers and prospects, and you will have performed a helpful service that reflects well on your company.

Permanent Wood Foundations offer significant benefits to homeowners, builders and lumber dealers. Getting to those benefits may take some effort, but most good things do.

Growing strong

At Hampton Affitiates, growth is something we take very seriously. We're extendin! our reach geographically, expanding operations and diversifoing into new products. t Our latest offeringi is a line of Ponderosa pine hand-finished millwork products, available through the new Hampton manufacturingl and distribution facility in San Diego, California. This broadens our range of quality remanufactured products, which now includes molding, stepping, clears, flooring and radius-edged decking. And, of course, we conf/ tinu. ti offer all grad"es and siz"es of dimension lumber, including pressure-treated products. t fu one of the country's largest independent forest products companies, we grow, harvest, process and sell over a billion board feet of lumber a year, serving markets in the United States, Japan, Korea, Europe and Australia. 0 Our primary focus hasn't changed in over 50 years of successful growth - to meet customer needs in a fast changing forest products market. With six mills in Oregon, Texas and Alabama, two remanufacturing plants and four distribution centers, Hampton has the resources to ensure quality, service and on{ime delivery nationwide. Try us.

ALTHOUGH Permanent Wood Foundations are not new, they are offered by lew retail dealers.

''Wi"ffJ? i? T,1

:ff

'"'

one-at-a-time basis. This year looks like western mills will have to overcome many obstacles at once," Robert H. Hunt, pres. of the Western Wood Products Association, told members at the annual spring meeting.

down.

:1";

Despite a projected slight improvement in lumber demand, Hunt said producers are faced with lower prices, tighter timber supplies and more foreign competition.

The general mood of the convention reflected the official position as both registered and unregistered attendees struck somber notes for 1996 in casual conversation. About 500 were registered, down about l5%o from when San Francisco is the convention site, indicating some degree of unhappiness with the La Quinta (Palm Springs), Ca., site due to its high cost and the scattered layout of the hotel

Story at a Glance

Producers and wholesalers may face another tough year if 1996 is a replay of last year ... attendance down 15% ... 1.36 million starts forecast.

buildings (read: no lobby). Critics say the layout drastically lowers the chances for making business contacts. Next spring's meeting will return to the St. Francis Hotel in San Francisco, March l1-14. This fall's gathering is in Coeur d'Alene, Id., Sept. 8-I 1

Hunt said slower economic growth and a stable housing market will increase lumber demand this year by O.8Vo, to 48 billion bd. ft., with new housing starts rising 0.lVo to 1.36 million. He noted housing construction could pick up in the latter part of the year as the supply of unsold new homes, now at 6.7 months, is worked

The substantial decline in lumber production, orders and shipments in the first quarter of 1995,

Producers face a difficult year r*Tii:lJ;l#:itt wrJ

He explained the three highest weeks of production in 1995 occurred in the first two months of the year. The same jump in activity has not been seen this year, adding there has been a draw down in mill inventories.

Lumber production in the West declined lO.3Vo in 1995. This year, production is expected to decrease by 3.5Vo, with much of the decline coming at mills in the Inland region. The Coast and California redwood regions should see a l.5Vo decrease in production this year, Hunt said.

Imports will continue to hold a large share of the U.S. lumber market in 1996. WWPA predicts imports will reach a record 17.66 billion bd. ft. this year, up I.8Vo. Canadian lumber will still represent the lion's share of that volume, some 17 billion bd. ft., but a recent trade agreement is expected to limit lumber imports from the north. Instead, non-Canadian lumber will fuel the rise in imports with a record 654 million bd. ft. entering the U.S. Brazil, Chile, Mexico and New Zealand will account for nearly all of the non-Canadian lumber volume.

Mills in the southern U.S. should see production rise 3.4Vo this year, reaching 15.275 billion bd. ft., he said.

From the market side, residential construction will account for 17.94 billion bd. ft. of lumber used this year. The volume of lumber used in repair and remodeling is expected to increase one percent to 14.67 billion bd. ft. In other markets, commercial and industrial construction will use

6.8 million bd. ft., materials handling 4.39 billion bd. ft. and other uses 4.2 billion bd. ft.

Lumber exports should continue to slide, said Hunt, reflecting slower sales in Japan, Mexico and Europe. Exports fell 8Vo in 1995 and are expected to slip another 4Vo tltts year. Log exports rebounded in 1995, but are anticipated to finish lower in 1996.

A 50Vo increase in housing starts in California, the West's biggest state, should aid the region, said WWPA field services director Frank Stewart.

John C. Bender, Boise Cascade Corp., was elected chairman; Jess R. Drake, Simpson Timber Co., first vice chairman; Marc A. Brinkmeyer, Riley Creek Lumber, second vice chairman. Hunt was re-elected association president.

The meeting was held March 1l15 at the La Quinta Resort, La Quinta.

llHJ,^ rBit;#l.?t Hiil'i,foli +

Nyla & Larry Butler. (3) Gregg & Julie Riley, Andrew Goodman. (4) Mike & Jan Durga, Virginia & Gene Walters. (5) Dick Barnes. (6) George Baitinger, Mike Ptiitlips. 1z; Harry'siockma-n. (8) Crirt Wood, Ted Fullmer. (9) Ghris Close, Bob Knoll. (10) John Fuelling, Donn Gunvalson. (11) Kent Goodyear, Wade Mosby. (12) Gary Bennett, John Brandsletter, Terry Johnson. (13) Bob Weiglein, Ramon Echenigue-Manrigue.' (14) Larry Jacobson, Mike Mackin. (15) Doug Benih, Dennis Conlon. (16) nanOi tnnson] Bill Walker, Bill Healy. (17)Fred Mbtler, Scott Cardwell. (18) Bill Swaney, Scott Daley. (19) Claude Scott, Steve Fonester, Doug Clark.

THE PLAQUE: (1) Tom Lovlien recognizes Bob Sheoard's contributions to the Western Wood Products Association during spring meeting. (2) Mike Herrema, John Shelk, Art Andrews. (3) Phil Dotson, Tim Kennedy, Robert Hanis. (a) Ralph Schmidt, Todd Fox, Omar Derkach. (5) Lori Armstrong, Parker

Butterfield. (6) John Cligny, Dave Wilcox, Joe McGuire. (7) Fred Boyd, Kurt Nelson, Blase Grady. (8) Wayne & Jeanie Holm. (9) Ron Tipton, Ken Capps. (10) Lorna & Bob Courtney, Buddy Klumb. (11)Wells Wilkinson, David Bond. (12) Eric Canton, Dennis Downer, Bill Tufts. (13) Bobby Hill, Dave

Miller, Jon Anderson. (1a) Tim Hudson, Stan Gamlin. (15) Ted Roberts, Jim Scharnhorst. (16) Kent Duysen, John Jacino, Doug Hanson. (17) Keny King, Tom Parks. (18) Nancy & John Newquist. (19) John Maple, Josh Tyler. (20) Bob Petow, Frank Stewart, Craig Larsen.

The real price of engineered wood products

A LTHOUGH lumber yards charge lA,a little more for engineered lumber, it reportedly will cost builders less than solid-sawn materials. Dealers should explain to customers that once on the job site, the price advantage shifts, thanks to labor efficiencies, less materials waste and fewer customer service call-backs.

Last year, Trus Joist MacMillan surveyed 37 builders who combined built more than 2,500 homes across North America in 1994, worth nearly $830 million. TJM asked builders to estimate labor and other associated costs to frame two homes, one with engineered lumber, the other with traditional lumber products.

Builders surveyed estimated a $369.97 savings with the engineered wood system, nearly 10% less than the cost to build the same plans with traditional lumber, offsetting the higher initial cost for materials.

Labor savings tipped the balance in favor of an engineered lumber system.

BOTTOM LINE: Adding in labor, waste and call-backs neoates traditional lumbeis initial price advantagie. Cost estimates are based on

Builders were asked to estimate costs for l0 different labor tasks or phases of work including materials handling and installation of floor joists and framing connectors. On average, the ability to frame a house more quickly with engineered lumber saved them more than $400 per house. Builders claimed it took about two-thirds the time to build with engineered lumber than with comparable solid-sawn materials.

Story at a Glance

Comparing the costs of using engineered wood products vs. traditional materials.

A number of builders, for example, claimed installing I-joists required only half as much time as building with comparable 2x10 and 2x12 floor

lloor framing plans for the same 2,090-sq. ft., two-story houie; material costs represent d 12' month average.

joists. The engineered joists weigh less than solid-sawn materials, often allowing a single framer to carry and install them. They are also engineered to a uniform quality that simplifies product selection and installation at the job site, as well as cut to specifications, eliminating the time spent sawing traditional lumber to the proper lengths.

Less materials waste and fewer customer service call-backs saved, on average, nearly $500 for builders who used the engineered wood products. Service call-backs, which alone saved about $200 over a floor system framed with solid-sawn lumber, are reduced by engineered wood's consistent quality and typical performance guarantees.

And, call-backs cost builders more than replacement materials and time. "Call-backs not only affect a builder's budget, but also his reputation among potential home buyers," says TJM's Marlin Clausner.

Finally, builders valued the ability to achieve construction solutions with engineered lumber that could not be achieved with solid-sawn materials. "With a 2x10 joist, I have to build soffits to run my plumbing," said one respondent. "With a Silent Floor Ijoist, I can run a 4-inch ABS pipe through the web, which gives me flat, 9-foot ceilings without soffits intruding on the space."

{+ 9.75ola}

NEWS BRIEFS

Retailers

Square Deal Lumber, Brookings, Or., acquired Barr Lamber's Needles, Ca., yard as its 4th location; Gene Wade rernains mgr. ...

Lomita Lumber, Lomita, Ca., will close July 1 after 7O years due to warehouse competition; owner Bob Clauss has sold the property to an auto parts shop ...

Weyrick Lumber Co., Paso Robles, Ca-, is moving to a larger 3.7-aqe site in Templeton, Ca., formerly a Pacffic Supply retail roofing and drywall store

Parr Lumber, Aloha, Or., will sell two lots adjacent to its Oak Grove, Or., yard, abandoning expansion plans after unsuccessfully battling for nearly 20 years to have the property rezoned

Dixieline Lumber Co. held a grand opening at its newest 40,000-sq. ft. store with 20,000sq. ft. yard in Poway, Ca., Craig Cowling, branch mgr.

Babbitt Bros. Trad,ing Co., Flagstaff, Az., is negotiating with a half dozen interested parties to sell the six retail stores and door and window plant that comprise its building materials division ...

Ernst Home Centers abandoned nearly completed stores in Elko, Nv., and Ontario, Ca., weeks before their scheduled openings

Davis Lumber & Hardware, Davis, Ca., captured on video thieves stealing $500 worth of pots and plants ...

HomeBaseheld a grand opening for its new 103,905-sq. ft. store with 54,218-sq. ft. nursery in ClaCkamas, Or., John Carsner, mgr....

California Do-it" Center, Agoura Hills, Ca., held a recent grand opening, the 9th and final former Lumber City to be converted to the HWI Do-it Center format affiliated Patio World onened its 8th store in Torrance, Ca.

Big B Enterprises Inc., Qakland, Ca., has-lbst the lease at its yard of over 20 years ...

Orchard Supply Hardware will open a 31,@0-sq. ft. loeation in a former Yorba Linda, Ca., Builders Emporium next month, one of five to 10 additions planned for 1996, mostly in Southern California ...

L&P Buitding Suppty. with locations in Albuquerque, Las Cruces and two in Santa Fe, N.M., has been purchased by Hope Lumber & Supply, Tulsa, Ok.

Home Depot convinced the city of Reno, Nv., to overturn residential zoning to allow Depot's controversial plan for a 140,000-sq. ft. unit on 14 acres adjacent to an under-construction housing tract :.. ?gpot opened a new store in Las Vegas, Nv. ...

Wholesalers & Manufacturers

Mid-Pacffic Trading Co., Inc., Rancho Cordova, Ca., has opened a new office and diskibution yard in Fontana, Ca., Dave Wiltsie, mgr. ... Chris Pooser has opened a new office in Star Valley, Wy. ...

H ampton AffiIiate s, Portland, Or., and Roseburg Forest Products, Roseburg, Or., harre formed R-H Timber to acquire a majority interest in 300,000 acres of timberland from International Paper for $905 million

Han t oo d P ro duc ts,Branscomb, Ca., is installing a state-of-the-art planer for a May I start-up

High Mountain Forest Products, Eugene, Or., has. been formed by Darrell and Tom Whitsell, specializing in core studs and green boards

Mallco Lumber & Buildins Materials, Phoenix, Az., hai added 2,000 sq. ft, to its custom door shop, Paul Skornik, mgr.

R-Y Tirnber, Townsend, Mt., has agreed to purchase Eraid-S Corp.'s Livingston, Mt., mill

Wallowa Forest Produc* is the new name for recently reopened

X::: Wood .Producfs, Wallowa,

Alpan, lighting/security products manufacturer, relocated to a larger facility in Camarillo , Ca.

Sierra Pacificis disrnantling im Hayfork, Ca., sawmill and moving the operation 2@ miles south ...

Catifurnia Hardware Co., lndustry, Ca., has changed its name to CHC Services, Inc, and split the I 03-year-old distribution firm into wholly owned subsidiaries Califurnia Hardware and CHC Online l,ogistics ...

Beverly Hills Fan Co., Woodland Hills, Ca., sold its assetC to Design House, Milwaukee, Wi.

National Wood Wndow & Doar Associatiin has moved to a larger suite within the same Des Plaines, Il., building ...

Owens-Corning and a Chinese development corp. are building a foam insulation product plant in Nanjing, Owens Corning's 4th facility in China

Anniversaries: Big Creek Lum-; ber, Davenport, Ca., 50th ... 84 Lumber,84, Pa., 40th .. Snckton Wholesale Lwnber Co., Stockton, Ca., 20th ... Horizon Forest Products, Richmond, Ca.,'15th

Housing starts in Feb. (latest figs.) rose 37o to a seasonally adjusted annual rate of 1.49 millioa while permits climbed 1.5% ... single-family starts increased 2.6%, multi-family 4.2% in the Vy'est starts jamped 5.7Vo.

First,..

Pubf ished Pricing - Nor - what the Market will Bear

GALBNYDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

APRIL

Los Angeles Hardwood Lumberman's Club - April 11, goll Mt. Meadows Country Club, Pomona , Ca.; (213) 467 -9473.

Lumber Merchants Association - April 12, committee meeting, Sacramento, Ca.; April 16, associates council meeting, Ace Distribution Center, Rocklin, Ca.; (916) 369-7501.

Colorado Timber Industry Association - April 13, annual meeting, Grand Junction, Co.; (303) 874-5714.

Hardware Industry Convention - April 14-17, Marriott World Center, Orlando, Fl.; (317) 290-0338.

Phoenix Hoo-Hoo Club - April 16, golf, Tatum Ranch Golf Resort, Cave Creek, Az.; (612) 974-1556.

Spokane Hoo-Hoo Club - April 18, plant tour/dinner, Inland Wood Specialties, Spokane, Wa.; (509) 624-4551.

West Coast Lumber Inspection Bureau - April L9, annual meeting, Red Lion Lloyd Center, Portland, Or.; (503) 639-0651.

Lumber Merchants Association - April 19-21, owners seminar, San Diego, Ca.; April 23, safety meeting, San Jose, Ca.; April 30, safety meeting, Sacramento, Ca.; (916) 369-7501.

San Diego Hoo-Hoo Club - April 21, golf, Oceanside Golf Course, Oceanside, Ca.; (619) 4'14-4671.

Pacific Coast Wholesale Hardwood Distributors AssociationApril2l-24, convention, Los Cabos, Mexico; (619) 455-9060.

American Wood Preservers Institute - April 22-24, legislative conference, Washington, D.C. ; (703) 893-4005.

IHPA-International Wood Products Association - April 23-26, annual convention, Ponte Vedra Beach, Fl.; (703) 820-6696.

Wood Machinery Manufacturers of America - April 24-27, woodworking conference, La Quinta Resort, La Quinta, Ca.; (215) s64-3484.

Woodwork Institute of California - April 24-28, convention, Red Lion Inn, Sonoma, Ca.; (315) 369-3078.

Oregon Forest Products Transportation Association - April 27,board of directors meeting, John Day, Or.; (503) 364-5168.

National Particleboard Association - April 30-May 3, annual meeting, Hyatt Regency, Monterey, Ca.; (301) 670-0604.

MAY

Servistar - May 2-5, market, Baltimore, Md.; (412) 283-4567. Coast Counties Hoo-Hoo Club - May 3-4, mini-convention, Carmel Mission Inn, Carmel, Ca.; (408) 375-2603.

National Hoo-Hoo-Ette Club - May 3-4, national convention, Radisson Inn, Folsom, Ca.; (503) 826-5115.

Cotter & Co. - May 4-7, market, St. Louis, Mo.; (312) 975-2700.

North American Wholesale Lumber Association - NIay 4-7, annual meeting, Loews Ventana Canyon Resort, Tucson, Az.; (800) 527-8258.

American Forest & Paper Association - May 5-8, legislative conference, Washington, D.C. ; (202) 463 -27 00.

National Wood Flooring Association - May 8-10, convention, Hyatt, Chicago, Il.; (800) 422-4556.

Hardwood Plywood & Veneer Association - May 8-11, spring convention, Westin La Paloma, Tucson, Az.; (703) 435-2900.

Los Angeles Hardwood Lumberman's Club - May 9, ladies night, Summit Inn, Fullerton, Ca.; (213) 467-9473.

AIHEVSIBEX - May 15-18, hardware, housewares & construction expo, World Trade Center, Singapore; (708) 605-1025.

eyear zusu', tnewon(twu$ilrDe enJ wood products we're treatirrg todalt

For over half a century XcFarland Cascade has been a pioneer in wood treating technology, and one of the largest producers of pressure treated lumber in America. The wood we are pressure treating today could still be in use a half-century from now. And, many of our products are guaranteed to last a lifetime.

We have the largest inventory of sawn lumber products on *te West Coast. We're located at one of the Pacific

Northwests biggest seaports. We can ship any amount of lumber worldwide by sea, or nationwide by rail or truck.

At present we have five pressure treatrnent facilities in Idaho, Iulontana, Washington, Oregon, and British Columbia. We manufacture a broad line of lumber products for decks, retaining walls, walkways, fences, gazebos and agricultural buildings. We also produce pressure treated timbers, crossarms, plywood, poles, piling and other

(CCA) treatments, along with creosote and pentachiorophenol.

Many of the advances made in wood feating technology have been pioneered at McFarland Cascade. We have the only test retort in the West, and we maintain an extensive technical staff to help us deliver the high

standards our customers expect.

Whatever your building needs, look to McFarland Cascade for wood

WESTERN ASS0C[A1r[0N NEWS

Lumber Merchants Association will hold its annual owners seminar April 19-21 in San Diego, Ca. Attorney Laura Innes will address a variety of labor law issues, and Dr. Rick Eigenbrod, Ph.D, will address making the most of relationships, aimed at helping individuals discover their own style and showing how to use it in managing and using differences, communication, problem solving and learning.

Other features: a roundtable session led by seminar founder Bruce Pohle, Southern Lumber Co., two group dinners and golf.

The second annual Associates/ Dealers Golf Tournament will be held June 10 at the Fountaingrove Country Club, Santa Rosa, Ca., followed by a barbecue and awarding ofprizes.

Mike Palmer, Martin Forest Products, is chairman of the tournament committee, with members Andy Thompson, Ace Hardware; Bob Aita, Q&A Insurance Marketing; Larry Hoffman, Lumbermen's Underwriting Alliance, and John Souza, Diablo Timber Co.

The outing will benefit the Bob Patterson Scholarship Fund, which each year awards $500 scholarships to recognize commitment to the industry, outside training, self-directed study, industry knowledge, leadership ability and future contributions to the industry.

This year's winners are John Duddleston. Mead Clark Lumber: Dave Houck, Central Valley Builders Supply; Wayne Ingram, Payless Building Supply; Maria Navarro,

Fischer Lumber Co., and Bret Black, Fairfax Lumber Co.

Western

Building Material

Association's Young Westerners Club elected Bruce Abel. Don Abel Building Supplies, president during its annual conference in Coeur d'Alene, Id. Natasha Edscorn, Weyerhaeuser, is vice president, and John Humphrey, Humphrey Lumber, secretary-treasurer,

Trustees are: Rick Estes, Kingston Lumber Supply; Steve La Marr, Builders Lumber & Millwork; Teny Brown, Weyerhaeuser; Russ Vance, Gerretsen Building Supply; Dennis Pahick, Irrigators Lumber, and Steve Levers. Boise Cascade.

WBMA members attending the National Lumber & Building Material Dealers Association's annual legislative conference and board meeting in Washington, D.C., were WBMA executive director Mary Murphy, national director Merlyn Jolley, vice president Carl Van Well, and past presidents Bob Jacobsen, Robert Kerr and Tad Scharpf.

The WBMA region was honored to have Senator Larry Craig (R-Id.) as a featured speaker at the conference.

Big Fines For lllegal Exports

Patrick Lumber Co., Portland, Or., was ordered to pay $265,000 in fines for shipping lumber to Libya, a violation of a 10-year-old U.S. trade embargo.

The firm pleaded guilty Nov. 28 to two counts of violating the embargo and agreed to pay $225,000 for both counts (see The Merchant, Jan., p. 33). The U.S. district judge ordered the company to pay the amount immediately, as well as $20,000 to the U.S. Treasury Department within 15 days and $20,000 to the U.S. Department of Commerce within 30 days.

Company officials contend that without their knowledge an ambitious, young former trader worked with Patrick's Austria-based trader to ship southern yellow pine through Italy and then to Libya.

Patrick Lumber is also preparing to go to trial in June against another former trader seeking $ 1 1.3 million because he was fired after allegedly reporting the illegal shipments to company officers and the U.S. Department of Commerce.

Shippers Oppose Rail Merger

The nation's largest shipper group is protesting Union Pacific Corp.'s $3.9 billion takeover of Southern Pacific Rail Corp., unless the merger is substantially altered.

Arguing the merger would have "substantial anticompetitive effects," the 1,400-member National Industrial Transportation League filed comments with the federal Surface Transportation Board, which will ultimately rule on the deal, requesting that the combined company divest thousands of miles of routes to protect competition in the West.

Barr Buys Reliable Lumber

Barr Lumber. Los Alamitos, Ca., has acquired the assets of Reliable Lumber Inc.. Rosemead, Ca., as its 1Oth retail location.

Jerome M. Higman, Sr., established Reliable Lumber in 1929, managing the business until his death in 1946. His widow, Ann, managed the yard until she was joined by her two sons, Jerry and Dan, in 1960, but remained active until her death in 1993.

Jerry and Dan Higman will concentrate their efforts on Reliable Wholesale Lumber, Inc., Huntington Beach, Temple City and Fontana, Ca.

Creighton Anfinson, Anf inson Lumber

"W" feel very fortunate that the Lumber Association of Southern California did pick Anderson and Anderson. They just jumped in there and did a great job. Anything we've asked of them. we've gotten an answer.

I would definitely recommend Anderson and Anderson to other lumber companies. ln fact.l have."

Georgia-Pacific opens western Sales Genter

Georgia-Pacific Corp.'s building products distribution division has opened its Western Sales Center in metro Denver, Co., and begun relocating sales operations for half the country to the facility.

The Denver Sales Center opened March 4 initially handling sales and procurement for the local market but by month's end taking over for San Fernando and Sacramento, Ca.; Salt Lake City, Ut., and Eugene, Or.

Northern California sales were relocated early this month from the Oakland DC. Products will be shipped to the area from a new 40acre Triad distribution center in Fremont, Ca.

G-P will gradually "roll in" the remaining 17 existing western region sales territories by the end of the year.

Once fully operational later this year, the new 71,000-sq. ft. Denver facility, patterned after the division's Eastern Sales Center in Atlanta, will be staffed by 350 employees. The national reconfiguration of all sales and logistics operations, begun in July 1994, allows G-P to provide more reliable service, broader product lines

and extended hours. The two stateof-the-art sales centers will handle the divison's sales functions for the entire country and will be supported by a network of outside sales representatives in local markets.

Overseen by western regional sales manager Charley Hobbs, the Denver sales facility brings with it many new

telephone, inventory control and sales management systems.

Denver also houses a building products logistics center. The warehouse facility is part of the division's new integrated logistics network of 64 strategically located warehouse and delivery points.

NEW Georgia-Pacific Corp. Western Sales Center is located in metro Denver, Co.

PBRS@NYAI,S

Ed Gale, ex-Mokelumne Forest Products, has joined Stockton Wholesale Lumber Co., Stockton. Ca.

Ray lfaagenson, mgr., and Bob Nielson, yard foreman, have retired from Larson Bros. Lumber, San Leandro, Ca.

Jim Ingram, ex-Paxport Mills, has been named sales mgr. of Enterprise Lumber, Arlington, Wa.

Kent S. Goodyear is now sales mgr. at Collins Pine Co., Portland, Or.

Dan Good is new to sales at Mallco Lumber & Building Materials, Phoenix, Az., covering southern Az.

John Adams is now sales mgr. for Vicwood NW, Federal Way, Wa.

Judge Godfrey, ex-Chemco, has been appointed gen. mgr. of The Oeser Co., Bellingham, Wa.

Bob Dickinson,. BMD Forest Products, Portland, Or.,.has closed his wholesale business and retired aftet 44 years in the business.

Sprague Mulikin, Cameron Ashley Building Products, Inc., has been transferred to Spokane, Wa., as regional v.p. of Pacific Northwest operations.

Cliff Barry has been named director of management information systems and strategic planning for Columbia Forest Products, Portland, Or.

Randy Jones, previously with Siskiyou Forest Products, is now a Northern California sales rep for Allweather Wood Treaters, Washougal, Wa.

David Dugan has been promoted to media mgr. at Louisiana-Pacific Corp., Portland, Or., succeeding Frank Friedman, who has joined Circuit City Stores.

Neil Goehri is now mgr. of Home Depot, Bothell. Wa.

Jim Rossman, retired from Wittaker Forest Products and Twin Harbors Lumber, will celebrate his 75th birthday May 26 at Pasatiempo Golf Course, Santa Cruz, Ca

Robert Wittman, exec. v.p. and c.o.o. of Orchard Supply Hardware Stores Corp., San Jose, Ca., has resigned to join Sports & Recreation Inc.

Richard Miller is managing Dixieline Lumber's new wholesale division, National City, Ca.

Donald S. Macdonald has been appointed to the board of directors of Boise Cascade Corp., Boise, Id. John Bowen has been named distribution division panel buyer, replacing Dean Hess, who is retiring after 26 years with the company.

Hal Webster, branch mgr. for Boise Cascade's Building Materials Distribution Division, will head its newlyacquired 1 l-acre distribution facility in Albuquerque, N.M. Larry Tostenson has been named facilities assistant mgr. Scot Stonebraker, ex-Weyerhaeuser Co., is now commodity product mgr.; Tom Ludwick, operations mgr., and Casey Allen McCuan, exWeyerhaeuser, and Bill McBroom, exGeorgia-Pacific, are new to sales.

Mark A. Bubert is now v.p.-mktg. for Makita U.S.A., Inc., La Mirada, Ca. Tim Bragassa has been named v.p.retail national accounts.

Steve Van Der Toorn, pres. of Southwest Forest Products, Phoenix, Az., has been appointed to the board of directors of the National Wooden Pallet & Container Association.

Ronald L. Paul lrls bccn nlrncd r,.p.stfucturll pencls & buildinc I)r()ducts cngincering lirr Georgia-Pacrlic C'orp. David R. Fleiner hus bccn appointcd \'.p.-gvpsunl drvrsion. repllcing thc lltc Mike Vidan. (ilenn E. llancock hrs been prornotecl to group clircctorslrlcs & lclrninrstrrition. structuml pancls. Thomls C. Nash is no* dircctorsllcs & nikt-q.. structul'al pane ls. Davis K. Nlortensen. excc. v.p.-buildirtg products; \Y.E. "ltd" Babin. exec. 1,.p.-pulp & plpcr, and David W. Rcvnolds. senior v.p.-adrriinrstnttion, rrill rctire next ve iir. El'lcctivc Jan. l. 1997, Donald L. (]lass uill beconrc cxcc. v.p. building products. lnd.Iohn

F. Ras<lr. cxcc. r'.p.-forcst rcsourccs.

.Iames NI. Strader rs nou. plertt ntgr'. l'or Sirnonton Windor.r's. Vaclville Cli.

Iid Fountain, Sr.. lirrmcr owner ol Ed Fountlin Lunrber Co.. Los Angclcs, Ca., lvill cele bmtc his 9-lrd birthtiriv on April 26.

Suzanne Calardo is nor'"' nlltionlil ilccounts mgr. lirr Peasc Inclustrics. Inc.

Daniel (i. Stuart rs v.p. ol rctail sulcs for CcrtlinTeecl (iorp.

,Ierold W. \Yulf , prcs. and cco o1 Anclcrsen Windows. Inc,. hris bccn clcctcd chuirrnan ol-thc Nationul Wood Wrnciorv & Door Association. rcplacin.g Sam A. Wing. Wing IntlLrstries, Inc., Drllls. l'x. Irv Kvalheim. prcs. of KV;\l-, Inc., Pctaluma, ('n., u'es nlirned l tlircctor.

Steven Zareski lils joincd Hurtlri ure Wholcsulcrs Inc., covcring \1t.. Id., \\'1. unti Wv. Other ncu' retlil rlcvclopnlcnt spcciulists lrc StaceS (lardner, Su. C'u.. lve stern r\2. ancl Nr'.. and I)arrin NIaxl'ell. C'o., southcrn Wy. rnd northcrn N.N{.

Paul Ward, rctircd lronr \Vrrrl Forest Pr-oclucts. Murgan IIill, Cr., is on a l\\ ()-\\'cck trip to Scotllnd.

.Iim i\lcCarron is tlrc ne"r'dircctor ol' sulcs at Supcrior Irircplacc C'o.. Los .\ngeles. ('ir.

I)are Hill rrrrs appoirttccl division 1,.p. lirr Wiilanrette I ndustlics. Albrrn_'-. Or.

Carol Davis has bccn appointcd Los ..\ncclcs. (1a., terlitory nrgr'. lirr PernraCirlin I'rtrtlLrcts. Inc.

Nlauricc.\deme, lirrmerly ol -liU, riill lcld Hurdrvurc Wholcsllcrs, lnc.'s intcr nritiottal dii ision.

.It'l'['T:r-rl,rr I\ ,r lrr'\\ -u\l,,ille r re I\ irr' I-l] ior Vistawrll Alchitectural Prorlrrets. Serrttlc. \\jn.

David Ir. Lerris hus ber-n uppointed prcs. ol'l'clcclync Spccialtl llqLripmcnt.

W. ]Iichael Amick has bccn namccl e xcc. \'.11. l()rest products urtd inilLrstrial puckliging ilt lnicrniltionul Pape r.

Riclrard V. Warner, fctired Potlrrtch C'orn. s1gr'p1111c. hes bccn rcnorlriIlated to thc bourd o1'rcYic$, ol the Anrcilcan Lrr ruhcr StlrrrLi;rrJ Ct'rt rrtti ttec. NIark S. Trabbold is now r.ngr. o1-nc*' product clcve loprne nt f or CcrtlinTced's Insulation (iroup.

Scott Calhoun hus .;oincd thc TcnrpcnLtc Forcst lroundution. Bcevcrton. Or.

Karen Nlendelsohn is tltc nclr r'.p.-rnktu.

lirr Masco's PlLrnrbinc Protlucts L)rr'.

.lell' Kur:nig is norv rngr. ol' tnsidc suie s at LlnionTools.

Claudia Corvan, orvncr oi'Horizon Ijorest Products, ILichmond, Ca., rcccntly spc-nt a long-nccdecl vacltion in Maui, Hi.

Robert Rorvan has bccn namccl r'.1.r. rrnd division rngr, ol lllack & Dccker ('orp.'s IIonrc Dcpot Srlcs [)ivision. Paul Boitmann rs r.p.-srilcs ot lntionlll lcc0r.lnts.

Irv l)cllinger. Wcstcnr Builcling Matcr-iul Assocrution menrhership scrvices ltnd past cxccutivc clircctor ol thc olrl l\'lontana Lumbcr & Building Materiel Derlcrs ;\ssocirtion. has rctircd.

l)an Henninger, 1'urnrcrlv o1' LouisiunliPacil'rc. has.joincd SClL lnc., l-lke Os*ego, Or., us a pancl products trecler. llichard Crabtree. plncl prurclucts trirdcr, lnd his rvrfc, Kim. urc thc proLrcl perents ol Madeline Mae, born l\lrirch 11.1996.

,lohn Kcttenring. S0, is eclcbrlting his 50th ycar us hcad ol'Battlc CroLrnd Lunrbcr. Brrttlcgrouncl. Wa., but is "too busv tu rclire.' His thrcc acrc sitc has bccn in thc llrniiy sincc about 1926.

Caesar Hart is now l-amily relationship counselor ut \lungus-Fungus Forcst Proclucts, Clrmar, Nr'.. report owners Hugh N{ungus and Frcddy Fungus.

Premium Water Repellent Wood On The Way

Thompson-Minwax Co. is introducing a new Hickson Corp.-formulated Thompsonized water repellent pressure treated wood and has formed a Thompsonized Wood Products Division in Memphis, Tn., to back the licensing effort.

Everything about the sell-up product is high-end. In addition to offering name brand recognition, it utilizes select grades of lumber, a mold inhibitor and reportedly the industry's highest levels of water repellent.

"Right now there are water repellent standards. Eveybody meets those standards, but nobody has gone overboard. Thompson has gone over-

board, so to speak," says Hickson's Huck DeVenzio.

The lumber also comes with higher margins and a significantly higher price tag. "It's not for posts, joists, beams and understructure," DeVenzio explains. "It's for appearance components, the decking and rails."

The product is being test-marketed in two Southeastern markets, at l3 Tampa, Fl., area Home Depots and three Greensboro, N.C., Depots.

As the marketing program is finetuned, distribution will be expanded northward during the spring, gradually becoming national by 1997.

Cavenham Sells Timberlands For Record Price

Cavenham Forest Industries parent South, including Louisiana. Hanson PLC has agreed to sell over Willamette plans to sell 207,000 of one million acres of timberland and the acres in eastern Oregon and on related operations to Willamette Washington's Olympic Peninsula to Industries for a record $1.6 billion. Crown Pacific Partners L.P. for about Believed to be the most expensive $200 million and 230,000 acres in timberland purchase ever, the deal in- Louisiana to Temple-Inland Inc. for cludes about l.l million acres in Ore- about $90 million. The company is gon, Washington and parts of the also negotiating to sell 104,000 acres

"I think there is a world market for maybe five computers."

-Thomas Watson, chairman, IBM 1943

in Columbia County, Or. Willamette will retain Hanson's sawmill in Warrenton. Or.

In the end, Willamette's timber base should increase by about 546,000 acres to 1.8 million acres.

Cavenham also agreed to sell 661.200 acres of timberland in Mississippi and Louisiana and two sawmills to Weyerhaeuser Co. for $500 million.

Between the Willamette and Weyerhaeuser deals, Hanson will receive $2.1 billion for lands it acquired about six years ago for $1.2 billion, mostly from companies controlled by Anglo-French financier Sir James Goldsmith.

Woo

PH: (209) 869156r

Copper Citrate treated grape stakes and posts are a new choice in pressure treated wood. \7ith a natural green color and a clean surFace, the stakes will provide years of use in your vineyard. Copper Citrate is used to treat all wood species and meets A\fPA Specifications. For more information, contact: USA

Eil)c (209) 869&' hztnnu HutsEL

IHE MDENCE IS CIEAR.

BUr FOR SoilE, trfU$ DoESN'I SEEIN IO PENETRATE.

ou can't blame them for trying. First they told you Douglas fir could be sufficiently protected by "treating to refusal." Then they tried to convince

you that high-density incising would help. The fact is that efforts to protect Douglas fir lumber with any CCA pressure treatment practice generally proves unsuccessful. The evidence is notjust visual. Unfortunately, there have been instances of structural

failure.* So local and state building officials are on the lookout for insufficiently treated Douglas fir lumber resulting from misinterpretations of the AWPA standards.Wise specifiers and buyers know the answer. It's Chemonite - the only waterbome pressure treatment available to penetrate Douglas fir up to 2.50# pcf to assure structural integnty and compliance with all AWPA standards.

Douglosfir3x6treoted "lo refusol" with (CA slondord incising potlern.

Douglos fir 3 x 6 lreoted to AWPA specs. with Chemonite (AZCAI stondord incising.

Douglosfir3x6treoted "lo refusol" with CCA "high-density" incising.

Unique Gonnections Three points to selling specialized fasteners

QELLING specialized fasteners

L)helps create an identity for a dealer to stand out among competitors. As a result, the yard will attract innovative builders, who are looking to compete by selling high quality and total job cost versus low price.

Although specialized fasteners are per piece more expensive than generic hardware. dealers should be able to show that their benefits more than offset any price difference. Employ the three keys to selling specialized fasteners:

,tfi\ l{/ S"rr by apptication. Mer/ chandising connectors by end use helps buyers select the proper fastener and facilitates add-on project sales. Swan Secure Products. for example, identified 25 major applications and developed a fastener for each, including fiber cement siding, redwood decking, pressure treated wood and plastic lumber. Dealers, in turn, can target specific markets by carrying the appropriate products.

"Find out who needs siding, who needs piers, who needs redwood decking, in what grade, in what size," urges Swan Secure's Mike McFarland.

/6\ p) S"lt as part of a ,a package. With specialized fasteners. "it's not what it costs per pound, but what it costs to do the job," McFarland explains. "They should be incorporated into the total project cost. In the case of selling a large diameter nail in a softwood like

cedar or redwood. the contractor is actually paying for more nails than necessary. The count of a l6d decking nail is 44 per pound, a 16d cedar decking nail has 88 per pound." Especially encourage specialized fasteners for more expensive projects, in which the hardware becomes a smaller percentage of the total job cost.

Story at a Glance

Benefits of selling nails and screws specifically designed for the iob three-pronged sales approach.

J;0/ S"U reliabitity. Specialized / fasteners assure customers that they are getting the proper product for thejob. Ifthey purchase an expensive siding or roofing product with a longterm warranty, they should also get a fastener that will survive the duration of the warranty.

Unfortunately, the customer may buy the correct fastener but then install it incorrectly or in the wrong lumber, and blame it on the hardware. Perhaps he'll buy redwood in the morning and begin building a deck that afternoon, without properly preparing the wood or giving it time to season. "If they don't prepare proper foundations, they'll still have extractives in the wood seep out - and they'll want us to replace the deck," McFarland says. "Green redwood has so much moisture it has to go somewhere."

Since improper installation provides poor results even with the proper fastener, sales people must be knowledgeable about the lumber end. To ensure proper installation, make sure fasteners include instructions, or hand out a simple checklist of precautions against extractive bleeding and streaking.

Remember, the lowest price isn't always the best deal. "I believe that the market will continue to agree with this logic as quality and long-term aesthetics take the front seat in decision making," forecasts McFarland. "Everyone will stock niche products, but in order to generate new profit dollars, high-end niche markets are the only way to go."

SPECIALIZED fasteners sell better in attractive, elegant merchandisers than in bulk boxes or dumoed inlo steel travs.

3. .r4""-, t tleqt@ *q*thh_ x{ lBAn$ trl i I ' .n xnnars tn ' tnqnga!( ! ,nq4ggr(

New Treatment For Western Woods

Thunderbolt Wood Treating Co., Riverbank, Ca., is now treating with a new Copper Citrate wood preservative, designed for Douglas fir and other difficult-to-treat western species.

The cellular structure of such refractory species typically resists fluid penetration, making consistent, adequate treatment difficult.

Patented by Osmose Wood Preserving Inc., the new ammoniacal copper-based preservative meets

AWPA Standard P5-95. Properly processed, Copper Citrate treated wood will meet AWPA Standard C295 for Lumber, Timber and Ties, and AWPA Standard C5-95 for Fence Posts.

Properly used, Copper Citrate treated wood products are clean and residue free, and safe to use around humans, plants and animals. Ideal for grape stakes, fence posts and sill plates, products weather to an attractive, natural light brown color.

Thunderbolt also treats with CCA, ACZA, ACC and fire retardants.

Hardwood Gampaign Grows

Through its Zips & Techniques technical brochures, media relations and show exhibits, the Hardwood Council reached three times as many building professionals last year as it did in 1994.

Efforts will be supplemented in 1996 by a direct mail campaign to home centers and increased interaction with the American Institute of Architects and American Society of Interior Desisners.

anutactures

Insulated Headers

2x4 and2 x 6 Wall Construction

Pre-engineered & pre-insulated to produce the ultimate in structu ral capacity and versatility.

Advantages to Compare:

I Cost Savings - Eliminate the need for on-site insulating.

I Dimensionally Stable - No shimming required for tight fits.

I Lightweight - Light enough to be handled by a single worker, easily cut with standard job-site tools.

I Less Waste - Significantly less than solid wood.

I Energy Efficient - 2 x 6 width provide an R-value of 20 (after sheathing & sheet-rocking)

SW-ll Headers are made with Machine Stress Rated lumber and Oriented Strand Board. They are manufactured to strict quality control standards, with PFS Corp. acting as third party inspectors. SW-ll Headers have code acceptance by ICBO, BOCA, State of Wisconsin & HUD.

SUPERIOR WOOD SYSTEMS2

PO Box 1208 1301 Garfield Ave. . Superior, Wl 54880

7 1 5-392-1 822 FAX 7 1 5-392-3484

Call for the nearest factory representative.

NEW ammoniacal copper-based preservative is ideal for grape stakes, fence posts and sill olates.

WOODSHADES combines the durability ol pressure treated wood with the look of redwood or cedar.

Treated Wood Shows New Colors

Cedar and redwood are popular alternatives for backyard construction due to their warm natural colors. In a recent Resource Information Systems Inc. study, appearance and color were cited as their reasons for using redwood by 38Vo of consumers and for using cedar by 21Vo. As well, 2l%o of professional remodelers preferred the appearance and color ofredwood and cedar.

Yet end-users are finding it increasingly difficult to locate redwood and cedar in many areas of the U.S. If they do find quality all-heart cedar or redwood, the cost can be too high for the budget conscious. In addition, much of the cedar and redwood in today's market contains sapwood, decreasing the decay and termite resistance normally associated with these naturally durable species.

Consumers and remodelers desire a natural appearance and attractive color for their backyard projects as well as an

affordable price and long-term rot and termite resistance.

To meet these needs, Osmose Wood Preserving, Inc. has introduced a breakthrough in treated wood colorant technology - WoodShades. The pre-stain system masks CCA's traditional green color with a choice of natural finishes: redwood, cedar, rustic brown or driftwood gray.

Stains are commercially applied at treating plants using automated spray equipment. Products are then treated with CCA preservative, retaining their new color, to earn a limited lifetime warranty against rot and termite attack.

The same type of colorant technology developed for WoodShades can also be used to stain untreated wood products, such as fence boards. And WoodShades is compatible with most exterior-type stains, so the redwood or cedar color can be renewed using readily available stains.

WoodShades is only the latest innovation from Osmose, which has over 60 years in the development of wood preserving products and services. As treated wood gained consumer acceptance in the late 1970s and early 1980s, the company recognized the need for a colorized treated wood product. In 1982, it received a patent on Sunwood, the first color additive for CCA treated wood. The process provides the appearance and weathering characteristics of redwood or cedar. Following a successful introduction on the West Coast, Sunwood is now the most recognized brand name of colorized treated wood in the U.S.

In 1988, Osmose developed a line of special purpose exterior coatings, including stains and clear water repellents for outdoor treated wood projects, specially formulated for treated wood. In 1990, it added a second line of exterior coatings, Osmose Better Earth, acrylic water-based systems designed to meet federal and state VOC requirements.

family

to I mllue into your next proiect,

Thats why you shou d recommend Hl B0R Pressure Ireated Wood (PTW) now available through Honolu u Wood Treat ng Co ltd tll BOR PTW ls protected from a w de varrety of wood rotting fungi and wood-destroyirg rrsects, including the Formosan term te And un lke most other wood treatments, the acttle ngre dient n H B0B PTW can penetrate deep into the wood

Th s means the protect on can be both comp ete and long asting Th s ingredient is made from natural y occuring minerals ltwontaflectthe woods natural strength and s not corros ve to nails screws and other metal fasteners

H -BOR PTW poses no r sk to humans, animals or the environment Don t et your customers get eaten out of house and home Call today and ask about protect ng their investmentwith Hl B0R PTW

New Oregon Lumber Mall

Developers are turning a 300-acre former sawmill site along the Deschutes River just south of downtown Bend, Or., into a mill-themed shopping and entertainment area.

The Old Mill District at River Bend was once home to one of the largest and most technologically advanced pine sawmills in the world. Opened by the Brooks-Scanlon Timber Co. in the early 1920s, the mill complex went through a series of owners before finally being shut down by Crown Pacific in January 1994 due to a shortage of timber.

"The design of the new structures will be closely patterned after the typical Pacfic Northwest sawmill buildings that stood on the site and neighboring ones from the early 1900s through the mid-1990s," said spokesman H. Bruce Miller.

Designs will incorporate bow truss, clerestory and cupola rooflines and traditional materials such as brick and wood clapboard and metal or composition roofs.

The existing brick power house with its three smokestacks, a Bend landmark for more than 70 years. will

be retained and possibly restored.

Construction on Phase I is planned to begin this summer and open early next summer, featuring a central Riverfront Plaza where visitors can stroll, relax at sidewalk cafes and enjoy views of the river and Cascades mountain peaks.

Other features include an amphitheater and three landscaped ponds, including a recreation of the former Log Pond.

What's Hot In Kitchen & Bath

Today's new home buyers are looking for large and convenient kitchens and baths with upscale features, according to a new National Association of Home Builders study.

Out of 24 different kitchen features and products, ample counter space topped the list, with 95Vo of shoppers rating it as desirable or essential. Other popular features: a double sink (89Vo), a place for a table and chairs (85V0), and a walk-in pantry (84Vo).

Most desired among bathroom features is a linen closet (94V0), followed by an exhaust fan (887o), separate shower enclosure (85Vo), water temperature control (7 8Vo), private

toilet compartment (69Vo), whirlpool tub (67V0), and multiple shower heads (50Vo).

White is in for bathrooms, with 6lVo wanting a white toilet, tub and sink:45V0 desire color in the bathroom.

"New home shoppers understandably want it all," said NAHB president Randy Smith. "And home builders are doing their best to provide homes with space, convenience and amenities at prices that home buyers can meet,"

Stain Your Way To Mardi Gras

Penofin-Performance Coatings

Inc., Ukiah, Ca., is awarding a dealer and a customer seven-day trips for two to next year's Mardi Gras in New Orleans. La.

End-users simply purchase a Penofin stain, fill out the can tag entry blank including the name of the store where they bought it, and mail it in before Oct. 31, 1996, for a drawing.

Store promotions are available including fold-up brochures, stickers, cards, T-shirts and posters featuring Penofin mascot "Rosie" in Mardi Gras stvle.

QUALTTY

Our products are resFEcted by all trchitects, structuml enginere, md contractors as enginieered for lowest installed coat at highest mted trErfomme levels. That's why Strcng-Tie is specified more often thm my other connector.

BROADEST PRODUCT LINE

We make connectors for almost all wood-to-wood or wmd-to{oncrete applications md offer the largest Iine recognized bv national model code agencies -- rirore thm twire

aa mmy as our comlEtitore!

IN-STOB'E MERCHANDISING SUPPORT

We help you sell with fullslor backcrds, free-standing displsys, demonatration models. Droduct brchures md newspapier ad materiala.

LOCAL DISTRIBUTION AND SALES SERVICE

Our Factory Sa.lesmen, temed with local distributors, provides on-the-spot No-Equal seruic.

CalI |/8OO/9,A9.5O99 for details or to find your netrest authorized distributor -- and make ttre

Simpaon Strong-Tie connection

New Treated Wood Web Site

The American Wood Preservers Institute has established a home page on the Internet, as both a pressure treated wood marketing service and a communcations vehicle with the general public.

Reached at http://www.awpi.org, the Web page provides consumer information about treated wood, updates on legislative and regulatory issues, news releases, editorials on safely using treated products, graphic materials and a list of sources for data on specifi c applications.

TV Ads Console D-l-Yers

"Don't

worry. You'll make it.

Help is just around the corner" is the slogan of True Value's latest series of 30-second television commercials aimed at comforting frustrated do-ityourselfers.

"These commercials demonstrate the empathy True Value store owners feel for customers who want to take on important projects that improve and beautify their homes, but who often don't believe they have the necessary expertise or tools," explained Chuck Kremers, v.p.-mktg. "True Value caters to customers who want a friendly, helpful level of sevice that allows them to ask questions and get the answers, merchandise and advice they need."

On-line Partners Program

Hoping to encourage the develoPment of on-line resources for the for-

est products industry, ForestNet has launched a Strategic Partners Development Program, bringing together providers of content as well as technology, sales and marketing services.

"We believe that strategic alliances will be necessary for the forest products industry to bloom on the Web since no one or two companies have

the capability to stay current with the booming technology and information content," says ForestNet president Martin Desmond. "We are launching the program to encourage companies to work together to achieve mutual financial goals to make the World Wide Web more attractive for the forest products industry."

FOR DOMESTIC SALES CALL: Jerry Long, Michael Parrella, Lynn Bethurum, Janet Parrella, Pete Ulloa. Bruce Keith. Maft Petersen, Jim Lawson.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel, Abel Flores.

las, Or., is now v.p.; Jim Snodgrass, Contact Lumber Co., Portland, Or.,2nd v.p., and Michael C. Massa, Corning Moulding Corp., Corning, Ca., treasurer.

Elected to three-year terms on the board of directors were: Mark Setzer, Setzer Forest Products, Inc., Sacramento, Ca.; Charles Vignal, Woodlands Millwork, Ltd., The Woodlands, Tx., and Guy Boulanger, Roland Boulanger & Co., Ltd., Warwick, Quebec, Canada.

New Officers For Moulding Group

Jim Gonsalves, Western Moulding Co., Snowflake, Az., was installed as pres. of the Wood Moulding & Millwork Producers Association during its recent meeting in Coronado, Ca.

He succeeds Hardy Allen, Mt. Taylor Millwork, Inc., Milan, N.M. D.A. Brittingham, Dallas Planing Mill, Dal-

In business since 1955, HooverTreatedWood Products, Inc., is the premier full-line pressure treater in North America. In addition, Hoover's fire retardant formulations are licensed to a select group of licensee treating plants.

Hoover has had the same American ownership since 1983 and the same executive team for over 20 years. Stability and experience assure the industry's most effective products and support.

MILLWORK association's executive committee now includes (l-Q Mike Massa, Bob Weiglein, Jim Snodgrass, D.A. Brittingham, Jim Gonsalves and Hardy Allen.

SYMB0LIZING the project's environmental aspecls, co-sponsors plant a Douglas fir in front of the recycled Heritage House as part of the 1996 Stre6t of Dreams in Portland,'Or. (Left to-right) Home'Magazine edilor Gale Steves, Neil Kelly Designers/Remodelers'Tom Kelly and Western Wood Products Association's Timm Locke.

-L WEADING THE, Wey IN YTLUE

We con meet mony of your building moteriol needs quickly, efficiently ond offordobly through our network of full-service Distribution Worehouset strotegicolly locoted throughout the West:

. SOUTHERl'| CAUF0Rl,llA (Miro Lomo ond Fontono)

. I'|ORTHERN TCEI,|TMLCILIF0Ri'|IA (Woodlond ond Merced)

. ARIZ0NA (Phoenix) . OREG()}'| (Solem)

Inventory Items

. Lumber - Green Douglas Fir

SYP Sheathing Plywood

. Fir Sheathing Plywood

B arricade@ Housewraps

. Fir Structural Plywood

Cladwoodo MDO Sidings

. Tuftex@ Corrugated Panels

Studio Board'"

Wall Stiffener Board

. Baltic Birch Plywood

Domestic Hardwood Lumber

. Sanded Plywood

SYP/Fir T1-11 Sidings

. Heartland@ Vinyl Sidings

. States@ Birch Paneling

. OSB Sheathings

. Cladwood@ Shutterboard

. Thermo-Ply@ Sheathings

PyroGuard@ Fire Retardant Plywood

Domestic Hardwood Plywood

Maxi-Plank@ Fiber Cement Sidings

o Q[Po Roof Shingles

Multi-Coat Flexible Stucco

Pine Boards

. Sound Board

. Particleboard

. Timbers

. Clear Lumber

. MDO Plywood

. New Products

New Locations

Marketing To Hispanics

The Hispanic market for home improvement products is large, growing and undertapped, according to Rick Davis, Golden Hill Productions, producer of the do-it-yourselfer television program Mejorando Su Hogar (Improving Your Home).

According to Davis, there are over 28 million Hispanics in the U.S. legally (LOVo of the population), who spent over $228 billion on consumer goods in 1995. "The growth rate of the Hispanic market in the U.S. is eight times its nearest competitor," he says. "In fact, within 10 years Hispanics will surpass African Americans as the largest minority in the country. By the year 2050, one out of every four Americans will be of Hispanic origin."

Davis claims the Hispanic market is fairly easy to tap because:

(1) Of the 28 million Hispanics in the U.S., 807o speak Spanish most or all of the time and cannot be reached through general market campaigns.

(2) Hispanics are concentrated in specific areas of the country, with California, Texas, Florida, New York

and Chicago accounting for 75Vo of the Hispanic population.

(3) Dollars spent marketing to Hispanics in Spanish are more cost efficient because it is more exclusive. "If you try to reach African Americans, you'll reach some non-African Americans, if you try to reach women, you'll reach some men," Davis says. "But if you try to reach Hispanics in Spanish, you'll only reach Hispanics."

(4) There are far fewer Spanishlanguage advertising vehicles in the U.S., and the lack of advertising clutter allows individual messages to get through more clearly. Although there are an increasing number of Spanish language radio stations, there are only two national television networks for Hispanics, Univision and Telemundo.

(5) Hispanics are fiercely brand loyal, so those who enter the market first have an edge in locking out the competition.

(6) Hispanics are a proud people who desire respect. They will not respond to dubbed commercials or

advertisements featuring blondehaired, blue-eyed Americans. They must be spoken to with respect, in their own language, with the right sensibilities. Personal contact is also very effective, so event marketing can be a real plus.

Both Builders Square and The Stanley Works have renewed their lead sponsorship of Mejorando Su Hogar's 26-week run for the third year in a row. Other sponsors include 3M. USG and Price Pfister.

Bleached Wood Floors Fading

The 1990s back to basics approach has spilled over into the wood flooring industry.

Past trends of pastel and whitewashed wood floors are fading as consumers return to a more back-tobasics, 1990s feel in decorating, according to the National Wood Flooring Association.

Lighter, more natural earthtones are now the most popular flooring finishes. "Natural finishes are currently the highest demand in wood flooring," explains Greg McGavran, Firebird Industries. "Ten years ago, we had many requests for whitewashed

floors. Today, T}Vo of our customers ask for natural finishes."

As housing costs continue to increase, interior designers are choosing natural-finished floors because they lighten a room and can make it look bigger.

Although natural finishes are a growing trend nationwide, there are still regional preferences for darker finishes. Dark finishes, such as medium brown and coffee, are on a major increase on the West Coast. In the Southwest, floors with light finishes, such as golden brown and honey, are on a slight increase.

Structural Panels Climbing

North American structural wood panel industry production rose 2Vo last year to a record 33.1 billion sq. ft. (3/8" basis), according to APA-The Engineered Wood Association.

Plywood production in both the U.S. and Canada remained level with 1994, while OSB production climbed 6Vo to 7.9 billion ft. in the U.S. and ljvo to 3.76 billion ft. in canada. OSB now represents about35Vo oftotal North American structural wood panel production.

84 Lumber To Grow By 30

Coinciding with its 40th anniversary, 84 Lumber will open 30 new stores this year.

The new stores, which all should be operational by Oct. 1, won't vary much from the "no frills" format of existing outlets. The majority will be on five-acre parcels, with approximately 14,000-sq. ft. of retail selling space and 20,000-sq. ft. in outside storage.

Northwest Area Conference

Northwest secondary wood product manufacturers will meet senior buyers of retailing and distribution giants such as HomeBase and Crate & Barrel at the fourth annual WPCC Buyers/Sellers Conference June 6-7 at the World Forestry Center, Portland, Or.

Over 300 participants and 30 buyers have attended previous conferences. The event is an opportunity for regional manufacturers to form contacts that can help with future business opportunities.

The conference is sponsored by WPCC, Inc., a Bend, Or., nonprofit private trade assocation for the secondary wood products industry.

PnrssuRE TREATED LUMBER

I'RIGOI{' I_I DRICON F'IRE RETARDANT

Call the experts:

r Robert Moore r Jim Winward

T]TAH WOOD PRESERVING CO.

1959 SOUTH l r00 WEST WOODS CROSS. UTAH

MAILINC ADDRESS: P.O. BOX 57247 SALiT LAKE CITY, L-n 84157 -0247

PHONE - WOODS CROSS: (801) 295-9449 FAX (801) 295-9440

PHONE - SALI LAKE (80r) 262-6428 FAX (801) 262-9822 WATS (800) 666-2467 Circle

TIMBER SIZER

PRE-EABRICATION

TIMBERS

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

Bracrrt International

Drawer 4779, Arcata, Ca. 95518-4779

707-826-9850

Chcle

ISKIYOU FOREST PRO

Box 2000, Woodland, CA 95zo (800) 695-021 0 (91 6) 666-1991 '

Greg Hudson'Rick Houk. Daruen Duchi. Dennis Duchi. Mike T|lill@ Doug Gendron Mike Benton Duane Charter. ilair G;y*;.dffiffi ' Weed, CA. (800) 374-0210. (916) 938.2771 Frx 916.938-3227. Bill'Duchi. Joanie Brmr rrEEurvA-levvr9rr-v.rv-lJrvrv99-arfr-rAAvrv'vtq'qclr-wtuwilt-swntgtwll

Reddin g, CA (800) 427 -8253. (91 6) 221 -40{0 Frx 91 6-221 -40b4 Fred Duehi Don Cherovsky' Don Frank'Randy Jones'Jelnilet Doss

SPECIES r pins r fls6-[i1 r Douglas Fir .

PRODUCTS Sebc{ed Fascia. Patem $dr{F Canadian SPF (Spruce) White Fir

.WestemRedCedar lnd

,.Wl Crrating Lurber Fenciry Mb Redrvood. lncense Cedar .1,r .'

.[h*i[g. Posts & Rals

Senate Upholds Salvage Bill

Despite intense lobbying by the Clinton Administration, the Senate voted 54-42 against a repeal of the timber salvage amendment.

Clinton signed the bill into law as part of an emergency spending bill last summer. but on recent election campaign stops has been pleading to

restore fish and wildlife protections.

Sen. Mark Hatfield (R-Or.) said, "This is not a forestry or environmental problem. This is a political problem put into environmental wraps for the sake of the political election cycle."

The new amendment from Sen. Patty Murray (D-Wa.) would have reinstated most environmental protec-

tions temporarily suspended last year in an effort to salvage dead and dying wood from fire-prone forests. The special rules last through the end of the year and could be extended.

Murray's amendment also would have halted the logging of thousands of Pacific Northwest acres the Forest Service already sold to contractors.

How to make Just-ln-Time wtrrk for UELI... trtrmplete distribution servitres - trustomized to Uour needs

Just-ln-Time offers tremendous advantages but it is not free. Invariably there are increased hansportation and material costs, and hidden liabilities in having to use alternative vendors that seem to fit your JIT needs, even though you may prefer the product of another.

The answer is a'butfer,' a distribution service that can receive material via any mode, store it if necessary and deliver it on a Just-ln-Time basis. Transporlation costs can be held down... inequities in production vs. demand moderated,,.on-hand plant inventories minimized... and relationships with vendors continued, and olten expanded.

ll you decide that J-l-T is what you want.,. that's your business.

lf you need help to make it happen... that's our business.

We relieve lhe burden of logistics management by acting as receiver, warehouseman, inventory controller and distributor... and do it more etficiently and cost elfectively.

Railway Express is a full-service distribution company specializing in lumber, building malerials and other durable products. We provide:

Facilities to receive inbound railcarloads & trucks

Complele warehousing services

Administrative services

Oulbound rail & lruck loading Claims assistance

. Delivery/distribution using our own fleet of trucks

Complete logistics management programs

Storage (month-to-month or permanent)

Based in the heart of Southern California's Inland Empire, we are served by the Union Pacific Railroad and offer:

.90,000-sq. ft. warehouse .5-1/2 acres outside fenced storage

17-car rail spur . Drive-thru truck loading & unloading

Adequate lighting for night-time operation Professional security

Computerized inventory control

Heavy-duty lilt trucks with expandable forks & side'shift

Capacities to 16,000 lbs.

Railway Express will:

Call customer wlth unload tally

Advise customer & railroad of any overage, shortage or damage

Supply customer with pictures & documentation for OS&D claims

Advise customer of in-transit delays

Provide in-house trucking service lo all points in Ca., Az. and Nv.

Make appointments for delivery

Make deliveries on schedule provided by customer

We Know Hardwoods

"Wood Never Had It 5o Eood"

Creativity In Cross Merchandising

Dealers can more than double their sales by simply changing around some displays, according to a Mueller Retail Hardware Research Foundation study.

The key is cross merchandising. A prime example in the study was displaying extension cords, which are normally found in the electrical department, with string trimmers, which are traditionally sold in the lawn and garden department. Since string trimmers have very short cords, buyers could see the need for the extension cords right when they were making their purchase and could conveniently pick them both up from one display.

The technique can work for a variety of products in many different ways. Ideas from Daubert Coated Products include:

I \ Turn single-product end-caps into multi- lev e I arran gement s.

Multiply the effectiveness of endcaps by stocking them with a variety of related products and even featuring purchase-incentive offers, such as "buy two, get one free." This set-up

encourages customers to buy more combinations of items and may even cause them to purchase products they didn't think of buying before viewing the display.

I

\ Establish a regular "solutions of the Month" display.

Think about the most common questions your customers ask about home improvement projects and provide the answers through a unique cross merchandising exhibit. For example, a wall repair display might unite various types of taping compound, wall patch, taping blades, sandpaper, primer, dropcloths and other patching tools.

^,1 Tak, advantage of the expanding availability of wedding registries. Department stores no longer hold the monopoly on registering engaged couples for wedding gifts they'd like to receive, as home centers become increasingly popular registry sites for young couples. Make gift buying easier for their friends - and your customers - by setting up a special "Bridal Display" fea-

turing some of the most practical home/apartment items you sell, such as brooms, garbage cans, laundry baskets and gardening equipment. Also present fun ideas like mailboxes, brass door knockers, welcome mats and gift certificates. Of course, include companion items with each, such as garbage bags for the garbage cans, tools for hanging the door knocker, etc.

I 1 Develop and maintain a demo graphically -targ ete d disp lay.

In this area, you'll want to offer products that meet the specific needs of a different type and/or age of customers each month. For example, one month you could offer products that new or expectant parents will want, including electrical outlet covers, cabinet locks, gates, poison stickers and more.

Unlike most other cross merchandising displays, this one doesn't offer products that are used together during the same projects, but rather it provides products that are all commonly used by the same types of people.

SWANEZE

lrtlood Screws

rGFG:MEffirremrn

--

o Diamond oattern head blends with wood

Small head diameter permits face nailing and blind nailing o Annular ring threads oreclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

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

For additional data and dealer intormation:

LDTTBRS

HAPPYRETT]RNS

We recently resubscribed to The Merchant Magazine after an absence of several years. I can't tell you why we ever stopped our subscription. I didn't realize how much information your publication really provides. From the very first issue we received, we have been able to utilize several contacts and one in particular helped us to solve a source problem for a product we use all the time. Needless to say, we are happy with the results.

Keep up the good work.

Woodland

1480 E. Grand Ave. Pomona, Ca.91766

Service Tops Survey

Customer service is the most important topic for training in wholesale distribution, according to a Distribution Research & Education Foundation studv.

BAD DEBT can be costly to offset. In a dillicult market, this loss must be kept under control to ensure profitabilily. The above chart illustrales lhe additional sales that must be generated to recoup bad debt losses.

Training in customer service was rated "very important" or "important" by 9lVo of respondents, followed by training in hiring and keeping quality

people (80Vo), providing value-added services (78Vo), pricing strategies to build profits (77Vo), and increasing productivity to lower costs (7780).

THE TREATED AI{SWER

Lumber, phldood, round stock stokes, poles, & pilings

Agency stomped, ground contocf fire retordont oressure-treoted wood products

ACZA tr CCA D CREOSOTE I PENTA tr FIRE RETARDANTS

Chorles Thompson o Shown Kelley

Frank D. Robertson

P.O. Box 547, Cloverdale, Ca. 95425

Joe Bowman DelCole

Ca.95954 Robert Glatt

Yes, I tLess than d say an issuett! di $1

Would you invest less than a dollar a month to help you make or save hundreds, or even thousands of dollars?

It's no secret. The successful people in our business share one common characteristic. All of them are eager seekers of news, information, facts and even tid-bits that can help them do a betterjob every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save them money. Each issue contains the latest in industry news, news of people and companies, plus New Products, New Literature, and articles and tips on how to manage, market and merchandise.

A small investment of $11 brings you 12 monthly issues. Just fill out the form below and join the successful people in orlr business.

AVBW PR@DTTCTS a;nd selected sales o;ids

Layered Look Doors

A French door from Simpson Door Co. replicates a layered, multi-dimensional look.

Green's Clear covers 150 to 200 sq. ft. per gallon for brush coat and 100 bd. ft. per five to 10 gallons for dipping dimensional lumber.

It is available in quarts, gallons, five-gallon containers and 55-gallon drums.

Circle No. 802 on p. 62

Water-Resistant Tile Backer

A 32"-wide tile backer is new from Georgia-Pacific.

Dens-Shield tile backer is reportedly ideal for wet, high-humidity areas, and is easy to install to cement board and greenboard.

Its heat-cured acrvlic surface coat-

Moulding Designer Software

Interactive software to develop room designs using decorative embossed wood mouldines is new from White River HaidwoodsWoodworks, Inc.

Windows-based White River Interact includes CAD files of popular architectural moulding profiles,

Filled with leaded glass and framed with raised moulding, the Cambria is available in 3' widths with heights of 6'8" and 8'.

The 8' door has a raised panel below the glass.

Circle No. 801 on p. 62

Transparent Preservative

A clear wood preservative from Green's Products prevents shrinking, warping, cracking or deterioration of wood without coloring.

ing with a silicone-treated core embedded within inorganic glass mats prevents the penetration of water at the surface.

The new size sheet requires less labor than cement board and weighs 27 lbs., about 15 lbs. lighter than a comparable sheet of cement board. Designed to be easily scored with a utility knife, then snapped and fastened, the sheets can be attached and aligned on studs and fastened near the edge.

Panels are ll2" thick and 5'high for underlayment of walls, floors and countertops.

Circle No. 803 on p. 62

enabling users to view profile drawings of crown and cornice mouldings, casings, baseboards and accessories, and to compare various moulding styles in rooms with varying ceiling heights.

Circle No. 804 on p. 62

Heat-Sensitive Baseboard

A residential baseboard combining stylish comfort with ease of installation has been introduced by Heatrim,/American.

The Model R baseboard is engineered to provide peak hydronic performance and comes with l/2" and 314" heating elements with reflecting interlocked aluminum fins bonded to seamless copper tubing.

It is 7-3l8" high and extends 2lll16" into the room when flush against the wall.

The fully-assembled baseboard can be shipped bulk pack or individual enclosure in 3', 4', 5', 6', 7' and 8' lengths. Assembled 2' units and 10' and 12'enclosures are available.

Circle No. 805 on p. 62

Fiber-Cement Roofing Panels

A fiber-cement roofing panel is new from Re-Con Building Products, Inc.

on any product in this section is available by circling the corresponding Reader Service number on page 62 and sending the form to The Merchant Magazine, either by FAX 714-852-0231, by mail to 45OO Campus Dr., Ste. 48O, Newport Beach, Ca. 92660, or just call us at (714) 852-1990.

Pallet Rack Beams

A non-step beam for pallet rack applications is available from Clymer Enterprises.

Available in shake or slate, the 48"-long Quantum roof panels have a 9-1l2" exposure and are lightweight, wind-resistant, hail resistant, and can be walked on.

Panels come in three colors.

Circle No. 806 on o. 62

Hands-Free Laser Square

A laser square for fast alignment of suspended ceiling rail and cross members is available from Swanson Tool Co.

The wrench is available in 13 models from 3/4" square drive through 11/2" square drive and comes with either an inside or outside trigger handle.

Spline drive anvils are optional.

Circle No, 808 on o. 62

A RealTurn Off

An electronic light switch timer that automatically turns lights off at a preset time has been introduced by Paragon Electric Co., Inc.

Fabricated from l0-, ll-, or 12gauge, cold-rolled alloy steel up to 12', lhe Sigma-Lok beam has a 4314"-high profile, a sigma shape that

Designed to attach to a metal stud or ceiling member for hands-free alignment, the Speedlite has six translucent target windows that permit a laser beam to be seen from both sides of the square.

Made of high-impact plastic, it has raised markings for a more readable square.

Circle No. 807 on o. 62

Heavy-Duty lmpact Wrench

An industrial-rated impact wrench is new from ATP.

The ET series timer can be programmed to activated from 1 minute to 18 hours and is desisned for the direct switching of inlandescent lights, electromagnetic or electronic ballast fluorescent light, and fractional horsepower motors, within a specified rating.

Circle No. 809 on o. 62

permits a wide top bearing surface, and a concave profile for barcoding vertically or on a 45" angle on the beams.

The beam is customized with computer-assisted programs to analyze rack load data and produce CAD drawings.

Circle N0.810 on p.62

Tailored Business Software

A business management software system has been developed by Armor Systems Inc.

The Advantage Series order entry module includes order taking, billing, estimates, calculation of freight and shipping charges, review of outstanding orders and drop ship orders.

The Advantage Series software also includes 24 other accounting modules, ranging from payroll to inventory, that can be used together or separately.

Circle

Shake'Em Up Baby

Timberlake Cabinet Co. has added a shaker-style door to its oak cabinetry collection.

Reading Natural is a standard overlay cabinet with a decorative recessed panel design featuring 3/4" doors and solid hardwood frames.

The line offers 5/8" adjustable wall

shelves, hidden hinges, concealed undermount drawer glides, smooth operation and more drawer space. Available with a varietv of accessories, it can be ordered with matching plywood sides and solid hardwood drawers in a wide range of sizes.

Circle No. 812 on o. 62

Ground Zero Lift Off

A versatile stainless steel lift is available from Air Technical Industries.

Designed to lower to ground level,

the Zero-Low-Lift can lift a ranee of weights from 500 lbs. to 4,000-lbs. with sizes from 24" to 48"-wide by 36" to 7z"-long and heights of 32" to 46".

It can be stationary or mounted on wheels; is electrical powered, air powered or battery powered, and has a special hydraulic overload valve to prevent damage caused by overloadlng.

Circle No. 813 on p. 62

ChcleNo. 142ono.62

Wonder Weeder

A 16" landscaping tool from V&B Manufacturing Co. combines a toolhead with a mattock blade on one side and 4-l/2" tines on the other for loosening and pulling weeds.

Medal Edition garage door opener comes with two light panels for illumination; two multi-function remote controls programmed to one of 3.5 billion private security codes; a multifunction control panel, and a keyless entry panel that mounts to a door jamb.

Circle No. 815 on p. 62

User-Friendly Vinyl Adhesive

An all-purpose wallcovering adhesive is available from Bondex International.

The lightweight Mini-Tiller features a ductile iron tool head, flametreated hickory handle and handle-fit to resist twisting on impact.

Circle No, 814 on o. 62

Rugged Garage Door Opener

An automatic garage door opener is new from The Chamberlain Group. Featuring a ll2 hp motor, the Gold

Wood Deck Coating

A protective coating for pressure treated wood decks that reportedly costs less than half of other conventional coating products has been introduced by Burke's Protective Coatings.

Burke's Wood Deck Treatment comes in five transparent colors.

Circle No. 816 on o. 62

Designed for use with light- and medium-weight residential wallcoverings, All-Purpose Wallcovering Adhesive mixes readily with water for applications using a brush or short nap roller. It mixes to a smooth consistency and reportedly spreads easily and dries clear.

It provides tack and slip properties for simple on-surface positioning, and is said to be odorless, mildew-resistant, non-bleeding, non-staining and strippable.

Circle

Mighty Demolition Hammer

A powerful demolition hammer is available from Bosch.

For use with Bosch's SDS-max drill bits or chisels, the enclosed Bosch I l3l2E Electronic Demolition Hammer has vario-lock positioning, so the chisels can be rotated and locked into l2 positions.

grip of both flat and odd-shaped surfaces.

pruner are designed with a precisionground, heat-treated, high-carbon steel blade with a TFE non-stick coating, and special contoured grips with

The 10.8-lb. tool features an 8.8amp motor that delivers 2,600 blows per minute under load. It has a pushto-strike design that activates when pressure is applied, a handle that rotates 360" and a steel carrying case.

Circle No, 818 on p. 62

Pivot Grip Spring Clamp

A spring clamp from Wolfcraft, Inc. reportedly provides a fast, firm

Specially designed to pivot for a secure, uniform grip and to prevent marring of work surfaces, the QuickJaw Even Hold Spring Clamp is made of lightweight resin that is said to be strong, durable and rust resistant.

Textured handles provide a nonslip grip which fits in the hand to assist in holding the spring clamps.

The clamps come in 1". 2" and 3" sizes and also in sets of six clamps, two of each size.

Circle No. 819 on p. 62

Heavy-Duty Pruners

Anvil and bypass pruners are new from Ames Lawn & Garden Tools.

The Nursery series model 23-095 anvil pruner and model 23-096 bypass

a hang-up hole. The anvil pruner has a brass replaceable anvil.

Circle No. 820 on p. 62

Beaded Vinyl Siding

A beaded vinyl siding from Alcoa Building Products provides a lowmaintenance exterior with the look of wood.

Constructed of high-quality vinyl, Silhouette Beaded comes in a 6-l/2" profile in l2 colors.

Circle No. 821 on p. 62

Ceramic-Valved

Service Sink

A service sink faucet from the Speakman Co. features ceramic valves to ensure a non-rising, smooth, one-quarter-turn, on/off radius.

Windows-based WoodWorks Connections enables users to determine the perfect connector and connector configuration for specified loads.

The program also produces a dimensional connection detail and tabular report with a full materials list.

Circle No. 823 on p. 62

Stranded Gable Cutter

An air-powered cable cutter that produces a square cut on stranded cable up to 5/8" o.d. and replaces long-handle manual cutters has been introduced by Simonds, Inc.

Computers & Electronics

Radiata Pine Update

Deck Accessories

Columns & Millwork

Pricing Strategies

The SC-5822-RCP has double "o" ring seals that create a rotational seal which aligns the spindle with the bore of the cartridge body, thereby reducing wear.

Other features include vandalresistant four arm handles, a vacuum breaker, rough chrome-plated cast brass construction, sturdy top brace with wall flange, pail hook and ll2" inlets adjustable to fit 4" to 12" centers.

Circle No.822onp.62

Connections By Gomputer

WoodWorks wood design software from the American Forest & Paper Association is a special program for designing and detailing accurate postand-beam and nailed splice connections.

EEf R.E.

Featuring shear-action bypass blades, the Simonds Cable Master operates from 80 psi shop air and is available with power packs that generate from 500 to 5,000 lbs. of cutting force.

Circle No. 824 on p. 62

Co., Inc.

JT'NE

Stdtng & Roofing

Merchandising

Windows & Doors

Working with

Lumber Wholesalers

Canadian Imports tr Jur,y

Englneered Wood Products

Tools & Hardware

Pressure Treated

Wood Markets

Expo Preview: Special Full-Color

Preview of the National Building Products Dcpo

No Lock Key Power Drills

A quick-change system for drill bits and power drill accessories is available from Insty-Bit, Inc.

lower back, are made of one-piece, elastic webbing, and have four-way stretch powernet nylon.

The OK-2000 has a built-in lumbar support pad with air holes for ventilation. The OK-605 has stavs and rub-

Heads Up Cleaning

An overhead vacuum cleaner is new from Nilfisk of America. Inc.

Capable of fitting any l/4" or 3/8" power drill, the chuck key turns standard drill bits and screwdrivers into non-slipping fasteners.

Circle No. 825 on p. 62

Back ln Action

Two back support belts from Ok-l Manufacturing are contoured to fit the natural curve of the human bodv so the back of the belt extends lower than the front for additional support.

The belts are 5"-wide in front, 4"wide on the side. 8-l/2"-wide at the

ber stitching to prevent uncomfortable ride-up.

Available in sizes small to XXXL, both belts can be ordered with adjustable l-112" detachable suspenders, and can be customized with a company logo.

Circle No. 826 on p, 62

Ideal for hard-to-reach areas, the Nilfisk GS 625 collects debris in a metal container, which is operated by a foot lever.

Equipped with an extra large filter, it comes with a variety of 1-l/2" and 2" nozzle and brush attachments. including curved brushed nozzles for overhead pipes up to 24" in diameter, wall nozzles and an angled brush for corners.

Circle No. 827 onp.62

REvTEW oF YouR PRODUCT

...by advertising in ourspecial Expo Preview section. a once-a-year show insert in both The Merchant Magazine and Building Products Digest distributed at the National Building Products Expo in Chicago.

Don't miss this opportunity to reach over 2l.000 new buyers with an inexpensive ad and a free story about your product!

Ad reservation deadline is June 3. 1996.

Custom Sheet-Vinyl Flooring

A new sheet-vinyl flooring line has been introduced by Colmar, Inc.

Available in 12'rolls. the Reserve line offers a urethane wear layer, an overlaid design, a special backing for extra-secure installation, and either perimeter or full-spread installation with premixed perimeter adhesives for porous or nonporous subfloors.

Newfangled Untangler

A holder from Barb Clamp enables users to unroll barbed wire fencing or spooled wire without tangles.

Made of hardened 20-gauge, l"diameter steel tubing, Roll-A-Wire is 36" long, 16" wide, weighs 3-I/2 lbs., can handle wire spools up to 13-112" wide, and has a rustproof finish.

RECOGNITI0N: Lumber Associalion ol Southern California's Second Growth oresident (1) John Neel (left) receives plaque from past president Michael McShane. (2) David Cruz, Rex Klopfer, Pete Ganahl, Janeece Vader, Russ Primrose. (3) Buck Byers, Neil Wierenga. (a) Todd Pollard, Mike Mische, Andree Johnson, Shawn Millerick. (5) Steve Martinez, Monika Bartko, John Allen, Pete Meichtry. (6) Chad Niedermeyer. (7) Bruce Hull, Bob Weiss. (8) Scott Pham, John Boesen, John Layman, Matt Hamilton. (9) Judy Grinder. (10) Amelia Perry, Dave Anderson, Lisa Huber. (11) Mark Ganahl, Tom Barclay, David Temple. (12) Larry Chrislensen, Mark Estrada. Speaker Brad Thrasher, Union Pacific Railroad, forecast changes expected from a UP/Southern Pacilic RR merger and Burlington Norlhern/Santa Fe merger. Second Growth is the under-4O group within LASC. Meeting was held March 5 at the Anaheim Plaza Hotel, Anaheim, Ca.

llew Treatqble Split Roil

Pumps Sqles And Profits

Troy, ID - Idaho Cedar Sales, the leading manufacturer of red cedar split rail, has pioneered a new product called North Idaho Split Rail'".

Properly treated, this Idaho White Pine product offers the durability of treated wood, plus the rustic charm of cedar split rail, but without the cedar price.

Pressure treaters and retailers alike can profit from this opportunity. Call Rob Smith or Mike Jacobs today at 800233-271.3 for more info and a sharp quote on the industry's nicest split rail: Idaho Cedar Salesthe stuff that sells!

Opening the door

A sparkling new door and window center has been opened by Dixieline Lumber Co. at their Kearny Mesa (San Diego), Ca., store.

The 3,000-sq. ft. addition is fully carpeted and features 120 doors and 150 windows on display. There are 28 vendors involved, plus catalogs to provide a complete selection.

Four people staff the section plus

three in outside sales. Gerry McEvoy is the branch manager.

The new center is structured to handle both d-i-yers and builder/contractor/developer customers.

Several hundred customers and friends attended the lavish open house February 22, partaking of copious amounts of food and soft drinks.

Incense Cedar Siding

718x6" S1S2E 4 COM

9/16x6" WP4 4 COM

11/16x6" PL Bevel 4 COM

11/16x8" PL Bevel 4 COM

2x8" Log Cabin 4 COM

11/16x6" WP4 Frontier

1 1/16x8" PL Bevel Frontier

1x8" RAB Bevel Frontier

11/16x6" RAB Bevel Frontier

7 18x8" Channel Frontier

514x6" Radius Edge Decking

2x4 S4S Utility

20,000 - 1-utx1-ut #1 EucalYPtus

Balusters (look like oak) --$2.50

#1 Cedar Lattice

PRIZE WINNER (1) Jean Brock (left) is presented a 20" Panasonic TV/VCR by store man' aqer Sergio Paz during grand opening of Dixieline L-umbe/s new D6oi & Windbw Center. (2) Dan Roach, Bill Cowling ll, John Brown. (3) Jenifer Jacobsen, Kelly Lyon. (4) John Enerua, Andrea Monti, branch'm{r. Geiry McEvoy. (5)

Tim O'Neil, Brian Bredberg. (6) Jim Trahern, Allen Hamlin. (7) Bill Shadden, Joe Lawrence, Dave Williamson, Ski Knowles. (8) Trus-Joist MacMillan Silent Floor display features TimberStrand studs fronting Dixieline's 1922 Ruggles truck (one of six extant) used for delivery-ii tszos. original cost: $1,500.

SURPRISE party caught Creighton Anfinson, retiring namesake of Anfinson Lumber Sales, Fontana, Ca., unaware. (1) Carol & Creighton Anfinson, (2) Mike & Stephanie Anf,nsonl Terr Christie, Kelly Hearin. (3) Ted & Rosie Gilbert. (4) Chuck Bush, Neil & Edith Jacobe, Mike Bush. (5) Dick & JoAnn Wood, Alan Bohnhoff, (6) Bud & Gerri Bach, Bernie & Bob Halbert. (7) Abe Willis, Chuck & Audrey Lember, Cheryl & Phil Guardia. (8) Ted & Myrna Pollard, Marti Cutler (9) Joe Schoneman, Nelson Sembach, Ed Feduniw, Curly Cowan, Don Derbes, (10) Ralph & Jerri Cardwell, Sherry & Richard Hilliard. (11) Jon Wilson, Wayne Wilson, Leon Stroemer. (12) Una & Frank lvanovich, Marilyn & Robbie Robbins. (13) Mike Anlinson, Vic Baldwin, Inga lllchen. (14) Don & lda Stobaugh. (15) Phyllis & Pete Speek. (16) Lynne & Phil Butterfield. (17) Hugo & Phyllis Miller. The party was held Feb. 24 at La Vie en Rose Restaurant in Brea, Ca. Yes, he really was surpnsed.

D IRCH has seen - and done - it .fDall. In the Colonial days of the 18th Century, birch was used in Hiawatha's birch bark canoes and Hepplewhite's tables.

In the 19th Century, it was valuable for Hitchcock and Windsor chairs and Biedemeier chests. In the 1920s, blond birch Scandinavian designs became a symbol of modern Europe. The British Mosquito aircraft of World War II was built of birch plywood, while in recent memory birch has been a favorite for wood kitchens.

Actually, birch includes some 50 to 60 species of trees and shrubs around the world. The major U.S. species are yellow birch (Betula lutea, the most abundant species, also called hard, silver or swamp birch) and sweet birch (Betula lenta, also known as black or cherry birch). These grow

Story at a Glance

Since Colonial days, birch has been a valuable hardwood in America ... a top species for kitchen cabinets.

in the north central region and south down the Appalachian range. While often a common tree, it is not as a rule very large. Trees grow tallest and strongest near the Canadian border in the Lake States area, with more than half the stand in Michigan.

Lower in both availability and demand is red river birch (Betula nigra), although the species produces unusually attractive solid paneling.

Paper birch (Betula papyrifera, also known as white birch and American birch) is primarily a

The hardwood heritage of birch

Canadian species. It also grows in northern and western U.S. regions, serving several industrial markets.

In veneer form, the sapwood of rotary-cut birch is sold separately as "selected white," and the heartwood as "selected red." Most of the birch output, however, is simply called "natural birch," having a wide variety of color combinations, and with character markings retained for consumer appeal.

It features pale, reddish-brown heartwood, with creamy white sapwood. Because of the distinct color difference, some users specify sap birch (all sap or white wood cuttings) or red birch (all heartwood cuttings). Yet the wood is typically sold unselected, and when stained, it does not show a marked difference between heartwood and sapwood.

It is a dense, close-grained wood with a distinct but not prominent pattern. Sometimes birch shows very small pin knots and often shiny burl wood. Quarter-sawing produces a straight, fine-grain configuration, rotary-cutting creates a swirl figure.

Yellow birch is relatively heavy (avg. 43 lbs. per cu. ft.), hard (avg. specific gravity 0.55), strong, stiff, with high shock resistance. It is about the weight of oak, and compares favorablv with ash for toushness and

other strength properties.

The versatile wood takes paint and varnish well. Shrinkage is relatively high and slow, careful seasoning is required to prevent checking and warping. It is low in decay resistance, liable to attack by common furniture beetles and moderately resistant to preservative treatment, with the sapwood permeable.

The wood works fairly easily, but is more readily shaped by machine than hand tools. It has only a moderate dulling effect on cutters and finishes smoothly if straight grained. The cutting angle should be reduced to 15" on curly grained material or disturbed grain around knots. It nails well, glues well with care and takes stain and varnish extremely well. Its uniform. dense surface is free from large groups of pores, ensuring a permanent smooth finish.

Birch has long been used in kitchen cabinets and other carpentry for the home and office. Its fine grain pattern and excellent working qualities also suit many woodworking projects. Other uses include paneling, intricately turned posts, table, chair and desk legs, doors, floors, boxes, baskets, crates, woodenware, spools, bobbins. handles and brush backs.

It is average priced and readily available in both veneer and lumber.

Signing Off

A catalog of safety , identification and compliance signs is free from Americraft Co., Inc., Box 2500-CI, Palmetto, Fl. 34220; (800) 237-3984.

The Pink Stuff

An 8-p. vinyl siding brochure is free from Owens Corning, Fiberglas Tower, Toledo, Oh.43659; (800) 438-7465.

Telephone 312 427-0733

Get a copy of ar1yNpw,," Literature item, by. contacting : :::::each, company direCily.

Mention :fou $slv, it fu1, : TheMerchantl ::

Anti-Corrosion Brochure

A 4-p. phenolic resin coating brochure is free tiom L.J. Wing, 515 John Fitch Blvd., South Windsor, Ct. 06074i (203) 289-6843.

Vinyl Construction Windows

A 6-p. double-hung, slider and picture vinyl window brochure is free from Fiberlux, Inc., 3010 Westchester Ave., Purchase, N.Y. 10577; (800) 688-7711.

Remodelingl-2-g

The 480-p. "Home Improvement l-23," detailing home repair and remodeling work, is $34.95 from Meredith Book Group, 1716 Locust St., Des Moines, Ia. 50309; (515) 284-3000.

Aquatic Structures

The 8-p. "Wood & Water Marine Case Studies," detailing eight marine projects, is free from the Southern Pine Council. P.O. Box 641700, Kenner, La. 70064; (50/.) 443-464.

Home Sweet Home

"Do-It-Yourself Housebuilding: The Complete Handbook" is 24.95 from Sterling Publishing Co., Inc., 387 Park Ave. S., New York, N.Y. 10016; (212) 532-7160.

Windows And Doors Galore

A l6-p. Astoria window and patio door collection brochure is free from Louisiana-Pacific Windows & Doors, 324 Wooster Rd. N., Barberton, Oh. 44203: QlO745-166r.

Tile lnstallation Focus

A detailed, six-panel ceramic tile installation products brochure is available from North American Adhesives, 530 Industrial Dr., West Chicago, I1. 60185; (800) 637-',17s3.

Fax 312 427-9323

In print or through your PC...Lumbermens Red Book information eases your credit-granting decisions.

National Red Book Subscriptions (PC access to the Lurnbermens database, which is updated daily, included free)

Canadian Subscriptions (through PC onty)

Credit Reports on U.S. and Canadian companies

Accounts Receivable Monitoring

Single State Editions

Mailing Lists (available on either pressuresensitive labels or diskette)

Free Dernand Collection Service

OtsITUARIDS

David J. Latimer, 33, sales representative for Allweather Wood Treaters, Washougal, Wa., died of cancer March 19 in Lebanon. Or.

Born in Lebanon, he worked as a western sales representative for Osmose Wood Preserving before joining Allweather in 1993.

Mike Vidan, 51, v.p.-gypsum division for Georgia-Pacific, Atlanta, Ga., died of a heart attack March 4 while vacationing with his family.

A native of Portland, Or., he started with Georgia-Pacific in 1969 as part of the distribution division's sales team and rose to plywood purchasing mgr. before moving to Atlanta.

Miles Davidson, 86, former general mgr. of The Terry Cos., Tarzana, Ca., died of cancer March 20 in Westlake Village, Ca.

Born in Colorado, he ioined Sun Lumber Co., Los AngelesiCa., working his way up to exec. v.p. Sun Lumber was later sold to Lone Star Industries and he was named president ofthe western region. In June 1980, he joined The Terry Cos., retiring in t991.

Carroll "Kelly" W. Galley, 92, former division lumber sales mgr. of U.S. Plywood, Anderson, Ca., died Feb. 18.

William A. "Bill" Hancock, 61, retired western regional credit mgr. for Georgia-Pacific, died Feb. 28 in Alameda. Ca.

Born in Maywood, N.J., he joined Georgia-Pacific after graduating from college in1957, retiring in 1990.

Donald E. Nelson, 51, a partner in Pacific States Plywood, San Rafael, Ca.. died March 11 in San Rafael.

He worked for U.S. Plywood, San Rafael, for three years before joining Pacific States in 1972.

Jack Fairhurst, 77, founder and president of Fairhurst Lumber of California, Eureka, Ca., died Feb. 28 in Carlsbad, Ca.

Born in Tacoma, Wa,, he founded Fairhurst after WWII, retiring in 1985.

He was past president of the West Coast Lumber Association, a predecessor of WWPA. He was past president of the Ingomar Club, Eureka.

His uncle founded Fairhurst Lumber Co. of Oregon in the 1930s and his father later joined that company.

James G. Laier, 83, co-founder of Molalla Forest Products Co., Molalla, Or., died March 2 in Indian Wells. Ca. Born in St. Croix Falls, Wi., he moved to the Pacific Northwest to work for Pope and Talbot in 1932. About 1940, he co-founded Molalla Forest Products, moving the company to Cloverdale, Ca., in 1953.

In 1970, the Cloverdale mill was sold to Masonite Corp., and Laier joined Elk River Lumber Co., Eureka, Ca., to oversee its operations, retiring in his late seventies.

The Cloverdale mill was sold to Timber Realization Co. in 1982, Louisiana-Pacific in 1983 and auctioned and dismantled in 1995-96.

C&E Lumber Company

BVC

.

.

.

.

INLAND EMPIRE, Ca., contractor lumberyard seeks outside salesperson with following. Reply to Box 661, c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.9266O.

OUTSIDE SALESPERSON: Central California lumber company is looking for an outside salesperson to service the Paso Robles region. Must be experienced in selling to contractors. Excellent compensation package. Send resume to Big Creek Lumber,745 Riverside Ave., Paso Robles, Ca. 93446; Attn: Ken Wall.

INSIDE SALES: Landmark Forest Products is looking for an experienced Inside Salesperson to join our So. California Sales Team. Be part of our growing company that is serving customers in eleven (ll) western states. Terrific compensation & benefits program. Contact Lance Duke at (909) 888-6747 or FAX 909885-5778.

Twenty-five (25) words for $23. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca.92660. Make checks payable to The Merchant Magazine. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

DO YOU KNOW HOW TO SELL? Phillips

Plywood has an outside sales position open in the Inland Empire. Experience with hardwood plywood or plastic laminate helpful. Excellent compensation package. Mail resume to: Corporate Headquarters, P.O. Box 10256, Van Nuys, Ca. 91410-0256.

LUMBER SALES: Robbins Lumber Sales is looking for an experienced lumber salesperson with main emphasis on Industriaylow Grade Lumber Sales. Greater Southern California area. Reply in confidence. Send resume to Robbins Lumber Sales, Inc., P.O. Box 757, Fontana, Ca.92334, or call Rick Robbins, (909) 829-3t41.

BUSINESS IS GOOD at Weber Plywood. We need another salesperson. Contact Butch Pope, (714) 259-l 100.

OVER 28 YEARS experience retail/wholesale. As v.p./g.m. responsible for largest growth in company's history. Sales/bottom line. Proven track record. Will relocate for right challenge. (818) 352-2064 - FAX 8r8-353-9492.

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

(714)852-1990

ouR woRLD IS EXPANDING. WOULD YOU LIKE TO IOIN US?

Louisiana-Pacific's Western Division trading office is currently hiring experienced traders. Opportunities exist in every aspect of trading inchding GDF, Inland, Western and Eastern spruce, SYP, panel produe$ indUstrials, and e)iport.

If you have been selling woqd products for fure *.ratt Z years and would like to realize your potential, LP is the place tot tot. ,..,

LP offers vast trading opporti.mitias with the financial strength of a Fortune 500 comPany. Compensation and benefits meet or exceed industry standards.

COME AND D(PAND YOUR WORLD

Please send resumes to: ,,i,, ::,

Louisiana-Pacific Corporation, Western Division Trading Office, Attn: Human Resources, P.O. Box 1525, Lake Oswego, Oregon 97035 (s03) 624-9004

A11 correspondence will be strictly confidential.

WEWANTYOURORPHANS!

We will work on your adoptions of closeouts, misruns, overruns, discounted stock, weathered, down fall, used or forgotten in any species ofpanel or lumber product. Please Fax us all the details at (503) 682-1411, Attention Ted or Steve. Will return to all by phone.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DF floor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

For more information contact: Eric Knipe 9148 Exposition Drive * Los Angeles, CA 90034 Telephone (310) 815- 1200* FAX310-815-3557

CHARGES:

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, (310) 4220426.

California Lumber I C L I InsPection service U S/ certified Agency 6Y 'si lilllsii3glt Sacramento $ | 6) 1 22-2500 Portland. Or. (503) 221-6105 P.O. Box 6989. San Jose, Ca.95150

-SOUTHERN CALIFORNIA

GREATER SAN FRANCISCO BAY AREA

Baxler & Co., J.H..... ......(415) 3490201

Big Creek Lumber C,o ....(408) 423-4898

Calllomia Forest Pr0ducts..............................(408) 842-1 673

Califomia Lumber lnspection

462-1264

Jones Wholesale Lumb€r Co. ........................(21 3) 567-1 301

Lane Stanton Vance ......(818) 968-8331

MacBeath Hardwood .....(213) 723-3301

MaxiTile, Inc.........................(800) 338-8453 (31 0) 217-0316

Penberthy LumberCo..........(8m) 229-2580 (310) 835-6222

Precision Mill & Lumber Co. (213) 849-3229 (818) 842-8139

Product Sales Co. .........(800) 66O8680

Soulhwest PwoodAumber (21 3) 636-9891 (800) 982-9891

Station l Anti-Flame ......(310) 815-1200

Toal Lumber C0...... .......(310) 945-3889

Weyerhaeuser (Long Beach) .........................(31 0) 432-3373

weyerhaeuser (Santa Cladta)........................(805) 25G3500

ORANGE, RIVERSIDE & SAN BERNARDINO

All-Coast Forest Products ..............................(909) 627-8551

Anfinson Lumber Sales ......,....,.,....,..,............(909) 6814707

Bear Forest Products ....(909) 369-8010

Califomia Lumber Inspection SeMce.............(714) 962-9994

Cal Stale Forest Products....(714) 282-2899 (800) 9592737

C&E Lumberco..... .......(909) 624-2709

Capital Lumbefc,o. .......(909) 591-4861

Cascade Empire...., .......(714\877-2102

Coastal Lumber Co. ......(909) 591-2226

Columbia Forest Products..............................(800) 547-1 791

DiabloTimber......... .......(909) i85-7531

El & El Wood Products C0rp..........................(909) 591-0339

Evergreen Lumber & M01din9.........................(71 4) 921-8088

Fontana Wholesale Lumber, Inc. ............,,.....(909) 350-1214

Flex Trim..............................(800) 356-9060 (909) 944-6665

NORTHERN &

CENTRAL CALIFORNIA

Britt Lumber Co. ......(707) 822-1ng

Louisiana-Pacific CoD. ..................................(707\ u3-7 511 Miller Redwood Co.. ......1707\ 464-3144

Northcoast Hardwoods...................................(704 826-7690

Pacif ic Lumber Co. (Scotia)............................(704 764-8888 Redwood lnspecf ion Service..........................(707], 444-3024

Reid & Wright, Inc. .. ......(800) 221-6983

Simpson Timber Co. ......(707],822-0371

Pacilic Lumber Co. .......(714) 367-1643

Paradise Packaging.............(800) 414-4145 (909) 698-6938

Parr Lumber C0...... .......(909) 627-0953

Product Sales C0.................(800) 660-8680 (714) 998-8680

Profile Planing Mill.. .......(714) 546-9661

Railway Express..... .......(909) 685-8838

Heel Lumber Seryice (OC) ..(800) 675-7335 (714) 632-1988

Reel Lumber Service (Riverside) ...................(909) 781-0564

Regal Custom Millwork........(714) 776-1673 (714) 632-2488

Resinart Corp......... .......(800) 258-8820

R.E. Trucking.......................(8Nl 222-8782 (909) 92&5871

south Bay Forest Products c0.......................(714) 637-5350

Strala Forest Produc{s ...................................(714) 751-0800

Taylor Lumber Services .................................(909) 78$20S4

Treated Forest Products.................................(71 4) 5495840

Weber Plywood & Lumber...(8C,0) 432-7300 (714) 2591 100

Weinig, Michael...... .......(909) 465-1385

Weyerhaeuser (Anaheim) .........,....................(71 4) 772-5880

Weyerhaeuser (Fontana).....(800) 647-762 (909) 877-6100

SAN DIEGO AREA

Dixieline Lumber Co .......(800) 349-4354

Lane Stanton Vance ......(619) 442-0821

Martin Brothers Wholesale Lumber Co. .........(619) 561-5151

Weyerhaeuser Co. . .......(800) 647-7762

PACIFIC NORTHWEST

WASHINGTON

SEATTLE / TACOMA AREA

APA-Enoineered Wood Association..............(206) 565-6600

Georgia-Pacific Corp ......(zoolms-oloo

Golding Sullivan Lumber Sales (Sequim).......(360) 681-7444

Kelleher Corp. ......(206) 735-5780

K-Ply, Inc. ......(800) 42e701 7 Lumber Products..... ......(206) 251-5151

McFarland Cascade ......(800) 42e8fi0

PGL Building Products (Aubum)....................(206) 941-2600

Simpson Timber C0. ......(206) 292-5000

Wood Preservino C0........................@00]. 472-77

ROCKY MOUNTAINS -

Harvaii Wood Preserving C0. .........................(808) 871-8888 ldaho Cedar Sales (Troy)...............................(208)

Honolulu Wood Treatin9.................................(808) 682-5704 Potlatch (Lewiston).........................................(208)

H0nsad0r.....................-.................................(goai oez-zot t Millriver Architectuial Hardwoods...................(2081

V=*so-roM: LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH, WORKABILITY AND UNI FORMITY . 1.31 4' THICK.

V=*so-.ot LVL WITH UNIOUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS, 3-1/2" OR 5-112" THICK. BOTH LVL PRODUCTS 9-112' TO 20" DEEP WITH LENGTHS

UP TO 66

Stoc^ eurET. cALL BAcK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP, WANE AND WASTE.

BCI

Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAL FRAMING FAST AND COST EFFECTIVE THEY ARE LIGHTER STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-314'& 2-5/16": DEPTHS 9-112" to 20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

C&E Lumber Co. [15E1...............,.....,....,...............................57

3-C Trucking [1061. ................................6

Chem@ IncJAllweather Wood Treates [102]..........Cover II

ChemoDite Council If19]....,,....,...,....................,....................29

Colville Indim Preision Pine Co. u 101.............................,.20

Crown Planing Mill U451.

csr Ir06t.................,......,... I1061................

"D" Stake Mill Ift

Dixieline Lumber Co. ............3

Dricon (Hickon Corp) [f 37] -------.........................,.....,.41

trontana Whof 6af e Lumber, lnc [1461................................(, Friesen Lumber Co. t1301........................,.............................38

Golding Sullivan Lumber Sals [121]........-----------.....31

Hase Industries (Magnetic Push Brom) [501..................50

Hampton Lumb€r Sa|s...............................,.............,......,....13

Hddwoods Utrfimited t1131...............,.........,,.......................,22

Hawaii Wod Preserving Co. [166].......................................51

Holm6 LumberCo., Fred C. u591.......................................57

Honolulu W@d Treating [123] .,,...............,..........................33

H@ver Treated W@d Pfoducb [12E1................,...,......,......36

HulT Lumber Co. [161].........................,......,..,,.........,........,,..61

Idaho Cedar Sales... ....,,............,......,....53

Inland Timber Co. [22],.........,...,,........................................32

Keller Lumber Co, If521.,......................................................51

King & Co. (ThemoTile) [1311.............................................38

Landmark For6t Products [l291.......,............,,...................,37

Louisiana-Pacilic Corp.............................,...............,.....,.....,,58

Maflco Lumber & Building Maaerials u421................,,....,.46

M&M BuildeE Supply [141] ......,...,......................................42

McFilland Carude t1f21,....,........,.......................................21

Northcosa Hardvoods, Inc IU1] ,,...,....,...............,,....,,......20

Noyo Timber Producas, Inc. U481.,.....,,....,,..,,...,........,.........48

Parr Lumb€r Co. U261............,................,,.,...,..,.........,.....,,..35

Penberthy Lumber Co. If 361.....,.............,..,..,,..,,..,,....,.........40

Phoenix Enterpris6 tf 541.........................----.-------..,...52

Prime Source Inq [1 f5)......,.,,....,,..,,..,.....,,....................,,..,...24

Product Sals Co, [104] .........,..................................................4

Springlield Group, The [l24] ................................................34

Spyd€r, Inc. [127].... ..............,,..............35

Stckton Wholesale F471.......,.....,,..,,...........,................,..,..../A

Superior W@d System [l20] ,..............................................31

Swan Secuc [139]... ..............................41

Thunderbolt W@d Treating Co. U651.,..................,............28

TraMontinental TraNport, lno U621,,....,,..,,..,..........,,,..,,62

Triple R Wholesale U55l .....,..,--------...,............,............53

Utah Wood Preserying U32l ,..............................................,.39

Western Wood Pre$fring Co, [l 18]......,....,,...,..,,..,........,,,,,27

ThenextlO0years

hen ownership of J.H. Baxter passed into the hands of the Baxter family's fourth generation, we adopted a new philosophy based on a simple quesfion:

Wat are our customers'needs?

It's true that we have a rich tradition of customer service in our 100-year history but we're not the same company we were a century ago. In fact, we're not the same company we were yesterday. At J.H. Baxter, that's how success is measuredby meeting your needs better than the day before.

Sure, it's fun to look back. The U.S. forest products industry had barely been born 100 years ago when Baxter lumber schooners began sailing up and down the West Coast. That's when the Baxter family business originally became an industry leader. After generations of prudent investment in nature's most renewable resource, our ongoing dedication and effective management of company timberlands continue to provide financial strengh and stability for generations to come.

But J.H. Baxter refuses to rest on its laurels. We believe that our continued success depends on giving you technically advanced treating options. service. reliabiliry and quality products. We also offer value-added services tailored to your needs.

industry leadership spans three primary businesses-

Our long-term success in these areas is the direct result ofinsisting that all business relationships be based on integrity, quality, customer service, and value. That's the only way we do business.

proud of the long-term relationships

developed with our customers. And we're the

of the diverse interests our customers rep-

resent - fiom designers to end users. But we're most proud of the fact that you trust us to help you meet your unique wood-preserving needs.

You are the people we keep in focus. To whom we dedicatethe next l00years.

Timber Management, Wood Treatment, and Chemical Licensing.

the Olympic Tiaining Cmter near San Diego.

we're

u00a meers sffenQtn and durability nieds l, we've

lohn Balshore 'iiirrirrTi,ii,, ,, proud

Petaluma, CA.

Californin's unique Shoreline Amphitheatu utilizes a oariety of l.H.Baxter treated wood.

Todav. J.H. Baxter's

TimberlVood" light standards beautifu

The Elitch Gardens Twister Il roller coaster in Denau was built with select structural Douglas Fir treated by l.H. Baxter.