Merchant Magazine - May 1979

the lumber, building materials and home improvement markets in 13 Western Sfates-Since 1922

lllftr.:l:il:Il:ili1 torture tests. But he had his doubts this one.

Cameron Swayze is a world o<pert

front dhim was a typical floor system l2-inctr joists, 16 indres on center. that was Louisiana-Pacifi c's

st exterior partideboardRedex. y'ith Swalze's help, we gave the product Fost qqlere punis_hment we could _think /e took Tunga, a 9,(XX) pound elephant walked him across the face of this As you can see from the photo, did everything he could to demolish ex, but as Swalze summed up amazing L-P Redex. Sfrong to hold this four and a half ton

lc Redex so otrong?

particles have been mixed with :ra long, extra strong ffbers of Douglas Then with phenolic resin, it is all bonded

together under intense pressure and heat. Finally, the long edges are tongue and grooved and all four edges sealed to control moisfure absorption.

The result is a board of excellent internal bond and rupture resistance. On top of that Redex knows how to take a nail. Or a staple. And there are no face or core voids to contend with. No ctrecking or delaminating.

Reder Gan savc you a ton of moncytoo.

Forget about underlayment or other subflooring. Redex will handle everything. Which means you cut materials coet by about 30 per cent for every 2,(XX) square feet compared to other usual flooring construction, at the same time taking a big chunk out oflabor costs.

Speaking of saving labor, Redex tongue and groove also does away with the need

for blocking. So installation time is reduced by 8 to 10 manhours per average home. And looh who approvec:

The FHA,ICBO, BOCA and Southern Building Congress all say Redex meets or c(ceeds their standards. In fact. Redex has been tested by the Underwriters laboratory and meets Class III Flame Spread rating. Ilhe more informadon?

Give us a call at (7071528-680, or write Louisiana-Paciftc, 1300 S.W. Fifth Avenue, Portf and, Oregon 97 201.

- JohnCameronSuayze

Practical experience, excellent service and wide versatility. Expertise in milling, selling and buying lumber. Wide assortment of lumbermilled to your specifications. The latest in versatile equipment.

Lumber milled to practically any specification.

3 convenient locations to serve you.

Associate Editor

Juanita Lovret

('ontributing Uditors

[)u igh t Cu rnrn

Gagc McKinnev

Al Kcrper

Art Director Mlrthu lirlcrl'

Staff Artist Tcrrl Wilson

Circulation Lincla Rornlnorvski

Thc Mcrclrunt Mlglzinc (USPS 796-560) is publishcd nronthlv at 45(f0 Canrpus Dr.. Suite 4ttt). Newport lleach, ('a. 92660. phone l7l4l 549-ll.l9-1, bv Thc Mcrclrant Muglzine'. lnc. Seconcl -cllss ltostugc riltcs llili(l ilt Ncrvport Ilclch. Ca.. lncl uclclitional olllccs. Advcrtising filtes !lllorr rcqLrcst.

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ST I}S('RIPI'IONS

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1'III- NI ER('HAN'I' NIA(JAZINI.] is tt rr itrtlL,lrt'rrtlt'trtl.t -on rrL'tl lttthliLutiort lrtr tltr rctuil. wlrolavlc urrl di.strihtttiotr layL'ls ol tlt<' ltttrrhcr. htriltlr t 14 r t tt t t r i u Ls tu t I I t o t t t, r t 1 t r o rL, t t t t' r t I ltLt.sitrt'ss irt lltL' l.l W:(\t(nt \tot(\: ( ott (r I t I ru I i r,q ot t rttt'rcltu r ttl i si tt g ltl tts itt,ltt:lrt ttt tt\ (!iltl ntlt t l,t t'l(tliril.

DIRECT M ILL SPECIALISTS

RedwoodoCedar.Pine

Douglas Fir o Hem-Fir

Redwood Timbers o Cedar . Fence Material

Handsplit Rustic Posts & Rails

Who says you can't have everythingl

ROOFING MASONITE TIMBERS PLYWOOD FENCING

Crown Plywood will meet allyour requirements for sanded plywood, sheathings and plywood sidings. And that's just for starters. You'll find a complete line of cedar and redwood fencing here, too. Posts and rails included. Plus a full selection of Redwood lath and bender board.

Need Douglas Fir timbers or roofing? We have exactly what you need.

You can also count on Crown Plywood for Masonite@ brand siding and hardboard products. In fact, we have the largest stock of Masonite siding inallof Southern California. So you're assured of a versatile, durable, easily-applied siding at a price you can depend on.

As you can see, Crown Plywood has a wide range of products and we are ready to handle any size order, mixed loads as well. To sum it up, Crown Plywood is ready when you are - with everything.

EDITORilAL

The Old Homestead

1|l NE OF THE positive factors expected to V bolster new home construction in the 1980s is that a rising percentage of the population will be in the home-buying age bracket. Interestingly, a parallel situation exists in the home improvement field.

It seems that an increasing share of America's existing homes are getting long in the tooth. Statistics indicate that approximately one million homes per year are moving into that age bracket where they can reasonably be expected to require a booster shot of home remodeling and improvement. The possibilities seem tantalizing for anyone who sells, services or supplies the materials that will go into this growth segment of the economy.

Nine years ago there were about 38 million homes that had reached their majority, so to speak, of 2l years or older. By next year, that figure will have increased by nine million, to 47 million. Oldies but goodies that will just flat need refurbishment.

Because the home remodeling market has seemed to be recession proof, some rather extravagant claims have been made for it as a market for wood products and other building materials. Yet the numbers seem to back up most claims. For the last ten years, come hell or high water, this segment has been averaging 150/o growth per year. Of this, the do-it-yourselfer accounts for almost a third of the total. And this share is expected to rise, by 1990, to a remarkable 40o/o of home remodeling.

Not only the age of the U.S. home, but our attitudes toward older homes indicates a growing realization of the values inherent in the older structures. Victorian homes are much in vogue, a first step in public understanding and appreciation of the quality materials and workmanship found only in older houses.

A return to the inner city, aided by government programs, such as Denver's successful attempts to save older neighborhoods, are other signs that the direction for home improvement continues to be up, up and away.

Seruing the lumber, building materials and home improvement markets in 13 Western Sfafes - Since 1922

CUSTOM MILLING . SOFTWOOD o HARDWOOD

Serving the Lumber Industry, Cabinet Shops, Furniture Manufacturers, and Wholesale Lumber Distributors.

SPACEMAKER DRAWERS. seeing them in action can lead to add-on sales. lnstalled beneath kitchen cabinets for added soace. they give customers the 0pportunity t0 "touch and feel", plus provide an actual look at installation.

Kitchen &bath sales ideas

AMODEL kitchen or bath Fl should attract attention. compelling home improvement customers to move in for a closer look.

Creative presentations of kitchen cabinets, appliances, vanities and related high ticket items can help maximize sales potential and set your store apart from others with a look of individuality.

Department stores, when merchandising furniture, entice customers to browse through innovative and eye-catching room settings. Should a kitchen or bath be any different? Making these areas as inviting as possible will help draw traffic and spur ideas. Customers in turn will find it easier to visualize these products in their own homes.

Color makes a bold statement and can add real dash and excitement to a model kitchen or bath. Wall and floor coverings are one place to start. A designer's recommendations may pay off here. Smaller accessories and props will help make the area come alive. Add a bright dish drainer and tray, a color-coordinated wastebasket or live plants to help wake up the scene. Line shelves with your bestselling shelf liner to brighten cabinet interiors.

Whenever possible choose products directly from your store so you can reler customers to other departments. Cross merchandising should be designed to stimulate tiein sales. Mock windows in a model kitchen can help sell shutters or window shades. Vanities, bath and shower stalls make perfect settings for related bath products. Kitchen cabinets and drawers serve double duty when demonstrating kitchen organlzers.

Upkeep, of course, is a consideration. Some props require more housekeeping than others. Organizers installed inside kitchen cabinets will stay practically dustfree and one installation can be a permanent addition.

Surprise customers who love to peek into cabinets by "propping the props" for added realism. Stock Rubbermaid's wrap and bag organizer. for instance. with foils and wax paper. Slip a few shopping bags into the grocery bag holder for a lived-in look. Supply the kitchen and bath areas with a clean-up caddy inside cabinet doors, outfitted with a few cleaning cloths and sponges. Spacemaker Drawers installed beneath upper kitchen cabinets will clearly show curious customers how they can make use of what is often wasted space in their own kitchens.

Cross merchandising can be a silent salesperson but make it easy on the customer. Signing should clearly show where to find items. Even a countertop sign reading "Organizers Available in Housewares" may augment sales or tack a note listing "Found in Aisle No. -"on each prop. Generate on-thespot sales with a display of shelf liner near the model kitchen where the liner is in use.

You might consider monitoring sales of tie-in products before and after their addition to kitchen and bath areas. This will help shed light on which items benefit most from cross merchandising.

Sfory at a Glance

How to put sales producing spark into kitchen and bath displays. use cross merchandising to stimulate tie-in sales. ."prop the props" for the realism d-i-yers appreciate.

SlillPLE T0UCIIES such as a vanity wastebasket, live plant and basket with guest towels help soften a bath center and add interest.

SPARK IIiTEREST in kitchen cabinetry and products from other departments by cross merchandising. In this model kitchen, Rubbermaid's wrap and bag organizer is attached to a cabinet door. Secondary props ol wrapping papers and bags help call attention to the oroduct's use and orovide a lived-in look. Shelf liner adds color to cabinet interiors, too.

CONTINENTAL FOREST PRODUCTS, INC.

P. O. Box 159

Lake Oswego, Or.97034

(503) 635-3681

TOLL FREE:

(800) 547-8465

-

MANUFACTURERS OF CLEAR CEDAR BEVEL SIDING for smooth and textured siding applications.

This clear CEDAR BEVET SIDING is made in Il2x4

to 6' shorts.

AT OUR MODERN TACOMA, WASHINGTON MILL we also make clear T & G Vee Joint Siding and Paneling in Random Length and End Matched.

DAMAGE-FREE DETMRY to you is assured by our unique cardboard cafton packaging system. Unit lot packaging protects the product in shipment, reduces tallying errors, ensures prop€r distribution of lengths and streamlines inventory control for your salesmen.

WESTERN RED CEDAR

- ll2x6 - ll2 x8 in Random Lengths and 3'

Knilffi

New retailer targets on d-i-yer

lltHEN Sundance Lumber and UU Hardware went from original concept to Grand Opening in 18 months, it was surely a time to celebrate an admirable achievement. But to the three men who are partners in the business, it wasn't an end to the development phase of their business, but rather a beginnlng.

The initial store in La Verne, Ca., a suburb of Los Angeles, is a prototype of what they intend to be a chain of no less than six similar stores to be built in the southern California area.

The three men, all in their 30s. share a common experience of having worked, at one time or another. in the aerospace fieldfor the Lockheed Co. Mike Prodan. who has commercial and industrial building experience, and superintended the building Sundance occupies; John Huff, in addition to spending nine years selling L l0ll jetlines in Europe and the Middle East, also has owned his own retail business; Kevin Strauch worked at Eagle Rock Lumber in Los Angeles (his parents are half-owners) following his work at Lockheed in avionic subcontract administration. Young men with just the exper- ience and background to realize their business projections.

The store sits on 2 1/3rd acres. adjacent to the 210 freeway. Parking for 75 cars surrounds the 10,000 sq. ft. slumpstone building that is windowless except at the front entrance. An additional 2,000 sq. ft. are under roof in the adjoining lumber storage area, with the foundation and footings already in place to cover more of the area, all of which is paved.

Mirroring the planning and organization evident in other areas of the business, the positioning of Sundance Lumber and Hardware in its business environment reflects careful thought.

But the one firm seen as closest to their concept is National Lumber, because Sundance intends in this time of gas shortages to be a true one-stop facility for hardware and related items and to add in their experience and abilities in handing lumber and building materials. "But the thing we do best," notes Kevin Strauch, "is service. We aim to provide a respectable mix of inventory with excellent service tied in." The plan is to be a full service home center.

Their inventory has been carefully chosen to provide their d-i-y customers the good-better-best selection the home handyman needs. In their five mile radius trade area in the long-settled town of La Verne, there are still semirural areas among the new housing tracts going up. There is still plenty of room to grow left in the general area.

Sfory at a Glance

ll0Tlli balloon was one of a number of promotional gimmicks used to draw the more than 2000 that attended the Grand 0oening. In addition to radio, newspaper'and local mailings, promotion also featured an airplane carrying a lighted message under its wings. Headerboard signs of product categories around the building trim weren't in place when the photo was taken. The movie "Butch Cassidy and the Sundance Kid," was the inspiration for the company name.

And well it is as the competition in their general area is enough to give season retailers pause for thought. Included are Ole's, Builders Emporium, Gemco, 84 Lumber Co. and San Dimas Lumber.

Newhome improvement store is prototype for at least a half dozen more.. organization and planning are much in evidence at new firm.. the three partners share a common background in aerospace.

In addition to builders hardware lines, paint, plumbing and electrical, Sundance also carries wall coverings and some automotive inventory. They are heavy to garden and nursery items and intend to expand this part of the business to cater to all those new homeowners with vacant back yards. Buying is done through co-ops in some cases as well as wholesalers and some direct mill purchasing.

Their approach to charging for cutting up lumber and plywood illustrates their attitude toward service. The basic milling charge is $20 per hour, but if all the customer needs is a cut or two. they do it with a smile and at no charge. A "convenience cut" to show their customers they are serious about providing top notch service. Delivery service in the local area carries a flat $5 fee.

Projections call for a 2.75 complete inventory turnover.

Advertising and promotion were hit hard for their recent grand opening. In addition to the local radio and local newspaper, they also advertised in the los Angeles Times. For the opening they hired an airplane that overflew the facility carrying a lighted message that traveled along the underside of the wings that plugged the store and the openlng.

Budgeting calls for 3%ol' of gross to be spent for advertising, including supporting local institutions as well as developing an 8-page flyer to be locally distributed.

There are 18 employees at presenti six full time inside, five full time outside with the balance part time persons. Extensive interviewing was done among the 250 who applied, with a final selection made

that includes a good mix of retired industry people to work part time to supply the advice and counsel so important to serving the d-i-Yer. High School and college people handle the more physical work in the yard.

In some cases, they were able to find multi-purpose employees who (Please turn to pagc 60)

THE THREE who made it haooen: Mike Prodan, Kevin Strauch and John Huff. Among the VlPs at a pre-opening party were Bob Howard, Gary Cloud, Linda and Earrv Schneider and John Turner,

MEZZAI{tNE offices and conference room (2,000 sq. ft.) overlook showroom, which has clean, straightforward look about it. Wall signs (f aucet for plumbing dept., light bulb for electrical. etc.) direct customers t0 various areas. Unilorm gondola height contributes to uncluttered look. Handlettered "Specials" signs give relaxed feel. Final stocking of shelves had not been completed when these pre-opening shots were made. Suspended florescent tubes give ample oht.

Merchandising 3-D shingles

UMBER

Ib centers that think in terms of black-and-white roofi ng suffer from "tunnel vision." Thev focus their efforts on sure sales instead of the higher dollar volume potential of three-dimensional asphalt shingles.

Three-dimensional asphalt shingles continue to be the fastest growing segment of the roofing industry, but don't expect them to sell themselves.

Today's homeowner is more likely to purchase quality remodeling materials, including roofing, since many feel an investment in home improvement is a hedge

Story

sales aids are avaalable.

against inflation. Quality roofing enhances that investment and can be sold in terms of added beauty and protection. But you have to do the selling.

Retailers who successfully increase their roofing sales find that carefully planned displays and sound merchandising techniques add up to increased profits. Homeowners will opt for three-dimensional asphalt shingles if convinced that the combination of modern earthtone colors and a rustic appearance will give their homes a fresh, new appeal. They also value the long-term weather protection and the fire-safety benefits these shingles provide.

Eye-catching displays in wellilluminated, heavy-traffic areas stimulate roofing sales. Keep them big and prominent. Displays, with shingles in specific styles and colors applied, show how finished roofs will look. Set up display boards ar angles that offer maximum viewing convenience and use sufficient shingles on each to show the roofing to its maximum advantage.

Displays are particularly effective with three-dimensional asphalt shingles. "Big-as-life" displays

AllUEBTISII{G planning kit simplif ies dealer's ad planning tasks. Kit includes cameraready ads, headlines, copy and art for reroofing promotions and scripts lor broadcast media. AV aids are also available.

show consumers how these shingles add rustic appeal and the warmth of earthtone color to the roof of a house. The full impact of today's asphalt shingle designs can only be appreciated when viewed as they actually appear on a roof.

An outstanding display consists of a mock-up of a house with the roofing, siding, doors and windows in place. This display allows sales(Please turn to page 62)

0EALERS can merchandise 3-D asphalt shingles in terms of added beauty and protection. Homeowners purchase quality remodeling materials, including roofing, as a hedge against inllation.

YARDS and home

at a Glance

Selling3-D asphalt shingles can mean a high dollar Yolume for dealers, butthey don't sell themselves... what to do and how to do it are set out here. in-depth

ldeas you can use to increase home improvement sales & service

The happy customer is an informed customer. If you don't have room for a customer service center, have a resident expert available to provide courteous advice and guidance.

Be sure that your shopping carts can carry large items such os bagged concrete and pre-cut lumber as well as smoller items. Women customers, especially, appreciate being able to handle their purchases with ease.

Keep all your customers by giving them one-stop service. Stock hard-to-find items and offer special order service for those vou can't stock.

Help your customers to stop rising energy costs by helping them with conservation programs such os solar heating. Check your own facilities for fficient operation, too.

Show-case live plants with flair and imagination all through the store, not just in the nursery section. Studies show that labels and care instructions sell more.

Arrange your pre-cut plywood, particleboard, hardboard and lumber so that customers can see the sizes available. They appreciate being able to select the size and price they need.

Promote and display paneling in a prominent spot. Statistics show that the average d-i-yer spends $165 on paneling each year. Are you getting your share of this profitable business?

Panel displays of wallpaper sell more customers than a stack of books on a table. Color coordinote your selection for added appeol.

Feature how-to-literature with products such as heating and plumbing equipment to encourage the home handyman to do the job himself. Keep racks neat and well filled. Make a specific employee responsible for this housekeeping task.

With countertop mate riols offering high sales as kitchen and bathroom remodeling increases, you should display laminates and tiles in mock-up rooms to show customers what thev can do.

Exploit the growing interest in sauna baths with sauna bath kits displayed next to an attractive model set-up.

Cut-away displays with identiJication of elements in the plumbing department intrigue customer and help solve the mysteries of home repair and improvement. Salesmen con use them to explain instsllotion.

Coordinate kitchen cabinet displays with wallpaper, plumbing fixtures, countertops, and colorful kitchen accessories to appeal to customers, especially women, who like to visualize the complete picture.

Let your customer handle the outdoor power tools. Display them so that he can heft, touch and hold to see how they feel and fit the hand. Open end cap displays are good for these. A length of chain or wire attached to the tool helps to reduce shop lifting.

Display rollers and other paint tools directly next to paint to remind customers that they need to buy them, too.

Offer rope or twine to customers so they can safely tie down large purchases for transporting home.

Some customers like to scoop nails from bins and weigh out the quantity they need. A bin display can save floor space for you.

Design your paint display to take advantage of labels and colors. A bright, creative presentation will remind your customers that you have paint and paint sundries. They want to know!

Help your customer make the decision to buy by stressing beneJits ond value of product over price. In making a comparison of quality, start with highest price first, stressing the dffirence that makes the product worth the price; Give the feeling that you believe the price is fair. Emphasize cost-saving features of products and break price down into smaller units if possible.

Put a punch in your advertising. Use newspaper tabloid and seasonal circulars. Have copies readily available at your front door to help customers locate products.

Get your share of the customers reading the Yellow Pages. One out of two persons in the market for building materials lets his 'Jingers do the walking," according to a recent survey. Consider advertising in your local directory.

Use your distributor to give valuable product knowledge to your sales personnel. Have in-service sessions to inform and stimulate your sales force.

Keep your employees uplo-date with the latest catalogs and literature from manufacturers. Be sure that they can answer questions for customers and are current on prices for writing sales orders. Computer print-outs can update prices weekly or daily.

Salvage cut-off materials, damaged merchandise, and remnants for special sales. Many customers like the thrill of getting a bargain and it is all profit to you. Discards also can be contributed to charitable organizations or thrift shops and taken as a tax write-off.

Story at a Glance

Capitalize on customer interest in solar energt. A recent survey shows that 780/o are interested in home solar energy and 48%(!) understand the heat pump system. Select products and plan marketing campaigns for projects such as rerooJing, residing, kitchen modernization and adding or remodeling a bathroom.

Kitchens are being remodeled to take advantage of new appliances such as trash compacters and microwave ovens. Update your marketing plans to include both wanted appliances and new material trends.

Put a truckload of paneling or other merchandise in your parking lot to attract customer ottention as well as passing traffic. Tie-in with promotional advertising in newspapers, radio and tv, circulars, and flyers.

Set aside an attractive spot for how-to-books, a natural for d-iyers. Customers will browse and buy literature on home improvement projects. This leads to related sales.

Give your customers x-ray vision with a cut-away house to demonstrate visually the intricacies of studs, framing, insulation, wiring, and plumbing. They'll be able to study the display and learn. Reinforce the program with do-it-yourself literature and knowledgea ble sa le sme n.

Train your sales people to be well informed about the products and familiar with ways merchandise in their department can be used. Use your supplier for information and training.

Use your telephone as a sales tool. Be sure that departments answer quickly, have catalogs, price lists and knowledge necessary for answering questions. Sales persons should answer wilh first name and end conversations by inviting customers to come into the storeforfurther service. Handle complaints efJiciently, with courtesv.

Utilize ready-cut lumber programs to move materials into prime retail selling spots. With prominent display and good promotion you will realize a maximum return on your investment.

Put your merchandise front and center for visibility and accessibility. Utilize the action areas of your store for impulse buying and related sales. For impulse sales, display products at least 22" above the floor; never display any item less than 8" above floor level; use end cap displays for related merchandise such as water heaters and pipe.

Solve the problem of displaying kitchen sinks with a step-up display of sinks mounted in counters. Encourage related sales with cabinets, disposals, and plumbing fixtures displayed close by. Provide clear label information, pricing, and how-to-literature for a complete package.

Focus attention on home decorating materials by building a vignette of related products. Coordinate a display, building from a floor made of tiles, with unrtnished furniture, wallcovering, matching fabrics, lighting fixtures and a few carefully chosen accessories or plants. Keep the effect simple, uncluttered, and current.

Understand and protect yourself against the dangers of liability in customer service such as loading material onto cars. Have your insurance man brief your employees and provide visual reminders of the "do s" and "don'ts".

Three dozen solid sugges- tions retailers can utilize to gain a greater share of the home improvement market, both from remodelers and do-ityourself enthusiasts.

A retailer's $4.5 million investment

A NE OF the West's oldest V family named and operated lumber businesses. in existence almost a century, is staking $4.5million on its area's unabated growth.

Ganahl Lumber Co.. founded in 1884, recently completed its headquarters facility, hailed as one of the most technologically advanced in the industry, on a 16 acre site in

Anaheim, Ca.

The yard has been masterplanned for a near-term expansion at least double the company's current annual sales of $22-million.

"We believe, without reservation," affirms president Peter Ganahl, "that the spectacular pacesetting growth the Southland has already seen is but a prelude. a springboard, to what the future has in store."

The new yard, approximately two miles east of Disneyland, is a showcase facility, making lavish design use of wood in the concept that no other material could more graphically reflect the nature of the company's business.

More than 10,000 board feet of select tight-knot western red cedar, pressure treated with Koppers Company "Wolman" preservatives to provide protective resistance against decay and insect attack, has

Story at a Glance

Venerable western retailer completes $4.5 million facility hailed as one of the most technologicallyadvanced in the industry... master planning of 16-acre facility aims at near-term doubling of current $22 million annual sales.

been utilized for the facades of key structures, including a 16,000 sq. ft. administrative center and retail store, as well as various backlot mills.

For a more effective display of the wood's natural hue and grain, (Please turn to page 64)

0lSTltlGIlUE

FICA0E ol millwork facility is faced with select tight-knot western red cedar. Yard also makes extensive structural use ol 0ressure-treated poles for storage sheds.

lllUlTlllG EllTRAllCE, liberal use of wood, including more than 10,000 board feet oJ "Wolmanized" western red cedar, distinguishes approach t0 headquarters

facility of Ganahl Lumber Co. "No other material," notes oresident Peter Ganahl, "could more graphically reflect the nature of our business."

NEMUS BMIEFS

President Carter decided to open 36 million acres o.f national Jorest lands .for development, generally following Forest Service recommendations developed from RARE II: about 15.4 million will be set aside for wilderness, with an additional 10.6 slated for further study l'rom an original total of 62 million acres. .

Predictably . environmentalists were outraged. some plan to sue, while forest products industry representatives. though critical, were less severe in their judg ment. . for the American Plywclod Assn.'s reaction, see p. 22. Congress has the final decision.

While still 1l(Xr below yearearlier figs., the 30% iump in March housing s/arls was good news, as was a 2001, increase in bldg. permits for future construction. the 1,793,000 units on a seasonally adjusted annual basis included a 340/o move upward for single family starts, which were at a 1,263,000 pace.

Bldg. economist Michael Sumichrast called the leap 'fairly normal...a"fter a pretty bad winter, " adding, "l don't think we are going to see 2 million starts this year or for at least another 2 years"...he foresees no credit crunch.

Public hearings are being set following the Southern Pacific's decision to abandon its N WP subsidiary line between Willits and Arcata, Ca. due to the high cost in reopening the lsland Mountain tunnel collapsed since a Sept. 6. fire...

Gov. wood dust standards of no more than .5 milligrams per cu. ft. plus a requirement for employers to monitor employee health and maintain records if a concentration greater than .3 is reached "will have a severe effect upon the millwork industry," spokesmen say. .

PROD Wholesale has completed a total remodeling at their Hayward, Ca., facility: office, sheds. mill, spur, plus regrading. Ponderosa Wholesele, Reno, Nv., has been acquired by Palmer G. Lewis Co., Auburn, Wa., for an undisclosed amount.

Weaver Forest Products, Medford, Or., has opened a Walnut Creek, Ca., sales office, concentrating on western red cedar and green Douglas fir: Frank Jason, mgr. . . Hardwoods, Inc.n a div. of Sauder Industries, Vancouver, B.C., has opened a Spokane, Wa., branch. a new Boise, Id., facility has been started by Lumber Products, Portland.

Edward Hines Lumber intends to complete its new Hines, Or., planing mill by midyear. Shakertown. Winlock, Wa., has purchased plywood product manufacturing rights and other assets from Ced-A-Fir Farest Products. Beaverton, Or.l no amount revealed.

Weyerhaeuser seeks to buy Dallas-based Bodcaw. a forest products firm, for $610 million.. Evans Products Co., Portland, has agreed to pay approx. $30 million to Lone Star lndustries for 40 Lindsley Hsme Care Centers in F1... . . move is part of Lone Star's decision to

dispose of its 200 bldg. centers and concentrate on its cement business. .

R-W Specialities' western turnings div.. Denver, has moved into its new plant and warehouse. . . Sabah-Kuwait Timber Co. is now exporting high grade logs front the Far East, Inchcape of Singapore is handling management & marketing.

Cords Lumber Co., Inc. is a new Fresno, Ca., glue-lam beanr wholesaler. . MarquartWaUb Lumber has moved in Orange, Ca., into their new distribution center at 2176 Pacific St. . . Diamond International has purchased Portland Road Lumber, Salem, Or., for an anrount believed in excess of $2 million.. Diamond plans additional stores in Portland and Eugene, Or. .

Boise Cascade is building a new store in Eugene, Or. on the old Northwest Lumber Co. site. Joseph Forest Products has abandoned plans for a wholesale yard in Stanfield (Pendleton) Or.. because of "zoning problems". .

84 Lumber Co. has opened a new yard in Brea, Ca.,. Copeland Lumber is adding 6.500 sq. ft. to its Sheridan, Or., store. Duvall Cash & Carry is a new retail lumber business in Duvall, Wa., opened by Erv and Arlene Harder. . Dale Gleichweite is the new owner of Pacific Grove Builders Suppty. formerly owned by the late Jim Fife. ..

Builders Emporium. Irvine. Ca., has begun an installation program on certain items (fireplaces, patio decks, doors, etc.) at its 47 So. Ca., stores. a drivethru format is planned for Economy Lumber's Longmont and Greeley, Co., stores.

(Pleasc turn to page 6B)

SATISFIEl| Ht|ME INSIST ON

MAY

Lumber Merchants Assn. of No. Calif. - May 13-15' 39th annual convention, MGM Grand Hotel, Reno, Nv.

National Building Material Distributors Assn. - May l316, 28th annual spring convention, The Broadmoor, Colorado Springs, Co.

Oakland Hoo-Hoo Club - May 15, Initiation meeting, Francesco's Restaurant, Oakland, Ca.

Northwest Hardwood Assn. - May 17-19' Spring meeting, Red Lion Motor Inn. Portland. Or.

San Joaquin Hoo-Hoo Club - May 18, Sports day, Madera Counrry Club.

National Hoo-Hoo-Ette Convention - May 18-20' Villa Hotel. San Mateo. Ca.

Palmer G. Lewis Co. - May 20, lst annual Buying Show, Tigard distribution center, Tigard, Or.

Northwest Timber Assn. - May 20-23, annual meeting, Salishan Lodge, Gleneden Beach, Or.

Western Building Material Assn. - May 20-22' l5th annual All Industry Marketing Conference, Bowman's Mt. Hood Resort, Welches, Or.

San Joaquin Hoo-Hoo Club - May 25, annual sp-orts day and inltiation, Belmont Country Club, Fresno, Ca.

JUNE

Thompsons Waterproofing Seal-Stain. One can instead of two for total allweather protection. Rich, deep penetrating stain, PLUS Thompsons Water Seal in one easy application.

Works great on wood, concrete and masonry. Interior or exterior. Delivers years of colorful protection, without chipping, cracking or peeling.

Choose lrom 24 enhancing colors -sol id and semi-transparent. Chemically blended Thompson sWaterproof ing SealStain requires no special mixing. Easy to apply with brush, roller or spray.

l|WNERS WRITE FOR BROCHURES

E.A. THOMPSON CO. INC. 703 Market Street, l5th Floor

San Francisco, CA 94103

Manufacturing Chemists

Since 1929

Humboldt Hoo-Hoo Club - June 7, Bay Blast, foot of "C" Street. Eureka. Ca.

Inland Empire Hoo-Hoo ClubJune 9, 26th annual Ladies Night, Erawan Garden Hotel, Indian Wells, Ca.

Northwest Hardwood Assn.June 1l-22, 2 week grading school, Longview. Wa.

Pacific Coast Builders ConferenceJune 15-18, San Francisco. Ca.

JULY

Forest Products Research Society - July 8-13' 33rd annual meeting, Hyatt Regency Hotel, San Francisco, Ca.

National Housewares Manufacturers Assn. - July 9-12' Tlst semi-annual exposition, McCormick Place, Chicago.

San Joaquin Hoo-Hoo Club - July 20, Coast lrolic, San Luis Bay Inn. Avila Beach, Ca.

AUGUST

National Woodwork Manufacturers Assn. - Aug. 5-8' The Broadmoor, Colorado Springs, Co.

National Hardware Show - Aug. 13-16, Hardware industry week, McCormick Place, Chicago, II.

Humboldt Hoo-Hoo Club - Aug. 24, golf tournament' Baywood Golf & Country Club, Eureka, Ca.

BECOME A PRESERVATIONIST CLUBBER!!!!

" I did when I lost my job at Feather River Moulding Co., due to a shortage of douglas fir clear lumber. As I glared at my layoff notice I couldn't help thinking about all those big, overmature trees dying in wilderness areas and roadless areas. To rclieve my frustration I got a club and went after the first preservationist clubber I could find.

"At first I tried to talk to some sense into him, telling him how withholding timber that could be cut is wasteful and how it causes a hardship on lumber workers and makes housing more expensive. I told him how "preservationism" accelerates inflation by forcing lumber prices up thereby hurting the entire country. drastically,

He was hard headed though, and I finally had to club him tomakemypoint....rr

This testimonial comes from Ann Podbielski, of the Iumber community of Burney, Colifornia. Ann, who hos since rejoined us, is working her way through college at Chico State Uniuersity by means of part-time employment at Feather Riuer Moulding Co.

Send for your free Presenntionist Club today; they are made from rare Douglas Fir clearlumbertaken from a dying tree harrrested from a multiple use forest.

Please allow 14 weeks delivery due to a large back orderon this very popularitem.

Feather River

Producers of Douglas Fir and White Fir Mouldings and Millwork

Administration's RAREtr plan hit

The American Plywood Association says President Carter's recommendations on RARE II don't go far enough to meet the nation's growing need for timber, oil, gas and developed recreation.

But APA adds that the President's April 16, statement on the Agriculture Department's second national forest Roadless Area Review and Evaluation "is more balanced than we have previously seen from the Administration, given its past track record heavily favoring environmentalists. "

Stating this, APA exec. v.p. Bronson J. Lewis said that in addins about 400,000 more acres of wilderl ness to the recommendation of Agriculture Secretary Berglandwho urged designation of 15 million acres of national forest roadless lands as wilderness"the President is ignoring the many Western Governors who called for less wilderness than the Secretary recom-

mended. He is also makins it more difficult for the nation to- achieve the increased timber production goals for the 1980s prescribed in the Renewable Resources Plannins Act."

Lewis praised President Carter, however, "for declining to follow grossly excessive wilderness recommendations of the Interior Department, the Environmental Protection Agency, the Council on Environmental Quality and other preservation-oriented departments of the Administration."

Lewis noted that swift resolution of the RARE II issue "must be a top priority for the Congress, which for several years past has been preoccupied with the expansion of the wilderness system."

He said that through the RARE II process, "the public is now telling Congress it's time for priority to be restored to the release of lands

urgently needed for increased domestic production of timber, oil, gas and other energy-important resources, as well as providing more developed recreation and other multiple uses of the national forests. "

President Carter has recommended wilderness designation for about 15.4 million acres of RARE II lands. He has already sent to Congress, wilderness recommendations for lands in the two national forests of Alaska, including 5.5 million acres identified in RARE II. He has also now recommended wilderness designation for about 9.9 million additional acres of 118 national forest systems in 35 other states and Puerto Rico. He has urged release of 36 million acres of RARE II study lands for multiple uses other than wilderness, and has suggested "further planning" for 10.6 million acres of RARE II lands.

Rygel Lumber Sales

can help your business...

AII it takes is a call to Gordon, Gil, Mike, Steve or Clint

WANTED.

in the United States and Canada only, by prolesstonal contractors, remodelers and home handvmen for all kinds of outdoor buildino jobs, including dackvard decks. furniiure, sunscreens, porches and patios. Also fencing.

KNOWN TO RESIST

rot, fungus, termites and other things that bug wood, even when left unpainted. Can be easily painted, stained, cut, naileo and framed.

BRAND NAME

LEADER in rhe boomino treated-wood market with a 650/o brand usage recall according to a recent national survey conducted by Professional Builder magazine. Look for the words, "Wolmanized@ Pressure-Treated Lumber," or "Outdoor@ Wood" tattooed on lumber...which means this product is pressure-treated with Wolman@

wood preservative chemicals for years and years of matntenancefree performance. tapes to accommodate all types of equipment.

Wolmanized@ PressureTreated Lumber is often seen in national advertising in key consumer magazines. lt is heavily armed with dealer newsfaper, radio, billboard and TV advertisinq materials ...and backed bv thie industrv's Biggest Gang of Sales Proi motion Aids, including direct mail, sales literature, bointof-purchase posters, cards, stickers, stuffers, banners, and free do-it-yourself building plans, alscj in-store films bnd

REWARD.

Rapid turnover of inventory, increased sales and orofits. happy, satisfied customers (many of them alreadv on the lookout for this product) and countless cross-sellino opportun ities, i ncjuding painting and staining supplies, nails and tools.

FOR INFORMATION

LEADING

TO THE CAPTURE

of this best-selling product for your business, contact

Prsssure:i

Treating lOo.

For Outdoor Wood and Wolman@ Pre.Stain

WE'RE THE EXPERTS

Poles & Posts

Custom Pre.fabrication

Custom Treating

One of the West's most extensive treating sources

tlll lllllllt illllltllllllttltillilllillltlg

EXPANDTNG BUILDING PRoDUcr

= LINES'DtsrRtBUToR URGENTLY

= NitDS inE ior-r-owtNG:

= PURcHASING AGENT and two

= ORDER DESK PERSONS. MUSI bC

= *"ll""qu"inted with doors and asso'

= ciated products and materials.

PRE-Flr and PRE-HUNG DoOR

= MANAGER to set up machinerY and

= run pre-fit door dept. Totally familiar

= *ifn?tquirements essential.-

Two ouTslDE SALESPERSONS for

= established areas to sell dealers,

in"int, others in the trade. Experience

desirable. Following helpful. Excellent

;;;k;;itonment ind oenefits with a

well-financed and stable f irm. A leader

ir- irc ii"iJ. strictly wholesale. our

employees know of tnis ad. Replies

will be kept confidential. Must have

Send resume or letter. Write Box 1000

= c/o The Merchant Magazine.

Birch Doors for Antarctica

A good argument for a building product could well be --where witt it be used? And, what factors contribute to its selection?

There wasn't a lot of debating when it came to selecting doors for a project being- constructed in Anturcti.u with the U.S. Navy and the National Science Foundation as Prime contractors.

Solid core birch doors from Simpson Timber Company's Columbia Door div. were selected for all ini"tiot doors. The specification of wood doors fulfilled three important faciors: high quality standards, good insulation and light weight. Since everything has to be flown into the site, weight was of paramount importance, second only to the need for a door that would stand up to the eitreme weather conditions near the South Pole.

The project is Williams Field "2" Camp, a replacement air facility, involving dormitory, barracks and support shop. The 150 man camp is situated on Ross tcd Strett and is part of the McMurdo Station Rloject' Ross Ice Shelf, about the size of Texas, is attached to the continent, but is a constantly moving force, movins about one loot per day. The sea ice must provide foi the weight of ski planes and helicopters.

The horising portion of the project is supplied by Trans-World Housing, Vancouver, Wa' Doors were manufactured by Simpson Timber Co. at the Columbia Door plant, Vancouver, Wa., and -slpplied through Lumber Products Co., Portland, Or. Valley Millwork is the pre-hanger. The Williams Field II project is being built over a three-Year Period.

Due to the isolation of Antarctica and to its severe *e"tt'tit conditions. each station and camp is staffed and equipped to operate virtually independently-in providing liie support services to all station and camp members.

ICE H0tE used for diving is cleared near McMurdo Sound and Ross lce ShelJ in Antartica. A number ol Pacific Northwest firms were invoiveO in supplying building materials for the year-around camps.

After a day at the office, Jim really relaxes and assumes coaching duties forthe Dallas Panthers so@er team. Talk to him. He'll tell you how Willamette makes the lumber game a lot easier by efiiciently filling requests for top quality lumber and plyrood products .. sheathing, underlayment, studs, dimension, clears, boards and timbers. No matter how large or how small the ordef heand 1,000 other wholesalers-count on us to deliver on time.

Our vast timber holdings provide more than 50 percent of our timber needs for our 25 building materials plants. This gives us the capacity to

keep them supplied through the toughest times and most demanding assignments. And we can meet industrial specs for cutting, routing and shaping.

We're proud of our close communication with our distributors. And depend on them for their knowledge of the market. That's why Willamette's alwaysthere atthe other end of the line, ready to back them up when they need it. \Ab're pleased when we can maketheir job a little less complicated. .with more time to relax. So ofi the job, people like Jim Nolte can put lumber buying worries out of their mind and think about kicking goals.

Relax.\rbu'\re got Willamette.

For the name of the closest \Mllamette distributof call or write:

\Mllamette Industries, Inc.

Building Materials Group

Western Lumber and Plywood Sales PO. Box 907, Albany, OR 97321

Tef ephone (5031 926-777 1

Southern Lumber and Plywood Sales PO. Box 606, Ruston, lA7127O

Lumber telephone (31 8) 255-1 750 Plywood telephone (318) 255-9595

Trees Are Amsilca's Ranewable Resource.

Jim Nolte, Mc€ Presidsnt-Lumbd Group-Slaughtq grcs., lnc. Dallas, Texas

R.V. PETERSEN executive secretary

T HE 1979 MBMDA Convention

I must go into the books as one of the best in recent years, and special commendation must be given to the Billings host dealers for their successful efforts. Total attendance, and pdrticularly dealer representation, showed a substantial increase taking advantage of the full two-day work program.

A new slate of officers, elected at this meeting, includes president, Rudolph H. Harms, Grogan Robinson

Lumber, Great Falls; v.p., John J. Stibel, Hennessy Lumber, Conrad; treasurer, J. Fred Robinson, Peterson Lumber, Helena; asst. treas., Ronald E. Schelske, Linder Kind Lumber, Helena: exec. sec., R.V. Petersen, Helena.

Succeeding directors Charles Gilmore and Troy French are Lee D. Pawluk, Peavey Building Supplies, Billings, and Ronald E. Schelske, Linder Kind Lumber, Helena. Renamed as national dealer directors were W.L. Steffan and L. Dexter Shaurette.

Concurrently, the Montana Build-

ing Material Salesmen's Association elected the following slate: president, Douglas Hoxsey, Empire Building Materials, Bozeman; v.p., Don Vincelette, CertainTeed Corp., Billings; sec.-treas.. Dana Schmidt, Empire Building Materials, Bozeman. Directors: Keith Schnurbusch, GeorgiaPacific, Billings; Lee Holyoak, Lumber Yard Supply, Great Falls; Jack Brubaker, Tri-Jack Mfg., Billingsl Paul Tweden, Creative Materials Supply, Missoula; Lyle Talbot, Lumber Yard Supply, Great Falls.

Named to receive special awards were John Stibel as Dealer-of-theYear, and Dana Schmidt, the Silver Log (salesmanship) Award.

Welcome was extended to new dealer members, Charles Taylor, Builders Supply, Billings, and Alan Loken, Ekalaka Builders Supply, Ekalaka; and to new associate members, Richard Oldenburg, Forest Fiber Products; Michael Altig, Bird & Son; and Michael Coleman, Dataline Corp., John Pratt and Bill Duke, Masonite Corp.

recommendations for action to be taken to correct potential problems.

ability and health plans for their employees.

HE WBMA's l5th Annual All I Industry Marketing Conference wifl be held May 20-22,at Bowman's Mount Hood Resort in Oregon. It's a beautiful spot and the conference program will offer manufacturers, wholesalers and retailers a good opportunity to exchange ideas and discuss common industry problems.

Amendments to the Civil Rights Act of 1964 signed into law October 31, 1978 bv President Carter provide that pregnancy disability and health benefits must be treated the same as any other illness by employers providing dis-

The new law requires full compliance for existing plans by April 30, 1979. The Western Building Material Insurance Trust will advise all members participating in its health and disability plans well in advance of that date about any changes that will be made.

A safety committee of four employees meets monthly at the W.J. Conrad Lumber Co. in Coos Bay, Or. One of the four is elected to act as chairman. A local representative of the State Accident Insurance Fund regularly attends the meetings and acts as an advisor. Frequently someone from management is also invited. Each meeting results in a written report by the chairman to all employees, with

The committee is given copies of all accident reports and correspondence from SAIF. All committee members are provided badges identifying them as safety committee members. According to Claylon Smith, "Most important of all is management's responsibility to make every effort to take corrective action on their recommendations."

President Earl Fosse, v.p. Vic Camozzi, v.p. Sid Voorhees, national director Ray Blackstock, Gordon Marson and yours truly attended the Seattle Regional White House Conference on Small Business in March.

The first undertaking of its tyPe in the past 25 years, the conference provided an opportunity for small business to present its ideas and concerns to the people who hopefully can do something about them.

The Seattle conference was one of ten regional conferences leading to a final conference to be held in Washington, D.C.,January l4-17, 1980.

. western red cedar

. incensecedar

r port orford cedar

. alaska yellow cedar

o inland red cedar

. tennessee red cedar

. western cedar

CEDAR FOREST PRODUCTS, INC.

P.O. Box 617 Portland, Or. 97207

Leonard Newman (503) 224-3999

Order any length of Simpson Stok-Lam Beams. We'll rush them to you from our inventory cut to the length you want - upto72 feet. So, you don't have to wait weeks for your order to be produced.

Stok-Lam Beams are an architectural grade beam made from selected westem wood laminations, bonded together with waterproof adhesives.

They're longer and straighter than sawn timbers. Less expensive than steel. And you get allthe ad'uantages of laminated wood: beaup, high strength-to-weight ratio, easy workability, dimensional stability,

plus good insulation and fire resistance.

Stok-Lam Beams come in a variety of sizes to handle most residential, commercial and light industrialjobs. And each beam is factory wrapped in reinforced, waterproof paper. So it arrives at your site neat and clean.

Simpson Stok-Lam Beams. Ready for delivery. Ready to save you time and money. So you'll never have to wait again.

Phone your local dealer or contact us, Simpson Building Supply Compa.ny for the name and number of the supplier nearest you.

Headquarters - 900 Fourth Avenue, Seattle, WA 98164. Phone 246-292 -5051.

Arcata. Callfornia 95521. Draurer HH. West End Road, Phone 7 07 -822-037 l.

KIrkland, trrlashlngton 98033, PO. Box 500, 12249 N.E. 124th, Phone 206622-0320 or 2M-822&1.

Cerrltoe, Californta 90701, 14141 fubor Place, Phone 273-926$619 or 7 74-521-8610.

Santa Clara, Californta 95050.500 Mathew Sheet. Phone 408 -9f15-2911.

Shelton, llhshtngton 98584, PO. Box 698, Mill Street, Phone206426-2671 or 20f,.682-0755.

Stoklam Beams

STIATES

KENT MOXEY executive secretary

f HANKS to the many New Mexico I lumber dealers who helped defeat an unreasonable lien law bill that was introduced in the recent session of the legislature.

As a result of their influence on the legislators, the sponsor of the bill redrafted it (3 times) and agreed to further amendments that renders the bill innocuous to our industry.

The net effect of the bill that finally passed is to require the general contractor to give a notice to the owner on residential jobs informing him of the lien law and how to protect himself. Persons who merely furnish materials or supplies are specifically exempted from having to give the notice.

Also, the bill as sent to the Governor specifies that it is "willful and

malicious injury to another or to the property of another" for a person who has been paid for a job and where a valid lien has been filed not to obtain a discharge of such lien within 90 days, in the absence of a bona fide dispute. The lawyers explain that this makes any such debt non-dischargeable in bankruptcy.

Special thanks are due to Dave Gibson, John Randall, Charlie Smith, John Work, Gil Carpenter, Earl Peter, Jerry Woodward and Dick Cook who engaged their law firms to analyze the proposed legislation and write their opinions. These written opinions were very valuable in preparing clarifying language which was incorporated in the bill.

The Wyoming Legislature had three bills introduced early in the session on the lien law. One was bad and two were ok. All three were buried in the House Judiciary Committee and never moved.

In every lobbying effort on lien laws

that I have been involved in for this association,, the primary policy position I discern from the membership is that we would rather not have any change in the lien law and we so advise the legislators to not even do anything good to the lien statutes - just leave them alone.

The sovereign state of Utah did have one bill on the lien law which passed House and Senate and was signed by the Governor. It amends Section 3l-l-7 of the Utah Code to extend lien filing time for original contractors from 80 to 100 days and every other lien claimant from 60 to 80 days.

It also amends the same section to delete "if known" after "the name of the owner" in the listing of information required on the lien statement.

Lumber dealers are advised to be sure of the name of the owner when a lien statement is prepared. The House of Representatives office advised me that this new provision became effective May 8, 1979.

Idaho didn't have any lien law legislation introduced this year. However, the ldaho Legislative Council did have an interim study committee on lien laws which made its final report last October. The main recommendation is that a general advisory notice to the owner be made a part of the building permit system at all levels of government.

How wholesaling has changed

This is the Jirst in a series of four articles describing wholesaler activity in the forest products industry during 1978. Information and statistics came from the wholesaler membership (some 425 distibution companies) of the North American ll/holesale Lumber Association. Three sources of information were utilized: The 1977 Sales Survey of Membership by the association; Data from NAWLA's optional Performance Analysis Report program; and Statistics from the NAWLA "Observation & Expectation" Report.

f F ONE views the forest pro- r ducts distribution industry from the vantage of a l0 year period, a number of startling con-

clusions can be made. Sales dollars. growth per firm, growth in sales personnel, added facilities, have all doubled, tripled, or quadrupled!

In 1968, the 299 wholesaler members of North American Wholesale Lumber Association distributed 2 billion, 6 million dollars worth of wood products. 1978 sales topped 8 billion dollars! Last year, membership numbered 425 companies, Thus, there was a 3000/o increase in dollar sales by a membership that increased by 420lo in the l0 year period.

Average dollar volume by firm provides a truer yardstick of sales growth. In 1968, NAWLA members "averaged" about 6 million, 700 thousand in annual sales. In 1978, the "average" had nearly tripled to l8 million, 779 thousand! In performing the wholesale function. the NAWLA member firm provides three times the flrnancing

(receivables) and the movement of product than he did 10 years ago.

Additionally, he is doing it more efficiently. In 1968, these wholesalers employed about 3,100 sales people. This sales force was backed up with another 3,300 support personnel. Ten years later, the sales force had increased by 250/o to 3,875. Interestingly, support personnel grew by l50o/o during the same period. This surge in back-up people is an indication of the need to provide added services, to operate the many additional distribution yard operations, the experts in traffic, the employees at re-load centers and remanufacturing facilities, etc. In short, the productivity per salesperson is up dramatically.

At the same time, the wholesaler has adapted to serve the needs of manufacturer and customer by

(Please turn to page 32)

WHOLESALING CHANGES

(Continued from page 30)

adding a substantial number of auxiliary employees.

They have added facilities as well. In just the past three years alone, there have been 52 new distribution centers established bv these independent wholesalers. Today, 221 NAWLA wholesale companies operate 400 distribution yards. Almost 200/o of the membership has remanufacturing capabil- ities and two-thirds of these were developed since 1975.

Running counter to this eyecatching change in wholesale dis-

tribution is the aparent fact that customer mix has been relativelv stable since 1972:

trend among NAWLA wholesale firms to market hardwood products.

Thus, today's wholesaler meets change where and when it is needed. He capably provides investment and financing to the industry. He sees that the product gets to the right place at the right time in the most economical manner.

A substantial portion of NAWLA wholesaler sales to industrial customers are to furniture manufacturers. In turn, these sales basically involve hardwood lumber. There is a definite

Our second article in this series will examine the assets needed by and provided by today's wholesaler offorest products.

Hardwood Training Course

A special hardwood training course designed to promote a better understanding of how hardwoods are measured and graded was conducted recently by the California Lumber Inspection Service and Bendix Forest Products Corp.

The 35-hour, five-day course attracted sales people, purchasing agents, clerks, quality control personnel and inspectors from British Columbia to Los Angeles, Ca. Approximately 30 people attended. The practical portion of the short training course was held at BFPC's Newark, Ca., distribution operation.

Gordon Bullard, chief inspector for the National Hardwood Lumber Association was a special instructor. This is the first year Bendix Forest Products has combined with CLIS to present the training program.

Bullard saluted the enthusiasm of the participants during the course.

GnlllUAIES of recent soecial hardwood training course conducted by California Lumber lnspection Bureau. Students came lrom British Columbia to 1.A.. Ca.. for the

35 hour, five-day course to gain better understanding of how hardwoods are graded and measured.

9r Cefiiul & nufirlur Calilania, Iko

$autr Wa.. I SautrcB [otc . .

Wood Windows Sash & Panel Doors Skylights

Doors (interior, exterior) Residential Hardware Roof Hatches

Louvered Products

Accordian Doors

0w ?natwl tiile

Nicolai entrance doors

Visador lites & plants

Frames, Jambs Moulding lrchde . .

Perma-Door metal resident ial entry system

Steelcraft commercial steel doors and frames

Plywood Lumber

Particleboard

Gold Bond Decorative Panels

Western Turnings and Coffman for stair parts

Caradco Windows

Stair-Pak wood spiral stairways

75th Anniversary Celebrated

Buena Park Lumber and Hardware Co., now celebrating its 75th anniversary year, has won Home Center of the Year honors in a contest sponsored by Vance Publishing Co. for stores serving the d-i-y consumer market.

The award, in the special display category, was for a display reminiscent of an Old West movie set.

Featured were vanities, mirrors, medicine cabinets and lighting fixtures for modern baths.

A half-dozen rustic store fronts, complete with chimneys and railed porches, lined the back wall of a 30' display. They were built with barn boards the Buena Park, Ca., retailer had purchased in l9ll to sell for paneling and shelving. Twenty five vanities were placed along the front of the l0' deep display.

ll|AM0l{ll anniversary cake is cut by Jim Nelson, pres. o{ Euena Park Lumber Co.; his mother, Mrs. Ellen Nelson; and his brother, Bud Nelson. Firm plans a year-long observance of its 1 904 founding by the Nelson brothers' grandtather. The business has been designated a county historical site.

IF YOU'RE LOOKING FOR A DOUBTE EIID TRIII TAW.

look first to the leader. NORFIELD Manufactures a complete line of precision pre-hung door making machinery. Our engineering expertise is reflected in every unit we manufacture. Our Model 1020 double end trim saw is the safestmost versatile casing and brick mould cutter available. lt's hopper-fed and fully automatic ... engineered for high performance and minimum maintenance. Optional features like kerfing and jamb dadoing capabilities make it the most flexible double end trim saw made.

firm's founder. The 0ld West recenlly won an award,

0t0 UIEST movie set display is behind James G. Nelson, great-grandson of the

Bath Shop

HEAUY Rtllls hampered unloading at the Port of Los Angeles as forklifts worked nearly 8 hours discharging the record cargo. West-Can Terminals, Cowichen Bay, Vancouver lsland,8.C., loaded the 100'x300' vessel, which held appr0x-

West Coast Cargo Record

flow of Canadian lumber has records have fallen as ever larger cargos have been landed.

A:.#.fii'J'iigmarket, a number of shipping

A new West Coast barge record was set recently when All-Coast Forest Products, Chino. Ca.. offloaded 9 million board feet of lumber, worth over $3 million. All 2" and 4" thickness, the load was mostly Douglas fir, with some West Coast hemlock. Primarily framing lumber, and some 4" header stock, it is expected to go into new home construction in California, Arizona, Nevada. Utah and New Mexico.

All-Coast anticipates receiving shipments of this size or larger approximately every 45 days. The company brought in more than I l4 million board feet from Canada last year and intends to import an equal or better amount in 1979.

imately 45,000 units, with 2,000 b.f. in each unit. Loaded 10 units high, plans call {or future shipments to carry 1 2 units high, indicating a cargo load of 11% million b.f., which would set yet another new record. In

lhe lower left photo, taken during a brief break in the rain, are: Clem Trombley, North American sales mgr. for Doman Industries, the shipper, and All-Coast Forest Products' executives Joe Tidwell, Jack Berutich and Daryl Bond.

Ted Hodgkiss is new to sales at Far West Fir Sales, Woodburn. Or. Firm HQ. is Huntington Beach, Ca.

O.W. "Ollie" Lee has retired from Oakley Plywood and Door Co., Morgan Hill, Ca., according to Bud Cligny, mgr. "Otlie" will be back, tho, to supervise the firm's popular "Oakley Open" golf bash in July.

George Harris is now with the wholesale div. of Allied Forest products. Portland.

David Bourdon, Bourdon Lumber Co., North Hollywood, Ca., is back fronr a 3-wk. nrid-East trip.

William M. Wachtler is new product promotion mgr. at Louisiana-Pacific Corp., Portland Or., according to G.R. Griffin, director, corporate communications.

Ken Thim, The Flintkote Supply Co.. Los Angeles, Ca., and his wile, Janet. are back from a No. Ca. and Or. vacation.

Raleigh Pedersen is new marketing mgr. at States Veneer Co., Eugene, Or., according to Diane Montoya, pres.

Bernard Tomasko has been named exec. v.p. of the Wood Moulding and Millwork Producers.

Warren Jimerson is now in charge at Contact International. a div. of Contact Lumber, Portland, Or.

James C. Beardall has been named the pres. of Anderson Lumber Co., Ogden, Ut.; E. LeRoy Anderson, chairman of the board and c.e.o.: Howard D. Anderson, senior v.p. and sec.-treas.: Omer Buttars, v.p.; Richard Anderson, asst. sec.-treas.; W. Wesley Anderson, honorary chairman of the board. and David Chambers, asst. sec.-treas.

Steve Popp is new to industrial lumber sales at Gilbert Forest Products. Lake Oswego, Or.

Tim Rhodes and Jeff Klein are now with ldaho Forest lndustries. Boise.

Clinton "Chip" O'Neil is the new plywood sales mgr. at Merrill Lynch Wood Markets, Portland, Robert Leachman is a new man on their trading staff.

Jim Thompson is new to sales at Cedarwood Forest Procl ucts, Eugene, Or.

Raymond "Buck" Sargeant has been named gen. mgr. of the Salmon River Lumber Co., Riggins, ld., according to Warren H. Brown, pres. of Brown's lndustries.

Christine Arnold has joined GeorgiaPacific as the mgr. of bldg. products ldvertising & sales promotion. according to Stephen K. Jackson, v.p. for advertising and p.r.

Peter Broderick is new to inside sales at Rolando Lumber Co.. San Francisco, Ca., according to Jack M. H iggins, v.p... ntlrketing.

David Ponts. Two Ox Traders, Arcata, Ca.. is back from a week in the sun at Puerto Vallarta. Mex.

Thomas J. Shaw, Modoc Lumber Co., Klamath Falls, Or., is new pres. of the Western Forest Industries Assn.; Alex Cugini, Jr., Barbee Mill Co., is v.p.; Adolf Hertich, Vanport Mfg., sec.-lreas. Glen Duysen, Sierra Forest Products; Jack Brandis, Jr., Brand-S Corp.; Nicholas J. Kirkmire, Hudspeth Sawmill Co.t are directors, and Don Konkol. Konkolville Luntber Co., budgct und finance conrmittee.

Robert Cline is the new products mgr. lor lnternational Paper Co., Portland. Or., wood product marketing offices.

Jack E. Walker is a new v.p. ol Sequoia Supply, according to Clark A. Johnson, exec. v.p. of The Wickes Corp.

Rich Stolz is a new lumber trader at the Cloverdale, Ca., office of lnland Lumber Co.. reports Dave Damon, sales mgr. of that olfice.

Dale Fleshman has joined Shasta Evergreen Lumber products, Redding, Ca.

Pat "Oley" Olson and Mike "Mac" Mackin ilre now at Beaverton. Or.. olfice of ldaho Forest Industries.

(Please tltnt t0 page 43)

douglas fir, hem-fir, ponderosa pine sugar pine, western red cedar and incense cedar plus a wide range of industrial items in those species.

cedar, hem-fir and douglas fir studs in all grades, 6' to B'.

truck and trailer& carloads

performanee

IN THE PACIFIC NORTHWEST, please call our branch office and talk to Lamar Yeager' (206) 636-3010. The mailing address is P.O. Box 310, Longview, Washington 98632.

Ken Rose Tom Stark Glenn Zacharias

SWEEPSTAIIE S. AI[D' HE'L[

cIvE rouPoulEss0lfsff

rcun ilEut $20,000 nEG nooilI.

open beam construction, L-P Western Red Cedar plywood used as interior paneling, -

It's time for the L-P Sweepstakes again! And this year, the grand prize is a rec room-made almost entirely of L-P products-that we'll build onto your home.

The L-P Sweepstakes are open to customers or potential customers who in the normal course of their professional responsibilities perform work which involves the distribution, specification or the use in construction or industrial applications of the type L-P wood products named in this ad.

The sweepstakes is our way of getting you acquainted with everything we make. From siding, studs and subflooring to the windows, doors and decking. Even the pool table we're furnishing is made of products you could be buying from us.

The only outstanding thing here that we didn't make is Willie Mosconi, who says he'd be delighted to give our grand prize winner a few pointers on the new pool table.

A $2O,OOO Grand Prlzea new rec rDom, pool table and Willie Mosconit

The big winner gets a generous rec room designed and built to conform to his existing home. It might feature

Just look at all the L-P products.

A. 2x6 Pine decking

B. Dimension lumber and timbers

C. Western red cedar plywood

D. Wood patio door

E. Redwood lumber

F. Industrial softwood lumber

G. Pine panel door

H. Industrial particleboard and hardboard

I. Hardwood lumber

J. Hardwoodveneer

K. Studs and dimension lumber

L. Wood and aluminum windows

M. Plywood sheathing

N. Textured plywood siding

O. Redex particleboard

P. Stress rated lumber

plush carpeting and perhaps even a redwood deck through the L-P wood framed patio door.

The regulation size, 5'x9' pool table is an antique reproduction. You could hold your own tournament on it. The slate is precision machined level to within 10/1000 of an inch.The sights are pearlized in-

laid.The table, balls, cues, and rack retail for more than $3,000.

We chose it partially because it features hardwood lumber construction. And, we'd like to remind you we're a major hardwood lumber supplier.

Of course, the lamp over the table is included as are two hours of lessons with pool champ Willie Mosconi.The total retail bill for our grand prize comes up to $20,000!

5 Second PrizesGE wide screenTVs with VHS video cassette recorderc. If you don't win the grand prize, you might very well walk away with one of these terriftc GE wide screen televisions equipped with a video cassette recorder.

The television screen is three times bigger than any 25" diagonal set available today.

It comes equipped with GE s exclusive VIR color tuning system, dual speaker sound system and a walnut hardwood veneer cabinet. (Yes, we're pretty big in hardwood veneers. too.)

The video cassette recorder lets you record up to four hours of your favorite shows and movies. It even lets you record on one channel while you're watching another.'

This combined GE televisionf recorder package retails for $3,900.

5O Third Prizes - competition stglle, cabinet dart boards.

This year, we'd also like to remind you we can supply you with industrial softwood lumber. Just like the lumber used to make these cabinet style dart boards.

At $140, these dart boards make a terriftc third prize.

rEs,IwaruTToulurEn. I

Tf,E ilEAilTIilE,SEI|D tE S0tE IilFOBilATI0il

ffiTAE$E PNODUGTS.

CoNSTRUCTION PRODUCTS DOORS: n Medium De1-sity Fiberboard--..

LUMBER ft wood_sash. entrance. interior and [ir.,,"..i1"r,#giyrr",my;ulli.;..

E whitewood-w-estern and Southern. tr Ril|f,t|1tffiitll*oj"ao",,o doors. Comptete cut-to-size from 5'x18' I

ilii#,:111i'.x.::g.l;...ff:-- H'f;3l;,_Unfinished u,.o,.o, *.JilJto*o,

r ! Redwood-Studs, dimension, boards' yd6tfff"ilyr1d mouJdinss in over " in"#I#:;?ii?d13ii,'!1i6;1"''"

I t#ifiii,#3ffr.' Apparachian o il?llTr,i;nnished. sorid and F.J. ]if"i'l;,il.;fi?"n,'" s'*'ia'i'lb#

Lt#-o"?"";.d Southern species in :*j,ffit';3.i:1"iL",T;x1':i1T* L"ilr",:*"r-pi1es, Firs,.spruces, I

*rlt"L*lrTfit'X'1,;,";x"i' ,*ourr*^pRoDucrs . Fllltf{;..,,,""*r,."

9i"ffi:lsidings' concrete"rorm "iffH":,tl,H'ry1:,lg:s,1, " ft1.{.H:::l'"'::ffi:.:::,",

I f] Lumber-Whitewood, Cedar and width, complete cut-to-size fg:li^,i:r. " and Southern boirds, affi#.t;l', " I I _ Redwood siding. Face and.back ffll' prime a.nd gra.in imbers and

(Continued from page 38)

William H. Sardo, Jr. has retired after nearly 30 years as exec. v.p. of the National Wooden Pallet & Container Assn.

Weikko Rasanen, mgr. of the Medford, Or., Region for APA's Quality Services Div., has been honored for his 25 years of service.

Fred Johnson is now with Snavely Forest Products, Medford, Or.

Howard Johnson is new asst. sales mgr. at Modoc Lumber Co., Klamath Falls, Or.

Mike Webster has set up Web Lumber Co., Redding, Ca.

James Fuller is new ntl. sales mgr. in Georgia-Pacific's distribution div. Roman Wydra moves up to import mgr.

Walter Cody, Steve Dart, Dick Winkler and Wally Turner are newly initiated members of the Los Angeles Hoo-Hoo Club.

Sam Fineman, Bel-Air Door Co. pres., is back at Alhambra, Ca., Hq. after a Far East business trip.

Gary Malfatti is the most recent winner of the Salesman of the Quarter award at Sequoia Supply, Fairfield, Ca., according to Dick Smallridge. mgr. Don Ferguson is a new salesman.

Pete Geertsen has been appointed director of sales/marketing for States Veneer Co., Eugene, Or., according to Diane Montoya, pres.

Gage McKinney, MacBeath Hardwood, Montebello, Ca., and his brother, Dave McKinney, MacBeath Hardwood, San Francisco, Ca., vacationed recently in Washington, D.C. and surrounding states.

Dwight Curran, DMK-Pacific, Fremont, Ca., has been elected publicity director of the local city soccer club. His landslide win was helped by the lact that his was the only name on the ballot.

Jerry Wilcox is the new PSF, Inc., sales mgr. He's based at Fair Oaks, Ca., Hq.

Thomas Schafer is handling mill sales lor the Belco division of Bellingham Lumber Co. at Tukwila, Wa.

Ken LoBue and Steve Garrison have joined the sales team at Fremont Forest Products, Whittier, Ca.

Kenneth Brewer, James Caddis, Dale Harter, Stephan Krajic, Greg Tichy and Steven Craig are new members of the Spokane Hoo-Hoo Club.

Ralph Herring, Byrne Trucking Co., survived the crash of the company's twin Piper Aztec at San Jose, Ca., that left the $200,000 plane totaled. Neither Ralph nor pilot George D. Martini got a scratch. Half-an-hour later Ralph flew olf to Sacramento, Ca.. to continue his business calls while the pilot flew a new company plane home to Medford, Or., Hq. The landing gear was cited as the alleged cause.

Chris A. Hamilos is the new marketing research mgr. for The Wickes Corp., according to Lloyd J. Russell, v.p.

Sig K. Ohlemann is the new v.p. of Eagle Forest Products, Sacramento, Ca., according to D. Neil Hagen, pres.

Gabriel Aufaure is the new pres. and c.e.o. of CertainTeed Corp. Franklin R. Winnert has been named chief operating officer.

Bruce Hallvik is now sales rep for Chandler Corp. Steve Rowe is a new lumber buyer.

Jack Jenkins is the new gen. mgr. of Fibreform Wood products, Rocklin, Ca.

Rob Oucher is new to the trading staff of Wood Traders, Eugene, Or.

Steve Cochran has moved up to treasurer of Simpson Timber Co. with the retirement of Rocky Rockefeller alter 28 years, I 6 as treasurer.

Peter Broderick is now on the inside sales stalf of Rolando Lumber. San Francisco, Ca.

Douglas Ross is the new office manager of Timber Products Sales' Springlield, Or., office. Roberl McClellan is now controller.

Frank Lindsay, Trend Enterprises, Salem, Or., recently returned from a No. Ca. business trip.

Mike Bozich, Capitol Plywood, Sacramento, Ca., is back from a Hawaiian vacation.

(Please turn to page 44)

PERSONALS

(Continued from page 43)

Bill Johnson, a founder in 1952 of Eugene-Willamette Lumber Co., Eugene, Or., has retired. Bill plans some European travel and a possible archeological "dig." His partner since 1965, "Swede" Johnson. now heads the company.

Ron Hunter. Eastman Building Products, Sacramento, Ca.. is back from a week's vacation.

Steve Cole has joined the Hampton Industrial Sales staff, Tigard, Or.

Carl Evans is the new manager of Anderson Lumber, Preston. ld.

Fred Molter has been added to the Cardwell Forest Products sales team, according to Ralph L. Cardwell. Molter had worked at L.A. Stevens Lumber, Chino. Ca. Darrell Cook has taken a leave of absence due to his heart condition.

Frank Tomsick and Gary Hogan are new to sales at National Forest Products, Vancouver, Wa.

Steve Kendall has joined CaribooPacific, Tacoma, Wa., as a trader.

Ed Maher is now on Hearin Forest Products', Portland, Or., trading staff.

Richard Tucker has opened an office for U.S. Industries, Oregon City, Or.

Bill Bright has joined the Preston Lumber Co., Cloverdale, Ca., as marketing mgr., according to Jack Davies.

Derald A. Tilley is the new president Mary Ann Petery, president of Selma and c.e.o. of Salt Lake Hardware Pressure Treatinc Co.. is back at Co., Salt Lake City, Ut.; Don R. Selnra. Ca., tlq. l-frer a So. Ca. busiMarcell is exec. v.p. ness trip.

Monte Hubbell is the gen. sales mgr. Randy Philips of Philips Lumber and Tom Ellerbe is the national Sales, Thousand Oaks, Ca.. has sales mgr. at Quality Marble and returned from visiting mills in RedTile Distributors' new facility in ding, Ca. Don Philips and wife, Anaheim, Ca., reports Murray B. Florence. vacationed in llana and Weiner, pres. Maui, Hi.

Douglas Ross is the new office mgr. for Ted R. Turner is the new v.p. of manuTimber Products Sales, Springfield, lacturing tor Chandler Corp.. Boise, Or. Robert T. McClellan moves up ld., according to David W. Light. to controller, according to W.R. pres. Doug F. Bender is the new Atwood, director of finance and ad- nrktg. mgr. as announced by Steven nrinistration. Davis, v.p. of sales and nrktg. Bruce

Bob Burger has joined the sales staff at Bergquist has been named sales Louisiana-Pacific, Ukiah, Ca., mgr. for the Phoenix, Az., div. according to Merl Tanner, sales Frank Bader. Ed Fountain Lunrber mgr' ..^^-, ,,- T,j.- Co., Los Angeles, Ca., is back from Ron DeWitt has purchased the Trin- r-he NAWLA convenrion in Fl. He Co sawmill ill Litlle Vallev. Ca.. and ::' renamed it Litrre v^ri;;'d;ili'f;;: ::T[:S ;il';,.,S?'iJ;li..',r"o,:;,,:: ducts' Inc' f^urth generaiion Badei in the lum- Nancy Johnson is back with DG f,r business.

ll:',^::ll.ld,r:ll^:i:l.lT:"to. c,r . Bob" church, No. Bay sales rep tbr Its a plne ano ceoar ,tj9^.,1 Rolirndo Lumbcr, 'San Frlnc.isco. Steve Smith and Dave Craig have es- fa., and his wit-e. JoAnn, celebrated tablished the wash.i.ngton-Pacific it.l.ir. zs,t., weclding anniversary wirh Lumber Co., Vancouver, wil. Rick Dorish is new rli'J,ir.. ar Eel . caribbean cruise'

River Lunrber Sales, Newport Mike Sampson has been named to Beach, Ca., according to Jim New- head Louisiana-Pacific's new Albr.rquist, pres. qucrque, N.M., distribution cenrer.

Hank Aldrich ol DMK-Pacific Corp.. Fremont, Ca.. has returned froni a

mill trip to Oregon. lleadman Dwight Curran got in a recent week ot vacatton.

SUBSCRIBE

HEAUY EXHAUST FANS

a a a

Performance in accordance with the A.M.C.A.

Heavy plate material handling radial wheel

Individual blades and wrap around scroll with liner that will bolt in place for easy replacement

Replacement parts are normally in stock for fast delivery and minimum down time.

Fan shafts are turned, ground & polished for true smooth running.

Heavy cast pillow block spherical roller bearings for long trouble free life.

a a

Sizes from 60G115,000 CFM with Many sizes in stock.

IS OUR GAIT{E DELIVERY IS SO IMPORTANT

PGUs yellow and green painted rigs travel the highways and bry;ays of the West Coast delivering direct to dealers, dropping loads at PGL warehouses or picking up orders at suppliers.

Trucking is an important PGL customer convenience. That's why we maintain a growing fleet of 45 tractors. and 103 trailers to provide reliable. courteous service when you want it.

..THE 8 BILLION DOLLAR CONNECTION''

Western Building Action

Western states are expected to account for 370h of the predicted 929,000 new housing starts in the metropolitan areas of the United States this year, according to figures released by the National Association of Home Builders.

Los Angeles-Long Beach, Ca., and San Diego, Ca., each with 38.000 starts forecast; Seattle-Everett, Wa., 32,976, Riverside-San Bernardino. Ca.. and Phoenix. Az., each with 32,000, and Anaheim-Santa AnaGarden Grove, Ca.,22,500, are listed as six of the ten potentially most active markets in the nation.

Others are Houston, Tx.. 57,635: Dallas-Ft. Worth, Tx., 50,000: Chicago, Il., 43,000, and Detroit. Mi., 22.000.

Three other western areas are in the top 20: Denver, Co., I lth: Portland. Or.. 17th. and San Francisco-Oakland. Ca.. I 8th.

With 340,000 housing starts projected for the metropolitan areas of the western states, 60%r of these are expected to be single-family units.

ln 1978, the 426 independent wholesaler members of North American Wholesale Lumber Association distributed 8 billion dollars worth of forest products in North America.

A good "connection" for the manufacturer of forest products who relies on the wholesaler as the primary sales force of the industry. A sales force that moves the item, that moves the product line, and that sells the new product or system.

A good "connection" for the retail dealer and the industrial user of forest products. The independent wholesaler provides supply from a wide number of sources and gets it to where it is needed.

A good "connection" for both supplier and customer. The independent NAWLA wholesaler financially suppoded the producer in 1978 by carrying $652,000,000 of accounts receivable on a daily basis. In the marketplace, the NAWLA wholesaler in 1978 provided readily accessible inventory for customers in excess of a quarter billion dollars.

The wholesaler "connection" . one with the sales ability to distribute billions in wood products and the financial ability to handle the costs to do so.

Hardwood Plywood Everywhere

The Ilardwood Plywood Manufacturers Association's 1979 annual spring nreeting was held in March irr Washington, D.C. However. the high point of thc convention was the aflernoon when everyonc was takcn by six buses to Reston. Va., whcre IJPMA's new 11.200 sq. lt. olfice and laboratory builcling was viewed by nrcnrbcrs for thc flrst tinrc.

The reception roonr is donc in sequencecl rratchecl teak plywood while the boarcl of'directors' roonr is in nratched sliced plain whitc oak architcctural plywoocl.

Each officc is paneled in a clifl'erent type of interior surlace nraterial from donrestic and inrlrortcd species to prefinished, printecl, vinyl lanrinatcd. paper overlaycd and enrbossed panels. The floor in each olficc is of a cliffcrent tylle ol- lanrinatccl lrarclwood flooring fronr natural finislr to ntcllow browns. Thc lauan flush doors have becn coverccl with thc sanre rraneling as used in that lrarlicr.rlar roonr.

Western Gonstruction Gosts Up

The cost of construction materials and labor across the nation increased an average of 12.30h in the 12month period which ended March 1979, reports McGraw-Hill Information Systems Co. This compares with an 8.50ft rise registered a year earlier.

On the average, building material prices increased 15.401r and labor 7 .70h in the past l2 months, according to the report. During this period total cost increases were the highest in the region consisting of the Pacific Coast and Rocky Mountain states, which registered a 15.40h increase. The smallest cost gain, 7(Xr, was shown by the New England states.

Wood Pallet Record

For the l6th time in the last l9 years, the wooden pallet industry set a new production record in 1978. With an estimated 270 million wooden pallets produced, they consumed 6.7 billion board feet of lumber which was l70lt of total lumber production in the United States.

The members of NORTH AMERICAN WHOLESALE LUMBER ASSOCIATION, INC.

Hardwood Distributors Optimistic

ll, HEN the meeting of the lU Pacific Coast Wholesale Hardwood Distributors Association got to that part of their program where members gave reports on how business is in their areas, it made for good listening. While all agreed that there had been a slight downturn, there was universal agreement that 1979 would still be a good year. Some thought very good.

Holding their 56th annual convention in Palm Springs, Ca., the small but influential group of western hardwood principals and executives, again managed to complete the requiste business at hand in a manner that could reasonably be described as relaxed. Maybe even laid back.

Henry L. Jones, president of the National Hardwood Lumber Association, led off the list of speakers with a comprehensive report on the new $l.l million NHLA headquar- ters and hardwood school in Memphis, Tn. Final transition from Chicago to the new site is expected to be completed by July.

Jim Cooper then described the plans formulated by the Australian government to bring 12 million board feet of Tasmanian oak to the West Coast market.

Just returned from a triD to Tasmania. a large island southeast of Australia, he said that he was convinced that it was a good product, that the Australians intended to enter the market and would ship a consistent grade in a steady sup- ply. Cooper noted that while not a true hardwood, Tasmanian oak, "looks, feels and performs like a true oak."

Other speakers included David Cutler, The Merchant Magazine, who suggested communication opportunities available to distributors to minimize hardwood installation problems; Karen Blair, National Hardwood Magazine, who gave an update on the European oak log export situation and U.S. attempts to prevent loss of this market; and John Milton Kennedy of the Southern California Edison Co.. who described what he called "the threat of unreasonable

demands by environmentalists to power generation."

Elected the new president was Don White, Jr.; Gil Reel,lst v.p.; John Fahs, 2nd v.p.; and G. T. Frost, sec.-treas. Directors named include Harry Anthony, Dick Gray, Bill Lightfoot, John Mullen, Werner Richen and Ken Tinckler. Named honorary life members were Bob Sullivan and Dick Quarg. Tentative spot for next year's convention is Oiai. Ca.

This is our fifteenth year of serving you . . . and we look foruard to many, many more.

Proposed Oak Export Ban

A delegation of United States lumber and log exporters was in Belgium, France and England recently meeting with officials and importers to discuss the proposed ban on North American oak to protect against the entry of oak wilt.

The ban, set to takeeffect September l.1979 allows for onlv the importation of logs which -have been debarked and lumber which has been dried to 2006 moisture content or less. The directive as now written is expected to virtually halt importation of logs, and will seriously reduce the oak lumber supply to the Common Market countries.

American exporters point out that if logs are debarked prior to leaving America they will deteriorate because of the length of time in transit and would be unacceptable to customers. The 200/o moisture content restriction would reduce lumber availability because many U.S. exporters do not have dry kilns available and overall kiln capacity in America is limited.

The Americans recommended that phytosanitary certificates issued by the U.S. Department of Agriculture stating that the logs and lumber come from wilt-free areas be accepted as alternatives to the present directive. The Americans also agreed to investigate the fumigation of logs as another means of protection rather than debarkins.

Scientists say the history of 6ak Wilt indicates that it has been known in America for many years but is not considered a serious threat to American oaks. Only one tree in many thousands is affected and the disease moves verv little from one area to another. At this time, all programs of eradication or control of oak wilt have been discontinued due to the lack of threat to oak forests.

Forest Products Broker and Consultant

NEW PRODUGTS

and selected sales aids

Super Contact Bond

For speed and safety, a non-flammable solvent grade contact bond from 3C Co. is quality formulated and designed for the professional user, but easy enough for the do-it-yourselfer.

Created to bond high-pressure plastic laminates, wood, plywood, veneers, metals, particle board, linoleum, leather, rubbers and gypsum board, the material reportedly features easy spread, fast dry, super adhesion, high heat resistance and high strength qualities. Waterproof, it is not damaged by freezing. Available in pint, quart and gallon cans, 5-gal. pails and 55-gal. drums.

Lambert Chew Chew

Chew-Chew vacuum mulcher bagger from Lambert Corp. vacuums through a 30" steel nozzle with single level height adjustment and stabilizer wheels. With mulch bars in the impeller housing, it bags either in a vented cloth bag or disposable plastic bags. The deluxe Chew-Chew adds a gear-drive, self-propulsion system.

Paneling Show Off

Pedestal custom paneling selector, from Georgia-Pacific, displays up to 34 custom hardwood-veneered panel samples for representation of styles and colors, making customer selection easler.

Dimensions of the bronze-finish selector are 553/q" high x 16" wide x 213/n" deep.

FREE READER SERVICE

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

Also from Lambert is Model 8-369 Titan lawnsweeper, a push-type sweeper with 10" wheels, 26" swath, 6.5 bushel capacity, that converts to a trailer model or folds up for easy storage.

Rugged Hardboard Siding

Teton siding, a new product from Georgia-Pacific Corp., has more to offer builders ahd remodelers than just rustic good looks reports the manufacturer. This deep-textured hardboard siding is a durable, economical alternative to conventional siding products.

Teton panels are available primed or prefinished in four rich color-tones, driftwood. wheat. chestnut and auburn. The panels come in 4'x7', 4'x8', 4'x9'and 4'xl0'sizes and have a limited five-year paint warranty and a 25year limited product warranty. Lap siding, 12" x 192", is available primed only.

A colorful brochure with complete specifications and warranty information is available.

Multiple Outlet Strlps

SGL Waber Electric has introduced its new UL Listed Premier Series of eight multiple outlet strips.

These new lower profile outlet strips are specifically designed for use in offices, laboratories, audio-visual setups, and retail store displays. The strips feature beige-colored baked-on finish case, full circuit breaker protection and switch and pilot light combinations with four or six outlets.

They offer a quick, convenient, easy, and safe way to multiply, relocate, and control outlets in an electrical branch circuit without the high cost of permanent wiring.

A multiple outlet strip can easily be relocated to accommodate the everchanging needs, of the user, according to the manufacturer.

They are rated at l5 amps, 125 volts AC, 60 Hz, 1875 watts, continuous duty, and incorporate 3-wire "U" ground outlets.

English Door Design

The E.A. Nord Co. has introduced a new door design, reminiscent of classic English architecture, the Westminster.

A multi-panel design, the Westminster door combines classic design and the durability of Weatherbond panels for lasting beauty and superior performance according to the manufacturer. It is manufactured in 2'6", 2'8" and 3'0" widths by 6'8" height and I %" thickness.

Stone Face Lift

Stone architecture and art objects carved from stone can be restored to original beauty with 1890 Poultice manufactured by Engelhard Minerals & Chemicals Corp.

This natural clay, mined in southern Ga, removes centuries-old dirt, bacteria and organic salts. To date, 1890 Poultice has been used successfully on classical European statues dating to 1400 A.D. as well as U.S. museum collections according to the mfg.

Write: Englehard Minerals & Chemicals Corp., Menlo Park, Edison, N.J.08817.

Vinyl Siding Trim

Trimcoil from CertainTeed is a siding trim to cover exposed areas around windows and door casings. Available in 50' rolls, 14" and 18" wide, Trimcoil is color-compatible with CertainTeed's solid vinyl siding. Each roll comes with a white backing for double duty usage.

window's sill down over window's head.

New Gaulking Golor

Macco Adhesives has added two new colors to its line of colored acrylic caulking compounds.

Each color is available in a 12 cartridges case, with each cartridge nozzle color-matched for easv identification.

Fiberglass Shower Stall

A complete. knocked down, all fiberglass shower stall suitable for new construction applications as well as complete rehabilitation of existing shower areas is available from the Swan Corp. Model KD-3232 includes three molded fiberglass panels, one 32" x 32" fiberglass shower floor, plus the necessary mastic and sealant to complete the installation. The 70" hieh panels, made of durable press-moldEd fiberglass with a baked on polyurethane coating, are designed to fit over a flat dry surface in conjunction with the Swan 32"x32" fiberglass shower floor.

Other features include a molded-in soapdish, shampoo shelf, and rounded/seamless corners to simplify clean-

FREE READER SERVICE

For more inlormalion on New Products and New Literature, write lha Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request fasterl Many thanksl

ing. All materials are packaged in a single flat carton to enable installation at any time as well as being able to fit into any existing structure.

Six colors are available to match major plumbing fixture. Shower floor comes in white.

Stack Wlndows to Save

A design modification now permits stacking of Season-all replacement windows without the use of adaptors.

The top frame extrusion of each NuPrime window is designed to fit into thesill extrusion of all models. This permits stacking of double-hung, slider, picture windows or insulating panels in any combination for economical installation of multiple windows in single openings, according to Seasonall Industries.

Vinyl Sofflt Panels

A new soffit panel, Triple 4, is available from CertainTeed.

The woodgrained design, for use in both vertical and soffit applications, tgpeats-every 4" on the 12" panels. The soffit fits flush with no concave. and can be installed over greater spans without sagging, according to the maker.

Simulating the appearance of wood siding, Triple 4 is made of solid vinyl. The product is available in b6th solid and perforated styles.

New Look for Armortop

A redesigned container for Armortop features graphics in black, silverl grey and orange with easy-to-read tnstructlons.

Armortop concrete hardener and dustproofer is a chemical-type liquid- applied non-toxic solution which penetrates and reacts with concrete to form a hard, granite-like, non-dusting surface.

Hole Saw Kit

Developed by American Saw & Mfg. Co. with heat-treated high-speed steel cutting edges electron-beam welded to shatterproof steel alloy backs, the Lenox contractors' hole saw kit contains l2 sizes ranging from 9/16" to 3"

diameter and two arbors.

The saws will drill to a depth of I l/ 8" and have knockout slots for core removal. Packaged in a blue metal carrying case, the kit contains three extra t/+" high-speed steel pilot drills. For cutting with larger saw sizes, a torque driving plate is available.

Rubberized Resurfacer

An easy-to-apply, rubberized resurfacer designed to extend the life of old, worn out tracks and other all-weather surfaces is available from Rub Kor America, Inc.

It is a rugged, cushioned coating for restoring hard or all-weather surfaces that are worn, broken, or peeling, without having to replace the entire facility, according to the manufacturer. Applied cold with a squeegee or broom by untrained personnel, the weather resistant coating has the same resiliency and coefficient of expansion to prevent further cracking or peeling as the original surface.

Ideal for restoring all-weather and emulsion tracks, and hard surface tennis courts, the Rub Kor rubberized resurfacer consists of an asphalt, rubber, cork, and mineral aggregate. Easily

cleaned with water, the black coating also returns tracks to their original, dark color. A cold patch material for filling holes prior to resurfacing, and white or colored acrylic line paint are also available. It is priced from $4.45 per gal.

Paint Display Board

Absolute Coatings, Inc. has a new point-of-purchase retail display board for its Last'N'Last black and white polyurethane enamel paints.

The hardwood panel, which shows samples of the two colors in both satin and gloss finish textures, is being offered free to retailers with their initial spring stocking orders. In addition, extended discounts are made available

to dealers when they order a complete, 36-unit merchandiser of the new polyurethane paints. The sampler contains quarts, pints, half-pints and aerosol cans. Total retail value: $135.

The enamels, reportedly with a tough, beautiful surface superior to that of most conventional paints, can be used indoors or out. on floors. metal, porches, steps, dry wall, furniture and woodwork. All have a fivehour drying time and overnight recoatability.

FREE REAOER SERVICE

For more information on New Products and New Literature. wriie fhe Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, Please meniion issue date and page number so we can process your requeSt faster! Many thanks!

FOREST PRODUCTS TRAiISPORTATIO]II

The Empire Door

Bel-Air Door Co. has expanded the elegance of its prefinished International Handcrafted Door line with the addition of the new beautiful Empire Door.

A hand-carved work of art, it gives a lasting impression to any home or business.

Standard size is 36" x 80" x l-%" orefinished in dark walnut stain.

As Wholesale and Industrial sales specialists since L945, we can offer you the finest in Vertical and Flat Grain Douglas Fir in all sizes up to 6 x 14. Dry Redwood Clears up to 4x14.

We are especially expert in custom milling. We've built an enviable record of service to our customers over more than three decades.

Let us go to work for you today.

Redi-Cut Helps Dealers

Georgia-Pacifi c's wholesale building materials distribution centers have a cut-to-size program for dealers.

Redi-Cut materials come in bundle or unit packages and are available in popular sizes and thicknesses of plywood, lumber, particleboard and shelving. Four specially designed Redi-Cut display racks are available.

G-P support materials offer help in marketing, do-it-yourself project literature, ad slicks and brochures.

Bulk Caulk Dispenser

Caulk-Flo, a new bulk unit for dispensing caulking, mastics, sealants, and similar material is new from ForceFlo, Inc.

According to the manufacturer, it will fit any standard straight sided 5 gallon bucket. When the handle is pumped, material is extruded directly from the bucket through the hose to the caulking nozzle.

The patented construction reportedly will pump any viscosity material in any weather condition and the neoprene seal on the large diameter piston assures positive priming and eliminates contamination.

The manufacturer says the high pressure pump makes operation easy and saves up to 500/o on labor, the material is sealed and doesn't dry out and the piston seal cleans the bucket completely so all the material is used.

Rubbermaid Guts Price

Rubbermaid's ice buckets. cube bins and cube trays are offered at promotional prices for orders postmarked

through June 30.

Suggested promotional prices are ice bucket $5.97, cube bin $1.47, and trays two for $1.17.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

Brass Fixtures

Eljer has introduced two lines of bathroom faucets and bath/shower controls, Crescendo featuring crystal- like lucite handles, and Innova with

sculptured metal and lucite handles. Both, available in chrome or gold finishes, feature all-brass internal construction.

New Look Under Foot

Hanovia, latest addition to Mannington's Million Air line, features a textured, tile-like pattern combining squares and diamonds in soft, neutral tones.

It has a high gloss no-wax finish which requires only damp mopping and a built-in cushion layer.

Available in 6' and l2' widths, allowing for seamless installations in most rooms, the 6" repeat design requires reversed sheets for seaming. Colors include four choices.

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The right windows in the right places give a home natural light, fresh air, good looks and convenience. Some of the basic wood window styles are: top left, sliding; top right, bow; bottom, left to right; fixed sash with awning unit; double-hung; casement. All are stock, factory-made wood units. Each is available with insulating glass.

One-Man Sawmill To Go

The Nordic prince is a portable sawnrill that saws dimension lumber of any size, at an1, angle, with one operator. Lay down the extendable track next

to your logs, hook up your chain saw to the Nordic Prince. and you've got the lumber you need quickly (about 6' per minute through 12" seasoned Douglas fir) according to CLC. the manufacI Urer.

In addition to the advantage of' repeatability. there is an extra nleasure of sufet.v. becrruse the equipnrent is operated bv remote control.

Super Pipe

New steel fence pipe lrom Allied Tube and Conduit Corp. is 33'1, stronger and 20(ll, lighter in weight and gauge than standard Schedule 40 pipe according to the company.

Corrosion resistance of the SS-40 pipe is achieved by a patented process which adds hot-dip galvanizing followed by a layer of zinc chromate and a protective acrl'lic finish electrostatically applied.

Awning Reduces Heat

Weath'r gard awning helps to keep a room cool by shading windows from direct sunlight and reducing solar heat gain according to Artcraft Industries. The aluminum awning is adjustable so it can also be installed over a doorway to provide protection from snow, sleet. and rain. The design includes rafters to reinforce the roof. The finish is white enamel.

Available in 3', 4', and 5' widths, two units can be joined with a splice kit. The merchandising program features package graphics and four color point of purchase sales aids.

for

SS-40 pipe has gained acccptance by private industry and local governnrents as materiai for securitf installations and is being used by'several state highwa)' departnlents and nLlmerous power. pump, fuel and militarl installations, reports Allied Tubc and Conduit.

Filter lmproves Taste

F We invite your inquiries

of 4" and less than 7" overall. is installed on the cold water line under the kitchen or bathroom sink.

It will also fit the confined spaces of an RV. motor home or boat.

The Filterite cartridge will last three to six months in an average home while removing all visible sediment and virtually all microscopic residue from the water accordins to the manufacturer. Activated ch-arcoal in the cartridge eliminates the taste and odor of chemicals, including chlorine, present in the water without removing valuable minerals.

Packed with its special cartridge, it lists for $25.95.

Keep lt Clean

The removal of allergy-causing irritants like pollen, house dust, cooking odors and tobacco smoke from the home and the ease with which the diyer can enjoy these benefits are explained in a new point-of-purchase display from Air Control Industries, the makers of Clear Day.

Clear Day slips into place without tools, replacing the conventional disposable air filter in the heating/cooling system. The display shows a complete unit, including the power pack and collector cell, with provisions for plug-in for a live demonstration.

Full-color graphics point out ease of installation, and a pocket holds consumer literature.

Also available are audio-visual cassettes to illustrate the adverse effects of air pollution, the removal of

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indoor air pollution, and installation of Clear Day.

For more information contact Hauman Marketing Services, P.O. Box E, Guilford. CT 06437.

Oak Vanity Top

Heads Up. Inc. has improved their oak vanity tops and is now offering them on 36" and 48" cabinets.

The new construction overcomes oak's natural tendency to warp and split which had previously prevented the company from offering tops for cabinets wider than 30".

All oak tops now come with self-rimming vitreous china bowls in white and two new colors, sand and papyrus. The tops are protected by a tough, catalized lacquer finish and are sold only with 21" depth cabinets.

Thol's How lt Goes!

Billy Carter's picture on it."

Pine Newsletter Launched

Jackson Press Inc. has beeun pubtishing a weekly lumber maiket newsletter called Pine Onlv.

Rick Kellso. editor of Pine Only. stated that the new publication will be a specialized report for lumbermen dealing with western pine lumber products. "Our sole purpose is to provide the pine market players with an in-depth look at their market place. We'll do this with a three-part format. First, an article featuring the people, organizations, and events ofthe industry; second, a commentary onthe market

activities of the past week; and third, a comprehensive price guide that reports prices for more pine products than any other publication. "

Subscription cost is $200 annually. PO's mailing address is P.O. Box 578. Medford. Or. 97501.

(Continued from page I I ) could switch off between sales. cashiering and checking in stock, depending on the business demands of the day.

Unlike mass merchandisers, Sundance Lumber realizes that

The Merchant

serving the home improvement market can't be done with untrained minimum wage floor and yard help. The consumer needs help.

Many customers feel they would rather have the how-to-do-it advice to accompany the products they buy, than to troop all over town to find the lowest price.

Operating their new store in a growth area, Sundance Lumber and Hardware's market positioning for the home improvement business has set them up in good form for the expansion program they have set out for themselves.

NEW DTSTRIBUTION YARD

Specializing in Plywood and Green

Doug Fir & Hem Fir Dimension. Mill

Direct Shipments f&f or Rail

Parrella Bob Spry Chub Durnell Dennis Kirk Wally Wolf

Miyake Bonnie Dunn Darlene Ryan lohn Gardner Francis Rich Susan Parrelta

Wood Panel Future Bright

Conventional plywood and newer types of structural wood panel products will share a bright future in the next quarter century, according to American Plywood Association executive v.p. Bronson J. Lewis, who predicts significant changes ahead in the makeup of the total panel market.

Noting that wood-based structural panels other than conventionally-made plywood currently represent only I .40/o of the "regu- lar" plywood volume, Lewis said that by 1983, however, there should be a total structural wood panel market of approxim ately 23.5 billion sq. ft. This should include 1.25 billion sq. ft. of composite plywood and other structural panels of nonconventional construction.

The APA spokesman stressed that conventional plywood will continue to be the mainstay of the panel markets in the foreseeable future. "At the same time," he said, "the composite plywoods and many other new structural panels will contribute increasingly to a growing total wood panel market. In an era of contrived raw material shortages they will be more and

more lmportant ln maxrmlzrng wood fiber utilization."

He vigorously challenged suggestions that western panel manufacturers will not have a full share in the growing markets of the future. He criticized what he termed "downright negative thinking" in recent assessments of the prospects of western wood products producers, and suggested that there will be "room for everybody" in the West, South and elsewhere with an anticipated annual structural wood panel market rising to well over 40 billion sq. ft. in the early years of Century 21.

He continued: "ln any discussion of the new structural panel products, it should be made abundantly clear that plywood is not being replaced."

Lewis said that the panel industry is "on the ground floor of a perceptibly changing marketplace that can ultimately absorb all of the wood-based panels that can be producedno matter how they are constructed. And, of course, provided they are constructed proPerly. "

He warned that for some of the new structural wood-based panels

now emerging there are neither working stresses nor known engineering properties available. "This can be highly dangerous, and threatening to the credibility of the entire panel market, in an era of every-increasing government regulation of manufacturing standards and product certification. On the other hand, many of the new panels undoubtedly have the potential to satisfactorily meet the needs of numerous structural applications. It is therefore paramount to ascertain which will perform, by the most professional means."

APA has approved a new definition of Structural-Use Panel Products.

"lt means that for certain applications, qualified panels will be eligible for full APA services without regard to panel configuration. Such panels may be all veneer, or composite construction, or unveneered," he said.

He estimated that 1979 plywood industry production will be in the region of 19.2 billion sq. ft. "which will be a very respectable total with an expected 170/o decline in housing starts.

gulltnL W tabralp Lurtrbp,r

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL . CARGO . RAIL . TRUCK & TRAILER . PRESSURE TREATED LUMBER

Phone CORDES LANGLEY. ROGER HOWARD:

SELLING 3D SHINGLES (Continued frctm page I2) men to explain topics of consumer interest such as the roofing's appearance, long-term protection, fi re and wind resistance and minimal maintenance. The display provides the additional advantage of putting salesmen in a favorable position to promote related exterior remodeling products.

Locate roof-related products and equipment nearby for add-on sales. A basic list of these items includes felt rolls, roofing cement, flashing materials, drip edges, rain-carrying goods and ladders. Roofing tools such as hammers, nail pullers, folding and tape rules, chalklines, and roofing knives can be put on a display board to familiarize customers with the tools required for roofing jobs.

Several sales aids designed to increase a dealer's share of the roofing market are available through the Asphalt Roofing Manufacturers Association.

The advertising planning kit contains camera-ready ad layouts to sell retail prospects, art elements, headlines and copylines to make up your own ads and broadcast scripts and storyboards.

A new envelope stuffer can help dealers increase sales of asphalt shingles. The two-color folder invites customers to inquire about attractive, fire-resistant asphalt shingles. Dealers can imprint their name and address on the back of the folders.

ARMA's consumer booklet, '7 Homeowner's Guide to the Selection of Quality RooJing, " offers valuable information to consumers. By-lined by the Associated Press' home improvement columnist, Andy Lang, the 24-page booklet contains color photographs, an asphalt shingle color guide and numerous tips on the selection and application of asphalt shingles for reroofing and new construction. There is also a useful glossary of roofing terms, plus roof maintenance suggestions.

"Good Application Makes a Good Roof Better, " an applicator booklet, discusses the latest industryapproved techniques for applying roofing for maximum life and allweather protection. The booklet serves as a guide for roofers, remodelers, builders or do-it-yourselfers.

New construction and reroofins

techniques covered include deck preparation, flashings, starter course procedures, correct nailing, valley treatments, hips and ridges, shingle alignment, low slope and steep slope application recommendations.

Two instructive asphalt shingle

application audio-visuals are available for showing with LaBelle Series l6 filmstrip projectors. Suitable for showing to professional and d-i-y audiences, "How to Apply Asphalt Shingles" runs 20 minutes and "RerooJing With Asphalt Shingles" has a l9-minute playing time.

$4.5 MILLION INVESTMENT

(Contittued front page I6)

the Wolmanized material has been left in its natural state, unpainted and unstained. With age the wood weathers to a patina of silver gray, blending harmoniously into almost any setting.

Design of the new yard follows a work-flow pattern in which every ramification ol Iumber processing has been integrated lor a maximum efficiency in the movement of materials, beginning at the rear of the plant where a private spur permits simultaneous unloadine of eight railroad cars, each wiih a

capacity of up to 50,000 board feet. Adjacent to the spur are four storage sheds, each 60'x120' in

Big enough to do the job, smallenough for.

Personal Service

13 hardworking acres, specializing in mouldings, upper grades in softwoods, imported and domestic hardwoods. Complete milling and kiln drying facilities. RR spur.

LAtI0MARK 0lSPl.lY, historic nine-foot band saw, deactivated alter more than half a century 0f use, is at entrance. Saw, among largest ever used, has a blade more than 56 teet in length. Weighing over 38,000 lbs., machine was used for cutting Douglas fir logs up to 10 feet in diameter.

12 ACRES OF SELF-CONTAINEO CONS()LIDATI()N. STORAGE, TRUCKING, MANUFACTURING, AND WH0LESALE DISTRIBUTION FACILIT|ES r 24 yEARS

0F GROWTH ANt) EXPANSI0N PROFESS|0NALS tN

CEDAR SPECIALTY ITEMS . FAST BESP0NSE.

FLEXIBLE MANUFACTURING AND SALES P()LICY

o 1x2, 1x3, 2x2, 2x3 - COMMON AND CLEAR, GREEN, SURFACED ANI)/OB ROUGH

CEOAR MOULI)ING ST()CK. TIGHT KNOT

ANt) CLEAR

FENCING B()ARDS - GRAPE STAKE TYPE

PALINGS EENDER B()ARDS

GARt)EN NURSERY - DEALER - INDUSTRIAL

ITEMS

RANDOM WIDTH AND THICKNESS ROUGH

GREEII BARNB()ARDS

dimension, making structural use of poles pressure treated using the "Cellon" process, developed by Koppers. They were erected by San Antonio Rigid Pole Construction Co.

The sheds are of umbrella roof design, with poles widely separated in a center row, permitting unimpeded movement of unitized loads, and facilitating loading and unloading from either side.

The Cellon treated poles are additionally used in a post-andbeam design staging mill adjacent toa structure housing Ganahl's architectural millwork facilitv. serving a rapidly expanding marker embracing commercial applications in shopping malls, and office buildings, institutional uses in schools and government structures, and custom homes.

Backing its extensive milling operation, the yard, with an overall storage capacity of more than 6,000,000 board feet, stocks one of the area's most complele supplies

of exposed grades of lumber, such as cedar and redwood, and upper grades of pine, Douglas fir, hemlock and various hardwoods.

specializing in softwood and hardwood hauling

CHOZEN TRUCKING

1400 East Anaheim, Wilmington, Ca.90744

1213177s-1834

[213] 549-4051

9 Northern California Manufacturing Centers Douglas Fir, Incense Cedar, Ponderosa Pine, Sugar P.ine, and White Fir. Green & Kiln Dried.

MOULDINGS:

LUMBER SALES:

Chico Ca. (916) 895-3311

Al Ryan Paul Bean

Redding, Ca. (916) 275-8812

Ron Hoppe, George Rogers, George Sharp, Paul Trueb, Bill Wessner and Sam Witzel.

IllE Sl0ll{G on this western home is of medium density overlaid (MD0) plywood. lts increasing market acceptance is due in part to the fact that it has all the structural leatures of a plywood panel plus textured, overlaid surfaces that result in an excellent surface for painting or staining in a solid color. Product performance

results from their manufacture: a phenolic resin-impregnated fiber overlay is placed over high quality wood veneers and the entire layup is fused into a single, integral panel under heat and pressure. During the bonding process the overlay is also deeply embossed in a wood-grain texture.

WHOLESALE LUMBER ONLY

(Continued from page 65)

years, fiom an earlier divided fiveacre facility near downtown Anaheim, in the heart of Orange County, one of the nation's fastest growing urban centers.

The company was founded by Christian Ganahl. an Austrian emigrant who opened his first yard in the commercial hub of Los Angeles, at the corner of First and Central. at a time when the town had but 22,000 inhabitants. Current population is 2,750,000.

An innovative merchant, Ganahl, after only three years in business. undertook in 1887 what was then considered a daring move, opening the industry's first branch lumber yard, two miles distant, at Washington and Grand.

A landmark display, in front of the new facility, is an historic ninefoot band saw, among the largest ever used in the sawmill industry. Weighing over 38,000 lbs., it has a blade more than 56' in length, for cutting Douglas fir logs up to l0' in diameter. Manufactured in 1910. the machine was in use for more

than half a century before being deactivated.

In keeping with the band saw's symbolic significance, it has been treated as an industry monument and erected on a sturdy pedestal.

Ganahl maintains branch yards at Lake Arrowhead and Corona. Ca.

MERCHANT ADS GET RESU

Fund raiser sets record

(Continued from page 18)

Mortgage lending rates at some Ca. S & Ls have hit I ltAoh, equalling the record mortgoge rote of the'73-'74 credit crunch; some experts predict llt/.o1,-713/t0/o by summer.

Softwood lumber production in North America set q recordin '78, nearly 49 billion board ft. manufactured; previous record: 1909. hardwood production & shipments in the South were both up 306 in March above the previous mo.

l{EUt, MlRl( in f und raising for its Chester G. Harshner Memorial Scholarship Fund was set by San Joaquin Hoo-Hoo Club as a record attendance helped top previous dollars raised at the annual Casino Nioht. No figures were released. Attendin-g the Fresno, Ca., event were (ll Craig

Mullin Lumber Co.. No. Hollywood, Ca., suffered a fire April 25th, with damage believed in excess of $750.000. one fireman was killed.

Gaffney

and Hugo Rath. l2l Hugh Service, Elmer Rau, Chuck Wills barbecuing steaks. l3l Gary Johnson, Brad Munson, Bill Oberholser. l4l Don Johnson and Damon Bailev. l5l Rich Taylor, Don Tockey, Gordon Knoft, president, and Nick Bonetto, auctioneer. 16l Dale Winslow, Dick Kennedy, Jerry DeCou

Earnings reports for 1978 for Weye rha eu se r, Geo rgia - Pa c ifi c and Willamette Industries are being qualified by auditors following verdicts against the 3 in price-fixing suits alleged to involve "phantom" freight rates. damages could amount to ,$'1..f billion to $2 billion in treble damages.

Angels has opened a 65,000 sq. ft. distribution center in Pomona. Ca.. for timetable distribution, not warehousing, for its retail stores. . . Quamagrahas opened its l3th store, in Seattle. the Census Bureau, unable to decide what's a home center and what rsr't. will not be publishing the info they've gathered on that market.

As a test, Georgia-Pacific is importing Monterey pine logs from Chile for its Toledo, Or., plywood facility; if successful regular shipments will be-

gin. Wilderness preservation is the Sierra Club's no. I concern, according to a recent poll of members.

National Lumber, Santa Ana, Ca., has a new store going up in

El Toro, Ca. Pay 'N Pak has opened a new store in Eureka, Ca.,and enlarged its Kennewick, Wa., unit by about 10,000 sq. ft. Johns-Manville will be 100%, fiberglass shingles by '80. completely out of asphalt shingles.

MARY'S RIVER TUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or Lx12 SIS2E

(Clear Tight Knot E Standard E Btr.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W 45151 N.E. Elliott, Corvallis, Or. 97330 (s03,) 7Sz_0218 . (503) 7s2_0L22

FRANK CLEMMONS T BOB AVERY

TWO

P. O. Box 706

Cloverdafe, Ca.9fu25 (707) 894-3997

AIAN SWANY)N

TWOOX TRADERS

lnternational Div.

P. O. Box 4868

Arcata, Ca. 95521 (707) 822-4615

KEN LATJDENSCHTAGEN

DAVID PONTS

w w w w w w w w

Northeastern Hardwoods

(PART ONE)

This is the first of a four part segment on the mojor and minor commercial hardwood species of the Northeastern United States. The second of the four parts will appear in next month's issue.ed.

T HEhilly and mountainous

I regions of the Northeastern United States-New York, New England ancl Pennsylvania-produce some of the most desirable hardwood timber grown anywhere.

Northern hardwoods are in a class by themselves, and the principal species from all the Northern latitudes have the same general qualities; the Northeast. the Lake States and some sections of Ontario and Quebec. The north country is well known for its favorable soils, rugged climate and rugged topography. These factors are important for the growth of uniformly textured, dense hardwood. The rate of growth is not fast, but nature does not produce quality with speed or in quantity.

These forests have been in production for many years, 4nd they are still growing. "The timber is getting farther back all the time," is a commonly heard expression. And it's true. Bulldozers can make roads to reach it, howeverl and tractors can "draw" it from places the faithful old horse could never reach. The machines used to build roads and get out the logs are very expenslve.

That is one of the reasons whv Northeastern hardwoods must necessarily be priced higher and higher; production costs are forcing the prices upward. In the future the

cost of lumber will have to reflect truly the costs of growing it. That point has not yet been reached.

Technological advancement and increased production do not have the same impact on cost reduction in the lumber industry that they do in the production of other materials. In the first place, at least 600/o of the cost of producing lumber is labor, regardless of how it is done.

In the second place, the lumber industry is rapidly becoming more conscious of its raw material supply. Conservation of existing stands of ripe timber, and the realization of the necessity for growing it, in order to protect capital investment in standing timber, machinery and equipment, must be considered in production schedules.

As the cost of producing lumber increases, so the selling price of lumber and its products must lncrease.

That lumber will ever price itself out of the market is highly unlikely. It is still the cheapest of all building materials and there is still no

Sfory at a Glance

A brief review of the hard- wood species of the Northeast.. major spe- cies include yellow blrch, hard maple, black cherry, beech and red oak.. minorspecies are soft maple, basswood, ash, white birch and yellow poplar or tuliptree. Part one.

substitute for most of its principal USCS.

From time to time in the past, the industry has suffered heavily, but only temporarily, by the inroads of substitutes.

In the 1920 s, the automobile industry was the largest consumer of hardwood lumber. When automobile body construction was changed from wood to steel. the doom of the hardwood industry was forecast by nearly everyone. That is the outstanding example of the loss of a tremendous market and yet the industry did not die. Few now will argue that wood makes a better automobile body than does steel.

On the other hand, hardwoods do some jobs far more effectively than steel. For example, no practical substitute has been found for wood cross ties for railroads. Great quantities of hard, heavy hardwoods, unsuitable for more exacting quality purposes, are used each year for railroad cross ties. At the other extreme of hardwood uses is the warmth and beauty of wood furniture and wall panelling, two qualities which cannot be counterfeited.

It is a great tribute to the ingen- uity of the leaders of one of the oldest industries, that they have continued to find new and more uses for their products, as old applications have been displaced. Research and development in the hardwood industry have made tremendous strides in the comparatively recent past. Continued progress in that direction is assurance of wider and more profitable markets for the producers of Northeastern hardwoods. The use of substitute materials was reallv a blessing in disguise. otherwise hardwood timber supplies of this country would be lost beyond recovery.

INI)T S1'RIAL SALES

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.\\.\Ht.t\t. ( .\. ltARt)\\ool) rrLrrt rl!!-rl\ ll(lf ll,Ln \()nt!' !ritljTr! i \l)r't . 1.,, Ittlffatl I o1, il 1,' r \1r'rirr':rl .LnLi lri l\r l lrl,ill l{f!.1 | LtItl,.,r \r,r\ ri. l-lJr ()t)l ---11

t.\Pt.Ril.\( l..t) \\ltot.l.s,\t.t.. tunrlrr'r \irle\rlriin rtcctlctl lor Srrn I lirrtri.tr, lJ.rr \tt.r litttt \\',rrl,l 1' l ' 1,,"'t rrr llr. \t.:r .t1r". ll r. t.r' . ,' lt l| .\t, tr elt. Se'ttti ra\Lrnr(' t,/r, Ilor .lIl. Iltl \lereh.rrt \lrrrrrzinc.

},XC'EI,I,T]\T ()PPORTT N I]'Y

l.Ot ISIA\A-P,\( ll l( rj no\\ rectpl ing resLrnte-r lirr lLil|bcI sltlcs l)crs()lt l{r tirin lh. \trll ill Ihc nc\ tlistrihLttion re r'tle I in AlbLrrlLrrrtlLrc. \ \l Rc-clu ootj trDgricll!g hclplLtl I r,ui:i.rrrrr Peeille i. lrn ctlLlrl ol)p{)t'lLntil\ lntIlor tr Strbnlt rtsLilre 1() LOtrisitr|,r I'rrrilie ( orP.. P.o llrrr li:J\ \lbutlLrerLlrrr'. \ \1.81125

l.\I'1.ltIl.\( 1.I) I-t \llll'.lt Irrrtlrr nccrlctl llt rt.,',, r,,-r.1 Sirn I riutri\(o lll\ ..\relr \r , ., . r:1t \1.,.t lr, rl'. 1\'lt..,l ,. r\r \. rnr I rbcrrrl c()lrlrission\ S('n(l Ic\UlIa a/() Il ,\ -.li) I . \l. rilr.rrrt \l r: zrrr.

\oRilil. tt\ ( .\t.[oR\t \ ri 1,,]1, \itla! lt,t\ 1,lri'I trf l1 I ,L| t1...|.|.-tl

[.S l | \l \ I OR I OR (ilfccr ol)l)()l lLtnit\ \rillt ;lh:ltrrp pitllel ol)trit1iott ..\bililt t1 trrllr lrrrtth, r .rr.l i,,,,,1 $tll) li1-trr.. \lJ .,,ntl).,'\ l)ill(l Irilrgr'\ \\'c rrlso lrcc(j in(lLr\tnirl \illa\ irld olllcc l)rol)le ..\l)l)l\ il1 IIilnlf r \\ o()rl \\orks. llji I' ll.lrrl Sl ( rrr:on. ( .r ()1)--1()

I \SII)T- S.\ I,I.,S/0RDER I)T-SK llarbor I)allet ( o. :ccks pars()lt \\illl Irinrbcr ilttiu:trr brrtkuTorrncl. to .l\sLlntc rlrrr lle'nging posil ion. Srr l:r Tr coll ntcrrstr .rle \\ rtlt c\l)cl icltec I:re cllcnt oppor Iunil\ lirl lrdrlut(entcltl I)honc lor irt)t)()inlnrcnl (71.1) 5.1.1--19+(). (ll.l) 68r 0 \.15

I'l.A\l \l(iR.. S.ll !.1(,.00r) []rrnu' RLrrr ne\ ll{).(X)(l \q. ll. \\inrllrr/,ioor l)lilnt: I:[)l) \f llc(luiinl.l. ul|oll f al,rli()l)\. n]illcf iill llo\\. gan nllnirgaute ltl ta( |il|(lLle \ itll ntLlsts. artrttrlrlts l)ta\5 c\l)cTier'tce rr P1115 SALES \l(;R. Sl5 S.10.000 IJorrLrs. rltrrlcr',r'onlrueIor :lrle :- llu\l bc ltcli\ c irt u intlos /tloor tlli[ke l lllt(l llrrc good !onlitet\ lrs:lrles ntgt ol't.R\ | I()\{ \t(;R. \\r).\.'i "'irr IJtittrts I:trIlorcf l)iiid. ( or'rl.i(t IJill \lcrsins rilli .'.)l l-" ,':- ''l.l- l'1,.1r., .l \ Ilrrrrrtl llLirrrrLL. e\ce \dlir.lt irtr'l -1ll S \\ hlh \re. sle JIf. I)rrrtlunrl. ()r ()rl{)-1

Aproud tradition

At our orrglna, Klnzua mlll slte ue produced quollty guaranteed lumber product's for ooer half a century. Klln-drled Ponderosa plne, Douglas flr and Western larch lumber products may be commodrtres to some, but they sre our speclalt es. We haoe a modern plyuood sheothlng operatlon plus a new computeflzed plne mlll and a stud mlll at Heppner, Oregon.

SomeJlmes we leel llke the last of the Ivlohlcans In thfs lndustry where lndependents are becomlng o nonlshtng breed. But we cherlsh our lndependence. lt allows us to respond qulckly to our customers'specra, needs. We're short on corlrorate rcd tope and rong on'can do' eflort and know how. Euery customer ute haae ls BIG In our eyes.

To seroe our customers better we haae o sates offlce ln l,oke Oswego, Otegon. One call to Roy Kelson, Jan Grady, Btwce Long or Kent Goodyear (5Og) 63&4406 gets Wu fast octlon on your lumber, sfrrd and plyusood sheathlng requlrements.

KINZUA CORPORATION

MANUFACTURERS OF FINE WOOD PRODUCTS

ADVERTISEMENTS

.-q+-q

RETAIL LUMBER SALES

Large retail lumber yard located in a fast growing area is seeking qualified, experienced personnel. Must have prevrous experience selling lumber and building materials and have recommengations from other firms showing you have successfully held a job of thiitype. Salary commensurate with experience. Send a letter of application and a resume to personnel ofllcer. Chas. C. Meek Lumber Co., P.O. Drawer F, Carson ciry, Nv. 89701

RETAIL LUMBER SALES

PROFESSIONAL SALESMAN or sates manager needed for retail operation with $4 million volume selling primarily to contractors in Reno, Lake Tahoe area. Musl have previous experience selling all types of building materials. Excellent opporfunity to advance for right man. Salary and benefits com mensurate with ex perience. Send resume or phone Vaughn Materials, P.O. Box 679, Reno, Nv., 89504. Arrn: John Cavilia. Phone (702) 323-1381.

EXECUTIYE

MULTI-YARD rract supplier, needs executive vice president to work directly under president. MUSt have the highesl integrrty. Must have management and sales ability.

MuSt have following in So. Calif. housrng Induslry.

Compensation in high 5 rigures, low 6 figures.

Reply confidenrially ro Box 303, c/o The Merchant Masazine.

BAY AREA wholesaler needs experienced lrader for softwood direcr sales ro So. Calif. and out-of-state. Salary commensurate with experience. Send resume. Write Box 309, c/o Thc Merchant Magazine.

SAI,I]S MANA(;T]R Erceptional Opportunitl

For cxpericncecl sules nranagcr witlr Itousirrg inrlrrslrr lirll6r\ar'l*. Tr-rp slrl:rrr rrtttl/or conilttission lirr loD 111 ,tt *"* .r'arcl antl ol'llce lacilitv irr Ilutrtingtorr Beach. ('a. Call Bill Rrindall. (7l4) 8488555. or scnrl re.sunrc c/<' Tlrc Mcrchunt Mugazinc. Box 306

t: \PERltl\('l.; l) t'ORl.S'I rrrort ucrs spccialtr tril(lcr sccks scll l'inrrnt.u.tl u'holcsale con'lpiut\.. Establishccl cus(olltL.r itncl nrill basc rvith prolit nrargin to nrrtch. Sccking hcst corrrpcrrsation plin. Rcplv c/<r Thc Mcrcharrt Mtgazinc. l|ox 194.

UNIQUELY QUALIFIED lorest producrs graduate (MBA) with broad experience seeks challenging marketing/administration position with West Coast forest products firm. Flexible, will relocare. Write Box 318 c/o The Merchant Magazine.

Ncmo

I Asign a bor numbcr and mailmy rcplics daily.

WESl'tlRN R[,D CEDAR reiect bevel sicling. $25 MSM. Good stock, usc us rs. lor cur up or remanufacturing.

BOARDS and DIMENSION

Long random length cedar boarcls and dinrension. Goocl econonrl- renrunulircturing grirde. Large inventories, intnrccliate truck shipnrcnts. Jerstedt Lunrbcr Co.. Inc.. P.O. Box 279. llellinshanr. Wa. 98225 (206) 734-990 I

LICENSE Pt,ATE "I)OT,](; I:IR" Rcgistt-rc.rl and irr usc. Ol'lircd firr sllc through cotltpctiti\ c hid. [:or' (L.titils contuct []ill Jrrnr.s. P.O. lirx 2425. llurrrinsron llcach. Ca. 92647.

SAN FRANCISCO BAY area lunrber vard for lease or sale. Yearly volume over $7 million with possibilities of expanding. Prime location. 50(ll, do-it-yourself, 50r'l' contrirctors. Excellent return. Write Box 312. c/o The Merchant Magazine.

MUST SELL

BUILDING Meiinr-Ut and tumber Co. Established 30 years. Gross sales $6 million with excellent R.O.l. Tradins in No. California and No. Nevada. 55,1, contractors, 359,i' DIY. Lease or sell real estate. Prime location. Write Box 320. c/o The Merchant Masazine.

OPPORTUNITY for cash buy-in for right man in small agri-business lumber company, Central California. Must be competent, honest with some product knowledge in lumber & building maierials. Salary ope-n. Write Box 302, clo The Merchant Maeazine. or call (209) 826-4290 evenins.s.

MANUFACTURERS' REP. a orofessional in wood products, looking for new sources of supply. Plywood, lumber, allied products. including imporrs. Oflices West Coast and East Coast. Call (213) 649-2618 or write Box 321 c/o The Merchant Magazine.

l,()('A L l,Li Nl BllR hr Lrlirre Southcrn C'llil'orni:r rollcr bctl trrrck trrrtl tr:rik'r: irrrd htrhtails rirclio clispttche.d. Rail cur unlourling at our sl)ur irr Lorrg Beach. -lC Trucking (21.i) 422-0426.

CUS'TOM MILLIN(;

SOUTHERN CALIFORNIA harclwood yard has excess milling capacity. Can offer S2S on new Oliver Straitoplane plus SLR IE or 2E. T & T or rail car unloading on our own spur. Outside storage availablc on nronthly basis. Reel Lunrber Servicc (21.1) 232-5221 / (7 l 4\ 99t -77 70.

3x4 AND WIDER and 4x4 and wider twisted and weathered Douelas Fir S4S. Call Wm. Hunter. Hunter Woodworks. (213)775 2544 or (213) 83.5-5671.

Wlten sanding in ct tlturrge o/ address pleasc incluttc:ip code ort hoth old tttul rrctt qddrcssts end citlto tht, old lahal or tlrc itr/itrnatiott liortt it. Thanks.l

_ LOS ANGELES

Al Pe,rce Company

AREAsail FRANCtsco - GREArER,littt*#r=o

[utBEn lt|} Pl.Yw000

Amelcan Hardwood Co

Brush Industflal Iumber Co. Drv

Burns Lumber Co

Caprla. Lumber Co

Connor I umber Sales

Coos Head Lunber & Plywood

Crown Plywood Co

Dooley Redwood Lumber Co

Fssrey E Son DC

Far west Fir Sales (213) 629'5206

Frr & Prne Lumber Co

Founla,l Lunber Co, Ed

Fremonl Foresl Products

Galleher Hardwood Co

GeorOra-Pacrlrc Corp

Georgra-Pacrfic Coro

Globe Inlernalronal

Hrll lumber Co, Max

H&M Wholesate Lumber Co

flufl Lumber Co

HunterWoodworks. (213) 835-5671

Inland Lumber Co (Collon)

Inland Lunber Co (Arcadral

Inland Lumber Co. (Tuslrn)

Johnslon Hardwood Inc.

Lane Slanlon Vance Lumber Co

Larry Larson Lumber C0. (714) 821-8100

Loursrana-Pacrlrc Corp

MacBealh Hardwood

Marquart-Wolle Lumber Co

Nical lnc

osqood Inc. Robert S

PacrIc Lumber Co

Paclflc Madison Lumber Co 1213J 773-2292

Pan Asral'c Trad'nq Co Inc

Parr Lumber Co

Penberlhy Lumber Co

P'rr ps Lumber Sales

Producl Sales Co

PSF. Inc

neel Lumbef Servrce

Srmmons Hardwood Lumbe( Co.

Srmpmn Burldrng Supply

Soulh Bay Forest Producls

South 8ay Foresl Products (orange Div )

S0uthwesl Foresl lnduslries (213) 686-1560

Slah Lunber Co

Slar Lunber Co

Sumwood, Inc

Tacoma Lunber Sales Inc.. (213) 686-2945

Tweedy Iumber Co

Unrted Wholesale Lumber Co.

V rqrnra Hardwood Co

Wendlrng.Nathan Co.

tnctTt

r.uilBER rr0 pr.yw000

SsiilLn'3l,hirffl,'o [x1!]

8:3lli:.F::lil:3318

EulL0lllG tlfEnltts-PtltT-iltn0f,lnE-ElC. Globe Inrernatronar' l1!Hl srsl-r00Rs-wr1{oows-iiorj.iqtiqt

Cal-Pacilic Manufacturino

Mission Fence Supply Co.

Reid & Wrioht

Simpson Buildin0 Supply Co

Simpson Timber Co.

Two 0x Traders

tx0tns0r

Paul Eunyan Lumber Co.

cfi.PH.U

Masonite Weslern Lumber Div...

ct0ftn0ltt

Bowman Lumber Sales

G&R Lumber Co

Rolando Lumber (Kinlon 0iv )

Preston Lumber Co

Rounds Drst. Cenler (707)

Two 0x Traders

c0RiltrG

Crane Mills.

0ilu[.|.l

Compass Lumber Producls.

Et-iltRt

Pacilic Wood Preserving Corp....

EUNE[I

Schmrdbauer Lumbef Co..

tilnflE[0

Pacilic Wood Preservino CorD..

SequoraSupoly. .:....

t0nT 88teG

Georoia-Pacilic Coro (Redwood)

Niesdn-ward Forest Products

r0nruu

Crown Redwood Co {7071

Eel Biver Sawmills

TNETOTT

DMK Pacrlic Corp.

Louisiana-Pacilic Cor9..

TBESTO

Georoia-Pacificwarehouse.

lnleriatronal Foresl Products Inc.

Kelleher Lumber Co

Lumber oealers Matefials Co Pacilic For€sl Producls, Inc.

P.R.0.0. Whol€sale Distriburors. Slandard Structures, Inc. SnASS UU,EY R & L Wood Producls...

CorD..

E Central Valley Lumber & Millwork

Land & Timber C0..

mtt

Rrver Mouldrno Co. FrbreboardCoro... L0uisiana Pacilic C0ro. {Red Blult) Lumber Deal€rs Material

NORTHERN CALIFORNIA

Corp

Novo Irmber Products lnc.

Sia'ndard Struclures 1707) 544-2982

s$tsI0?0r

Tilnily Forest Producls

strrl

Selma Pressure Trealinq Co

sTtx0tnD Fibreboard Corp

Frbreboard CorD

Fibreboard Corp

IRIJCTET

Frbreboard Corp.

rlJil(}cx

Valley Wood Pres€rvrng

t,t(^tl

Aqwood Mrll & Lunber.

Cdast Wood Preservinq, Inc.

Foresl Products Transoorlation (7071 462.3852

Lours,ana.Pacrfic Corp

wil.utts San Antonro Pole Const. Co.

wil.uI8

HarwoodProducts P S.F, Inc

u000ux0

Inland Lumber Co

YIEIO Larry Strdham Trucking

Lbr InsD. Bureau

PACIFIC NORTHWEST STATES

ru8uil

Palmer G. Lewis

8EtUt6lilt

WASHINGTOil

Jersledl Lumber Co. lnc

tRtntnT0l

Palmer G Lewis.

ETENITI

Palmer G Lewis.

|(ilr0[E

Palmer G Lewrs

KIKut0

SrmDson Bu'ldrn0 Suo0lv C0

r,tcEY

Palmer G Lewts.

t

0tSYtEw

Inlernal onal Paper Co

Unron Pacrlrc Rarlroad

silITtE

Georqra-Pactltc CorD.

lvlarlie L-!mber Co

Palmer U Lewrs

Harntree Lum0er

Srmpson Trmber Co

U4ron Pacrlrc Batlroa'

Wyckoll Co

st{H.T0x

Srmoson Buttdrno Suoolv Co

s?0ttrt

Georq a+acrlrc Corp..

Patner u Lewts.

ThonDsoo Trie Co. Inc

Union Pacific Railroad

Itc0tl

American Plvwood Assn

Burns LumbCr Co.

Georqra-Pacrfic Cot0

Loursana Pacrfic Cbro

l\4cFarlandCascade. (800J426-8430

Manke Lumber Co

National GvDsum Co..

Union Pacilic Barlroad

YilC0Utti

Hyde Development Inc

lllernalrOnar F0reSt ProduCtS i1C

Y{fi.U UttU

Union Pacrlic Railroad.

utrtTclttt

Palmer G Lewis

Ytnill

Palmer G Lewrs

r.*rnTor oREGol{

John C. Tavlor Lumber Sales Inc

IET||

Lunber ProduCls

& Wood Lumbdr C0 {800) 547-8927

Pacrf'c Yar0 Serv ce

PSF. lrc

Bolando Lumber Co

Trmberlane Lumber Co

Jnron hcrlrc Rarlroad

Wvsono Wood Products

lilil.sB0[0

Permaposl Products Co

l(ulllll ilU.s

Lumber Producls

u(r oswEeo

Srmon Crabtree & Ryan

tttt0t0nD

Fountarn Lumber Co Ed

Lunber Pr0ducls

lVedlord Coro

Un,orhcIcRarl.oad

Weaver Forest Products

P08rlfl0

Cedar FOIeSI PrOduClS

Conlact Lumber Co. (503) 228-7361

Dant 8 qussell. l1c (800) 547.1943

Delta Forest Producls

0rsdero Lumber Co Al

Emerson Hardwood Co

tar Wesl Frr Sales

Georord-Pac,fic Coro

Hamplon Lumber Sales

Inland Lutrber Co

JH Eaxler&Co

Loursrana'Paciltc Coro

Louisrana-Pacilc C0ro (Eeavert0n)

L Jmber Products

Vccorm ch & Baxler Creosol'qo Co

Merflll Lvnch Wood Marl.ets ln1.

Nredermever-MarlnCo i800)54/-6q52

Noth Aneilcal Wl'olesa e Lurber Assr

Northwest Hdrdwoods. Inc

0reoon Lumber Exoorl Co

0rePac Burldrno Prcducts Inc

Paramrno Lumb-er Co

ROGKY MOUNTAIN MONTANA

Closed Doors & Cold Calls

Closed doors and cold calls. problems every salesman faces, can be made easier with these suggestions.

If you feel the prospect is putting you off:

oBuild up interest with sales literature and letters.

oDrop in unexpectedly.

o Make a sell to his boss or subordinate first.

.Have a mutual friend introduce you.

oTake along a high-ranking corporate officer to build status.

Cold calls can become worthwhile if you follow these suggestions:

oBrief yourself on each of the cold prospects in your area.

oTime your call for early morning or late afternoon when he is less likely to be in a meeting.

oObserve reception area and office surroundings to become familiar with interests of the company.

o Have a clear explanation of reasons Ior seeing particular person, using credentials and names of other customers.

Rod Book rcrvlccglvcr you -

e LTJTBER}IEIIIS RED BOOK

STPPLEIIENTS .

SINCE 1876YOUR COMPLETE GUIDE... lumbermen$

neil b00[ $erulce

The Lumbermens Red Book llstsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manufacturers ofwood furniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products, sportsware and toysboxes, crates, pallets and industrial productsand all other products using wood in any form.

A Rcd Book lletlng showsthe e)€ct business name - complete address, including

P.O. Box and ZIP CODE!concis€ description of what the business does - special data such as location of purchaslng deperlmontthe tinancial strength rating (not alone the n€t worth, but what is available to credltors)the exact payment rating (how lt pays: prompt, slow, very slow).

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

Please enter our subscription for Lumbermens RED for one year. Bill us: $163.75 quarterly n; $327.50 semi-annually !; $655.00 annually !. Please send more inlormation, withoul obligation n

A$}|GITFOOTOFffi UfEI'E EI'ER 'OI.D TOA rltE,T^"Fig ^&

Maybe it's a little dramatic. But we'd like to make an important point. Inland Lumber Company sells lumber and building materials wholesale. Period. And even wholesale, we don't sell to everyone.

\(/e've built our busrness on one basic, cardinal rule,\We're the dealer's suppliernever his comoetitor.

So when we do accept someone as a customer, we support him wtth everything we've got. Because that's the way we lrke to do busrness. And tt's been very successful. For us and for our customers.

We've got the best selection of softwood lumber in the industry. Available to our customers for rmmediate delivery on our own trucks. And we offer a full range of milling facilities at both our Colton and \Toodland yards. Besides lumber, we've got a better selection of building materials than a lot of companies that specialize in burlding matertals.

lf you're out of stock on somethrng and one of your customers rs standing there asking for it, you don't have to lose the sale. Just call Inland. Chances are we'll have it in stock. lf not, we'll find it or mill it for you. Fast.

\(e support our customers with everything we've got. And they support us. That's whv we don't need to sell contractors. And never will. And that's why our president can make such an outrageous offer.

lsn't it time you stopped buying from your competitors and started doing business with a ftiend?

Call us today atl14/783-0021. Distribution yards in Colton, Woodland and Tustin. California.

Presdent of lnldnd Lumber Company