Merchant Magazine - May 1980

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

Steel Gity Lumber Gompany ol Birminghoill,Alabama hasbecome adiYision ol $unrise Forest Products

Steel City Lumber Co. will continue to be heodquortered in Birminghom with Doyol Morks os monoger. Lr oddition to the fine Birminghom stoff of professionol lumbermen, Steel City Lumber will continue to hqve representqtives in Chorlotte, North Corolinq ond in Donville, Kentucky.

Publisher Emeritus A.D. Bell.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Cufran

Gage McKinney

Al Kerper

Art Director Martha Emery

Staff Artist Terry Wilson

Circulation Manager

Linda Romanowski

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Canrpus Dr., Suite 480, Newport Beach. ('a. 92660. phone 17l4l 549-8391. bv The Merchirnr Magazine, Inc.- Seconcl-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request. ADVERTISING OFFICES

FROM NORTHERN CALIFORNIA & THE PACIFIC NORTHWEST: contact 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone (714) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4723ll3 or (714) 549-8393.

FROM THE MIDWEST: contacl Charies L. Lemperly, 1230 Brassie Ave., Flossmoor. ll. 60422. Phone $12) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and adclress changes to Circulation Dept., The Merchant Magazine, 4500 Canrpus Dr., Suite 480, Newport Beach. Ca. 92660. Include address label fronr recent issue if' possible. plus new adtlrcss and zip c'ode. Subscription RatesU.S. and Canada: $6-one year; $9-two years; $12-three years. Foreign: $12-one year; $18-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is art irrdepettdetrtly-ol'ttcd ptrblitation lbr tlte retoil. n'ltolesale attd dislribLrtiort levels ol the lunher, huilditt14 trtalerials attd ltotne itnprovcrttcttt bttsirress irr the l3 Wesleril slates: rcnrcnIratittg on rrrerchatrdisitrg plLrs industIt, tren's arrd itttct'ptctaliott.

N NIIMIIDIT I

Pressure Ti'eated Wood is coming on strong. A national publication, conducting a retailers on their most successful product categories, said this:

"Product groups that had the most dramatic increases in sales last year included the number one product mentioned almost across the board . ."

Building Supply

survey of giant treated lumber, News Magazine

livable, long-lasting

There are several imDortant reasons whv so manv contractors and do-it-yourselfers turn to Pressure Treated Wood for r6sidential uses. lts long life and resistance to insects and decay leads the list. lt is priced competitively with so-called durable species, and it weathers to a beautiful silver gray, or may be painted or stained. Pressure Tieated Wood the improved wood . , , is making friends of homeowners and also making profits for lumber dealers. Give your customers lasting satisfaction. Give them Pressure Treated Wood.

While many dealers have sill stock on hand, the Western Wood Preservers Institute says that this material usually isn't the proper grade or treatment for the residential market. WWPI member firms can give you helpful information about correct grades and treatment for consumer use. Check with them about this growing market.

l- - - FREE FOLDERS FOR YOUR CqSTOMERS - - I

Ask your supplier for a quantity of our new Question and Answer consumer folders. Or write to us for this useful folder, "What You Should Know About Pressure Treated Wood." ft sells the product for you!

hessure Ti,eated Wood ls your popular outdoor angwer for...

DECKS, PATIOS, FENCES, PIINTERS, RETAINING WALIs, SIDINGS. AND A GREAT DEAL MOREI

Attractive,

decks constructed from Pressure Tieated Lumber are growing in consumer popularity.

EDITORIAL

Coping

THE current business downturn has I brought forth from companies a variety of ways to cope with d.ecreasing bus.iness and increasing expenses. They range all the way from ignoring the whole painful thing to overkill cutbacks.

The Georgia-Pacific Co. recently sent a letter to 44,000 of its employees over the signature of its chairman and chief executive officer, Bob Flowerree, that outlines G-P manasement's thinkins about the situation and 'ihat employees ian do to help. We feel they have shown good sense in communicating with their employees, by being frank with them about the possibilities of layoffs and in informing their people of what will be expected of them.

The letter explains that G-P plans to cut capital and operating expenditures by 257a, keep the move of corporate headquarters from Portland, Or., to Atlanta, Ga., on schedule, and to reduce overall expenses

DAVID CUTLER editor-publ isher

where and when possible. One paragraph says simply, "We're not saying stop spending. What we're saying is spend wisely."

It continues, "So, for the present, we are returning to the basics of dealing with a recession, the Three Rs: restraint, recharge and then respond. The three point plan I outlined to you is our guide. If it isn't followed. the alternative will be a lesson none of us want to experience."

We like G-P's approach of leveling with their people. Management is obviously aware of the debilitating effects that the fear of job loss creates. By attacking that problem head on, in a forthright manner, they have gone a long way to bolstering employee morale and productivity.

Perhaps more important, the letter reiterates their belief that the present hard times will not last forever and that. overall. the decade of the eighties can be "the most spectacular in American history."

Seruing the lunbeL building mateilals and home imprcvemenl markets in 13 Western States-Since 1922

NEW BEL.AI R BAY DOORS

All nelvlll First in Americolll Clossic, ingenius design ond quolity construction combined in three nsnr Boy Enfrydoorsfrom BeFAirDoorCo.

Ihe MARIN. TIBURON oNd SAUSALITO OrE designed with substontiolVconstructed upper wood bon curyed oufword for thoi Boy window oppeoronce. This gives on exceF tionol nenr look lo ony home or offce.Ihese fontoslic new doors ore consfructed of solid mohogony lumber with o choice of glozing potlerns to suit ony need. Slondord size is 36"x 8O' x 1 3/4'onty. Sofetyglozing in cborgkrss or colored ocrylic.

Plywood course increases dealer service

3(l^ USToMERS count on our V sales people to answer all their questions about the selection and us'e of building materials," explains Joe Fuller, v.p., Hoff Co., Boise, Id. "That's why we turned to the Plywood Basics Correspondence Course to keep up to date on the latest plywood grades and applications. "

Offered by the American Plywood

Association, the course covers everything from the manufacturing process to grades and applications to finishing, care and storage. There's an explanation of such key topics as group number, span rating, product standard PS- I , composite panels and engineered and appearance grades.

And throughout the book there are facsimiles of APA trademarks included to help the sales person

FltlAL REI|IEW of 100 ouestions checks the comprehension of the material presented in the Plywood Basics Correspondence Course. Tests are graded by the American Plvwood Assn.

identify and specify the correct plywood grade for a particular end use.

The 56-p. course is divided into short, easy-to-understand segments and interspersed with a series of review questions to help increase comprehension of the material. After the booklet has been thoroughly studied, the employee can test his or her plywood expertise by taking a 100question final review, which can be sent to APA for scorins. Tests are graded and returned alon! with a certificate of completion.

Story at a Glance

There are many ways the Correspondence Course can be used as a management tool to increase product knowledge. Fuller used it for training 23 of his wholesale and retail sales personnel. The group took the course on their own time and worked at their own pace.

"Our company still looks at the building materials business as a service. We want professional sales (Please turn to page 72)

BASIC PIYW00ll product knowledge is provided in the correspondence course packet llop pholol which provides the student with a 56-page booklet, instruction sheets, a certificate of completion and several supplementary publications. Employees (lower photol can use knowledge acquired to improve service to customers.

Western dealers enthusiastic about using Ply- wood Basics Correspondence Course to update employees. . . increased knowledge produces better service for customers, employee confidence.

The Redwood Hous e ol Plenty.

Every year, the demand for Redwood grows a little faster than the supply. And, there's little that can be done immediately to increase the amount of available timber. Yet, there is a way to increase Redwood production by getting more usable lumber out of every Redwood log that goes through

the mill.

So overall Redwood production is up and should continue to increase in the months and years ahead. It's this commitment to state-of-the-art technology that means more than ever before, we're your Redwood house of plenty. Call7O7l964-O28L.

And that's justwhat we're doing at Ft. Bragg-whe1e^rye,'re q GgOfgia.plCifiC plementing a program to become the most advanced Redwood ffiern caritornia Division. Fr. 8rags. carifomia. e5437 operation anywhere.

f Hene ARE millions of do-ir- I vourselfers out there who are getting along quite well doing their own remodeling. Each year millions of Americans are buying used homes and condominiums and refurbishins them themselves. Thus, there are conl stantly new do-it-yourselfers coming iirto the market providing a strong and growing market for all kinds of home improvement products.

In the next ten years the number of people between 25 and 44 will increase by a third while the total population will increase by less than l)Vo. These new potential do-it-yourselfers are willing to learn how to make their own improvements. They must learn because they cannot afford professional help.

Recognizing this trend, aggressive retailers have taken advantase of manufacturers' consumer c-linic programs and are enjoying additional new business as they educate and train these young do-it-yourselfers in seminars, using films and demonstrations.

If anyone had told me several years ago that plumbing fixtures, kitchen cabinets, countertops, ceilings, lighting fixtures, and even furnaces would be installed on a resular basis today by do-it-yourselfersl I would have been skeptical. Actually, people have gone even further and there is very little they will not tackle today. Not all do-it-yourselfers are men. I have seen young women pick up a 4 x 8 sheet of decorative laminate, tie it on top of their cars and drive away.

How did this come about? Seeins

There are profits

in consumer clinics

by Edward A. More Merchandising Manager

Formica Corp.

the economy changing so rapidly, smart manufacturers realize this inflation is here to stay and have produced excellent training materials, designed easier-to-install products and promoted very heavily the cost savings that are possible. Retailers were quick to take advantage of these programs and products and today thousands of dealers carrv a librarv of LaBelle or Fairchild'cartrideei for doing literally dozens of dolit-

Story at a Glance

Aggressive retailers can offer help with educational programs.. audio - visual, seminars, clinics. guidelines for conducting consumer clinic.

yourself jobs. Many dealers have Video Viewers with a full program of video tape cartridges.

The result is, of course, higher

sales volume, bigger profits of do-ityourself products and more and more experienced do-it- yourselfers.

However, it takes planning and effort to hold successful consumer clinics. If you haven't launched into a consumer clinic program, here are some basic guidelines that should guarantee success even with your first try:

(l) Clinic Personnel

Select several department managers who are extroverts and have a gift of gab and, of course, are top notch salesmen. Place them in charge of your clinic programs.

(2) Selecting Your Clinic Products

Don't start with a difficult product to install. Select a relatively easy product because you want your first clinic to be so successful that your customers will tell their neighbors where they learned how to do the iob and thus, the next clinic will draw even more people. For example, installing wallcovering, panel(Please turn to page 49)

C01{IlUClltlG a do-it-yourself clinic is Sylvia Hauser, marketing representative, Formica Corp., showing how to make a decorative laminate countertoo.

handising moves moulding

by Neal Hetlin Directq of Mrketing Wood Moulding & Millwork Producen

ings.

Why? Because an extensive market research study conducted this past year by the Wood Moulding and Millwork hoducers found unfinished

wood moulding to be one of the most profitable items carried by retail lumbr yards and home centers. Yet, when priorities are given to product lines, this essential fact is often overlooked and ptential sales are missed.

must realize that the average do-ityourselfer is not accustomed to working with mouldings. As a result, sales personnel should be available to answer questions such as "What do I need to finish this job?", "How do I miter?", "How do I cope?", "What tools do I need?" and "How can I make this room look more elegant?"

The key is a well-trained sales

force. So, after an atmactive display area, the next step is a training program for sales personnel that will teach them what mouldings are, how they are used, and the techniques of installation. lt is here that the Wood Moulding and Millwork Producers can help with professionally-produced books, brochures, and audiovisual training aids. These are a valuable source of information for both the wholesaler and the retailer.

The survey also discovered that wholesalers and dealers who educated their sales personnel on moulding sales techniques, moulding applications, and moulding installation and price. If

tomer purchases wallpaper, the sale could include moulding, adhesive, and other installation accessories. Paint sales can include mouldings as an accessory item. Even gypsum sales can include mouldings.

As the do-it-yourseH and remodeling markets grow, so does the potential for sales and profits of specialty items such as moulding and millwork. However, if this potential is to be realized, the product must be preented in the right atmosphere.

For best results. unfinished wood nrorldings should be kept in a neat, well-lit area with all bins marked as

procedures benefited greatly from increased sales. Not surprisingly. it was also rhis profit-oriented group of wholesalers and retailers who most availed themselves of the sales literature and training aids available. possible, lnfinisheA:morldin! should U" qlpu to rlated producs such as paniling, waltrpaper, panel adhesive and finishing mils. And, within the area, a place should be provided for "how-to" bmks, brochures hat illus-

Pn0flI-0nlEtTE0 brochures from the Wood Moulding and Millwork Producers can help a retailer educate his customers on the uses and how-to of moldings.

If retail sales personnel follow just this one tip-SELL THE ACCESSORIES - total yard sales can increase dramatically and profits can zoom because accessory items are producers of high mark-ups. Thus, it's important to get the point across that it really doesn't pay a sales per$on to sell ten sheets of paneling and not sell the accessories.

As you can see, in unfinished wood mouldings, you have a product that is readily accepted, a product that provides a high raurn at both the wholesale and retail levels, and a product that offers excellent sales potential if merchandised aggressively. However, it is only when the wholesaler and the retailer, toqether. decide to better merchandise fproduct, that the job really gets done. So combine your efforts and start rnolding a better profit picture by merchandising mouldihgs.

When you call, we deliver. Fast. And we deliver darn near everything. Lumber. Plywood. Timbers. Fencing. Masonite. Hardboard. Particleboard. Roofing. Hardware. No other distributor in Southern California comes close to handling as many products. That's why we are the Super Supplier. Slip into the nearest phone booth and call. We'll deliver full or mixed loads to

your yard or your customer's job site. Super? You said it. Louisiana-Pacific Corporation, Crown Distribution Center, 900 West Taft, Orange, California. Phone 714-998-6500 or 213-598-9675.

Louisiana'Pacific

ilE$UEN$UPPIIIN

Spring tonic for retail sales

lf,tITH INDICATIONS strong that this may be the I I year that people decide to stay home and "fix-up" the place,.lumber, building materials, and home improve- ment retailers can plan a. spring/summer merchandising promotion using the Garden Living & Storage brochure published by the Westem Wood Products Assn.

Attractive pictures of garden houses, decks, storage areas, arbors, screens, and furniture for outdoor livins stir the imagination and the desire to build the backyard amenities. Plans showing the dimensions and how-to for several of the simpler projects make the booklet useful to the homeowner. Informative tips such as material recommendations, hardware suggestions, and reminders to check zoning regulations and building permit requrements add to its value.

Two large outdoor projects, a deck with cabana that encloses with sliding doors for garden storage, and a combination firewood rack-garden shed are featured. Fifteen other outdoor projects are illustrated.

--.Launch_your promotion by writing to Shar Escudero, Western Wood Products Assn., Depti p-15, yeon Bldg., Portland, Or. 97204. The booklet is available to dealErs for promotional use.

0UTD00R ENTERTAII{|I{G with a gracious touch can be merchandised by this gazebo (1) from [he oaoes ol Garden Livina lJtd .Storage. Published by the Westein Wood products Assnl, the booklet is available to dealers for promotional use. projects include (2) a deck and privacy walls'of western wood for an aoove-ground swimming pool area. (B) A tri-level deck with

stairs leading to a lower yard. (4) A cabana that is ideal for entertaining, yet can be enclosed for additional storage. (5) Combination structure provides space for more than i crjrti of wood, as well as a lockable shed for bicycles or equipment, and an enclosure for garbage cans or a compbst bin.

ldeas your store can use in selling home improvements

C PRING usually brings the urge to rJ fix up the house and yard. Cooperate with your customers by making it easy for them to do their home improvements.

Point out your decorating department with colorful signing and graphics. Giant-size swatches of wall coverings and paint samples will add both color and interest.

Use decorative vignettes with attractive wall coverings as background to inspire the customers to freshen up their own homes.

Wall covering, a basic for home improvement, can be a frustrating choice for the d-i-y decorator. You can help by mounting a series of mirrors in a concave form within a wooden frame. When a roll of wall covering is placed exactly in front of the mirrors, the customer sees five multiple images of the pattern. While not a complete room, this is often enough to help a person make a decision.

A comfortable well-lighted spot for browsing through wall covering sample books is another assist for the customer. Help to keep it tidy by having a storage rack or shelves for the books close at hand. A hands-on clinic demonstrating the proper ways to apply wall covering can strengthen a customer's confidence in redecorating.

Have take-home sheets available explaining how to measure rooms, determine the amount of material needed, the tools required, and the basics of applying.

Neishborine displavs of wall covering to"ols and sundri6s including adhesives. ladders. and water boxes for pre-pasted papers will remind customers to buy supplies.

Paint cans themselves can be decorative when arranged in an orderly fashion. Utilize their shape and color to an advantage. Arrange an informative display of special purPose brushes, roller, covers and paint pads. Spell out their specific uses and advantages in making a job easier and more professional.

Decorative hardware can spiff up a kitchen or bathroom. Create some attractive before and after displays to demonstrate.

Story at a Glance

Ways to encourage customers in home imProvement proiects. .. increase Your share of the market. .. bring new life and action into your metchandising.

Fresh new medicine chests with attractive trim and lights can do a lot for a bathroom. Display your samples with colorful towels and bath accessories.

Decorative brick or stone facings offer another alternative in wall face lifts. Mount samples of each tYPe with complete consumer information.

Display decorative hardware with flair by mounting samples on colorful backgrounds with handsome frames.

Spotlight a gigantic line drawing of a house and garage with bright colored lines connecting labeled pictures of products with the spots where they can be used to update the home. For examDle. a garage door opener connected to th-e girage dooi; garbage disposal to kitchen sink; tub enclosure to bathroom.

Mount each type of shingle You stock on a slanted shelf with pricing information and racks of manufacturer literature hung above.

Identtfi common nail sizes with a sign indicating the size and its measurement in inches by comParing to a ruler mounted on the display.

Make replacement of broken switches or outlets or the addition of new ones easier by having models showing how they are wired.

Post check lists for various jobs near the materials involved. For example, in the paneling section include needed materials and tools such as color-matched nails and a rubber mallet.

Preparation for a iob can often require special tools and materials. List the preparation stePs for common jobs including the supplies and tools. Post prominently with coPies for take-home.

Set up model rooms showing uP' dated kitchens and bathrooms. Bring them alive with color and accessories. Put prices on each fixture stressing the economy and ease of remodeling'

Energy saving merchandise can be maior items such as insulation or smill items such as caulk. Have informative signing explaining the advantages and how-to of all such items. Sell savings with stress on the tax credits.

When you send out your home improvement sales catalog devote a few pages to instructions for common repairs such as taking care of a sticking door or replacing a broken window pane.

(Please turn to page 63)

Several western dealer assns., along with the National Lunrber and Building Material Dealers Assn., ore pushing, active campaigns to induce the {'ed. gov. to change policies that have caused the dramatic slump in honre bldg. ancl relatecl indr,rstries. .

The Arizono Lumber c& Buitrters Suppl.t' Assn. has Operation BUILD, Break Ultrahigh Interests on Loans fbr Developnlent. the Mountoin States Lumber Dealers lssr. is sending a card to menrbers lbr their signatures so their names can be added to petitions to the Presiclent and area Congressmen requesting action on the housing crisis.

Latest hor-rsing start l'igs. (Mar.) sagged 21.801,, nearly a 5year lov'; it was the 2nd largest mo. decline ever. the rate fell lo I ,041 ,000 units on a seasonally acliustecl annual basis, both single family and ntultiples fell as pernrils for future construction clropped 21.21l, behincl Feb. and 35.1i\' below the year earlier...

The Adntinislration ok'd ir support progranl that coulcl add 100.000 aclclitional starts, but despite builders and others' protests, ./ilrther ./ed. aid hope seemed dint. . . builder groups expecl '80 to be their woist year ever.

The prime rate hit 2001'. ,/'ell quicklv to lBtl"/,and ls expected to slide./urther, how f ar clepencls on the recessiort's effect on demand for $$. .some predicl a

lltl, prinre bl, nricl-suntmer. 12\il, by the encl o1- '80 with nrortgages betwecn 12')/u1 4'Y,.

Widespread mill closures clntinuc, with rrrore than 70(\1, ol Oregor-r's nrills closed or shuttered. . ever\i part of tlre West has been sinrilarly hit. more than 54.000 of' 137.000 sarvnrill and pllning operations in thc West have been af fectccl by llyoffs altd culbrcks. .

Westcrn RRs havc addt'd a 1.2'14, surcltal'.q(, on all trafflc to, I'ronr & within the West. cenrent industry spokesmen expcct prices to double v:ithin 5 J)ears, hitting Sl00 a ton bt' '85. consluler conflclcrrce has sun k to lls lou'est point in -l decades, according ttl the U. of Michigan, which purports to be able to nreasure such things.

Louisiana-Paci/ic has a new $12 nrillion snrall log sawmill on line at Sarnoa, Ca. with constructicln slatcd for a $4 milliort woocl wasle fired generator at Standard, Ca. Arc'ata Redu'ood Co. intencls to close, perhaps permanently. its industrial plant in Arcata. Ca.. sorrtetirrre this vear.

Flintkote Co. plans to close its Chicago Heights. Il.. floor tile plant, shiliing productiot-t to Los Angeles. Ca... . Basche-Sa,qe Hardware C'o., Baker, Or.. rvith subsidiary Buildcrs Supply ancl Sentr.v Home (enter, has flled lbr barrkruptcy. I)ura Glass Prodttcts, Sebastopol, ('4., is in pro-

cluction at their recently acclLrirccl Stockton, Clr.. fhcilitv.

('handlt,r (-or1t. has opcned sales. nranufacturing ancl distribLrtion cenlers in Woodland and Fontana. Ca.... ('ri.s.sc.l' Fon'ler Lumber ('o., Coloraclo Springs, Co., has a new Sl nrillion. 30,500 sq. fi. roo{'ancl truss plant.

Prec'ision Hardn'are and The Door Shop, clivisions of Johnson Brotlters Planing lllill, Int'., arc new to lclaho Falls, Icl. . . . Stunz Lumber Co. has opencd a store in Payette. Or. Rirerviev' Plytt'oocl ond Lurnber has openccl in Rivcrsicle. Wa... Las Attinns Lumber C'o., l.us Animos, Ce., lost 5600 in tools in a r?ccnt break-in. .

Ace Hardu,arr' ('orp.ls nerv 59 rnilliort tlrstribution cL'nter in the City of'lndustry. C'a., is set to open in June. . . Bokcr Hardtt'oorl Luntbt'r Co. has a bcar-rtif'ul new tacility in National Cit1,', Ca. . . Ba.y'v'ood Fort'st Prodtrt'tsis r ncw Eugcne, Or., wholcsaler selling virtr"rally 10OrX, to lLrnrbe r yards. accorcling to Tont Philips. owner.

M t' C o r n i t' k - S h i re s Lu m be r, Inr'. is nrovirrg its llq. ancl West Salent. Or., luntbcr 1'arcl to Indeperrclencc. Or. . Fallhrook Lttmber (.o.. frallbrook, Ca.. is sponsoring its secclnd antrual Dor,rg. tlr trce give-a-way.

Diomond Int(nnlilnol is consoliclating its two operations itl Bakersfield, Ca... Boise Cast'adt' has a $65,000 expansion a1 its Eugene , Or.. Building Materials Center. Goldcn Bear Forest Products, clne of S<1. Ca.'s last sawnrills. has ;rerma- nently closed its Rccllancl's plant.

Neiman-Rt'ed Lumbu' ('o. is builcfing Lumber ('itv No. 13 in Agoura, Ca. . Copt'land Lumber l'ard hls opened a Silverton. Or., store.

Thanks toWillamette, Darrell Robinson of Sunrise Forest Products Co. finds running a companyand running for sport easiergoing!

Meet Darrell Robinson, ex-University of Oregon football player and '49 Cotton Bowl participant who recently ran his 4000th noon time mile through Portland's scenic Washington Park. As the busy president of Sunrise Forest Products Co.a growing company with a major new operation in SpokaneDarrell doesn't need any extra hassles during his day. That's one of the reasons he deoends on Willamette Industries.

Says Darrell, "Our Sunrise people, like Al Buf kin of San Clemente and Skip Saunders in Portland, purchase more than $3 million of Willamette's trouble-free products annually. What makes my people happy, makes me happy!"

Ask Darrell about Willamette. He'll tell you we make the job a lot

easier by efficiently filling requests for top quality lumber and plywood products. Sunriseand nearly 1,000 other wholesalers-count on us to deliver the right goods on time.

Our own forestlands provide more than half of the raw material needs for our mills and plants in the West and South, so we've got the capacityto keep you supplied during the toughest assignments.

We're proud of our distributors. We deoend on them for their knowledge of the market and we work hard to make certain there are no run arounds when you call us with an oroer.

lf you're spending more time worrying about lumber and plywood orders and less time relaxino. take a cue from Darrell. lt's high tirie you called Willamette!

FAMOWOOD

is the PR0FESSl0tlA['S ALL PURP0SE PIASTIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and gum up sander. Waterpr weatherproof when properly applied.

ilIIrilR

Flatbed Specialists! for all your transportation needs, statewide in California.

MAY

Oakland Hoo-Hoo Club No. 39 - May 16, 49th annual reveille, golfing, dinner, entertainment, Willow Park Country Club, Castro Valley, Ca.

National Hoo-Hoo-Ette Clubs - May l6-18, 18th annual convention, Queensway Bay Hilton, Port of Long Beach, Ca.

Inland Empire Hoo-Hoo Club - May l6-18, 27th annual ladies night, Erawan Gardens Hotel, Indian Wells, Ca.

National Particleboard Association - May l8-21, annual spring meeting, Hilton Riviera Hotel, Palm Springs, Ca.

Valve Manufacturers Assn. - May l9-21, spring meeting, Fairnront Hotel. San Francisco. Ca.

Black Bart Hoo-Hoo Cllub - May 21, dinner, Michele's, Santa Rosa. Ca.

Dubs Ltd. - May 23, lunrbernren's golf lournanlent No. 369. Diablo Country Club, Walnut Creek, Ca.

Western Building Material Association - May 25-26, all industry nrarketing conlerence, Anchorage. Ak.

San Joaquin Hoo-Hoo Club - May 30, golf and initiation. Madera Golf and Country Club, Maclera, Ca.

Sacramento Hoo-Hoo Club - May 30. golf arrcl clinner, Auburn Valley Country Club, Auburn, Ca.

JUNE

American Plywood Assn.June 2-3. annual industry nreeting, Jantzen Beach Thunderbird. Portland. Or.

Humboldt Hoo-Hoo Club No. 63June 5, Bay Blast. Eureka. Ca.

Northwest Hardwood Assn.June 5-6, spring general meeting. Marriott Ilotel, Portland, Or.

Lumber Association of Southern CaliforniaJune 6-8, Second Growth annual weekend sentinar, Rancho Bernardo, Ca.

National Assn. of Brick DistributorsJune l8-20. summer board nleeting. Del Monte llyatt House, Monterey, Ca.

Pacific Southwest Hardware Assn.June 20, Retailing Basics-Personnel. I l7 S. Clenrentine, Anaheint, Ca.

Dubs Ltd.June 20, lumbernten's golf tournament No. 370, Pasatienrpo Country Club, Santa Cruz, Ca.

JULY

National Housewares Manufacturers Assn. - July l4-17. 73rd senti-annual National Housewares Exptlsition' McCornrick Place and McCornrick Place West, Chicago. Hoo-Hoo-Ette Club No. 8Jull' 19, bbq, Ruth Jane Woods' home. Menlo Park, Ca.

AUGUST

Rogue Valley Hoo-Hoo Club - Aug. l, golf and dinner, Rogue Valley Country Club, Medford, Or.

Lumber Association of Southern California Aug' T,board of directors and general ntembership nleeting, New Otani Hotel, Los Angeles, Ca. Humboldt Hoo-Hoo Club - Aug. 22, golf tournanlent, place to be announced.

SEPTEMBER

Western Wood Products Assn. - Sept. l3-16, fall nleeting. Registry Resort, Scottsdale, Az.

Mountain States Lumber Dealers Assn. annual convention. Snownrass. Co. - Sept. l4-17.

Palmer (i. Lenis Co. - Sept. 28, 8th annual customer product buying show, Distribution Center Warehouse' Auburn. Wa.

lh0 lillls cal|$ uill| ll|0

il0 PR0F|I$!

Aroundthe

f\thers talk about being "around the \-,/ horn" a few times-We've done it thousands of times.

Since the days of the tall-masted t"-bgl

schooners, Higgins Lumber Company has been importing, ship ping and re-manufacturing the finest hardwoods and softwoods the world has to offer.

Lumber dealers, furniture and cabinet manufacturers throughout the West know the Higgins narne

Horatio Alger award to Merlo

bt-tsrncss rrr-rcl thc Irotc-ssior.rs ,le.Iit- ltLrrrhlr' hegirrrrirrg:.

The Merchant Magazine

thlrt iri: !()lri)cn\lti(,n be tic-rl to tltc Ict'lornrlrltr'c ot' tirc i()l.ttIiut\ hc rLr lrs. s() llrlrl lrc bcnclits onll *lrcn lhc stockholrlers hencl'it rr: ricll

ARR\ ,.\ \1 cnarrl|itnLRL()ilncl prr-\l(lc-fl1 0l'

I- o r-r i si a n a- Paci f'ic ('orp.. has becn nlnrecl a w'inner ot'thc I980 ilorrtio Alger lr,lurcl. accorcling to Dr. \ornrln \"inccrrt Pcalc. gcneral chrrirnran ot-thc iloratio ..\lgcr Auurcls ('onrnrittcc. The awrrrcl has bccn prese ntecl cverl, -v-eilr sirrce 1947 to lllL-lt arttl \\'OntCn $h() hlrrC lrt hier ctl otttstttntlrrtg rl.tr'f C:S in

\lcrlo.5-5. has bccn prcsirlcnt ol' [.oLtisirrnrr-Prrciflc sinec thc conrl)illr!' \\irs lirr-rnclcil in 19i-j llc lssunrccl chrrirnrrrnshrI ol the conrpln) as u cll in 197-1 anrl has lcrl thc colrpaltv l'ront initial sllcs of'S272 nrillion ro 1979 salcs *hich crcce-clcd 1.-l hillion.

,\ccorcling to il sLir\ cl concluctcrl br /'olbc.s ,\laqa:ine, N{c'rlo was in 1978 thc highcst puirl corporiltLCXccLltive in thc Unitccl Strrlc-s rirth total contpcrtslrtior-r of' nrorc thln S3.,1 nrillion. Irorbcs r.rot.(l that thc greirle\t shlrrt' r'l lhlrt eotttlrettslrtiotl rras ir.r the l'ornr ol' stock ol)tions at N{crlo's o\\'r.r rcqLrcst. l\'lcrlo lrskecl

In thc |irtle r'n ol r| tr.rtlr -\tllattr,ln il!i'tiir.'tr. \lcri| $.r: iroltl lrl rnrnrigrlint plrlenl: .lrr:r'plt lLttri ( lotilclc \lcrlo rnrnrigrlrtcrl f'r'orrr Itrrlr in thc clrrlr' 1900s rrrtti ri r'rc struggling to nrrrkc cr.trl: nr.'.'l itt Stirling C'itr. ( r . .t :nrrrll ILrnrbcr col| plln\ ttrri n. $ l.tcr.t I lrtrrl $ rts born in 192-5. orrc o1' sir chrltlrcn. Joscph ir'orkctl in the lLrmhcr nrill. u.ith ('lotilclu- rrrrtl thc chilci ru-n opcrrrtirrg ol-r!- ol'thr- lanrilr's tltrcc rcntc(l e.rbins us lr boarclirts housc. Clussnlrtr--s clc-scrihc hou Ilrrrtr nu.r a rlilc l'r'onr granrrlur scl.tool crrch noolt t() sL-r\e lunch lo thc b()irrclars. u rrsh dishcs imd clcinr thc stovc. llrrrrv lclrnctl lessotrs ot L-ncrg\. Iovllt-"-. coLlfirgL- ltntl prttlu. ls thc llnrilv strugglcrl lirr l pllcc in tlrc- conrrrunitr.

\{erlo ol't,--n qu()tL-\ his nrolhcr's philosophr that c()lrlrott sensc rtnrl

courage are the two key elements to success, one does no good without the other. "Mama" also taught Harry to waste nothing. When the family ate apricots, they cracked the

Sfory at a Glance

Louisiana-Pacific's chairman and president is honored as a winner of the prestigious Horatio Alger Award for his outstanding business success despite humble beginnings.

pits, ate the seeds. then burned the shells for fuel. a lesson evident in L-P's conrplete utilization of every tree harvested.

Growing up in a lumber town, it was natural that Merlo began working in the woods and the nrill at an early age. It became his life. Even today. many say he's nrore at honre in a sawnrill than in his office.

Merlo worked his way through the University of California at Berkeley. Upon graduation he went to work as a shipping clerk for Rounds Lunrber Co. in Cloverdale, Ca.. rose to assistant manager, ultimately buying into the contpany and beconring general nlanager. When the company becanre a cont- petitive force in the nrarket, Georgia-Pacific Corp. purchased Rounds in 1967 to bring Merlo to G-P as v.p.

At the helnr of L-P Merlo verbalized his lifelong belief in the power of the individual by launching the L-P daily credo, "Yes We Can.t". This expression is Merlo's reminder of how much power we have as individuals and how that power can be used - on the job, in the community and our country. "Yes lUe Can.t"is also a reflection of Merlo's belief in the private enterprise systenr and the people who nrake it work.

Merlo was slated to receive his award at a special ceremony May 16. at the Renaissance Center in Detroit. Honored along with Merlo will be W. Michael Blunrenthal. vice chairnran, Burroughs Corp.l Joe Bruno, chairnran of the board. Bruno's Food Stores: Woodrow W. Clenrents. chairnran and chief executive officer. Dr. Pepper Co.: Thonras S. Haggai. president and

(Continued on next page)

We buy it rightYou can sell it right

Sounds simple but you know it takes persistance, knowledge, talent. lt's a full time job for Mel Montierth and 7 buyers. Each working day they scout the market to find the right product, at the right price, at the right time.

This is why 35,000 items or more are always in stock and your order is filled promptly, accurately. This is why you can be most competitive without sacrificing prof its.

And, it's one more reason why Mallco is the Southwest's largest distributor of Lumber, Building Materials and Sporting Goods. Call for a Mallco man now. &

Save Housing Day

Home builders across the country hit the streets April 9, to participate in a national "Save Housing Day."

To dramatize the plight of the ailing home building industry and millions of families priced out of the market by lTVo mortgage rates, parades of idled construction equipment and rallies in shopping malis were held by builder associations affiliated with the National Association of Home Builders.

"We can't hold on much longer," said Menill Butler, a Southern Cali-

fornia home builder and president of NAHB. "Many of our members have already gone under. Most are laying off w6rR-ers; paying l9vo, 2o%o"and 22Vo interest on construction loans on homes they can't sell; and hoping to wait out the storm."

Pleas for relief scrawled on 10" lengths of "2 x 4" were mailed to government leaders in Washington by the thousands. A truck left Mount Vernon, Wa., April 17, stopping at state capitals along the way to collect even more "2 x 4" letters for delivery to the nation's capital.

Builders seek reactivation of the Brooke-Cranston emergency mortgage assistance program which provided loans with below market interest rates to 190,000 middle and moderate income families during the 1974-75 recession at a very low cost to the government.

"Save Housing Day" was the continuation of an effort begun March 25-26 when nearly 2,000 home builders converged on Washington, D.C. to lobby Congress and the Administration for relief from high mortgage interest rates which have brousht new home construction to a stanfstill in many areas of the country.

"We only expect to start I million housing units this year." said Butler. "That's a decline of 50Va from the 2 million level of 1977 and 1978. A decline of this magnitude is expected to add 1.6 million workers to the unemployment rolls and result in a revenue loss of $7 .5 billion for federal, state and local sovernments. In March, unemploy-ment in the construction field stood at l3%o compared with 6.2Vo overall.

HORATIO ALGER AWARD

(Continued from previous page)

chief executive officer, Tonr Haggai and Associates. Inc.: Morris L. Hite, chairman and president, Tracy-Locke Co.: Richard R. Lesher, president. Chantber of Comnrerce of the United States: Gilbert F. Richards. chairnran and chief executive officer.'The Budd Co.l Robert G. Sanrpson, special assistant to the chairnran. United Airlines; Beurt R. servaas. chairman of the board, Transcon Lines: and Jackson T. Stephens, president. Stevens. Inc.

The quality skylight that lightens up your customers'homes, saves energy. . and becomes a pleasant profit maker for you.

Pfeiffer skylights meet all state code requirements and are trouble-free to install by the Do-It-Yourselfer

FRED CARUSO executive secretary

UR RECENT seminar series featured seven schools, reaching 199 students and 105 participating firms.

Four retail selling skills workshops were attended by 105 persons from 38 companies including Albuquerque, N.M., 28 students; Denver, Co.,32, and Salt Lake Citv. Ut..2l.

Two basic estimating and blue print take-off schools drew 69 students from 46 companies.

A three-day advanced management seminar held in Denver attracted 25 owners and managers from 2l companies in the region.

The selling skills workshops were conducted by the reqional sales staff of the Armitrone Cbrk Co. Ceiline Division. Instrudtors included Frei W. Huffman, Southwest Reg. Mgr., Dallas, Tx., assisted by David M. Walker and Buddy Watkins at the Albuquerque seminar; Jim Richards, Assist. mgr., Central Region, for Pueblo and Denver, and John Wanser, reg. rep., Salt Lake City, for the Salt Lake seminar.

Harold S. Olson, Armstrons building products rep., Littleton', Co., served as assistant instructor at three of the four workshops.

O.K. Stookesberiv. a well-known expert in materials" estimating and former instructor at the University of Denver, was instructor at the two-day estimating schools.

Craig J. Stearn, mgr. for market-

ing and customer training and development for Armstrong Cork, Lancaster, Pa., was key instructor at the advanced manasement seminar. He was assisted by Dict Rippey, reg. mgr., Kansas City, Ks.

Lumbermen from six allied associations in the western states met recently for a day-long information exchange at the Little America Hotel in Salt Lake City.

The group, known as the Western Lumbermen's Council, includes the elected president and the managing officer of allied lumber dealer associations.

MSLDA pres., K.D. Ker, Idaho

Falls. Id.. was host and chairman.

Attending the business session were John Entz, pres., and Frank Davis, m.o., Az. Lumber and Building Supply Association; Paul Orban, pres., and Wayne Gardner, m.o., Lumber Association of So. Ca.; Dan Coleman, pres., and Joe Butler, m.o., Lumbermen's Association of Tx.

Clyde Strouss, pres., and Harry Mendenhall. m.o.. Lumber Merchants Association of No. Ca.; Rudy Harms, pres., and R.V. Peterson, m.o., Mt. Building Material Dealers Association; K.D. Ker, pres., and Fred Caruso. m.o.. MSLDA: and Vic Camozzi, pres., and Chuck Link, m.o., Western Building Material Association.

Special guests were John M.Martin, executive v.p., National Lumber and Buildine Material Dealers Association, Walhington, D.C., and Dan Leaman, NLBMDA reg. v.p., Tx. Business discussions focused on

(Please turn to page 29)

A COALITION of forestry, home Fl building, retailing, labor, ranching, oil and gas, farming and recreational organizations has sent Congress a letter urging support and cosponsors for Rep. Thomas S. Foley's (D-Wa.) bill to resolve controversy over RARE II, the Forest Service's second Roadless Area Review and Evaluation.

H.R. 6070, the proposed National Forest Multiple Use Management

Act of 1980, introduced Dec. 10, 1979, directs that the 36 million acres recommended in RARE II for nonWilderness continue to be manaeed for non-Wilderness multiple use] It also sets a timetable for Congress and the President to decide whether to designate as Wilderness other lands studied in RARE II.

The letter sent to each member of the House describes the bill's aim and provisions and urges Congressmen "to support and co-sponsor" H.R. 6070. It also points out that the bill reaffirms President Carter's RARE II decisions on existing en-

(Please turn to page 29)

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

HARRY MENDENHALL executive vice president

an*ome planft fiooriag, providec at idcal setting for any iaterior dcstgn. Its charming a@arancc can recaPture tlw favor of traditional early America as easily as the attractivenesc of an Old lforld pgged fr""r; Virgi*i.a llardwaod Qampany features the rlrost e*tewiuc sclection oI pla;nhlooring in the Westera Uaited States. If it's pfun*S*arirg ytu want ...yoa'll fiad it herc, We're the Bcst in the West.,.Call u!

Virginia lla{nrood Company

116 Raitroad Avcnuc Monrovia,CA 91016 (2f3) 858-4594

(?l{) 17l6t9o *holerle only

'rllS:t llmr Serscc 'fl*i!alx; trt*onr {d{*) 25t 6tr8

6 UDDENLY THERE is nruch talk g olthe inrpact ofa recession on the lunrber and building nraterial industry in California!

This situation has been building pressure lor several nronths. nruch the sanre as Mt. St. Ilelens has been building pressure. A great nunrber of lunrber and building nraterial dellers ignored the signs, hoping that the problenr would go away or would alfect everyone except thenl.

The attendance at the March Conference With Concress gave an indication of the lack of concern by nrany cleilers. At a tinre when survival of the industry was ntost critical ancl the housing nrarket was bearing the brunt of the econonric cuts, less than 300 dealers, wives and children attended the conference. This was an opportune tinte for the inclustry to tackle their congressional representatives and plead a case for the industry. The Congress was in the throes of budget cuts and balirncrng during our visit.

Now that the inrpact of the rapid fall in housing starts has hit, dealers are yelling for action. It's too late; the regulations have been nassed and are in effect. The fbds wanted to tig,hten up on the nroney supply and they are huving greirt success. They will nol renrove restrictions for another two or three nronths and by that tinle the housing industry is going to be in shambles.

It is fortunate that nlany lunrber and builcling nraterial dealers have a goocl retail consunrer tracle which has showr-r an increase and is helping to pay the bills while contractor trlde hils conre to ir hirll

It is regrettable that so nrany dealers clicl not attend the conlerence and take the opportunity lo speak for their industry. One thing that was a donrinirting issue in Washington was a balanced budget, but Congress l'eels there is little they can do. since they clainr to have conlrol over only 271\' <tf the budget. The other 73rl' is in fixecl progranrs such as Meclicare and Social Security. Our conrnrent was that if Congress nracle the laws setting fixed anrounts for these wellare progrants, they can certainly anrend their laws. Congress silys that if they nrake all the cuts they can in the 2Tt\, they control, it would anrount to no nrore than a .005(l' reduction in the inflation rate.

You can have an inrpact on legislation through your vote in Novenrber. ll our present Congress can't control the budget and legislation. perhaps we can find persons to fill their seats that can exercise fiscal responsibility. Business is gaining in inrportance. Many Dentocratic Congressnren. including Senator Cranston, are sounding like conservative Republicans. Sonre are beginning to recognize that. during the past decade of our liberal wellare society, they have given away too nruch and have nrade welfare life style too attraclive. It is going to be difficult to get out of the nress thev have created.

In the nreantinle, we can yell and conrplain: we can hold nreetings and we can put pressure on Congress, but the nrechanisnr for grinding inflation to a halt is in effect and the results will show in nridsunrnrer.

Most of us will find out what the bullet tastes like because we will all have a chance to take a bite of it.

Bruce Villrge PlenN smooth fialeh. l{" thic*. Random widths !1, V, 7' an,d random lengths.

"Jl.ffi&ff <@

Scrvtng Soltb;rn Caltfomir, Arironh. Soatim Nendr, ud Hrsdl. Fcenrring Emdwod by Hril 8ruc Hrdvood frorq lhn Sal, CarWood II, Michtu X.p!" Gorntcr Topr" Pcrnrcnia, md Wood llmis

YESI lwrnt lo recelve THE MERCHANT MAGAZ|NE.v.ry month. Plcrlc cnlcr my rubecrlptlon rl shown bclow.

(Subrcrlptlons pryabte In U.S. doilaru.)

United Stat€s, Canada, Mexico Foreign

! 3 years (36 issues) $12

n 2 years (24 issues) g 9

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D 1 y€ar (12 issues)

A rubrcrlptlon to The Mrrchrnt Mrgrrlnc lr ttl drducilblc.

tr New

D Blll mc

D Blll my comp.ny

n Plymcnt anclorad

Your subscriplion will bogin wilh firsl availabl6 issuo alter receipl ol paymont

Pleaso s€nd THE MERCHANT MAGAZTNE to my: t I home n ollice

Streel

Mr. ! Miss tl

Ms. n Mrs. ! Company

(Continued from page 27)

vironmental laws, and does not preclude future Congresses, Presidents or the Forest Service from recommending any of the RARE II land for Wilderness under the periodic land use planning required by the 1970 Resources Planning Act. As of Feb. 25, Rep. Foley reported that 60 Congressmen had joined him as co-sponsors of H.R. 6070. The National Lumber & Building Material Dealers Association is one of the coalition members.

Senate Bill 2153, introduced Dec. 19. 1979. would promote continued improvements of industry's own workplace safety efforts by exempting from routine safety inspections business firms that can document good safety records. Known as the Occupational Safety and Health Improvements Act of 1980. this bill would relieve safe business firms from needless routine inspections, and would begin to change the adversarial posture and policies of an agency that has become a symbol of costly, yet ineffective bureaucracy.

This is legislation in the right directron.

Write your senator and representative now in support of Senate Bilr 2r53.

The wood industry got a go-ahead recently from the Dept. of Housing and Urban "Developmen't (HUD) to-seek expansion of the joint industry-government program for rural low-cost housing beyond the demonstration stage and into as many states as possible. The National Forest Products Association (NFPA) and the National Lumber and Buildins Material Dealers Association t-Nt-SN4Onl and their affiliates have been the prime movers in combining the industry Leadership Housing Package Program with HUD's own Rural Initiative Prosram of assisted housins in N.C. and-eastern Wa.

HUD's Deputy Assistant Secretary for Single-Family Housing and Mortgage Activities told wood industry representatives at a meeting in Washington, D.C. that he will encourage HUD area offices to cooperate with regional and local industry teams in areas chosen bv the industrv for expansion of the iural housing effort. Area offices have been asked to raise their mortgage limits on Section 235 assisted housing to the maximum as an incentive to home builders.

MOUNTAIN STATES

(Continued from page 27)

the management of effective associations for lumber dealers. Topics included educational programs and speakers; convention program ideas; planning meetings for association officers; the value of directories; dues structures; organizational programs for young lumbermen; the development of association headquarters operations; group insurance programs; membership development and the activities of the national federation.

The Mountain States Lumber Dealers Association welcomes seven new members this month, four dealers and three suppliers.

The new dealers include: Edward J. Kluesner, White Rock Builders Supply, Inc., White Rock, N.M.; Dennis Firkins, Monte Vista Lumber Co., Monte Vista, Co.; Glen R. Carlson, B-Mart, Inc., Sheridan, Wy.; and Charles R. Zeollick, Valley Lumber Co., Inc., Basalt, Co.

The new suppliers are: Skip Schenck, Celotex Corp., Loveland, Co.; Dan A. Green, Reed Mill and Lumber Co., Inc., Denver; and Clyde Greenwood, G and L Woodworks, Ft. Collins. Co.

The Starboard System was designed to solve the r problems facing the tumber industry. We give i lumber give you the tools to control inventory and sales costs. Stock status and credit information is immediately available... and accurate.

,,SINCE WE INSTALLED THE STARBOARD SYSTEM, OUR INVENTORY CONTROL AND CREDIT PROBLEMS HAVE ATMOST DISAPPEARED . . ."

,,BEST SYSTEM FOR OUR MONEY'' FRED

Rocky Mt. wood promotion group is keeping up the good work

3 3 A CATALYST serving ro unire A rne segmenrs of rne wooo products indusiry in Colorado," is the description Robert A. Tweed, Denver Reserve Supply Co., Denver, Co., applies to W.O.O.D., Inc., the successful wood promotion association of the Rocky Mountain lumber and forest products suppliers.

For the 22 years since its foundine in 1957, the <irganization has created and promoted services and projects to advance the uses of forest products in a changing economy. It has maintained a Wood Data File as well as

Story at a Glance

Rocky Mountain forest products suppliers, W.O.O.D., lnc. promotes wood through Yarious pro- jects. their architectural award program is outstanding.

sponsoring education programs, exhibits and technical seminars. The group also supports a public relations program, a speakers bureau. audio-visual programs and a technical informational service.

An outstanding example of their work is the annual architectural awards for excellence. The program, chairmanned by Tweed for the past 13 years, is open to all licensed architects in Colorado. Awards are sranted on the basis of excellence in ihe design and use of wood products. The competition is considered unique, according to him, in that all entries each year are visited by at least one team ofjudges.

Enthusiastic about the concept of W.O.O.D., Tweed is hopeful that other cities and areas will pick up the idea and form similar groups. "We truly hope we can have a nationwide organization someday," he says.

A non-profit corporation, the orsanization maintains a full-time office Ind staff in Golden, Co. Membership is divided into five categories including retailers in the DenverBoulder area, retailers-associate members from throughout the state, ware-

house wholesalers, office wholesalers and manufacturer's representatives, and honorary members.

Fir

SURPRISE PBESEl{TATl01{ was made to Robert A. Tweed, Denver, Co., [leftl in recognition of his 13 years as chairman of the Architectural Awards committee of W.0.0.0., Inc., by Stephen S. Stookesberry, retiring pres., who is employed at Econ0my Lumber & Hardware, Denver.

Western Cedar products

A look at a wholesale lumber company on the occasion of its l Oth anniversary

HEN THE Kelleher Lumber Co.-then Kelleher Lumber

Sales-began business ten years ago in a back-alley quonset hut in San Rafael. Ca.. it was a mere babe in the woods among corporate giants.

This month marks the tenth anniversary of Kelleher Lumber, and today that company is one of the largest and most respected wholesale lumber distribution firms in the western United States.

"Ten years ago when we started the business we could see the need for a wholesale distribution center to service the needs of Northern California retail lumber dealers," notes Don Kelleher, the company's founder and president. "Yet the growth and success of the company has far exceeded our expectations."

"We used to buy a load of lumber and then get on the phone and try to sell it," reminisces Harry Lyon, V.P. and general manager. "If we did sell it, we'd turn around, buy another load and start all over again."

Humble origins, indeed, for a company that is now approaching the $4 million mark in monthly sales.

The operation consists of two separate companies: Kelleher Lumber Co. and Kelleher Moulding Co. which do business under a common manasement structure.

Th6 moulding company, which began in 1973 as the fledgling offspring, now accounts for nearly onequarter of the parent company's sales and is one of the largest stocking distributors of mouldings and millwork in the westem half of the country.

The rapid growth and accom-panying success of Kelleher Lumber is uriparalleled in the industry. And there are a number of reasons for that success, the company feels.

One of the big reasons they cite is the fact that the firm is composed of a group ofrelatively young, enthusiastic and experimental management personnel.

"Everyone in the company actively sells lumber," states Jeff Barnes, sales manager of both the lumber and moulding companies. "The entire management is involved in the day-to-day operation."

In fact, a stroll through the company's new showplace San Rafael office resembles a tour of Pacific Telephone's central exchange. Telephone console panels are lit up like so many blinking Christmas tree lights and the onlv sounds are the rustlins of papers dnd the hubbub of onel sided phone conversations.

Don Kelleher, phone seemingly glued to ear, is without a doubt the hardest man to get hold of in the entire company.

Another big reason for their success is the companv's unusual aDproach to sales and customer relhtions.

"We have tried to keep from accepting the old, traditional ideas of what can and can't be done," Lyon explains. "For instance, we think of

our customers as friends rather than just customers. "

"It's true that we carry a large and complete inventory,' ' Lyon says, "but the biggest thing we can do is to give the customer what he wants and to eive it to him NOw."

Story at a Glance

From quonset hut to showcase office, firm's first 1O years of growth have been based on careful attention to their customers and a management actively inYolved in day to day operations.

Rick Callahan, the moulding company manager, concurs with Lyon.

"What sets us apart from our major competitors is that we can deliver a high mix of products in small quantities on short notice," he said. "Not only do we stock a larger inventory than anyone else, but we are continually going after new product lines. ' '

"Our recent growth has been a result of the success of our new product lines," observes John Ahlers, purchasing manager of the moulding company. "Our future plans include getting into wholesale distribution of doors. "

The company also makes a concerted attempt to raise its relationship with its customers above that of the typical wholesaler and retailer.

To that end, the company has purchased a prop-jet airplane for use in

Flilltltfi P0SE for Don Kelleher, president of Kelleher Lumber Co., is with ear t0 the telephone and eyes on the ligures.

PAPERUU0RK 0GCUPIES Harry Lyon llefll, v.p. and gen. mgr. of Kelleher Lumber Co., in the conference ro0m at San Rafael, Ca. lcenlerl John Ahlers and Rick Callahan, overseers of the moulding company, discuss strategy in an afternoon session. lrigitl Jeff Barnes, sales mgr., lumber, prelers a vertical position when discussing business with a cuslomer.

sales, as well as customer and employee education.

The plane is used for transportation to mills and plants that would otherwise be less accessible. From that point, mill and plant tours are conducted for the enlightenment of customers and its employees.

Kelleher also routinely throws regional get-togethers in order that the company and its clients can associate on a distinctly less than businesslike basis.

If the handsome San Rafael office is the brains of the Kelleher Lumber Co., then the company's brawn is its yard and warehouse facility in picturesque Blackpoint on the MarinSonoma County border.

This facility features 80,000 sq. ft. of under-cover warehouse space,

five acres of asphalted yard and a five-car spur. Seven large diesels and two small bob-tail trucks work out of the yard and are used exclusively for the delivery of materials to the customer.

Those materials are the company's backbone.

Their stock is 60Vo redwood. The balance is a mixture of fir and pine, with small amounts of cedar and spruce.

The appendages of the company are its 12 on-the-road salesmen, who currently canvas the area lying between Redding and Bakersfield on a northsouth axis, and between Reno and the Pacific Coast. In addition, Kelleher has expanded to the State of Hawaii, which has developed into one of its larser markets.

"We'll be expanding the physical tenitory that we cover on a regional basis to include most of the westem states," Lyon says, adding a note of caution. "We do want to make certain, though, that we do not grow at the expense of what we do well."

"And while we have enjoyed increased growth, we don't expect to rest on our laurels. We are going to continue to look for ways to expand so that we may better service our customers. "

Kelleher Lumber Co. has come a long way from the day l0 years ago when a couple of ambitious lumbermen began operating out of a quonset hut.

There's absolutely no telling what the next ten years will bring.

SH0WPLACE STRUCIURE, Kelleher Lumber's headquarters, San Rafael, Ca., llelll features many of the company's products. (lop rightl A forklift loads shipments ont0 two 0f their fleet of trucks at the five acre yard in Black Point, Ca. (lower rightl A mix oJ Kelleher Moulding Co. products is prepared to meet order inside moulding warehouse at Black Point.

lll-llEPTH L00l( at the role windows play in energy conservation is given to customer with video 0resentati0n. Take home literature on the racks below serves to reinforce information.

Window Sales Aids

by John W. Shoemaker Executive Vice President National Woodwork Manufacturers Assn.

HE National Woodwork Manufacturers Assn. offers dealers who stock wood windows merchandising aids that can be used effectively during Home Improvement Time, ranging from audio-visual presentations to idea-generating selling programs.

- An audio-visual presentation, "The Role of Windows in Cutting Fuel Bills," focuses on the energY and fuel savings possible through the use of wood windows. Running aPProximately ten minutes in length. the prosram-has 73 illustrations in a fastiaced cartoon format. '

Desiened for viewins by a variety of audi-ences. the progiarn is offered in two formats. For presentation to large groups, it is available in a soundslide format. For individual viewing or viewing by small audiences, it is available in a LaBelle cartridge, which is ideal for counter displays in stores, showrooms or exhibits. Either format can be used in sales training programs.

Accompanying the program is a 6-p. piece of collateral literature that can be offered as a take-along or handout after the audience has viewed the presentation. Because all the illustrations and text are excerpted from the audio-visual program, the brochure acts as a learning reinforcement'

A new l6-p. consumer-oriented booklet answers in easy-to-understand style many questions homeowners ask about windows.

"A Guide to Energy-Saving Windows" discusses the components that comDrise a quality window; the various'styles bf rindo*s available: proper window locations for optimum illumination, ventilation, and fuel usage; condensation; the esthetic

value of windows: the care of windows; and remodeling with windows. The booklet is available in quantity discounts to dealers, distributors and others merchandising the benefits of wood windows to consumers. To help dealers and distributors merchandise millwork more effectivelv. NWMA also publish es Successfut- Retaiting.

This series of case histories is intended to help building supply retailers and distributors generate merchandising ideas of their own to expand their millwork sales.

These reports document the techniques dealers around the nation use to merchandise wood windows. doors. and specialty products. The publica-

tion describes in both text and photos how to display and sell stock woodwork products in millwork departments.

Additional information on these merchandising aids may be obtained by writing to the National Woodwork Manufacturers Assn., 205 W. Touhy Ave., Park Ridge, Il. 60068.

SPECIALIZING IN PINE AND FIR PRODUCTS FOR THE INDUSTRIAL AND RETAIL MARKETS.

serving the west since 1950. We invite you to utilize our automatic lumber stacker.

300,000' kiln capacity

€9!oo_9ry:t"fq.

For your additional convenience we are rail served.

Home lmprovement Push

The annual cooperative industry promotion and public relations progam for home improvement is underway for spring with the theme "It's Home Improvement TimeA Good Investment."

Sponsored by an advisory committee of industry trade associations and a blue ribbon list of manufacturers, the program is designed to strengthen marketing. More than 15,000 participants including home centers and lumber and building material dealers have been involved with the action nationwide. An ongoing effort all year with special emphasis in the spring and fall, the promotion reportedly is responsible for an annual spending of more than $1.5 billion for home improvement products and seryices.

In addition to free display materials ranging from posters to bumperstrips, participants have access to sales aids and ideas as well as brochures which may be imprinted and distributed. Support promotions in consumer and trade publications are part of the program.

James A. Stewart, program administrator, may be reached at P.O. Box 205. Oakdale. Pa. 15071.

Gov. Regs Cost Us All

Economic impact statements should be required on all new government regulations to reduce their highly inflationarv effects. E. L. McNeelv. chairman and chief executive'officer of The Wickes'Corporation said recently. He was presenting the keynote address to the National Home Center/Home Improvement Congress & Exposition in Dallas.

"Instead bf lavins the entire blame for inflation on OPEC price increasEs," McNeely said, "we can start attacking the problem at home, by slashing regulatory costs and reducing their negative effects."

In calling for economic impact statements on all new regulations, McNeely recommended that these statements include "the costs to the consumer, the taxpayer, and America's competitive position in world markets, as well as the direct costs to the industries being regulated. "

"The independent regulatory agencies in particular have become so independent that they've lost the accountability of their power. Business is accountable to the marketplace on a daily basis. The politician must stand before the electorate every two, four, or six years. The regulators, however, are accountable to no one, publishing hundreds of costly and contradictory regulations every day."

McNeely said, "The cost of regulatory activity has been estimated at $100 billion a year, and the indirect costs may be two or three times that amount."

Free Computerized Pallet Design

To tap plywood's potential in the industrial materials handling market, the American Plywood Association has introduced a free computerized pallet design service for industrial users and specifiers.

A call to l-800-426-9782 will bring within 24 hours a computer printout of a pallet designed to meet the specific requirements of the caller.

The pallet design will be accompanied by promotional materials stressing the value of plywood pallets. Field reps also will call on the pallet user to provide any needed assistance.

Added@ \Inlue, Beauty

f,fedwood is the qn"lity choice for paneling. And, Windsor I\ Mill offers the finest quality paneling available-kiln-dried redwood in 4" and 6" widths that will add beauty and value to any home or commercial project.

Windsor's professionals exercise care in the selection of only the best redwood lumber, chosen for its natural beauty of color and grain. Of course, Windsor redwood products have all the superior qualities of redwood-its warrn, rich appearance, resistance to decay, and shrinkage, and its excellent insulating properties.

To create the best redwood paneling, Windsor adds special touches that insure satisfaction with your investment. Windsor's paneling is available in B', 10', and 12'lengths with a rustic resawn texture on one side and a smooth sanded finish on the other. Short pieces are bevel-cut on one end for ease of application and quality appearance on the wall.

Design versatility is easy with Windsor redwood. Windsor redwood paneling can be applied in a variety of ways to achieve particular effects. Tongue and groove paneling pieces are easy to apply with nails, staples or adhesives, by the homeowner or contractor. And, for a quality finishing touch, Windsor offers redwood mouldings, too.

Quality b"$* at the mill ...

Windsor finish-sands each piece to assure that all pieces are clean and attractive. Other manufacturers do not. Windsor bevel-cuts both ends on shorter pieces for easy, tight fitting. Oth'ers do not.

Creamy sap streaks add interest to atririm doorwav. Redwood's great durabiliqz nieans a lifetime of enjoSrment with the natural beaut;r of Windsor redwood paneling.

Horizontal Windsor redwood paneling imparts even wider horizons to this excitin.q room, and also illustrates the"versatiiity of decor.

Tight-fitting shorter pieces of Windsor redwood applied vertically, horizontall^y, and over beams frovide a higlily personal, warmly inviting atmosphere.

Diagonal application of 4" Windsor redwood makes this a distinctive doonvay-elegant yet contemporarv-wiih all heartwood trim. Contrasts of heartwood and sapwood, flat and vertical grain at right accentuate fireplace charm.

Clear redwood paneling achieves a rustic look when resawn surface shows. A few coats of clear sealer protects wood from bathroom moisfure while retaining warm, rich appearance.

Specffications

Grades

Clear Heart

Redwood's finest appearance and performance. Available in mixed flat and vertical grains. Best grade in dimensional stability, finish retention, and weather resistahce.

Clear

High quality redwood that may contain varJnng amounts of sapwood. Cream-colored sapwood streaks enhance qualit5r contemporary designs,

Sizes

6" Coverage

Each carton contains 16 pieces. Acfual width of face is 5-7/4",5/16" thick.

Natural

For a rrrstic, informal appearance, choose this knotty grade. Perfect for todav's casual lifestvle.

4" Coverage

Each carton contains 28 pieces. Actual width of face is 3-7/76",5/16" thick.

*B' cartons contain 75% 8'pieces; balance is 2'to 6' bevel-end pieces. 10' and 12'cartons are all full-lenglh.

Window Market Wide Open

Home Improvement Time provides an excellent opportunity for building material dealers to cash in on a flourishing 1980 window replacement market.

Not too long ago window sales relied almost entirely on new construction. Window installation was regarded as a job suitable only for a trained professional. But all that has drastically changed.

Window sales to the home remodeling and replacement market have become one of the fastest growing segments of the business. Even with declining new home construction and a tight mortgage money situation, these sales can continue strons.

A factor dealers have in thJir favor is the energy situation. It emphasizes the need for quality windows to conserve energy supplies in existing homes. It also offers an oppornrnity for home centers to cash in on upgrading window sales with tripleglazing options.

A company which places increasing emphasis on sales to the window replacement and do-it-yourself markets is Andersen. They emphasize that when a dealer sells a vinylsheathed window to a replacement specialist or d-i-yer he is selling a ready-to-install, completely assem-

bled, factory-engineered, low-maintenance window unit with energysaving double-pane insulating glass.

Here are ways they suggest that dealers take advantage of the current market:

( I ) Promote the advantages of precision-made, factory-built wood windows with double-pane insulatins elass. Tie in with the advertisins an? lromotion programs offered b! manufacturers.

(2) Sell the energy-saving benefits of wood windows and double-pane insulating glass, as well as low-maintenance benefits of vinyl-sheathed wood windows.

(3) Allow the customer to see and touch the product with the use of floor display models and cutaway window sections.

(4) Offer helpful information that homeowners need to know before starting a home improvement project, how-to bookets on window and slid-

ing door installation, window replacement, and energy facts.

Dealers in the West have only begun to tap a lucrative home remodeling market that has already become big business in other sections of the country.

CUTAWAYS can sell customers on the advantages 0f triple-glazing which reportedly cuts heat loss 36%. Combination unit features 1/8" thick tempered glass panels, glass fiber screening, pre-linished vinyl tracks.

cedar

o SELECT f rom an inventory of over one million board feet of

western red cedar, incense cedar, and Pacific Goast yellow cedar.

UTILIZE drying and milling facilities at Rolando's

cloveidale oistrioution yard.

o *GALL cedar trading specialist, Peter Wilhelm, or a

Rolando salesman for assistance.

S0ME of the fliers used by Masonite to supp0rt "Winler Price Freeze" promotion that helped to spur siding sales during a down market.

Price Freeze Promotion

A successful "Winter Price Freeze" promotion by the Western Hardboard Division of Masonite Corp. enabled building supply dealers and wholesalers to satisfy their siding needs with a "priceprotected" product.

The promotion put a freeze on the price of Masonite's Ruf-X-ll hardboard siding for a six-month period beginning Jan. 15, according to James J. Hagel, marketing man-

ager of the Ukiah, Ca.-based hardboard division.

With every 40,000 lb. order during the first three months of the promotion, wholesalers in the division's l3 western state marketing area received a coupon entitling them to purchase a like quantity of the siding at the same price until June l. No limit was placed on the amount of coupons a wholesaler could redeem.

The promotion was extended to dealers through participating wholesalers.

"We designed the promotion to help building supply wholesalers and dealers cope with a downturn in the housing market," said Hagel. "The promotion was one way we're supporting our valued customers during a difficult period."

In addition to coupons, the division offered free gifts to dealers upon placement of their initial order and issued a special merchandising kit.

The success of the promotion is well-documented. "We normally sell about 6 million sq. ft. of Ruf-X- II brand siding the first three months of the year," said Hagel. "Final results of the oromotion indicated that about I I million so. ft. of the siding was purchased."

Hold Up Gopier Purchase?

Wait two more years before buying an office copier and you'll be able to buy one with improved design capable of better copy quality and greater reliability, according to some experts.

Changing technology in the months ahead supposedly will bring better buys and models designed with fiber optics and single-component toner systems.

When you are ready to buy, consider a lease/rental on a new model. Although it is more expensive and has less tax advantages, the security of establishing performance reliability is a plus. Usually it takes about nine months to a year for a new model to establish performance reliability.

Factory rebuilts are good buys. Xerox 3100, Pitney Bowes PBC, Saxon PPC and any Savin 700 series model are generally considered the better rebuilts.

New models highly recommended on the basis of under $6000 price or proven technology are Dick 990, Xerox 2600, Saxon 302, Mita MC-20 and Sharp 810. Coated/treated paper models rated high are Minolta EG 301 and 3M model VQC.

Manager

lilr-[ilrarnnr

Rod Denhart has joined Bel-Air Door, Alhanrbra Metal Products and Tvre Mig. Co.. Inc.. Alhanrbra, Ca.,- as sales nrgr., according to Sam Fineman, pres. Jim Stanley and Dave Dineen have joined Judy Baxter, Bill Otto, and Noel Farr in sales. Paul Bouskill is new to purchasing, and Harold Smith is a new planr supt.

Bill Zagone, K & S Disrriburins Co.. Portland, Or., is back fronr ln extensive sales swing through Oregon.

('hris Mongrain is now senior inrport sales rep at Dwyer Overseas Timber Products. Portland. Or.

Terry Richards is the new nrgr. of Dallas Building Supply. Dallas, Or.

Phil Cohen is now associated with Western Product Sales. Co.. [)an- ville. Ca.. specializing in Kitchen Konrpact sales, according to Bob R iggs.

Cliff Cardoza, Nical, Inc., llollisrer, Ca.. has been in Or. and Wa. on a sales trin.

Linda Peterson. Weaver Forest Products, Medlord. Or.. is back at her desk after two weeks of skiine at Cresta Butre, Co.

Ray Foster has retired as mgr. of the Copeland Lumber Yard. Tillamook, Or., alter 44 years at the same yard under three owners. His wife, Hulda, continues as bookkeeper. (iary Apperson is the new mgr.

Ralph D. Ross, Long Lake Lumber Co.. and Col. William L. Birk (ret.), Resource Management and Consulling, are new nrenrbers ofthe Spokane, Wa.. Hoo-Hoo Club.

David Stanley has been elected pres. of Payless Cashways, Inc.. Kansas City, Mo., replacing Oran E. Watson, pres. since 1976, who chose not to stand for re-election because of policy differences. Harlon L. Seats, was elected exec. v.p., according to J. Stanley Covey, chairnran and c.e.o.

Edward E. Ambrose is now accounl nrgr. for Thernra-Tru Sales Corp. in Co., Az., and N.M.

Hank Ricklefs is the new plywood and door product mgr. at Simpson Tinrber Co.. Seattle. Wa. Suzanne Locking is nranufacluring sales infornration system coordinator rep- lacing Jim (lilliland who has retired. Marc (irohe is sr. sales rep for the western states and Hawaii with the retirentenl of Bill Roberson.

RO AEII rcW AHNE

Bruce Ingram has joined the sales team at Product Sales Co., working out of their new Orange, Ca., distribution yard, according to Ted Gilbert, pres.

Marilyn Allen is new to the office staff at Fullmer Lumber Co., Tigard, Or. John A. Grunwald, David R. Webb, Co., Inc., Edinburg, In., is the new pres. of the Fine Hardwood-American Walnut Assn., succeeding Albert B. Cox, Amos-Hill Veneer & Lumber Co., Edinburg, In.; J. Robert Bolon, American Walnut Co., Inc., Kansas City, Ks., v.p.l B.F. "Ted" Swain III, National Veneer & Lumber Co., Seymour, In., sec.t David M. Dubrule, Interforest Ltd., Durham, Ontario, Canada, treas. Larry R. Frye, Indianapolis, In., was re-elected exec. director.

Pi Bliss, Neiman-Reed Lumber Co., Van Nuys, Ca., and his wife, Connie, have visited family in Or. Gil Sauceda is new to the industrial sales staff.

Dave Mensing, Louisiana-Pacific, Oakland. Ca.. with his wife and children, vacationed in Mexico during Easter week.

Jeff Hunt is now on the sales staff at White Brothers, Oakland, Ca.

Malcolm Epley, Jr., is the new v.p. of Western Wood Products Assn., Portland, Or., according to H.A. Roberts, exec. v.p.

This combination teaman ldaco Rip Saw with an ldaco Texturing Attachmentallows simultaneous rip- ping and roughing in one operation to give the finish effect so popular in modern constructioo. lt eliminates the necessity for re-sawing and adds the savings to your production profits. Why not inquire about it today?

M.L. "Huck" Gaylord is the new assistant gen. mgr. of the Kremmling Co., div. of the Chicago-based Edward Hines Lumber Co., according to Paul F. Ehinger, sr. v.p., production, Eugene. Or.

Judy Williamson is the new markering communications mgr. for the Western Hardboard Div.. Masonite Corp., Ukiah, Ca., according to James J. Hagel, div. marketing mgr.

Jim Mace is now gen. mgr., manulacturing, for the E.R. Probyn Ltd. group, Bellingham, Wa.

Larry Quinlan, v.p. Burnaby Lumber Co., Compton, Ca., has retired, deciding to take it easy after a long industry career.

Ken Thim, wood products specialist, Flintkote Supply Co., Los Angeles, Ca., is smiling broadly after the recent sale of his poem, "Early Education," for a forthcomins issue of Good Housekeeping

Ken Rasmusson is now tradins at Hearin Forest Industries. Portlind. Or.

Hank Aldrich, DMK-Pacific Corp., Fremont, Ca., has just returned from a combination sales/vacation trip on the Central Ca. coast.

Jim Forgie, v.p., Robert S. Osgood, Inc., Los Angeles, Ca., has retired after 34 years with the company. Kurt (ielbard is olf on a five week sales trip to the Orient.

William Huth is now pres. and gen. mgr. of Arizona Hardware Co., Phoenix. Az.

Sy Rodakowski is now trading with Oregon-Canadian Forest Products, Beaverton, Or.

Pete Hastert is new to sales al Newport International, Newport Beach, Ca. El Louise Waldron. Waldron Forest Products Inc., Sacramento, Ca., is back from a brief Manzanillo, Mex.. vacation. Her conrpany is believed to be the only female-owned and operated wholesaler in the U.S. Duane K. Bennett, exec. v.p., Mead Clark Lumber, Santa Rosa, Ca., just back from a month's vacltion in Australia, New Zealand, Fiji. Bora Bora, and Tahiti, reports that he didn't see nruch construction in those areas.

Dennis Richardson is back at his desk at South Bay Forest Products, Orange, Ca., alter a laid back San Felipe. Mexico, vacation.

Tom Walker is now senior sales rep in plywood and door marketing at Sinrpson Timber Co., Seattle Wa. llis Southwest regional sales supervisor job at Garden Grove, Ca.. is being filled by Richard Harlow, lormer industrial sales ren for Sinrpson in Cerritos. Ca.

Michael J. Nugent is the new president of Nugget Industries, Inc., with retail lumber yards in Rogue River and Merlin. Or.

Verlon McKinney, J.E. Higgins Lumber Co., Union City, Ca., is back from a southern states sales safari.

Tom Humphrey is the new exec. v.p. lor Quality Frame & Door Co., Cerritos, Ca., according to Warren Olson, pres.

John C. Wilson, Jr. has joined Pacific Lumber Co., San Francisco, Ca., as v.p., finance and treasurer: Edward W. Beck, general counsel and sec., also was named a v.o.

Kenneth D. O'Neil is the new pres. of DG Building Materials group, Portland, Or., according to Robert C. McCracken, pres., Di Giorgio Corp., San Francisco, Ca.

Don Jackson. Johns Manville Residential Products Div.. Redding, Ca., has been nanred salesnran ol the year for J-M. San Francrsco wesrern region.

Herb Hast, Jr., Hast Lunrber Co.. Conrnrerce City, Co., is the new pres. of W.O.O.D., Inc.. a Co. based trade assn.t Roberta Andersen, Edward Hines Luntber Co., lst v.p.; John (iunzner. llartnruller Lunrber Co., 2nd v.p.; Vern Thompson, Git-

PERSONALS

(Continued from previous page)

tings Lumber, treas.; Walter Kellogg llI, Kellogg Luntber Co.. sec. Directors are Jack Blackwell, Champion Building Productsl Robert Herbold, Boddington Lumber Co.; Jon Shaffer, Flintco Lumber and Conrponentst Joe Kerschen. Kaibab Industries: Carl McDaniel, University Park Lunrber. and Stephen Stookesberry, Economy Lumber and Hardware, past pres. and chairman of the board.

Jim Angus, Sequoia Supply, Wilsonville, Or., is the new pres. of the Building Material Dealers' Credit Assn.

Pat Hunter is the new plant supervisor at Wickes Wood Preserving, Eln-rira, Ca., not the asst. plant nrgr. as we incorrectly had it in last nlonth's issue.

Terry Humphrey is a new sales rep at Sinrpson Building Supply Co., Santa Clara, Ca.. reporting to (Jeorge Thompson, sales nrgr.

Fred Spearow is now outside sales rep covering San Jose and Santa Cruz. Ca.. for Anrerican Wholesale Flardware Co., Long Beach, Ca. Ruth (iardner is the new outside sales rep in the melropolitan Los Angeles, Ca.. area.

Sam Fineman, pres., Bel-Air Door Co., Alhambra, Ca., has wrapped up another Far Eastern business trip, including a stop in Korea.

Roy Z uercher has joined the marketing staff of ldaho Timber Corp., Boise. ld., according to Larry Williams, pres.

Mike Mc(iahan is now director ol marketing at Tube-Lok Products, division of Portland Wire & lron. Portland. Or.

Paul Zech, MacBeath Hardwood, Montebello, Ca., was a speaker at the recent Model Builders Assn. of' Orange County (Ca. ) meeting. More than 100 attended. Mike DiChiara will be in Washinglon, D.C.. in late May competing in a national bowling tournament.

Dee Essley. 85, D.C. Essley & Son, Montebello, Ca., a figure in the western redwood industry for decades, is at home recuperating after a bout in the hospital.

Marceil Coor-Pender. Vent-Vue Products, Los Angeles, Ca., is back fronr a Hawaiian respite.

Dale Johnson has joined the sales stall of Fullnrer Lumber Co., Tigard, Or., according to Ernest M. Fullmer. ores.

Doug Seeley has joined Suncrest Forest Induslries, Medford, Or.

John Shagena, Crown Distribution, Orange, Ca., and his wife, Pam, are parents of a baby girl, Melissa Jean, born Apr. 7. 1980, weighing 8 lbs. 8 oz. and measurine 21" lone.

Ralph Cardwell, Cardwell Forest Products, Fullerton, Ca., and his wife, Jerri, with (ieorge and Bonnie Champion of Boyd & Lovesee Lumber, Riverside, Ca., enjoyed a recent weekend skiing holiday.

Peggy Mottola is back lrom a vacation in St. Petersburg, Fl.

I-ee Klose is now district sales mgr. for Rubbernraid in Az., N.M. and Tx.

Harold Fay, Contact Lumber Co., Portland,Or., and his bride, Nadine, honeymooned at Puerto Vallarta, Mexico, following their Jan. 12, 1980, marriage.

Murl Fast is now with Barr Lumber Co., Los Alamitos, Ca.

Dave Ross is now trading with National Forest Products, Vancouver, Wa.

Walt Abbott is selling lor MacMillanBloedel in Co., Ne., and Ks.

William Shields is now exec. v.p., building nraterials group, Willamette Industries, Albany, Or., replacing William Swindells, J r., recently named pres. John Shealy is now v.p. in Ruston, La.

Bob Loeffelbien is new to the lunrber departnrenl. at Contact Lunrber Co., Portland. Or.

Russ Leland is a new trader at Can-Cal Mills, San Bernardino, Ca.

Hugh Mungus and Freddy Fungus, co-owners of Mungus-Fungus Forest Products, Climax, Nv., are celebrating what Hugh calls, "the coup ol our business career:" their signing up as the newest Chrysler dealer in the U.S.

Washington Gets the Word

Ponderosa Pine

Sugar Pine

Incense Cedar

Douglas Fir

White Fir

SENllll{G A MESSAGE t0 22 U S. Senators and Reoresentatives in the Mountain States Begi0n is Mountain States Lumber Dealers Association president K.D. Ker ol Max Ker and Sons Lumber Co., ldaho Falls, ld. The letters are mounted on 1x10x.l2" pine boards, stained and varnished and suitable lor wall hanging. Holding one 0f the completed letter-plaques is Alma Nestlebush, assoctation secretary, at the letter-signing ceremony held recently in Denver The letters appeal lor government help in solving the c0nstructi0n industry's current crisis.

Our quality is great, Our service is good, This is the place o You should buy Yourwood... Lemmie C. Morewood Consulting PhD' (916) 824-5427 .Phact

ft00n smvrc[ P[y G0.

A Million Feet of Redwood

Simpson Building Supply Co. in Kirkland, Wa., recently received honors for selling over a million feet of redwood in 1979.

Presenting lhe "Million Foot Club" award on behalf of Simpson Timber Company, one of the leading producers of redwood, was Dave Goetz, right center, assistant sales mgr. redwood at the Seattle-based firm.

At the Kirkland branch to receive the award and redwood cased tape measures for individuals contributing to the sales achievement were. (l-r), Ron Malmassari, specialty sales rep., Ray Klosterhoff, senior sales rep and Dick Rising, Simpson Building Supply Northwest regional mgr.

According to Goetz, "This is a highly deserved honor. The award recognizes an impressive achievement by the staff at Simpson Building Supply in Kirkland."

Forest Products

CONSUMER CLINICS

(Continued from page 1 I ) ing, ceiling tile, or vinyl flooring, all are somewhat simple jobs.

(3) Develop a Written Plan

So that no detail is overlooked, you need a written plan which should be reviewed with vour clinic managers. Here are the key items that should be in your plan:

(l) Proper scheduling is essential. Determine the week or weekend to schedule the clinic. It's best to hold them on Friday nights or on Saturdays. On Saturdays, a morning and an afternoon clinic are possible.

(2) Call in your manufacturer's representative for the product selected and request his help in providing literature, samples, demonstration aids, films and even personal help if possible. Some manufacturers or distributors have well trained people to do just this type of program.

(3) Select the location in your store for the demonstration. Be sure it is out of the heavy traffic area so as not to restrict sales of other products while the clinic is in

session, and to provide a quiet spot so your audience can easily hear the demonstration. If necessary, move some of your displays temporarily so you have the proper space.

(4) Set up 30 to 40 chairs. (Rent them from a local club or funeral parlor or church.)

(5) Provide enough room at the front of the audience for the demonstrator to conduct the demonstration.

(6) Make a list of all the tools, materials and literature needed and assemble these items in an area for safe keeping and easy accessibility.

(7) Plan your advance promotion. Use your newspaper ads or radio, outdoor sign, in-store posters near entrance and checkout counter and posters in the department where the product is displayed. Provide checkout personnel with a 3" x 5" slip promoting clinic dates and requesting reservations. Some dealers require customers to sign up for the clinic so they know how many are coming; also the customers have committed themselves to attend. Allow at least 2 to 3 weekends for advance promotion.

(8) Use prizes or drawings, if possible, in promoting the clinic. The manufacturer or distributor may help with these items.

(9) Rehearsal is absolutely necessarv. Even if vou have a manufachrrer's repr'esentative to conduct the clinic, at least have them come in a week in advance and review the entire program so that when they arrive to begin the clinic, you have everything they need and they are familiar with the physical set-up. If possible, ask the manufacturer's rep to rehearse beforehand. If store personnel are holding the clinic, by all means rehearse two or three times before the clinic day and you be sure to critique the rehearsal.

( l0) Offer coffee or coke or some beverage and doughnuts, cookies, etc.

(ll) Although most customers will not purchase the product at the completion of the demonstration, make a strong pitch for the order. Some dealers offer a discount good only on the clinic day. Pass out literature, pricing information and samples at the completion of the clinic. Always allow time for questions, (Please turn to pase 62)

Growing Sunbelt area is a challenging market situation

CHALLENGING market faces the new Louisiana-Pacific dis-

tribution center in Albuquerque, N.M., the third built in their program of adding distribution capabilities at the wholesale level to their manufacturing muscle.

Lack of widespread rail transportation, unusual weather conditions, high altitude adjustments, and a burgeoning Sun Belt population all add up to an interestins marketine situation for Mike Sampslon, managEr, and his staff of 12 people. A 300 mile circle desisnates the marketine area which rJaches out to West Texas,

South Colorado, New Mexico, and eastern Arizona. Despite the distances covered, Albuquerque is half of the market area in terms of dollars.

Since there is no rail service north of the city, there is lots of long distance truck hauling to serve the widely spreadout market. According to Sampson, the fleet of truck used is leased so that they can readily add more as they are needed. Adjusting to demand requires a flexible arrangement.

Altitude as well as transportation is a variable. Santa Fe, for example, is less than an hour away by truck, but is 7,000 feet above sea level.

PREiIIER EUEIII of the annual world hot air balloon festival was incorooraled with the opening of the Louisiana-Pacific distribution cenler in Albuquerque, N.M. Balloon, hovering near trucks in background, provided rides as well as theme for name taos and buflet decorations.

Albuquerque is higher than Denver by about 200 ft. with a 10,600 foot mountain, only 30 minutes from town.

All wood fencing sold requires standard or better cedar, Sampson explains, because of the heavy winds. Weather factors also create a changing market with seasonal demands for different species.

Redex, an L-P product, is big in the market, Sampson says. Other products sold include hem-fir, white woods and dimension, redwood and cedar, especially fencing, plywood, and particleboard. Some steel products such as wire mesh, re-bar, and Tposts for fencing are carried to meet the needs of rural dealers. The area has a wide species mix including yellow pine from the South, intermountain species, and West Coast wood.

Albuquerque's metro area population is 400,000 at present, with optimists expecting the Sun Belt to continue to srow. The tremendous srowth was sloied a little by the '7+-'lS recession, according to those in the know, but not as much as the pinch of the present cutback. Yet as of April there were reports of strong light commercial construction still underway in the vicinity. The weather, not as hot as Phoenix because of the hish altitude, increasingly attracts Eaitern companies to the area. As word of the pleasant living conditions

filters back. more East Coast residents head West.

Confidence in the continued growth is bolstered by the news that nine carriers are bidding for the rights to fly into Albuquerque.

While this id a new market for L-P.

Sfory at a Glance

L-P's new distribution center in Albuquerque, N.M. .. unusual conditions in transportation, weather, altitude, growth create interesting market.. . continued expansaon seen.

it is not without competition. Georgia-Pacific, Sagebrush Sales, Bendix Forest Products, Capital Lumber (especially in cedar and redwood) and many small independents are alreadv established.

Sampson and his staff are operating a facility located on a site of just under I I acres. The yard, supervised by Leonard King, a 19 year old with a background of experience with Furrow, a Payless Cashways, Inc., division, is all blacktopped. There are 45,000 sq. ft. of covered outside storage.

The office, already on the property when it was acquired, is a metal building painted in L-P colors. The interior, however, is decorated with a variety of redwood products from L-P's Samoa Division.

Employees include an office manager, an inventory control person, and three salesmen.

Each salesman covers both dealer

and industrial markets. They are LeeRoy Montoya, who came from Georgia-Pacific; Doug McGuire, a former Champion Building Products employee, and Russ Whalen, whose past experience includes Allied Forest Products.

Feeling the need for additional sales help, Sampson is seeking a fourth person at this time.

A one-year veteran with L-P, he had worked with Champion Building Products for 14 years with a variety of executive positions in Eugene and Portland. Or.. San Francisco and Southern California. At the moment he is full of enthusiasm for what he terms "L-P's newest and most exciting new Distribution Center. "

HYAMPOM TUMBER COMPANY

Dry Kiln & Milling Division 23fi) Moore Rd.

(P.O. Box 4754) Redding, Ca. 96001 (916) 243-2814

KITCHEN KOMPACT CABINETS

NEW PRODUGTS

and selected sales aids

Lawn Care Display

A new merchandise display center for lawn care and snow removal equipment is from the Jacobsen Div. of Textron Inc.

The 7'2" high display is made of 16 gauge. l" square steel tubing with Masonite header and side panels for permanent, year-round usage. The unit requires only four bolts to assemble and is equipped with two literature pocket6 and a shelf for audio-visual presentations.

For spring and summer months the display can hold three Jacobsen walk-behind lawn mowers and takes up only a 3' square area of floor space. With four lightweight Sno-Burst snow throwersi the d-isplay requires 47" by 47" of floor space.

By adding a shelf, the top suPPorts can also be used to display oil and other accessory items.

Starve Those Pests

TM-l from Tena Mfg. Inc. is a new wood preservative which is reportedly non-toxic and does not contain petroleum distillates.

It is said to work on the principle of prevention, depriving beetles and fungi of the food supply and moisture they need to survive. It also penetrates and seals the canals and pores in wood, making it virnrally impossible for adult beetles to deposit their eggs and proliferate The product reportedly waterproofs the wood to Prevent mold. mildew. and other wood destroying fungi.

The material can be applied as a finish coat to exposed surfaces. Additionally it reports fire retardant qualities.

FREE READER SERVICE

For more information on New Products and New Literature, write fhe Merchant Magazine, 4500 Campus Dr., $tii1s 480' Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request fasterl Many thanks!

Roll-on Deck Coat

A roller aoolied deck coatins with hish solids i6ntent is now avEilable frdm Plycap America Inc.

Deckote comes in eight woodblend colors which dry to a matte finish that is skid resistant and waterproof. It may be applied to wood decks, concrete, masonry, asphalt and fiberslass.

A-polyvinyl acrylate water based resin with mica and olivine, it cleans up with soap and water and reportedly adheres without cracking, blistering, peeling, changing color or leaking water.

Among the sales aids are a compact, hinged shelf-talker showing application to various surfaces, a 4color brochure, color and black and white posters, and a distinctive black bucket with 2-color oversized lettering.

Golden Promotion

CertainTeed Corp. has a new dealer insulation promotion, "Grab the Gold: It's Worth More than Ever. "

They are providing dealers who carry gold-colored fiber glass insulation 2,000 customized, 4-p. tabloid supplements for each truckload or carload of insulation they purchase. The company will print the tabloids with the dealer's name, address, and insulation prices, and send them to single-family homes in areas the dealer requests.

They will also provide ad slicks and radio spots to help the retail dealer. In-store promotional materials will be provided including banners, pennants, posters, and a filmstrip for installing fiber glass insulation.

The promotion will run through May 31.

Knock on Wood

Solid mahogany entry doors are now available from Bel-Air Door Co.

Eleven new designs offer many different glazing patt6rns.

Standard size is 36" x 80" x 13/q" with raised panels front and back.

Modules for inventory control and analysis, purchasing, sales analysis. credit control, accounts receivable, payroll, and general ledger are provided. All modules are interactive, e.g.,sales reduce inventory and purchases increase inventory. Features include: measurement conversions, Iumber units control, cost analysis, profit and investment analysis, froduct activity, customer credit limit, financial statement reports.

Energy Saving Motor

Whisper quiet efficiency and significantly lower wattage reportedly are popular features on Encon ceiling fan's Energy Miser motor.

The housing is precision machined of cast aluminum. The motor is 1007o copper wound, direct drive with a solid steel shaft. It is said to pull as little as l8 watts on low speed, never more than 80 on high, with average consumption under 47 watts. Ball bearings are pre-lubricated and sealed.

The motor is standard on fans in Classic and Designer collections in three sizes.

Gedar Shake Clone

Manufactured by Trim Products Mfg., Inc., CeDurShake panels in glass-fiber reinforced polyester simulate cedar.

Backed with polyurethane insulation from CPR Division, The Up- john Company, the energy-efficient panels have a Class A fire rating.

Added to a cedar-like elass-fiber shell is a Ya" to lYz" layer-of 1.4 lb. per cu. ft. polyurethane foam. The overall piece is lightweight weighing about 70 lbs. per square and has been pressure tested to a 200 lb. concentrated load and 105 mph winds with the equivalent of nine" of rain.

Guaranteed for 20 years, they can be applied over old composition roof or over covered plywood sheathing on new construction.

Wholesaler's Computer

Starboard Systems has developed Starsystem. a business svstem designed specifically for the"wholesale building materials industry. Reportedly developed specifically to address and resolve the business problems of both the remanufacturer and the wholesaler, the system includes all hardware, software, documentation, training, and customization to the client's requirements. By tailoring the system to the user's methods of doing business, both training and start-up time are said to be significantly reduced.

Big Drinker

Lifetime lubrication and a diaphragm switch are included in Big John sump pumps from Little Giant Pump Co. for home water accumulation problems.

Twelve models are UL listed and PSMA certified while five automatic models are CSA listed. The pumps have capacities at five foot head range from 1.000 to 5.000 GPH. Construction features include cast bronze or epoxy coated cast iron housings. heavy duty motors with stainless steel shafts, overload protectors, oil filled design and glass-filled polypropylene bases on some models.

Automatic versions utilize a diaphragm operated switch which helps cut energy costs by triggering pump operation only when necessary. All models with the exception of the Tall John vertical sump irump are completely submersible.

Hardwood Threshold

Two new hardwood thresholds, one for use on high carpets and one for low carpets, have been added to M-D's line of energy-saving aluminum thresholds.

Easily stained or painted to match floors and walls, the two thresholds are 37" long and can be cut to fit any doorway.

A Clean Sweep

Seven push models, six trailer models and a self-propelled model form the 1980 fall lawnsweeper line from the Lambert Corp.

The line offers sweeping widths from 20" to 38" and hamper capacities from 472 bushels to 19 bushels. All feature single control brush height adjustment, metal construction, polypropylene sweeping brushes and semipneumanc t[es.

The Flipomatic feature is available on three trailer models to permit spot dumping to the rear.

Five push models are convertible to trailer sweepers with an optional hitch kit.

Painter's Helper

Paint 'N' Pour snaps into the lid groove ofa one gal. paint can to make pouring into roller pans easier.

Manufactured from polyethylene, it holds the brush and has a trim paint reservoir.

Packaged 50 to a multicolor display carton.

FREE READER SERYICE

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

Magic Mirror

A full frameless bi-fold mirrored door is new from Monarch Mirror Door Co.

Fitting 24" , 30" , 36" , 48" , 60" and 72" openings with the standard 6'8r/2" height, it opens up to give full access to the sPace behind.

Polished edges, a channel track, and captive guide system are used in the unit which comes with all the necessary hardware.

Ready for Summer

A new complement of attachments has been added to the Chew Chew line of lawn vacuums from the Lambert Corp.

With capacities of 5, 7lz and l0 bushels, engines range from a 31/z h.p. model to a self-propelled 5 h.p. unit. Each model vacuums through a 30" steel nozzle and features a single lever height adjustment and stabilizer wheels. All have vented cloth inner bags and insertable disposable plastic bags.

A safety interlock system reportedly eliminates the possibility of the impeller being exposed during oPeratron.

Attachments include a shredder/ hopper, a l0' flexible hose for vacuuming, and a blower.

Handle Style With Safety

Kwikset Division of Emhart Industries, Inc. is introducing two new handlesets, Farmington and Calypso. They offer l" deadbolt securitY. Both are available in single cylinder and double cylinder models with a wide selection of designs in a variety of decorative finishes.

On the Level

American Level's newest addition has an annodized aluminum structural l-beam which runs the full length and provides corrosion-resistance with maximum warp-proof service.

Both ends have cushioned plates for shock resistance and long wear. The kiln-dried mahogany wood sides are mechanically locked into the Ibeam and eooxied for strength.

Availabli in 24" , 48": and 72" lengths, it has four plumb and two level Pyrex vials. Two additional level vials aie on the 72" model with adiustable offset rollers at each end for accurate plumbing of door jambs.

The two larger models have hand holes, and all have hang-holes for vertical storage.

Saw for Tight Spots

Malco Products, Inc., has a new Mini-saw for jobs conventional hacksaws cannot do such as flush-cutting at any angle and in hard to reach areas.

It uses standard blades of all lengths, good or broken with a finger locking screw to make blade changing eaiy. The saw is nickel plated and has a non-slip vinyl cushion grip over stamped metal.

Door Open to Tax Credit

New Energy Guard doors by the Nicolai Co. reportedly qualify for energy saving tax credits when properly installed.

- The seven styles feature l7a" thick insulating wood panels. Panel tapers have beEn increased to rh" . Ovolo sticking has been replaced with beveled-edge sticking. Patterns requiring glazing are supplied with tempered and hermetically sealecl insulated qlass units.

In fir ind hemlock, the stile and rail doors can be trimmed and fitted to existing door openings.

CAPIBILITY PIUS flexibility in the growing metat door market is offered with the new Model 3800 FL for window lite, cylinder lock, g1-d d_ead bolt boring, and edge preparation, according to Norfield Mfg. Co. Usef ul also lor wood doors, it was designed specilically for this application, providing two speed ranges. All controls-are located on the milling head lor elficiency with hand grips, motor and plunge controls designed for maximum control. The clamping mechanism requires no adjustment for various lengths or widlhs. Easy cleanup is provided by the open frame.

Sprinkler Merchandiser

, Rain Jet Corporation is now offering a floor display free of charge to its dealers when ordered witn an assortment of Rain Jet sprinklers.

The display is said to be a self-contained underground sprinkler department in four sq. ft. Constructed of iubular steel and heavy gauge wire with a baked enamel finish, it is shipped disassembled and snaps together.

The assortment includes sprinkler heads, pipe and fittings, nipple risers, accessoiies, valves and h6se end sprinkler stands.

A second assortment replaces the pipe and fittings with additional sprinkler heads.

Both displays contain 100 copies of a brochure which shows step by step how to plan, layout and install a complete underground sprinkler system.

Bath Safety

New to the Rubbermaid II Bath Collection is a saftigrip bathtub mat and appliques in 5 colors.

The oval is cushioned with a finished rim and pebbled look, 18" x 30". Suggested retail price is $8.

The apptiques iri-a two-toned' leaf design come l8 pieces to a package at a suggested retail price of $6.

gANPowEt "o1i1rBo( ".fi)o tli.,lru /&coRpoR lrgo

CONSULTANTS TO THE LUMBER AND WOODWORKING INDUSTRY

MARY ANN PETERY PRESIDENT SELMA PRESSURE TREATING COMPANY, INC.

RESULTS ON THE BOTTOM LINE (71 4) 493-2301

goilMnLWlalpaaleLurrrbp,r

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

Yard & Ofllces: End of Alrport Rd. P.O. Box 723, Uklah, Ca.95482

Phone CORDES LANGLEY, ROGER HOWARD:

" M PC cut our labor cost in half"

FREE READER SERVICE

For more information on. New Products and New Liierature, wrile The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can Process your request laster! Many thanks!

Just Like Grandma's

Bromwell, a division of Leigh Products, has a new line of inexpensive tinplate cookware consisting of frying pans, colanders. graters. flour sifters. funnels, and corn poppers.

Time Saving T

Qest Products Co. has a new QicV Sert II System double-t barb fitting that is said to reduce plumbing installation time.

Taking the place of two T's, it comes in three configurations: straight 72". straight 3/q" aid in lq" x Yz'' x r/2." x 3/q" barb sizes.

Made of polybutylene rubing and Celcon@, it is specifically designed for new construction or major plumbing jobs.

Without lce

The Freeze-Gard Drain Valve System from Sheltech, Inc., protects homes and other buildings by automatically shutting off the incoming water supply and draining the system when the inside temperature nears freezing.

Comprised of three valve units, it is self-powered and requires no electric current.

Fireplace Facelift

The Readybuilt Facing system, precast, hand-crafted stone or ma3onrv. can be used with a standard prefib metal box fireplace. - Components are fireproof and meet building code requirements. Odd sizes can be special ordered.

The facing screws to the front of the fireplace box with the hearth attaching to it.

Door Package

New San Francisco GrouP stYles in Benchmark insulated steel entrance systems offer a selection of decorative doors.

Engineered to block heat flow in or out, they feature a Pre-hung door in a weather-sealed frame and threshold package designed for new homes or replacement.

Stained glass panes are set in the leaded style with traditional or contemDorarv looks. Insulated insert is a shhped tenter panel with a choice of sculptured designs.

Foamed-in-place thick polyurethane bonds to the deep-embossed steel faces for natural insulation of tiny trapped cells. Magnetic weatherstrips give refrigerator-like sealing.

We Don't Think YouEd Refuse Our Prices "

"Thi, is our seuenteenth year of seruing you . . and we look ,, forward to many, many more.

Aluminum thresholds create a thermal barrier with a rigid polymer connector. A flexible door bottom sweep can be adjusted to insure a snug fit. Frames are available in standard or deep widths.

Double door units are available with thermal barrier aluminum astragals. Insulated sidelights in half or full length insulated glass are optional.

Pre-stained Siding

Celotex's Pecky Cypress Siding is made from durable, special density wood fiber-based hardboard. The deep vertical grooving enhances the effect of wood planking.

Available in two prestained colors, bay gray and bayou beige, it requires

no additional finishing after installation.

Other hardboard sidinss include smooth primed, textured lardboard, shake hardboard and stucco hardboard.

Servingware Special

Servingware is being promoted by Rubbermaid for orders postmarked through June 14.

Included are l2 and l4-oz. rumblers and mugs. The tumblers have suggested prices of 99Q each, regularly $1.39: the mugs. $1.17. normally $1.59 each.

Three items, a rectangular serving tray, a serving susan and a 2-qt. pitcher, have suggested promotional prices of $3.17 each, regularly $4.49. A round serving tray is $2.37 , normally $3.49. and a lVz-qt. pitcher, $2.63, normallv $3.49.

Also available are self-service display assortments including 2-qt. pitchers and 14-oz tumblers. Another assortment includes rectansular serving trays, l2-oz. and l4-oi. rumblers and mugs, lVz-qt. and 2-qt. pitchers.

An end cap assortment includes a wood crate shelf display and three "shelf talker" signs. Each display is shipped in a film-wrapped unit.

One Small Step

A small fold-away step from Totstep fits any cabinet or vanity. Complete with screws, bolts, nuts, washers and installation instructions, it comes in one standard size. unfinished or painted.

Pre-fab Storage

Handy Home Products has a new Handy Hut for Unhandy People, a wooden storage building.

A complete kit said to include evervthing the homeowner needs exceft a tammer, screwdriver and caulking gun, it comes with prenotched, pre-cut siding and preassembled, pre-hung door panels.

Stash That Trash

A 32 gallon plastic trash container with a snap lock dome lid is new from Tucker Housewares.

It features heavy wall construction with reinforcing ribs and molded-in handles. Green with a gray cover, it is injection molded from weather and heat resistant, low density, copolymer polyethylene 0.09b" to 0. 100" thick. Also new is a 20 eallon size.

Heat Recovery

The Energizer@, a new heat recovery device for coal and wood burning stoves, recovers 5OVo of the heat that normally escapes up the chimney, according to the manufacturer, AutoHeat, Inc.

The unit reportedly can pay for itself in as little as one year through reduced heating bills and qualifies for the Federal energy tax credit. A

$.'T',, g+'z

shell-and-tube heat exchanger, centrifugal blower, and automatic thermostat control system, the unit weighs approximately 50 lbs. and can be mounted horizontally or vertically in any size stove flue.

Hot exhaust from the stove passes around the outside of the heat exchanger rubes while cool air is blown through the tubes by the fan. Heat is transfened from one airstream to the other without cross contamination. Warm air is discharged into the room through an adjustable louver which can be removed to allow the recovered warm air to be ducted into a furnace plenum or directly to a room.

Geometric Design

Dresden, one of Simpson's newest designs in the International Door line, incorporates textured glue chip glass into a geometric design.

Splirproof, laminated panels with Innerbond construction are crafted of vertical grain, kiln-dried Douglas fir or western hemlock.

shelf widths of 18" and 24" useful.

From Discard to Sales Hit

1A usrouERS have helped creare Van exciting new product for one western manufacturer.

The product is Lam Top, a new laminated wood top recently introduced to the retail market, and Standard Structures, its manufacturer, already is aware it has a good thing going here. But it took a little while for the idea to take hold at the Santa Rosa. Ca.. firm.

Their main work is constructins heavy-duty laminated products fo-r commercial, industrial, and residential use. They are highly successful in this effort, with SSI laminated beams playing a vital role in everything from bridge and reservoir framework to roofs of every sort.

Yet the architects, contractors, and other visitors to their big laminating plant often would scoop up an end piece and give it an admiring glance. Usually they would say something like, "I sure could use this little end piece on my desk." Or workbench. Or whatever. After awhile, a light bulb went on for the production people who were so used to the end pieces that they took them for granted. Finally, they realized that such pieces were in real demand.

Lam Top was the result. This real

DEATER

display

laminated top-

of

the manufacturer. wood, laminated top, has the popular look of butcher block and can be used for desks, coffee tables, workshop counters, and shelving of various sizes. It is proving especially appealing to stereo fans who find

PAUL BUNYAN'S HOME RUN

They never found the ball when Paul Bunyan took his cut. Paul Bunyan's product makes the hit today. High altitude stock carefully milled, seasoned, surfaced and graded. Inquiries welcome to meet your requirements.

Standard Structures observes that Lam Top was developed for both the do-it-yourselfer and builder markets. Manufactured from white western wood species, it is suggested as an economical alternate to high-priced hardwoods. Successfully test-marketed in the San Francisco Bav Area. the new product met with eicellent consumer acceptance, and produced volume sales at attractive dealer margins.

Dave Kirk of Yaeger & Kirk home center and lumber yard, Santa Rosa, Ca., is one dealer who is really enthusiastic about the new product.

"We're discovering that do-ityourselfers can use it in a whole variety of ways around the home," said Kirk. "These l /2" thick wood tops make a very solid base for equipment and products that need a wide surface. like the new video tape recorders and stereo sets. The wood also helps acoustics.

"We recommend that customers finish the top, bottom, and edges," he said. "This is truly an attractive piece of wood."

The Santa Rosa dealer said that Y&K has been featuring Lam Top both in mailers and ROP newspaper ads to take advantage of the product's fast-growing popularity. "

Dave Kirk of Yaeger & Kirk, Santa Rosa, Ca., (left) checks

ping

with Claude Boulware

Standard Structures, lnc.,

H P#,:.'

Ways to cash in on the outdoor update

'Iy';':"'1ffi1'1"1' "l "j

house. Exterior face lifting, updating planting, patios, porches, and

outdror living quarters, is part of the package and should be merchandised as such.

With the present state of the economy and energy shortages, homeowners are spending more time at home. This, plus the awareness that because of inflation their home is one of their most important financial assets, makes them receptive to investing in improvements.

Home improvement centers have been experiencing increased sales each year with retailers and wholesalers tallying as much as a 500/o increase in the past year. A portion of this annual increase can come from the lawn and garden department if good merchandising is practiced.

The demand for power equipment ranging from riding mowers to string cutters grows each year. Capture your share by maintaining a good inventory well displayed.

Mechanical tools have a built-in appeal for homeowners. Capitalize on the fun of gardening with them. Demonstrate the ease of operation, the economy, the time and energy saved in manicuring lawns and gardens. Let the customers try them for themselves with a hands-on session. But be very careful that all safety procedures are strictly observed.

Display a planting calendar and step-by-step growing instructions with the seeds and plants. Put the handtools close by with identifications that show their special functions in the garden. Insecticides,

Sfory at a Glance

Home improvement moves outside. . face lifts for planting, patios, outdoor living... home improvement centers cash in on need for updating...merchandising lawn and garden departments.

garden hoses, wheelbarrows, any tool or product used in the garden should be located close by to encourage add-on sales.

Build enthusiasm by displaying live flowers and fresh vegetables, the kind your customer will grow for himself. Locate the canning equipment on neighboring gondolas to spark the idea of preserving the excess harvest.

Garden fencing, trellises, step-

ping stones and plant stakes make attractive displays. A storage shed to house the new tools and alleviate the crowded garage syndrome should be set up housing an array of tools, garden fertilizers, compost, potting equipment, and such to show what it can do. A greenhouse also can intrigue customers and stimulate purchases.

Adequate merchandising, attractive displays, timely specials and prominent advertising are invaluable in promoting lawn and garden department sales, but don't stoP there. Help your customer to learn how to use the equipment and the products you want to sell him. Schedule seminars and classes, provide informational signing, give away written instructions, offer expert advice through your sales people. Become your customer's partner and ally in improving his outdoor living.

When the work is done, don't forget the relaxation and play time. Barbecues, grills, patio furniture and outdoor lights will add to his comfort and pleasure. Colorful tableware, glasses and cooking accessories will help him to entertain easily and well. Include these items as well as equipment for backyard sports and games in the outdoor

picture you are presenting for him. Become a specialty shop for the outdoors whether it be imProvement, maintenance, or just Plain fun.

CALIFORNIA FOREST PRODUCTS

436 14tb St., suite 404

OaAland, Ca. 94612 (41t) 465-2658

John Wilton

Redwood and Douglas Fir Lumber.

Cedar Shakes and Shake Felt

Plywood Siding and related items

"Where Dependability is More Than a Phrase"

CONSUMER CLINICS

(Continued from page 49) and in addition, invite the audience to come up individually after the demonstration to speak personally to the demonstrator. Many people are too shy to ask the question in front of the entire group.

(12) lf you have a drawing, conduct this after the clinic and award the winner in public.

(13) Be sure you also make available the tie-in products necessary to do the complete application or installation. If adhesive, nails, special tools, etc. are needed, have these products on hand and priced, and discuss these items when you ask for the order. If you rent tools, include these in your program.

The more advanced retailer who is experienced in holding clinics should consider a Clinic Open House Program. Some chains such as Central

Hardware in St. Louis, Mo., hold an annual Clinic Week. A dozen or more manufacturers are invited to hold clinics and demonstrations simultaneously during a three-day period. Space is provided in the warehouse and traffic is channeled back to this area. Here again, heavy advance promotion is necessary in the media and within the store.

Consumer clinics can be profitable, but careful planning and advance preparation and promotion are vital ingredients to their success.

Nice to Touch

A sample of Windsor Mill's interior redwood paneling is proving to be a terrific sales boo-ster'for re'iailers, according to company marketing mgr. Jim Stroupe.

He says that "customers like to see the rich, warm, attractive colors and to touch the smooth finish of the paneling, which is rough sawn on the

other side. In fact, this new showpiece has become so popular that it's keeping a -production crew busy turning it out. "

Stroupe reports that some dealers estimate the new display panel has increased sales on the product by 3OVo.

Management Has Last Word

Employees should be infornted that low level supervisors have no authority to change company polrcy.

This is supported by arbitration upholding managenlent policies in accordance with the union contract. A supervisor, in one instance, had over a period of years failed to enforce the time limit allowed for lunch. When the management attempted to stop this practice, the employees claimed that past praclice had become binding.

The arbitrator decided against them citing that to rule otherwise would have been changing the language of the union contract.

SELLING HOME FIX . UP

(Continued from page 16)

Cut-aways help the customers to see what can be done in the unseen areas of their homes and how it can be done. Plumbing and wiring often become more understandable. Merchandise confidence and you'll sell more material and tools.

The right tool is essential for most jobs. Educate your customer by detailing the tools needed for each job in consumer handouts and signs. Offer the opporunity to learn to use a tool if it requires a special skill.

The guttering mystique can be simplified for the customer with a mock-up demonstrating the correct use of each component. Take-home literature can explain measuring and wtys to determine needs.

Ladders can be useful for display. Strips of wall covering falling from the top shelf are attractive. The steps make super shelves for small items.

Build a deck and equip it for outdoor living. Have plans available with complete instructions to encourage the d-i-yer when his wift says "Let's build one."

Display mounted screen doors side by side along an aisle with door mats, mail boxes, side lights, and decorative house numbers to create a picture of how they will look installed as well as to encourase add-on sales.

A four-siied display stand will give you four surfaces for featuring doors, shutters, or other large items. A similar stand with open splce cnn be used for related vignettes or fitted with shelves for display.

Keep in mind that the outdoors needs a spring fix-up, too. Sharpen up your garden tool section and spruce up your nursery department with plants and needed supplies displayed attractively. Signing is important here, too. Indicate information such as shade and sun plants, amount of fertilizer to use per square foot, germinating time for seeds, etc.

MARY's RIVER LUMBER CO.

Specialists in Western Red Cedar

Channel sdg. or LxL2 SIS2E

(Clear Tight Knot {t Standard & Btr.)

Rough and Surfaced Dimension

Fencing and Shakes

Rail or truck shipments

North Hwy 99W 45151 N.E. Elliott, Corvallis. Or. 97330 (s031 7s2-0216 r (503) 7s2-0L22

FRANK CLEMMONS O BOB AVERY

inuite your inquiries for truck & trailer 0I Gadoads

0ETIll{G THE AX Jim Jones, president of Hoo-Hoo International, lhe lumbermen's fraternity, was a guest at a recent ShastaCascade Hoo-Hoo club initiation meeting with Ill Brent Crosby (left) and Bernie Barber (right). l2l Bob McKean, Bill Main, John

Geisbeck. [3] Milt Schultz, Gene Siostrand, Audomar DeClerck. l4l Sam Witzel, Lloyd Webb, Perry Adcox. l5l Wade and Wayne Mosby. 16l Ed Nave, Bob McDonald, Tim Mclndoo. Attendance was well over 1 00 lor the Redding, Ca. event.

Specializing

Now in stock, kiln dried. 4/4 thru 8/4, all 8x8 average.

We also represent Holmes & Co., Inc. and Robinson Lumber Co. on the West Coast.

Jim Summerlin

P.O. Box 45822 Los Angeles, Ca. 90O15

(213) 645-5870

Telex l8l-871

AS lFIllEY didn't have enough troubles on Highway 101 in Norlhern California, a slide desposited |00,000 cubic yards of dirt and boulders on the roadway recently lour miles above Legett (near Eureka). While Caltrans battled the slide, shippers in the area had problems of their own taking the long way around on Highway 299 to go South. Caltrans reportedly put on the blame on 75" of rain, but the Department of Commerce weather observers in Eureka, Ca., don't agree. Their ligures show 70.94" as the normal average with only 2.445" lalling the two days before the slide. With the highway back in action, Caltrans is thankful lhat it didn't haooen while thb lsland Mountain railroad tunnel was down.

Steer Clear of Arguments

Even if you know the customer is dead wrong, treat him as if he were right. Solve the problem, don't start an argument.

Listen to what he is saying and to what he is not say- ing. Often what is unsaid is the clue to the problem. When you know what is on his mind, acknowiedge his good points.

Clarify and focus on the problem by restating. Choose your words carefully. Avoid saying anything to inflame the situation. Be tactful even if you don't believe what he is saying.

When possible change the subject. Move on to more important business and let the issue die from lack of interest.

Beware that the customer may really want a good argument to clear the air. Oblige him and get on with the sale.

IUMBEN ONRIERI ftom Berkof y' eseacteuv ADAPTABIT TO CUSTOMER NCEDS y' sctgNnRcAuy DESIcNED FOn A|I WPES OF WOn|( v ' ."Jt BAuNGED Fol EAsE OF HANOLITTG

[et Us Prove This ls the Cqrf for You ! Coll or write for free brochure

BERI((}I MAilUTAfiURIlIO ((}}IPAIIY I1285

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

McGlellan Planing Mill, Inc.

CUSTOM MILLING o WHOLESALE LUMBER

1919 E. PACIFIC COAST HIGHWAY WILMINGTON, CA 90744 (213) 549-7361

is good, but Sumwood is special''

A;::::::t:i::::::::l::::::::::::::::t:i:::j;:::l:: :t:ii::::::::::

Freight Flate Hike

Freight Rate Circular No. 1040. efltctive Apr. l. 19lt0. is iivailablc fronr Westcrn Wood Products Assn.. 1500 Yeon Bldg. Portland Or. 9720-1. fbr $10. R*'ised Freight Rate Map is sOe.

Solar Energy Directory

Solar linergt Dircclorv. il5-p . is availablc l'rom thc Ccnteriirrc Co.. Dept. 149. ,101 S. 36th St.. Pho.'nix. Az. 8-503-1. $11.50 post paid.

Aluminum Sliders

A l6-p. eatakrg of Arcaclil alunrinunt slicling doors and uindoil's is frce frorn Northrop Archilcctural S1,'s1cnrs. Box 1215. City ol'lrrdustry. Ca. 91749.

Plywood Update

Pll rvood Construe lion Guiile Fornr E30. is free ll'ortt.,\rnerican Plyrvood Assn., Box I l7(X), Taccttla. Wa. 9841 l.

In-store Demo Filrn

A dentrlnslratron liinr ori l{ustOleunr coatinc proclucts is fl'cc lionr Rust-OlcLrrn {'orp.. II Hau'thorn Parklr'ay. Vcrnon Hills. Il. 6(X)6 l.

Cedar Closet Panels

A four-color catalog shect on aromatic cecl:rr closct pancls is ll'cc tionr Cilcs & Kcndlll. Inc. . Bor I 8ll Huntsville, Al. l5ll04.

Wood Mantels

A tl-p. blochure ot- w'rlotl mantcls is fl'ee fronr Rcadl'bLrilt Products Clo. ^ Box 4306. Ballimorc. \{d :1221.

Kitchen Styling

For f'ree kitchen brochurc. rvritc Haas Cahrnct Co.. 62.5 W titica St.. Sellersburg. ln. 41 112.

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 pSge numrler so vJe can process your request faster! I'lany thanks!

Recreational Structures

Glulam ,Sls/ents for Rccreationul Structures is tiec front the American Instirute of Tirnber Construction, 3^13 W. Hampden Ave., F.nglewood, C'o. 80r r0.

Bay Entry Door

Brochurc fr-aluring thcir threi: ne\\' bav cntry doors is lr.cr.: liom llcl-Air Doerr Co., Box 8lt). Alharnbra, Ca. 9 i 802.

Panel Specs

An 8-p brochurc on Dcct'aCuard p;,ulcls is fl-ee ll'onr Simpson 'l'imbef Co.. 9(X) -1th Arc.. Seattlc. \\Ia 98 16,1.

Sound Masking Systern

Sound niasking slstenrs fbr openplun officcs are frec- tl'i.rtrt Clrmntunicalions \,{arkcting Scrviccs, Dukanc Clrrp., 2900 Dukane' Dr., St. Charlcs, I1.60174.

Safe Resin Use

SuJ't Hundling ond Storogc of D.fi.R fipo.rl' Rr'slrt.r is frec front I)or.r ('hcnrical U.S.A.. Plastics Dept.. lirrrn No. 296-295-80. 20-10 lJor', ( cnlcr. l\liilland. lv1i. 486.10.

No More Dirty Words

fllipe Aut Gru.ffiri dcscribing Glt;bal Guarcl. a ncr',' all-surface protcclrnl. is frc-e front Laclcdc Rescarch Laboratories, 291 5 Atiantic Avc.. Brookly,'n, N.Y. lll07.

Kitchen Designer

A 36-p. tull color Cabinet Design Guidc- *'ith installation instruclions. grid sheets. cut outs. and unit specifications is $-l from J.W. Dike. Jr.. Kitchen Kornpact. Inc.. KK Plaza. Jcfl'ersonvillc.'ln. 47 | 30.

Storm Wlndows

Cornplete lnlbrmation about storm windows and accessories is liee fiom Season-all lnduslries. lnc., Indiana, Prr. 15701

Protective Coatings

llrtlc.hures dcsclibing architectural protectivc coatings are fice front Plycap ,\nterica lnc.. 283 I l52nd NE, Rcrlrt'roncl. Wa 980-52.

Geta Lift

Pneumatit Tira Lili Tru<'ks. 6,000 to 8,A00 lb Capocftie.r, lv{H-961 is free fronr the Industrial Truck Div.. 11800 S. Ciccro Avc., Matteson. ll. 6t)443.

Tile Reference

Srrrple copy'of the 1980 Handbook ftr Ceruni< Tile Installctior is f'ree fionr thc Tile Council of Anrerica, P.O. Ilox 326, Princeton, N.J. 0t1540.

Hit the Deck

Hon, to Build a Deck is $l from Koppe ls Co.. lnc., t 900 Koppers Bldg.. Pinsburgh. Pa. I5219.

Keep Cash Coming

Profit Plurtning untl Cash. Flow Pro.jections. S-5. fronr NLBMDA. 1990 M St., NW. Washington. DC 2(X)36.

A Place for Everything

Storage catalog is free fiom Bernard Franklin Co.. 4424 Paul St., Philadelphia. Pa. 19124.

r--,-F[rl I ,T.\ :,'l' ll r,J,-,\/^\ t'. -! -' -rl-] - Ll ,-;

The story behind the label on the can

\/ OU'ne A SMALL. established

I but under-potential manufacturing company ready to take a big dip into a new market. Do you tiptoe to the edge and wiggle a toe in the water? Do you dive in and take your chances on what's beneath the surface?

If you're Marty Jordan at Plycap America Inc., you bonow from both approaches- some testing, some planning. then a head-first but confident leap. And, as far as Jordan's concerned, once you're committed it's best to do things right-especially in terms of marketing.

Jordan's experience in guiding the Redmond, Wa., coating producer into new marketing waters is something of a case study. It illustrates the expanding marketing sophistication of even smaller industrial companies, and especially building products firms who may be nervously eyeing the economy.

"One thing I've always believed," says Jordan, "is that a good product is a necessary beginning. If you're expansion minded or facing greater competition, however, you've got to have the marketing support that goes

Story at a Glance

beyond satisfied users and word-ofmouth."

A graduate of the University of Washington in economics, Jordan bought Plycap in 1977 after 16 years in sales & marketing positions. "We were at a crossroads," he recalls. "We were pretty well-known among the professionals for quality coatings, largely as a result of their using our products and finding they stood up to the biggest names in the industry.

"At the same time, it had become obvious that one of our coatinss-a deck coating-had a much gieater potential if it could be introduced into the retail market. In the Northwest. our climate. extensive use of wood decks and homeowner's independent traits of doing minor paint work themselves were in our favor. With the conditions for the new housing market appearing less promising, we knew the contractor business for our deck coatine misht suffer. On the other hand, w6 kneiry that such a situation generally creates a larger retail market pivoting around homeowners who devote more time to doit-yourself projects. "

"Our strategy was two-fold," Jordan explains. "We wanted to establish a consistent look, an image for the product that would carry us into the new market and also set the tone for our later advertisine efforts. We also had to create a ma-snet to attract those who would be ?istributing, stocking and selling the product."

To create the product "look," Jordan hired Spangler Leonhardt, marketing and communications design consultants, to develop a package of materials.

UISUAL ltlPACI of black container and bucket logo are used on the product and every piece of literature and marketing material to establish a str0ng identity.

The design concepts caught the eye of Palmer G. Lewis Co., Auburn, Wa., a building materials distributor with operations in Washington, Oregon, Idaho, Montana, Northem California and Alaska. whose reputation in the building products industry is almost legendary. The company distributes top products and is known for aggressive promotional and sales efforts, keyed to a "partners in selling" arrangement with dealers.

Once the marketing materials were ready, with the help of David Mauk, Palmer G. Lewis marketing coordinator, the product was introduced to PGL's regional sales force and tested at PGL's annual product fair.

A two part aridio-visual presentation emphasized the technical features that would help the product and explained the marketing program. "The response from our sales force was spontaneous enthusiasm," Mauk says. "They often get an in-depth look at the product itself, but the planning and details that go into developing the marketing tools really spurred their interest. We'd like to see more of this approach by manufacfurers. "

o Water-Borne Salt . CCA Twe A

A case study of marketing a product. . . ways to create an image. reach retailers. develop sales thrust.

Banak: A mahogany substitute

ANAK from the genus Virola comes into the United States from Peru and Brazil. Four maior distributors nationwide presently hlndle the wood which generally goes to manufacturing ratf,er thin-retail lumber .yards, according to industry authorities.

Basically, the wood is used as a substitute, generally for mahogany although it also is used in place of lauan and meranti. A principal use is for picture frames. Some finds its way into furniture manufacture for supplemental items such as pencil trays in desks and as drawer sides. Presently priced lower than mahogany, it is well received by those using it.

Considered under-promoted, banak has never really been pushed in the States despite wood authorities considering it suitable for the manufacture of plywood, veneer, particleboard and lumber. It reportedly machines well in all operations despite fuzzing and grain tearing when zones of tension are present. Finishing readily and easily glued. it has thE rating of a first class veneer species. _ Usually pinkish-brown or grayishbrown witli white, the wood ii not

differentiated into distinct zones of heartwood and sapwood. With an abundance of starch throughout the cross section, it is regarded as a "sapwood" species. The texture is medium to coarse and uniform with straieht grain and medium luster. Weight-is Ibout 33 pounds per cu. ft. WhEn the

Sfory at a Glance

Banak from South Amer- ica...often a mahogany substitute. . . used for pic- ture frames, some furni- ture use... first class Yeneer species.

wood is graded, it is graded to the red with the white pulled out.

Prone to some seasoning defects, banak can be difficult to kiln drv. With appreciable shrinkage duriig the initial stages of drying from the green condition, it is said to dry satisfactorily to a moisture content of l5Vo in three to four days. A ratio of tangential shrinkage of 3 to I may prevail. For in-service conditions, the ratio is about I to 1.5, on a par with that of yellow-poplar.

The wood is readilv attacked bv stain, decay, and insecti unless proper precautionary methods are used from the time of felling to completion of drying. It also is subject tc bacterial attack which may result in the formation of an odor that can sometimes be detected even in the finished plywood.

Although the wood is rated as being in the density range of yellow-poplar with quite comparable strength qualities, those who deal with wood sometimes express doubt about this classification. They rank it as slightly softer than alder, roughly comparable to mahogany.

OWNER/MANA(;ER

RETAIL HARDWARE . BUILDIN(; MATERIALS

Expanding retailer in Southern California seeking qualified participants. Send resunre in confidence to: Walls, Christopher & Associates, 100 Oceangate. Suite 1200, Long Re;rch C:r 90R0)

PLYWOOD and lunrber conlpany wants inside salesperson for contractor and retail sales. Monday-Friday. West L.A., Ca. area. (213) 397-5554. Mr. Anderson.

(Bay Area) and Colton, Ca.. offices. Contact Rick Kellso. Inland Lunrber Co., P.O. Box 190. Colton. Ca.92324.

EXPf,RIENCED pallet salesnran. Ask for Carl Boesch. Hunter Woodworks, (213) 17 5-2544.

OI f l('tl M(;R. & clerical se'crctary needed lirr irrdustrial lunrber distribution yard in Ponrona. Ca. Lunrber experience necessar)' lirr nrgr. position. Salarl'opetr. Repll't<r Sierru Madrc Lunrber Stles (714) 623-6617.

INDUSTRIAL LUMBER salesman needed. Call or see W.M. Hunter, Hunter Woodworks, 1235 E. 221 St., Carson, Ca. 90745 (213) 775-2544.

SALES MANAGER

Exceptional OPPortunitl-

For experienced sales manager with housing inclustry lbllowing. Top sillttry and/or commission lbr top nran. New yard and oflice fac'ilitf in Huntington ileach. Ca. Call Bill Randall, (714) 848855

EXPERIENCED industrial lunrber salesnran needed. Call or see Sierra Madre Luntber Sales, 1344 East Grand Ave., Ponrona, Ca.91767. (7141 623-6611. (714) 623-1244,

YARD superintendent retiring. Southern California wholesale softwood yard, with nranufacturing facilities. needs qualified nlan to take charge, conrpensation adjustable. Ed Fountain Lunrber Co..6218 S. llooper Ave., Los Angeles, Ca.90001 (213) 583-l381 (714) q72-9107.

LUMBER SALESMAN for our wholesale division. Well-established firm. San Francisco area. Good salary. Send resume. Writc Box 300 c/o The Merchant Magazine.

EXPERIENCED knil'e grindcr. Custont nrilling. Pernranent job. Contact: Joe (213) 324-455t.

LUMBER SALESMAN

Lunrber salesman wanted in Northwestern Ca. prinrarily for export sales. Must be aggressive, a self-starter and knowledgeable in export matters. All replies kept in the strictest confidence. Excellent fringe benefits. An equal opportunity employer. Send replies to Box 360, c/o The Merchant Magaztne.

REMINDER: Paynrent ntust acconpany the copy you send in for classified ads. Just use the instructions above to figure the anlount. When you call in ads, we'll tell you the anlount lhat nlust be sent lor the ad.

600 a word. min. 25 words (25 words : $15). Phone nunrber counts as one word. Hea<llines, box nunrbers. centered copy and borders: $4 ea. Col. inch rate: $30. Nanres of advertisers using a box nuntber cannot be released. Address all replies to box nunrber shown in ad in care of The Merchant Magazine. 4500 Campus Dr" Suite 41i0, Newport Beach, Ca. 9266(f Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline ftrr copy is the 22nd of the nronth. PAYMENT M UST ACCOMPANY COPY.

EXPERIENCED wholesitle lunrbernran seeks position in sales or sales nranagenrent in Northern California. Please reply, Box 362. c/o The Merchant Magazine.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213)

FOR SAI.E: 197,3 Clark lorklili - rated 15.000 lbs. Serial No.Yl0l5-632284 Ilercules 6 cyl. nrotor. 72 inch lbrks. Cood crtnditron. Call Bill Doherty. (21-l) 283-3066.: CI.ARK 8000 lbs,48 inch firrks. hard rubber tires. Call J<rhn Mullin i213, 294-6191.

LUMBER RAMP for loading and unloading of boxcars. 24,000 lb. capacity. Model AYRSG 24-70-30. serial no. 678. Contact: Mark Myers. (213) 997-7900.

YATES-AMERICAN Y-36" bandsaw with nower feed. Excellent oondition. contact Don Dailey. Bayshore Lumber, Orange, Ca. (714) 998-0700.

COUNTRY FENCIN(; ROUND POST &

RAIL LodgePole nine. Drilled & dowelled. Treated, variety of sizes. Steady, dependable supply. Surprisingly econonrical. Write or call Trynn Spiesman, 1736 Morlgl. Santa liosa. C;. 95404. /7071 528-4456.

LUMBER CO. and hardware, retail. Established 45 years, well respected in community, situated in growing No. Ca. location. Land, buildings and business available. $600,000+ gross sales 1979. Good ternts. Write box 361, c/o The Merchant Magazine or call Realty World Westland Properties, (916) 534-8800.

SUCCESSFUL retail lumber business with new home improvement center in booming resort area. $3.5 million gross sales annually. Additional roonr to grow. Owner/Broker. Write box 363, c/o The Merchant Magazlne.

SMALL LUMBER yard for sale or lease, near Chicago. Il. (Oak Forest. Il.) Been in operation over 45 years. Chrcirgo area -ca-ll (312) 687-3546. West Coast call (702) 8710385.

(;OLDEN BEAR Forest Products, for lease: l0A dry yard, sheds. dry chain, 22track Moore dry kilns. office or will custonl drv kiln. Call (714) 793-2113.

ffi tOS ANGELES AREAiS#ffi

luilBEn ltll Ptvw000 Al

Fir & Pine Lumber C0...

Founlain Lumber Co., eO..

Fremonl Foresl Products

GalleherHardwoodCo...

Georgia-Pacilic Corp.. (213) 968-5551

Globe Inlernalronal.

Hill Lumber Co, Max

Hulf Lumber Co

HunlerWoodworks... {213)835-5671

lnland Lumber Co. (Collon).

Inland Lumber Co (Arcadra)

Inland Lumber Co. (Tustrn)

Johnston Hardwood, Inc.

Lane Slanton Vance Lumber Co..

Latry Larson Lumber C0... (714) 821-8100

Louisiana-Pacrfi c Corp.

MacBmlh Hardwood

Marquart-Wolle Lumber Co

Nrcal Inc.

osgood Inc. Roberl S

Pacrlc Lumber Co..

Pacitic Madison Lumber C0.. 12131 773-2292

Parr Lumber Co..

Penberthy Lumber Co

Peterman Iumber Co

Philrps Lumber Sales

Producl Sales Co.

PSF, Inc

Reel Lumber Servrce

Srmmons Hardwood Lumber Co.

Srmpson Burtding Suppty

South Bay Foresl Products.

South 8ay F0rest P.oducls (0ranoe Div.)....

S0ulhwesl F0resl Industries. (213) 686-1560

Slahl Lumber Co

Sumwood, llc

Sunflse Foresl Products Co.

LJnrled Wholesale Lumber Co.

Vrrgrnra Hardwood Co.

Wendlrng-Nalhan C0

salt FRAl{CtSCO

S.F. BAY AREA

The Flecto Co.

Service Supplv (San Jose).

Georoia-Paciltc C0r0......

Georgia-Pacilic Corb. (San Jose)

Georqia-Pacilic Corp. (Redwood)

Globe Int€rnational.

Golden Gate Lumber Co...

Hrggins Lumber Co (San Jose).

Higgrns Lumber Co (Union Cily)

Higgins Lumber Co (Walnut Creek)

Hobbs Wall Lumber Co. Inc. Inland Lumber Co. (Fremonl) Kelleher Lumber Sa|es..............

Louisrana-Pacific Corg

MacBeath Hardwood

Missron Forest Producls...

Nical, Inc..

Niesen-Ward Forest Prod.. \408) 779-2147

Novo Trmber Producls. Inc

oaklev Plvwood & ooors

P R 0.'D tfiholesale 0islributors

PSF. Inc..

Redwood Emorre. Inc...

Rolando Lumber Co., Inc....

Shake & Shinole Panels. Inc..........

Srmpson Euildrng-Supply Co...

Srmpson ilmoer u0...

Tfl nity Forest Products.

White Erolhers.

NORTHERN & CEI{TRAL CALIFORNIA$.{ffiffiI'1|T*

Pacilic W00d Preserving 0f Eakerslield, C0rp

c|lPfl.tt

Masonrle Weslern Lumber Drv

cfitc0

Norlreld Mlg

ct0Ytn0tIE Bowman Lumber Sales

GER Lumber Co

R0lando Lumber (Xrnl0n Drv )

Preslon Lumber Co

Rounds Drst. Center (707) 433'4816

Two 0x Traders

c08ilNG

Crane Mrlls

0ltilU-t

Compass Lumb€r Producls

Western Producl Sales

t|JStKl

Humboldl Redwood Mlg Co

i/l Roach Foresl Producls

Schnrdbau€r LumDer Co

Two 0x Traders

tfl[flEt0

PacrIc Wood Presetvtno Co.o.

Sequora Supply. -.

r0nT 8fitGG

Georgra-PacrIc Corp {Redwood)

Nresen-Ward Forest Producls

t08ruilt

Crown Redwood Co.

Eel Rrver SawmrllS.

FRtNOiT

0MK Pacrl'c Corp

Louisrana-Pacrfi c Cotp.

Slewa'l Hardwood Lumber Co.

FiESil0

Georgra-Pacrlrc Warehouse

Inlernatronal Forest Pr0ducls lqc

Kell€her tumber Co

Lumber oealers Matenals Co.

Pacrl'c Foresl Producls. lqc

P R 0 0 Wholesale 0rslflburors

Standard Slructures, Inc

GStSS VlU.tY

FSLWoodProducls

IIEATIS8URG

Klollwood Corp

North Bay Forest Producls

South Bav Foresl Producls (Healdsburo 0iv.). ti0DEsToSunrrse Forest Products C0 RE00tN0 InEl Feather Rrver Mouldrqq Co. Hyampon Lumber Co. L0ursrana-Pacrfic C0rp lRed Elull)

Golding Lumber Sales.

Inlandiumber Co. (714) 7S3-bb21

Inland Lunber Co..

Inlernatronal Foresl Producls, Inc.

Johnslon Hardwood Inc

Knollwood Cofp.

Lamrnaled Trmber Servrces. Inc

MacBeath Hardwood

Manpower Conlfol. Inc.

Manner's Fofest Producls

Marquart-W0lle Lumber C0.. {714) 998-1212

Mrllwnght SOeciallres. Inc

Nalional Soltwood Sales, Inc

Newporl l0lernati0nal F0resl Products

Newporl Planing Mill. Inc

Norther4 Lumber Sales

Pacilic Coast Lumber Remanulacturing, Inc.

Parr Lumber Co

Peterman Lumber C0.

Producl Sales Co

PSF, Inc

Reel Lumber Servrce

Rolando Lumber Sales

Roy Forest Products Company

Simpson Building Supply..

South 8ay Foresl Producls...

South 8ay Forest Producls Sunrise Forest Producls Co Tleated Pole Builders. Inc.

GREATER

PACIFIC NORTHWEST STATES

rusunr waslllNGTot{

BUVERS' ffiU!EE ffiROCKY TOUNTAINSffi

(206)425-7300

Palmer G Lewis

Union Pactlic Bailroad

llc0ill

Burns Lumber Co.

Galco Lumber.

Georgaa'Pacrlic Corp.

Loursrara Pacilic Corp

McFarland Cascade

l/anke Lumber Co

Union Pacilic Railroad

III{COUTER

1800) 426-8430

Inlerlalr0qal Foresl Products Inc

xlrtu wlU.l

lJnron Pacr{rc Rarlroad

wElillclEE

Palmer G I ewrs

Ytnnl

Palmer G Iewrs

l.lrry OREGON

Willamelle Induslles. Inc

Itr0

Union Pacilrc Farlroad

c00s ilY

Coos Head Lunber & Plywood

c0Rvil.Us

Bonnrngton Lumber Co

Marys River Lumber C0. (503) 752'0218

0ltun0/ilYnrtE citfl(

Frbreb0ard F0resl Pr0ducls (0rllard)

EUG€X€ Al Peirce Company

Belco

Eohemra. lnc

Hardwoods Inc..

Hardwoods, Inc.

Lumber Exporl Co.

Commercial, Inc.. (800) 452-8617

Forest Products C0. (800) 547'1771

Pacil'c Railroad

lnternational Forest Products (800) 547-5744

Fullmer Lumber Co........

(206) 662.2111 Pacilic Yard Servrce

U€T||I.ITG

(206) 248'0730

Wendling-Nalhan C0..

ItlflIE ctTt

oelah Timber Producls...

(503) e26'7771 IDAHO

80tst

{503) 383'1901 Georgia-Pacilic Corp..

Louisiana Pacilic Cor0. (Coeur d'Alene)

(503) 267 2193 Lumber Ptoducls Pressure Trealed Timber C0...........

(503) 752-0123 Union Pacilic Railroad...

15031 752-0122 ctnlYUooo

Cedar Bidge Lumber Co.

(503) 679,551 1 ttwlslor

Union Pacilic Railroad.

?0ctTEu.0

Union Pacilic Railroad.

sil0P0rrr

McFarland Cascade....

sliEt I[llil.t E Cedar Ridge Lumber Co

ltcronroE ALASKA

PilotilI tlEl

Capital Lumber Co

aRtzol{A

Fremonl Forest Producls...

Georgia-Pacific Corp.

Globe lnlernational ol Ariz.. (602) 252-5854

Goettl's Metal Products..........

Industrial Melal Products........

RAYMOND G. BABBITT. JR.

Raymond (i. "Ted" Babbitt, Jr., president and general manager of Babbitt Brothers Trading Co., Flagstaff, Az., died March 31, 1980, of a heart attack. He was 57.

His company, established in 1889, operates six grocery stores. six home centers, a wholesale division, and five trading posts in northern Arizona. Under the leadership of Mr. Babbitt they were.awarded the National Brand Names Foundalion certificate of distinction in 1970 and the National Brand Names Retailer of the Year award in 1971

A past president of the Arizona Retail Association, the Flagstaff Chamber of Commerce, and Associated Grocers of Arizona. and a director of the Arizona Bank, he was named Retail Grocer ol the Year in 1967.

Mr. Babbitt is survived by his widow, Betty, nine children and ten grandchildren.

PLYWOOD COURSE SELLS

(Continued from page 8)

people who know the materials and their applications," he said.

Eldora Belloff, personnel assistant, Lompoc Lumber Co., Lompoc, Ca., used the Correspondence Course for new employee training. "Our company is growing and some of our new sales people had very little experience in plywood," she said. "We chose the Plywood Basics Correspondence Course to increase our new employee's product knowledge so they can better serve our customers."

Pete Anderson, manager of Harwood's, Rocky Ford, Co., used the Correspondence Course as refresher training for his veteran sales and yard people and for new employee trainins.

"I'ri pleased with the results of the course. Our older people brushed up on the latest industry grades and standards. And our new people now have the confidence to so out and

sell plywood to their customers," he said.

Anderson encourages his sales staff to keep the Correspondence Course close at hand to use as a reference source. And he suggests they go back and review the course every few months.

The course can also be used to qual- ify employees for advancements, raises or bonuses. Or as part of an overall employee evaluation program.

Administration of the course is left up to each individual company. For example, a time requirement can be set for completion of the course or final review- test. APA suggests the employee be given as much time as necessary to absorb the information and a minimum passing score of SOVo be established.

Cost of the entire course package, including the booklet, additional reference literature, scoring by APA of the final review test. certificate of completion, and all mailing and shipping charges is $10. Orders of 25 or more are discounted 25Vo or 57.50 per course packet.

ADVERTISERS' INDEX

(O................ 5l IDA(O. ......... .l lNl.AND LtrNlBI]R ('O............. (orer IV JOHNSTON HARD\r00D. tN(........... 5ri Knr.r.EHER r.t'MBnR SAr.ES............ ||) l.AtltoN t_trl\tB[R (o...... ...... ]l l.E\l'ls co.. PALI\tf R (;....... 26 l\lAr.r.co DtsTRtBt TORS...............

FI-B ANDPfN-!

t4

NORFIII.D l\lF(;.... ...... (orer III

NORTH BAY FORIIST PRODI ( TS.. .. ,15 0s(;0C)D. lN(.. ROBERT S... . 57 PA( lFl( \\',OOD PRf SERVIRS. .4-1

PAtrt. Bt,NYAN l.trMBER (O............ 59

PHII,IPS I,I MBER SAI,ES.. ..... 59

PLY(AP Al\'lERlCA. IN(........... (orer II

PRODT

The MODEL JOOOFL' to expond your coPobilities

ond flexibility in the grouing m@tol door mork"t.

HERE'S WHY -

O The milling head was designed by Norfield specifically for this application, providing two speed ranges for metal or wood.

O All machine controls are conveniently located on the milling head to maximize operator efficiency.

O The open frame design allows for easy cleanup.

O The hand grips are designed for maximum control. The motor and plunge controls are located atop the hand grips for easy thumb control.

O The clamping mecfanism is designed so that no adjustment is required for various length or width doors. All clamping functions can be controlled from any of three locations.

The M0DEL 3800F1 , for window lite boring, cylinder lock boring, dead bolt boring and edge preparation for metal and wood doors.

Inland f,umber is big on Timber.

Our people are big on service.

When you need fast delivery on timber, call Inland Lumber.

Our people are ready to process your order and in most cases will deliver it to your yard within 48 hours.

Fast? You bet that's fast!

More important than speed, is the quality of timbers we'll deliver.

Since we specialize in full-sawn, old growth timbers, you can order it "rough" and mill it yourself or have us custom mill it for you. Either way, you are assured of top quality timber, processed and shipped to your exact specifications.

We handle over 720 different sizes and dimensionsfrom 2 x 2 through L2 x L2 roughin 8 to 40 foot lengths.

So, whether you need one piece or a hainloadcall usour people will take good care of you.