Merchant Magazine - May 1982

reEilSlvE.

That's what makes L-P redwood commons so perfect for today's market. The big investment you've come to expect with redwood simply isn't there. For you, or your customer.

But there's plenty of that redwood drama. In fact, the knots and sapwood give a striking look even the higher-priced grades can't match.

So make the most of these difficult times by selling real redwood at unbelievably low prices. L-P redwood commons can be the bright spot for you this summer.

Call today for immediate delivery. Order green or dry knotty select. And while you have us on the phone, ask about our redwood kiln dried uppers.

Louisiana-Pacific Corporation. Albuquerque, NM (505) 873-0511 Cloverdale, CA (707) 894-3362

Fremont, CA (415) 657-6363

Rocklin, CA (916) 624-4525

Samoa, CA (707) 443-7511 UlP

h?Hx?in?fr?'li?,, to da business as usual.

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

CominginJulyooo TH Anniversary issue of

To commemorate The Merchant's six successful decades of serving the lumber and building supply industry in the West since its founding in 7922, ourJuly issue will carry extensive special features and material. Included will be "Pages from the Pastl" "Names Then and Now;" a profile of our founder, the remarkable Jack Dionne, by Contributing Editor Gage McKinney; signifi cant changes in business operations plus amusing anecdotes from the past; and much, much more.

Readers wishing extra copies should reserve them now.

Advertisers are invited to be a part of this historic collector's item. Space reservations are being accepted now and the deadline for copy isJune 11, 1982. For more information, please call (77a) 549-8393 or write The Merchant Magazine, 4500 Campus Drive, suite 480, Newport Beach, Ca.92660.

P.S. As an extra bonus for readers and advertisers, the July issue will also be the Transportation special issue, which appears each year inJuly.

More and more people are using redwood rustic siding.

Because rustic sidinb is more economical than premium redwood grades. Yet it still has the warm, ridlook that only @mes from redwood.It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill isone of the largest redwood and fu suppliers in the @unhry'. And with hundreds of.djsfribution enters nationwide, you can order the amount you want and get it quick.

So for redwmd]or fir;mme to us. We're Georgia-Pacific. And we've got au the rusric siding vou need

Redwood rustic siding makes more sense than ever. And we've got all you need.

Nortlrern Califomia Dvision Ft. Bragg, Califsnia 9313?

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Richard Medugno

Al Kerper

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation

Kelly Kendziorski

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (714) 549-E393, by The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact John V. MacKav. 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Phone Ql4) 5498393.

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

FROM THE MIDWEST: contact Charles L. Lemperly. 1230 Brassie Ave.. Flossmoor. ll. 60422. Phone (312) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca.92660. Include address label from recent issue il possible, plus new address and zip code.

Subscription RatesU.S. and Canada: $6-one yeart $9-two years; $12-three years. Foreign: $l+-one year; $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an independently-ov,ned publicalion ./or the retail, n,holesale and distribution levels of' the lumber, building materials and home improvemenl business in the l3 Western states,

?LAIN TALK ABOUT

LUMBER DUKABITITY

Osmose I{,'55@ Lumber Gives You More.

A lot of lumber products claim to be better than lumber pressure treated with Osmose K-55 preservative. Some claim to be "naturally resistant" to termites and decay. Others claim to have a beauty no treated lumber can match. What they fail to mention is that their durability is not consistently dependable, or that their lumber often does not weather evenly. In time, however, their lumber will weather to the same pleasing driftwood gray as Osmose K-55.

The plain fact is, no lumber can surpass

Osmose K-55 for beauty and durability. No confusing grade names, just consistent quality time after time. And its pleasing greenish tint doesn't stand outlike a sore thumb. but blends beautifullywith all surroundings. Best ofall, dependable Osmose K-55 lumber usually costs less and will last longer than its so-called naturally durable competitors.

You can pay more to get less, or you can ask for Osmose K-55 pressure treated lumber.

CONTACT THf OSMOS TREAT'NG PT.ANT'N YOUR AR,EA FOR INFORMATION ON PR'CESAND DELIVERY.

Califomia

Western Wood Treating, Inc.

Woodland 9569s o (916\666-1261

Colorado Westridge Forest Products, Inc.

Bellvue 80512 . 303\482-3227

ldaho

TimberCraft Products Hayden Lake 83835 (208\772-5918

New Mexico Shollenbarger Wood Treating Co. Bernalillo 87C{]4 (505)867-5492

Orcgon Conrad Wood Preserving Company Coos Bay 97420 (503)269-5988

Joseph Forest Products, Inc. foseph 97846 (503\432-2311

Oregon

Permapost Products Compan y Hillsboro 97123 . (503)648-4156

Utah Kilfoyle Krafts, Inc. Price 84501 o (801)637-3513

Washington Spokane Tribal Wood Products Wellpinit 99040 o (509\258-7737

This is Normal? Ouch!

"I'm waiting for things to return to normal-you know-just sort of hanging on till they get back to what they were," the man says, describing a business approach that we hear all too often.

But, there is another opinion held by what may be a growing minority: that what we have today is the new normal. "What you see today is what you'll get for at least a year or two," goes the lament.

To dismiss this latter line of reasoning as simple doomsaying is overly facile. We think there is a case to be made for the notion that there will never be a return to "normal." Many feel that money costs, government involvement and other factors are gone, perhaps forever, as bolsters of yesterday's "normal."

Whether or not you buy the argument that the previous business climate will never return,

it is still a reasonable enough concept that ignoring it could well be hazardous to your business health. Rather than waiting idly for your ship to come in, it seems a better course to build your own boat and make sure it does what needs to be done.

It is better to prepare for the worst and then be pleasantly surprised by better conditions than anticipated. To do the reverse is to invite disaster. It just doesn't appear that the Coast Guard (read government) will be performing any quick rescues of anyone's boat. Much as we might like or need a life preserver.

It is probably too soon for anyone to say definitely that today's market conditions will be around for some time. But to act as if they will be is far more prudent than to merely wish for things to improve.

SeNing the lumbeL building materials and home imprcvement markets in 13 Western Slates*Slnce t922

DAVID CUTLER ed itor- publ s her

ral Valfey rs Supply ;

the Best,

I AST YEAR homeowners spent h anestimated $46.3 billion on rhe upkeep and improvement of residential properties. About $31.2 billion of this amount was devoted to additions, alterations or major replacements, the remainder was spent to retrofit and repair tired, worn out houses.

Studies show that a large number of homeowners are doing their own work. The biggest motivation to doit-yourself is reported to be avoiding paying a contractor, but about half of the d-i-yers interviewed claim they can do the job better than a contractor. A surprising 49v/o say that they simply "enjoy doing jobs around the house," although they admit that saving dollars increases this enjoyment. While some homeowners move from project to project with enthusiasm, many are inspired only by the necessity of having to replace old equipment or fixtures.

Homes are considered a major financial asset today. In addition, people are staying put longer. These two factors contribute to the incre-asing expenditures for repairs and maintenance. Demographics show that the biggest spenders are (1) those who live in homes 40 years or older; (2) those living in their present home for five years or less; (3) those with incomes over $50,000 and (4) those with households of three persons or more.

Home improvement: a billion $ market

full line of home improvement products is preferred by shoppers 3 to I over limited line stores selling more specialized products.

Just under half of the homeowners pinpointed manufacturer "how to" product instructions as extremely important, particularly among the 25 to 34 age group and white collar workers with higher education.

If friendly, trained, knowledgeable sales people who can answer customer's questions about home repairs, maintenance and improvements make business thrive, how can the home center operator produce these people?

The market is there, but what can you as a retailerdo to attract customers to your home center and keep them coming back? A study conducted by Market Facts, Inc. and the Home Center Research Bureau revealed that more than 8090 of the homeowners think courteous salespeople are extremely or very important in choosing where they shop, making that quality the most important factor in selecting a home center.

Second (72s/o) in importance to consumers is the sales staff 's knowledge of the products they are selling. It also is extremely or very important to 54s/o of those surveyed that salespeople be able to assist customers with specific project information.

Consumers want to know the store they shop in offers the highest quality of merchandise andwill stand behind its products. The home center with its

Story at a Glance

Home repair, maintenance, improvement market expanding... consumers demand pro. duct, project knowledge . . want high quality merchandise. guaranteed reliability.

In today's expanding home center market, according to Better Homes a nd Gardens, which recently published a product knowledge training course, this is not easy. Entry-level positions are usually filled by recent graduates with limited work experience. New employees often find themselves on the firing line with little or no practical knowledge of home improvement. They recommend their training manual, which they say is the only course for home center personnel that is self-taught, in conjunction with the Complete Guide to Home Repair, Maintenonce & Improvement, also published by them.

Other ways to train salespeople to be able to guide and help customers include in-store training sessions taught by veteran staff members or manufacturer'sreps; required reading of "how-to" bulletins and instructions provided by manufacturers; hands-on clinics to produce product displays for the store; and the reading of informational articles such as you will find in this issue of The Merchant Magazine.

Almost every store has one old timer who knows all the answers or has a second sense for finding them. Take advantage of him, designate this person as the official store expeft. Give him a title and a special

(Please turn to page 53)

CASH IN ON THIS GROWING CATEGORY OF PROFITABLE BUSINESS

Pressure treated wood is coming on strong! Lumber merchants who hane initiated aggressive stocking and merchandising programs report outstanding sales of treated wood for decks, fences, retaining walls, etc.

DO.IT.YOURSELFERS. REMODELERS, [AND. SCAPERS €. CONTRACTORS

These active markets know pressure treated wood can safely be usd in direct ground contact. Materials such as posts, landscape timbers, deck supports, poles aM sub. structures can mean new business for you. Pressure treating permanently locks preservative chemicals deep into the wood fibers. Lwels of treatment are identified by the quality control marks of the American Wood Preservers Bureau. Wood marked LP.2 is for use above ground and LP.22 is designated for wood in direct ground contact. To be surc, it is recommended that all wood intended for outdoor home /\ GnoumD use bear the LP.22 mark. Vtty#t

CONSU/VIER PROMOTION HITS HIQH GEAR

WWPI's continuing aggressive promotion campaign in magazines, newspapers and direct mailings is telling and selling millions of western home-owners on treated wood and its benefits. tr Long-lasting durability ! Money-saving economy U Ready avail. ability f Ease of Maintenance U Beautiful appearance. Qet rcady for sales to go OP when you offer pressure treated wood.

Wood mouldings offer high profits

a982IS a year retailers would be I wise to actively merchandise wood mouldings.

Why? Because wood mouldings are one of the highest profit items in a store, or at least should be. And, because the do-it-yourself market is now the largest user of wood mouldings. So states Neal Heflin, director of marketing for the Wood Moulding and Millwork Producers (WMMP), the trade association that represents the domestic manufacturers of unfinished softwood moulding and millwork.

"For years," Heflin says, "the wocld moulding industry, like most other forest products industries, promoted its product primarily to the building trade because the majority of its production was sold for use in new construction. However, all that has changed in recent years.

"Today," he continues, "more and more homeowners are realizing that decorating with wood moulding is one of the least expensive ways they can change the 'look' of their homes. As a result, the d-i-y market is now the largest user of wood mouldings. And, this trend is likely to continue even after the return of the home building industry."

According to Heflin, WMMP is so convinced of this trend, it is concentrating its 1982 industry-wide promotional efforts almost entirely on the consumer.

As part of its program, WMMP has developed a library of literature pieces aimed directly at the do-ityourselfer. Included in the library are a number of new "how-to" pieces that deal specifically with the correct use and installation of wood mouldings. "These basic consumereducation pieces are excellent pointof-purchase aids that should be in every retail establishment that car-

ries wood mouldings," Heflin states.

To help sell more wood moulding, WMMP has also developed several "idea" pieces that can guide consumers to projects they wouldn't ordinarily associate with wood

Story at a Glance

Wood mouldings offer high profits . . big do-it-yourself market . . . education ol consumer helps to sell more . literature available.

TfflO of how-to brochures educates consumers on the correct use and installation of wood moulding.

SAMPLING of the 500 do-it-yourself projects found in 128-0. idea book from Wood Moulding and Millwork Producers.

mouldings. This literature ranges from a l6-page brochure on making picture frames to a 128-page book describing 500 different do-ityourself wood moulding projects.

However, literature is not the only merchandising aid WMMP is producing to help boost moulding sales to the consumer. Heflin points out, for example, that the association is also offering a number of audio-visual programs, the most popular of which is titled "How to Work with Wood Mouldings." Geared to the do-it-yourselfer, this l0-minute presentation explains the basic types of mouldings, their uses, and their installation.

In addition, new for 1982 is a doit-yourself kit for retailers which enables them to prepare their own professional looking wall chart illustrating only those wood moulding profiles they stock. The kit contains all the elements needed to prepare ready-for-camera artwork for a printer.

Heflin also notes that WMMP is currently test marketing a freestanding literature display rack filled with point-of-purchase material about moulding. The purpose of the test is to determine if these displays, properly placed and maintained, can help generate additional sales of wood mouldings, especially in retail outlets where sales help is limited.

"By providing literature, audiovisuals, wall chart kits, and, possibly, literature display racks, WMMP hopes to equip retailers with the tools necessary to do a better in-store job of merchandising unfinished wood mouldings both in the coming year and in many years .to come," Heflin concludes.

Additional information on any of the moulding merchandising aids mentioned above may be obtained by writing to: Wood Moulding and Millwork Producers, P.O. Box 25278, Portland, Or. 97225.

Literature Helps Sales

Consumers find d-i-y literature helpful and an incentive for purchasing materials, according to a recent survey conducted by the Wood Moulding & Millwork Producers, Portland, Or.

For the past six months questionnaires on pre-addressed, pre-paid post cards were included in most of the materials sent out to the 5000plus requests WMMP receives each month for literature. According to Bernard J. Tomasko, executive v.p., the random sampling covered all states in the continental United States.

Responses to the questions proved conclusively, he feels, that the literature developed by the association helps sell more wood mouldings. They also received constructive comments which will be taken into consideration when reprinting or developing new brochures.

(l) Have you ever purchased wood mouldings before? Yes: 74t/o

No: 2690

(2) Have you personally worked with wood mouldings before?

Yes:72V0 No: 2890

(3) What is your intent in purchasing this literature?

6890 To get help for a do-ityourself job.

29v/o To get ideas for a professionally done project.

l49o For both a do-it-yourself and professional project.

3s/o For reference material.

Are you going to purchase mouldings as a result of your brochure purchase?

Yes:9090 No:590

No Answer: 590

(5)

Where have you or where will you purchase your mouldings? 5290 Lumber Yard

(6) How many feetof mouldings will or did you purchase?

(7) How many profiles will or did you purchase?

69s/o A minimum of one profile to a maximum of eight with two to four the most common.

3l9o Not decided on an amount.

(8) Did you find the literature which you ordered to be helpful?

Yes:9690 No: 290

No Answer: 290

|N-ST0RE displays of moulding need not take up a lot of floor space. A total of 75 profiles are presented on this wall-type display.

Gonsumer education program builds

pressure treated wood sales

By Karl Mosher Chairman, Consumer Education Committee Western Wood Preservers Institute

HE WESTERN Wood Preservers Institute continues to support an aggressive merchandising and consumer education program aimed at alerting the market to the benefits and advantages of pressure treated wood.

Now in its fourth year, this program is winning converts and expanding the use of treated wood products. Major markets are the do-ityourself consumers and landscape architects and contractors, as well as residential and commercial builders.

Technical literature and how-todo-it information sheets have been prepared and distributed to aid professionals in designing projects with pressure treated wood. The benefits of treated wood are dramatized in colorful photographs and technical data. Over 20 member companies of

Wgig

Story at a Glance

Media program aims at major markets... informs home im. provement, remodeling users education creates demand.

the WWPI support this educational program, which has achieved major feature stories in national publications.

Featured in the current issue of New Shelters, a do-it-yourself magazine with over 500,000 circulation , is an extensive story entitled "Wood Verses Weather." The Western Wood Preservers Institute contributed to the development of this story, taking advantage of the opportunity to educate the do-ityourselfreaders who receive this particular publication.

Stories, articles and information on projects involving the use of pressure treated wood by landscapers, builders, architects and doit-yourselfers are being sent to editors in the print media regularly.

The success of this is illustrated in the photo accompanying this article. The clippings from newspapers and magazines cover a variety of pressure treated wood projects.

As a consequence, the home remodeling industry is active, while others in the building trades find slow going. Nationwide sales for home improvements rose from $42 billion in 1979 to over $45 billion last year according to the National Home Improvement Council.

This boom in improvement and remodeling projects is ideally suited to the expanding pressure treated wood market. The Institute's educational programs are aimed at helping the lumber dealers do a better job of selling treated wood and cashing in on the profit opportunities available to them. As more customers are alerted to the benefits of pressure treated wood, the demand grows.

A recent survey of retail lumber dealers showed that well over 5090 of their customers were aware of treated wood and the advantages it offers. This represents almost a doubling of growth in awareness from the previous year. As consumer awareness increases, sales of pressure treated wood will increase also.

Featured articles and stories on pressure treated lumber have appeared in the Los Angeles (Ca.) Times Home section, Sunset magazine, A rc h it ectural Record, and repeatedly in the National Association of Home Builder's Builder magazine as well as Professional Builder, Housing and the home and garden sections of newspapers throughout the Western States.

AGGRESSIVE

consumer education program continues to carry the oressure treated wood messaqe to more and more buying factors.

Decksand other home improvements continue to be of tremendous interest as high mortgage rates make the economics of remodeling more appealing than moving-up. More than 57,000,000 homeowners in the United States are revising their dreams, learning to love what they have, or remodeling.

News stories, case studies, technical data and educational information with releases to publications will continue to play a major role in the Institute's program. Literature is available from manufacturers of treated wood and if there are any questions to be answered or support that the Institute can offer we invite your inquiry.

merchandising and

Ie 6l.d.*ry,r-il3.rery gig H,H*?E*'ffi*,

v I R G r N rA

Over 40,000 sq. tt. of office, showroom, and warehouse facilities in Monrovia to serve you better!

Virginia Hardwood Company is the largest wholesale hardwood llooring distributor in the Western United States. lt services Southern Calilornia, Arizona, Southern Nevada, and Hawaii, with branch otfices and warehouses in San Diego and Phoenix.

The newly expanded Monrovia lacility now slocks over 200 different wood items including the world's finest hardwood flooring.

A unique showroom exhibits over 150 unusual and beautiful wood samples and patterns in floor-to-ceiling displays and wing panels.

We're the Best in the West . and now twice as laroe.

Come and see for yourself.

COMPA

Scenario for a successful sale

REPLACEiIENT 000R tits into existing door opening without requiring dismantling 0f the existing wood frame. Manufacturer's instructions make the job possible for a do-ityourselfer.

ITISUALIZB the scene. It is a U busy morning in your store. The customer coming in is thinking about how he is going to brighten up his home's exterior.

A fresh coat of paint, new landscaping, maybe even replacing that drafty unsightly and getting-harderto-open-and-close old front door, he muses. He spots a display of doors and heads toward it, still carrying on a conversation with himself. Painting and planting I've done before. But install a new door by myself? All that carpentry work and the special tools for planing and cutting? I'd better call in a professional.

But wait, Joe, the star salesperson, comes into the scene. "Hi, how are you today? Thinking about a new door? You know, you can replace your old wood door with one of these new insulated steel replacement doors offered by a variety of door manufacturers. ' '

The customer stops, hooked. Joe continues "You can do it in just a morning or afternoon. No woodworking, no cutting, no planing. And no need to tear out your existing wood door opening. Just set the new door inside your existing wood opening and in a few basic steps you're finished!"

As Joe pauses for breath, the customer rubs his hand over several of the models on display, nodding his head with interest.

"Replacing wood with insulated steel isnot only easy," Joe emphasizes, "but provides more durability and greater security than doors made of wood. No more warped, split, hard-to-open doors that require continual maintenance."

"How about drafts?" asks the customer.

"Steel helps save energy. A quality steel door provides five times the energy saving value of a solid wood door and storm door combined," Joe explains. "That's because, in addition to weatherstripping around the door's perimeter, many steel doorstoday are filled with a polyurethane foam material that prevents heat from traveling through the door. Manufacturers call this insulating property the R factor. The higher the R factor, the greater the energy savings."

While the customer looks more closely at the door display, Joe continues. "Consider that replacing an old door with insulated steel qualifies you fora l5t/o Federal energy tax

Story at a Glance Product knowledge

en. courages home improvement sales.. dreams become reality for d-i-yers friendliness, how-to-do explanation of job can convince customerto buy.

credit. In our state additional state tax credits are also available. Now, these doors come in many styles and sizes, all packaged and easy to install by following the manufacturer's step-by-step instructions, "

The customer nods "Is that so."

Joe, sensing his increasing interest, explains. "Begin by determining your door size. Measure the height and width of the existing opening. Most are 2'8" or 3' wide by 6'8". You'll find plenty of styles in these sizes. Ifyour opening is not standard, we can special order for you."

"There are six basic steps to follow in installing the door," Joe says. "First, you remove your existing interior trim and save it for reinstallation. Next, remove your old door, strike plate, hinges, weatherstripping and threshold."

"Without removing your existing wood frame, set the pre-hung steel door into the door opening and secure it with nails. Firmly secure both the door and frame by removing the retainer brackets, opening the door and installing security screws in the frame."

"The next step is to install a lockset following the manufacturer's directions. Then these wood stops with

May ls Home lmprovement Month

factory-installed weatherstrip are nailed to the frame and you caulk the threshold. The final step is to replace the interior trim."

"The job usuallytakes aboutthree hours," Joe concludes. "Do you have any questions?"

"What about painting it?" asks the customer.

"Good question. The door is prime painted by the manufacturer, so you can paint it any color you choose."

"Well," the customer concludes, "You explained it so well. I think I'll just go home and measure the door. Be back in a while."

As the customer leaves, full of enthusiasm and confidence, Joe moves on to another customer eyeing a wooddoor displayand another jobof selling. He is equipped to explain the installation procedures for wood doors as well as he did the steps for installing an insulated steel entryway.

Fan market headed for the top

lll/ITH SALES of ceiling fans

UU predicted at $800 million for 1982 and an industry advertising budget pegged atS22 million for the same period, the aggressive dealer is making sure thathis ceiling fan department is ready for action.

Heavy product turnover normally comes between March and July although by promoting the energysavings advantages of ceiling fans in cooling and heating residential and industrial spaces, it is possibleto even out the sales peaks and valleys.

A ceiling fan can save energy costs in both winter and summer if it has a motor reversing switch. In summer, the blades supplement and circulate air-conditioning witha downward air movement providing a cooling, direct breeze. In winter, a reversed indirect air flow recirculates warm air trapped at the ceiling, spreading it downward to help keep the entire room warm. As a result, thermostats can be set higher in summer (80 ") and lower in winter (66') to cut utility costs.

A marketing study by Dr. Robert Olsen, director of research at the Professional Marketing Group, Los Angeles, Ca., predicts a slowing growth r4te in annual fan sales to tio/o a year during the next three years. He expects sales to peak in 1984 with $l billion for that calendar year.

Although Texas, Louisiana and Florida rank as the three strongest markets at present, some wholesalers

and manufacturers believe that a great untapped market exists country wide. Two key factors in the sales resurgence of ceiling fans, which were invented in 1881, are nostalgia and energy efficiency, according to the report.

"There's no doubt in our minds that the ceiling fan revival is permanent," says Roland Adams, president of Nichols-Kusan, Inc., a subsidiary of Bethlehem Steel Corp. in Jacksonville, Tx. "In addition to their decorative appeal, ceiling fans are very practical energy-saving appliances that assure a continuing and growing market for many years to come." He predicts that sales will escalate to over l0 million units by 1985.

Marvin Alperin, president of the Fan Company of America, Los Angeles, Ca., expects " l982will be a turning point for the entire fan industry. Only those manufacturers who are willing to increase advertising and sales efforts on a large scale

Story at a Glance

$22 million advertlslng budget supports ceiling fan sales prediclions Southern market strong othor areas undeveloped, wideopen for retailer.

and convey to the public the year 'round energy saving advantages of the products, will survive."

The more than 40 manufacturers of fans in the United States are colliding with competition from foreign imports. These less expensive products are accounting for about 5090 of the annual unit sales, but their dollar volume is less than 3090, according.to Dr. Olsen, because most of the available models retail for about 30090 less than domestic competitors.

Price is not everything, Alperin stresses in talking about sales. "Quality, too, will be an important merchandising emphasis, since cheaply constructed foreign imports witha life expectancy far below superior American renditions have gained serious sales momentum."

To help retailers reach this strong potential sales target, most fan manufacturers are emphasizing heavy advertising and spending promotion dollars. National consumer advertising is strongly supported by dealer aids such as four color catalogs stressing the economy and energy efficiency of fans as well as their decorative applications in beautiful settings.

Merchants can count on promotional and advertising co-op packages from most fan manufacturers. Four color graphics in packaging and point of salemessages tell the customer about energy sav(Please turn to page 29)

D-l-Y reaches new heights

F O-IT-YOURSELF, once conEsidered limited to the blue collar. lor.r'er income homeowner, i: now reaching the more affluent neighborhoods, according to statistics released recently, with the typical d-i-yer a 48 year old man with a white collar position and an income averaging $28,000 per year.

These statistics coupled with the trend of homeou'ners to bu1' high quality merchandise n'ith the backing of a guarantee or warranty are bringing more manufacturers of top quali-

Story at a Glance

Typical d-i-yer is aff luent white collar worker . manufacturers cater to him high quality merchandise detailed step by step instructions.

t1- merchandise into the d-i-y bu si n ess.

Valli & Colombo, a company known for quality and craftsmanship in solid brass harduare, is an example of a manufacturer catering to the do-it-yourself er. The Italian manufacturer which distributes through Valli & Colombo (U.S.A.) makes available to retailers literature which clearly describes available cabinet and furniture hardu,are. passage and privacy locksets. In addition the catalog provides information on installation and standard door handing, something the average do-it-yourselfer knows little about.

The rules for handing, illustrated with sketches, explain that the hand of a door is always determined from the outside which means the outside of an exterior door is always the street or entrance door; the outside of a room door is a hall side; the outside of a single communicating door is the

The Merchant Magazine closed: the outside of a closet door is Ihe room or hall side.

The liter'ature * hich

each Dart lllustrated; a lrst ot tools needed; step-b-v-step illustrated instructions for installation: a template; and plainly written limited warranty. In addition, the instruction folder carries an 800 telephone number which the panicky homeowner may call for further information.

To further facilitate the use of their product by the homeowner, the company, according to Dennis Daines, vice president and general manager, has made the passage and privacy sets fit into the standard cross bore and edge bore used in the United States for both new construction and the retrofit or after market. They also have devised use instructions which they term tricks of the trade and provided them to the home center retail outlets. These suggestions can be passed on to the consumer to help him solve door hardware problems and provide opportunities for increased sales for the dealer.

Wickes Co. has been striving /o ossure its creditors/suppliers following its recent filing of Chapter ll bankruptcy; reports indicate Wickes' difficulty in replacing inventory creditors are believed to number in the thousands; in Los Angeles, an early June creditors meeting is set for the huge Convention Center due to the number of persons involved Wickes' Builders Emporium retail subsidiary was included in the bankruptcy

Following a $50 millon fire that left 14 acres in ashes in Anaheim, Ca., the city council banned untreated wood shingle roofs; the blaze has brought widespread calls for changes in roofing codes ..

The International Trade Commission, part of the U.S. Commerce Dept., has concluded an investigation by finding that Canadian lumber is gaining U.S. market share because their timber costs ore lower thon U.S. mills' co,rrs.

Housing starts inched up a notch, the Sth increose in a row, during Mar. (latest figs.) the2.59o hike put the seasonally adjusted annual rate at 947,000 units; starts haven't reached the I million pace since last July . .

Starts on single family units were up 890, multis declined 6.6s/o activity picked up in the West from the previous mo. . . building permits for future construction rose 9.4T0, the fifth consecutive increase; it was still259o behind the year earlier . mortgage rates have fallen below l79o for the lst time this year

Palmer G. Lewis Co., Auburn, Wa., has reported sales up 169o

for the fiscal year with 4th quarter results of $19.6 million compared to $22.2 million a year ago . . Boise Cascade, Boise, Id., had a net income of $5.6 million for the lst quarter, down 8590 .InternationalPaper reported a lst quarter decline of 59Vo to $60 million.

Southwest Forest Industries, Phoenix, Az., omitted its quarterly cash dividend with a lst quarter loss of $4.6 million Crown Zellerbach reported lst quarter earnings of $5.6 million ($18.4 million same periodlast year) with U.S. timber and wood products close to break even Weyerhaeuser, Tacoma, Wa., listed its net income as flat at $57 million. .

Put on Standard & Poor's Corp.'s CreditWatch list, Potlatch Corp., San Francisco, Ca., reported net income falling 440/o in 1981 with another hard year in sight PPG Industries, Inc., reported a 5690 drop in first quarter net income . . Kaiser Cement Corp., Oakland, C&., reported first quarter net earnings of $5.8 million, up from $3.4 million last year

Georgia-Pacific Corp., Portland, Or., with an accounting adjustment and the sale of tax benefits was able to report net income up 200V0 to $160 million in lst quarter Evans Products Co., Portland, Or., reported a loss of $8.9 million in the lst quarter with no second quarter dividend Louisiana-Pocific Carp., Portland, Or., reported an operating loss of $l1.8 million in the lst period, but with a change in accounting was able to report a net income of $3.1 million Champio n I n t e rnat io nal reported virtual break-even results with the solid wood business "abomin-

able" . Willamette Indusffies reported its first loss in history

Ridgeco Trass is a new co. in Cloverdale, Ca., owned by Joe Bowman, Bowman Lumber Sales, an office wholesaler in Cloverdale, with Dennis Bostwick as gen. mgr. and Lloyd Egan, sales mgr. Bowman also opened a new sales office in Encinitas, Ca., headed by Hank Locy . The treating facilities of Cedarwood Forest Products, Inc., Dillard, Or., have been sold to Hoover Universal, Inc., Ann Arbor, Mi., while the mill at Hoquiam, Wa., has been retained and the trading office at Eugene, Or.,closed...

Mike Roach, Jim Elder and Dick Gaiennie have formed a new corp., Gaiennie West, Inc., in Arcata, Ca. Morgan Sash & Door Co., Denver, Co., has a new name, Rocky Mountain Millwork Corp. . . . Virginia Hardwood Co. is now representing John Boos & Co., Effingham, Il., for laminated hardrock maple kitchen counter tops in So. Ca., So. Nv., Az. and Hi. .TheA.L. Hoover Co. office, and the WendlingNathan So. Ca. office. have moved from San Marino, Ca.,to new offices in El Toro. Ca.

Fremont Forest Products, Whittier, Ca., has opened a new sales office in San Diego, Ca., managed by Carl Poynor South Bay Forest Products, Orange, Ca., has sold its Healdsburg, Ca., facility to a newly formed co,, Nu-Forest Products, which will operate under that name, no price revealed in the transaction . .

Roger Stainbrook has formed 4/S Lumber Co., in Yucaipa, Ca. . Cascude Empire Corp., a Portland, Or., based subsidiarY of AIFP Trading Group, has opened a Newport Beaeh, Ca., office with Frank Wright, mgr., Wayne Earley and Tenas Dejong

. . Palmer G. Lewis Co.'s Ponderoso Dlv. in Ca. and Nv. is

The Merchant Magazine congratulatesthe successful launch of Building Products Digest, its sister publication.

The response to the initial issues proves the need and the value in having a regional magazine to serve the retail/wholesale/distribution levels of the l3 Southern states. Building Products Digest utilizes The Merchant Magazine time-proven format, developed over 60 years, to effectively serve its Southern audience. Reaction has been uniformly excellent.

Building Products Digest covers Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, North Carolina, South Carolina, Virginia, Kentucky and Tennessee.

If your interests include these l3 Southern states. for advertising (or to subscribe) please call or write Building Products Digest, 4500 Campus Drive, suite 480, Newport Beach, Ca.92660. (Zl4) 549-8393. A one year subscription is S2O; $36 for two vears. Advertising rates upon request.

lncense

(916)

MAY

Manufacturerc Agents National Association - May 13, regional seminar, Marriott Hotel, Portland, Or.

Los Angeles Hardwood Lumberman's Club - May 13, dinner and election of officers, Velvet Turtle, 530 E. 33rd St., Long Beach, Ca.

Olympic Logging Conference-May 13-14, annual meeting, Empress Hotel, Victoria, British Columbia.

Lumber Merchants Association of Northern California-May 13-15, annual meeting, Hyatt Regency, Maui, Hawaii.

San Joaquin Valley Hoo-Hoo ClubMay 14, annual sports day. Madera Golf & Country Club,Madera,Ca.

Rogue Valley Hoo Hoo-May 14, Grants Pass Open, Grants Pass Country Club, Grants Pass, Or.

National Forest Products Association-May 16-19, spring meeting, L'Enfant Plaza Hotel, Washington, D.C.

Arizona Lumber and Builders Supply Association .I0{aly 20-22 6l st annual convention, Little America Hotel, Flagstaff' Az.

Hoo Hoo-Ettes-May 20-T2, national convention, Red Lion Inn, Sacramento, Ca.

Humboldt Hoo-Hoo Club-May 22, picnic, Prairie Creek State Park, between Orick and Klamath, Ca. on Hwy. l0l.

Western Building Material Association-May 23-25, l8th annual all industry management conference, Red Lion Motor Inn-Riverside, Boise, Id.

North American Wholesale Lumber Association-May 23-26, 90th annual meeting, The Homestead, Hot Springs, Va.

JUNE

Northwest Hardwood AssociationJune 2-4, spring meeting, The Thunderbird, Kelso, Wa.

Northern California Section, Forest Products Research Society -June 3-4, spring meeting, Villa Hotel, San Mateo, Ca.

Willamette Valley Hoo Hoo-June 11' 4lst annual golf tournament, Eugene Country Club, Eugene, Or.

2nd Growth, Lumber Association of Southern CaliforniaJune 11-13, annual seminar, Rancho Bernardo, San Diego, Ca.

American Plywood Association-June 14-15' annual meeting, Thunderbird-Jantzen Beach Hotel, Portland, Or.

Los Angeles and Orange County Hoo-Hoo ClubsJune 17' grading seminar and mill tour, South Bay Forest Products, Orange, Ca.

Humboldt Hoo-Hoo ClubJune 24, Bay Blast aboard the "Madaket," Eureka, Ca.

JULY

National Housewares Manufacturen AssociationJuly 12-15, 77th semi-annual national housewares exposition, McCormick Place/McCormick Place West, Chicago, Il.

Western Red Cedar Lumber Association-Jdy 22-23, annual meeting, Bowman's Resort, Weeme, Or.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it at least six weeks ahead of the date and be sure to include your name, address, and telephone number.

Our quality is great, Our service is good, This is the place You should buy Yourwood...

Lemmie C. Morewood Consulting PhD.

824-5427

Director

HOME GEN]IER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia place tselection (10,000 SKUs ), spends less on San Diego, Ca.92128 advertising in proportion to sales, has a lower margin (?.O0/o-25o/o) and a greater

CCORDINC to recent reports from trade associations and management organizations, home center retailing has come a long way in the past 20 years and is now entering a mature stage,

One industry survey classifies four major home center store formats (consumeroriented, consumer/contractororiented, home improvement speciality and warehouse home center) all having the potential to be highly profitable in the 80s.

The moderately sized (20,0(n sq. ft.) consumer-oriented home center is classified as a full line merchandiser (avg. 25,000 SKUs ) with a margin of about 30%o-350/o , and targets the serious d-i-yer as its primary customer.

The typical consumer/contractor oriented home center is smaller (10,000 sq. ft.) than the consumer-oriented home center, offers a smaller merchandise

dollar volume of sales per store. With a consumer/contractor mix, this format has excellent protection no matter which way the commercial building market goes. And although it has a smaller selection, the low margin makes the consumer/contractor-oriented home center attractive to d-i-yers.

The home improvement speciality store is the smallest of the four major types of home center stores in these surveys. It has the narrowest inventory (2,(n0-5,(m SKUs ), featuring only one or two product categories (Color Tile was illustrated as an example). With a high margin (,1090-5090) this format appeals to the d-i-yer doing a specific project, who feels he might need extra help or advice.

The warehouse home center format features the largest selling area (avg. 60,000 sq. ft.) and the largest dollar volume of sales per store. These outlets

operate on low margins (about 2590) and carry full lines of home improvement merchandise. Their hard-hitting advertising is backed-up with a no-frills environment. Volume is the key to success for this format.

In light of these format comparisons, it is easy to understand why some of the industry leaders are re-evaluating their market strategies and considering significant changes.

Lowe's airn is to increase their appeal to the d-i-y customers. They have been remodeling their stores, buffering the chain against a drop-off in contractor business while the housing market is soft.

The Evans retail group indicates movement in the direction of a nation-wide operation under several different store names. It will continue to open new stores in the states in which it now operates and try to expand into other areas.

W.R. Grace, now one of the nation's largest home center operations, will be focusing on internal control and management development. Rapid growth through recent acquisitions now forces Grace to concentrate on a philosophy of management for its widespread holdings.

Hechinger's with its super store chain was highly successful in the 1970s, is expected to stay with its large inventory format. Their 45,000 SKUs do not include

(Please turn to page 24)

FRANK DAVIS executive vice president

!/ouNc LUMBERMEN of Arizona

I have elected Sherry Gaylor of O'Malley's, Phoenix, as pres. for 1982-83.

Gary Labanow, Ponderosa Lumber, is lst v.p.; Steve Alexopoulos, Chandler Corp., 2nd v.p./treas. and Steve Snavely, Snavely Forest Products, sec. Election was held at a family picnic following a tour ofthe Ponderosa Lumber truss plant in Chandler.

Beth McCormick coordinated the

HOME CENTER

(Continued from page 22)

sporting goods, appliances, toys, automotive or other peripheral merchandise

potluck menu for the picnic at Kiwanis Park in Tempe. Peggy Foster assisted with other details.

Many YLAs will be attending the ALBSA convention in Flagstaff, May 2l-23, where they plan to participate in a tour of the Southwest Forest Industry facility there as well as attend business and educational sessions. Sherry Gaylor is arranging for hospitality.

Other events in the future include looking into having a retreat in the White Mountains at the Sunrise Ski Resort in the early fall. Spouses will be invited to attend. Due to the positive response to the Ft. Apache Timber mill trip, a second mill trip will be scheduled in the near future.

categories carried by some home centers.

Most industry reports conclude with an overall optimistic outlook for the 80 s, but add that competition will increase. Competition among home centers will grow sharper due to lower population

growth, market saturation and an upswing among contractor-oriented home centers who seek to level-off sales and profit fluctuations with the steadying influence of d-i-y business.

Competition from other stor€ types like discount department stores (K-mart has over l,(XX) stores with home improvement departments), and other mass merchandisers (Sears, Penney's, Wards) will also become greater. By their very nature, these stores seek high volume, promotional merchandise. Speciality chains (wallpaper and paint, floorcovering) are also on the rise.

One report concludes, "the success of any specific format or any individual firm will depend on how well the stores are positioned in the consumer and competitive markets and the degree to which companies employ advanced professional management techniques as the home center industry finally comes of age."

I can finish the palace today!

I found all my moldings at Sanford-Lussier!

Rustic Redwood Plywood

There is an increasing popularity and demand for rustic wood siding and paneling. Here is a plywood product with the advantageous combination of genuine natural rustic appearance and the traditional inherent characteristics of redwood: beautv, durabi I ity, d i mensiona I stabi I ity and superior fi n ishabi I ity.

The panels' knot holes in the face veneer are attractive and are only t1u" deep-an advantage over many grades of lumber that allow knot holes clear through the piece.

USES: Palco-Ply Rustic Redwood is an ideal economical siding for both residential and commercial buildings. lt may be applied direct to studs in many houses and some commercial designs, thus serving as both siding and sheathing. Additional exterior uses: soffits, carports, patio dividers, garden structures, etc.

The natural rustic appearance makes this also an attractive interior paneling. lt has redwood's beauty and redwood's excellent thermal insulation.

APPEARANCE SPECIFICATIONS: rhe face veneer is graded to comply with the American Plywood Association's 303-NR (Natural Rustic) specifications which are: knots and knot holes allowed up to 172" diameter; 7a" splits allowed ending in a point and up to four 1/+" x 24" splits. For the natural rustic effect, no patches, woodor synthetic, are allowed.

The handsome saw-textured surface, not just roughed-up, accents the rustic beauty.

PRODUCT ACCEPTANCE: Manufactured to the specifications of U.S. Product Standard PS 1, to the American Plywood Association's "303 Specialty Siding" and stamped with the APA grade trademark. Complies with FHA standards and the gradestamp includes an FHA reference marking. Use is approved by all the major regional building codes and most local codes.

A

product

of

THE PACIFIC LUMBER COMPANY

Right: Rustic Redwood panel with pattern Tt:11 grooves 8" o.c. Has Palcc:'s iactory applied waterrepellent which provide-s su/ta((' prote<tion during transit and consUuction.

Left: Pattern TI:ll-8" with paint ilnl.sh. -Ser' 'Finishing" recommendations on reyersr, side.

FINISHING

EXTERIORS: un exrerior exoosures these rustic panels should not be left unfi nished. For best performance rustic surfaces shou ld always be properly finished. lmproper finishing will let weathering occur.

Here are general recommendations; details are available. The sawtextured surface will hold oualitv finishes up to twice as long as many smooth surfaces.

Paints: Paint systems are the longest lasting finishes. A latex or oil base top coat is to be used, applied over a compatible primer. Primer must be an oil or alkyd-resin base, or a stainresistant latex base.

Paint systems handsomely show the rusticcharacter by somewhat accenting the knot holes. Do not use shake and shinele paints, low lustrealkyd paints, or varn shes.

Stains: Opaque are the best type stains-oil-base in any color, latex base in dark colors.

Semi-transparent stains, oil-base,

will give proper protection if initially applied in two coats and reapplied whenever the finish starts weathering away.

INTERIORS: Most any type of interior finishing may lte used: clear sealers, stains, varnishes for washable finish. As shown in ohotos, an attractive natural looking appearance can be made by mixing compatible stain and clear sealer.

STANDARDSIZES AND PATTERNS:

Sizes: %'l 4' x B', and 4' x 9'

Patterns: T1 :11grooves4" o.c.,8",or4" and l2'l Crooves 3/a" wide, Y+" deep. Kerf-grooved 8"o.c., grooves 1/a" wide, 1/+" deep.

lDAlr0l)

Since 1869

lnterior applir:ation with One coal ol t.tn colored oil-base semi-transparent sta/n. Paftern T1:ll-8'.'

lnterior application with small amount oi redwo<>d oil-base semi-transparenl \tarn nllxed into < lear sealer. Kerf-grctovecl paltern, groove.s

o.r-.

Ont,c'<rat oi ctpaque statn. Pntt('rn T1:ll B. Tw,o coats oll-base st'ml-transparcnt sta,n Keri-grooved patir.'rn, grooves B" o.<.

HARRY MENDENHALL executive vice oresident Lumber Merchants Association of Northern California

1055 Lincoln Ave. San Jose, Ca.95125 (408) 295.4103

i:l:.:l'*iE:ft:Ililill{:1.,::i,:,! ii.i:$llll:Li:i:.ilil:l!:llliitlli:li:ilitl:::l::iiliil:Ltllliiil::il,;

gpg BUSINESS is slow! Expenses tyare high! Belts musr be tighrened and you must work for every sale that is made. It is in times such as these that your trade association plays an important role.

At the present, trade associations are fighting city, county, state and federal law makers in attempts to beat down the continuing uncontrolled government spending. We fight with building officials who have little to approve or inspect so are busy making new codes. We try to get our federal legislators to understand the serious impact recession is having on our industry and encourage them to ease up on regulations and to help in finding ways to finance construction at reasonable interest rates. We do battle with the state over such ridiculous regulations as the Building Energy Performance Standards proposed by the State Energy Commission which will add another $3,000 to the cost of a home.

Your trade association anticipates your needs and attempts to develop programs to meet those needs. In recent months, as an example, employers have dismissed marginal employees. In doing so, employers found that the duties usually done by dismissed employees were not being accomplished since they had not been reassigned. Many dealers have called the association office requesting a job description manual. The association had none but in a matter of a few days a committee was formed to include dealers with operations that cover most industry jobs and a job description manual was produced.

Heavy use is being made of the association correspondence courses. Dealers who want their employees more knowledgeable and productive have enrolled them in these courses. No time away from the store is involved and the association provides a certificate for successful completion.

During times of tight economic controls, the impact of a close knit group in the retail trade can create the impact to stay alive.

Why it is then that as soon as there is a slight downward trend in the economy some dealers immediatelycancel membership in their trade associatiorr? These same dealers are probably the ones that cancel all advertising at a time when effective advertising is most needed. These dealers fail to recognize that association activities usually increase at times such as these and the cost is still there even though associations have also trimmed expenses to the bone. The free riders have the benefit of someone doing the work for them in their industry while they fail to pay rent for the space they occupy in the industry.

There are dealers in serious trouble. All of us can understand their problems and forgive them for dropping membership. These dealers usually have trimmed their own salaries or are living on what little profits they have left. It is the dealers that still have funds to make a couple of trips abroad each year but no funds for association dues that are the serious problem.

We cannot exclude manufacturers and suppliers from our discussion. Several suppliers and manufacturers have dropped membership. Retail dealers are disturbed that when things get a little tough, suppliers jump ship. All levels of the industry must stay together if the industry is to survive.

FAMOWOOD

is the PR(lFESSI0ilAI'S A[[ 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! *e&&w*

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

Available in 16 matching wood colors and white.

CHUCK LINK executive director

EIECENTLY we've had conversa[tions with several of our members who are having accounts receivable probl;ms €rnd looking for a solution. Here are sume basic reminders of some of the thir,gs lear ned ovcr a long period of time:

-Mar.t firms do not have acredit policy. They say they do, but when you look at it, they have a vague policy and often nothing in writing.

-Some have never really told their employees what their credit policy is and yet they expect the employees to follow it.

-Some have a written policy, but they modify it quite often to fit the situation. Over a period of time a policy which was intended to be very strict deteriorates into a very loose and flexible one.

-Some worry more about accounts receivable when the money is not coming in than they do about establishing a

good, tough workable policy in the first place.

-Many have a date on which bills are due, but usually wait far too long after the due date to collect the bill. The longer they wait, the less chance they have of collecting the money and the more the original amount tends to shrink in profit.

-Too many let customer relations enter into their collection efforts. They let old-time customers have more time to get things settled than new customers. Sometimes the new customers get the break. Not so with the big department stores, gasoline firms, etc. They don't care who you are or how long you've been with them. Don't pay and they cut off your credit and come after you.

-Others don't have one employeetwo may be betterwho can make credit judgments. Nobody really has the responsibility.

-You may think you can make your best effort to collect and then turn the debt over to a third party and they can do a good job. You're wrong! You have the

best opportunity to assure the debt is paid before you grant the credit and as soon after the due date as possible that anyone will ever have. It only gets tougher later.

-Some are almost apologetic about trying to collect a debt. Why? It wils your money the customer was using in the first place and he knows up front that he has the obligation to repay the debt in a given period of time, 3G'60-90 days.

-When using an attorney to collect debts, some use the same attorney for all their business needs. Could be dangerous. If your attorney is not one doing a lot of collections, he probably is not doing the best job for you and you are paying for more than you are getting. Most attorneys who collect debts on a "retainer" basis don't do nearly as much for you as those who collect on a "percentage" basis, Ifhe's going to get some of what he goes after, he'll try harder.

-Many firms probably haven't reviewed and revised their credit policy and forms for a long time. Now, with business slack, might be the ideal time to do it. When business finally turns around and is hectic again, ifyou don't have a good policy and are following it at all levels in your firm, you'll make the same mistakes again and accounts receivable will remain high.

PROFITS IN FANS

(Continued liom page 15)

ings, motor reversibility and ease of installation, as well as demonstr4ting styles and accessories. P.O.P. packages are available for display as free standing modules or as part of a standard gondola.

Most manufacturers produce fans in a variety of sizes with numerous options. Blades range from walnut and oak with cane or stencil designs to contemporary plexiglass. Globes are varied in color, design and style. Additional options include swag kits, extension poles and special hangings for cathedral or vaulted ceilings. The Fan Company of America claims that there are over 25,000 custom ceiling fan combinations possible with their components.

A well stocked fan section should include a variety of these options or have them available for order with a reasonably short delivery time.

To aid the customer in selecting the appliance best suited to his needs and interior decoration, a store should have at least one in-house fan expert. This person should be familiar with the terminology of the parts of a fan as well as the specifications of the motors.

A chart with the various parts identified in the language of the fan industry can help both the customer and sales person. Photographs of various styles installed in room settings can assist in designing a custom fan or selecting the style best suited to a customer's home.

Fans installed throughout the store, especially in areas where customers wait, such as near the cash registers, will sell themselves as their movements freshen the air and create cooling breezes.

Since fans are often billed as d-i-y projects, it is advisable that you offer take-home instructions as well having someone on hand to discuss the installation technique with the purchaser. Wiring and other electrical components should be available for add-on sales.

Information from local utility companies based on the cost of operating a fan as opposed to air conditioners and heaters can be used to make up charts showing actual savings for your area. Many fans

Come to A AmCO for-

@, THERMAX

SHEATHING

Help your cuslomer cut energy costs ond conserve energy itself by offering him Celotex Thermox sheofhing. Combined with fibergloss insufofion with conventionol 2 x 4 froming, your cuslomer will hove on energy-efficienf insulofing sysfem for new buildings ond oddifions thqf will moke his product more soleoble ond help increose your profits.

@dg. cEruNGs

Since Celolex ceilings offer f ive vorious methods of instollofion fhey sell lhemselves lo your cuslomer. A reql profit moker for you. Your customer will like rhe choice of pofterns ond remember, lhe noise obsorption quolities of these ceilings ore o big selling poinf , too!

Road Show Scores Hit

Many companies are finding that a new approach to selling, an innovative, aggressive program of getting the attention of the customer, is necessary in these down days.

One firm recording excellent response to a new approach is Fir & Pine Lumber Co., Santa Fe Springs, Ca. Under the direction of president Robert Gaylord, they have organized a traveling road show to visit retail lumber yards and home centers. A 40 ft. flatbed trailer is loaded to the hilt, according to Gaylord, with a representative sampling of everything in their home center program. Some items

are on the truck as full units, others as only small representative samples, but all lumber is indicative of the quality available in the Fir & Pine yard.

With a driver and a salesman aboard, the truck is sent off to a pre-determined list of stops. The salesman is prepared to get the customer out to the truck and discuss any item which may be applicable to the account. Using the new concept of presenting the customer with a "hands on sample," he has a basis for discussion and is usually able to close the sale.

So far the display truck has been sent to various parts of the greater

d,W,BLEMMNS 6W,,mN6,

P.O. BOX 3175 o NAPA, CA 94558 WHOLESALE DISTRIBUTION & REMANUFACTURING OPERATIONS

We specialize in:

o Redwood lumber products and hard-to-get items.

o 48 hour service on truck and trailer loads of custom milling.

lf we don't stock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast.

For your inquiries call: RICK ROSA . DAVE SNODGRASS LOWELL WALL . STEVE HAGEN

"THE LUMBER NUMBER" is 707-252-6142

"THE PLACE" 5747 Hwy. 29, Napa, Ca.94558

Los Angeles metro area, The response, Gaylord says, has been excellent.

People who are normally too busy to get away from their desks have been able to examine new products and concepts on their home ground. Direct quality comparisons have been made on the spot and the customer has been assured that the lumber he sees is what he will receive.

Fir & Pine under the direction of Gaylord has made a long term commitment to the retail lumber,/home center supply market. The traveling road show is just one direction that the company is taking in order to insure that they receive their share of a very tough market. They also are producing a bi-weekly inhouse advertising flyer and market report, increasing the advertising budget and adapting to a new mode of business that more closely fits the demand of the market place.

Combining a quality program and unique approach, Fir & Pine is making sure that they have talented people to direct them into the new

(Please turn to page -56)

NAWLA Award to Hugh P. Brady

Hugh Picken Brady, Seattle, Wa., has been named the recipient of the 1982 John J. Mulrooney Award by the North American Wholesale Lumber Association. His selection acknowledges a career of nearly seven decades in wholesale lumber distribution. Brady, who celebrated his 9lst birthday in February, was actively involved in wholesaling until very recently. The firm he founded in 1933 continues under the direction of Casey Knowles.

The prestigious award was established in 1980 in memory of the long-time executive vice president of NAWLA, symbolizing his life-long dedication to the highest standards in the buying and selling of forest products.

Because of Brady's illness, a delegation headed by Paul N. McCracken, Portland, Or., visited his home. Also present were Knowles, H.M. "Pete" Niebling, NAWLA executive v.p., and J. Ward Allen. Two weeks later, on April 13, Brady died.

Brady's roots in the lumber business go back to 1913, with his first job in the Quebec forests. Joining the A.C. Dutton Co., Poughkeepsie, N.Y., in 1915, he took part in the sale of the first shipment of Northwest lumber to pass through the newly-opened Panama Canal. ln 1922 he left the east, became manager of Colby Lumber Co. and later a partner in Brady & Ketcham Lumber Inc., Seattle, before founding Brady International Lumber, Inc. His company soon emerged as a leading merchant of Sitka spruce, Alaskan yellow cedar and other lessknown specialty species.

His ties to Alaska extended back to his father's arrival at Sitka in 1878 to serve with the Presbyterian Home Board. Brady was born in 1891 and his father was appointed 5th District Governor of Alaska by President McKinley in 1897. In 1906 the family moved to Massachusetts where Brady attended Phillips Academy and later Yale.

He had been active in recruitment for Yale University in the Northwest, set up the Alaska Yale Club, served on the executive committee of the Yale Alumni Board and headed the School of Forestry's Alumni association. He received the Yale Medal in 1952. A scholarship in his name assists undergraduates from Washington and Alaska. He also received manv other civic and industry honors.

NAWLA's Mulrooney Award delegation poses with Mr. Brady following presentation of the eagle. Left to right, foreground, are Pete Niebling, Ward Allen and Hugh Brady. Behind them are Paul McCracken and Casey Knowles.

IttlPR0YE StllPPltrc PR0rEcrnil',

Hardware Sales Increase Proiected

Hardware stores, home centers and other retail hardware outlets are expected to increase purchases from distributors by l09o this year, according to a special yearend business conditions and projections survey conducted by the National Wholesale Hardware Association, Philadelphia, Pa.

The predicted rise in purchases is consistent from one region of the country to another. High interest rates, slower receivables, gross margin and depressed housing margin are listed as major challenges.

wittr GBIFF0LYN@ neusABLE Ptastic Covers.

Lightu,eight and flexible for easy handling

Reusable for longer life

Rip-proof and waterproof for greater protection

Low cost for safe economical storage

Available in white to reduce condensation

"GRIFFOLYN is artailable in a uariety of weights, sizes and types to fit euery

Phone or write today fo, your free brochure and samples: (In Texas or Canada call collect: (713 ) 943-0070).

Call T0Lt FREE 800-231-6074

IMEE SAMP[E$

In Texas & Canada Call Collect 713/943-0070

Griffolyn@ 0iv.

Reef Industries, Inc.

P. O, Box 33248, Houston, Texas 77033

Candid Camera Doesn't Cut Crime

Trying to nab thieves using television monitors and mirrors has been determined by retailing chains as the least effective way of shoplifting prevention. Electronic tags and observation booths are said to be the most effective in collaring the five-finger discounters.

ALL-W000 cotlage-like atmosphere of the Evergreen office center, Pasadena, Ca., is emphasized with the use of shingles for the roof and siding. Koppers Co., Inc. pressure treated them with NCX fire retardant formulation for resistance to fire hazards. Garden greenery combines with staggered structural planes and protective overhead walkway to extend the warm inviting leeling of the wood.

For the only labor relations organization in the Greater Bay Area specializing in the wood products industry:lumber yards, mills, cabinet manufacturers, pre-hung door shops, plastic producers, cultured marble manufacturers, building material outlets ..

AilI3Y:,ti::ffi r5;T.ti,tT; have been slowduring recent months, no slow down was evident at the annual convention ofthe International Hardwood Products Association at Rancho Mirage, Ca., in March. Almost all of the major importers were there seeking new products and new sources of supply.

This 26th convention of the IHPA was the first at which importing countries were invited to have exhibits. New Zealand, Australia, the Republic of China, Indonesia and South Korea took the opportunity to display fancy hardwood plywoods, mouldings, spindles and cut parts manufactured from a variety of hardwoods and softwoods. Medium and high density particleboards and thin particleboard from overseas were also introduced.

The foreign exhibitors, who manned their display booths throughout the four-day meeting, left with hopes that many of their products would soon find acceptance in the U.S. market. The exhibition proved so successful that several exporting countries have already promised to exhibit again next year.

lmporters annual convention

Including the countries that had exhibits, more than a dozen exporting countries were represented at the convention. The exhibitors were honored and awardedteak plaques at a recognition luncheon held at the Ranchos Las Palmas Resort Hotel and Convention Center.

Throughout the convention, in the meeting rooms adjoining the exhibition hall, members of the IHPA participated in a varied agenda of board meetings, general sessions, deminars, luncheons, receptions and sports tournaments.

At the annual meeting on the opening day, the IHPA officiallychanged its name from the Imported Hardwood Products Association to the International Hardwood Products Association. The name change reflects the fact that many of the IHPA members engage in exporting of

forest products as well as importing.

Sam M. Nickey III, retiring president of the IHPA, presided over the election and appointment of new officers. J.D. Prince of New Orleans, La., was elected president. Jack Millikan, Industry, Ca., first v.p. and Roy H. Benton, Mobile, Al., treasurer. James R. Summerlin,

(Continued on next page)

Story at a Glance

Foreign exhibitors . . . name change.. election of officers . informative sessions . . plywood prefinishing plant tour.

We kno'w lurnber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a dog house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in _ any quantity you need. If we don't have it, we can make it. Just ask. A In Redwood, Union Forest Products has MS and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A AIso please inq[uire on clear Douglas Fir and Hard'r,voods.

G00D CHEER abounded as Shasta-Cascade Hoo-Hoo Club members gathered in Redding, Ca., to honor Dan Brown, Snark ol the Universe, and Kevin Kelly of Sydney, Australia. (1) Earl Moore, treas., Don Frank, v.p.; Claude Scott, sec.; Owen McKanney, pres. (2) Glen Dietz, Al Kerper. (3) Bruce Main, Don Porter. (4) David Jones, Kelly Brown. (5)Wayne Murphy, Lanny0wens. (6) Bob Bretz. (7) Mark Rix, Greg Passmore. (8) Bud Frank. (9) John Crane. (10) George Rogers, Don Cherovsky. (11) Ron Dewitt, Carl Dryphout. (12) Bob Reagan. Five men, Dan Butler, Joe Hatrup, Greg Keller, Tom Bonner and Rix, were welcomed into membership.

IMPORTERS CONVENTION

(Continued from previous page)

Palos Verdes, Ca., and John Andl, New York City were appointed to the board of directors.

The IHPA also elected five regional vice presidents: Robert E. Less, Tacoma, Wa.; James R. Summerlin; C.W. Robinson, New Orleans, La., and Russell Stadelman II, Memphis, Tn.

O. Keister Evans, executive vice president, presented his annual report at the opening general sessions. Gerald E. Gilbert, general counsel of the IHPA, gave an update on bills currently before the Congress that would effect U.S. trade policies. Gage McKinney, author of a lumber history, from Seal Beach, Ca., spoke about the life of Robert Dollar, a pioneer hardwood importer.

In his lively address McKinney re-

counted how Dollar had overcome a childhood of sorrow and poverty to become one of the giants of world commerce and industry. While holding fast to the strict tenets of his Scottish upbringing, Dollar struggled his way to manhood in a northwoods logging camp. At the peak of his career Dollar owned sawmills on the Pacific Coast and lumberyards in China. He organized the Dollar Steamship Line and inaugurated the first around-the-world freight and passenger service.

Although Dollar was best known as a lumber exporter, he was also a pioneer hardwood importer. In 1906 he became the first lumberman to offer Japanese oak logs and lumber for sale in the U.S. After l9l0 he was largely responsible for the development of the Philippine mahogany trade in the U.S.

Other speakers at the convention included Walter Benning of the

Manufactured Housing Institute who spoke on "Manufactured Housing-the past, the future, and

today."He noted that although housing starts across the country had (Continued from page 5 I )

PERSONALS

Glenn C. McNeil has been promoted to v.p. at Nugget lndustries, Rogue River, Or.

Ken Vise is now with Sunrise Forest Products, San Clemente, Ca.

Sterling Wolf e, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, Loraine, are back from a respite in Hawaii.

John C. Hart, treasurer and controller since 1973 at Louisiana-Pacific, Portland, Or., has been elected v.p., finance, and to the board according to Harry A. Merlo, chairman and pres., replacing Donald R. Kayser who has resigned to join The Bendix Co. although he will remain on the board of directors.

Frank Gilchrist, pres. of Gilchrist Timber Co., Gilchrist, Or., is recovering from injuries received in a collision during a snowstorm near LaPine, Or. Messages can be sent to St. Charles Medical Center, 2500 N.E. Neff Rd., Bend, Or., 97001.

Steven Plummer is now at Chandler Corp., Boise, Id., as a sales rep for wood products.

John Resing has been elected chairman of the board of directors of Dant & Russell, Inc., Portland, Or.

Loren E. Bullock is the new mgr. of Anderson Lumber Co.'s store in Salt Lake City, Ut.

Llli Heimerdinger is the new gen. mgr. of Lignomat USA, Ltd., Portland, Or.

Steve Johnson, son of Dick Johnson, sales mgr. at Michigan-California Lumber Co., Camino, Ca., has been named Officer of the Year by the Stockton (Ca.) police dept.

Pat Patory is new to the industrial dept. at Fullmer Lumber Co., Tigard, Or., according to Judy Sinton, office mgr.

Jim Bridges, son of Doy Bridges, personnel mgr. at Michigan-California Lumber So., Camino, Ca., is directing his first motion picture musical.

Sam Fineman, pres. of Bel-Air Door Co., Alhambra, Ca., and a longtime director of the NSDJA is back from an association meeting in Las Vegas, Nv.

Don Kelleher, Kelleher Lumber Sales, is back at San Rafael, Ca., Hq. after a Hawaiian vacation.

Mike Parli has joined Precision Redwood Manufacturing Co., Cloverdale, Ca.

Mike O'Malley, Mallco Lumber & Building Materials, Phoenix, Az., and his wife, Teri, vacationed last month in So. Ca.

"lYoody" Fritz has joined Burns Lumber Co. as a sales rep in their National City, Ca., branch office. He recently retired from American forest Products after 30 years in the business beginning with the old American Products Inc., San Diego, Ca.

Dsve Rolfe has been promoted to senior sales rep for Simpson panel products in Seattle, Wa.

Bob Reid, Reid & Wright, Inc., Arcata, Ca., has been in Co. where brother Richard Reid heads up their Rocky Mountain office.

Henry Berry has joined Search Northwest Forest Industries Group as a recruiter based in Santa Rosa, Ca.

Dean Matthews, Simpson Timber Co., Seattle, Wa., has been in So. Ca. and Az. on a business swing.

Mark Nizic is new to sales at Continental Forest Products, Inc., Lake Oswego, Or., according to Dan Bohrer, mgr., import/export division.

Jerry Hancock has been named gen. mgr. of the Phoenix, Az., division of Chandler Corp., Boise, Id.; Bob Rosendahl is now plant mgr. there; David Jones has returned to the Wood Products Group as a sales rep; Loran Polete has been promoted to plant mgr. at the Woodland operation; Bob Spagnolo is a new sales rep there.

Steve Schmitt is new in sales at Stimson Lumber Co., Forest Grove, Or., reports John Dimeling, sales mgr.

Steve Garrlson, Mallco Lumber & Building Materials, Phoenix, Az., and his wife are parents of a baby girl born April 5. Samantha Emily weighed in at 8 lbs. even.

John Mayginnes, All Heart Lumber Co., Ukiah, Ca., and his wife, Barbara. are back from India.

Henry K. "Hank" Ricklefs has been named marketing mgr. of the Columbia Door Div., Simpson Timber Co., Vancouver, Wa.

Bill Hayes, Delson Lumber Co., Olympia, Wa., and his bride, Patricia, honeymooned in Hawaii following their Mar. 27, marriage.

Bruce Brogden, treas., Rolando Lumber Co., Inc., San Leandro, Ca., and his wife, Jeanne, are new parents ofa son, Craig; Dave Trybom, salesman, and his wife, Joyce, a son Brian; Jeff Howard, trader, and his wife, Janet, a son, Christopher, causing Helen D. Osborne, office mgr., to comment "good news comes in 3s at Rolando. "

Dennis Hembd has been named v.p. of manufacturing and Joann Clements, purchasing mgr. at Standard Structures, Inc., Santa Rosa, Ca., according to Richard C. Caletti, pres.

"Bob" Roberts. Western Wood Products Association, is back at Portland, Or., hq., after a trip to New Orleans on association business.

Mike Maehara has joined the international div. of Boise Cascade, Portland, Or., as export lumber mgr., according to Max J. Buxton, div. mgr.

Kingston McKee, Forest Lumber Co., San Marino, Ca., is back after a Portland, Or., trip.

Chris Lynch has joined the sales staff of Reid & Wright, Inc., Boulder, Co. James L. Capponi has joined the Palmer G. Lewis Co., Auburn, Wa., as corporate product mgr. of wire and steel products, according to Richard E. Lundgren, pres.

Janet P. Cunningham is now a sales rep. for J.H. Baxter & Co., San Mateo, Ca., in No. Ca., Co. and Nv. Erich A. Helfert has been appointed staff v.p., corporate planning, for Crown Zellerbach, San Francisco.

Craig Larsen has been named liaison between the Western Wood Products Association and the structural truss industry in the West, according to H.A. Roberts, WWPA exec. v.p.

Larry Knudson, pres., Lumbermen's of Washington, is heading up the new div. formed by Lanoga Corp., Seattle, Wa., when they acquired the home center units.

Laura Cornett has been working at Andersonia Forest Product's Huntington Beach, Ca., office reports Ed Evans.

Buck Melton, former Angels/Ca. pres., is now working for W.R. Grace corporate, New York, N.Y.

Dwight Curran, DMK-Pacific, Fremont, Ca., is back at it after a vacation.

Tom Conway has joined Hampton Lumber Sales Co., Portland, Or., as a trader, according to Gordon J. King.

Rob Huetter is a new sales rep for Dataline in So. Ca. He had been with American Forest Products. Dean Tyree is also new in sales, based in Bakersfield. Ca.

Carl Hakenson has been promoted to v.p. of forestry and government affairs at Duke City Lumber Co., Albuquerque, N,M., replacing retiring Yale Weinstein, according to Frank C. See, v.p.-marketing.

Allan Bakerhas been added to thetrading staff at Suncrest Forest Industries, Medford, Or.

Dinny Waters, Dataline Corp., Sausalito, Ca., has been on a Bakersfield/So. Ca. sales swing.

D. Omer Buttars is retiring from Anderson Lumber Co., Ogden, Ut. after 40 years.

Dave Perez has been named co-mgr. of the 84 Lumber store in Ventura.Ca.

(Please turn to page 64)

NEMfl PRODUGTS

and selected sales aids

Washington'sTree

Cherry finished Mount Vernon styled cabinets are being marketed by Connor Forest Industries. The hardwood cabinets feature white hardware. Frames are assembled with mortise and tenon joints, glued and pinned.

A Shady Deal

Phiferglass SunScreen exterior shading for windows and doors replaces regular insect screening and is said to block up to 7090 of the sun's heat and glare before it reaches the glass.

Woven from fiberglass, it reportedly requires no maintenance. The open mesh allows ventilation, outward visibility and protection from fading.

Not a paste on or film product, the shade can be removed and stored in winter.

It may be installed in a regular four sided insect screening frame or with tension mounts for fixed windows.

Caulk lt Up

A water resistant caulk, dispensed from an aerosol can without the aid of a caulking gun, from Insta-Foam Products, Inc., is called Caulking Stuff.

The siliconized, acrylic caulk in an ll oz. cancarries a20-year warranty. The company claims it will not shrink, crack or peel.

Great Stuff, another product, is a multi-purpose urethane foam sealant and insulator that expands and solidifies to fill cracks, holes and voids in and around the house.

Accessory After The Bath

A line of bath accessories incorporating a snaplock mounting system which eliminates the need for set screws is from Tubular Specialties Manufacturing Inc. The accessories reportedly require two stainless steel screws and are ideal for residential bathrooms.

They come in four different handrubbed finishes and meet safety guidelines and requirements.

Door Prize

Grosfillex, Inc. has the C-100 Taiga as an addition to its Add-APanel folding doors. Constructed of strong, heavy-duty pvc, the new door is available in a wood-grained pecan finish.

The double-wall construction blocks drafts and holds heat in. It features sliding panels which can be

added or subtracted to accommodate almost anydoorway (a doubledoor is suggested for widths greater than 78 in.).

They are available in 6'8" and 8'

heights and reportedly can be trimmed for custom fitting shorter doorways. The door comes with hardware and instructions.

Open Sesame

Stanley Automatic Openers reportedly have made d-i-y installation of all new models easier and faster. U-install garage door openers feature digital radio controls which allow homeowners to select their own code for opening and closing.

The newly designed control adjustments are external and permit changes in code and setting for the door without removal of the cover.

The openers come with a step-bystep instruction manual and will open garage doors up to 18'long by 7Vz' high made of wood, steel or fiberglass.

D-l-Y Reflections

For more information on New Products write The Merchont Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanks!

Kerosene Heaters

Radiant King has U.L.-listed kerosene heaters designed to heat areas from 275 to 1,000 sq. ft. The dimension 2000 vented heater is designed to be 8090 more efficient than wood or coal stoves, according to the company.

Chime Time

Crafted in genuine mahogany, stained in a light walnut, and programmed with either 4 or 8 notes for the frontdoor, Nutone Housing Group, Scovill Inc., has a new three tube chime. It is 16" xl0" x4tA" and the transformer is included.

Free ElectricalTester

All-purpose electrical testers will accompany Sinkmaster garbage disposers as Anaheim Manufacturing's first promotion of the year.

The testers will be packed inside each Model 700 and-800 disposer shipped this spring. They are designed to test electrical circuits, lamps, radios, televisions, cords and plugs, appliances, fuses, spark plugs and polarity from AC to DC.

The portable heaters are smokeless and odorless and can produce from 8,000 BTU s to 20,000 BTU s with continuous heating times of 13 to 22 hours.

Thewick-fed, unpressurized heaters are equipped with safety features and a hot plate for cooking in the event of a power failure.

Carpet European-Style

Armstrong's Elegant Expressions cut-pile carpet is reminiscent of European-styled velvet carpets and was chosen to refurbish the 50-year old Majestic Theatre in San Antonio, Tx.

Using the Antron II continuous filament soil-hiding nylon, the carpet is embossed with Armstrong's Sculptron process which reportedly adds extra dimension to the design and withstands severe traffic conditions.

A do-it-yourself modular mirrored wall-system has been developed by the Monarch Mirror Door Co.

The three-step installation procedure reportedly requires no mirror cutting and takes approximately I hour to complete.

Each packaged unit includes a 32" x 96" oak veneer panel with a 30" x 72" mirror attached, two 8" x 96" oak strips, nails, screws and oak plugs.

Two for the Roof

Mastiguard and Alumiguard are new water-based asphalt emulsion roofing products from Bituminous Materials.

They reportedly will not flow in high temperatures, and will not become brittle in the cold with alligatoring significantly reduced. The water-based emulsions require no on-sight heating and are nonflammable, nonpolluting, and nontoxic. They can be applied on dry or damp

surfaces witha brush, pump or spray.

Mastiguard can be used as an interply adhesive as well as a glaze coat on entire roofing projects, metal, wood, and concrete surfaces. Alumiguard reflects up to 8090 of the sun's damaging radiant energy protecting underlying roof layers, providing a metallic barrier between moisture and the roof. It gives special protection to metal roofs.

< Air Power

Thomas Industries Inc. has a new T-30 Air-Pac compressor equipped to power most nailers, staplers and other job-site pneumatic tools.

The compressor, with 4.5 gallon air tank, weighs 5l lbs., delivers up to 1.8 cfm at 100 psi and a maximum pressure to 125 psi. and provides operators with one staple per second performance.

View from the Terrace

Marvin Windows has introduced a new swinging patio door with a Lexan sill.

It features a lockset wl1h 2Y4" back set in an extra wide stile for an improved security system which is said to make the door virtually impossible to open from the outside without a key.

Energy saving features, in addition to the Lexan sill, include foam-filled weatherstripping along the header and jambs and a /e" thick insulated glass with a sealed air space, or, for greater insulation, Tripane glazing consisting of three panes ofglass and two dead air spaces.

Terrace Doors are built of non finger-jointed Ponderosa pine, with four commercial grade hinges on extra wide stiles. They come in a variety of sizes, including 5'and6'retro sizes and 8' heights. True divided lites, solar bronze or solar gray glass are available.

Desk Fans

Six and nine inch oscillating desk fans made by JAB Industries, Inc. are lightweight, compact and come assembled in a one color display box. Available in white or beige, they come with chrome or brass plated blades.

Mernbers of the "Fa iry'

13 specialty products that we're proud to distribute through all 3 PGL Divisions .. . offering good profit . . consumer acceptance and promotional help.

If there are products you would like to become better "acquainted" withplease give us a call.

Plasterin a Roll

Flexi-Wall Systems, interior finishes for all types of problem wall surfaces, especially masonry, has developed an anti-graffiti protective coating for its wallcovering.

This finish also makes the wallcovering extremely scrubbable. The flexible wallcovering is impregnated with gypsum and has passed tests for fire and toxicity.

Jamb-oree

The Adjusta-Fit concept from Benchmark provides a single prehangable steel jamb that combines with closure units of various sizes to cover walls from 4 l/8" to7" thick.

The two-piece door/jamb reportedly can reduce inventory costs and storage space for distributors. The doors are said to be quickly installed and adaptable to various walls.

After the pre-hung door/jamb is shimmed and installed from the interior, the proper-size closure unit is placed onto the jamb edge from the exterior with Vz" adjusting depth.

Old Grontrh

Two-ToneTile

GMT/Go-Met Tile Associates, Inc. has two new vinyl tiles, one in a Delft pattern and the other in a complimentary brick. Both tiles are available in two colorations. Delft blue and Delft terracotta can be matched with brick terracotta and brick white.

The tile can be used as an accent in kitchens and bathrooms as backsplash and baseboard features. The brick tiles come in two sizes, 9" x 9" or 3" x 9". Delft tiles are available only in 6" x 6"

Fir Green, Rough

Easy on the Eyes

New, bolder graphics that make it easier for d-i-yers to select the proper size polythene sheeting for their needs have been announced bv the Poly-Tech Division of U.S. Industries.

The redesigned packaging highlights the Film-Gard/ Handyman name and includes the length and width of the products in feet, yards and total square footage. Mil weight

For more information on New Products write 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 faster! Manv thanksl

of the film which is available in clear and black also is on all packages.

A revised floor rack available for retailers permits stocking while making the displays available to encourage customers to buy.

Formaldehyde And Seek

Mortell Co. has a formaldehyde vapor barrier coating, Hyde-Chek, for wood products made with Urea Formaldehyde glue. It is recommended for sealing unfinished sides of particle board, flooring, cabinets, wall paneling, and both sides of plywood.

It can be applied with a paint roller or a direct roller coating machine.

TailoredandTextured

Fabric-backed vinyls from the new Interweaves collection by Style-Tex are tough, scrubbable, and strippable for long wear and easy care, as well as design and color-coordinated for easy pattern mixing and matchlng.

The three patterns illustrated are Highlands, a masculine plaid; Clanstripe, a tailored stripe; and Tweed, a classic texture in 15 versatile fashion colors.

There are 148 designs in this collection which emphasizes luxurious textures. The designs are packaged in triple rolls containing approximately 108 sq. ft. in 54" widths for a minimum of seams and speedier installations.

"This is our 19th year of serving you . and we look forward to many, many more."

HideTheTrash

The EPS Glide-A-Bin is an out-ofsight waste basket for mounting within kitchen and bath cabinets. It

when the carrier is closed.

The receptable is l0 5/8" x19" x 19" and reportedly is easy to mount to a cabinet top rail and a rear wall and has a procedure for clearing pipes under sinks when necessary.

A Put Up Job

A new low priced line of ready-toassemble cabinets has been introduced for the d-i-y market by Long-Bell Cabinets, Inc.

The SpaceCraft line features unfinished birch veneer doors and drawer fronts ready for staining or painting. Parts are pre-bored to screw together. A woodgrain print finishes the interiors. The standard wall and base cabinet sizes, plus special units, are packaged flat for protection, easy handling and storage.

Floor Leveling Compound

Floorstone underlayment products from Tamms Industries Co. for floor leveling and patching problems can be used over virtually any solid sub-flooring.

will support 50 lbs. contained lid which and has a selfcovers the bin

A full merchandising package of in-store display, literature and co-op materials is available.

When properly used, there is said to be no shrinking, expanding, buckling or cracking. N.I.F. Floorstone, Floorstone Supreme, Las-Tex Supreme, and FCP Liquid Bond work together indoors and out.

Low Maintenance Window

Louisiana-Pacific Corp. has introduced the Excel Clad casement window.

Ideal for new construction or

replacement, it has an aluminum clad frame and sill with a vinyl clad sash for low maintenance. Inside, select western pine provides beauty plus natural insulation with 3/4" insulating glass used.

Weatherstripping, bronze-tone roto operators, wood parts toxictreated against insect damage and decay, and mitered frame corners sealed and double-screwed are standard features. Natural wood grills and triple glazing are available.

The windows come in a wide range of sizes including singles for field rnulling or factory mulled multiple units, bays, bows and picture windows.

Let's Wind lt Up

A cord winder design to carry 100' of heavy duty electrical cord without kinking and tangling is being marketed by its inventor, Leo Russell.

Reportedly, it is ideal for home use because it protects power tool cords and is highly durable and easily stored. With integral handgrip and Y-ends, the winder permits easy winding and unwinding, according to Russell.

Make lt Easier

Norfield Manufacturing Co. has a new Magnum door and jamb machine which offers a combination of high production and versatility for the pre-hung door manufacturer.

It incorporates automatic faceplate routing, dust collection system and pneumatic jamb clamping while reportedly reducing electrical consumption and increasing the horsepower capability of the drill motors.

Surprise Packages

Deniston Co. offers many of its nails in one and five lb. packages. Said to be ideal for smaller fastening jobs, the cartons are manufactured of thick cardboard to withstand job site abuse.

FlatTopis Back

Ground flush with the top of the blade, the striking face of the new Vaughan & Bushnell Mfg. Co. Pro-

Rocker wallboard hammer allows the user to strike nails close to corners without marring adjacent surfaces.

The head of the hammer is angled to the handle for extra hand clearance and the striking face is milled to produce a roughened surface on wallboard for better top-coat bond.

Sales Demonstration

A demonstration explaining the structure and logic ofglued subflooring is available to retailers from the manufacturers of PL 400 construction adhesive, Contech Brands.

It demonstrates another way to hold plywood subflooring to floor joists besides nails.

A French Feeling

The Chantilly, a door that reflects the patterns of l8th Century French lace, is new to the Simpson Timber Co. International line.

Three glass panels, pccented with wood, allow light to enter while still maintaining privacy. The door comes with innerbond panels, warranted against splitting through in any climate, and is constructed of vertical grain, kiln-dried Douglas fir or western hemlock in a selected grade only.

Latest Frame Up

The St. Regis Paper Co. is introducing a new building joist, the Strijoist, which can be used in floor and roof framing in residential and commercial construction.

The new product is the result of four years of research and development and the company contends it will help builders with costs because of less labor needed. Reportedly the joist received a research recommendation by the International Conference of Building Officials.

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

From the Forest to the Fence

P.O. Box 248

Arcata, Ca. 95521

(707) 822-1779

Russ & Bob Britt

l.L Traynor St., P.O. Box 4696 Hayward, Ca. 94540 (41s) s82-7622

Wood Finishing Assortment

For a limited time, Minwax Co. is offering a free pre-pack display for Helmsman Spar Urethane plus a free four-piece storm suit by Uniroyal (suggested retail $12.99) to all dealers who order the pre-pack assortment.

The assortment consists of 16 qts. (8 high gloss, 8 semi-gloss) and 16 pints (8 high gloss, 8 semi-gloss). Cost is about $150.

The unit can be used as a freestanding floor display, on a counter top, or slid into a shelf.

Specializing in the wholesale distribution of industrial lumber & wood products.

Douglas fir, pine, green & dry hemlock, white f ir TED POIIARD _ DALT BACON

4662 Katella Ave., P.O. Box 105, Los Alamitos. Ca.90720

(213) 59+8948

IMPORTERS CONVENTION

(Continued from page 37)

declined in 1981, the production of manufactured (mobile) homes had increased by 1090. Benning predicted that manufactured housing will supply an increasingly large share of the demand for housing during the next two decades.

Alan Nevin, executive v.p. of Sanford, Goodkin and Associates, San Diego, Ca., spoke on economic prospects for the forest products and housing industries in the upcoming years. He predicted a gradual economic recovery in 1982 and painted a bright picture for 1983 and beyond.

Using figures from the Reagan administration, Nevin noted that when the nation's unemployment rate declines by l9o, $25 billion are added to the federal government's revenues. Thus, he pointed out, a 4o/o decline in unemployment would erase the high federal deficits that are currently being projected. Nevin predicted that once interest rates decline the U.S. will enjoy a new period of prosperity.

Another general session featured a panel discussion on housing starts, interest rates, and international trade; Peter Hewitt was chairman. Participants were Dan Tran, First Interstate Bank of California; Robert Weed, Robert Weed Plywood Corp. ; Tom Holt, Holt Hauling and Warehousing Systems; Gary Smith, Castelazo and Associates; Claus Burwik, Sanko Kisen (USA) Corp.; Alex Tyrpak, Port of Vancouver, Wa.

Participants agreed that the U.S. has seen the bottom of the current recession, and that interest rates should decline to as low as l4go by thefourth quarter of this year. Although imports of lumber and plywood declined sharplyin 1981, all branches of the forest products industry have not suffered equally. Mass merchandisers and the manufactured home producers have suffered the least, the panelists said. Holt won the applause of the audience by saying, "hard work is the solution for hard times."

Members also attended sessions devoted to their particular segment of the imported hardwood industry. More than 400 attended the convention.Next year's session is scheduled for Maui, Hawaii, in March.

TIME

the

at the International Hardwood Products Association meelin0. (lelt to rlght, flrst row) Jack Mittikan, Lan-6 Stanton Vance Lumber Co.; Pat Bennett, Trans-Pacific Wood; J.D. Prince. plvwood Panels, Inc.; Sam Nickey, Nickey Brothers, Inc.; Joe Dolney, National Plywood; Peter Hewitt, Ply"Gem Industries; John Andl, Mitsubishi lnternational Corp. (second row) Charlie Robinson, Robinson Lumber Co.l Holden Clarke, Clarke Veneers & Plvwoodi Claus Bunrvik, Sanko Kisen U.S.A.'Corp.j

Charles "Chuck" Dean, Dean Hardwoods, Inc.; Jim Hunnicutt, Duratex North America. Inc.; Russell Stadelman, ll, Russell Stadelman & Co. (thlrd row) Roman Wvdra. Georgia-Pacific Coip.; Roberi E. "Bob"-Lee, Cariboo-Pacilic Corp.; Gary Smith, Castelazo & Associates; Keister Evans, IHPA executive v.p.; Robet Weed, Robert Weed Plywood Corp.; Harry Buckley, C. ltoh & Co. (America) Inc.; Gerald E. Gitbert, tHpA general counsel, Hogan & Hartson; Jim Summerlin, Sumwood, Inc.

in Southern California.

Just tell us hgw_ maqy units you need of our top quality plywood sheathing. rU7e'll have it ready and waiting for your prompt pick-up at Berth 190 in wllmlngton.

Willamette keeps a huge supply of sheathing products right here in Southem Califomia so you won't have to. If you're a wholesaler or distributor in the Los Angeles area, and need a few units for a fill-in-or an entire truck,load-sive us a call for a quote. Or an order. It's like havine a sheathins mill right in your own backyard!Phone us ioday at 503-926.?? 71.

Willamette Industries, Inc. Lumber and Plvwood Sales Division ' Albany, Oregon 97321

oUT for

camera

DEAIER discussions (1) were part ol two presentations made by Builder Marts of America during recent sessions with dealers in Los Angeles (these photos) and a similar session in San Francisco, Ca. BMA is an aogressive Greenville, S.C. firm that seeksi grealer western market presence. lt now serves more lhan 1 000 independent retailers, with 1200 locations, with a wide ranoe of management systems and services as w6ll as centralized purchasino. (2) Studvino lhe literature. (3) BMA's-Buil'Stonei, [annv !4oore (4) Russ Fritchey, Biil Lee. (b) Mitel Davidson, Jim Curran l[, Biil Steete. iet natA Jim Anawalt. (7) BMA's Roger Turnouist. Pamela Champion, Kenneth Turnouist. (B) BMA's C.D. Snyder, Roy Burke. (Sl natbh Alhey, Bill Patterson. (10) Wiiliam D. Ruoo. Tom Hockycko, BMA. (11)At Newkirk, Jdh-n Mullin.

BILLION $ MARKET

(Continued from page 8)

place to answer questions and conduct informal training sessions. Both your staff and your customers will learn from him.

Emphasize to your new people that helping the customer takes more than pointing him in the direction of the merchandise and taking his money. Advice, information, helpful instruction along with patient courtesy and concern can give a neophyte or experienced d-i-yer confidence. Remember, a confident customer is a customer willing to spend money becausehe knows his project will succeed.

PROFITS IN FANS

(Continued from page 29)

reportedly use less energy than a 100-watt lightbulb. According to figures from one utility company in the Sunbelt, a large ceiling fan can operate eight hours for 50, a fact sure to impress customers if it applies in your community.

Utilizing the industry push to build market demand, a retailer with some effort should be able to capture a generous percentage of the projected sales dollars.

It Pays to Prosecute

Records show that 5690 of the employees and customers apprehended for shoplifting are prosecuted, with convictions at 9090. False arrest suits were filed byonly 0.1690 of 280,000 persons apprehended, according to records.

AIDVAn Aduertising System

THE

MOST

SUCCESSFUL HOME CENTER'BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

36 Different Promotional Themes

o 36 Feature ltems

o 36 Sub-Features

. 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

$lsOlf,i

*and you get 2 sels of all att work!

GUARANTEED! lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

r

r,i\r/' If , iRA,l.]Ci DOCitS AND SIDELIGHTS r-f----_

Entries: a new door to profits

r rOME IMPROVEMENT these TIdavs tends to become a "what can I getihe most out of for the least" proposition. If a customer presents this kind of problem, you will be wise to suggest that he consider updating the entrance to his home.

For the homeowner it can be a dramatic improvement, often one which stretches space by adding an entry andlor additional storage areas. For you, it can be an opportunity to sell a variety of products.

For example, the garden entry sketches shown here enable a

Story at a Glance

Entry updates olfer dramatic possibilities .. . new front improves view, security, energy efficiency profit potential lor dealer.

homeowner to screen out street and neighborhood noise and views with the gain of outdoor living space in a private garden. The wall if well constructed of wood or masonry with a closed entrance can add security as well as privacy at the front of the home. Additional storage or a second access to the courtyard utilizing French doors and decking are lovely options.

For you, the dealer, the renovation offers an opportunity to provide matching entry doors with sidelights, French doors, decking, structural or

\- NEw FRENCH DOCRS TO NElf DECK

fencing lumber, masonry, siding or shingles, security products, paint or stain, paving stones and green nursery items as well as the basic building supplies needed for such a project.

Although the natural insulating qualities of the solid wood stiles and rails used with the doors provide both beauty and energy efficiency, it is advisable to recommend additional weatherstripping for the ultimate in energy economy. Double pane insulated glass should be used for additional energy savings. French doors with insulated glass are rated as 64s/o more energy efficient than those with single pane glass.

To help your customer visualize the home improvement projects possible at his front door, you can display architectural sketches, build mock-ups, and distribute literature showing additional possibilities. Among the brochures available is Designs for a Warm Welcome from the Fir & Hemlock Door Association, Yeon Building, Portland, Or. 91204,

NAWLA Annual in Virginia

North American Wholesale Lumber Association has scheduled its 9fth annual meeting for May 24-27 at The Homestead in Hot Springs, Va.

Convention theme is "Managing for the Challenging 80's," with business sessions designed to help wholesalers and.producers learn more about their changing markets.

Keynote speaker will be Ray Brady, CBS economic expert and

journalist. Ralph L. Lewis, Jr., energy source expert, and Lewis R. Timberlake, a motivations speaker, also will address the meeting.

Two transportation panels and manufacturer/service supplier/ wholesaler contact sessions have been planned, according to E.R. "Al" Slaughter, Slaughter Brothers, Dallas, Tx., convention coordinator, who describes these sessions as "extremely productive." Weyman H. Maxey is president of NAWLA.

TIMBERS

We are cutting Douglas fir posts and timbers from 6x8 through l2xl2 to lengths of l' to 40' with dapping, drilling and angle cuts. Utility through #t & Btr. We can offer surfacing as well with our Stetson Ross Timber Sizer (14" x 28" maximum).

Give us a call on your cut-to-length or custom surfacing inquiries.

Bracrrt International

Offrce 7O7-822-3&8

Jerry Guin Denny Hess

ROAD SHOW

(Continued from page 30) market. Jeff Isakson, formerly lumber merchandiser for a large Southern California home center chain, is now in charge of the retail division. His background combined with the more conventional lumber experience of Rick O'Shea, sales mgr., and Bob T. Gaylord, buyer, are planned to give the company the ability to be flexible in filling the individual needs of any new account they may encounter. The philosophy of this management team is "adapt to the needs of the individual customer."

(Continued from page 16)

To further help both the consumer and the dealer, the company provides working mounts of passage sets for in store display with a heavy emphasis on manufacturer's literature. This is only one firm concerned with helping the homeowner to tackle his own work. Instructions for many installation jobs are becoming increasingly clear. Trade associations also are offering a variety of how-to information.

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

Winning Woodgrains

A brochure illustrating l2 new woodgrains is available from Ralph Wilson Plastics Co., 6(X) General Bruce Dr., Temple, Tx.76501.

Staining Tips, Finishing Hints

A new l6-p. booklet, A Complete Guide to Staining ond Finishing, is available for $l from Carver Tripp Finishing Co., Dept. M-1, 3444 Tripp Court, San Diego, Ca. 92121.

Silver Ceilings

A free catalog from Chelsea Decorative Metal Co., 6115 Cheena, Houston, Tx.77@6, contains their selection of pressed-tin plated ceiling sheets.

Adorable Doors

A 6E-p. catalog on wood door products can be obtained for $2.50 from E.A. Nord Co., P.O. Box 1187, Everett, Wa. 98206.

Silicone Sealant

Copies of the Proglaze brochure, on silicone glazing sealants are free from Tremco, 10701 Shaker Blvd., Cleveland, oh.44104.

Stock House Plans

120 Eorly American Home Plons may be obtained for $2.50 including postage and handling from Home Planners, Inc., Dept. 182, 23761 Research Dr., Farmington Hills, Mi.4802.

Bushing, Clamps, Ties

An 8-p. catalog on electronic hardware is free from Budwig Mfg. Co., P.O. Box 829, Ramona, Ca.92065.

Update On Shipping

For an annual subscription feeof $50 the North American Wholesale Lumber

Association will send a minimum of 18 issues of Transportation Report, a digest of data on shipping by truck and rail. Contact; NAWLA, 23,10 S. Arlington Heights Rd., Ste 680, Arlington Heights, il. 60005.

VinylTips

A l6-p. manual providing recommendations for the application of vinyl siding is free from Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

Plumb Easy to Do

Brochures on plumbing are free from Plumb Shop, 7fi) Fisher Bldg. Detroit, ML48n2.

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!

Pine Guide

A 20-p. guide on Southern pine is free from Southern Forest Products Association, P.O. Box 5268, New Orleans, La. 70152.

lnsulation Elation

A fiberglass insulation catalog is free from Manville Service Center. l601 23rd St., Denver, Co. 80216.

Details On Lift Trucks

Specifications on lift trucks are free from the Industrial Truck Div., AllisChalmers Corp., 21800 S. CicerovAve., Matteson, I1.60443.

Lightingfor Less

To receive a copy of the Lighting factsheet, or for information on conservation or renewable energy, call Careirs, 800-523-2929 United States; 800-523-4700 Alaska and Hawaii. Or write: Renewable Energy Information, P.O. Box 8900, Silver Spring, Md. 20907.

On The Lam

Two technical data sheets on Purlam and Floorl-am, are free from Standard Structures, Inc., P.O. Box K, Santa Rosa, Ca. 954O2.

Strike Out Switchers

Security tips to help reduce price switching in your store are free from Monarch Marking Systems, Inc., P.O. Box608, Dept. PSB, Dayton, Oh.45401.

Cleaning Vinyl Siding

A revised 4-p. brochure of tips for cleaning vinyl siding is free from Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. lml7.

Lattice Entertain You

432-p. idea book, How to Work with Lattice, is 700 from Wood Moulding and Millwork Producers, P.O. Box 25278, Portland. Or.97225.

Particular Particle

How to Instoll Porticleboord Floor Underloyment and Painting Porticleboardare free from theNational Particleboard Association, 2306 Perkins Place, Silver Spring, Md. 20910.

Market Chronology

Copies of the l98l Random Lengths Yeorbook may be ordered for $19.50 from Random Lengths Publications, P.O. Box 867, Eugene, Or.974N.

Role of characteristics in Weslern lurnhel qradirrg

ItlstrAl-. INSPL.CIIoN is an U impoi-tani lactor in thc grading of i umber. Appearance and surtabiirty to end-use rather than strength are the considerations used in making a judgement regarding gradc. Natural characteristics and nranufacturing imperfections are always taken into account.

Part two of a two part series

I hese photographs represent some ol thc morc common characteristics and rmperlectlons encountered by graders. It is the responsibility of the grader to consider all characteristics, both natural and man-made, in determining the grade and to judge visually the total effect of them accordine to the limitations set forth in

the gradrng rules for each grade and specle-\.

I he preces ol lumber used ior thesc photographs were all l0 ft. lengths photographed at the same distance f'rom thc camera. Piece sizes uere lx4. lx6. lx8 and lxl0.

The characteristics are presented as accurately as possible considering

that variations in color tones often occur from piece to piece even within the same species.

Story at a Glance

Second parl . . the natural characteristics and manufac. turing defects which determine grades of Western lumber. guidelines to visual inspection, judgement.

ln addition to knots which are the most frequently encountered characteristic, stains and other blemishes and features such as those illustrated here must be considered. In addition, imperfections, blemishes, defects and defacing of lumber can be caused by the manufactering process. These include torn grain, skips, burns, holes and other manufacturing irregularities.

The growth characteristics and manufacturing imperfections illustrated in this second part of the "Role of characteristics in Western lumber grading" are reproduced

from the new Western Wood Products Association Species Book Volume 2, Selects-Finish/Comtnons-Boards. lt is available for $2 from the Western Wood Products Association, 1500 Yeon BLrilding, Portland, Or. 91201. Quantity rates are available.

SUPERVISOR/SCHEDULER

Secondary manufacturer, processing green lumber to dry finished product, specializing in RWD, WRC, DF, is seeking a qualified individual with a proven record in forest products industry.

Applicant must have a minimum of 5 years experience with grading background. We prefer an individual with some college and exposure in product conversion.

Please call or send resume to Jim Frodsham, South Bay Forest Products, P.O. Box 6125, Orange, Ca. 92667. (714\ 637-5350.

Lumber wholesaler requires experienced sales person for softwood industrial sales in greater Los Angeles, Ca., area. Excellent opportunity and benefits. Contact Mr. Foreman, (213) 875-2511 or (213) 983-rr27.

HARDWAREBUYER

Opening for person with successful experience in hardware buying. Excellent opportunity in large, independent lumber and hardware co. Confidential. Write to Box 1143. c/o The Merchant Magazine.

SALESPERSONS

REDWOOD EMPIRE. a division of Pacific States Industries (PSI) has immediate openings in its wholesale lumber division (No. Ca.) for experienced salespersons. Distribution yard experiencc desired. Remanufacturing knowledge a plus. Serving Ca. and national markets. Redwood Empireoffers a base salary plus excellent commission to the individuals who possess a strong buying and sales background. Medical/Dental,/Life included. Contact Dan Naughton at (408) 6294484 for interview, or send resume to sales manager, P.O. Box 1300, Morgan Hill, Ca. 95037.

EXPIIRIIINCED pallet salesman. Ask for Carl Boesch. Hunter Woodworks. Ql3\ 175-2544.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; 94. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Magazine, 4500 Crmpus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

OUTSIDE SALES

We are expanding our sales staffand seek 2 experienced people. We have excellent mill connections. Inventory hardwood & softwood. If you are an aggressive, self-starter and have a following in So. Ca., contact Bob Gaylord, Fir & Pine Lumber Co., (213) 921-9411.

SALESPERSON to contact retail lumber yards in So. Calif. Compensation adjustable to capability. Ed Fountain,Jr.

2 I 3-583-1 38 l.

CONTRACTOR SALES MANAGER

Current opening in well established, growing, independent lumber company for person with successful experience in coordinating, directing, controlling both inside & outside sales staff. Apply in strict confidence. Write Box 442, c/o The Merchant Magazine.

SALES REPRESENTATIYE

Well established So. Ca. hardwood lumber co. is seeking to add to sales force. Candidates should be experienced and aggressive. Send resume and salary requirements to Box 445 c/o The Merchant Magazine.

GERLINGER LUMBER carrier. Straddle type. Cat diesel, model NPFH 30. $20,500 FOB Phoenix, 42.3802 South 36th St. (602) 268-885 l.

FOR SALEsmall manufacturer of custom wood stile and rail doors, fixed louvers and windows. 35 years in business. 32 years in same location. L.A. County, Ca. Reply Box 44 c/o The Merchant Magazine.

ADVERTilSEMENTS

FOR SALE established retail lumber yard and hardware. Buildings, land, equipment, inventory. Located near Pomona, Los Angeles County, Ca. Contact Bob. (2r3) 371-829t.

BUILDING SUPPLIES.HOME CENTER

$2MM yearly sales in No. Ca. rnountain growth and recreation area. $200,000 cash will handle. Please reply to Box 446 c/o The Merchant Magazine.

LOCAL LUMBER hauling Southern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422-U26.

NEWS BRIEFS

(Continued from page 18)

holding buying shows in Fresno, Sacramento, Redding, Ca., and Reno, Nv., this month . .

GAF Corp. has re-opened its roofing plant in Fontana, Ca., in anticipation of a seasonal increase in construction . . JohnsManville Corp. expects to close its asbestos-concrete pipe plant in Carson, Ca., this month . . . Thermosol, Ltd., a manufacturer of steam baths, has opened a new multi-million-dollar Hq. /plant in Sylmar (Los Angeles), Ca. . .

California Hardware Co.,after nearly a century in downtown Los Angeles,has moved to a new 406,000 sq. ft. corporate Hq. and distribution complex in the City of Industry, Ca. . the National Remodelers Association/ National Home Improvement Council created by the recent merger will choose a new name nextmo....

Sundance Lumber and Hardware, LaVerne, Ca., is opening a 2nd store in West Covina, Ca., with a late May/early June soft opening and an early July grand opening . Fallbrook Lumber Co., Fallbrook, Ca., held agrand opening to celebrate the new ownership of Don Cole . .

Centennial Home Improvement Center, Tucson, Az., has opened with a big celebration T-Bird True Value Home Centers opened its newly expanded store in Hillsboro, Or., with an inventory of $500,000 . Home Lumber Co., San Bernardino, Ca., has broken ground on a 10 acre parcel which will contain a contractor's center, 7 thousand sq. ft. ofstorage, and 3 thousand sq. ft. of office when completed . .

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter. Hunter Woodworks. (213) 77 5-2544; (2 I 3) 83 5-567 1.

When sending in a <'hange ol address please include :tp code on both oltl and neu addresses and eirher rhe old label or the inlbrmorion liom it. Thanks.l

Portales Lumber Co., Portales, N.M. has closed , . . 84 Lumber Co., after a year of negotiation, has planning commission approval to build a retail hardware and lumber store at the Phoenix freeway interchange in Phoenix, Az. . . . 84 will build store No. 353, the 2nd in Ut., at SpanishFork...

Solano Beach Lumber Co., Solano Beach, Ca., has moved its milling facilities to its National City (San Diego), Ca. yard . .

Reporting that Env ironmental Protection Agency drafts authorizing a review of formaldehyde used in particleboard and prefinished plywood manufacturing are "incomplete and flawed," the EPA Office of Pesticides and Toxic Substances recommended no action on a ban or limited use of the chemical .. A Ma. state court ruled a state ban on the use of urea formaldehyde foamed-inplace insulation invalid .

A new survey shows total compensation payments to top construction industry execs increased 167o in ?0to an average of $181,800 in bonus paying companies, $156,200 in non bonus paying companies

BUVERS'GUIDE

W LOs AIIOEIES AREA W

LU}I8ER AilO PLYW(|(|D

American Forssl Products Co. (Cetrilos).

Amorican Forest Products Co. (Van Nuys)

AmoricanHardwoodCo.

Burns Lumb€r Co.

CalilorniaWholesaleoivision

Capital Lumber Co.

Connor Lumber Sales

ContemporaryBuildingProducls.lnc. ..

CoosHsadLumber&Plwood

Crown 0istnbulion Cent'er.

oooley Foresl Co., Inc.

Esslsy&Son,D.C....

Far Wesl Fir Sales .

Fir & Pine Lumber Co.

rounrain-Lumoiici.,ed

FremonlForeslProducls

Gallsher Hardwood Co.

Geminr Foresl Products..

Georgia-PaciticCorp. (213) 968-5551

HeppnerHardwmds.

Hill Lumber Co., Max

Hulf Lumber Co.

HunterWoodworks. . {213) 835-5671

Inland Lumber Co.

Lane Stanlon Vance Lumber Co

LarryLarson LumberCo. (714) 821-8100

Louisiana-PacrlicCorp..

MacE€ath Hardwmd

Marquarl-Wolf€Lumberco....

osgmd Inc.. RobertS.

PacilicLumberCo.

Pacific Madison Lumbet Co. . (213J 773-2292

Pansl Tex

Patr Lumber Co.

PBnberthy Lumber Co.

Pelerman Lumber Co. Philips Lumber Sales Producl Sales Co.

Reel Lumber Seryrce.

Sanlord-Lussrer..... Shaw

Co.

& Pine Lumber Co.

FontanaWood Preserving.........

OREATER BAY AREA

Amencan Foresl Products Co.

Eonnrnoton Lumber Co

Burldini Maleflal Uslilbutors

8€averlumber Co

Catlornra Bav Euildrno SuoDlv Co

Calilornia Foiest Prodicts '

Calil0rnra Suoar & Weslern Ptne A0encv

Calrl0rnra Sudar & Weslern Pine Adencl

Calilornra We-stern Wh0lesale. Inc -.

0iablo Trmber Products.

Euoene-Wrllamene Lumber Co.

Thi Flecto Co

Floor Serurce Supolv {San Jose)

Georora.Pacrlic Cord.

Georoia-Pacrlrc Corb. (San Jose)

Golddn Gate Lumber Cb.

Hrooins Lumber Co. (San Joset

Hrddins Lumber Co. lUnron Citi)

Hidorns Lumber Co. iwalnut Cieekt

HobbsWallLumberCo.lnc ...

Kelleher Lumber Sales

Lealherback Induslries, Inc.

iracBealh Hardwood

lrrssronForestProducls

Niesen-WardForestProd. 1408) 779-2147

Noyo Timber Producls, Inc.

oaklev Plvwood & Doors

P.F.0.0. Wholesale Dislrbutors

BedwoodEmDire, Inc.

Bolando Lumber Co., Inc..

Simoson Burlding Supply Co

ARCATA/EUBEKA./FORTUT{A

Bracut Internalional BritilumoirCii.......

Crown Fedwood Co.

Eel River Sawmills

Humboldl Redwood Mlo. Co.

Louisiana.Pacilic Coro.: Reid&Wnoht..

Simoson Biildino Suoolv Co.

Valli)v wesl Lumber Silris

AU80n[/GRASS VATLEY

All-Coasl Foresl Products. Inc..

Ensworth Foresl Producls

R&LWmdProducls

SAXERSFIEL|l

Pacilic Wood Preseruino ol Eakerslield, CorD :. {805) 582-3950

cHrc0

Norlield Sales & Servrce

C[(lVEN|lALE Eowman Lumber Sales

G&R Lumber Co.

Rolando Lumber (Krnlon Drv. )

Rounds0isl. Center (707) 433-4816

c0Rlltl{G

Crane Mills

F|IRT SRAGG

Georora.Pacilic Coro. (Redwood I

Holm-€s LumberCo., Fred C.

Niesen-Ward Foresl Producls.

FREII()iIT

DMK Pacrfic Coro.

Loursrana.Pacifrc Corp....

FRESNO

Amencan Forest Producls Co.

Calil0rnia Sugar & Western Pine Agency

Laslon Lumoer. Inc.

Georoia-Pacif ic Warehouse

Hiqains I umber Co

Inlernalional Forest Products Inc..

Lewis Co , Inc., Palmer G.

MrssionForeslProducls...

Pacilic Foresl Products.

ShawLumberCo......

Slandard Struclures. Inc.

KINGS EEACH

AqwoodMill&Lumber...

r0s BANos

Stewart Hardwood LumberCo

ir00EsT0

Snider Lumber Products

Sunrise Foresls Producls Co.

REDOIIIG ANEA

DMK-Pacilic CorD.

Fealher River Mouldino Co.

Havamoom Lumber Co:

Lewis Co., Inc., Palmer G.

Louisiana-Pacrtc Corp. (Red Blull).

Paul Bunvan Lumber Co.

Founlain Lumber Co., Ed

Freeman & Co., Slephen c.

Fremonl Forest Products

Georgia-Pacilic Corp.

Golding Lumber Sales

Hammermill l\,lanulaclurina. Inc

H & lV Wholesale

Inland Lumber Co.

International Foresl Products, Inc

Xeileher l\,loulding Co., Inc.

Knollwood Corp.

Koppers Co., Inc.

Laminated Timber Services, lnc.

MacBealh Hardwood

l\4ariner's Forest Products

lVarquart-WolJe Lumber Co.

Newpo( Planing Mill, Inc.

Panel Tex

Patr Lumber Co.

Peterman Lumber Co.

ProduclSalesCo..

Reel Lumber Service.

Rolando Lumber Sales, Inc.

& Assocrates

Buildlno Malerial Dislribulors. Inc.

Calitornla Builders Supply

Cahlornia Suoar & Weslern Pine Aoencv

Caoilol Plywo-od, Inc.

Flmr Serurce Suooly.

Gabbert-SimmeriLdmberlnc.

Georoia-PacilicWarehouse.

Hiooi'ns Lumber Co

Ko-o-oers Co.

Lewis Co., Inc. Palmer G.

Louisiana-Pacilic Corp

McCormrck & Baxlef Creosotrno C0.

McKuen l\,louldino Co.

Manaoemenl Resburces Assocrales

NikkeTCoro.. The

P& M Cedar Products

Setzer Forest Producls

Shaw Lumber Co.

Siskivou Foresl Products

Stocklon Wholesale

Unron Foresl Producls

Unron Paciic Rarlroad

Waldron Forest Producls

Weslern Wmd lreatino Co.

SAI{TA ROSA AREA -

J.H. Blevins Co., Inc

Knollwood Coro.

LeBeckForestProducls

Louisiana.Pacilic Corp..

MarlinForestlndusries

North Bav Forest Producls . NovoTrfliberProducts.lnc.

Nu:Forest Products South Bav Foresl Producls Standard'Struclures..

Trin[y

Lourstana.Pacrhc C0rp {S0nora drv )

UKIAH/CALPELI.A/WILTITS

AowoodMill&Lumber.

C:rter Foresl Producls

Coasl Wood Preservrnq Inc

Fofesl Pr0d. Transporfati0n (707) 462'3852

Liltle Lake lnduslries

lVasonile Weslern Lumber Drv

Redwood Coasl Lumbe. Co

WEEO

Srskivou Foresl Products

$,IL11AMS

San Anlonro Pole Const Co.

Boy Forest Products Com0anv

Rvqel Lumber Sales

San Antonro Conslructron

ShawLumberCo.....

SrmDson Euildino Suoolv

Soulh Bav Foresf Proijuils

Sunrise Foresl Producls Co

Trealed Pole Builders, Inc.

Tweedy Lumber Co.

Unicare lnsurance Co

GREATER SAil DIEGO AREA

ANo

Simpson Euildrno SupDtv Co

t 0NGvrEw

Union Pacilrc Eailroad

(|LYlIIPIA

DelsonLumberC0.. {800) 426-6040

SEATTLE

8el Air 0oor/Alpine Veneers, Inc.

Georoia-Pacific CorD

Srmpson Timber Co

Unron Paciic Barlroad

Wasco (l\4arcro Ind.I

sHEtT0ti Simpson Burldrno SupDlv Co

SPOKAiIE

Georora-Pacilc Coro

LewrS Co., Inc Palmer G.

Spokane Tribal Wood Producls

lJnion Pacrlic Railroad

TAC0tttA

Amefl can Plvwmd Assoctatton

Bel Air Door/Alo,ne Veneers. Inc

Burns Lumber Co.

Georqia-Pacitic Coro.

Lewis Co., Inc Palmer G. Alaska Div.

Louisiana.Pacitic Corp

McFarland Cascade {800) 426-8430

Union Pacific Rarlrmd

VAI{COUVER

Internatronal F0rest Producls, Inc

WATLA WALLA

Union Pacilic Rarlroad

WEI{ATCHEE

Lewis Co Inc., PalmerG

YAKIIIIA

LewisCo, Inc, PalmerG

STATES$1$#*fri*tfiffiL1-t${#i,agrBF,*t:'.:rti.r:lffii*:.j{il:#*iti:i,',,:'rfi,1't:itiiii{tii,,#

FountainLumberCo., Ed

LumbCrPiooucis .....-........... ......

Union Pacilic Railroad

Wendlino-Nathan Co.. lnc..

GNEATER MNTLAI{O AEEA

Alprne International Cor0.

J.H Baxler&Co.

Bel Air ooor/Aloine Veneers, Inc. (800) 547-6755

Cole&Associales, JohnT

ContactLumberCo. {503) 228-7361

Danl&Russell,lnc. (8001 547-1943

Dalalinecorp.. .....

FriesenLumberCo. (503) 397-1700

FullmerLumberCo.

FurmanLumber,lnc...

Georoia.Pacilic Corp.

Hamilon Lumber Sales Co.

Lewis Co., Inc., Palmer G.

Louisiana.Pacif ic Cor0

Louisiana-Pacilic Corp. (Beavenon)

LumberProducts.

Mccormick & Baxler Cre0sotino Co.

Nredermever-MarlinCo... 1800) 547.6952

North Pacilic Lumber Co. . 18001 5a7-04a0

Norlhwesl Hardwoods. Inc.

Permapost ProduclsCo.

Publishers Foresl Producls (800) 547-6633

Srskivou Foresl Producls

Sunri'se Forest Products C0. (800) 547-1771

tlnion Pacilic Railroad.

Western International Forest Products... (800)547-5744

RIODTE

C&D Lumber Co.

HerberlLumberCo...

80sE8UnG

Keller Lumber Co.

sArEil

Lumber Producls

s€Asr0E

Agwood Mill & Lumber

80tsE

Georora-Pacrlrc Coro

Lewri Co Inc.. Palm€r G

c0irMERcE crrY

RWSpeciallies,lnc.

Weslern Turnrngs & Slair Co.

081{VE8

DenverReserveSupplyCo.

Georgia-Pacilic Corp.

KoppersCo..lnc.

ircFarland-Ca$ade

Wasco (Factory Direct Sales)

FI. Cot-uils

Weslridoe Foresl Producls, Inc.

G8Alt0 JUrCfloI

R W Speciallies, Inc.

SrLUlGS

Georgia-Pacilic Corp.

802€itAl{ McFarland-Cascade

sUTIE

Monlana Pole & Trealrno Planl

Union Pacrlic Rarlroad.:

ilrss0urA

Louisiana-Paciic Corp.. LewisCo., Inc., PalmerG.

0resco Wyoming

IDAHO

Louis€na-Pacrhc Corp. (Coeur d Atene)

Lumber Producls

Pressure Ireated Trmber Co

lJnion Pacilic Railroad

coEUn 0'AtEt{E

TimberCrall Produclt

tEwrsT0N

Union Pacrfic Barlroad

POCATETLO

lJnron Pacrtrc Rairroad

SANt)P()IT{T McFarland Cascade

ANCH(lRAGE

Arr0w Lurber Lewis Co.. Inc Palmer G.

SEWARl) Louisiara Pacrilc Corp

hrL0

HAWAtI

Campoell-8urns Wooo Pr0ducts Co., Inc.

HONOTULU Bel Arr 0oor/(Unr-Sales Co.)

Warren George Haskins, sales manager for 28 years at Inland Lumber Co. and four years at All Coast Lumber Co., died April 6, 1982, in Fontana, Ca. He was 60 years old.

A life time resident of Bloomington, Ca., he was a U.S. Navy veteran from World War II and an active member of numerous civic and fraternal organizations. He was a past president of the Inland Empire Hoo-Hoo International chapter, a lumbermen's fraternity.

Mr. Haskins is survived by his widow, Rosemary, two sons, a brother and a sister.

William A. "Bill" Ingram, president of Westwood-Ingram Co., Orinda, Ca., died of cancer on April 9,1982, in Oakland. He was 54 years old.

A graduate of the University of California at Berkeley, he had been affiliated with the family business for over 30 years. He was a member of Hoo-Hoo International, the lumbermens fraternity.

Mr. Ingram is survived by his widow, Elizabeth; one daughter; two sons and one grandchild.

PERSONALS

(Continued from page 39)

Jacques Vaillancourt is now v.p. of distribution at American International Forest Products Trading Group, Inc., Portland, Or.; Rob Walsh has taken his eastern spruce trading job at AIFP Inc., Beaverton, Or.

Joe Ferrara is now sales mgr., western region, for States Industries, Eugene, Or.

Pat Colin is new at Oregon-California Forest Products, Inc., Eugene, Or.

Bob Courtney, Pope & Talbot, Inc., Portland, Or., plans a business trip to Japan in June.

Gene C-ourchaine, American Forest Products Co., Cerritos, Ca., has retired after 17 years with the co., according to Mike Sims, gen. mgr.

"Bud" Lee has joined Forest Products Transportation, Ukiah, Ca,, as asst. mgr., according to Gary Hartman, owner.

Bruce Neitling, a former partner in Pacific Wood Products, Inc., has returned to the Salem, Or., firm.

Jerry DeMarco is the new mgr. at Sterling Forest Products, Inc., Springfield, Or.

Hugh Rugby, mgr. and partner of U.K. Swift Co., Walla Walla, Wa., has retired after 45 years in the business.

Ralph Allen is a new trader at Whittaker Forest Products, Chico, Ca.

George B. James is the new senior v.p. and chief financial officer for Crown Zellerbach, San Francisco, Ca., filling the vacancy created by the resignation of Charles S. LaFollette.

John Markley, Cashway pres., is heading the newly formed Western Region of Angels and Cashway with Hq. in City of Commerce, Ca.

Keith Kersell is the newly appointed mgr. of the technical service div. of the California Redwood Association. San Francisco. Ca.

Walt Wilson, Walt Wilson Trucking, Petaluma, Ca., spent a recent week at their Long Beach, Ca., office.

Chris Mongrain is a new v.p. and sales mgr. at Dwyer Overseas Timber Products Co., Portland, Or.

Bob Line, Louisiana-Pacific Corp., has moved from the Coastal Div. at Samoa, Ca., to the distribution center at Phoenix, Az.

rowc0sT &to\ry MAII\TEI{ANCE MENSHIGH \Artn

The deck in this picture stands out beautifullv. It is constructed entirely of DeckVood, the new pressure treated wood product fromJ.H. Baxter. Our DeckVood Program provides you with an appearance product for decking and standard framing grades for all structural members. All material in our DeckVood Productline is preservativelv treated, attractive in color, and readilv available for your stocking needs.

Literature is available to assist you in selling your customer on the benefits of DeckVood. Take advantage of our Co-operative Advertising, too. Most importantly, we stand ready to provide vour personnel with the proper education to effectivelv sell DeckWood.

FOR DECKS, PAIIOS, & TANDSCAPING, DCCK Wood protects your customers' investments for decades.

Introducing the top contender for champion hardwood supplier

When it comes to hardwood lumber supplies, United's a real heavyweight.

The addition of a brand new 18,000 square foot warehouse moves us to the head of wholesale hardwood distribution.

Scheduled for completion within the next few weeks, this facility plus existing hardwood storage areas brings our yard inventory to well over one million board feet.

It's part of our new expansion program and another one-two punch against the so-called recession.

Our huge hardwood inventory includes

both domestic and imported species such as Ash, White Oak, Red Oak, Walnut, Mahogany, Poplar, Hackberry, Alder, Basswood, Birch, Ramin and Rock Elm.

On your next order call United and you'll know you've picked a winner. Our fancy footwork will get your order out on time. (nq726-1',t13 (7141s22-1680

Softwood, Particleboard, Fibreboard, Milling, Pallets, Sk,ds, Crates, Furniture Parts,

( Photo courtesy ot San Antonio Riaid Pole Construction Co., builders of our new tacility.)