Merchant Magazine - May 1983

Page 20

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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

Fremont, CA (415) 657-6363

Rocklin, CA (916) 624-4525

Orange, CA (714) 998-6500

Phoenix, AZ (800) 227-4923

Samoa, CA (707) 43:7511

you cani alJbni to dn business as usunt.

Serving the lumber, building materials and home improvement markets in 13 Western States-Since 1922
ll -,
L ra, Lo ui siana.Paciftc 'I7 Because

THE FIRST.I!

WESTERN HOME CENTER & BUILDINGMATERIALS SHOW

OCTOBER 21-23,1983, ANAHEIM CONVENTION CENTER, ANAHEIM, CALIFORNIA

Over 5OO exhibitors occupying 2OO,OOO square feet of exhibit space

r A regional exposition for home centers and building materials retailers serving the do-it-yourself customers in the 13 Western states and Western Canada.

r This will be the largest and most complete exposition of do-it-yourself products for home improvement, maintenance, remodeling and decoration ever assembled in the West specifically for Western retailers,

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Products to be displayed

r building materials

r hardware fixtures

r display merchandisers and store fixtures

r plumbing supplies and r heating and cooling

r paneling and wall coverings

products

r shelving and storage cabinets

r electrical fixtures and r siding, roofing and supplies rainware systems

r hand and power tools

r ready-to-finish and KD

r bathroom accessories furniture

r paintand paintsundries

r decorator products

r home care products

r DIY books and manuals

r energy saving products r floor coverings

r cabinets and vanities

r outdoor living

r nails and fasteners

r lawn and garden

LEAVE SPACE BETWEEN FIRST NAME OR INITIALS AND LAST NAME,

WESTEFIN HOME CENTER & BUILOING MATERIALS SHOW ocToBER 21-23, 1983/ANAHEtM, CA

IMPORTANT: In order to process your registration, your company's business activity must be indicated below:

(l) D Retailer/Dealer

(J) ! Wholesaler/Distributor

(P) ! Other (please describe)

Note: Exhibitor personnel should not use this form. Please use form orovided in Exhibitor Kit. Hotel lorms wrll be

FREE PRE-REGISTRATION INSTRUCTTONS 1 MustbereceivedintheshowofficebySept.l6,l983.Confirmationofpre-registration and hotel reservation forms will be mailed within three weeks. Free badges will be mailed after August 1, 1983. 2. Late mail registrations will not be processed. Register again at show [At-show registration fee $5.00) 3, REGISTRATION COMPUTERIZED. ALL INFORMATION MUST BE FILLED IN. 4. NO ONE UNDER 16 YEARS OLD ADMITTEO. IIVIPORTANT: PLEASE
aaoo fVrVA oa o o a o o o a o a a a o o a o o a o o o oo
lorms STATE ZIP ot torms MAIL ro: WESTERN HOME CENTER AND BUILDING MATERIALS SHOW 600 TALCOTT ROAD, PARK RIDGE, IL 60068 . aaoaaaaaoooaaooorooaooaaoaaoaaoooaoaaa SPONSORED BY VANCE PUBLISHING CORPORATION, PUBLISHER OF HOME CENTER MAGAZINE AND SPONSORS OF THE NATIONAL HOME CENTER/HOME IMPROVEMENT CONGRESS & EXPOSITION. aa a a a o a o o a a a o O o a a a O a a a o aa o a a O oa ATTACH SHEET FOR ADDITIONAL NAMES.
sent on recerpl ol pre-regrslration

The Show specifically designed for Western Retailers of do-it-yourself products

WESTERNHOME CENTER & BUILDING MATERIALS SHOW

FRIDAY. SATURDAY, SUNDAY, OCTOBER 21,22,23, 1983

ANAHEIM CONVENTION CENTER, ANAHEIM, CALIFORNIA

IAs a Western retailer you have opportunities not available to your counterparts East of the mountains. Sunset Magazine's Western Market Aimanac states: "Westerners...are less constrained by tradition and are therefore more interested in the present and f uture. They often are more willing to take a chance, more curious about new experiences, less inhibited and are usually good prospects for new productsl'

At the First Annual Western Home Center & Building Materials Show you will have the opportunity to meet face-to-face with manufacturers of the types of new products that will appeal to the innovative Western DIY consumer. The tremendous population explosion in the West, coupled with the very distinct regional tastes and styles, make it a lucrative "do-it-yourself" market for home centers and building materials retailers. The exhibitors in this new exposition are those firms with special products designed to meet the unique needs of your consumers. Don't pass up this oppor-

tunity to see the broad range of products that will be displayed in the South and Southwest Halls of the Anaheim Convention Center.

In addition, you will have an opportunity to attend a series of seminars tailored to help you better serve your unique marketplace...a seminar program that comes to grips with the challenges you face in your retail operation. designed and presented by industry business executives who understand your problems and opportunities. Maximizing your advertising budget utilizing promotional tools offered by vendors. improving your in-store merchandising-these topics and more await you in this in-depth seminar program. So don't delay. Fill out the FREE pre-registration form at left and plan to attend the Western Home Center & Building Materials Show, October 21-23, 1983, in the Anaheim Convention CenteI Anaheim, California.

I I I T
J i I i I I I I II I t
tTs YouR sHot/u DoN'T Mtss tT!

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (?f4) 549-t393, by The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FR,OM WASHINGTON STATE ' IDAHO,NOT.THEN,N CALIFORNIA & OREGON: contact Drvid Cutler, 4500 Campus Dr., Suite 480, Newport Beach.Ca. 92660. Phone (71 4) 549-8393.

FROM SOUTHERN CALIFORNIA: CONtact Carl Vann, 205 Oceano Dr., Los Anseles. Ca. 90049. Phone (213) 4723ll3 or i7l4) 549-8393.

FROM THE MIDWEST: contact Wayne Westland, I109 Willow Lane, Mt. Prospect, Il. 60056. Call (312) 437 -'1377

FROM THE NORTHEAST: contact Gayle Essary,35-73A l59th St., Flushing, N.Y. 11358. Call (212) 445-8063.

FROM ARKANSAS & OKLAHOMA: contact Timothy J. Nelson, Marketing Communications. Inc.. 5l15 S. Vandalia, suite E, Tulsa, Ok. 74135. Call (918',) 496-8'7',11

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 if possible, plus new address and zip code.

Subscription Rates - U.S.: $6-one year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years. Single copies $1.50. Back copies $2.50 when available.

Serving the lumber, building materials and home improvement markets in l3 Western States - Since 1922 tAY r 983 VOtUtE 6l, llo. I I :f,:::::r$:iitli*$fiifilfitl:iltll:liil:lti MAJ0R NEWS and FEATURES !fiiiliiii:t,:l'lii$i':lili,;ir'*li'.iritt:itttitl HOME IMPROVEMENT SPECIAL ISSUE Kitchen Remodeling Can Gook Up Tasty Profits I Freshen Up Your Sales With A Bucket of Paint I Door Replacement ls A Favorite Remodeling Job lO Sunny Outlook For Sales of Windows & Sliders 12 All The Store's A Stage With Vignette Display l5 Dealer/Wholesaler Team Up In Selling Efforts l6 As The World Turns For A Lumber Wholesaler 24 Distribution Center Says Thanks to Customers 27 Remodeling Stays On Top with Sales Potential 28 Give Customers Straight Answers About Painting 38 Search Team Can Be Good For Firm, Job Seeker 40 Store Security Stops Stealing, Saves Profits 42 LovelySheduaFinds Fame,Acclaim lnCommerce 63 Calendar Classif ied Editorial Page 6 News Briefs l8 Home Center Merchant 22 Mountain States 23 Northwest News 23 SERVICES eli:l:+:itii::tiriiil:riil::.t:',1:iiiiiiili::iij::::ii.:.::::::ii::::i:ii:rii:iiii:.i: 20 Buyers Guide 66 64 Advertisers Index 68 Personals 35 New Products 44 New Literature 6l Obituaries 68
l::l iiii ii::: iiti a.!! t:n itil ii!' l:::i: i{:: ir:] i#: t!t: :F-:i i+ iiil if i,:,:i lj:,t iii !!i: iii i{: iii il!: :ii: it i.t+ t:* il.ii t:n ii:i ,1.!l i.F i:n ill: i:{ i::i .:.r liiIitl:i'iliI:l:iitit:tiili]itl:i:i'illl:i:littittii:ii:liiI:ii:iltt:iiDEPARTMENTsit!i:i:l:!;l:i:;|iiiilliilli!i:il CopyrightOl98l,TheMerchantMagazine, Inc.Coverandentirecontentsarefully protected and must not be reproduced in any man ner without written permission.

*SURE THIS I$ATI|UGH

"ln the first year we've had theTriad, our inventory has been reduced over 1EO/ ,^,^1\ t^ i^^.^^^an sales and our gross profit margin is up 3% That s unheard of in the lumber business Quite frankly, | r,n, ,tAn + 4 yEOr OgW I VVVUTVT I L have believed we could do it but we did We did it with a Triad in one of the

worst years the rumber business has ever had.

"We have four point-of-sale stations and three office terminals. Triad had us up and running with almost all our outside inventory on the system in under five weeks. And everybody was suooortive Triad bent over backwards to make sure everything was done right Our people got all the training they needed to be productive immediately.

"We've become much more accurate with theTriad. lt's given us total control over inventory, pricing, customer credit, purchasing and :nnnr rntinn Tho crrclom even produces all our price stickers. That alore has reduced a lot of tedious manhours. We have more time to spend with customers and more time to spend with our families

"l used to think I was a pretty good manager. But since we installed the Triad l've found out hov" much better I can be. I can make faster decisions with more complete information about inventory, prices. 'eceivables payables. Anything I need is right at my fingertips That wasn't the case before we hao aTriad So now when people say to me Hey Dalton, this is a tough business. I look em right in the eye and say 'Sure it is, thats why I have aTriadl"

Dalton Defoe, owner Danvrlle Home lmprovement Center, Danville, CA
THAT'SWHYI HAUEATRIAD]' TRIAD ONE TOUGH LUMBEB COMPUTEB Triad Systems Corporation 1252 Orleans Drive, PO. Box 61779 Sunnyvale, CA 94086 800/538-8597 ln California call collect: 408[34-9720. Ext 800

Thanks, you're fired

llo ONE questions the need in bad times for Ilcompanies to layoff people, close stores and trim payroll costs. What we do object to are clumsy, inefficient, unjust and brutal methods used to accomplish this end. The number of good people fired for no good reason is too high. The human cost is appalling. Corporate stupidities such as these are a black mark on the entire industry.

Every company, every industry is only as good as its people. To indiscriminately throw out the good with the bad is the worst kind of management. To say that it reflects poorly on the human sensitivities of the decision makers is being charitable.

We're not talking corporate paternalism here, just hard nose business. Getting rid of good people is stupid. And if management can't tell good employees from bad, the boss should resign and go to work for the U.S. Post Office.

The damage done by unjust firings to the

morale of those remaining can be extensive. Having watched hard working, dedicated employees being fired after years of faithful service to the company, the remaining workers can only become increasingly cynical about how much effort they will devote to their job. It makes no sense for an employee to go that extra mile for the company if the employer fails to discriminate between non-performers and performers when it must cut back. No wonder good employees spend their lunch hours looking for other employment after seeing their current employer casually and unfairly discarding veterans with 20 or even 30 years with the firm. There have been far too many examples of mindless, across-the-board firings in the last few years. This widespread practice is an indictment of management's failure to conserve a company's most precious asset: good people. A better way to reduce payroll costs must be found.

The Merchant Magazine
SeNing the lumbeL building mateilals and home improvement mailels in 13 Westen Slales-Slnce 1922
EDITORIAL
Specializing in the wholesale distribution of industrial lumber & wood products. Douglas f ir, pine, green & dry hemlock, white f ir TED POII-ARD _ DAIE BACONSTEVE BAUGH 4662 Xatella Ave, P O Box 105. Lo5 Alamrtos Ca 90720 (213) s9+8948

Keep Construction Times and CostsDownwith All-Weather Wood Foundations

\Zor are probably askingyourself, "Where's I the concrete foundation?" Our answer. there isn't any. Even the basement floorwill be wood!

Consider these benefits: The insulation value of all that wood. You can place insulation right into the stud cavity. Finishing the basement walls is easywith awood stud to nail to. You can build all year around and not worry about delays

caused bybad weather. A single trade can construct this house-the carpenter. All model building codes and primary lending institutions approve wood foundations.

If you are interested in the whole wood foundation story, youVe come to the right place. J.H. BAXTER. Call us orone of our stocking distributors. Between us, we'llput wood back in all the right places.

I ! I = i I -
rlaxter P.O. Box 1O797 Eugene, Oregon 97440 Phone: 503/689-3020 CHEMONITE@ TREATED AWPB-FDN STAMPED FOR gUALTTY CONTROL Get The Story from These Stocking Distributors: Alderu! LuEbcr Co., Salt Lake Clty. UT 801-486-9324 Branchesat: 801-394-4584Ogden. UT 307-789-4305Evanston. WY 208-733-29 lO -Twln Falls. ID Eobc Curde Co4DntloD 406-652-325OBtlltngs. MT Eugcnc Plulng l[tll 503-485-888r -EuAene. OR fnllffa Buudlng Supply 208-344-3551 -Botse. ID Ch.ldlcr Corpontto!, Botse, lD In ldaho: 8OO-632-6571 Outstde ldaho: 800-635- 1356 HoDGLmbcrCo. 702-323-13O7-Reno. l.[v IndclEndcnt Lubcr Co, 406-543-8338Mlssoula, MT Ulnot Bullden Supply A!m. 701-852-l3Ol -Mtnot. ND Wood FrbrlcltoE 702-322-8755Reno. rw

Kitchens serue up tempting profits

lF YOU'RE not thinking about Ikitchens, you should be, because homeowners are. More than 2.2 million families will remodel outdated kitchens this year for a cost of $4.5 billion.

If you sell cabinets, counter tops, appliances, windows, doors, wall and floor coverings, hardware, plumbing, lighting, lumber, paint and accessories, you are in line for a portion of these sales. Contractors

will handle many of the jobs, but lots will be done by the homeowner, so it is necessary to be prepared for d-i-y service.

For contractor sales as well as the d-i-y customer, it is essential to have good displays of the materials you can provide. Very few homeowners want to select items from a catalog these days. The dealer with hands-on displays has a big advantage.

Your store can become essential to the d-i-yer by offering guidance as well as materials. Select a couple of staff members and train them as kitchen counselors. Set up an area where they can meet and work with customers. Stock a wide selection of literature from manufacturers as well as planning guides such as the one published by the National Kitchen Cabinet Association. Decorate the area with photos of attractive kitchens. Have a scrapbook of jobs you have supplied. Offer a clinic on kitchen remodeling and installation.

Vignettes can effectively display cabinet styles, appliances, counter tops, plumbing, flooring and wall coverings as well as extras such as garden windows. A well organized U or L shaped display will showcase the basics plus accessories in a limited amount of space.

It is a good idea to build vignettes

in several styles such as country, European or provincial. Use display racks or carrousels to show samples of available colors, textures, hardware and such.

In addition to helping plan the remodeling and providing materials for the job, you can assist the customer in other ways, such as financing. Do you accept bank cards or arrange financing or are you strictIy cash and carry?

Large purchases and small cars

Story at a Glance

Factory-made cabinets change kitchen image . . new coun. ters, appliances, floorc add to new look dealer can be k6y to successlul remodeling.

present problems for many d-i-yers. Do you offer delivery, either complimentary or for a fee? Do you have carts which can safely carry items to the parking lot for customer carryhome? Do you provide cartop carriers or other conveniences for bulky loads?

If a homeowner needs a contractor orwants someone tohelp withpart of the job, can you provide installation service or do you have names of people to be contacted for help? Make up

8 May ls Home lmprovement Month $.t*al:l:$il ti!f,$rl.tt\BN*tti}.ts:i,t::i *tiii*:::r.:litfiiililttttj,{ll.{li:.{$.itii:ii:r.li The Merchant Magazine
()LD FASHIONED concept of a pantry is adaoted to remodeled kitchen to orovide easy-to-see and easy-to-reach storage for equipment and food.

a list ofextra services and be sure that customers know about them.

It's important that you have cooperative suppliers. Do-it-yourselfers as well as contractors schedule jobs with completion dates. If you can't supply the materials at the proper times, you may lose the sale. If you fail to meet an agreed upon delivery date, you may lose your reputation for reliability.

So start thinking about kitchens. Get your suppliers to back you with literature, displays, clinics, co-op advertising. Train your employees. Let your customers know you are equipped to work out the solution to problems they may encounter. You'll become known as "the place to go when you're thinking about kitchens."

CAREFUL planning is needed for successlul kitchen remodeling. You as a dealer can help by providing guidance and service as well as building materials.

Paint Sales on Way Up

Annual paint sales are expected to climb 12.590 during the next five years, rising to 583 million gallons in the 1986/87 period from 518 million gallons in 1982/83, according to a study by Frost & Sullivan, Inc.

Sales of interior paints will grow 13.20/0, to 359 million gallons in 1986/87 from 317 million gallons in 1982/83, a somewhat faster rate than the ll.49o growth forecast for exterior paints. The exterior products shouldhave a1986/87 volumeof 224 million gallons, up from 201 million gallons in1982/83.

Of the four basic paint categories, the interior water-based paints are expected to grow fastest, with consumption rising 19.890 to 291 million gallons in 1986/87 from 243 million gallons in 1982/83. By contrast, interior solvent-based paints will show an 890 volume drop, with 1986/87

volume at 68 million gallons, down from 7 4 million in 1982/83.

Water-based exterior paints will grow by 1690, rising to 152 million gallons in 1986/87 from 13l million gallons in 1982/83, while solventbased exterior paints show only a 2.90/o growth rate to 72 million gallons in 1986/87 from 70 million gallons in 1982/83.

The research firm's study, Trode Sale Paints Market, attributes the drop-off in solvent-based coatings to new government air and water pollution regulations wltich "have stimulated the industryto develop and produce acceptable water-based paints." The result of these shifting patterns is that water-based paints will increase their share of market to 75.90/o by 1987, up from 69.190 in 1980.

The firm's survey of retailers indicated that interior water-thinned

products continue to be the topselling product, provide the greatest profit potential for the retailer and receive the most promotional attention. Exterior water-thinned paint ranks second to interior in terms of sales.

Minimally-acceptable gross profit margins were put at 35Vo to 4090 for regular-priced paints and 2l9o to 250/o for sale-priced paints by the survey.

Looking at alternatives to paint, the study found that sales of such products as prefinished panels, flexible wallcoverings and ceiling tiles had been flat to down during the last half of the '70s, but that a recovery can be expected during the first half of the '80s.

Among alternatives to exterior paints, demand is expected to remain weak for aluminum and steel siding, while vinyl products show progress.

May,1983
9 May ls Home lmprovement Month ,l::ilillltiiilii$l$ii!iililil:tr'ii$ill:.::ti$:iit*ll:.i:1,!fit:ftlil.lt$ifi:iiltil::i:ti:lil:ill!:i:.:iilt::.r.ilffi

Doors are hot sellers for remodeling

lltITH MORE and more homeUU owners choosing to update the appearance of their home as well as save energy by replacing exterior doors, a retailer should be sure that his staff is familiar with the latest developments in doors.

Doors have become entryway systems with energy-saving performance standards. This move, according to John W. Shoemaker, executive v.p. of the National Woodwork Manufacturers Association which represents the wood window and door industry, is asignificantimprovement. "With these two developments, homeowners who prefer wood entryways can benefit from a

traditional product that incorporates today's new system approach and from the toughest standards of performance the wood door industry has ever set," he says.

The system approach means that doors are no longer viewed as a unit but as a system including frame, threshold, and weatherstripping whether the door is of wood or a man made material such as steel. Because many of the systems can now be set into place, so to speak, the do-ityourselfer has become more at ease with the installation and the old fears of hanging a door have been eased.

In addition to mastering the individual characteristics of the

various entryway systems by using the manufacturer's literature and publications such as "A Guide to Energy-Saving Dobrs," a salesperson must be able to answer questions about performance standards. Independent laboratory tests have shown that more energy is lost around a door than through it. According to test results, heat loss through a door accounted for only 1.40/o of the total heating load, while 590 was lost around the perimeter of a door lacking good weatherstripping.

Story at a Glance

Doors are an easy way to up. date a house hlgh energy savlngpotentlal . . . deslgned for do.lt-yourself Installatlon dealers sales avallable. Industry standards confirm these tests. For example, NWMA has established 0.50 cubic feet per minute per square foot of door area under a simulated 25 mph wind as the minimum amount of air leakage allowed. water infiltration is controlled by a second standard which permits no water to pass beyond the interior face of a test door and overflow into the room or flow into the wall area under simulated conditions of an 8",/hour rainfall driven by a34 mph wind. Although homeowners are concerned with energy standards and installation techniques, they are also

10 May ls Home lmprovement Month i:ii::ilili:liiiiilil:lli:l:l:lliiii'ii:ii:liiiiiiiiiiiiiiiiiiiitliiiii::liitlil:it:lilt:ilililiiliit::l:ililil:ililil:il:::l:l:lilli:::*:i The Merchant Magazine
Pediment Top Rail Intermediate Rail Mullion Raised Panel Sidelight Lock Rail Pilaster Hinge Stile Lock Stile Bottom Rail Threshold or Saddle (Please turn to page 58)

When dealers compare computer systems their overwhelming choice is Dataline.

The underlying reason is that Dataline understands the complexities of your business. We speak gour language. Direct, results-oriented dealer language.

Unique among computer companies, Dataline has specialized for over eleven years in designing only programs to meet the special needs of building supply and home center customers. We start by helping you ask the right questions, by exploring the various aspects of your business, by identifying problems and opportunities. Only then do we begin applying the flexibility of a Dataline system.

And we don't stop there. Working with your staff, we make sure that every Program is runn in g smoothlg, efficientlg, pro fitablg.

The results? It is commonplace for Dataline users to reduce inventory levels by as much as 157", double product turnover rates, double collection of finance charges and increase gross margins by as much as 5 percentage points (and sometimes more). ' lt is Etsb commonplace for dealers to achieve payback on investment within eight months of operational startup.

A California dealer uncovered all the answers he needed when 45 of our customers responded to his inquiries. He now relies on his own Dataline System.

Shouldn't you be considering a Dataline Computer System, too?

I Send for the complete Dataline story * Just fill in I this coupon and mail today: D

n Please send me Dataline literature.

n Please have a Dataline representative call me.

Computer Systems for Bulldlng Supply Dealers/Home Centers

' 4 Danbury Road, Wilton, CT 06897 (203\ 762'2473

DATALIN' eoRPot?/]-lol\
COMPANY ADDRESS

ITHOUCH the market for win-

dows in new houses is static, the market for new windows in old houses is ecstatic.

Industry sources estimate the dollar volume in window replacements will reach $4.5 billion this year. There is little doubt that rapidly rising energy bills are inspiring many homeowners to replace worn out windows and add insulation, but, says the National Woodwork Manufacturers Association, there are other reasons for the surge in window replacements.

Good looks, ease of operation, increased comfort and new innovations by window manufacturers combine to encourage homeowners to update their homes with new look windows. Bay or bow windows, roof windows, garden windows and patio doors can give a house a new look.

Low maintenance is another reason for replacing windows. Many new wood windows have an exterior cladding that all but eliminates the need for periodic painting. Other styles are designed so that both sides wash from the inside. Others have optional grilles that snap in and out to give a traditional multi-paned look without the problem of cleaning individual panes.

Manufacturers are definitely new window concepts.

Andersen, for example, has created Concept IV as a way of looking at windows not as isolated units that emit light and air to a home, but as a system of interrelated components which, when properly designed, can offer beauty and fuel conservation. Using these principles, an additional room or space added to ahome is able to heat and cool itself, and even reduce the total amount of heating

Lots of sunshine in replacement window sales

and cooling energy used throughout the year in the rest of the house. Solar heat gain in the Concept IV addition can be distributed throughout the house to reduce heating costs in the winter, and prevent unwanted heat from the outdoors to reduce cooling costs in summer.

The company has prepared a Concept IV workbook and will offer workshops to explain the principles. They believe that remodeling with the Concept IV plan will help a dealer to sell a great deal more than windows and gliding doors, since the remodeling program requires a host of related building products.

Another innovation in windows comes from Louisiana-Pacific in the Heat Mirror, a new window insulating process which gives casement windows and patio doors 6590 better insulation than conventional double glazed products with virtually no effect on visible light transmission. An invisible polyester film sandwiched between two layers of glass does the job.

Wasco has a passive solar system

Story at a Glance

Wlndow sales to hlt $4.5 bllllon manufacturers striv. lng to llll needs of remodellng market . . dealers must be prepared to help customers relatod sales posslbllltles.

adaptable for add-on applications such as greenhouses and sun porches or integral interior applications such as converting a living room, den or attic room to a passive solar sunroom. The sloped skylight glazing system is flexible and can be sized and styled to the room or space available. In addition, they have skywindows for home improvement. Velux also has roof windows designed for remodeling including one for attic applications.

The garden window from Capitol Windows as well as other manufacturers offers a new look on both the inside and outside. This style of window is proving successful for pepping up existing kitchens or as part of a total kitchen remodeling package.

Reynolds Metals Co. has developed an aluminum residential replacement window based on energysaving advantages found successful in their commercial replacement windows. They also are producing vinyl residential replacement windows with dual or triple glazing.

Other window manufacturers including Caradco and Marvin offer wide selections of both contemporary and traditional windows for the remodeling market. Literature from the National Woodwork Manufacturers Association as well as the individual manufacturers explains the energy advantages of the various systems.

Dealers wanting to make the most of this boom in residential window replacements should study the many products offered and be prepared to meet any and all requests from their customers. A well informed staff and ready availability of a product can make the sale yours.

12 May ls Home lmprovement Month tii:i*li:l'f;i{:'iliilii:iililtl::i{illl$:|!:alirtriiiti.tijfi,:::lti$tti:r+;tlF.-*lilll:fltillltii:i,lttll:i',i:ii'iffi -?--1 d \
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The Merchant Magazine
into

ENERGY EFFICIENT room additions depend on the use of substantial amounts of olass pointed towards the sun, a well insuiated

structure and sufficient thermal mass in the floor or walls to store daytime heat for evening use. These energy selJ-sufficient rooms

can fill many needs for a family and blend in with the architectural style of a home.

LARGE WIND0W areas will help to provide heat to the lhermal mass in an addition constructed to store solar energy. lt is important that windows and gliding d-tiors seleited for

such rooms are checked carefullv for U-values and air infiltration rates. Ujvalue measures the amount of heat transmitted through all materials in a window, while air

infiltration measures the amount oJ air leakage between sash/frame.

* r\ 5 i t \ o ai F 8

GUARANTEED FOR SIIYEARS

Here's a message your lumber customers will like: They can now get lumber materials guaranteed * for 30years against termites and decay in residential use: Wolmanized @ Residential lum ber and Outdoor'd wood. Each piece of lumber bears a colorful label which outlines the guarantee and will attract the attention of yourcustomers.

Here's how these products willbe promoted:

Full-page ads will run in national do-it-yourself and contractor publ ications. Multi-media advertising will be conducted in regional markets with strong distribution. You'll have available warranty folders, counter displays, banners, posters, sales literature, building plans, p-o-p displays, billboard posters, radio and TV spots, ad slicks and audio-visual aids-the promotional program that has won 12 Drummer Awards in the past four years.

Otherways Koppers can make money for you: RainCoat'" Water Repellent. This water resistant coating helps protect the appearance of wood and other building materials against

weather effects, such as warping, splitting and checking. This repellent comes in attention-getting cans and offers exceptional crossmerchandising opportunities with Wolmanized wood.

Koppers Staining Service. Koppers can factory-stain your lumber and plywood in one of seven standard colors to help prevent moisture damage, improve appearance, provide more uniform coverage than on-site staining, speed construction and eliminate the effort and mess of job-site application.

Call lor more information or a quote. We want our products to make you money.

Western Wood Products Division Koppers Company, Inc.

Los Angeles, CA (714)524-0850

Denver, CO (303) 29$2823

Sacramento, CA (91 6)372-6920

-30 year limited replacement warranty against termites and decav in residential use. Warranted by Koppers Compiany, Inc.

l(opPERS

Eye-catching vignettes easy to build

E ECAUSE homeowner and d-i-y EJcustomers like to see and touch before they buy, vignettes are hot items in merchandising today. Whether it's paneling, paint or plumbing, a vignette clearly shows how it looks and what it does.

Many dealers are put off by the idea, visualizing hours of labor and expensive materials required to create a mock-up to showcase merchandise. Champion International Corp. has eased this dilemma with an 8 page instruction booklet for building eye-catching room vignettes. The displays require little more floor space than an A frame. Drawings and complete construction details cover a variety of mini-room configurations which can be disassembled and changed periodically.

Basically there are two styles of displays, one which hugs the wall and one freestanding in an open area. The smallest has one side for display, the largest has four display sections.

The booklet contains complete instructions for construction including a materials list detailed down to the last nail. Diagrams as well as step-bystep guides are included. Caution is given that the wiring should conform to local electrical codes applying to stores and that decorative material should be fireproofed.

Under accessorizing hints, the booklet suggests that products handled in the store be used. A warning is given to be cautious in the use of accessories since they may detract from the main thrust of the vignette and destroy its effectiveness.

Basic rules include coordinating accessories with the style of paneling or background covering; that is, formal, casual, country and so forth. Floor covering is considered a must, using carpeting, tile or whatever will coordinate. A caution is given about over accessorizing and the impor-

tance of keeping all parts of the vignette in proportion or scale.

If a store does not carry suitable merchandise for accessorizing the arrangement, negotiation is recommended with a local department or furniture store for the loan of accessories in exchange for a small sign crediting them. A similar arrangement is suggested with a florist for plants if the store does not handle green goods.

A dealer who has been doubtful about building vignettes should find this publication useful.

Sfory at a Glance

Inslructions simplify Yignette constructlon . mlnl.rooms take little space . . . vlsuallza. tlon promoles sales.

May,1983 15 May ls Home lmprovement Month

Home improvement promotion pushes sales

/l

S TIMES change with more em- rphasis being placed on homeowner sales for remodeling andhome improvement, many dealers are finding that the traditional ways of reaching the customer need to be updated.

A good example is offered by San Gabriel Sash and Door in San Gabriel, Ca., a foothill community in the greater Los Angeles area. Remodeling is providing the impetus for 8090 of the sales these days, according to Jim Reeves, owner.

Disenchanted by newspaper advertising, the company now advertises only in the Yellow Pages. Reeves feels that they have been much more successful in participating in home improvement shows at shoPPing malls in the area.

A typical promotion was a five daY President's Day Home Improvement Show sponsored by the Pasadena P\aza, in Pasadena, Ca., a nearby town. An estimated 400,000 attended the show with about 5,000 ProsPec-

tive customers directly contacted at San Gabriel's booth which was one of the approximately 20 exhibits at the show.

To attract shoppers, special lighting was used in displaying SimPson

Story at a Glance

New approach to reachlng customers . . shopplng mall promotlon draws thousands dlsplays plus follow up gen. erate sales.

International Doors in frames. Prospective buyers who stopped at the booth were given literature and a brief introduction by a San Gabriel Sash and Door salesperson or a Simpson Timber Co. rep.

Showgoers were offered a special sale price as well as an additional l09o off the sale price upon redemption of a work order form completed at the show. Free home estimates for a total package of door, installation, finishing, touch-up and hardware were also offered.

The main purpose of the show was to get the doors and the store into the public eye. "This wasn't supposed to

(Please turn to page 57)

flIII

16 May ls Home lmprovement Month nc"$..\'tt1$:iiltriiii$itrl:.il:*t:il:'::j:l!:lit:l#l:l:::*ii:lil:ll:,:',il:t!::tli::'lli1l:f:tliiiitill:ii.i,::ll::l:li The Merchant Magazine
'1 | I I tr \.r a#\ grut1 -r \,i *-"'8k" .,. ;
SHOPPERS attracted by San Gabriel Sash and Door's exhibit at a shopping mall home imorovement show became customers as a result of soecial discounts and lollow-up sales calls.

lumber products, cedar Canadian S.P.F., fir and alone, 6,800 carloads and trucldoads of these materials were shipped to our many satisfied customers.

The Portland headquarters and Newport Beach branch are staffed with ifficient, knowledgeable, highly trained and specialized peopleable to meef all the needs of an o<panding lumber supply business.

Cascade is a wholly owned subsidiary of Forest City Trading Group in business since 1976. We re a fi nancially sound, rapidly expanding technologically advanced computer oriented company with a definite competitive edge * we're the Cascade Team.

you. ' -tascad" offers the best incentive/commission program in the industry for the right indMdual -

to grow with a growing company.

if y6u thinX you would like to be part of the Cascade Team, contact us immediately.

Cascade Empire Corporatlon

4029 Westerly Place, Suite 2018

Newport Beach, California 92660

Attention: FRANK WRIGHT

Phone: (714) 9553410

0r Our Corpomte Office

P.O. Box 2770 - Portland, Oregon 97248

Attention: WAYNE MOSBY/V.P. Marketing

Phone: (503\ 297'3731Toll Free

1-80O547'8371

It},:.:pp"rtunity

Faced with a proxy fight led by dissident shareholder Samuel Heyman, GAF Corp. prepares to Iiquidate by selling its chemical unit to Allied Corp. for about $410 million in addition to the previous agreement to sell 8090 of its roofing unit to Southwestern General Corp.,' both sales are due to close this summer satisfactory resolution of asbestosrelated claims must be resolved before the roofing deal closes . .

AfterEvans Products Co. lenders squoshed the Sharon Steel tskeover headed by Victor Posner, Miami Beach financier, he was elected chairman of Evans succeeding Monford A. Orloff who kept his titles of pres., c.e.o. and later was elected pres., c.o.o. and a director of DWG, Posner's liquefied-petroleum gas and warehousing holding co. in Miami .

Southern Pocific is closing its Northwestern Pocific branch line between Willits and Eureka, Ca., because of losses and storm washouts; G-P Fort Bragg will not be affected because GeorgiaPocdic operates its own rail line to Willits..

Burlington Northern has opened its Puget Sound Hub terminal between Seattle and Tacoma, Wa. the feds have ordered states to allow larger trucks, including twin trailers, on more than 130,000 miles of noninterstatehwys....

An appeal by the U.S. Coalition for Fair Canadian Lumber Imports for duty on Canadian imports ftas been denied by the U.S, Court of International Trade . .

the Federal Trade Commission has denied Louisiano-Pacific Corp. 's petition to sell its medium-density fiberboard plant at Rocklin, Ca., to Roseburg Lumber Co., Roseburg, Or. .

Manville Corp. has been granted a 45 day extension for filing a formal reorganization plan under Chapter ll . . . GeorgiaPacific plans to double strandboard production at Dudley, N.C., and build 9 other U.S. strandboard and waferboard plants . Pope & Talbotplansto acquire complete ownership of its Halsey, Or., pulp mill by buying the remaining 5090 from American Con Co. for about $14 million.

Potlatch Carp. has closed its Potlatch, Id., sawmill . Idaho Timber has purchased a remanufacturing co., Alumni Forest Products, in Vicksburg, Ms. . . Willamina Lumber Co. has agreed to acquire the assets ofthe Champio n Int ern a t io na I plywood plant in Willamina, Or., for an undisclosedamount...

Golding Lumber Sales, Westminster, Ca., has changed its narne to Golding Sullivon Lumber Soles . . J.E. Higgins Lumber Co., Walnut Creek, Ca., has opened a new 1l,250 sq. ft. warehouse/office facility in Bakersfield, Ca., to handle hardwood lumber, moulding and plywood in Kern County . .

Nikkel Corp., Sacramento, Ca., has closed its specialty products div. anci is expanding its moulding plant in Anderson, Ca. , . . Pacific Gamble Robinson Co., Seattle, 'Wa., has acquired Select Pallet, Fontana, Ca., no

The Merchant Magazine price revealed in the transaction . Palmer G. Lewis Co., Auburn, Wa., is offering an additional 700,000 shares of common stock. .

Anderson Lumber Co. is launching a multi-million $ expansion program in Ut., Wy. and Id. with a52.2 million retail home center in West Jordan, Ut. . . Diamond International is closing retail outlets in Santa Rosa, Pittsburg and Galt, all in Ca., and Reno,Nv....

Soldotna Drug and Home Cen/er, Soldotna, Ak., is now a Poy 'n Save drug store/home center . Henry Haimsohn will open Savers, a membership discount warehouse for building supplies, in Denvern Co., this summer . . Sterling Lumber Co., Sterling, Co., has completed an expansion to add more display space . .

Citizens Lumber Co., Reedley, Ca., has expanded its store to 5,500 sq. ft. Lumbermen's, Dallas, 0r., formerly Willamette Industries, is replacing its warehouse floor plan with a shopping mart layout . . . Lumbermen's, Tigard, Or., will expand from 6,000 sq. ft. to 10,000-15,000 sq. ft. . . . Grossman'splansto open a new store in Ventura, Ca., possibly as soon as this mo. . .

Housing starts in Mar. (latest figs.) slid back9.ZVo from thepreceding mo. to a seasonally adjusted annual rate of 1,611,000 . . . single family starts were off 8.8V0; multiples slipped 9.9V0 . . before seasonal adjustment actual starts in Mar. climbed to 134,4ffi units from 96,000 in Feb. and78,200 ayear earlier. building permits, which had increased each of the six previous months, dipped 4Vo to an adjusted annual rate of 1,434,000 units, 68.5V0 above the previous year's figs. .

Resales of single family homes in March reached the highest level in more than? yrs, climbing 9.890 after a decline in Feb. to an annual rate of 2.7 million . . median price: $69,300.

18
1;l
F ir',[ (q R t?l t] [f [f (\ rr\_ L5 .r\! di tu [u L] tr ll- o
i a I t

GALENBAR

MAY

PROFII$!

FAMOWOOD

is the PROFESS|O!|AI'S A[[ PURP(|SE PIASTIC

Boat builders, furniture malters, 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! &tu

Ready to use right out of the can, Famowood! iliJlfi,llf.PilLl',il','.L:l[i,Yli3i,1l3: ffi quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. 4Q

Galifornia Wholesale

A Division of Coestal Lumber Company presents 'rlllothing But The Bastrr in Appalachian, lUorchern,

and Southern Hardwoods

Bod Oak White Oak Ash Poplar Maplc

Sycamom Basswood

Tupelo Ghcrry

llackbcrry Hickotry Gottonwood Hard SSoft

Aso lmported Hardwoods

Gum and Oak veneers and Oak

Ptywood cut-to-size

Shipments by Direct Carload, Direct from our own Hardwood Mills or Truck & Trailen frpm qrr

Los Angdes Distrihnion Yard

Our office is located at: 999 N. Sepudveda Btud., Suite 314 E Segundo, Ca. 90245 o [213J 64G2548

Russ Swlft Mlkc Kclly

Donna Hamrnond

Ed Cordova

Lumber ltlerchmts Associstion of Northern Calilbrnis - May 14-17, convention, John Ascuaga's Nugget, Reno, Nv.

North West Timber AssociationMay 15-17, annual conference, Valley River Inn, Eugene, Or.

Western Building Material Assn.May t5-17, all industry management and marketing conference, Eugene Hilton Hotel, Eugene, Or.

National Kitchen Cabinet Assn.May 15-lt' 28th annual convention, Del Monte Hyatt House, Monterey, Ca.

Los Angeles Hoo-HooMay 20, Stanton Cup Invitational, dinner & initiation, Costa Mesa Country Club, Costa Mesa, Ca.

Hoo-Hoo-EttesMay 20-22, national convention, Flamingo Hilton Hotel, Las Vegas, Nv.

North American Wholesale Lumber Assn. - May 21-25, meeting, The Broadmoor, Colorado Springs, Co.

JUNE

Inland Empirc Hoo-HooJune 10-12, 30th annual Palm Springs weekend, Marriott Rancho Las Palmas, Rancho Mirage, Ca.

North American Wholesale Lumber AssociationJune 12-17' annual wood marketing seminar, Oregon State University, Corvallis, Or.

American Plywood AssociationJune 13-14, annual meeting, Thunderbird Motor Inn, Jantzen Beach, Portland, Or.

JULY

National Housewares Manufacturers Association-July 10-13' International Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Los Angeles Hoo Hoo Club - July 14, grading seminar, location to be announced

Nationaf Retail Hardware Association-July 17 -21, 84th annual congress, Marriott Inn, New Orleans, La.

AUGUST

Nationrl Woodwork Manufacturers Association - Aug.7-10, mid-year meeting, Silverado Resort, Napa; Ca.

Wood Moulding & Millwork ProducersAug. 17'19' summer meeting, The Broadmoor Hotel, Colorado Springs, Co.

SEPTEMBER

Mountain States Lumber & Building Material Dealers AssociationSept. 15-17, 90th annual convention, Sheraton Denver Tech Center, Denver, Co.

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 tt least six weets aherd of the dst€ and be sure to include your name, address, and telephone number.

3;a',wfllf.:. 16 matchins wood corors BEVERTY MANUFACTURING C(}MPAI{Y 9118 S. Main Street. Los Angeles, Calif.90003, P.0. Box 73233
The Merchant Magazine
Manulactur.ri
ol Famowood, Famoglare, Fsmosolvent Distributor and Dealar Inquirios Invitad
t"i{:.{.:ll;lii,l;.i,i.!;.i.!;li
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Green Dooglos Fir Kiln Dried llemlock

Dimension lumber, studs, post timbers to 4O'. Unitized and & beams, plank, paper wr-apped

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, truck, ocean bange and for export.

May,1983 21
trcIREsT F'RtrIE'IJtrTsi TIME!5 |v|I|lRC'R LUMBERAND PLYWOOD SALES OFFICE 4OOO KRUSEWAY PLACE, LAKE OSWEGO, OB. 97034 [503] 635-9751 TWX 503 910464-8083 Outside Oregon call toll fnee 80O-547-6633
PL'BLIsHERs
A Wide Range of Redwood products Distribution Yard ( rail or Truck)
Mill
Marty Olhiser,
mgr. Chris fepsen,
mgr. Ken Osborn Harold Fuerst Craig Cookingham
Henderson [Minneapolis (612) 54't-L235)
Some of our Specialties: o Mixed specified loadings r Long dimension . #1 & better cuttings o cross & transmission arms
Direct
Shipments
sales
production
Tom

This column is the tirst of three dealing with waYs of reaching the d o- i t-y o u rs elf cus t o me r-ed'

EIEMEN4SER when a lumberyard's rI competition was the lumberyard on the other side of town? That's not the way it is anymore!

Competition for product categories that were once found exclusively at the retail lumberyard is no longer restricted to only the home center and building material dealer. Using the term that Dick England of Hechinger coined during his keynote address at the National Home Center Show a few years ago-the "dabblers"-discount stores' drug chains, and supermarketsare nowmerchandising our products. Vons, the closest food supermarket to my home in San Diego, carries a larger selection of extension cords and sandpaper than our local lumber dealer. Across the street from our office a regional drug chain of over 100 units opened their newest store. The sign on the building reads "Sav-On Drug Store and Home Center, Prescriptions, Liquor, and Garden Center."

While typical retail lumber dealers still dominate in products that are used in new construction and major remodeling, some of these "dabblers" are doing a better job of merchandising the aftermarket departments. As a result, store traffic has been siphoned off. Margins have eroded. However, those retail lumber dealers who through the years have established themselves as the do-it-yourself headquarters will continue to bring repeat shoppers into their store. But it takes

more than just a sign over the door that reads Home Center or Do It Yourself Headquarters. To become that headquarters requires the proper merchandise mix, a staff that is product-wise, dramatic visual merchandising and a promotion program that convinces the families in that market that "this is the store that knows their maintenance, improvement and repair problems and can supply the solutions. "

One of the best ways to get that message across is by offering Do It Yourself clinics. The concept of d-i-y clinics began in the late 1960s. I know because during those years I was responsible for the sales promotion for one of the leading home center chains in the country. We put 15,000 peoPle Per Year through our College of Do It Yourself Knowledge.

In the mid 1970s clinics were put to rest. I found that out after receiving a surprising phone call from Chuck Ratner, the executive vice president of Forest City. As seminar director for the National Home Center Show, I had asked Chuck to coordinate a seminar session for our 1978 show entitled "Staging How-ToClinics."

"Bill, we've got a problem," Chuck said, "I've phoned around the country and except for Channel everyone has cut their clinic program. With housing starts at an all time high, store traffic is super and no one feels they need the burden and expense of clinics." That was 1978' Well, we're in the 1980s now and housing starts are no longer peaking. My office has been monitoring the advertising of home cen-

ter retailers. Here's just a partial list of the retailers who have featured d-i-y clinics recently:

Anderson's B&BHomeSupply

Busy Beaver

Channel

Chase Pitkin

Dawson

Dixieline

Forest CitY

Hechinger

Home DePot

Lampert

Mellard

Plywood Ranch

Sommerville

84 Lumber

The term clinic means different things to different people. At one time clinics meant a two hour session that began in our classroom next to the store manager's office at seven o'clock every Tuesday evening, Demonstrations were those things we put on in the main traffic aisles during peak hours Friday evening and Saturday afternoon. Through common usage, today the term clinics means all of the above to some people. This article is about the classroom style of clinics.

To get a handle on the types of information that interest the 1980 d-i-yer, not only is my office tracking who is offering clinics to their customers but we're also tracking the subject matter offered.

Here's an alphabetized list:

r Adding a room

o Antiquing

o Blowing-in insulation

o Building agarage

a Building a home

o Ceiling tile installation

o Ceramic tile

a Countertops

(Please turn to Page 60)

Phone: (503) 874-2236 P.O. Box 7 Riddle, Oregon 97469

22
nrtTf rrr;\nn n -\nF: .i.l:ii llv,4llIlRlll:lil/a\ lN\lll iiu llUUllUUt9ULlL^lUU u fl? BILL FISHMAN .',::+i.:::.:j:+llr:lt:i;tit:*l:ii:.!tti:i:t!:lr::l:liiit::ii*ll:iil:it:r:i::t*::t::itii::t::.::s
HOME GENTER
The Merchant Magazine
Old
SPECIFIED #2,*1, Sel. Struct., Clears 1" x 2" thru 8" x 14"8' thru 24'
Growth Douglas Fir Green, Rough or Surfaced
Sales Mgr. Ted Barnes

ARK May l5-17 on your calendar for our 19th annual all industrv management conference in Eugene, Or. The program, one of our best with the

theme "Teaming Up For Tomorrow," will feature keynote speaker Lester E. Anderson, owner and publisher of Rondom Lengths, the weekly lumber and plywood market report. Keith George and Arlyn Nelson of Frank B. Hall & Co., of Wa. will present "Business and Tax Planning for the 80s." Bruce Miller, an

engineer specializing in wood products promotion, will discuss "Marketing Treated Wood and All Weather Wood Foundations." Carl G. Dll, former pres. of Lloyd Lumber, New Milford, Ct., will present a 2Vz hour workshop on marketing, pricing strategies, advertising and training, "New Marketing Strategies that Work."

Tours are scheduled of building material stores in Eugene as well as the Weyerhaeuser lumber and plywood mills in Springfield.

Conference location will be the new Eugene Hilton.

permits issued for '82, only 140/o were issued during the first quarter ofthe year, while 3790 were issued during the last quarter. Making a bad situation even worse was the fact that '82 began with a very low inventory of outstanding permits as less than 210/o of the total issued for l98l came in the final quarter of the yeat.

FRED CARUSO executive secretary

ln SraflSfICAL trends can predict I the future. Colorado and metro Denver are on the brink of a major building boom.

More residential permits were issued during the final quarter of 1982 than any other quarter since the record summer of 1978. Not only that, the fall quarter of I 982 beat all six previous 4th quarters €rs a percent of the total number of permits issued for the year.

What does this mean to the retail lumber dealer and the building materials supplier?

Simply put, a near record number of permits are in inventory awaiting the "go" on construction. As of the first of

the year, plans were under way for more than 10,257 units in Colorado (7,253 of these for metro Denver). Very few of the supplies needed for the construction of these units have been purchased.

The positive trend at the close of 1982 has continued into 1983 with an incredible January in which 2,458 permits were issued for the state, compared to a miserable 929 in January 1982, an increase of 265s/0. Of the past seven Januaries, only January 1978 toppedthe record of 1983 and not by much, 2,603 vs. 2,458. February's preliminary figures available for metro Denver only show an increase of 20t/o over January and a total increase of 33090 over the same month in 1982.

A check into records kept by the Colorado Association of Housing and Building showed that of all the residential

Figures for February and March 1983 are projected on the basis of a very conservative five-year average for those months. We already know that metro Denver issued I,893 permits for February compared with the five-year average for the month of 1060, up by 7890 over the average. Totals for the entire state are not available at this time but are expected to follow the metro Denver trend.

This spring building season, Colorado's contractors and building material dealers will be starting the second quarter of the year with well over twice the number of residential units in the hopper that they had one year ago (approximately 17,301 compared to 8,693). This record is second only to the comparable period that preceded the record boom of 1978.

May,1983
ft}
29
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I Western Building Material Association P. O. Box 1699, Olympia, Wash. 98501, (206) 943-3054
I
NORTHWEST
,^rrE3,ii3i33 [[]/lfil|l
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STATES
Mountain Stat€s Lumber & Building Material D€alers Assn. 5rlol south Prince st., Lirleton, co. 80120 (303) 7s$2s26
ltNlllT/,il
NEW MEXrco
Gustorq Milli4( Specialists

Behind the Scene in Sales

There are building supPly dealers whose employees sell lumber everY day without knowing much about what is involved in getting that lumber to the store. This account of a few days in the travels of Russ Swift, West Coast mgr. for Coastal Lumber, gives some insight into the work of a wholesaler.

Swift was picked uP at the RaleighDurham airport in Raleigh, N.C., bY Coastal Lumber Co.'s corPorate pilot, Dave Johnson, in one of the

firm's corporate aircraft, a Mitsubishi MU2. After he had visited the home office in Weldon, N.C., Russ was driven by Lyman Shipley, v.p. of marketing, and Art Willard, Southern hardwood product mgr., to the mill in Kinston, N.C. Jimmy Johnson, mill mgr., showed everyone around, pointing out that it is a hardwood single-band mill with a planer. They can dress most hardwood species with the exception of oak. Kinston has two package kilns and two track kilns with an annual

WbVesotthegoods onthe-Golden State!

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Willamette's ready to fill you-r orders for iop qualitv sheathing at Berth 177 in !Uilmineion. Located in the Bay Area? You'll also find ur "i2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs.

We do all the warehousing so you won't have to. From a few units, to a truckload, just call us for a quote, then give us the specs. lUe'll have the goods on our dock, ready for your prompt pick'up. What a way to save time and save some green in the Golden State!

Phone us todav at 5O3.926.777I.

Willamette Industries, Inc. Lumber and Plywood Sales Drvision Albany, Oregon 97321 503-926-7771

kiln capacity of 2,400,000 maximum.

The next day, Johnson flew Swift, Shipley and Jerry Williams, v.P. of operations, to West Virginia where they spent the day at three of Coastal's operations. The first stop was Buckhannon, W.V., a yard with seven package kilns and eight Progressive kilns for a total annual kiln capacity of 7,000,000 maximum' Mark Ellis, the plant mgr., gave a tour of the yard including the planer which dresses most hardwood species with the exception of oak. While there, they met with Barry Cook, regional mgr. of Appalachian operations, and Rolan Rhodes, div. mgr. of Appalachian operations. Next stop was Dailey, W.V. There the mill mgr., Raymond Adord, and RandY Foster, assistant mill mgr., showed them the operation. TheY were cutting hard maple in the sawmill. Dailey has a planer with the ability to dress oak, three track kilns and two package kilns with an annual kiln capacity of 3,800,000 maximum. This mill also can surface oak with a Strait-o-plane.

The last stop for the day was Elkins, W.V., where Plant mgr. Don Megert showed them around. This is a yard with a planer that can dress most hardwoods with the excePtion of oak. They have seven track kilns and an annual capacity of 7,000,000 maximum.

Although Swift did not go to Thomasville, Al., and Denmark, S.C., he was brought uP to date on the improvements at these two mills. Thomasville has installed a new gang saw and carriage and Denmark also has a new gang saw. Seller, S.C., has been converted to a strictly cypress mill. At this location they run various patterns, channel rustic, bevel siding, and ship these as well as kiln dried rough cypress.

Swift's visit concluded with a meeting with Paul Barringer, pres. of Coastal Lumber, and Steve Conger, executive v.p. of Coastal Lumber and pres. of Coastal International.

Speed vs. Reliability

Most customers want reliablenot necessarily fast-service. However, many companies have set up expensive fast service systems to please a few customers when, in reality, the majority only want reliable service.

24
The Merchanl Magazine

Bevel Siding in aDramaticPattern

SELF-ALIGNING:

The rabbeted Pattern is self-aligning for easy aPPlication. Each piece lies flat against the sheathing, so nails can be set easily without splitting. Mitred corners are easy to cut. Hot-diqqed galvanized, sta,n/ess steel or aluminum nails are a must.

Palco's new rustic redwood sidings provide an ideal design solution for contemporary housing in the 80's. The strong horizontal lines work equally well on single story and multi-story structures. On multi-story houses, as shown above, the siding blends traditional design elements with the warmth of rustic redwood at an economical price.

r HEAVY SHADOW LINE: These sidings are available in 6" and S" rabbeted patterns which are double the thickness of %" sidings. The rabbeted feature makes for rapid, accurate application and the extra thickness provides a strong shadow line.

o DESIGN VERSATILITY: On multi-story construction' the horizontal oatterns avoid the awkward transitions from floor to floor experienced with overused vertical patterns and panel products.

r EXCEPTIONAL PERFORMANCE AND APPEAR. ANCE: Palco's rustic redwood sidings are naturally air seasoned and very stable. They lie flat and stay flat when properly applied and finished. Shipments contain plenty of long lengths to reduce labor and keep butt joints to a minimum. The handsome saw-texturecl face holds paints and stains extremely well.

I?ALOORUSTIC
REDWOOD
{ I
THE PACIFIC LUMBER COMPANY PO. Box 7406, Rincon Annex, San Francisco, CA 94120' (415) 771-4700

REDWOOD BEVEL SIDING:

o STABLE: All stock is air seasoned in the rough before machining and resawing. The natural air seasoning process does not stress the wood. Knots hold better. There are fewer problems with splits, face checks, and cupping.

o WEATHER RESISTANT: Palco rustic redwood sidings have the stability and resistance to weather naturallv inherent in California redwood.

o SAW-TEXTURED SURFACE: The distinctive saw-textured face will hold properly applied paints and stains up to twice as long as smooth surlaces. Penetrating stains are particularly successful.

o ADDED INSULATION: Palco rustic redwood sidings with their extra thickness give improved insulation. For example, 1" of redwood has the same thermal insulation as a 5.g,, thickness of brick, 9" of concrete block, 13.7,,of concrete. and 1,706" ot aluminum.

o FIRE RESISTANT: Redwood's low flame spread rating offers a distinct advantage over most other wood products.

o UNIQUE NATURAL BEAUTY: Attractive grain and knot characteristics provide a genuine rustic appearance. Redwood's Heartwood and Sapwood together provide a pleasing color contrast not available with other sidings.

o EASY TO HANDLE: Palco rustic redwood siding is light in weight for easy handling.

o EXTRA LONG LENGTHS: Random tengths of 6, to 20, go up fast and reduce application costs.

1. For sheathing use plywood, lumber or fiberboard.

2. Nail as shown in photographs to right and below left.

3. Use only corrosion-resistant nails to avoid staining of the wood: top quality hotdipped galvanized, aluminum or stainless steel

4. Nails must penetrate 172" into studs or llz" combination of wood sheathing and studs. lf sheathing is not solid wood use nails long enough to penetrate studs 1%".

FINISHING RECOMMENDATIONS:

Palco's Rustic Redwood can be finished for a variety of appearances.

STAINS: Popular oil-base semi-transparent stains provide color but don't hide the grain, knots or texture. Oil-base opaque stains will usually obscure the grain and knots but not the texture.

PAINTS: Top coat can be either latex or oil-base and must be applied over a compatible prime coat. prime coat must be an oil or alkyd-resin base, or a stain-resistant latex base.

WATER-REPELLENTS: A non-pigmented water-repellent coating will minimize darkening. The surface will become a buckskin tan. lf reapplied, water-repellent can keep the buckskin color; il not, driftwood gray will be reached in time. DO NOT USE shake and shingle paints, low lustre alkyd paints, or varnishes.

DETAILED PRODUCT SPECI FICATION

Name: Sizes: Palco Rustic Redwood Babbeted Bevelsiding. Nominal |th" x 6" is Pattern #472i jth,, x8,, is Pattern #473. Net sizes are shown in this sketch:

Lengths: Random 6'to 20i

Grade: A combination of Select and Construction Common, air-seasoned, saw-textu red surface.

PALCO RUSTIC REDWOOD is atso avaitabte in thick butted Bevel Sidings 1Va,, x 10,'and 1Vt" x12". Other patterns including vertical sidings are available on special order.

Spacing of Va" for expansion clearance. Nails must just clear underpiece's tip.
Hl/00since186e Arch tectu r al Qu al i tv Redwooo TIIE PACIF'IC LIIMBEN, COMPANY P.O. Box 7406, Rincon Annex, San Francisco, CA 94120 (415\ 171-4700

L.P Says Thanks

A recent customer open house by Louisiana-Pacific at their big Orange, Ca., distribution center was a way of saying thanks to their patrons as well as to promote their new line of L-P Waferwood and the pressure treated Outdoor Wood they also handle. Both have been good sellers for them.

The event also pointed up the wide line of building products now handled at the 12 acre facility. In addition to the old standby plywood, they now inventory poles, plastic/wood bender board, redwood, and green Douglas fir lumber, pine boards, posts, sheathing, stakes, landscape lumber and a variety of industrial lumber, such as pine.

SHIRTSLEEVE weather was a nice plus lor the open house. (1) Russ & Lisa Adair, L-P mgr. Mike Sampson, John Mazanet. (2) Bill & Lettie Caswell, Kathy Arndt, Ray Bell. (3) Dennis Kirk, Patti Matweeff, Steve Gwaltney. (4) Steve Thurgood, Doug Bench.

(5) Sterling Wolle, John Schick. (6) Tom Gardiner. Sam Herrera. Frank Schweizer.

(7) Denise Burrell, Bill & John Slay, Bob

Linkupwith he Furmah Systeln,

The system is made up of highly trained market specialists with years of experience in the softwood lumber industry.

The system works fast and with complete follow-through.

The system has coast-to-coast facilities so we truly know the entire U.S. market.

The system has an in-depth knowledge of the Canadian market as well, since we're one of their largest lumber importers.

The system gives you straight, updated information on all softwood species.

The system has a first-rate approach to shipping. We'll ship your order the most cost and time-efficient way.

The system is making markets in all softwood species:

Canadian Spruce - Green Douglas Fir - White Fir - Western Red

Cedar - Redwood - Western Hemlock - Ponderosa Pine - Sugar

Pine - Waferboard - Timbers

You can quote us on everything wdve said about the Furman System. Now... may we quote you?

May,1983
Li ne. i p F
27
CALL The System. I -8OO -547 -1942 UtBERt lJlC. t.,r. unx 253115, 1750 S.W Skyline I)rive, Portland, oregon e7225

Remodeling Remains Strong

As the nation's housing industry pulls out from its worst slump since World War II, remodeling will continue to be an important adjunct to the new and existing home market, panelists at a NationalAssociation of Home Builders economic conference said recently.

Michael Sumichrast, senior staff vice president and chief economist, NAHB, predicted that residential property owners would spend $47.4 billion this year on the remodeling, maintenance, and repair of their homes. When non-residential upkeep and improvements are added, remodeling expenditures in 1983 could total $82 billion, exceeding the $63 billion expected to be spent on the construction of new homes.

As a result of the cyclical nature of the home building industry and the depth and duration of the latest housing recession, greater numbers of builders have begun to diversify their activities into the remodeling and rehabilitation area, he said. About 37s/o of the NAHB membership was involved to some extent in remodel-

ing during 1982, compared to only lls/o in 1969.

Donald Spear, editor and publisher, CMR Associates, said that the resale market was the driving force behind the remodeling industry and that rqsidents who had lived in their homes six years or less were responsible for half of remodeling business. Remodeling activity had declined during the past recession in tandem with declines in existing home sales, he said.

In inflated dollars, remodeling per unit in 1983 will rise to about $650, according to Paul Rappaport, president, PNR & Associates. However, the market is leveling off and "the future doesn't look bright in terms of constant dollar expenditures. "

Robert Sheehan, staff vice president, NAHB, said that remodeling business would climb 890 in 1983 over 1982, but that in real terms, the gain would be about 290. Inflation in building materials is expected to outpace the overall gain in the CPI during 1983.

He said that a major factor determining remodeling activity would be

The Merchanl Magazlne

the availability of financing. He said that S&Ls might be more predisposed in the future to offer loans for remodeling because the shorter maturities and higher yields of such loans were favorably matched to the new money that thrifts are collecting in instruments modeled after money market mutual funds.

David Sauer, president, Qualified Remodeler Publisher, Inc., said that commercial repair and remodeling would be even stronger than residential remodeling and repair during the 1980s. "If the residential market is a good one," he said, "then the commercial market is an absolute plum."

He estimated that the commercial market would total almost $59 billion in 1983. In general, he said that remodeling was "where it's at" in volume and profitability and would continue to outstrip new construction for the balance of the century.

28
SUBSCRIBE TODAY We're distributors for. . Solid Oak I Parquet ffi Ftooiing The only complcto DIY llne, plus pre-stalned mouldlngs to go wlth lt. A low malnlenance product, a true peel & place DIY wood tlle. Plenty of dealer merchandlslng alds. Quality Servlce since 1932 rm0n smvtc[ suPP[Y c0. 861 Auzerais Ave. r San Jose, Ca.95159 . (40,81 2o,.02fn and our tull service branch facllity at 8660 23rd Ave., Sacramento, Ca. 95826 o (916) 381.5034 eB-

Announcement -

Jensen Lumber Company is proud to announce the opening of its newly refurbished mill at Hyampom, California. We are cutting old growth DouEilas fir and are manufacturing export clears, industrials, structural beams and timbers and rough green dimension and boards. Rou€h green cuttings, 8120', Ne a specialty.

JENSENTUMBER COMPANY

P.O. Box 29, Hyampom, Ca. 96046 (916) 62&5265

ROUGH GREEN CUTTINGS

Old Growth Dou€las Fir: export clears, industrials, structural beams & timbers, rough green dimension and boards

May,1983
Bob Jensen, general manaller Rosemary Jensen, sales manager

HAMPTON LUMBER SALES HAMPTON INDUSTRIAL HAMPTON OVERSEAS HAMPTON VENEER SALES

WE DO A COMMON THING

UNCOMMONLYWELL

fl Specialists in f raming and cuttings-all species.

Backed by company timberlands and sawmills, remanufacturing and custom milling.

Outside sales contracts exceed 300 MBF annually.

Technical expertise and f inancial ability to buy f rom all sources.

Size fosters f lexibility and service.

Time tested track record.

(503) 297-7691 TWX 36-03s5 9400 S.W. Barnes, Portland, Or. 97225

Hines Sells Oregon Mills

Edward Hines Lumber Co. plans to sell its lumber manufacturing properties in Oregon, upon completion of satisfactory financing.

Sawmill facilities in Hines will be sold to Snow Mountain Pine Co., formerly Salmon River Lumber Co. of Riggins, Id. Other facilities, principally at John Day, Mt. Vernon and Seneca, will be sold to John Day Lumber Co., a recently formed partnership between J.I. Morgan Inc. and J.I. Morgan Equipment Co., both of New Meadows. Id.

Easy to Remember Number

I-800-THE WOOD is the catchy new nationwide toll-free number for Fuman Lumber, Inc., Boston, Ma. The firm also has a sales office in Portland, Or.

Sell lt Yourself

Self-service is not always the best. You can move items that are not impulse type by keeping them behind the counter and offering them as necessary for a job.

30 The Merchant ltlagazine
T ! tr
Your One LUMBER ! Spof Pick-Up LATH tr PLYWOOD LUMBER and PLYWOOD CO. P.O. Box 1215 Berth 177 Wilmington, Ca. 90748 TJ.ts COOS HEAD (213) 834-5261 ! (213177U1179 .l^

Housewares Book Reprinted

"The Housewares Story," a history of the American housewares industry written by business journalist Earl Lifshey and published by the National Housewares Manufacturers Association in 1973, has been reprinted by the NHMA, according to Ronald A. Fippinger, managing director.

"We are indeed pleased to reprint 5,000 additional copies at this time,,' Fippinger said, "and to continue its widespread distribution, especially to all newcomers who have become part of America's dynamic housewares industry since our unique history was published ten years ago."

Since 1973, the NHMA has given 25,000 copies in a hardcover, 384-page illustrated edition, to manufacturers, buyers and other members of the housewares industry.

The book served as the basis of a half-hour color film, "The Housewares Story," which since 1974 has had widespread showings. The association received a "More than a Million" award from Modern Talking Picture Service, which distributes the film, to mark the movie's beins

shown 55,028 times to 1,548,947 viewers in community audiences. The movie has been shown extensively on local and cable television stations with nearly 1,000 telecasts to more than 8,000,000 viewers to date.

REM0OELED home is uodated with ctad casement, bay and spandrel windows from Caradco Corp. Bel-Air Door, Alhambra, Ca., has been appointed a distributor ol their windows, skylights and patio doors in the So. California area.

Woodland Stocks Sunshineo Wood Paneling

Wood ffi*

t{0T A C0NTEMP0RARY sculpture, but a twin viaduct on a Nevada freeway segment of Interstate 80 near Lovelock, this structure is supported by some 1,253 wood piles, from 40 t0 70 ft. long and a minimum of 8 in. at the tip and 14 in. at the butt, pressure treate-d by McCormick & Baxter Creosoting Co., San Francisco, Ca., using creoste from Koppers Co., Inc., Fontana, Ca., and Portland, 0r. Pressure creosoted wood piling in addition to being well suited to the adverse site conditions provided a cost savings of about $1 per linear foot over other methods.

May,1983
31
Tllg Complete
Of
THE LITTLE COMPANY WITH THE BIG SERVICE Woodfand Products Go., tnc. o 1480 E. Grand o Pomona, California o 714-623-3494 219-444-5678 Northern Division 140 W. Deodora o Vacaville, California o 707-447-7196
Line
Real

Traffic Expert Set for Seminar

Views on the future of lumber traffic will be presented to members of Second Growth by Homer A. Bollard, general traffic manager of Louisiana-Pacific Corp., at their annual weekend seminar, June 3-5 at Rancho Bernardo, Ca.

Current chairman of the Western Wood Products Association traffic committee, Bollard has worked with lumber traffic for 14 years.

A second speaker, Chuck Boyle, will share his thoughts and philosophies on attitudes, personal motivation and the search for excellence.

Social events and sports will round out the annual seminar weekend of the under-35 group' part of the Lumber Association of Southern California.

Western Inventor's Good ldea

Just about the time you decide that there is nothing lacking in the area of home improvement merchandise, someone comes along with something new.

The innovator this time is David S. Leib, president of New Concepts Plus Industries, Inc., Stockton, Ca. Frustrated at being unable to reuse the ceiling hooks which support his houseplants, he invented a toggle bolt retriever called Toggle Saver.

The system makes a conventional toggle bolt retrievable by screwing it into a sleeve inside a plastic cap. The bolt is then inserted into a hole drilled in the ceiling or wall and the wings fold out, forming the anchor. When it comes time for removal, the bolt is unscrewed, forcing the wings to collapse into the cap until they are the same size as the hole. After the toggle assembly has been removed, the plastic cap can be inverted and used to plug up the hole.

Leib is anticipating sales of over $3 million.

Stop Complaints Cold

When complainers complain, an employer should tell them to write a thorough analysis with potential solutions of the problem. If the complainer doesn't want to write the report, then that problem is solved. If the analysis is written, it can show that the complaint has a viable solution.

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:

INDUSTRY seminar tor Second Growth is being arranged by the 1983 officers (left to rlght) Jim Taft, v.p.; John Newquist, pres.; Bill Sullivan. sec.. and Pat Hawthorne. treas.
The Merchant Magazine
d,w*wtEMffiN5 6W,*ffiNG, P.O. BOX 3175 . NAPA, CA 94558 WHOLESALE DISTRIBUTION & REMANUFACTURING OPERATIONS
RICK
o
SNODGRASS LOWELL WALL . STEVE HAGEN ' KARL DREXEL is 707-252-6142 Napa, Ca.94558 o o o o J o c c c 3 c ..THE LUMBER NUMBER'' "THE PLACE" 5747 HwY.29, ,IAE'$BER OFp -_-{rutg3i
ROSA
DAVE

r00 rElns [80

Some of our finest woods went to build Sailing Ships and fine San Francisco Buildings

Since then, Allen and Higgins Lumber Co. was destroyed during the 1906 earthquake and fire, only to reopen in four days to help San Francisco rebuild after the catastrophe.

In the years that followed, we proudly supplied much of the exotic woods for such landmarks as William R. Hearst's San Simeon Castle, the Flood Building and the reconstruction of St. Mary's Cathedral.

After the ups and downs of the depression, the war years and another devastating fire in 1969, J. E. Higgins rebuilt again..,determined to offer a wider range of products, larger inventories and expanded customer seruices,

Now with 8 major distribution yards plus drying, milling and moulding facilities, this commitment to customer service continues with us today. In 1883, J. E. would have insisted on it.

PHOTO: NATIONAL MARITIME MUSEUM. SAN FRANCISCO
J. E. GO, CORPOFATE OFFICES 1399 Ygnacio Valley Road, Walnut Creek, CA 94598
Jince 1883 IrI -Ytsv4rr :\: HIGGINS LUMBER UNION CITY 600 Daggett Avenue Union City, California 94587 BAKERSFIELD 4320 Shepard Street Bakersf ield, California 93309 SACRAMENTO 1122 Joeltis Way Sacramento, California 9581 3 MONTEREY 412 Shasta Street Sand City, California 93955 FFESNO 4734 E. Jensen Avenue Fresno, California 93745 HEALDSBURG 213 Exchange Street Healdsburg, California 95448 RENO 4975 Energy Way Reno, Nevada 89502 GOLOEN STATE FLOORING DIV. 165 Valley Drive Brisbane, California 94005

We've been looking out for our customers' interests for more than 35 years. So when you're on the outlook for quality redwood and cedar products, rely on Capital Lumber Company: the independent that cares about his customer and looks out for him with quick service and kept promises.

Itii;llitJlitilirlltii$ilh"$$tliil$$l$iiir.iiilil',i$liiiiiiiliiii::t\iTi$R$.+._$:rrl

Jim Murk is now a partner and v.p. at Golden State Moulding, Rocklin, Ca., according to Lew McDonald.

Roberi W. Kosar has been named v.p., corporate facilities and real estate, Champion International Corp., Stamford, Ct.

David D. I*land has been named president and c.e.o. of the newly created forest and forest products group of Burlington Northern Inc., based in Seattle, Wa. He was formerly with Southwest Forest Industries Inc. as exec. v.p. of the building products group.

Rei Olsen, Western Turnings and Stair, is back in Commerce City (Denver), Co., after a vacation trip to the Far East.

Stella Anderson is now market mgr., roofing systems div., at Manville Products Group, Denver, Co. Robert J. Graboski is pricing and specialty products merchandising mgr. and Robert K. Hawkes, gen. sales mgr., industrial/commercial roofing.

Jerry Kerrns, executive v.p., Eagle Affiliates, has been elected pres. ofthe National Housewares Manufacturers Association, succeeding Philip D. Miller. Other officers are Robert Mariani, v.p.; Cad G. Sontheimer, treas.; John M. Eikenberg, Norma Ragir, AlrnJ. Heller, Mike Kempster, directors.

Bob Gaylod, Fir & Pine Lumber Co., Santa Fe Springs, Ca., is back and feeling fine after a mild heart attack while vacationing in Hawaii.

Francis M. Christiansen, pres. of The Modesto Lumber Co., Modesto, Ca., for 32 years and his wife, Lillian who worked with him, have retired. Clark Bradford has taken over as pres., David Bradford, v.p., and Ray W. Christiansen, treas. Modesto's oldest family operated business, the company is 105 years old.

Bill Buettner is now heading up the Santa Monica, Ca., buying office for Select Pallet, Fontana, Ca. He had been with United Wholesale Lumber, Montebello, Ca., for 26 years.

Dale McCormick, Eugene-Willamette Lumber Co., Santa Ana, Ca.; Jim Julian, Home Lumber, San Bernardino, Ca.; Jim Schuh, Western American Forest Products, Rialto, Ca., and Ralph Crabtree, Rim Forest Lumber Co., Rim Forest, Ca., represented the lumber industry in the 4th annual Death Valley Motorcycle ride.

Guy Laverty, Sunol Forest Products, Pleasanton, Ca., has been vacationing in Mexico.

Mchael A. Vidan is now gen. mgr. of the international div. of Georgia-Pacifi c Corp., according to Harold L. Airington, v.p. wood products sales.

O.K. "Van" Vande Zande has been named v.p. of sales by Michael R. Stephenson, pres. and gen. mgr. of Yorktowne, a Wickes Cos. subsidiary. Paul lV. Slreeter is now v.p. for marketing.

Robert McNulty is the new pres. of Neiman-Reed's Lumber City, Sherman Oaks, Ca., succeeding Robert Neiman, founder, who has moved to chairman.

Drve Kosler is now assistant v.p. of merchandising at Handyman, San Diego.

John J. Lang has been named market mgr. for the Manville Building Materials Marketing Div., Denver, Co.

Grant Adrian is new in outside sales and Tony lhJohn in inside sales at Glesby Wholesale, San Francisco, Ca., according to Bob Riggs.

Dick Hotaling is now gen. mgr. at Kaks Pallets Co., Los Angeles, Ca.

Bob Hoover, chairman of the board of Pacific Lumber Co., San Francisco, Ca., retired April I

Frank Parrott is covering Southwest markets for Eastex Forest Products, Inc., at a new Albuquerque, N.M., wholesale office.

Bill Wessner is the new sales mgr. at Northwoods Wholesale Lumber Co., San Diego, Ca.

John Maple is now in sales at the new corporate office of Evergreen Lumber Co., in Albuquerque, N.M.

Ken Gassner has joined sales at Sunrise Forest Products, Portland, Or.

Richard W. Lowry is the new exec. v.p. and head of building products at Champion International Corp.

Dewey L. Mobley is now gen. mgr. of the Or. building products div. of Georgia-Pacific Corp., reports J.H. Dunkak, Western div. senior v.p.

Steve Gwaltney has joined sales at International Forest Products, Chino, Ca.

Ray Bell is the new operations mgr. at the L-P Home Center, Garden Grove, Ca.

Andy Bolton is the mgr. of J.E. Higgins Lumber Co.'s new Bakersfield, Ca., facility. Dean Miller is assisting him in sales.

John Mayginnes is back at All-Heart Lumber Co., Ukiah, Ca., after avacation to Rajastan State in India.

Frank Stanek has resigned as sales mgr. of D.G. Shelter Products, Klamath Div., Klamath Falls, Or., to become pres. of Phase II of Rocky Mountain Forest Products, a Laramie, Wy., cut up plant and wholesaler, according to Tom Monterossi, pres., DG Shelter Products.

Dale Mandell is now representing Simpson Building Supply Distribution Center, Cerritos, Ca., in the San Diego area, according to Mike Couey, mgr.

Eliot K. Knutson has been elected to the board of directors of PalmerG. Lewis Co., Inc,, Auburn, Wa.

Rennee Clarke is coordinating sales for the panel products div., American Forest Products Co., Stockton, Ca., according to Charles C.ompton, sales mgr.

John W. Tritch is now div. v.p. for the Klamath Plywood div., Columbia Plywood Corp., reports A.J. Honzel, pres,

Bernrrd loudon, a salesman for Palmer G. Lewis Co., has been named top distributor salesman in the nation for Geocel Products.

Robert F. Dwyer, Jr. has become c.e.o. of all Dwyer Cos. while Jack McCleskey joins the firm as pres. and c.o.o. of Dwyer Overseas Timber Products Co., Portland, Or., according to Robert F. Dwyer, chairman of the board.

Catherine Miller has been named sales rep for Simpson Timber Co.'s Columbia Door Div., in Or., Southwestern Wa. and Northem Ca.

Woodrow Smith is the new assistant mgr. at Orchard Supply, San Carlos; Mike Ellis, fills the same slot at Branham; Bill \ilebb, Milpitas; Gary Roland, Gilroy; Valerie Kemp, Capitola; Mark Ashcrcft, Livermore, all in Ca.

Lloyd Scott has been promoted to operations mgr. at Pay 'n Save in Auburn, Wa.

Rolf Dalhausisnowgen. mgr. at Saginaw Shingle Co., Aberdeen, Wa., Dick Murchy, Jr. is the new sales mgr.

Jerry L. Burnett has been named mgr., national accounts, for the Manville Building Materials Marketing Div., Denver, Co.

Joe Campero, Standard Lumber Co., Pullman, Wa., attended the NCAA final four basketball playoffs in Albuquerque, N.M.

Ron Tanner. assistant to Miles W. Davidson, gen. mgr. of The Terry Companies, Tarzana, Ca., and Ralph M. Bobik, general counsel, have held training sessions on credit and collection for company personnel.

Rick Bielfuss, Compass Lumber, Danville, Ca., lost a wagerto Gary Malfatti, Martin Forest Industries, Santa Rosa, Ca., when his intuition and foresight into forecasting market conditions sadly failed, according to the winner.

Natalie Attired is the new fashion fabric buyer at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

(Please turn to page 36)

May,1983
l-ill-FG)rir;)nn n n r;) tu)|, I x{ \ | il lt N t/a\t | \-
U L5 U U e, Ly UU Lnllle, rili,.r.:$ili*t!il"+$ir*.irii:il:iiit:.1til$ll$itilirlt{tii$$tiilt$l:i:itiiliilr:j.,iilil:i
35

PERSONALS

(Continued from page 35)

Judge Godfrey has joined United Lumber Co.'s sales group at Seattle, Wa.

R.B. "Rich" Cone is the new sales mgr. at Cone Lumber Co., Goshen, Or. John Fery, chairman and c.e.o. of Boise Cascade. is the 1983 chairman of the American Forest Institute, Washington, D.C.

Dan Mayr is now in charge of exports at Mayr Bros. Logging Co., Inc., Hoquiam, Wa.; Chuck Spoor is responsible for sales from the Raymond Sawmill and Ole Mackey is handling domestic sales from the Hoquiam mill.

Jack Millikan, Lane Stanton Vance Lumber Co., City of Industry, Ca., is the new pres. of the International Hardwood Products Association; Peter Hewitt, v.p., Ply'Gem Industries, New York, senior v.p.; Roy Benton, pres., Overseas Hardwood Co., Mobile, Al., treas. Newly elected directors are David A. Gentry, Pacific Wood Products Co.; Mike O'Shea, O'Shea Lumber Co.; Roy Polatchek, Slumber Mas Inc.; Robert Renfro, Weyerhaeuser Co.; Bob Golding, Golding Sullivan Lumber Sales, Westminster, Ca., has been in Arizona on company business. Rich OdeHrk is a new trader at Pooser Lumber Co., Inc., Sacramento, Ca.

The Merchant Magazine

David Trybom has joined Santa Cruz Lumber Co., SantaCruz, Ca., ascontractor sales mgr., according to Bruce Edginton, retail mgr.

Doy Fields has been named yard mgr. at Hayward Lumber Co., Salinas, Ca. Thomas R. Ingham, Jr., now v.P. and gen. mgr. of N.W. operations for Simpson Timber, has moved to Shelton, Wa., from Seattle corporate Hq. as part of an organization change stressing decentralization and eliminating the function of v.p. marketing, the title he formerly held. Henry P. "Hank" Sandstrom is now v.p. gen. mgr. of redwood operations, Arcata, Ca.; William W. Ruddick, former mgr. of Simpson Building Supplies Co., is now gen. mgr. of the door operation in Seattle; Larry trleming is now gen. mgr. of Simpson Building Supply Co.; Bob Watts, former v.p. of Ca. operations, is on a special assignment; R.J. Day is the new v.P. of planning and control at Seattle Hq., according to Furman C. Mosely' pres.

Wayne Gardner, exec. v.p., Lumber Association of Southem California, Los Angeles, is recovering nicely from a recent heart attack and is expected to be back in the office in June.

Rick Houk and David Billingsley are new at J.M. Thomas Forest Products, Rocklin, Ca.

Volcano Fries Wood

The devastation of Mount St. Helens in Southern Washington is being turned into a positive bY Ostermann-Scheiwe USA of Tacoma, Wa., which has purchased clear timber salvaged from inside of the charred logs.

The intense heat of the blast literally fried the trees and changed the grain coloration on many of them. A beautiful wood panel product made from the clears called Profilewood is being marketed for the architectural and d-i-y markets. A second panel product is on the market as Mount St. Helens Hernlock Paneling.

The high quality paneling is unusual in that it is attached to the wall with clips which eliminate nail holes and hammer marks as well as much of the splitting and cracking normally caused by face or blind nailing.

The wood, 3/8 in. thick, comes in4 inch wide pieces with a face width of 3 % inches. The clips fit into a tongue on each side of the face.

36

LODGEFOLE PINE PRODUCTS

EMt* ffii *X?3:?$::I:3:,?JHH#,, ROUND ln dlameterl of 3-4", 4-5', 6-6', 6-7' srocx *ffijffififf#g?iTj:

qrJres no speclal techniques. The primar5r tools are a drlll, socket wrenctr, chain saw a,nd lrammer. Angles and surves are easilSr accompllshed because Joints can be made at a,r1y angte.

BVC R ound Stock used above ground. requlres no treatment or flnlshing. It weatJrers attnactivel;r antl reqrdres no ma,jntena,nce. It may be staiJled. or painted using corrmon flnishes.

Round stock for use ln ground contact is avaUable fu\rpressure treated (Wolma,n$CC,A WoodPreserwative) orbutttreated wlth

EIV@*H""f'fi""':'S"n,"Tf't3H:l*n1::

DqVEIED natural style tlratworks well vrith

-Ffl.|-.^ Sparrish and ranch-style homes

rE$lvlNv a,rrdcommerclalinstallations,a,nd. wtrere large-scale natural pla,nting requlres a vlsually compatible material.

BVC'" Doweled-Rail Fence 18 substantial antt durable. It ls available in a standard and a large scale, and wide\r used. to contain llvestock as an alternative to less attractive fencing products.

Pre-cut, pre-drilled doweled-railfencln$ is read;rto instaU wittrout nailin5l or sawing.It allows for turning

UNIFORMITY

copper naplrthenate, or penta chlorophenol.

For desl$nldeas ask for LPP Quarterl;r#2, "Deslgning a,nd bulld.ing wlth round stock".

costs in line and. sustomers happy.

BVC Stakes are fu115r treated for long life. Tb.ey are avallable pressure treated (Wofrnan@, CC'A Wootl Presenratlve) or cold soalr treated ln copper naphtJrenate, as required.. Because tJrey are round a,rrdhave a natural flnlslr,tJrey blend into tJre landrscape.

are butt-treatetl (wttlr copper orpenta), a,nd are avallable ln sweral hel€llrts, to accept from one to flve ralls. They may alsobe customdrilled to your speciflcatlons.

For insta[ation and d.esign ideas ask for LPP Quartefly #6.

Epectfy: BVC Stakes,2" dorueled, chamfered top,6" conical point, presgure treated (Wolmalrg CC'A Wood Preservatlve ) Iod.gepole plne as provldedby Bourbon Valley Compa,ny.

BVC Stakes are avallable ln 2'k 6', 8', lO' andlS' lengltxrs a,nd 5"x 8', lO'a,nd II' Ien6lttrrs.

Sales Ropresentat'lve: Mark Maloney ?f{ O8O-gE9f A tull llne, stocklng dlstalbutor for S outbern Callfornla.

BVC * Lodgepole Pine Products are

e LnLlTy'"*$l?,T."df*'.-.r+"?u"" A\AILABI
il?ifftr ffff :i:*:ft1'Jiil:ff s$ ." SrAKES prw.ents splittin$durlnginstallation a,nd tJreywon'tbreak lnuse so theykeep |i&t llll[[tn |i0 2692 North Towne Avenue Pomona. CA 91767 T14l626-3591
EMt*
avaUable ln firU or broksn u.Dlt qlraJrtltles.

FULL

the word about painting

LlOW'S the time that your cuslltomers are starting to think about putting a new face on their homes. Before they buy the paint and start wielding the brush, you as a dealer should remind them of these four tips for preparing and painting.

(1.) Correct problems, such as peeling paint and mildew.

Peeling to bare wood is caused by excess moisture outside or from within the house. To correct it, caulk cracks in the siding, construction joints and around window and door frames. Repair roof leaks that may allow moisture to seep behind the siding.

Story at a Glance

Ways to help your cuslomers prepare their homes lor painting .. .how you can encourage add.on sales ... doesyourfloor help know these steps?

For peeling caused by interior moisture, install exhaust fans in the kitchen, bathroom and laundry areas. Small holes and the installation of louvered vents in the siding beneath windows will help, too.

Peeling on the exterior occurs most

(Please turn to page 41)

lN

38 The Merchant Magazine
Spread
SERVICE WHOLESALE DISTRIBUTOR
C,i,RROLL OULDING CO (213) s94-8731 ?14) 898-0433 5382 lndustrial Drive,Huntington Beach, Ca. 92649
STOCK: . . . widest selection of unfinished and prefinished mouldings in the West ... including embossed, carved, metal ... spindles, stairparts, shelf brackets and American Colonial patterns in pine and red oak.
GAT} o9Nl FOREST PRODUCTS, INC. ffi' ;,FOUR' o GEDAR o REDWOOD o DECKING o GLEARS o HARD BOARD SDG. (7 1 41 627 -855 1 1 3aao t[,'^""y8:iib", i ia" Box M'3.h"s."F:L+:,b,aiit"s?f

Search Firms Value Rising

Shuttle diplomacy is a term often reserved for transactions between nations, but it can well apply to the forest products industry when a firm and a job cahdidate negotiate through an executive search firm.

Business has become too complicated and the stakes too high for a company which needs executive and sales talent to rely on friends or friends' recommendations, according to John T. Cole, a veteran of the forest products business.

With over 20 years in management and sales experience, in production, wholesale and distribution within the forest products business, he now heads John T. Cole and Associates, an executive search firm and consulting company dealing exclusively in the forest products industry throughout the United States.

That, he says, is his answer when "I am asked why a company should use an executive search firm for a position which is being created or for one that needs replacing.

"The company wants the best man available, not the best man visible,"

he continues. "They should want to know who's out therethat they might not have the resources to find themselves."

Be sure that the search firm takes the time to talk to you, the company, he cautions. "A search firm must have an understanding of why you

want to bring in an outsider, and must know what problems you are trying to solve."

Tough questioning helps clarify the job, according to Cole, and thus helps to get the best person for the position.

"The object of the search isn't only to find someone with the right paper credentials," he emphasizes. "The object is to find someone with the credentials and compatibility for your company."

That's where shuttle diplomacy comes in. A search firm's job is not over after the names of several candidates have been submitted to the client. From this point forward, the executive search firm engages in a form of shuttle diplomacy to bring the two sides together.

John T. Cole and Associates, Inc. is located in Portland, Or.

Push Older People

Sometimes it is beneficial to push older salespeople to prospect new accounts. The sales veterans will feel challenged, exercise their professional skills and make more money.

40
The Merchant Magazlne
t-
Redwood DEC*NG . . TT'S ffiX:::'FOR US! FENCING HANDSPLIT PRODUCTS CLEAN$ LATN o On Site Milling o Custom Patterns . Specified Tallies o Rail & Truck Shipments
John T. Cols
why we're always one step ahead."
"Our competition isn't standing still . , thot's

THE WORD ON PAINT

(Continued from page 38)

often on overhangs or other areas where chalk, dirt and chemicals are not washed away by rain. It is advisable to scrape and sand away all loose paint. Then wash the surface thoroughly before topcoating.

Mildew? Never paint over it. It will quickly grow back through the paint film. Scrub it off with a solution of heavy-duty liquid cleaner, household bleach and warm water. (Wear rubber gloves and safety glasses.) Then use a paint with fungicide for mildew resistance.

(2.) Prepare the surface.

Scrape away loose or peeling paint, feather-sand edges, and spotprime bare areas. Countersink nails and fill the holes and other imperfections with spackling. Before painting, always wash the surface, especially eaves and overhangs, to remove dirt and excess chalk. For good adhesion on glossy surfaces, sand them lightly.

Prime bare or unpainted surfaces, cedar, redwood or other darkstaining wood with an oil-base house paint primer. Use a latex primer for fast-drying and when staining or moisture are not problems.

Prime bare stucco and masonry, and unpainted factory-finished hardwood siding with oil-base primer. Wire-brush rusting metal and prime with anti-rust primer.

(3.) Buy enough paint to insure thorough coverage.

How many gallons? Divide the square feet of surface area by the expected spreading rate ofthe paint (see can label) on the type surface to be painted. The average is about one gallon for every 450 square feet. More for rough or porous surfaces. Consider buying a paint formulated for one-coat coverage.

(4.) Apply the paint correctly.

Intermix two or more gallons of the same color to assure color uniformity. Use the best-quality applicator-brush, pad, roller or sprayer. A poor-quality or dirty applicator

I May,1983
Il I (Please turn to page 62) 315 South 11th Ave. Phoenix 41 Anizona'$ Be$t! Wholesale Distribution Direct Mill Shipments . ffiilfLlllffi .Ihffiffi$ . P[RTF$0nR0 . plrlfooll . Ftu$H D00n$ .,,[nMilmTED BEilUI$ . $TUll$ . ffillCEaldPllIEB0[- $ Distributors for: Phone (602) 252-4961 or Toll Free 1-800-352-5530 MASONITE c0f, P0 iAil 0il Doors By marrtuooD SilPflNHilfigl'M Upson Products o'6t,,* CASiTLEGATE Steel Doors NtcolAr0 ENTRY DOORS P.O. Box 4397, Phoenix, Arizona 85030

The Wieand Comoration... Coverin-sThe Rotkies With The lineEt PressureTreatecl lumber Availablel

Chances are, you I<new us first as a custom architectural wooclworl<ing firm. That's where we began 25 years ago, and now we've expanclecl our facilities with the acldition of a moclern Osmose wood treating plant.

We are producing high quality Osmose l(-33@ pressure treated lumber, plywoocl and timbers that carry the American Wood Preservers Bureau (AWPB) Quality Marl< stamp. We are also producing Flame Proof@ LHC'" fire retarclant treatecl lumber ancl plywoocl that carries an Underwriters Laboratories certification.

Before you place your next order for presssure treatecl lumber or fire retardant treated wood, give us a call. We're more than willing to work with you on prices, clelivery and service.

Profit improvement opportunities for retailers

850 Elkton Drive Colorado Springs, Colorado 80907

303-599-8887 or (Colorado l -800-942-4841 rN-wATS)

EETAILERS often find that security is a problem fI which occupies much of their time and cuts into profits. A review of procedures can reveal opportunities for improved security and protection. The following guidelines can be adapted to both selling and non-selling areas'

Yes No

(1) Are time and money expenditures for internal and external securitv made in relation to the degree ofrisk? tr n

42 The Merchant Magazine
The sixth in a series
IGRND (oRPORRTTOn

(2) Do protection office personnel make frequent tours through the store to look for:

(a) Merchandise stocked or handled in a manner that would expose it to the risk of theft?

(b) Missing price tags?

(c) Price signs that do not agree with price tags?

(d) Unlocked or unattended rooms?

(3) Are items a-d above checked in:

(a) Stockrooms?

(b) Reserve-stock areas that are adjacent to selling areas?

(4) Are proper locks and screening used in all storage areas?

(5) Are locking devices frequently checked for state of repair? Locks onfixtures containing high-priced items should be continually checked, and sccess to these fixtures shou[d be limited to a smoll number of personnel.

(6) Are high-unit-value items counted nightly and before business hours in the morning? Discrepancies should be promptty investigated by the protection department.

(7) Are keys to trucks and other receiving receptacles issued only to authorized senders and receivers of merchandise?

(E) Are outside shopping services used in high-shortage areas?

(9) Are these deterrents to shoplifting used:

(a) Floor viewers, mirrors and other surveillance equipment in problem areas?

(b) "Regiscope" or similar equipment for customer refunds and check cashing?

(c) Conspicuous signs at or near exits warning that shoplifters will be prosecuted to the fullest extent of the law?

(d) Employee "plants" in high-loss areas?

(10) Is closed-circuit television used to improve the protection effort?

(11) Is security-related information exchanged with police, other stores and protection associations?

(12) Are sales personnel trained to protect sales and refund books from unauthorized use?

(13) Are employees who continually have cash overs and shorts shopped by outside shopping services?

(14) If it is determined that there is no theft problem, are these employees brought in for retraining? These cases should be reviewed with the personnel and security departments.

(15) Are night-shift workers properly supervised? Once the store is closed, both nightshift workers and regular personnel should be required to sign in and out of the building. After closing time, every person entering the building should hove prior authorization to do so.

Cho mberlo in-Feolherlife sToRM DOORS. .

Chamberlain-Featherlite is the world's largest manufacturer and marketer of premium storm doors... going back to 1906.

PGL is proud to be a Partner In Selling with Chamberlain. They offer the ultimate to your customer: energy conservation, durability, compatible styling, extra security and ease of installation. You benefit from special stocking programs, displays and co-op advertising.

It makes sense to be in the storm door business with Chamberlain and PGL!

'l .l ; I 1 'l q --i -1 t i I I I I I May,1983
!! !n NT nn trn n! utr 43 tr! n! DN !n n! n! !n !! n! nn n! n! nn Dtr
K POt. @MruTE SEn|t,lCE FROM YOI'|R #{ SUPPLIER Worehouse InlentoryTruck Delhery - Soles Suppofpromoflon Alds

NEW PRODUGTS and

selected sales aids

D.l.YVertical Blinds

New adjustable Size-At-Home vertical blinds are available from Newall Window Furnishings Co., featuring thinJine tracks and adjustable 10090 knitted PolYester

either two, three or four cutouts with door and jamb edge stops as well as floating nail fasteners. Used with standard or rabbeted jambs, it will fit any standard door from 6'8" to 8'in height and hinge sizes from 3" to 4Vz" butts. Special sizes are available.

A one holer which has all of these features may be used for re-hang jobs or where special or odd hinge spacing is required.

Lock and strike templates will accommodate door thicknesses from | 3/8" to | 3/4" with the same features as door mortising templates plus an aligner plug.

Flush bolt templates are available in all standard sizes and are reversible for left or right hand doors. Special sizes also are available.

StorageTriangle

The corner shelf is the newest addition to the closet Maid storage products by Clairson International.

The triangular shaPed shelves measure 26Y2" across the front and 19' ' along each wall. One or more can put unused corner sPace in bathiooms, laundry rooms and other rooms to work.

The product is constructed ofvinyl coated steel rod that supposedly won't crack, chip, peel or fade. The ventilating design eliminates stale odors and cleaning chores.

vanes in four colors and two textures protected by 3M Scotchgard.

The three track sizes which adjust to cover windows from 30" to 122" in width are available in ivorY or walnut grain finish. The vanes come three to a package and will cover 12" in width and up to 84" in length.

Kits are available to accommodate patio doors and large windows.

Router Templates

Templaco is offering several styles of router templates for door hinge and lock and strike plate mortising. A single, one piece template has

For more information on New Products write The Merchont Mogazine.4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660. Please mention issue date and Page number so we can process Your re quest fasterl Many thanksl

A Tooth for Every Use

An all-purpose blade for metalcutting hand hacksaws that offers four uses in one blade through a design called progressive toothing has been introduced by Kapman, Inc.

With four different tooth Pitches on the same blade, users can switch from one cutting job to another without changing saws or blades.

The new blade features fine toothing at one end, medium toothing in the middle and coarse toothing at the other end.

FingerTip Control

Press-to-Caulk from Macklanburg-Duncan is packaged in a presiurized system that eliminates the need for a caulking gun.

Application is possible with the touch of a finger. The product is fastdrying and paintable with soaP and water clean-up qualities. The caP reseals to allow later use.

iiliiitiiiii;l':iii:i:lit:t:lllit:ii,.ill:iit:ii:liii:liUiill:liil',.:li.il
\,/ The Merchant Magazine

A New Outlook

A new line of replacement aluminum-clad wood patio door and slide-by windows is from Norco Windows, Inc.

Both are sized to replace existing aluminum units without reframing and offer the natural energy efficiency of wood on the inside and the minimal maintenance of aluminum on the outside. Tempered insulated glass provides safety and energy performance.

Available in a choice of colors. both provide easy opening and closing with energy efficient weatherstnpplng.

ftbbq

WindowtotheSky

The new roof window from Andersen Corp. is said to transform attic areas into well-lit, ventilated living spaces, or enable the roofarea to

Paint RemoverGuide

Now available from The Savogran Co. is a new selection guide designed to give customers quick, at-a-glance information on selecting paint removers for all types of refinishing and maintenance projects.

The plastic laminated charts are printed with bright blue and red graphics. Color bars indicate which products are suited to which applications.

become a collector for passive solar heat.

Glazed with high performance insulating glass with a Vz" air space, the window has a "LJ" value of .33 (based on a 45 " slope).

FineTwine Line

A new line of economy priced utility twine is from Brownell & Co., Inc. Called Condor, the twisted twine

comes in white in eight different sizes. All sizes are available in 1,5fi) ft. tubes shipped 2Ato a carton and 575 ft. tubes in cartons of 12.

May,1983
45
.'lr. ]1..: {:'::]j f.ia, .te -t;F ::: 'et' 1: I I -l l -l
DO-|T-Y0URSELF fencing from Furman Lumber, Inc. comes assembled and readv to be nailed to oosts. Made of Western red cedar, it is 5'4" high and comes in 7' sections, ready for many outdoor uses.
The Merchant Magazine :;'---7:+;: ....: '...---r4 o a a IO,VG DIMENSION ROUGH DIMENSION QUALITY & SERY'CE ----B 13535 E. ROSECRANS AVE., SANTA FE SPRINGS, CA 90670 P|NE9_12_13) 921-1331 . (213) 773-4846 . (7141523-0194

I X." thick butt in a Dolly Varden or bevel pattern and comes in 6, 8 and l0 in. widths, random lengths, with two saw kerfs on the back of each piece. The product reportedly offers superior dimensional stability, decay and insect resistance, efficient thermal insulation and superior finishholding of stains and paints.

Suck lt Up

Royal United has introduced the Charg-A-Vac, cordless, rechargeable vacuum cleaner featuring a Ni-Cad battery with a I lov battery charger. Portable and lightweight, the

Fire-Rated Door Systems

Architectural Millwork, Inc. is introducing Guardwood Door Systems with hardwood frames and casings tested and approved by Underwriters Laboratories for a 2O-minute fire rating.

The doors are offered in custom configurations or from stock inventory in almost any species of wood from red oak to exotics like zebra wood. Factory finishing is available.

Fire Protector

Beauty, fire-rated protection and energy efficiency combine in the new Centurion Series of wood panel doors from Simpson Timber Co. Every door comes with a WarnockHersey 2O-minute fire door classification label and complies with all major regional building codes.

The doors also meet all requirements of the Uniform Building Security Code and the ASTM F476 Security Standard. In addition, the extra thick laminated panels and double thick tongues provide 13.590 more energy savings than a standard panel door of similar design.

Manufactured with vertical grain Douglas fir or Western hemlock, the lVz" rused laminated panels have a fire resistant core. They are available in standard door sizes up to 3'6" wide by 8'in height in a six-panel and a selection of plain or carved eightpanel patterns.

Thick Look Siding

A new, thick look in exterior siding with the natural beauty and durability of inland red cedar is from Potlatch Corp.

Called Bitterroot, it features a

cleaner is convenient for hard-toreach spots. Made of high-impact molded plastic, it has a finger tip control switch, reusable cannister and permanent washable filter. It is packed in a display box.

Clean Up Time

Plumb Shop has added 15 new shower related products to become the source of 35 shower products and accessories.

Merchandised as the "Shower Shop," five different assortments are available, including a 3 ft. end cap display with header.

New products include massage action shower head, shower arm and flange, an adjustable glide rail, a variety of shower heads, personal shower kits and hand-held showers. Each package contains illustrated installation instructions. All shower heads feature the water saver design.

Spray'n Seal

Polycel One from W.R. Grace & Co. is an expanding sealant which can be applied directly by a professional insulating contractor or a d-i-y homeowner.

Used to seal around windows and doors in new additions or renovations, it expands and cures to a closed cell weathertight substance that fills and seals air infiltration areas in the home.

After the product is cured, it can be trimmed, sanded and painted. It is available in l0lb. disposable cylinders for professional purposes or d-i-y packages.

May,1983
47

lmported Heat

A new wood-burning stove from Sweden provides a steady flow of warm air, ranging between l0KW and 25KW per hour, which is said to heat adequately a 1600 sq. ft. house.

Most of the warm air is retained at ceiling level to be distributed throughout the house via ventilation registers. A fan may be utilized within the system to speed the warming process.

The Swedish Government-tested Combi-Thern stove reportedly achieves an 8090 combustion efficiency, delivering between 70 and 8090 of the resultant heat to the interior space being heated. The 265-lb. convention heating unit also has a very low exterior temperature.

For * nrore inforrnation on New Products write The lferchcrnt Mognz)ne.45(X) Campus Dr Suite 480. Neu'port Beach. Ca 92660

Please nrentjon issue, date ancl page nuntbcr 5tl \\e can pIOCess !,oLlI re qut,st f.rsterl Manv thanksl

48 'u The Merchant Magazine
.dx * .,w. i

Something New Underfoot

Tarkett Inc. has introduced two new 10090 asbestosfree resilient sheet flooring patterns.

Country Chateau in a wood grain style comes in three woodlook colors in 9' and 12' widths.

nEUlnD and DoucLAS FIR

from.

New Provincial comes in five decorator colors with a no-wa( Brite Bond surface which is said to resist scuffs and stains and retain a high gloss with minimal maintenance. It is available in 6' and 12' widths.

Both are available with a Quiet Cor foam interlayer.

.A NEW SYMBOL FOR SOME ESTABLISHED PRODUCTS

Timber Realization Company, established last year, has carried on lhe tradition of many long-established products having well-deserved reputations.

ARCHITECTURALI. \ REDWOOD

Kiln Drled Clesr All Herrt, Cleer rnd B Grrde cgrefully dried end milled and allractively prckaged rre avsilable. These grrdes of Redwood conlinue lo be high profit mrkers for demanding rrchiteclurrl specificelions.

CLEAR/SELECT

Wilhoul a doubt this is the most popular decking grade in California. Your cuslomers will continue to enjoy lhe same reliable product losd afler loed.

FrlE8rlza EEAR$ '

Consistenlly a premium ell-heartwood decking producl, Fiestr Heerl is greal for your mosl parlicular Redwood cuslom€r.

rtur(j{

Slims conlinue to be regarded as probably the besl benderboard aveilable rnywhere. Mede only from Clear/Select rough, the continuily from unit lo unil crn mean reol repeal business for you.

RANCH HEART'

Normally the most economical garden grade Redwood available, lhis durable, ell-heartwood lumber is ideal for lhe do-it-yourselfer.

Resl assured, all of our Redwood and Douglas Fir products will continue to perform well for you and your customers.

Of equal importance to us is maintaining these longlasting customer relationships.

AFTER ALL, WE'VE JUST CHANGED OUR NAME . .NOT OUR STYLE!

STACI(Illc ST0RAGE cubes from Rubbermaid challenoe the imaoination for vertical or horizontal arrangements. Uselul for st6ring records, books or display, they come in chocolate, red, white and yellow.

Timber Realizatlon Company A Llmlted Prrtnershlp P.O. Box 97 Calpella, CA 9541t 707-4t5-t731

i I i d ; I .1 i May,1983
49
nBir Harl, Rcd*@d Sllns rrd Rrmh Horl tE rtlsl.rd tnd.nrls of T.R.C.

NoSweat

General Aluminum Corp. is introducing a new line of dual glazed, thermally improved horizontal slider windows designed to meet building codes in areas that require a window with a CRF rating of 50. They operate as a single unit without an outside storm window.

The interior frame is separated from the exterior frame by a nonconductive thermal barrier which prevents the conduction of cold or heat to adjacent aluminum. Insulating Spaceglass also is used.

Blows Your Mind

Industrial Gasket, Inc. has a new insulation blowing machine designed for the rental market.

Part of the U-Insulate package to be offered to rental outlets, it is a small, self-contained unit designed for the d-i-yer. Lightweight and easily transported, it has two controls plus an onloff switch to simplify operation.

50 The Merchanl Magazine
llothing totchG$ like a tt prtiail y The ttlew N0RFlEtll MAGTI|UM ll Doon and Jamh Machine oNew Air clamp Jamb Rack ONew Automatic Faceplate Routing ONew Fluid Power System O New Door Clamp/Vacuum System r 0R r|E rn',n ?i 3.{'";; u[::ll'"", cA s5s27 'Phone: 9161891'4214 PACIFIC FOREST PRODI]CTS, /JvC. REDWOOD o D.F. Timbers Direct and LCL shiPments Pine . Douglas Fir West Coast Cedars Hem/Fir Experienced wholesale P.O. Box 1644, Fresno, Ca. 93717 o Phone (2091 268-6221 TED MATHEWS CHUCK WILLS BILL BARR

The tip twists to expose a longer brush length for a fine abrasive action, retracts to a short stubby tip for a more aggressive cleaning action.

The brushes are individually packaged ready for rack display. Recommended retail price is $2.98.

Ease the Daily Grind

Sink Patrol from For Good Ness Sake blocks the opening to the garbage disposer to preYent objects from falling into it from the sink, scrapes garbage into the opening, pushes it deep into the disposer and prevents splashback.

Manufactured of pliable plastic, it has a spatula side for scraping and pushing and a center disk for pushing.

AGlose Brush

The Eraser Co. has a new cleaning and burnishing tool that will clean and/or polish a variety of surfaces, including metallic materials. Applications include ruet removal, battery contact cleaning, burnishing metal and cleaning spark plugs.

Brush length is twist tip controlled to give a cleaning action from fine emery cloth to coarse sandpaper.

Free Wheeling

Trallfa U.S. Inc. has introduced the T5IPN-G Contractor's wheelbarrow with 18 gauge galvanized steel construction.

Edges are rolled for extra strength on the seamless, deep-drawn 5 cu. ft. tray. Handles, also galvanized, are constructed of lVt" 13 gauge steel tubing and secured to the tray with eight bolts for added rigidity.

Countersunk bolts prevent shovels from hanging up. A nose guard for easy dumping protects the 14" x 6", 2-ply pneumatic wheel with a design which places 8590 of the weight over the wheel to provide easier handling with less strain.

We know lumber Let r,rs help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ci., 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 S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A Also please inc[uire on clear Douglas Fir and Hardlvoods.

II I= I May,1983
51
UNION TodpoZ PRODUCTS P.O. Box 348 Stockton, Ca.952Ol @oD 465-471r

NoJet Lag

Designed to fit any bathroom space, including regular bathtub areas, Viking Whirlpool Baths are available in 12 models and 30 colors. Made from reinforced fiberglass with copper water and air lines, bronze 3/q or l% horsepower jet pumps and brass hydrowhirl jets, the tubs come with six or eight jets, depending on the size of the unit. The jets are positioned to direct maximum massaging action toward the body without discomfort. Each bath is equipped with a 30-minute mechanical timer to activate the hydrowhirl system.

Wood LookAlikeSiding

The look of weathered, roughsawn wood and the advantages of long-lasting aluminum are combined in Vinyl-Tuf Rough Hewn, the newest siding introduced in Reynolds Metals Co.'s premium siding line. Deeply embossed aluminum siding

and premium vinyl paint, several times thicker than the paint finish ordinarily applied to aluminum siding, result in durability and low maintenance.

Available in white and seven colors, it carries a 4O-year non-prorated materials and labor warrantv.

The Merchant Magazlne
From the Orient and all the world . . PLYWOOD T LUMBER T VENEERS T GORESTOCK I HARDBOARD . TRUCK FLOORING T FURNITURE DIMENSION . DRAWERSTDES SHELVING r DOWELS . SQUARES. SPECIAL ITEMS r 7'h/%/,*.'\ TUMBER AND YENEENS t tlnt 5fi) Shatto Place, Log Angcles. CA 9m20 . P.O. Box 75735, Station "S", Los Angeles, CA 9m75 Tefephone 21313828278 Telex 674-698 . Cable Address - GOODWOOD A member of the Montrgur L. Meycr (London, Englrnd) Group.

Ring in the New Tranquility door chimes from NuTone are available in two models. The standard chime sounds two notes for the front door and one note for the rear door. Electronic chimes sound through all speakers in the NuTone radio-intercom system and play either four or eight notes for the front door, one note for the rear door and a different note for the third door. Chimes for both models measure9Vz" x9Vz" x 3" deep and are framed in genuine mahogany.

Hang On to This

Allway Tools has introduced a merchandising program featuring low dealer cost and eye-catching packaging and displays for its Sand Bar, a product designed for light sanding jobs.

The folding hang card can be merchandised from a pegboard display or in a prepacked box on shelf or counter.

Ultra-sharp aluminum oxide crystals on four sides enable the bar to sand contours, flat surfaces and cor-

ners on wood, plaster, metal and plastics. It can be repeatedly cleaned in the sink or dishwasher for reuse and used wet or dry.

ln the Swim

To promote its 9 lb. Waterbug multi-purpose pump, the Homelite Division of Textron Inc., is offering Wally the Waterbug inflatable pool toy plus air pump for $5.95 with purchase of the pump. The gas powered pump can be used inside and outside the home. It retails for $184.95.

IYU Directions

VHOLESATE DISTRIBUTION:

n Certified K/D redwood & western red cedar

t-f K/D Douglas fir clears

n Douglas fir timbers, long dimension & 2 x 14

WD MANUFACTURE:

n Certified K/D redwood and western red cedar

n Patterns and surfaced

n Edge glued stock

n Paneling ! Mouldings

WE AISO OFFER: Custom milling and drying and loading

May,1983
53
E, EOREST ER.DU.TS P.o. Box 861, 164 HeaftlsburgAve., Heddsburg, C^.95448(707) 413-3313 . Pressure Treated Foreet o Cugtom Treatlng Servlce o Fenclng Producte a a a a ng, Ine. Coast W Roy Nielsen . Ro),ce .,Butch" Hood * * * thck and Traller or tall Shlpnentc * * * Plrat lord I Trybr llrlve P.O. Box 073 fJlild, callf. 05402 {7O7)46ga'r'.1 Qualtty Controt Prqran by Independent Tectlng laboratory
Salt CCA Tvoe A Grape-Slakes Posts & Poles
WatepBorne

Ventilation in a Package

Leslie-Locke has added the WhisperJet whole house fan ventilation package to its line of home improvement products.

All components including shutters, custom plenum kit, two-sPeed switch and do-it-yourself instructions are included.

Many options are available for the fan which comes in two different sized models.

ranty is being marketed by Superior Plastics, Inc.

The WeatherBest shutters are vacuum formed from high-impact ABS plastic and coated with Korad Acrylic film. Shrink wrapped in pairs with protective end caps to prevent damage, the l5 in. wide shutters are available in black, white and brown in lengths from 24-80 in. The 12 in. wide shutters are available in black and white in lengths from 35-59 in.

Take a New Tack

Swing into Summer

Habitant Corp. has introduced a new line of lawn and deck furniture handcrafted from select Northern white cedar.

The outdoor line includes patiosize swings which seat two adults, double swings to seat four, benches, chairs, beverage stands and picnic tables.

The wood may be stained or left to weather. All items are shipped partially assembled with galvanized hardware.

Plastic Shutters

A new line of 12 and 15 in. wide plastic shutters with an 8-year war-

Blu-Tack from Emhart CorP.'s Bostick Consumer Div. is said to be good for sticking things together. The product which comes in a slab and kneads into a pliable dab for fastening can be used to hang lightweight items, hold down articles such as telephones, calculators, desk mats and candlesticks; stick photos in an album; secure shelf liners; or anchor dried flowers or holders in vases. Reportedly non-toxic and safe for use on all surfaces, it can be reused. A special back-to-school promotion will be featured June I through Aug. 31.

,z Two dry kilns

,zBx15planer

,, 60" resaw

,z 1,000' RR spur

,z 18 acre drying yard

'z Twin resaw & trimmer

z Lath, benderboard

,z Fence boards, posts & stakes

DICK HARMER STAN PREBLE

P.O. Box 00 Arcata, Ca. 95521 (7071822-4891

54
The Merchant Magazine
I
Redwood Mfs. co. Custom Milling & Wholesale Lumber
ra: Hqmboldt
One beam Yard or Jobsite or a carload delivery PHILIPS:IH::
SFECIALISTS
LA[tlt{AfEI}
CallCollect: 1 W. Thousand Oaks Blvd..Thousand Oaks, Ca. 91360 (805) 495'1083 lgA nrfSrEr:-ir DON PHILIPS. JR. RANDY PHILIPS
ffi
lN
EEAM$ & AfiCHES r ?16 STUDS RESAWN EOARDS. TREATEO LUMBER I T&f $OLD THROUGH LUMBER DEALEB$ ONLY

Building by Numbers

Kant Sag has introduced an Early American gazebolsummerhouse design using the Corner Former system. The set is available in five or sixsided shapes including upright post connectors and a peak plate of gal-

ThereOughta BeaSpa

Primo Spas has a new line of portable spas.

Within the completely self-contained unit are a pump, heater, filter and a flood light for night-time use. The spa needs only to be filled with water and plugged in.

All models are 79" wide and 29" high to fit through a standard 30" wide and 80" high door.

vanized steel, a metal angle template to simplify angle cuts and illustrated step-by-step construction plans.

Suggested retail price is $29.95 with each set generating additional sales of lumber, concrete, stain and roofing.

EASY to read, electronically controlled digital readout bathroom scale lrom Counselor Co. reportedly provides 100% repeatability.

Old Plantation Columns

Moultrie Manufacturing Co. has introduced extruded aluminum columns that snap together for the look of the Old South.

In a variety of sizes, the lightweight pillars can support up to l5 tons and reportedly can be installed by a d-i-yer.

Round with a fluted design, they range in size from 6 to 24 in. in diameter, 8 to 30 ft. tall and come in baked enamel or prime finish. Standard caps and bases are included.

SUGAR PINE

Specializinglnlxl2s #3 common, Sugar Pine S4S boards. Units only.

7%f/*,t %lo/",oh %on /on

13929 A Lemoli Hawthorne. CA 90250

(213) 973.4867

Ask for Jerry Watkins

I May,1983
55
I
I I -{ t J J J ,l

Just Joisting

An all-wood "I" joist series is now a part of the Standard Structures family of engineered wood products. The SS I Joist for roof and floor systems features proof loaded, finger jointed 2100 MSR Douglas Fir lumber flanges and Structual I plywood web.

All flanges are l/2" deep, in stan-

exclusive design that produces a larger glued surface area than found in other ' 'I' ' type joists. They are all proof loaded, assuring finger-joint strength and eliminating hard to detect lumber defects.

Lighter than solid 2x dimension lumber, the joists are dimensionally stable. Their long lengths permit fast and easy installation. They are also available visually graded and with other lumber species flanges, depending on design values.

The joists are available in depths from 10" to 18" with either 3/8" or 5/8" plywood web and to 24" deep with 5/8" web. Holes for easy installation of utilities and duct work can be cut in the web without impairing the structural integrity.

ls Your Awning Yawning?

The Cutting Edge

A line of metal-cutting saw blades, made from high-quality Swedish steel, is new to the U.S. market from Kapman, Inc.

The products include bandsaw blades, hand hacksaw blades and power saw blades, a complete line of hole saws and arbors, and a unique hacksaw frame. They are applicable for most industrial and service situations.

dard framing widths of either 2Vz" or 3Vz" and offer wide, flat and easyto-nail surfaces. Conventional metal hangers can be used with the joists for maximum installation efficiency of a cost-effective floor or roof system.

The joists have superior strength in the web-to-flange joint because of an

A dealer support program for Sunvisor ready-to-mount lateral arm awnings is being offered by Architectural Concepts, Inc.

In addition to display models, literature, trade show exhibits, co-op advertising and computerized lead referral, the firm also will offer an annual price reduction on floor models and in-store displays.

No Skid Tile

Endicott Tile has added a new wirecut texture to its split tile line. This texture is useful for nonslippery floor surfaces or wallcladding applications.

IMPORTED AND DOMESTTC WOODS

Our ainr is to lillvour requirt,mt'nts. [)r{)mptlv, rvith compctitirclr priced tlualin prtrrlucls.

P.O. Box 7000-216 Palos Verdes Peninsula, Ca.90274

(2r3\ 54r-0179

Telex 181-871 (SUMWOOD RPVS)

56
The Merchant Magazine
RlI|I|il0 nar*speciarisrs! ilIIIBTR ffi TRflII$PORT ;fl'ru;
IKUD\ ':;:,'";;;;;,'i,l)),'u,tsumwoodisspeciar,,

DEALER REACHES OUT

(Continued from page 16)

be a selling show," said Mike Couey, marketing manager of Simpson Building Supply Distribution Center in Cerritos, Ca., "but we couldn't keep customers from wanting to place an order."

By the close of the show approximately 20 door sales had been finalized at the showroom in San Garbriel. "This show has generated more initial and potential business than any form of promotional media we have used in the past," said Chuck Laase, manager of the sash and door firm.

In addition to newspaper ads, direct mail, flyers and posters at the Plaza and surrounding shops, the promoters of the show mailed invitations to a list including customers of San Gabriel Sash and Door.

A different style of selling was necessary. Because of the large volume of prospective buyers, a fast approach was used with the main objective of obtaining the necessary information for a follow-up call,

"This has been the most successful sales promotion we have ever had. The response has been tremendous. We are already planning our next show," said Reeves.

The retaillwholesale dealer handles only windows and doors with related items such as hardware. locks, frames and weatherstripping. He offers custom doors and windows as well as merchandise from several door and window manufacturers.

In addition to a showroom and warehouse, the business maintains wood, glass and screen shops in their 10,000 sq. ft. building. Reeves keeps four employees busy.

Customer mix at present is about 6090 contractor, 3090 d-i-y and l09o homeowner. When home construction was more active, the firm was what Reeves calls a "bidding" company, providing doors and windows for builders. They provide installation service for homeowners who want it and delivery for a fee.

Quality control is important to Reeves and he makes sure that each incoming unit is carefully inspected.

ll'hen sending rn a thonge ol address please include:rp code on hoth old and nex addresses and either the old label or the in/ormation lron it. Thanks.'

INCENSE CEDAR

NORTHWOODS

: May,1983
57
FEIUCING PRODUCTS boards, posts, rails, landscape ties atd timberc
1640 Tidelands Ave., National City, Ca. 92050 (619)
yard
"L" St., Chula Vista, Ca. San Diego County's leadet in landscape lumber products. P . R. O . D lv#,*,T# $:J:iP,#h%:,,,,, 1L Traynor St., P.O. Box 4696 Hayward, Ca. 94540 (41s) s82-7622
WHOLESALE
474-6676 Distribution
at 690
We're manufacturers of Redwood & Douglas fir fencing, nursery stock and lath. MIXED LOADS WELCOME Contact Lyn or Mike Vinum pVM REOWOOD CO. p.O. Box 187, Arcata, Ca.9552.t . (702) 922.2002
Pine - Douglas Fir - Plywood - Redwood - Cedar

DOOR REMODELING

(Continued from page 10) interested in the aesthetic qualities of the entryway system.

To guide them in their selection a salesperson should be familiar with the popular styles of doors as well as the different parts of a door and its decorative accessories. Diagrams similar to those illustrating this article can be posted in the sales area to assist customers in their selection.

TIMBER SIZER PRE.FABRICATION

Walk-through displays and cutaways can aid the homeowner in understanding the features of various doors. Standing displays, color catalogs and pictures of entryways in actual homes also are helpful. A door clinic or hands-on demonstration staged with store personnel or manufacturer's reps is excellent to stimulate interest and build confidence in the d-i-y customer.

Entry system sales can be expanded by sales of French doors and

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TIMBERS

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

Bracrrt Internationd

sliding patio doors to replace old or energy-inadequate doors opening onto balconies and garden areas. Interior sliding or folding louver doors are a way to improve the appearance

Drawer 4779, Arceta, Ca.9552t 7O7-822-3648 gennnlUlnbaaleLurtbp,r Hem-Fir

D0-|T-Y0URSEIFERS find rhat instailino new door systems is made easier usind directions ilrovided by manufacturersl Dealers can encourage them by providing plenty 0l guidance, demonstrations and cilnrcs.

58
The Merchant Magazine
: I i t
or DRY
MILL SHIPMENTS o
r
o RAIL o TRUCK & TRAILER T PRESSURE TREATED LUMBER Yard & Olflces: End ol Alrport Rd. P.O. Box 723, Ukleh, C!. 95482
CORDES LANGLEY, ROCER HOWARD:
Hemlock Douglas Fir GREEN
o DIRECT
LCL
CARGO
Phonc

of rooms without major remodeling. A drive or stroll through any middle-age neighborhood will show you that replacement doors, or entryway systems, to use current vocabulary, are hot items. Make the most of this trend in your store. JriorxrtiPo#r:,tffi,,;:

Balance Nets Best Profit

To increase net profit, most retailers know that they must stress the basics-hold down expenses, improve either buying or turnover, maintain a good gross profit margin and sell more.

However, many retailers make the mistake of concentrating too much on one or two items, usually at the expense of others, according to management tips presented to customers by Palmer G. Lewis Co., Inc., Auburn, Wa.

To achieve the best profit margin, a delicate balance must be struck between all four basic factors for net profit. For example, assume you have a 2590 gross profit margin which is a33 %s/o mark-up. If you cut prices 590, you must sell and handle 2590 more merchandise to earn the same number of gross profit dollars. When you cut prices l09o,.you must sell and handle 662/to/o more merchandise to earn the same number of gross profit dollars.

Gross profit and turnover are two net profit factors that go hand-inhand. Consider the following: Each of four dealers had $50,000 invested

in inventory. A's markup percentage is 4090; B's is 2590 and both C's and D's are 33%s/0. Also, assume the following are inventory turnovers: A,2V2 times; B, 5 times; C, 4 times and D., 5 times. The results would have A with a total gross profit of $50,000; B, 62,500; C,66,800 and D, 83,500. Dealer D far outperformed the rest with moderate prices and high turnover.

A formula Palmer G. Lewis Co., Inc. uses to determine the most desirable levels for markup percentage and turnover is as follows: Gross Profit x Turnover. For example, if your average gross profit on overall business for a year is 2590, and if your turnover is 4, then the result would be 25 x 4 : 100. Any result around 100 is fair, with 125 being good and 150 excellent.

And even if your overall result is good, certain lines or items may be dragging. Don't carry too many slow-movers. You must try to get the highest possible gross profit percentage, but above all, try to control your buying so you can obtain maximum turnover.

All four net profit factors have to be weighed before making decisions.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

May,1983
59
i ! i J
PAUL BU]UYA]U TUMBER CO. Douglas Fir White Fir (916) 365.2771

OUALITY 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 lence

P.O. Box 248

Arcata, Ca. 95521 (707\ 822.1779

Russ & Bob Britt

HOME CENTER

(Continued irom page 22)

Decorating with lighting fixtures

Designing with brick

Driveway & patio repairs

Electric wiring

Energy savings

Floor covering styles & installation

Furniture refinishing

Installing a turbine vent

Installing fencing

Installing fireplaces

Installing paneling

Installing roofing & guttering

Kitchen design & layout

Landscaping and lawn care

Plumbing installation and repairs

Replacement windows & doors

Roof repair & replacement

Shelving systems

Trim-a-house for Christmas

Using power tools

Wallpaper installation

Wood burning furnaces installation

New Mill Off and Running

Rough green cuttings, S/20 ft. will be the main emphasis of the new Jensen Lumber Co., Inc., Hyampom, Ca. The firm will cut old growth Douglas fir and manufacture export clears, industrials, structural beams and timbers and rough green dimension and boards.

Formed by Bob and Rosemary Jensen, the firm, which is located in a sawmill formerly owned by Hyampom Lumber Co., plans to produce approximately 100 thousand board feet per day, offering lumber mainly for truck shipment, f.o.b. mill.

The Jensens have moved to Hyampom from the Sacramento/Stockton area where they both worked in the lumber business. He will buy timber and run the mill while she handles lumber sales and manages the office.

60 o a o a a O a a o o a o a o a a a a a a o a The Merchant Magazine
Flat Bed Transportation: LL Western States "Service Comes First" Sward Truch,ing^" P' o' Box, 1 ^rf;r"t*it;lrCa' e5361 We Can Nlake ft Needs All Your Custom Milling ond Potio Furniture Crorun Redwood Co .,lnc. P.O. Box 577, Fortuna, Ca. 95540 (7071725-6147 JEAN NICHOLS

Life of a Salesman

A free, 32-p., full-color catalog, " 1983 Sales Aids For Successful Selling: Spring Edition," is available by calling (800) 257 -7761.

Merchandising Power

A l6-p. "Merchandising Power: Maximizing Consumer Potential at Retail," is $l from Ronnie Telzer, Point-ofPurchase Advertising Institute, 60 E. 42nd St., Suite 1448, New York, N.Y. l0l 65.

Drive a Hard Bargain

Sales literature to help the hardware, home center and building supply dealer market aluminum nails is available free from Phifer Wire Products, Inc., P.O. Box 1700, Tuscaloosa, Al. 35403.

Stick to lt

Technical Report No. l9l on bonding agents is free from Tamms Industries Co., 1222 Ardmore Ave., Itasca, Il. 60143.

How to lmprove With Wood

How-to materials for home improvement projects using wood products are free from the National Forest Products Association's Publications Department, l6l9 Massachusetts Ave., N.W., Washington, D.C. 20036.

Easy to See

An illustrated selector guide detailing architectural surfacing is free from United Materials Technology, lnc., 236 Millbrook Ave., Randolph, N.J. 07869 or (800) 526-1043.

AllYou Need To Know

Home Improvements Monual, 384-p. reference book, has been published by The Reader's Digest to sell for $21.50.

Brick Bats

A brochure outlining their line of clay structural materials is free from Hanley Brick, Inc., Summerville, Pa.

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 thanksl

More About Moulding

"America's Total Moulding Source, " a full color z[-p. brochure is free from DG Shelter Products Moulding and Millwork Div.'s Marketing Services, P.O. Box 610, Marion. Ya.24354.

Did You Say Corn Starch!

A free kit on the role of corn starch in building materials is from the Advertising Dept., Corn Products, P.O. Box 8000, International Plaza, Englewood Cliffs, N.J.07632.

Energy Saver

Concept IV, a 128-p. book on energy efficient building, is $6.95 from Andersen Corp., Bayport, Mn. 55003.

Lights, Camera, Action

The Bottom Line, a National Wooden Pallet & Container Assn., I l-minute, colorlsound movie in l6mm and Super-8, is free on a loan basis from NWPCA, 1619 Massachusetts Ave., NW., Washington, D.C. 20036. Allow six weeks for delivery.

Fastenating Facts

A new l2-p. fastening systems catalog is free from AEG Power Tool Corp., I Winnenden Rd., Norwich, Ct.06360.

HelpfulTrio

"Mr. Estimate," "Building Material Price Book," and "President's Profit Program" are all available from the National Lumber & Building Material Dealers Association, 40 Ivy St., S.8., Washington, D.C.20003.

Energy Savings

"Passive Solar: Using Windows and Patio Doors to Cut Fuel Bills" is free from the National Woodwork Manufacturers Association, c,/o Sumner Rider & Assoc., Inc., 355 Lexington Ave., New York, N.Y. 10017.

Elevating Reading

A l2-p. sales bulletin describing anew line of lift trucks is free from AllisChalmers Industrial Truck Div., 218m S. Cicero Ave., Matteson, 11.6U43.

Lifetime Floors

"Hardwood Floors for Today and Tomorrow," a 6-p. color folder, is free from the National Oak Flooring Manufacturers Association, 804 Sterick Building, Memphis, Tn. 38103.

Conquer Clutter

A color brochure "How To Gain Space and Get Organized" is free from Clairson International, 720 S.W. lTth St., Ocala, Ft.32674.

High Tech Fasteners

A brochure explaining Red Point space age screws is free from New Century Machine Tools, KHS Fasteners Div., 80 Depew Ave., Buffalo, N.Y. 14214.

Free Air Time

A l2-p. brochure, "Attic and Roof Ventilation Products," is free from Air Vent Inc., 4801 N. Prospect Rd., Peoria Heights,Il. 61614.

Roofing Products

A brochure of products for use in builtup roofing systems is free from Permaglas Div., Evans Products Co., P.O. Box E, Corvallis, Or. 97330.

The Finishing Touch

A colorful 4-p. brochure of metal and plastic wall-plates is free from Pass & Seymour, Inc., P.O. Box 4822,Syracuse, N.Y. 13221.

May,1983
61 tN| E
l U
i-
I I t-,) l-LJULq\YU [tJ LI ELilHL] I-UtflL!
n/il/l
TT
I-A/T\Tl

THE WORD ON PAINT

(Continued from page 4 I )

can make one-coat coverage impossi ble. Apply a full, liberal coat when painting.

On cool days, don't paint late in the day (after 3 p.m.). Dew may form and damage the uncured paint before it dries. On warm, summer days, follow the shade. Don't paint in direct sunlight. And on cool spring or autumn days, or when the temper-

ature is below 70 o, paint with the sun, to speed up drying. Move from north to east to south to west.

Maintain a High Profile

Keep your store's name before the public by sending press releases to your local newspaper regarding new employees, retirements, sales figures, new programs, store openings, expansions and such. Be sure to link the store's name with yours when you are involved in civic projects that will receive newspaper coverage.

No Soap to Computers

Floors in the computer room should be washed with plain water. The chemicals in some detergents can evaporate and cause damage to the computer's memory disk. Also, if the computer room is carpeted, use caution while vacuuming. Dust can fly up into the computer and cause damage.

62
The Merchant Magazine
-"Serving Yoty
Custom tciitlnll"eds DePi){"":l*H;Siir""ittg lrimrnm' "Hinni''g-lT*tt o--) btv Storctge cnr-west Lumber &Il::n l3;;'1""' 9040 JuruPa Rd' r Riverside' '-n (7u) 68s-1227 FontANA QUATITY PRESSUNE Woop TREATING P R ESSU R E T R E A T ED FORFST P P*=sEnvING rNc. LUMBER & TIMBERS POLES & PILING POSTST ROUND & SAWN Gene Pietilq o Mike Logsdon 92335 Phone (714) 350-t214 P.O. Box 1070 f5500 Valencia Avenue Fontana, Cali{ornia Complete inventories and prompt delivery of the finest quality timber. OUUAND E0l:]Btsts GO" WHOLESALE TIMBER 21850 Main Street, Grand Terrace, CA Post Oftice Box 846, Colton, CA 92324 (213) 617.3597 (714) 877.2001
r='

Some sell shedua on schedule

A:},'.".t":;*.T#::'ll'tffi:

shedua, a dark wood found in the dense rain forests.

The species Guibourtia ehie also is known as ehie, ovangkol, anokYe or hueduanini when it comes from Ghana. On the IvorYCoast the wood is called amazoue and amazakoue. Daniellia ogeo, a similar wood from Nigeria called ogea, also is marketed as shedua.

Shedua comes from a large tree with a straight, clear bole that normally extends to at least 60 feet and often to 120 feet.

The sapwood is whitish while the heartwood is yellow brown to chocolate colored with grey to almost black stripes. For comparison, the color is paler and more striking than the Queensland walnut from Australia and darker than that of koa from Hawaii.

The grain is interlocked. The texture moderately coarse. When fresh, the wood has a strong smell which disappears in the drying. The wood weighs about four pounds Per foot when dried.

Tests conducted bY the Forest Service show that shedua dries from the green fairly rapidly with little degrade. For best results stock thicker than one inch should be dried according to a kiln schedule for white oak.

Although hard, shedua is ordinarily easy to work. Quarter-sawn sur-

Story at a Glance

Exotic dark wood from rain for' osls ol Alrlca galnlng PoPu' larlty good characterlstlcs attractlve aPPealance.

faces, however, tendto fuzzuPwhen machined. The wood is suitable for cabinet work, high grade furniture, interior decorative work and turnery. Generally, it is Priced lower than walnut. Shedua, which is striking in appearance with a flair grain, attracts lots of attention.

At present, limited quantities of shedua are being imPorted to meet some of the demand for exotic woods. A favorite of manY wood hobbyists, it also is in demand commercially when the exclusive beauty of an exotic wood is important to a project.

An important commercial use is for interior fixtures in banks and offices where it shows to an advantage in paneling, frames, moulding and custom furniture. Shedua also is a favorite for rifle stocks, often used in place of walnut, and the handles on fishing rods and other custom sports equipment.

Shedua sells well in squares. Retailers find that they can increase sales of it by displaying items crafted from sheduaor hanging an especially lovely piece well finished on the wall.

63 May,1983 97TH IN A SERIES ON HARDWOODS
SPECIALIZING IN TRUCK & TRAILERSHIPMENTS... WHOLESALE TUMBER P.O. Box 904 (J7, Birch St., suite J), Colton, Ca,92)24 fl \\: (7141824-3400

Gt.ASSiFNED] AEUEITTiSIEMEN TTR UC'

NtlUDtlD: lumber trader to sell retail and industrial accounts. Nlust have customer follou ing. Excellent compensation and benefirs package to fir rhe right person. A first class opportunitl for 1'ou. Contact Jerr!' Ensn'orth, Ensuorth Forest Products, Roseville, Ca. (916) ?86-5 I I I

BAI AREA, No. Ca., wholesale distributor has opening for aggressive, experienced, knowledgeable salesperson. Send resurnc to Box 474 c/o The Merchant Magazine.

EXPERIENCEI) pallet salesrnan. Established territory uith actire accounts. Companl' paid expenses. Medical & dental. Ask for Carl Boesch, Htrnler rvVood* orks, (21 3) 7 7 5 -2544.

WHOLESALE WINDOW SALES

Aggressive experienced window & door salesman needed for outside sales to lumber yards, door and sash stores, etc. Contact Richard Babcock, Chaparral Distributors 2 l3-889-5042.

LOUISIANA-PACIFIC has an excellent opportunity for the right manager. If you have a successful background in contractor sales management, would like to live in Ventura County, Ca., and be a part of the L-P team, write box 482 c/o The Merchant Magazine.

HYSTER SCl80 engine rebuilt by Hyster. Excellent condition. Call Wall Dry Kiln Co. (213) 6354ffi2 or (213) 636-3488.

Classified Rates

.60C per word

Minimum 25 words

$4 for blind box

Rate card upon requesl

words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names ofadvertisers using a box number cannol be released. Address all replies lo box number shown in ad in care ofThe Merchant Magazine, 4500 Campus 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 copv is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

LOS ANGELES, Ca., moulding manufacturer and wholesaler seeks experienced inside/ outside salesman with management potential. Will hire handicapped. Salary and commission. Medical insurance. Write Box 480 c/o The Merchant Magazine.

IN DUSTRIAL LUMBER BUYER

San Fernando Valley, Ca., opening with well established wholesaler for buyer with good mill contacts. Able to supervise small mill and some selling required. Send resume to Box 378 c/o The Merchant Magazine or phone (213) 875-2511.

l92l DODGE 4 door touring. Completely restored in 198 L Trophy winner at Silverado, Ca., in 1981. Ask for Ron (415) 582-7622.

HARD\[OOD I\TORMATION

REPRINTS of harduood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Harduoods, $41 all three, $16. Send lour check today including name and address to Hard*ood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Neuport Beach, Ca. 92660.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

LUMBER business located in Fresno, Ca.: milling, wholesale, & retail $300,000. Also available, land & building $360,000. Net income over $100,000 per year. Will take cash or 2090 down + collateral. Owner will carry & will train. Write Box 481 c/o The Merchant Magazine.

ILLNESS requires sale of complete home building supply center, located in Alaska. 2090 annual growth in past l0 years. 9t/t acres. 60,000 sq. ft. of buildings I to 9 years old. Truss fabrication, door/window/cabinet shop, lumber, plywood roofing and hardware. Send for details. Submit capability. Write Box 476 c/o The Merchant Maeazine.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptrons to The Merchant Magazine. when paid in advance. You and your employees can enjot and benefit from The Merchant Magazine for one year for only 53 per subscription. That's a 5004 saving oVer our standard 56 per year rate. which is a real bargain in ItSell.

Use this special bulk rate subscription to make sure that the kei'people in !our organizatron are assured of keeping up urth industrl'derelopments as well as gleaning the merchandising and management information thel' need to do a better Job.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, -lx4 and wider and 4x4 and wider. Call Wnr. llLrnter. llunter Woodworks. (213) 7 7 5-2544', ( 2 I 3 ) 83 5 - 5671

64 The Merchant Magazine $$..It$N1\,I+1-s*\\t!I*$i,il\lir$Iill,ii:,ii:SRIR:i il:i{$til{itl:i1:$:ii!**:r:t:ililitir'+:ili'ii.*iilli:t*::i:::i
600 a word. min. 25

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.91232, Attention John Matschiner, Real Estate Manager. (503) 232-71 8 I All inquiries kept confidential.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (213) 422ry26.

Wanted Help Wanted

May,1983 ii:iillliii:flii::,.,.i::llifliiiiii:ii:iilil:lililllil:iii$lll::l:iliiiiiiiiliit$l:it:ili*$i fFIl /i\QR|lBlEtn'reuuoo!tf LJGtlJ ADVEMTIS"EIMENTS ::t:llii.illllii:iil:i?1il::iililli:lll:il:iiit:iilii:iliti::i::i:i:i::ililit:i:ri::ii:ilii:lit:iii::,:i l
Business
Acquisitions
C"--.t.irt
Positions
Opportunities crAssrFrEDs Call (7 l4) 549-8393 t-1-: 65 I I I I I I I CTASSIFIED ADVERTISING City, -Strto Hcading----zip Order Elonk PAYMENT MUST ACCOMPANY COPY. fJ Arign c bor numbcr cnd meilmy rcplior deily. TO RUN: -TIMES TILL FORBIDDEN Mail to: 4500 Campus Dr., Suite +90 Newport Beach, Ca. 92660
Wanted
Available
Services
B"ri**

,:ii:,:,:::::::::: LOS A1{ G EIES A REA iiii!:ii:ii:ii:i:ii:i:i;

LUMEER At{t) PLYU'OOO

Amencan Hardwmd 0o

8ur ns Lumber Co

Ca!lornra Whotesare

Caprlal Lumber Co.

Coos Head Lumber & Plywood

oooley Forest Co.. Inc

Essley & Son, 0.C

Ferrail Dtslilbuttno Co

Fouqtarn tumDer eo Ed

Fremonl Forest Producls

Gallehef Hardwood Co.

Gemrnr Foresl Producls

Georgra'PacilicC0rp. (213)968-5551

Heppner Hardwoods

Hrl LumberCo Max

Hu'f Lumber Co

HunlerWoodworks (213) 835'5671

Inland Timber Co

Lane Stanton Vance Lumber Co

Loursrana'Pacilc Corp

L-P Drstribulron Centef

MacBealh Hardwood

Maple Bros , Inc Mouldrngs

Marquart'WolJe Lumb€r Co

osgood Inc , Robert S

Pacrllc Madison Lumber Co 1213]J 773-2292

Parr Lumber Co

Penberthy Lumber Co

Pelerman Lumber Co

Phrlrps Lumber Sales

Product Sales ft

nee'Lumbe. Servrce

Ryg€l Lumber Sales

Sanlord-Lussier

Srmmons Hardwood Lumber Co

Srmoson Eurldrng Suppry

Soulh 8ay Foresl Producls

Slah Lumbe' Co

Sdnwood. Inc

Uniled Wholesale Lumber Co

Virgrara Ha,dwood Co

Walk ns Wholesa e Lumber Co

Western Amercan Forest Products

Weslerr Lnlerralronal F0resl P'0dJcls

Weyerhaeuser Co \213) 443-2421 (213) 748.5451

Woooland Producls Co. Inc.

TR€ATED LUMEEB-POLES_PILIIiGS-TIES

Koppers Co Inc

San Anlonio Construclron

BUII.JIT{G SUPPLIES

A hambra Melal Producls

8el'Air Door Co

Eerkot Mlg Co

Beverly Manulaclunng Co

Carrol Mouldrng Co

Chapafral Drsllbulors

SPECIAL

Ace Saw & Supply Adams & Co

3C Trucking

SEBVICES TRAilSMBTATION

ASC,ATA/EUBEXA/F()RTUt{A

Andersonia Foresl Producls

Bracul Internalional

Billl L !nber Co

Crown Redwood Co

Humboldl Redwood Co.

Loursrana'PaOfic Corp

PVM Redwood Co

Reid & Wflqhl

Srmoson Burldrno Suoolv Co

AUBURN/GRASS VAILEY

All-Coasl Foresl Producls. Inc

8AI(ERSFIETl)

Brggrns Lumber Co

Pacrlrc Wood Preservrnq ol Bakerslreld. Corp (805) 582 3950

cHtc0

Norlield Manulaclu(no

cr-0vER0AtE

Eowman Lumber Sales

G&R Lumber Co

Rolando Lumber (Krnlon Drv

Rounds Drsl Center (70/) 433'4816

c0Rt{tNG

Crane Mills

F(}ET ERAGG

Georora'Pacrlic CorD (F€dwood)

Holmis Lumber Co . Fred C

Nresen.Ward Forest ft ooucls

fREMOilT

0MK Pacrllc Corp

Louisiana-PacrIc Corp.

FRESNO

Easton Lumber, Inc

Georora Pacrirc Warehouse

Hioo[ns Lumber Co

lnftinalronal For€sl Prod!cls Inc

Lewrs Co.. Inc.. Palmer G

Pacilrc Forest Products

Slandard Struclures, lnc.

Western Amencrn Foresl Producls

Weverhaeuser Co (800) i42 lS39

KINGS EEACH

Agwood Mill & Lumber

L0s BAil0s

Slewart Hardwod Luroer Co

lt00EsT0

Snider Lumber Products

Sward TruckrnQ

REtloI}IG AflEA

Jensen Lumber Co.

Keller L umbe. Sdles

Lewrs Co Inc Palmer G

L0ursrana-Pac'fic C0rp {P€d Blurlr

Paul Eunvan Lumb€r Co.

P&MCedarProducls

Reddino Lumber Transoorl

Web Luhber Co

SACRAIIET{T()/SIOCKTO}I AREA

Eurldrno Mateflar Drslribulors.'nc

CaIlornla Burlders Supply

Ensworlh Foresr Producls (800J 525.501 5

Floor Servrce Supply

Georqra. Pacrlrc Warehouse

Hiooins Lumber Co.

Ko-p-pers Co

Lewis Co Inc.. Palmer G

Lours6na Pacilic Corp

Mc0ormick & Bater Creosolrnq C,

McKuen MouldinQ Co

Mello lnc

Nrkkel Corp Ihe

P & [,ll Cedar Producls

Rocklrn Foresl Producls

Selzer Foresl Producls

Srskryou F0r€sl Producls

Slocklon Whol€sale

lJnion Forest Products

unron Paciltc Ratlroad

Union Planina Mill

Waldron Forell Products

W€slern American Forest Products

Weslern Wood Ireatlno Co

Weyerraeuser Co - {800) 952.56rb

SAI{TA SOSA ASEA

J H Slevins Co . Inc

HrqQ ns Lumber Co

LeBeck Fo'est Producls

Marlrn Foresl Induslf tes

\slh Bay Foresl hoducts

Noyo Trmber Producls. rc

Nu-Foresl Products

Slandardslructures

Windsor Mill.Inc

Wmdland Producls Co lnc

uxtAN/cAtPELt A/WttUTS

1707]1544-2982

Forest Products wttuAts San Anlonto Pole Const Co

66 The Merchant Magazine E] UVE ' GUIDE
RSS
Aawood Mrll & Lumber Afl Hean Lumber Co Inc Carter Forest Producls Coasl Wood Pr€seryino. Inc Foresl Prod Transporlalron (70i) 462'3852
LJmber
Realrzation Co
Siskiyou
(213) i49,4235 (213) 981-87s0 (213) 640 2548 (213) 625-0837 (21 3) 834,5261 (213) 336-r261 '2131 723 1147 (213) 9r4 4521 (213) 583-1381 (213) 723-9643 (213) 752-3796 (213) 594-8948 (213) 686-1580 (213) 587-7064 (213) 723-0551 (213) 773-4846 l.213iJ 775-2544 (213) 617,3597 (213) 968-8331 (213) 945,3684 (2r3) 582-8166 (213) 723-3301 (213) 694-3771 (213) 625-1494 (213) 382-8278 (2r3) 861-6701 (213) 624-1891 (213) 583,4511 (21 3) 585-8657 (805) 495,1083 (213) 687-3782 1213) 232-5221 (213) 687 9656 (213) 292-9181 (213) 685-5880 (213) 926-6619 (213) 860-i791 (2r 3) 263-6844 (213) 541-0r79 (213) 726-1113 (2r3) 358-4594 1213) 973 4867 (213) 330-1651 (805) 543 2525 i'213) 775 7351 (213) 894 401s (213\ 444.5678 624,1076 694,8361 273-2233 834-0632 833 0429 891-4214 894-2575 894-4241 894 4281 894-3362 824.5427 964-0281 964-6377 964.471 6 796 3670 657 6363 i45-3001 929-31 91 786-51 1 1 381,5034 481-4444 927-2727 372.6920 381-4242 624-4525 465.5768 444.5696 662-1468 488-6170 957-6360 484 025d 824-8506 666 r991 946,0282 465 47r 1 331-71 12 465,4i1 1 485-5348 946-5400 794-61 1 r 666-1261 371,1000 OREATEB BAY AREA SonninQton Lumberc0 1415) 635-4555 Whrte Erolhers (415) 261-1tj00 Building Maleral orskibutors (408) 737.9100 Woodtand producls Co (t}l\ 441.7196 Euverlumber Co i4o8\ 727.6211 Calrlornra Bay Burtdrng Suppty C0 (4i5) 930 9215 SAt FRIIXCISCO Catrlornralo;eslProd-uEts r4t51 465 2658 Diablo Timber Products (4151 820-885s LUMBEE-PLYW00D-BU|L0ING SUPPLTES Floorservlces:upply(SanJ0s€) \lal) ?Aga??? LamonLumber0o 1415) 543.1530 G & R Lumber Co (1Sp) il9 Zqll Mac8€jrh Hardwmd tar sj oaz oiaz Georqia-Pacrlicc0rp (11!) !!? !1aS pacrtCLumberCo t4t5) //r 4/00 Geordra-PacrtrcCorb r9nJoser /4qqJ ?97iS00 w*r"iiq."."r.ro.e(rp.00J.t\ ,4.tr,.\hio, HarnassTrmberproducts i*pl :El:?1: wir*,.nrr.r,ro {a.r 8b r/uu -llgglns.umber Co ,ly'ollerpvr 408' 312 \" {J -Hrggrns Lumber U0 (San Jose) (408) 263-7181 TREATEo LUM8ER_P0LES-P|L|NGS_IIES Higgrns Lumbe. C0 ltjn,on C'tyr (4'5) 471 4900 | h Bdile, & C0 ra.5r Ja9 020 Hr06rnsLumberC0 (WalnutCieekr {lr5) 99q99qq Vitol"'ri bea.te Cre0so.19C0 ,4ra, q8240JJ Hobts wall Lumber C0 lnc 1415\ 479-7222 Mac&alh Hardwood i415) 843-4390 SPECIAL SEBVICES-TRANSPoRTATIoN Niesen-WardforeslProd (408) n9'2141 1415^) 3^44'9224 Cariprfa Lumber nspeclonservrce (408) 297 80/l loyo-TlnberPr0ducts.lnc (40q) 9q! 19_41 CaltornraFedwoodAssn i415) 392 2880 P.B0D WhoiesaleDrsllbulors l1)1\2p?!Q?? (a,.o,dFerd, id,dwdreA5.1 ,a'5r j5205J6 Bedwood Emprre. Inc ,408) i79.7354 ar\p'rn ,d^(portdl 0- 4'h, 632 4460 nolandolumbe.Co.tnc \4!!) M ltlz oa;";ero,p 1ari, ij)..rea Slmpson Bulldlnqsupplyco (408) 727-3222 daco iar:t 165.2112 SlmpsonTlmberco (408)7273333 ru-De&V lToovesAss(atrm \4j5t4414879 rriangleLumberC0 rll5l 5249595 Rpd*ooo "soerronSel,cp 4t\) Jg2 /880 We"d|nq \alhd-r 111 1ql rq?. - do Sr.tfl. Co.p (408, /1d.q720 WeyerhaeuserC0 (415) 786-1700 UnronpacrtrcBatrud (415) 42r 6030 ,::i:::i:i:i::lj:::.ii;iii:i:i:i!:;:iiiiii;:ii:i NORTHERl{ A1{D CEl{TRAL CALIFORIIIA iii:i::i:i:::i::ll:::*::iiii::ii:ii:i}ir t707) 822 1748 (i07) 822.3648 1707) 822 1779 I70t) 725-6147 1707) 822-4891 (707\ 443-7511 1707J 822-2002 (707t 822 1724 l7A7\ 822-0371 (916) 246.0196 (916) 241-8r93 (91 6) 246-3383 (213) (213) (916 ) (805) (805) (916) i07) i7071 (7oi) (707) (916) t707) 1707\ (707) (415) i415i (209j (s16) (916) ie1 6) i91 6) (91 6) (91 6) (e1 6) (91 6) (209) i91 6) (916) le16) (209) (9r6) (800) (91 6) ( 209) ( 209) (e1 6) ( 209) (916) 209) (41 5) (91 6) (91 6) (213) 1213) (213) (21 3) (2r3) (2r3) 283.3731 283-3731 875 1 r63 755-8564 594-8731 889 5042 (209) 268'8848 (209) 25r 8471 1209) 264 17t1 (209) 486 8290 t209J 233 8855 i2ogl 268-6221 i209) 291.7746 r2Cgl 251 5031 {209) a86-6221 (916) 628-5265 (916) 246-M0s l9i6j 246-3030 191 6) 527-4343 i9t6i 365-2771 1707) t7071 \tu() i707J 1707 ) "707J ,,707) "707) 1800) '707\ ',7 D7\ 252-6142 433 3834 542-0820 546,4800 433,693i 545-6060 433,3313 862-4936 546 6373 441-7196 (sr6) 546 8244 (209) 826-6544 (209) 667-1000 (2091 847 4218 (70i) 468-s486 (707) 468-01 76 (707) 468-9329 (707) 468-0141 (707) 462.5313 (707) 459-5395 (707) 468 0176 (707) 468-0181 (707) 485-8731 (619) 420-7343 (619) 263-8102 (619) 474-&337 (61 9) 485-7500 (619) 972-9107 (619) 474-1553 (619) 233-7224 (61 9) 262'9955 {619) 442-8895 (619) 474'6676 (619) 27r-6890 (619) 455-7560 (619) 231'2332 LumberAssn oiSo Ca Mulual Mouldrng and Lumber Co Union Pacilic Railrmd (L0s Angeles) Uni0n PaciJic Railroad (L0ng Beach) Wall ory Krln ::::ii:::i:::i::::i:::::i::::::ii::::::::::iiii::;:::::i:j:;:::i:::r::l::i::i:i:i:li:i::::.i:::ii:: All Coast Forest Products American Hardwood Co. American Mill & Manulacluring Andersonia Forest Products Eurns Lumber Co. C&ELumberCo. Calilornia Lumber nspecli0n Service Calilornia Timberline, Inc Cal-Wesl Lumber & Mrlhng Co Capilal Lumber Co Catroll Moulding Co. Cascade Emprre Corp 0MK-Pacilrc Corp. Essley & Son, D.C Fetrari Dislribution Co Fontana Wood Preseruing Fountain Lumber Co., Ed Freeman & Co. Stephen G Fremonl Forest Producls i:::i:::: souTHERl{ CALI FORII lA (213) 594 671i (213) 624 1716 t213J 4220426 ( 21 3) 483-6450 (213) 549 5531 (213) 725-2222 (213) 437-2931 (213) 63G3488 (714) 627 8551 (714) 953-5464 1714\ 420.7343 {714) 841-1400 17141 770-9923 (714) 626-3591 (714i 546-5512 {714) 591-4811 \714) 685.1227 (714) 591 4861 ( 71 4) 898.0433 (7J4) 955.3410 (714) 957-1872 (714) 994'1931 (714) 599-1219 (714) 350,12r4 {714) 972-9107 (714) 673-3500 {71 4) 521-7500 t916) 938.2il1 (916) 473.5381 iiiiriiiiiil.Iii*:.ir.ll}.:i!.:! oR ltoE, RtvERStDE & SAil BERilARDIXO COUIITIES Georgra-Pacrlic Corp Golding Lumber Sales Inland Trmber Co. Koppers Co , Inc. L'P Dislribution cenler MacBeath Hardwood Mariner's Foresl Roducts Marquarl'Wolle Lumb€r Co Newport Raning Mill. Inc Pacilic Lumber Co. Parr Lumber Co. Peterman Lumber Cn. Producl Sales Co. Reel Lumber Service. Roy Forest Products Company Rygel Lumber Sales San Antonio Construclion Simpen Building Supply South Bay Foresl Producls Treated Pole Euilders, Inc. Tweedv Lumber Co. Wendling-Nalhan Co Western American Forest Producls Western Inlernali0nal Forest Products Weyerhaeuser Co t714j Wmdland Products Co., Inc OREATER 3A1' American Mill & Manulacluring Baker Hardwood Burns Lumber Co. Fishman & Alliliates Founlain Lumber Co.. Ed Fremont Foresl Producls Frost Hardwood Lumber Co.. Georgia-PaciJic Corp. Maple Bros Inc. Moulding Nonhwoodswholesale Virgrnia Hardwood Co. Weslern Wood Preseruers Inslitute W€yerhaueser Co (714) 875.1550 (7r4) 855-r66r 772,5880 (714) 877,6100 (714) 821,1560 (714) 623-3434 DIEOO AREA (714) 634-4641 \714) 898 9771 (714) 877-2001 (714) s24 08s0 (714) 998'6500 (714) 994-6240 (714) 751-0800 (714) 730,0664 (714) 546'9661 1714) 859,7500 (714) 627-0953 {714) 829-3466 (71 4) 998-8680 (7r4) 991-7770 (714) 824,3400 (7r4) 966-1617 (714) 529-7790 (714) 521-8610 (7r4) 637-5350 (714) 986-4466 (714) 495.0806 1714) 859-i500
Lrtlle Lake Indusl,ies Penolrn ltlarkelinq Redwood Coasl
Co Trmb€r
WEED

HrLts8080

Permaposl Products Co.

JOSEPII

Joseph Forest Products

KL^TATH FATLS

Lumber Products

ilEDFON|l

Andersonia Forest Pruducls

Founlarn Lumber Co., Ed

Lumber Products

Snavely Forest Products (800) 547-3039

Union Pacilic Rarlroad.

Wendlino-NalhanCo..lnc.

GnEATEi PoRTtAtD AREA

J.H. Eaxter & Co.

8el Ar Door/Alpine Veneers. Inc (800) 547'6755

Cascade Emorre Corp. (800) 547-8371

Cole & Associales. John L

oant&Russell,lnc.... (800) 547'1943

Dataline Corp.

Friesen Lumber Co. (503) 397-1700

Fullmer Lumber Co.

Furman Lumber. Inc.

Georgia-Pacitic Corp.

Hamplon Lumber Sales Co.

Lewis Co.. Inc., Palmer G.

Loursiana- Pacilic Corp.

L0ursiana- Pacrlic Corp. { 8€averlon)

Lumber Producls

McCormrck & Eaxler Crssolrng Co Niedermeyer-MartinCo. (800) 547-6952

Penbenhy Lumber Co.

Permaposl Producls Co

F0rusl Producls (800) 547-6633

Stskryou Foresl Producls

Un0n Pacilc narlroad

nternalional Foresl

oREOO]l

ALASKA

I I ; I = I I I May,1983 ilililllliiiiiiiiiiiiliiltltliijiliiliii!:l:::iiiliifliiiliitiiiiiiiiillliiiliii',!:::!i:::.::::# 67 :iitl'l'ililil:iliii::.:i:::iil.. GUIEE PAC I F I G 1{ O R T H W ES T S TAT E S ;i::iiiiiiiil':lti.lilil,:*i.I.r,r.i.1:t
BUVE RS'
Lewis Co.. Inc.. Palmer G. 88EtEnToil Lewis Co., Inc.. Palmer G. EYENETI Lewis Co Inc.. Palmer G. KEI{TORE Lewis Co., Inc Palmer G xiRrtA[o
waSHtxoTox AU8U8li
Publishers
Western
Products Wey€rhaeuser Co. 8t00tE C&D Lumber Co Herbert Lumber
BOSEBURG Hoover Untversal Keller Lumber Co sAulti Lumber Producls sEASr0E Agwood Mill & Lumber DEt{VER Denver Reserye SuoDly Co (303) 295'1501 Georqia-Pacilic Corp. t303) 623'5101 Koooersco., Inc. (303) 534-6191 lvcFarland'cascade (303) 759'0455 SnavellyForeslProducls (303) 287'2591 weyerhaeuserCo.(lnC0.) (800) 332'8291 (303) 433'8571 FT. CotLttts Westridge Forest Producls, Inc. GRAXO JUNCTI(lI{ RW Specrallres. Inc TO]ITANA BttLNGS Georg€-Pacrlrc Corp 80zEMAil [,lcFarland.Casade SUTTE lvonlma Pole & Trealrn g Planl Unron Pacrtlc Rar r@d illSS0ULA Loursrana Pacrlrc Corp Lewrs Co Inc Pa mer G wYotlNo CASPER 0resco Wyomrng UTAH 0G0Etl Georgra.Pac Jrc Corp 1801 ) ZE i49 ogdenLumber&lvrllrng (801) 621 5812 PEICE Krlloyle Kralls Inc 1801) 637 3513 SALT TAXE CIIY Georgra PacircCorp (801) 486 9281 MacBealh Hardwmd (801 ) 484-761 6 ljnronPacrlrcRarlrmd (801) 363-1544 Weyerhaeuser Co (ln Ulah) (800) 662 8585 {oulsrdeUl ) (800) 453-8091 (801) 9/2.5525 ii3-+}{qsi.r.F..i-sISOUTHWEST!tiiiilil*l::rii,lt::i* ARIZOilA PHOENIX ANEA Simpson Burlding Supply C0 (206) 622-0320 t0t{GYtEw Union Pacific Raikoad 1206) 425'7300 OLYl'PIA Delson Lumb€r Co. (800) 426'6040 (206) 352-7633 SEATTLE 8€lAirooor/AlpineVeneers,lnc.. {206)581-0423 Georgia-Pacilic Corp. {206) 486-0741 Simpsonlimberco...... (206)292-5000 Union Pacilic Railmad (206) 623-6933 WeyerhaeuserC0. {800)562.0908(206)854-3550 sltcLl0x Simpson Building Supply Co. {206) 426-m71 sP0r(^r{E Georgia-Paciliccorp. (509) 535-2947 Lewis Co., Inc., Palmer G. (509) 534'2676 Spokane Tribal Wood Products {509) 258-7737 Union Pacilic Railroad. (509) 747:3165 WeyerhaeuserC0........ (509)922-4949 (rn0r., rd.. Mr.) (800) 541-0s97 TACOIIA American Plywood Association {206) 565-6600 8el Air Door/Alpine Veneers, lnc. (206) 581-0423 BurnsLumberco. (206) 581-1414 Georgra.Paciirc Corp. (206) 383-4578 Lewis Co., Inc.. Palmer G Alaska Div. {206) 922-8333 Louisiana-Pacilic Corp 1206) 383-2424 McFarlandCascade. (800)426-8430 (206)572-3033 ljnion Pacitic Railroad 1206\ 272-2275 vAr{c0uvE8 Columbia Visla Corp. (206) 892-0770 lnternational Forest Producls, Inc. (206) 693-361 5 WATIA WALTA Union Pacilic Railroad .. (509) 529-1610 WEIIATCHEE LewisCo..lnc.,PalmerG. (206) 662-2111 YAKITA LewisC0.. Inc., Palmerc. 1206) 248-0730
At SAI{Y Willamefl e Industries. Inc. 8El{0 Union Pacilic Railroad c00s 8AY Conrad Wood Preseryino Co Coos Head Lumber & Ptiwood CORYALTIS Bonnrnolon Lumber Co. Mary's-River Lumber Co. . {503) 752-021 I EUGEl{E/SPNIilGFIEtD Bel Air Door/Aloine Veneers. Inc. (503) 926-7771 (503) 383-1901 (503) 269-5988 (503) 267-2193 (503) 752-0123 {s03) 752-01 22 Bohemia, lnc. Fremont Foresl Products Georgia-Pacilic Corp. Hirt & Wood Lumber Co. Lewis Co.. Inc., Palmer G Lumber Products McFarland Cascade McKenzie Tradino Co. Rolando Lumber eo. Union Pacilic Railroad Weyerhaeuser Co. (oulside 0r ) IIEP?IIEB Kinzua Corp. (800) 547-6065 (800) 547 8S27 tsoot lcz-oooz s03) 686-0282 s03) 342'6262 s03) 686'2911 503) 345-4356 503) 686-2815 503) 485-1303 503) 687-041 1 503) 689-1277 so3) 342,2067 503) 686-1178 503) 345-8461 503) 461-osoo 800) 431-5210 (503) 676-9003
Co.
AIICXORAG€ Arrow Lumber Lewis Co.. Inc., Palmer G. SEWAND Louisiana'hcrlic Corp. llawAll HILO GOLORADO S|lULDEN Reid & Wrighi. Inc. c0ton^00 sPBtltcs Wigand Corp. c0ititERcE ctTY RW Specialties. lnc. Western Turninos & Slair Co. 1206) 941-2600 {206) 373-1475 (206) 252-2114 (206) 486-2764 {503) 648-4156 (503) 432.2311 (503) 884-7761 (503) s35-3314 (503) s35-1526 (503) 773,3696 (503) 779-1212 (503) 773-5388 (503) 772-7063 (503) 689-3020 (503) 221-0440 (503) 297,3731 (503) 222,9331 (503) 221-1644 (503) 645-8986 l'503], 224-7317 {503) 620-1570 (800) 547'1942 (503) 222-5561 (503) 297-7691 (503) 620-141 1 (503) 221-0800 (503) 634-4861 (503) 223-8171 (503) 286-8394 (503) 287-241 1 (503) 224-8948 (503) 648-4156 (503) 635-97s1 (503) 684-0440 {503) 288-8221 (503) 246'5s00 (505) 646-061 1 (503) 874-2241 (s03) 874-2236 (503) 342,6230 (503) 672-6528 (503) 581-0226 (503) 738-8315 (907) 274-651 1 1907) 272-2471 (907) 224-5268 (303) 482 3227 (303) 24s-6386 (406) 24s-3136 (4061 587'51 8r (406) 792-0438 (406) 792'2389 1406t 728.4770 (406) 72r 2630 { 307) 266,4554 (602) 466-7801 (602) 269'6225 (602) 942-7398 (602) 939'1413 (602) 964'1451 (602) 252 4961 our or Az. (800) 528 4046 (602) 931 7459 (800) 547 5s00 (800) 848,0800 Arizona Pacilic W00d Preserving Co. Capilal Lumber Co. Fremont Foresl Products Georgia-Pacilic Corp. Goelll s Metal Products Mallco Lumber & Building Materials ln Az. {800) 352-5530 Maple Bros., Inc Moulding Campb€ll'BurnsWoodProductsCo.,lnc (808) 961-2646 H0t{0tutu 8el Air D0or/(unr-sales co.) (qSq) q99 9qqq Koppers co rnc lqqq) q9? !lg1 Reid & Wflohl. Inc (808) 395'791 1 SrmosonTimber {808) 737'3194 (808) 536'6508 ii:r.'irii::t:;:il ROCKY tOUllTAl J{S iiiii::,:x: Snavely Foresl Products (Az.) (800) 352-9169 (602) 893-3001 Soulh Bay Forest Products (602) 998-4703 SpeciallyForeslProducls (602) 264-2533 Spellman Hardwoods 1602) 272-2313 Virginia Hardwmd Co. (602) 252'681 8 Weslern American Forest Products \602) 272-9321 Weyerhaeuser Co. (602) 269 3541 Woodland Producls C0 (602) 893-1683 I{EYADA tAS VEGAS Pelerman Lumber, Inc. NEilO {702) 733-401 1 Higgins Lumber Co., J.E. (702) 331.3033 Lewis C0 Inc Palmer G (702) 322-2196 Union Pacific Railroad (702) 323-4881 ]{EW tEXtCO (303) 443-4388 AL8U0UE80UE Capilal Lumber Co. (505) 877'7222 (303) 599-8887 Georgia-Pacilicoorp. 1505) 242'2791 Louisiana-PacilicCorp. {800)545'6732 (505)873-0511 {303) 296-8886 Leatherback lndustries (505) 242'5246 (303) 572'1645 ShollenbargerwoodTreatingCo. (505) 867-5492
ponderosa pine sugar pine cedar white fir douglas fir
t{[tilY WHOLESALE FOREST PRODUCTS UMBER JACK TWEEDY P.O. Box 6055, Laguna Niguel, Ca. 92677 co. (714) 49s-0806
"This is our 20th year of seruing you . and we look forward to many, many more."

Ralph R. Stcele, a retired lumberman, died in Cherry Valley, Ca., on March 13, 1983.

Born Aug.2l, 1898, in McMillan, Wa., he spent his entire working life in lumber sales andwas an originator and active partner in the Steele and and Ainsworth Lumber Co., San Francisco, from l94l to 1967 when he retired.

Mr. Steele is survived by his widow, Frances, two daughters and six grandsons.

He was a past president of the Mountain States Lumber Dealers Association.

Mr. Heimsoth is survived by his widow Lee, and four children.

James "Jim" McKillop, amember of the industry for 33 years, died in Sacramento, Ca., of a heart attack on Feb. l, 1983. He was 56.

An employee of Ensworth Forest Products, Inc., Roseville, Ca., for more than two years, he was a

member of Hoo-Hoo International.

Mr. McKillop is survived by his widow, Jane, four children and one grandchild.

W.C. "Bill" Bell, former managing director of the Western Building Material Association, died March 3, 1983, in Edmonds, Wa. He had served the association from 1934 to 1959.

Mr. Bell is survived by his widow, Idris.

ADVEBTISERS' INDEX

Ivan Heimsoth, owner of Capital Lumber Co., Cheyenne, Wy., died on March 19, 1983. He was 64.

A native of Nebraska, he started work in the lumber business in 1939 at Englewood Lumber. He worked at several other yards before buying Holland Smith Lumber in 1965 and later renaming it Capital Lumber Co.

68
The Merchant Magazine
All-Coast Forest Products 39 American Mill&Manufacturing, Inc. 23 Baxter&Co..J.H..... 7 Bel-AirDoorC-o ,,Cov. III Beverly Manufacturing Co. 20 Bledns Co.,Inc., J,H. 32 Bracut International 5t BrittlumberCo...... 60 CaliforniaWholesale.. 20 C&Elumber n Cal-West Lumber&Mi11in9........... 62 Campbell-Burns Wood Products, Co.,Inc. 36 Capital Lumber Co. Y Carroll Moulding .. 3E Cascade Empire Corp. 11 CoastWoodPreserving,lnc.........., 53 Coos Head Lumber Co. 30 Crown Redwood Co. 60 Datrline Corp. 1l DMK-Pacilic 42 Dooley Forest Co., Inc. 5t EsstonlumberCo..... 6E Essley & Son, D.C. 6 FloorServiceSupply. 2t FontrnaWoodPreserving,Inc. 62 Furman Lumber Co.. 27 G&RlumberCo...... 2l Gemini Forest Products 6 Hrmpton Lumber Sales 30 HerbertLumberCo. ........, 22 HigginsLumberCo.,J.E.,.... 33 Hill Lumber Co.. Max 55 Huff LumberCo...... 46 Humboldt Redwood Manufacturing Co. 54 Inland Timber Co. .. 62 Jensen LumberCo. .... 29 KellerlumberCo...... 52 KoppersCo., Inc. 14 Lewis Co., Inc., Palmer G. 43 Little Lake Industries . 59 Louisisna-Pacific..... .....Cov.I MallcoLumber&BuildingMaterials... 4l Msrtin Forest Industries. 40 Mutual Mouldingand LumberCo...... 6,4 NorfieldManufacluringCo. .......... 50 Northwoods Wholesale 57 Nu-ForestProducts.... 53 Osgood, Inc., Robert S. 52 Pacific Forest Producls 50 PacificlurnberCo..... 25-75 Paul Bunyan Lumber Co. 59 Philips Lumber Sales 54 Product Sales Co. 4 P.R.O.D.WholesaleDistributors...... 51 PublishersForestProducts ........... 2l PVM Redwood Co.. . 57 ReddingLumberTransporl 56 RedwoodCoastLumberCo.,Inc. ..... 5E Rolando LumberCo. 4E Roy Forcst Products 63 Sumwood. Inc. .. . .. 56 Sward Trucking 60 Tiffany Tie & Lumber Co. 6t Timber Realization Co. 49 Triad Systems 5 Tweedy LumberCo., Jack... 67 Union Foret Products 5l United Wholesale Lumber Co. .Cov. IV Watkins Wholesale Lumber. 55 Western Home ('entcr sho$ Cov. II,3 WeyerhaanserCo...... 19 Wigand Corp. 42 Willsmette Industries. Inc.. U Woodland Products Co.. 31 PRE.GUT FENCI]IG PRODUCTS We speclalize In Western Rod Gedar Also, redwood fencing and benderboard Mixed Load Inquiries Welcome Perry Dictos (209) 268.88/18 EASTON LUI5BEFI, II{C. 7707 S. Elm. Fresno. Ca.93706
SANDFLOWER BOUBBON ROYALE tio Door i\ruF $ ffii: $ $Xi$l$ {u,$1,$ $*i f $ N,,,'.,,, ALCALA g ,'ryr; t,'|if''t I ?i* ,r bv Bel-Air ::/: , ,-<)*1 i ffi:x TRADITIONAL DIAMOND CIIIP LA ROSA

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