Merchant Magazine - May 1984

TIIE SMART MAN J S PIY.LUOOD?

Yep. In fact, L-P-Waferwood@ does plywood jobs even better than plywood. It cuts and nails more like solid wood. It splinters less. It's smooth and uniform (no knots, core voids or patches). It's a great sheathing and it's APA approved for Sturd-I-Floor@ construction.

But the best thing about L-P-Waferwood is this. It costs less than plywood. A lot less.

No wonder it's the smart man's plywood.

L-P-Waferwood. It's the lightest, brightest waferwood made.

Phone your order no\ry. Louisiana-Pacific Corporation. MilISalzs, Coeur d'Alene, Idaho, 208-667-U4L. Distribution Centers, Fremont, CA, 415-657-6363. Los Alamitos, CA, 7L4-827-5520. Rocklin, CA, 916-624-4525. Albuquerque, NM, 505-873-0511.

Serving the lumber and home center markets in 13 Western States-Since 1922

A REMARKABTE PRODUGT, A REMARKABLE PROFIT

UNMATCHED SALES FEATURES

A specialty product with unique sales features commands an attractive price. Dricono fire retardant treated wood has such features:

o Dricon FRT wood is the only lowhygroscopic lire retardant wood of its type that carries an FR-S designation from Underwriters Laboratories Inc., for all species listed.

. When Dricon lumber and plywood are in contact with metal truss plates, hardware, plumbing and conduit, there is no greater corrosion than with ordinary untreated wood.

It's been granted a U.S. patent.

GROWING DEMAND

The word is getting around. Architects, contractors and building owners are insisting more and more on Dricon fire retardant treated wood:

lt's being promoted to your customers by full-page ads in national architectural, building and component publications.

. Nearly 40 sales development representatives are making presentations to designers, specifiers, owners and other purchasing influences.

KEEP IT IN STOCK

Stocking Dricon FRT wood makes sense:

r Because of its low moisture pickup, storage problems and yard loss are less than with conventional types of FRT wood.

. By stocking a quality specialty product, you can better serve existing customers and attract new ones.

r Promotional literature is available to stimulate sales.

FOR MORE PROFIT-PRODUCING

The Merchant Magazine

Publisher Emeritus A.D. Bell. Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Ken Spears

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (714) 549-E393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Csrole Holm, 7033 82nd S.E., Mercer Island, Wa. 98M). Phone (206\ 62'4o70.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Phone (714) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann,205 Oceano Dr., Los Angeles, Ca. 90049. Phone (21 3\ 472-3113 or ('t14) 549-8393.

FROM THE MIDWEST: contact Wayne Westlrnd, I l09Willow Lane, Mt. Prospect, Il. 60056. CaIl (312\ 437-7377.

FROM THE NORTHEAST: Joseph A. Shea, 6l Maine Ave. F-4. Rockville Centre. N.Y. 11570. Call (516)678-1625.

rROM THE SOUTHEAST: contact Corinne Cerny,638 Rae Dr., Lawrenceville, Ga.30245. Call (,104) n2-689.

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Sunrise Forest Products Co. maintains a major distribution center in Portland, Oregon from which it serves the entire Northwest with its fleet of trucks. At this facility, just minutes from the Sunrise headquarters building in Lake Oswego, consistent quaF ity of product and service you can count on are the byword. Cedar productsfencing, siding, paneling, dimension and lattice are featured alono with a full line of plywood and the Sunrise line of a'ppearance lumber specially produced and graded at the Sunrise Spokane plant to meet the needs of the Home Center Industry.

Sunrise Forest Producls Co. is a national organization headquartered in Oregon. li maintains branch offices in Central and Southern California and distribution centers in

Oregon and California and a manulacturing plant in Spokane, \A/ashington,

sUNRISE FOREST PRODUCTS CO.

Headquarlsrs: PO.Box19@ Lake0swego, OR 97034

(s03) 684-2621

Toll free 80GS7-1771

Soulhern Calltornlar RO. Box 729 Fallbrook, CA 92028 (619) 728-4545

Central Galllornla: P.O. Box 5254 Modesto, CA95352

(20e) 521-6890

lbllfree 80G692-57,14

Parr Lumber Company P,O. Box 989

Chino, GA 91710

(714\627-0953

(213) 624-1891

HGH Lumber Sales P.O.Box2T7 Chino, CA 91710 (71415$-A244

One ol sevan commissioned paintings of vadous Sunrise facilities by Portland artist Doug Alexander.

i.

The Sunrise Headquarters Building

DAVID CUTLER editor-publisher

It ain't the same old ballgame

Among the more interesting numbers dredged up in a recent lenders' survey is the fact that almost half of the first time home buyers last year chose homes that were at least 25 years old. Some see psychological trends: the baby boomers, buying their initial homes, are opting for the kinds of homes they grew up in. Less romantic types conclude they buy the older homes as they are the only kind they can afford. Either way, all those older homes with new owners mean greatly expanded opportunities for those involved in home improvements of all kinds.

The survey by the U.S. League of Savings Institutions also indicates that the former owners of all those homes have, in turn, moved upscale, buying newer homes for themselves. Again, an outstanding potential for improvement related sales.

One effect of this new'generation of American homeowners has been a marked increase in the

sales of housewares. The National Housewares Manufacturers Association reports sales in 1983 were up $2.3 billion over the previous year.

Early indications also show different tastes in these younger homeowners. Pastels and beige colors are shading out white as bathroom colors. But in kitchen appliances, white is gaining popularity over almond color, the recent favorite.

Each generation follows its own course and this new one will be no different. In manners and mores, this healthier, better educated 2540 year old group is already setting new standards as it increasingly makes its presence felt in the nation.

Whether you cater directly or indirectly to this dynamic new factor in the market, it is going to have an influence on whom and what you sell. And its impact is likely to grow, not diminish. The need for innovation, flexibility and creativity in marketing has never been greater.

guALrrY

May ls Home lmprovement Month

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BEAUTY and practicality of redwood is put to good use in the bathroom. These handsome rooms feature the most wanted amenities, skylights, raised tubs, whirlpools, elegant tixtures and lighting especially designed for putting on makeup or shaving. Redwood pro-

vides the stability, minimum shrinkage and natural resistance t0 moisture reouiredior such rooms. Statisiics show that 75% ofthe bath remodeling jobs use wood in some lorm.

Redwood showers bathrooms with luxury

Bffi:i?fi Y:.l'..T:J.'tffi :

rooms are turning big profits for lumber merchants. Year after year, 7590 of the country's remodeling contractors report that bathrooms are a major part of their business, with over 3 million sold and installed annually.

Do-it-yourselfers are getting in on the act as well. Better Homes & Gardens magazine recently held a doit-yourself contest for its readers. The results showed wood as by far (7190) the favorite material for d-i-y projects. After decks, bathroom remodeling was the most popular redwood project. The redwood projects in this contest had an average price tag of $9000.

Bathrooms are changing their style. They are now exercise rooms, spa rooms, dressing rooms. The materials and fixtures used to create these new environments reflect the room's new

Home

function as well as the proclivities of the new homeowner. In a recent Associated Press story, representatives from Kohler and American Standard confirmed that the general public is opting for extras such as whirlpool tubs, floor-to-ceiling mirrors and other luxury fittings. Custom tile, hydro-therapy tubs, skylights, creative lighting fixtures and quality wallcovering or paneling are among the most popular materials used.

California redwood is a natural product for today's luxury bathrooms. Architectural grades, clear all heart, clear and B grade redwoods, combine beauty and performance making them ideal for applications that require stability, minimum shrinkage and fine joinery. Clear all heart redwood, with its natural decay and insect resistance, is perfect for areas that are subject to moisture. Clear grade with splashes of cream-

Story at a Glance

Bathrooms adopt new image ...tum big profits for lumber merchants. .wood favored by 75o/o.. redwood naturally adaptable to bath environment.

colored sapwood, creates a patterned, less formal appearance. TWo new, economical redwood products are B grade redwood and fingerjointed redwood.

The development of new superior finishes has made bathroom remodeling with redwood even more practical. Alkyd resin and polwrethane varnishes are available in flat, semigloss or glossy textures. Multiple coats of these finishes can withstand the scrubbing necessary in bathrooms, ' yet will leave the wood with its natural appearance.

improvement sales rising

Hardware, lumber and building materials stores will hammer out sales increases of 14090 between 1983 and 1990, helped by the resurgent homebuilding industry and a spurt in residential alterations and repairs.

"Selling Home Improvement Products," a new study by Frost & Sullivan, says "the industry is now entering a new growth pattern and will outperform retailing in general" through the 1990s. Sales in 1983 were $48.2 billion for hardware, lumber and building materials and are forecast to climb to $70.8 billion by 1985 and $l15.7 billion by 1990.

In constant dollars, excluding inflation effects, sales will jump 7790 in the 1983-90 period. Hardware store sales will grow more slowly (45V0) than lumber and building material stores (8490) in constant dollars.

Several factors-demographic, sociological and economic-are driving the do-it-yourself boom. Toward the end of the 1980s the impact of these trends will slow, but the d-i-y phenomenon is so well entrenched that growth will continue, although at a slower pace.

Demographically, 25-to-44 year olds will increase from 28.990 of the population in 1982 to 31.70/0 by 1990, indicating strong growth in home improvement, as they are the primary household formation age group.

In fact, the number of singlefamily, owner-occupied households has already been rising both in absolute terms and as a percentage of all households. These account for half of all residential maintenance and repair expenditures and threequarters of spending for home improvements.

The high cost of skilled labor is

also lending strong impetus to d-i-y projects. Over the next l0 years the cost of such services will continue to increase 3s/o to 490 a year faster than the cost of home improvement materials.

As a percentage of disposable personal income, sales of hardware, lumber and building material stores accounted for only 234/o in 1982, but this will edge up to 3.1q0 between 1985 and 1990. Spending on residential alterations and repairs is seen increasing almost I l9o in 1984 and nearly 9t/o in 1985, jumping from $50.7 billion (1983) to $70 billion (1985) in current dollars.

Home centers, as opposed to contractor yards and hardware stores, will show the most impressive growth through 1990, says Frost & Sullivan. Contractor yards will recover from

Take-home instruction builds sales

HE LATEST development in doit-yourself customer training is a series of take-home. audio/visual instructional tapes designed to help homeowners carry out major home improvement projects. They will be available in home centers this summer.

H0mE IMPR0VEMENT and d-i-y iobs are demonstrated by Curt Burbick and Avian Rogers in a series ol education audio visual tapes. The Program, sponsored by a group of industrY comDanies, will be available to home centers this summer.

Put together by Do It Yourself, Inc., the progr:rm is sponsored by a group of industry leaders including the California Redwood Association, Olympic Lucite, Chamberlain, Schlage, EZ Paintr Corp., Skil Corp., 3M, CooperTools, Armstrong, DAP and E. A. Thompson's Water Seal.

Sparkplug and president of the corporation is Robert Roskind, founder of the Owner Builders Center, the d-i-y school which originated in Berkeley, Ca. An ex-contractor and author of two d-i-y books, he is dedicated to the d-i-y movement.

The training is based on a Video Learning Center set up in a home center, 26 video cassette tapes covering the top 35 d-i-y projects, a book for every tape and the availability of take-home portable VCRs.

Basically, the plan works like this. A customer is attracted to the Video Learning Center kiosk which offers a list of 26 cassettes, each assigned a number. The booth srgnage invites him to push the keyboard button numbered with the project of his choice. When he does so, he views a 30 to 60 second preview. Designed as a teaser, it stresses how easy the project can be and describes what can be learned from the complete tape.

The next step is for the customer to rent the project tape, buy the book, rent a portable tape deck, if neces-

Story at a Glance

New twist in d-i-y training... take-home video cassettes, equipment available for rcntal in manufacturer sponsored program...home centers can use it for personnel training... signing, advertising, custom options available.

sary, and head home for a viewing session.

Once home, he can show the film to his family, review it as often as he likes, and take any notes necessary.

In 30 to 4O minutes the tape fully explains the project step by step, lists necessary tools and materials, and briefs the viewer on safety considerations and mistakes to avoid. Theoretically when the d-i-yer returns the tape and tape deck to the store he buys the necessary materials and completes the project with the aid of the book which is his to keep.

Produced by Do It Yourself, Inc. in Minneapolis, Mn., the tapes star Curt Burbick, an architect, and Avian Rogers, a remodeling contractor, both experienced and enthusiastic doit-yourselfers who currently appear in PBS television's "The Do It Yourself Show." Entertaining as well as educational, the comprehensive tapes are filmed on location using real projects.

The learning center, the tapes and books can be customized for individual home centers as can the instore signing and advertising support material provided with the program. Coupons also can be incorporated into the presentation.

Another possible use of the program is training store personnel. Either the prepared tapes or tapes created especially for an individual store can be utilized. Tests and certificates of csmpletion for employees are available. Other uses include instore clinics and classroom instruction. Working from sales and marketing offices in Charlotte, N.C., Roskind is previewing the program to -home centers and signing up participants. HomeClub and Coast to Coast Stores were among the first to agree to take part.

Cost of the program to a home center is $6m initially with monthly

AJ:l?Jl"'il.*:",ff ;':-tri; homeowners have neither the time nor inclination to do their own repairs, maintenance and home improvement. Replacing a hot water tank or hanging a kitchen cabinet is a challenge they will not accept.

Yet, this non-handy person is often frustrated by the ordeal of trying to locate someone to do these jobs for him and irritated by the fact that when he does he will often have to pay more for the materials than the d-i-yer who is able to shop the home centers for the best price.

Many home centers and lumber dealers are beginning to realize that a new breed of customer is developing -the buy-it-yourselfer-and that they can capture his business by offering installation services.

Basically there are three ways to offer this extra service:

(l) recommend local contractors and craftsmen;

(2) have the store act as a general contractor, hiring subcontractors;

(3) employ one of the contract installation firms springing up around the country.

Recommending contractors or craftsmen can be risky unless they are screened carefully. One botched job or no show and an angry customer is

How to offer installation services

Story at a Glance

Installation service allows slore to sell bolh material and labor .more customers want some. one else to do the work. ..idea catching on at chains. calling the store and telling his neighbors about the kind of workman recommended.

One way to get around this problem is to put up a bulletin board on which contractors and craftsmen can post their cards. A small disclaimer can relieve the store of responsibility for the type of work provided. While this approach will save time and headaches, it won't bring in extra dollars or build customer satisfaction and loyalty.

The second approach of acting as a general contractor requires careful planning and management. It is necessary to establish a stable of contractors who will agree to be available for your customers. In addition, you must be able to guarantee their reliability. This is best done by requiring that they have proper insurance, licensing, permits and, if necessary, bonding. The store is responsible for seeing that the job is done correctly. When this type of service is provided, the store generally charges the customer an installed price and pays the contractor. Selling of the service by salespeople, instore signing and advertising are necessary if this type of installed service is to succeed. It's also a good idea to check with your lawyer before offering this service.

INSTALLAT]0N service offered bv the store helps capture the buy-it-y'ourself customer's business. Slores must screen installers carefullv.

bonded and trained craftsmen to do the needed work. All the store has to do is set up the appointment. Usually these firms will do all types of installation work ranging from garage door openers to skylights.

Selling installation service can be a large market. It is natural for a homeowner to turn to the homecenter/ building materials dealer for advice on whom to call to do a job, whether it is installing insulation, a new hot water heater or gutting and redoing a kitchen.

D00RS arc popular home improvement proiects, but many homeowners don't want to do the work themselves. Professional installation service available lrom a home center otten sells

The third method of turning installation work over to a contract service eliminates most of the work while retaining sorne of the profit. These companies offer licensed, insured,

By offering installation service, the retailer can proflrt from both the material and labor. Scotty's, Angels, Builders Emporium, Cashways, O'Malleys and The Home Depot are among the chains offering such a service.

Kitch@n, bath cabinet sales stay healthy

By Charles Folger Marketing Services Mgr. Home-Crest Corp.

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and the anticipation of a stable market, the forecast for the kitchen and bath industry, particularly in cabinetry, looks bright. Sales for rlew installations should dominate as new construction increases. We look forward to increased sales in both new installations and remodeling with the continued "good health" of the housing industry.

Although some are predicting that remodeling may account for as much as 5090 of the market share for cabinet sales in 1984, we feel that 2os/o is a more conservative estimate. Traditionally, remodeling sales are highest when new housing starts are relatively low; peepls tend to make the best of what they have during those times. Other studies indicate that interest rates may climb during the latter part of 1984, which may slow the housing starts somewhat while not adversely affecting the remodeling market.

Current trends in cabinetry indicate that wood will remain the most popular doorfront material, although the new European-look laminates are gaining a foothold. In this fragmented market, preferences are influenced by a number of factors, including geographic regions. For example, light

woods such as oak and ash are quite popular in the Northwest at this time. In contrast, other areas were bored with the light woods and the cherry look has been revived there. European-look cabinetry is favored on the East Coast and in the South.

Laminates are also becoming increasingly popular in multi-family dwellings; condominiums, apartments and townhouses. This may be due, at least in part, to the fact that builders are trying to entice working couples who will appreciate fuss-free kitchen maintenance. The light, streamlined look of European-style cabinetry also expands space visually-an important characteristic in today's scaleddown homes.

As the American lifestyle changes, buyers are becoming more concerned with efficiency. Organization and an efficient use of space and storage are just as important to those who spend a substantial amount of time in the kitchen as to those who have only enough time for a quick meal. Convenience features such as roll-out wire baskets, pullout double-sided pantry shelves, sliding shelves for pots and pans, appliance "garages" that pull down like roll-top desks, and vertical spaces for bakeware are among the extras consumers are interested in.

price range, as a high-quality alternative to the very expensive custom cabi nets on the market. We anticipate that mid-priced cabinetry will remain a strong contender in the coming months.

Story at a Glance Cabinet future bdght ...wood popular for door fronts...laminat6s gaining...demand in.

creases for organizers. .home shows boost sales.

With the housing recovery asserting itself, vanity sales are also expected to be on the rise. Hopefully, the trend toward maximizing space, time, and storage will extend into other rooms as well, making cabinetry a viable storage option for dens, living rooms, laundry rooms, and even bedroooms.

From our point of view, as a manufacturer of stock cabinets in the medium price range, the scales are equally balanced between our low+nd and our high+nd products. Our distributors have found that some dealers want cabinets in the high end of the

Aside from merely catering to current market trends, dealers and distributors are finding other ways to boost the kitchen and bath industry. One such method is participation in home shows. Also becoming popular are the open-house shows that involve one or several builders. Consumers and builders tour a group of new homes furnished with cabinets, plumbing fixtures, lighting and other products of local dealers. This gives prospective buyers a chance to see what local builders can do for them, and gives potential remodelers a fusthand look at the latest trends in kitchens and baths.

BEMODELING of baths and kitchens ranks high among owners of older homes. Cabinet style choices vary in dilferent parts of the countrv.

John F. Kennecty

OME IMPROVEMENT is booming. Frustrated by agtng homes, changing life styles and costly new home price tags, homeowners are getting the message in the media blitz urging remodeling and renovation. The result is a fast growing market targeted at $67.5 billion for 1984.

A study by Frost & Sullivan computes a 140% increase in the sale of home improvement products by the end of the decade. They tagged retail sales of hardware, lumber and building materials at $48.2 billion last year and predict $70.8 billion in '85 and $115.7 billion by 199O. A l4s/o gain in alteration and repair spending is anticipated this year, reportedly the best in the past two decades. They also predict residential alteration spending to reach $18 million in constant dollars next year.

Commerce Department analysts also expect increased spending based on economic recovery, recent reductions in income tax. the decline

Home lmprovement markd

in interest rates and a slowdown in the rise of construction material prices. They add that improved home sales are a stimulus to home improvement because sellers often improve homes to attract buyers and buyers frequently fix up homes soon after moving in. Single family houses, according to their figures, are responsible for about two-thirds of all residential maintenance expenditures and about 8090 of the alterations and addition expenditures.

David Brayton, executive producer of "The Do-It-Yourself Show," a PBS series on home improvement, claims that "more than 7590 of all American households are involved in do-it-yourself projects." This, coupled with statistics of 40 million owneroccupied homes in the U.S. 20 years old or older, represents a lot of home improvement.

Story at a Glance

Home improvement market aims for $67.5 billion this year

. . .R & R to rise by 14o/o.. .more than 75o/o of homeowners involved in d-i-y. . .individual products keep pace with total growth.

Joseph L. Jones, chairman and president of Armstrong World Industries, emphasizes the opportunities in home improvement and repairs. "This overall market," he said, "is expected to grow, in constant dollars, at a rate of 6 to 790 annually between now and 1990. That's roughly half again the real growth expected in the U.S. economy as a whole, and the doit-yourself portion of this market has been growing and will continue to grow even faster."

Individual categories of home improvement materials will rise with the total home improvement market, according to Frost & Sullivan. They predict that over 5090 of the growth will be accounted for by dimension lumber, builders hardware, paint, electrical supplies, hand tools, millwork and softwood plywood. They also list laminated plastics, kitchen cabinets, paneling and hardboard as fast growing markets.

"U.S. domestic consumption of

Lighting fixtures

Insulation

Plumbing fixtures

Sheetrock

Wood paneling

Roofing material

Ceiling tile

Major appliances

Siding*

Vinyl 590

Aluminum 8 Wood l0

Kitchen cabinets

Permanent insulated doublepane windows

Storm doors

Removable storm windows

Garagedoor openers

Single pane windows

Security system (fire/theft)

iTotals may differ from the net because of multiple answers

ling up new growth records

Top D.l.Y Home Projects

Painting inside

Install caulking

Painting outside

Install weather stripping

Wallpapering

Install doorknob lockset

Lay carpeting

Install deadlock/lockset

Install ceiling atdc insulation

Install floor tile

Install storm doors

Install storm windows

Iirstall walt insulation

Install ceiling tile

Install new roofing

Install carpet tile

Install wall tile

Install thermal windows

Courtesy oJ A, C, Nielsen Co.

resilient flooring during 1984 will exceed $2 billion in retail value," Jones reports, adding that more than half of his company's flooring products "end up in the home fix-up market."

Sales of paint are expected to total 493.7 million gallons in 1984, a9.2o/o increase over 1983. Business Tlend Analysts reports consumer demand for paint should improve as do-ityourselfers undertake the maintenance projects they have put off for the last few years. They expect sales of interior paint to rise an average of 6.70/o per year through 1992, reaching $2.8 billion. The exterior paint market is expected to expand an average of 5 .7 Vo per year, totaling $2.4 billion by

1992. Over the long term, they say, interior paint presents better growth opportunities than exterior paints which face increasing competition from aluminum and pvc siding.

The replacement market for metal doors, windows, sash and trim is expected to continue to grow with predictions that it will account for 660/o of industry sales by 1993. Steel entry doors for retrofit are expected to sustain a growth rate of 990 this year with sales projected to top $530 million. The polyvinyl chloride replacement window market is expected to continue growing at the rate of l2o/o per year through 1990.

Plumbing fixtures, according to Predicasts, Inc., will continue to grow with 15 million installed in 1985. Doit-yourself installations will account for 63s/o of these.

Consumer demand for home improvement products is heating up. Multi-unit home centers and building materials outlets are already in action to meet the need as are many of the independents. Manufacturers are striving to fill the projected demand for their products. What about you? Is your store going to get its share?

Thirteen Top Remodeling Prcieelo

Modernizing existing bath

Adding a half bath

Adding a full bath

Kitchen facelift

Major kitchen remodeling

An addition

C-onverting a giuage

Basement recreation room

Front entry vestibule

Enclosing open porch

One large room from two Passive solar greenhouse

Courtesy oJ Wamon's Dey iltagezine

HoME IMPR0VEMENT market growth will be fast with d-i-y portion growing even faster, according to Joseph L. Jones, chairman and president ol Armstrong World Industries.

Sarnuel J. I{eyman, chairman and cm, GAF Corp., has incneased his holdings in the co. to 15% of the stock. ..LouisianaPacific wX begin operation in new waferwood plants in Chilco, Id., and Krmmling, Co., this zummer; the plant at Montrose, C-o., will open in '85.

David Dooleage plans toopen a sawmill and lumber yard on Marina Dr. in Monterey, Ca.. . Ochoco Lumber Co., Prineville, Or., has a new sawmill, dry kiln and planing mill in John Day, Or., operating as Malheur Lumber h., CaI Adkisson, mgr.; Ron Wilson, sales mgr..

Valley Lumber Co., Grants Pass, Or., has added 4,000 sq. ft. of selling space and new storage buildings ..Knoll Lumber & Hardware, Kenmore, Wa., held a gand opening for its new Mill Creek yard.. .Molalla Builder's Supply, Molalla, Or., has closed...

:a.:.::,: ..,,,,1

Pay 'N Pack plans to open l0 warehouse-type stores in the San Francisco, Ca., area by the end of '85. .Hatch Inc. and Chicago Centre, Inc., oprators of Hatch Building Materials, Portland, Or., have loegun reorganization pro-

Latnbermen's Uncols Ci Or., has remodeld and expandid to 8,000 sq. ft.,Andy Warrington, mgr... .J. E. Olinger and funs, Mlton Frewarer, Or., has been sold to Dick McMillan. ..re*sdsfing at Enumclow Lumber and Hardwarc, Enumclaw, 'Wa., will be completd by the end of May.. ..Builderc Lumber Supply, Chelan, Wa., held a grand opening to introduce new owners, Warren and Judy Lalie...

:1 ,. ,::',:l:':.': t"'1"':'..illl't

HomeCfub will open a Las VEgas, Nv., unit June 15, utilizing a former Woolco bldg. at the corner of Eastern and Charleston and open a Fullerton, Ca., store in a former Panney's location, sometime in July.. .Window Coverings, Inc., has opened a new manufacturing facility in Hayward, Ca., doubling production capabilities. ..

Home Depot will open two stores in Tucson, Az., one in a former Woolco bldg. and oue to be built near N. Oracle and W. Prfurce Rds., no opening dates set; negotiations have been completed for a fourth store in Phoenix..

'

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N{arris Levin & Son Hardwcre, Thlare, Ca., has celebrated its first half century in business by adding a new lumber dept. and plans to develop a nursery. ..Yard and Garden Specialties, Portland, Or., has added inventory and remerchandised its storg'

Housing starts felt a ,ecord 26.6% in Mar. from Feb., bad weather, rising interest rates and abnormally high numbers in Feb. were blamed...the seasonally adjusted annual rate of 1,638,000 was still 2.9t/o ahad of the yer earlier fig.; single family starti declined 29.1t/0, muhis were off 21.90/o from the mo. earlier...

bldg. permits sagged l29o from I9b., b!r! were up 16.890 from Mar. 1983.

FAMOWOOD

is the PR(lFESSI0NAL'S Att PURP()SE PLASIIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer lo correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! :!rtx*", Ready to use ilght out ot tne can, tamowooo , ! ef1Jit, lf.''i:ih'ii';i,:l

a'nd will not gum up sander. Waterproof and weatherproof when properly applied. ca

Available

BEVERTY MAN UFACTURING C(lMPAI{Y

9118

Los Angeles, Calif.90003, P.0. Box 73233

of Famowood, Famoglaze, Famosolvent 0aslributor and Dealer Inquiliei Invitad

GALENDAR

MAY

Oakland Hoo-Hoo Club-May 11, Annual Reveille, Willow Park Country Club, Castro Valley, Ca.

Lumber Jills-May 14, election of officers, Western Forestry Center, Portland, Or.

Lumber Association of Southern California - May lE, quarterly meeting, Hotel Del Coronado, Coronado, Ca.

National Kitchen Cabinet Association-May 16-20, 2%lh annual convention, Sea Pines Plantation, Hilton Head Island, s.c.

Lumber Merchants Association of Northern California-May 19-22, 1984 convention, Red Lion Inn, Sacramento, Ca.

Phoenix Hoo-Hoo Club - May 20, ALBSA Convention Golf Tournament, Boulders Club, Carefree, Az.

Arizona Lumber & Builders Supply Association - May 20-22, convention, Registry Resort, Scottsdale, Az.

Associated Lumber Dealers of Greater Seattle-May 22, Port of Seattle tour. Seattle, Wa.

JUNE

Inland Empire Hoo-Hoo Club-June 1-3, ladies weekender, Marriott Rancho Las Palmas Country Club, Palm Desert, Ca.

Lumber Association of Southern California - June 8-10, annual Second Growth weekend, Rancho Bernardo Inn, Rancho Bernagdo, Ca.

North American Wholesale Lumber Association Inc.-June 10-15, Wood Marketing Seminar '84, Oregon State University, Corvallis, Or.

Lumber Jills-June ll, installation of officers, Western Forestry Center, Portland, Or.

American Hardware Manufacturers AssociationJune 12-13. International Tiade Forum, Washington, D.C.

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Hem-Fir Hemlock

Douglas Fir

GREEN or DRY . DIRECT MILL

SHIPMENTS . LCL o CARGO o RAIL o TRUCK & TRAILER .

PRESSURE TREATED LUM BER

Yard & Offlcar: End ot Alrporl Rd. P.O. Box 723, Uklah, Ca.95$2

Phoenix Hoo-Hoo Club-June 15, 3rd annual Marvin J. Setzer Memorial Golf Tournament, Antelope Hills Golf Course, Prescott, Az.

Outdoor Power Equipment Institute-June 2l-4, annual meeting, Broadmoor Hotel, Colorado Springs, Co.

JULY

Inland Empire Hoo-Hoo Club-July 20, dinner and speaker, Los Serranos Country Club, Chino, Ca.

Nationaf Retail Hardware Association-July 22-26, 85th annual congress, Hilton Hawaiian Village, Honolulu, Hi.

AUGUSl'

National Woodwork Manufacturers Association-August 4-E, meeting, Vancouver, 8.C., Canada.

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

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In the highly competitive world of Lumber and Buildinq Material Supply, too many mistakes can really hurt you. Or worse.

lf your present inventory and accountins q/stem (manual or ' computerized) doesn't seem to stack up against your expectations, maybe you'd 5etter ask some hard questions.

Are you getting accurate, timely ltems Turns Analysis, Credit Lists, Pricing Tickets? Does your system automatlcally produce Quotes and Models for Contractors? How about Inventory Replenishment Reports anc daily Sales Journals?

Can you do immediate sales analysis? By product? Ry client? By department? Will your q/stem automatically back order and check inventory on hand against quotations? On a daily basis? Does it tie in your Poi nt-of-Sale functions?

Are your invoices and statements accurate? Are your delinquent accounts being flagged and credit controlled? Can your s/stem handle all payment methods, multiple price categories, line item discounts, and promotions? Will it calculate shipping charges? Does it provide instant communication with your customer sewice desk? Does your qystem offer m u lti- prof it center, m u lti -l ocati on ca pabi ities?

lf you ask these questions of our system, the answer is "yes". On all counts. And then some.

Maybe you've got more hard questions for us. ls it proven? Costeffective? Easy to understand and use? Well-documented? Supported bl an international company with an international reputation for quality and sewice? Delivered by people who know computers and who know the Lumber and Building Material industry?

"Yes" again. On all counts. And then some.

Systemhouse* is a true full service organization dedicated to offering complete solutions for clients. And we know that complete solutions go far beyond our highly functional software, and powerful hardware. Complete solutions mean understanding your problems, working with all your people from the yard on up to management, providing thorough training, planning, and staying with you as you grow. So if you're looking to increase customer sewice, optimize your inventory reduce enor and improve your cash flow (anc1 your bottom line) we think your search is over. Call us.

HOME GENTEM MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

'| 1650 lberia Place

San Diego' ca' 92128

IHAVE always suspected, and now I lam more than ever convinced that many building material retailers have never accurately classihed their customer base.

Usually the retailer speaks in terms of percentages of d-i-y (retail) customer to contractor (professional). The fltgures most often heard are 500/o/500/o or ffitlo/4oVo etc. These percentages are usually educated guesses or a percentage based upon cash sales to charge sales. I believe they're misleading.

So what's the big deal? What difference does it make to the dealer whether it's 50/50 or 90/10 or l0l90? It may not have meant much before 1984 but it's going to make a big difference now that warehouse and chain oper,ations are seeking new geography. It's going to make a great deal of difference to the independent retailer who is going to plan aggressively to maintain his market share.

If a major portion of the customer base is truly the dedicated and occasional doit-yourselfer then the dealer must secure his market by directing his efforts and discretionary expenses,promoting to at-

tract the d-iyer. It means budgeting for a f#'Tli'J-,?:,:l:.:5'::?.':l',$i,iiffii

It also means a merchandise mix that avoids sending customers to competitors for materials to finish the project. It means visual merchandising programs, evening and weekend store hours, the availability of delivery, competitive pricing, lowest price guarantees, lit parking lots, lumber stored on the showroom floor to avoid a double (or triple) tallyman payroll during extended hours, extra checkouts, creative signing, reticketing of sale merchandise, merchandising of economy grade studs, and more,

On the other hand, if a dealer has been running a successful and profitable business for years with no or little advertising, and has been closing at 5:00 p.m. daily, noon on Saturday, while the chains remain open-if he has been working on 4O9o margins on everything except the commodity items and operating out of a small showroom featuring only the basic hardware, tools, and maybe some plumbing and electrical fittings-while for years the open-late-and-weekend chains near him have been out-advertising, outmerchandising, and even out-servicing him on the d-i-y level-then just maybe the dealer's true customer base is the professional, commercial, and industrial

customer- sometimes paying cash. And, if that's true, then maybe his operating, merchandising, promotion and service level strategies should be different to maintain or extend his market.

Next month we'll explore these different strategies.

OLYMPIC visitors to Los Angels, Ca., will find 13 murals similar to this located throughout the city, the work of local area artists contracted by the Olympic 0rganizing Committee. Sizes range from 700 to 2000 sq. ft. Te(ured Coatinos of America has donated the manoower and Tex-Cote Grafitti-Gard material, which is being applied to "Unity" in this photo, to protect all the murals. Note workman at left of photo.

Ne a full service stocking distributor

dsnopaiqtine. A on the Ardffien nnu'abrvs6rq(i te'ddi* intol,*fft

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utGda6 mnts Setup

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TVindow Rer

Perma"Shieftf r; direct msunpr leads! C-ut yowself in f o sur€;b." : . Sare of the profits out there. Call yur dow $sphre- Anderren dbtributor todat ffi $* ooenine. CCInehnne bqnliq{ CmrlmsAr trri aisniU^utors- Artrlot*ori \YE'Jru.rolld Ab6 operate a iletr 85 trucks,

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Red Ook & Pine Mouldings

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&UIEWS

lT'S MY BUSINESS: our conven

Ition theme this year has a double meaning.

First, it is my business that the legislation being passed will affect. Secondly, it is my business to insure that my elected representative is acting in the best interest of those helshe represents.

Those LMA members who joined the annual conference in Washington, D.C. with our congressmen are well aware of the importance of being on a fust name basis with your legislator. When a piece of legislation that will have a serious impact on our industry is introduced, it is easy to pick up the phone or write a letter to your representative if you know him on a personal basis and urge a vote against the legislation.

We have been the silent majority in our state legislative activities. Proposition 13 did not solve our problems since the legislators are continually trnng to find a way to circumvent our demand that they reduce the uncontrolled spending. They want to shift the level of taxation rather than bring the budget under control.

This is your opportunity, under expert guidance, to participate in the rule making process by visiting with your state assemblyman and legislator to state your position. The impact of our association visit will be felt throughout the capitol.

Red Lion Motor Inn, Sacramento, Ca., will be the place, May 2U22, the time for our 45th annual convention.

Speakers will include Assemblyman Ross Johnson (R., District 64, Orange County), "How to Be Effective With Your Legislator;" Assemblyman Dominic Cortese (D., Santa Clara County), "County Sales Thx Authority;" Robert Simpson, deputy chief director, division of labor standards enforcement and labor commissioner, "Interaction with Industry;" Clyde Strouss, LMA state legislative chairman, "How We Will Accomplish Our Task." Mick Delaney will cover "Confidence and Leadership" as the luncheon speaker on opening day. David Ackerman, deputy secretaxy, business, transportation and housing, will discuss "We Must Work Together" at luncheon on the final day.

A guided tour of the capitol renovation and time to visit with individual legislators will be provided.

Assns. Battle Door Ruling

In response to the proposed restriction of wood entrance doors by the Northwest Power Council, the National Woodwork Manufacturers Association, National Forest Products Association, Fir & Hemlock Door Association and National Association of Home Builders are cooperating in action to force the council to change their decision. Although there has been no definite action to change the allowable U value, several builders are proposing that their demonstration homes use wood entrance doors.

s a producer of a wide varrety c California redwood and Douglas fir products, The Pacific Lumber Compan' (PALCO) has developed an integrate< shipping and packaging system whic facilitates mechanical handling with the least possibility of product damagr Whether certified kiln dried or green, surfaced smooth or rough, in random or restricted lengths; PALCO has deve oped this proven method of unitized shipment for easy loading, unloading and yard or jobsite handling.

PALCO Unit Advantages

o Unloading trucks, boxcars and pigg backs is faster and easier with PALCC unit packaging.

r Mixed loads of kiln dried, air seasoned and green redwood and kiln dried Douglas fir PALCO products are easily combined in the same shipmen

o Possible damage from handling anc shipping is greatly reduced.

. Units and multi-units are the ideal size for forklift operations. Depending on forklift capacity, multi-units can be broken down and unloaded one or more units at a time.

o PALCO unit packaging provides eas unit selling and can prevent inventory buildup of short length lumber Less money need be tied up in inventory.

o Each unit is piece-tallied and numbered at the mill. A tally is attached to each unit, and a duplicate tally is carried by the truck driver. (With boxcar and piggy back flat shipments, the du plicate tally is marled to the buyer )

o PALCO unit packaging provides the fastest possible delivery from PALCO' warehouse to customers' vards.

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1. Several PALCO units banded together into a multi-unit. For easy handling, 2 x 4's are used lor added protection during boxcar shipments.

2. PALCO s lumber press squares the 1750 FBM units, applies protective cardboard and heavyduty corner protectors and binds them snugly

3. Heavy cardboard corner prolectors help prevent damage and keep metal bands away from the lumber

)ALCO UNITPACKAGING

The PALCO unit system is >signed to reduce handling, allow rsy mechanical unloading and to pro:t the lumber PALCO packages its y lumber products in units measuring rproximately 44" wide x 20" hrgh x 20' rg. Each banded unit contains about 50 board feet of one item and has a :ce-tallv attached Individual units of n dried and air seasoned products e pre-packaged with cardboard rvering on both sides and the top to ovide protection against damage ;avy cardboard corner pieces are ed to protect corners. reduce possr: band slippage, and to keep bands vay from the sides of the units (See )seup photo on other side ) For even faster boxcar unloadl, up to five units can be strapped 3ether wilh 11/a" metal straps These semblres are called "multi-unrtsl' The 'aps may be removed when small 'klifts have to be used for unloading rnnage 2x4's are placed between LCO s large. covered Inventory helps assure ,t assembly o1 orders and on-time shipment.

the straps and the cardboard protectors of multi-units to orotect the lumber from edge damage caused by movement of the load against boxcar sides

(Note For extra protection of siding and tongue-and-groove patterns, bundle paper wrapping is available for a small additional charge )

PALCO Unit Shipping Information

Versatile PALCO units are designed for easy loading on flat bed trucks, piggy back flats and in boxcars. Unloading and reloading enroute is fast and easy. with the lumber protected against normal handling damage

Depending on truck capacity.

1B to 20 units of certif ied krln dried redwood uppers, 14 to 15 units of Douglas fir dry uppers or 20 units of air seasoned redwood (such as PALCO rustic siding) normally will make a full load Units of green garden grade redwood commons can be mixed with dry items Note. These are general truck capacities Some truck shipments may differ as they are regulated by both height and weight limitations Several trucks can be loaded simultaneously during inclement weather in PALCO's indoor storage facility

Depending on minimum weight reouirements. boxcars will contain from 12 to 20 units. When reouired. dunnage air bags are placed in boxcars and inflated to stabilize loads durrng transport

Warehouse Inventory

PALCO maintains a large inventory of stock redwood and Douglas fir unitized items. This provides convenient, quick assembly of orders and prompt shrpment.

Mixed truck and trailer load o1 redwood and Douglas fir being loaded

NORTHWEST NEWS

CHUCK LINK executive director

OBERT M. "Bob" Slettedahl, WBMA president in 1956, has been presented an honorary life membership and a WBMA Friendship Plaque in recognition of his many years of service to the association and the industry.

In addition to serving as president, Bob served on the original board of trustees when the association's insurance and pension trusts were established in 1956, and served on the board of directors and several committees during his many years of active membership. Although he is now retired, Bob has a keen interest in the association and its continued success. WBMA has been truly honored by his membership.

It is very important to date stamp all incoming mail irrespective of from where you received it. Many times no one

knows or cam prove when certain letters or documents (complaints from a government agency, a charge, etc.) were received by the company. This is essential because of the time limitations in which the company has to act in responding to charges, demands, etc., made by a union, government agencies such as EEOC, NLRB, OFCCP, and OSHA, officers of a court and others. We strongly urge all incoming mail bear a date stamp, placed there by the person who opens the mail. Certified or special delivery envelopes should be retained and stapled to their contents for a record of date mailed.

Make important customers feel really important by installing a special "hot line" telephone number. This should be a direct line to a single red phone in the store. VIP customers only are quietly told that they are very important, and that their telephone calls have priority. Don't publish this "special" number; jot it down on the back of your business card and tell your VIP customer to call this special number for extra-prompt

service. Less chance of a busy-signal, too. Thanks to Mike Harman, of MW Manufacturer in Rocky Mount, Va., for this ide a in the "Good Idea! Newsletter" published by Jim Pence. Thol's How ll Goes!

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber. Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacilic Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can putthis complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside Cal ifornia (805) 833-0429

Fi

"Vl/e are storting a store improvement progrom, Tbeman-I'll mail you your severance poy,"

The Merchant Magazine

Pressu re-Treated Lu mber

m'

HEAVY

RIPEIN]I-F ALnlUAtlJ Utih e, te L5u ulb

E.J. JOHNSON executive vice president

IJHE EDUCATIoN committee in

I cooperation with the American Plywood Association conducted a series of three seminars this month entitled "Marketing Today's Structural Panels'"

Designed to acquaint key retail personnel with updated sales techniques and recent changes in plywood data, the halfday sessions were held in Tucson on May 9, Phoenix, May l0 and Flagstaff, MaY ll.

The seminars covered plywood, composites, waferboard, oriented strand board and structural particleboard. The objective of each was to provide the retail

and wholesale dealer with the information necessary to successfully merchandise plywood and other structural panel products to industrial users, contractors and consumers. Emphasis was given to information necessary to establish a resident product expert within the company. A complete reference binder was provided to each registrant.

The program covered a discussion of the various structural panel products including pressure treated plryood, the handling and storage of each. The finishing of plywood siding also was discussed. Discussion on the identification and proper handling of complaints was held. Recommendations and uses for structural panel products including the APA glued

The Merchant Magazine

floor systems, the All-Weather Wood Foundations, the engineered V1" franing system, nonresidential construction systems and industrial applications also were outlined.

Locations for the meetings were O'Malley's Distribution Facility in Tucson, the O'Malley's Building, Phoenix, and Babbitt's Home Center, Flagstaff' Preparations are being completed for our 63rd annual convention on MaY 20-22 at the Registry Resort, Scottsdale. "Never Look Back" will theme the program, underscoring the need for the lumber industry to seize the many challenges and opportunities that confront it today as it continues to experience good economic growth.

Speakerq will include Senator Dan Quayle (R-In), Art Jacobs, productivity specialist; David Cutler, editor-publisher, The Merchant MagaT,ine, discussing advertising; Frank Stewart, district manager, Western Wood Products Association; William Morrow, President, NLBMDA; Dr. Gary Driggs, president and ceo, Western Savings, Phoenix.

Skylight Market Bright

The homeowner's fondness for skylights has blossomed into a genuine love affair.

"The residential skylight market this year," says C.M. Dye, president of APC Corp., a leading skylight manufacturer, "is expected to witness continued growth despite a market that in 1983 saw skylight sales top 755,000, up 3090 from 1982 sales of 600,000."

"This may be the first year in history," says Dye, "that skylight sales reach the one million mark." Current forecasts predict skylight sales in 1984 of just over one million, up more than 3090 from 1983. In single-family detached homes, expectations call for an average of two skylights in l69o of the new homes to be built this year.

Though the rate of expansion is considerably less than in 1983, it comes at a time when the rate of inflation in the nation's economy has plummeted to about 590.

The current health of the skylight market can be attributed to several factors. The percentage of homes incorporating skylights both in new construction and remodeling is expanding at the same time that the housing industry is enjoying a broad recovery. Housing starts in 1984, according to the U.S. Department of Commerce, are expected to surpass l.8-million, up slightly from 1983's I.7-million. At the same time, says Dye, more and more homeowners are installing skylights whenever they undertake remodeling projects.

The major reason for incorporating skylights during modernization is their esthetic appeal and the ability of skylights to open homes to daylight and views. Others, however, appreciate the energy savings.

Skylights reduce the need for artificial light by letting in lots of natural daylight. In cold weather, for instance, the energy savings that result from a south-facing skylight often exceed any heat loss through the skylight, especially if the glazing is double-dome acrylic. In warm weather, shading devices protect the skylight against heat gain.

*sueuorASupp,-y Enterthe age of energy conservation through

When sending in a change of'adtlress please include zip code on both old and new addresses and either the old label or the i4lbrmation .from it. Thanks t

Avanti is a complete Entry Door System offering an energy saving insulated door panel with an "R" factor of 14.9, universal and reversible frames, the unique Endurseal weatherstripping, and patented prefinished oak and aluminum adjustable threshold. It is unrivaled in quality, security, attractiveness and versatility of design, and especially in its ability to conserve energy.

Place your confidence in Avanti-yet another Peachtree Door Way to Energy Conservation.

Select from a variety of matching, insulated side lite panels. An assortment of removable grille patterns is available to complement any architectural style.

1984 Hardware Show a Biggie

The Hardware Industry Week/ National Hardware Show, annual marketing event for the hardlines industry sponsored by the American Hardware Manufacturers Association, will very nearly fill the five floors of McCormick Place and McCormick Place West in Chicago, Il., Aug. 12-16, with thousands of lawn and garden, outdoor power, hardware, automotive, building supply and home center buyers in attendance.

Programs will give exposure to innovative merchandising, product, packaging and display unit ideas as well as provide education and opportunities of value.

Hardware Industry Week is built around the National Hardware Show, a trade exhibition showcasing hundreds of thousands of products of over 2,700 exhibitors. The Retail Concepts Center, created by the National Retail Hardware Association/ Home Center Institute at the request of the AHMA, provides retailers with an in-depth view of current trends in merchandising and in-store design.

The New Products Exposition gives buyers a quick overview of what is new in hardlines. Although over 800 new products were displayed last year, the space allotted has been significantly expanded.

The Seminar/Keynote Address Program, a forum for discussion of issues with an impact at all levels of the hardline industry, is developed with the assistance of the eight major industry trade associations which have been officially designated as HIW/NHS participating associations. Jerry Barton, chairman, Belknap, Inc., will present the keynote address.

Old Line Retailer Expands

Additions of new departments and expansion of familiar ones have transformed the 36 year old Bourget Bros. Building Materials in Santa Monica, Ca., into a new operation. Open throughout the remodeling project, the store has made every effort to maintain its philosophy "The Customer Comes First" during the project, according to Larry Bourget, president.

Additions include a greenhouse for gardening and landscaping supplies, indoor and outdoor plants and a complete line of garden tools. Jose Galvan and John Navroth are in charge of this department.

Sprinklers and drain systems will be the specialty of the expanded plumbing department which also offers all products needed for maintenance and remodeling. Roy Kinslow, Dan Schickler and Bob Steingraber are in charge.

The renovated building material department will continue to provide brick, cement blocks, building stone, plastering and drywall supplies as well as electrical, heating and insulation material, hardware, hand and power tools. Delivery is available.

The Jewelry Arts Department is a newcomer offering unusual gifts, mineral specimens, fossils and materials and tools for jewelry making. Dave Champion and AnthonY Chavez are responsible for this section. Mail order service for jewelry supplies is supervised by Leonard Bourget with the assistance of Janette Leonard, Marge Bourget and Nancy Haas.

A Wide Range of Redwood products

Yard

Direct Mill Shipments

Industry Management Conlab

The Western Building Materials Association in cooperation with Armstrong World Industries, Inc. will sponsor the 20th All Industry Management Conference, May 20-22 at Cavanaugh's Inn at the Park, Spokane, Wa.

Tiaining, management by objectives, management succession and a tour of Spokane area building material stores are on the educational agenda. James R. Baldwin, manager, organization research, Armstrong World, Industries, will take part in the program.

Golf tournaments and a special tour of Spokane for the ladies are planned for leisure hours.

More Lumber for Remodeling

Repair and remodeling is expected to use 8.3 billion board feet of lumber in 1984, according to forecasts from the Western Wood Products Association. They expect western softwood will capture more than 3.4 billion board feet of this market.

Last year residential property owners spent $49.3 billion on r& accord-

ing to the Department of Commerce, up from $45.3 billion in 1982. Residential alterations accounted for $11.7 billion of this with additions using an additional $4.7 billion.

In the third quarter of 1983 home improvement construction expenditures were $10.8 billion, $2 billion higher than any quarter since 1978, a record high even in 1977 dollars.

Fourth quarter '83 dropped to $6.6 billion, $1.6 billion under fourth quarter 1982, with the weather taking the blame. Consumers spent $31.2 billion in 1983 on construction improvements after spending only $28.5 billion in 1982.

Schlage Joins Torch Relay

Schlage Lock Co. will participate in the 1984 Olympic Torch Relay by sponsoring a Youth Legacy Kilometer. James Bergman, a Schlage sales representative/hardware consultant in the State of Washington,will run on the company's behalf.

Proceeds from Schlage's sponsorship donation will benefit the Special Olympics of San Francisco, a program designed to promote athletic

participation on the part of mentally handicapped individuals.

0ISTBICT MANAGER 0f the year in the GAF Building Material Division is Larry Waddell (right) being congratulated by Samuel Heyman, chairman and ceo of GAF CorP. Waddell's district includes Ca., Az., Ut., Nv., 0r.. Wa.. ld. and Hi.

Color Outlook ls Gray

Everything is coming up gray in current building products and architectural work. John Gleason, color director of Ameritone Paint Corp. and chairman of the Color Marketing Group, reports that the cool gray hues are predominating the color palette in the West this year.

A further reinforcement of the popularity of gray is found in the choice of colors such as slate neutrals, umber neutrals, gray greens and gray blues for interiors.

In the past Southern California, Arizona and New Mexico residents have selected warm colors and shades over the cooler tones favored by the Northeast and Midwest.

Woodworking Tool Orders Increase

New orders for woodworking machines and tools which soared to near-record levels in the fourth quarter of 1983 are maintaining their strength, according to the Wood Machinery Manufacturers of America.

Manufacturers of woodworking machines, cutting tools and related equipment for the sawmill, furniture, casegoods, cabinet, plywood/veneer and general woodworking industries see 1984 as a year of solid gains after nearly three years of recession.

The new orders index of 185.7 at the end of 1983 was the second-highest recorded since initiation of the index in 1979.

In every cloud there is a sflfiv@f lining.

'Cash in on the silver with Plastmot

Easy to assemble vinyl raingutters in new light brown or original white, dark brown or charcoal grey.

Plastmo makes it easy for you to profit by cutting your costs.

Installation is a breeze with only a screwdriver and hacksaw. Once up, Plastmo will last for the life of a home it's been proven in over 25 years of proper installations.

Plastmo insures quality workmanship with permanently glued joints that won't leak and semi-circular design that is selfcleaning and maintenance free. Plastmo won't dent, rust or peel, guaranteeing a professional look to the {inished job. And there are more pluses custom fittings to satisfy every customer need, immediate delivery to meet your busy time schedule. and Plastmo Vinyl Raingutters are colored throughout never needing parnt.

What are you waiting for? Isn't it time you experienced the bright prospects of Plastmo Vinyl Raingutters? Add that ray of sunshine to your business and put the silver you save ln your pocket.

'25th Anniversary Special

Receive 25 free brackets with each $250 portion of your Plastmo Vinyl Raingutter order. Orders will be shipped through your normal distributor. Offer effective through May 31. 1984. Retailers only. One time o|fer.

Your needs may not be one of these 18x38's shown. But whatever your need we have a complete inventory of TIMBERS up to 52 feet!

Speedy Service on Quality LONG DIMENSION, ROUGH DIMENSION, other DOUGTAS FIR items.

Anothervariation of the warehouse home center

A NOTHER version of warehouse Fmembership marketing, the Price Savers Wholesale Club. has been launched as a sister operation to Ernst Home Centers and Von Tobel's home improvement centers bv pav 'n Save Corp., Seattle, Wa.

The warehouse outlets will merchandise a wide variety of items including housewares, haidware, paint, tools, plants, major appliancei and electronics. Although considered membership stores, they are available to a wide selection of the market in_ cluding owners of small businesses and employees of local, state and fed- cral governments, financial institu_ ttons, public utilities, hospitals and \clected employee credit unions. . Home center operators are watch_ rng this type of operation as it could navc pronounced influence on their nusrncsses. Both hard and soft goods arc purchased directly from manufac_ turcrs. Businesses pay an annual fee

for shopping privileges. Individuals, or group members as they are called, pay about 590 above wholesale, but have no annual fee.

Story at a Glance

Warehouse membership chain carries home improvement products . .sister company of Ernst & Von Tobel's.. .first unit in Salt Lake City. .others scheduled for Northwest, Ha-waii.

The first 100,000 sq. ft. warehouse opened in Salt Lake City in the middle of March. A built to order, poured in place concrete structure, it features a "no frills" atmosphere of open beam ceiling and concrete floors with merchandise stacked on pallets. There is a staff of 100. The parking area accommodates 300 cars.

A second outlet is due to open this month in Fife, Wa. A third in Seattle, Wa., will debut in August. An Anchorage warehouse is expected to open early next year. Honolulu, Hi., is a potential site.

Headquarters for the chain is Salt Lake City. Thomas R. Grimm is president. Douglas J. Hansen is vice president of marketing; Trish Cook Van Ausdal, marketing manager; John Eagan, Mike Byrum, Ralph Smith and John Manzeck, merchandising managers. Several have had previous experience in the home center/building materials industry.

T0WERING stacks ot merchandise charactertze the new Price Savers Wholesale Club chain's llagship Operalion in Salt Lake City,

Ut. Launched by Pay 'n Save, Seattle, Wa., the 0utlets slock many of the hardlines cus-

tomarily found in home centers and traditional building materials yards.

How you can save on delivery costs

a,

QUESTION:

FILEASE discuss the economics of f- (1) Driver unloading; (2) Ride-along helper to help unload; (3) warehouse or store employee unloading.

ANSWER:

For illustration purposes, presume that drivers, helpers, warehouse and store employees are all compensated at the same hourly rate and work a 50 hour week. The truck being used is a 2Vz ton flat bed dump. The basic wage is $6 hourly. Personnel costs are listed in chart.

Each year, in a public relations offering, the Hertz Co. publishes operating costs for the several commercial vehicles in their fleet. These costs are not rental rates, but "costs to operate and maintain ownership." An operator's salary is not included in the figures and their per mile cost of $1.20 (approx.) is based upon driving 15,000 miles annually. This information, combined with personnel costs developed above, is shownastotal delivery costs for aTVz ton delivery truck. Essentially, from wherever an addi-

We knovv lumber

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a do$ 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 q[uantity 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, T€pT and rail. A Also please inQuire on clear Douglas Fir and Hardl,voods.

tional person is recruited to help on the delivery truck, per the example shown, the cost of delivery goes up almost 3590 when a helper is added. From the income, or sales side, the numbers can indicate a point where practicability will allow for another person on the truck. Experience has shown that the classic lumber dealer averages about $600,000 per year in delivered sales per truck operatd. Delivered sales of $600,000, that cost $38,592 to make, generate a 6.40/o delivered sales ratio. Using these figures, it is possible to compute no loss - delivered sales dollar value points for a driven distance with either one or two people on the truck.

The chart shows that the cost of one person operating a truck for a 20 mile trip (10 mile radius) is $51.4O. When a second person is added, the cost of the same trip is $78.80. To recover the "one man" cost (6.490) $803.13 must be delivered. To not increase the 6.40/o delivery cost ration, the "two man" trip of the same distance must deliver $1,231.25 (6.40/o of S1,231.25 equals 978.80). At a 20 mile radius, the numbers are $1,606.25 and $2,446.88, and at a 30 mile radius the numbers are $2.4O9.38 and $3,693.75. To hold the percentage of cost at the same level, when a second person is added, the value of what is delivered must increase by almost 3590 over what the one man crew delivered. When the no lossdelivered sales dollar value points are exceeded with either man power configuration, the company's delivery costs, as a percent of sales, are reduced and conversely when they are not met delivery costs €rs a percent of sales go up.

Generally, full time helpers want to be something else. Warehouse people love to ride in the trucks, but it disrupts the yard rbutine. Salespeople don't like to ride in the trucks because they are not dressed for the task. If a helper is put on a truck, make sure that the addition is both economically and psychologically effective.

"Management Surveys the Black Hole of Delivery," divided into threeseporote dollar volume manuals, under $2 million, $2-5 million and over $5 million, is avoilable for W5 from Builders Express Inc., Ib50 Plano Rd., Dollas, Tx. 75243.

G-P Launches D-l.Y Push

In a drive to stimulate interest in home improvement, Georgia-Pacific is launching a multi-million dollar communications campaign as well as new merchandising programs for dealers.

You Can Build On Our NamerM is the message geared toward expanding Georgia-Pacific's brand image with the do-it-yourselfer.

The focus of the advertising program is to build greater recognition and preference for Georgia-Pacific products. Major consumer magazines

such as Family Handyman, House Beautiful, Organic Gardening, Ia0l Home ldeas, Fomily Circle and Reqders Digest will carry the ads.

A new integrated paneling merchandising progr€rm includes two unique paneling display units, 50 pointof-purchase posters and. The Paneling Book.

The first of its kind, the modular paneling display is a high density, selfservice unit that allows customers to see an entire sheet of paneling at a glance. It may be arranged as a wall, island, pillar-wrap or end-cap display.

\[b've gotthe goods ontheGolden State!

With sheathi.tg and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Willamette's ready to filI your orders for top quality sheathing at Berth 199 in !7ilmington. Located in the Bay Areal You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs.

\7e 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. We'll have the goods on our dock, ready for your prompt pick-up. \Uhat a way to save time and save some green in the Golden State!

Phone us today at 503.926.7771.

Willamette lndustries, Inc.

Lumber and Plywood Sales Division

Albany, Oregon 97321-9990 503-926-7771

The paneling selector, an alternative to the standard sample tub, requires three square feet of floor space to present 20 standard size paneling samples. Each panel is visible to customers and can be removed easily for inspection and color coordination with decorator items in the store.

An eye-catching and innovative collection of 10" x 14" point-ofpurchase paneling posters featurescolorful photos of beautifully designed paneled rooms, as well as a description of panel features and benefits.

The Paneling Book, Volume I in the series of do-it-yourself books from the Greot Possibilitie{u home library, is a complete guide to selecting and installing interior wall panelingfor the do-it-yourselfer. The 32-page book combines design ideas and tips from professionals, as well as full color photos of rooms that can be created using paneling.

A redesigned nail container for retailers, created by a professional designer, has a new blue, black and brown design featuring an illustration of nails. A heavier grade of paper stock and an improved sealing process make these boxes stronger.

The new nail boxes come in l, 5, and l0-lb. sizes, as well as 25 and 50-lb. master cartons. Aluminum, galvanized nails and drywall screws, one of the newest additions to G-P's packaged nail line, are available along with other popular types. All are available in a wide range of sizes.

Georgia-Pacific's packaged nail display also has a new look that coordinates with the new nail packages. The blue and 6eige display unit of cabinet grade particleboard takes up less than 2/z sq. ft. of retail floor space. A laminated nail chart and the Which Nuil? brochure have been added to the display.

Home Project Stimulant

Home center and lumber retailers should experience favorable financial fallout from a new bi-monthly publication targeted to home woodworkers and do-it-yourselfers.

Better Homes und Gardens Wood will be premiered by Meredith Corp. in September with a format including home improvement and how-to projects.

The Merchant Magazine

You'll be a winner with South Bay's modern manufacturing plant in $outhern California. Our complete milling and dry kiln faciFities produce REDWOOD, WESTERN RED CEDAR, DOUGLAS flR FtNl$tr|, SPRUCE and INDUSTRIAL MOULDING and MILLWORK items iri hardwood and whitewood. '1

South Bay Forest Products, a very special manufaciurer of iip,bcialty lumber products, has a winning combination fgr Vgu, : l 22OO No. Glassell, Oiange, CA.92607 (213) 860-7791 , (714) 637-5350 ,,

LuDPAC Preps for November

After several years of inaction due to a pending legal suit against the Federal Election Commission, the Lumber and Building Material Dealers' Political Action Committee (LuDPAC) has reorganized, reinstituted and resumed active solicitation of political contributions from the approximately 10,000 lumber retailers of the National Lumber and Building Material Dealers Association.

NLBMDA Director of Government Affairs, Harry Horrocks, who also serves as the treasurer of LuDPAC.

announced during a recent legislative conference in Washington, D.C. that certain organizational changes concerning the makeup of the PAC's board of trustees and operations had been completed and that LuDPAC is off to a "fresh, politically active start just in time to make a positive impact on the upcoming Congressional elections in November."

LuDPAC, together with several other trade association PACs, had taken the Federal Election Commission to court objecting to several regulations placed on PAC solicitation which the plaintiff PACs had felt

Quality and Appearance Are lmpertant

The Merchanl Magazine

were undue and unconstitutional restrictions. The potential precedentsetting legal case progressed all the way to the U.S. Supreme Court where the case was returned to district court in Illinois due to jurisdictional and procedural difficulties. Rather than retrace the time consuming and expensive legal steps to return the case to the Supreme Court, LuDPAC decided to ' 'live with' ' the bureaucratic FEC restrictions and resume active PAC solicitations and contributions.

Major decisions affecting the operation of LuDPAC and future political contributions will be made by the new LuDPAC board of trustees chaired by Robert John, president of the MidAmerica Lumbermens Association, Kansas City, Mo., and vice-chaired by Irvin Dellinger, executive secretary of the Montana Building Material Dealers Association, Helena, Mt. Day-to-day management and supervision of LuDPAC activities will be handled by Horrocks.

Natural Gas Research Unit

The natural gas industry has a new research center to develop a new generation of high efficiency gas appliances, according to American Gas Association president George H. Lawrence.

The Gas Appliance Technology Center at Cleveland, Oh., provides the latest technology in testing and demonstrating advanced gas appliances for residential and commercial use.

A conventional ranchstyle house has been built to assure an accurate testing atmosphere. It is used to examine how various energy systems within a home interact and to indicate the performance of residential gas appliances.

Single Family Homes Change

Single family dwellings are taking on a new look, according to the Department of Commerce, Bureau of Census.

Among the changes in homes built last year, 7090 had three bedrooms; 4890 had two full baths; 4990 used electricity for fuel; 57o/o had at least one fireplace; most popular heating system was the warm air furnace.

When it comes to studs you con count on our products to be omong the finest ovoiloble. All our products ore onti-stoin treoted ond end-woxed for weother protection ond to resist seoson checking. Avoiloble in Douglos fir ond white woods l "-6" x 8'.

The only complete DIY line, plus pre-stained mouldings to go with it. A low malntenance product, a true peel & place DIY wood tile. Plenty of dealer merchandlslng alds.

Quality Service since 1932

"Our competition isn't standing still , , thst's why we're always one step ahead."

Fks lo nolce LUMBER

You name it, we have it: studs, dimension lumber, boards, furring strips, treated lumber and landscape timbers, machine stressrated, beams, decking, flooring, stepping, ceiling, moulding, fencing, planks and timbers, siding, shakes, posts and poles.

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it, You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. All orders will be shipped when promisedon time. No excuses. lf a problem does occur, we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance exoectations. Products purchased for resale by Weyerhaeuser will meet

the same demanding requirements. lf it comes fromWeyerhaeuse6 you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And our Trading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the pref e rred su p p I ie r. You r res pect s Weye rhaeu se r's top priority. We will never take it for granted.

WEYERHAEUSER CUSTOMER SERVICE CENTERS:

ARIZONA

Phoenix: (602) 269-3541

CALIFORNIA

Anaheim : (7 1 4) 77 2 - 5880

Fontana: (7 1 4\ 87 7 - 61 O0

Fresno: (209\ 486-6221

Hayward: (415) 786-1 700

Long Beach: (213) 436-8475

Los Angeles: (213) 748 - 5451

Sacramento: (916) 371 -1000

San Jose: (408) 297-9451

Sepulveda: (21 3) 894-401 5

COLORADO

Denver: (303) 433-8571

OREGON

Eugene: (503) 461-0500

Portland: (503) 646-061 1

UTAH

Salt Lake City: (801) 972-5525

WASHINGTON

Seattle: (206) 854-3550

Weyerbaeuser

@ Copyrighl 1984 WeyerhaeuserCompany

What's new at the housewares expo

ItRECORD total of 1,914 manu- Ifaslulsrs participated in ths. 80th International Housewares Exposition in Chicago, Il., April 8-12, the biggest show in the history of the association. More than 65,000 buyers and trade people attended the show which was the first of the new spring/fall schedule.

Good news for all attending was the announcement by Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association, that sales of housewares manufacturers hit a record $22.4 billion in 1983 and were l29o higher than the previous year.

"This increase means a return to the annual grofih rate experienced by our industry in the late 1970s," he said. "With the recovery well under way and the best economic news in many years, housewares is indeed back on track with enthusiasm and

optimism for the remainder of 1984 and beyond."

A plethora of new and improved home use products was unveiled for retailers and wholesalers who were anxious to find new items for their customers in this time of increased consumer confidence and spending.

Story at a Glance

items on display.

Here is just a sample of some of the newsmakers:

o Desk Top makes a desk out of a single, two-drawer file cabinet, with two folding steel legs attached to a vinyl-covered surface board that rests on top of the cabinet.

o Out-a Sight radio, the world's smallest self-contained radio, no larger than a thimble, has no wires or ear phones, fits securely in the ear and runs on an ordinary watch battery.

Bottle Buggy snaps onto a baby stroller and holds the bottle while baby feeds from its nipple; the unit is made of durable plastic and ends the fuss of dropped or broken bottles.

(Continued on next page)

Direct Mill Prices Contract Forest Products

LUMBER.

Record attendance. .increased conf idence and spending...hundreds of ex. citing, new

o An aluminum, multi-purpose folding step ladder, which weighs only 30 pounds but can withstand an 800-pound load, can be used straight, as a double-sided six-foot ladder, a scaffold or shaped in many other unusual ways.

o Hot Shot, the first non-electric serving tray that keeps hot foods hot and cold foods cold, is a tempered glass cutting board for slicing or carving that has three-layer construction to transmit through the glass to two insulation panels.

Autostat is an automatic home temperature control device that has a microprocessor-based and colorcoded pushbutton control panel to allow easy programming for up to eight different set-up/set-back temperature settings.

o Electronic Study Center combines an alarm clock, high-intensity lamp with an extendable and adjustable arm, and a calculator in less than six inches of desk space with a "snoozer" alarm and a well for pens and pencils.

o Kitchen Dimensions is a combination undercabinet toaster-ovenbroiler with an adjustable mount to fit various cabinet styles, an insulated top and a heat shield and deflector to protect cabinets, as well as a double-walled bottom and deflector to protect items stored on the counter beneath.

o The Coffee Butler, a highlystyled insulated carafe to keep coffee or other beverages hot, or juices cold, comes in six styles for home or office use, including classicallyshaped fluted or hexagonal-shaped white pitchers with domed tops.

. Spice Cube, a rotating, plastic spice cube that holds up to Z standard size spice tins, can be used either on a counter top or in a cabinet, as it is the same size as a dinner plate.

. Heater Helper, an all-steel cover for oil-filled electric radiators, improves the heat direction and adds humidity to the room.

Dennis Richardson, South Bay Forest Products, Orange, Ca,, was in San Felipe, Baja California, Mexico, on a recent camping trip.

Rick Kavooras is now in sales at Moulding & Millwork, Inc., Fair Oaks, Ca.

Marshall Lauch and Mike Kleen are new at Publishers International, Lake Oswego, Or.

Thomas Armstrong is the new gen. mgr. at Edward Hines Lumber Co.'s wholesale distribution center, Albuquerque, N.M.

Bob Sullivan is now with Fourply, Inc', Grants Pass. Or.

Konrad Nonnenmacher is new at Prairie Wood Products, Prairie City, Or.

W. D. "Bill" Bean. Idaho Veneer Co., Post Falls, Id., is the new pres. of the Western Hardwood Plywood Producers. Larry Evans, ChamPion International, Seattle, Wa., is v.p.

Bill McElrath has joined sales in the Andersen Window div. of Carroll Moulding Co., Huntington Beach, Ca.

Doug Watchous is the new Personnel mgr. for 84 Lumber stores in Ca. and Nv.

Marshall J. Weigel has been named vice chairman of Pay 'n Pak Stores, Inc., Kent, Wa., according to David J. Heerensperger, chairman.

Leroy Pickens, a Barr Lumber Co. employee since 1959 and a member of the industry for over 30 years, retired on his 65th birthday.

Jim Pierce has been promoted to mgr. of the 84 Lumber store in Henderson, Nv. Abbie Hanlon is now a trader at Rolando Lumber Co., Inc., San Leandro, Ca., according to Helen D. Osborne, office mgr.

Anthony F. Vuoto has been appointed director of financial planning and analysis for the retail group of W. R. Grace & Co.; Charles C. Jacobson is the new group v.p. of finance.

Carl Henoch is new to sales at Product Sales, Orange, Ca., according to Ted Gilbert.

Ed Bauer, 86, Atlas Lumber Co., Los Angeles, Ca,, is at home after a recent stroke.

Steven Morrison is now national sales mgr. for commercial and contract hardware sales at Pemko, Ventura, Ca., according to Don Tircker, v.p. marketing & sales.

Bob Park, the head redwood buyer, Georgia-Pacific distribution div., Fort Bragg, Ca., drew a big following playing in the PGA golf tournament in Monterey, Ca. But you'll have to ask him why.

John Adams is now plywood sales mgr. at the Crown Zellerbach mill in Omak. Wa.

William D. Atkins is now co-mgr. of 84 Lumber Co.'s San Bernardino, Ca., store. John 0athout is a new mgr. at the San Dimas, Ca., unit.

Bronson J. Lewis, executive v.p., American Plywood Association, will retire on Nov. I after 15 years as exec. v,p. and 25 years with APA. William T. Robison, v.p. and gen. mgr., suceeds him.

Mike Glenn, v.p. Southwest Div., Universal Forest Products, will be acting mgr. of operations for the new D.C. and mfg. facility in Windsor, Co.; Paul C. Brown, gen. mgr.; Judy Powell, buyer-trader, according to William G. Currie, pres.

Bob Chavez has been named Salesman of the Year and Jim Borland Most Improved Salesman of the Year by Virginia Hardwood Co., Monrovia, Ca.

Robin Wood has joined the sales team at Mariners Forest Products, Santa Ana, Ca., according to Clint Bower, pres.

Jim Ehle has been appointed marketing mgr. for States Industries, Inc., Eugene, Or., according to Pete Geertsen, v.p. of sales and marketing.

Bob Rupp is now at Tiee Source Inc., Portland, Or.

Cal Adkisson is gen. mgr. of the new Malheur Lumber Co. mill at John Day, Or. Ron Wilson is sales mgr.

May,1984

Paul Fossum hasjoined Rolando Lumber Co., Inc. as v.p. based in Arlington, Wa., according to Thomas J. McHugh, pres. of the firm which has offices in San Leandro and Cloverdale, Ca.

Robert P. Hogrefe has been appointed West Coast regional sales mgr. for Voltek.

Kent W, Colton, former executive v.p. of the Federal Home Loan Mortgage Corp., is now exec. v.p. of the National Association of Home Builders.

John S. Dumble has been elected pres. of the Glidden Coatings & Resins Div., SCM Corp., succeeding William D. Kinsell. Jr., who has retired.

Ray Licht has been named pres. of the Home Improvement Division of Mittelman Wynn & Pessin, according to Joseph Mittelman, pres. Larry Lyman will be v.p.; Mike Hillman, So. Ca. district mgr.; Ken Koodrich, No. Ca. district mgr.; Harry McCullough and Gail Page, sales, Az., and Allan April, sales, San Diego, Ca.

Stuart M. Sloan has been named executive v.p. and director of Pay 'n Save Corp., Seattle, Wa.

Jerry D Horn, pres. of Thousand Trails lnc., has been elected a director of Pay 'n Pak Stores Inc., Kent, Wa.

R. Steven Mason, former v.p., consumer products, Potlatch Corp., is the new pres. and c.o.o. of Pope & Talbot, Portland, Or.

Frank Bader, Sr., gen. mgr., Ed Fountain Lumber Co., Los Angeles, Ca., recently marked his 39th year with the firm.

Harry A. Cooper has been named v.p. for consumer products at Potlatch Corp., San Francisco, Ca., according to Richard B. Madden, chairman and c.e.o.

W. H. "Al" Shelden is now district engineer for the Rocky Mountain District of Manville's Roofing Systems Div.. Denver. Co.

Don Abel, Jr., pres., Don Abel Building Supplies, Inc., Juneau, Ak., is chairman of the University of Alaska board of regents.

Pete Briles is now mgr. of the Yakima, Wa., branch of Palmer G. Lewis Co., Inc.

We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name ir. Just mail in a card or letter to The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or, if easier, call (714) 549-8393. There is, of course, no charge.

Ted Gilbert, Product Sales Co., Orange, Ca., and his wife, Rosemary, are back from a Maui. Hi.. vacation.

Joe Pacheco, a 36 year employee of Santa Cruz Lumber Co., Santa Cruz, Ca., has retired, according to Les Ley, pres.

Riggs Thayer is now co-mgr. of the 84 Lumber store in Yakima, Wa. Douglas Shone is the new co-mgr. at San Leandro, Ca.

Morris L. Sarachek is now assistanl v.p.. sales, at Handyman Home Hardware Stores, supervising 42 stores in San Diego, Ca., No. Ca. and Or.

John Ganahl. Jr.. controller for Ganahl Lumber Co., Anaheim, Ca., married Marilyn Devlin on March 14.

Les Rinden has retired after 29 years at Ganahl Lumber Co., Anaheim, Ca.

Francis M. Christiansen has retired after 55 years at the Modesto Lumber Co., Modesto, Ca.

Jim Tweedie is now at Wood International Corp., Portland, Or.;Mike Lamont is staffing the United Kingdom office.

William E. "Bill" Moore is the new director of sales and marketing at Denver Reserve Supply Co., Denver, Co.

Kaj Lauridson is now gen. mgr. of Alpine Lumber. Denver. Co.

Vern Thompson is new at Lumber Distributors, Inc., Denver, Co.

(Continued on next page)

PERSONALS

(Continued from page 47)

Phil Harris, sales mgr., Palmer G. Lewis Co., Auburn, Wa., has retired after 32 years with the company.

Debbie Good has joined Specialty Forest Products, Portland, Or., as a trader.

William lbll Thomas, v.p.-marketing, Kwikset Div., Emhart Hardware Group, Anaheim, Ca., won an Innovator Award at the recent National Home Center Show in Chicago, Il.

Kaye C. Leonard, former government relations rep for Potlatch Corp., San Francisco, Ca., has been named mgr., government relations, according to Hubert D. Tiavaille, v.p., government relations.

Guy Chick has joined sales at Redwood Coast Lumber Co., Ukiah, Ca., according to Cordes Langley, pres.

Rich "Scotty" Scott has joined Weber Plywood, Tustin, Ca., as a product mgr.

Clint Bower, Mariners Forest Products, Santa Ana, Ca., and his wife, Linda, are on a three week ocean fishing trip off the West Coast of Mexico.

Theo "Rhett" Ickly has been named director of future planning at Mungus-Fungus Forest Products, Climax, Nv., by Hugh Mungus and Freddy Fungus.

Kent Tlrter is the new assistant mgr. at Yuba City Millwork, Inc., Chico, Ca.

Grover Hubbard is now mgr. at Georgia-Pacific's plywood mill, Toledo, Or.; Robert Chittenden succeeds him as mgr. at the green veneer mill, Eugene, Or.

Steve Petermen is now lumber sales mgr. at D. R.Johnson Lumber Co., Riddle, Or.

Vic Hadley is now in sales at P & M Cedar, Redding, Ca.

John Campbell, pres., Spenard Builders Supply, Inc., Anchorage, Ak., is the new chairman of the Alaska Fisheries Commission.

TIMBER SIZER PRE.NABRICATION

The Merchant Magazine

Duane A. Wolfe, Comprehensive Tlaffic Management, Lake Oswego, Or., was in So. Ca. on a r@ent business trip.

Ibm Cowart has joined Bend Millwork Co., Bend, Or., as regional mgr., Western div.

Richard E. Hemer, senior v.p. of Payless Cashways, Inc., has been named a director succeeding Vern W. Futrow who has retired.

Paul Dahlson has retired from Dixieline Lumber Co., National City, Ca., after 29 years. Among recognition and various tributes was a chrome plated posthole digger honoring his role in the fence business.

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-We'll do them all to customer specification.

Hardware Sales Volume Increases

How many hardware stores in the U.S.? The answer, according to the Census Bureau's 1982 Census of Retail Thade, is 19,6ll, with 1982 sales of $8.4 billion. Sales averaged $427,000 per store cornpared with $295,000 in 1977.

Nevada's stores had the highest average, $l million, followed by Alaska's $858,000 and Washington's $783,000. Mississippi's average was lowest at $259,000.

Housing Paces Lumber Price

Lumber prices in 1984-85 will respond positively to the strength of U.S. housing starts, but the rate of increase will slow as higher interest rates begin to reduce the pace of residential construction later this year, according to the Bank of America.

They also expect world commodity prices to increase by an annual average of 4s/o during this period. Industrial commodity prices are expected to rise by an average of 790 while overall commodity prices will rise by only l9o.

New Household Figures Up

New household formation has revived to a 1.2 million per year rate after dropping from an average 1.6 million during the'70s to 319,000at the bottom of the 198l-1982 recession. The growth surge is powered by the economic r@overy, analysts report, with the under-3O generation establishing their own homes. Many had moved back in with parents during the economic downturn.

gll;q,litg Prloduets

Our quatitg tumber canbe tnilored to gour exoct specif,rcatiorrc.' rougtg S2S or S4S, green rrir drted or kiln dried We crrn shtp bg truck artd troiler or bg rait.

Hattrup, sales rrto;nager (gt6) 2Eg-246O

Joe

Hardwood Flooring

br l)arr l crrlri ['rc:iclertt Virginia IIartl*ood ( tr

'l-hi.s is unother irt tr.series o.f tttttttrtrt.s ln Darc l"t'rruri to ttful retuilar.s in sell ing, lturdxootl Jloor.s. ed.

lA\l OI-TEN askcd "Ho"t t'an I Iirrercase my hardii,rod llotrrinr: sales? Business doesn't seem as good as it should bc."

A good, pertinent qllestion. And let's be frank about the ansu'cr. The vast nrajorit)' ol' homc iniprovcment centers, building supply houscs and lumbcr yards do not ha\c a sales person u'ho is a traincd specialist in hard\\'ood llooring-a knorvledgeable clcrk who can answer customer qucstions casil-v and riith conficlcnce. There's 9090 of thc problem.

"*

How ofien rvhen a cllstomer cornes into a store or lard to inquire about hardri ood flooring, is he either rnercly directcd to thc gcneral area riherc a hardwood displaf is located, or helped by' a sales pcrson rvho knorvs little or nothing about floors and thcir installation by do-it-yourscl fbrs?

There are numerous reasons why

potential customcrs come into yottr place of business to inqr-rirc about harduood 1'looring. Perhaps the rcmodelin-s of a roomadding a den -redoing an area that rvas t'orrnerll' carpet, and cl'en repairs such as a \\'ater or lirc damaged floor lvliich thc customer rvishes to replace to ntatch the original rvood. lf thcrc is no sales person arailable uho qualifies as a hardu ood llooring spccialist, the chances are good that 1'our prospecti"'e sale *ill disappear do*n the tube and the custonrcr u.'ill go elsewhere to seek advice ancl spertcl his nioney. Multipll this t1'pical losl sale nranl' times and 1'ou'll quickly scc the reason why "Business docst-t't seem as gttod as it should be."

Okal', y'ou sa1', this all sounds logical. But wherc are rve supposed to find thesc so-called hardrvood

specialists? We don't have the time or the money to send one of our people out of town to obtain this kind of education.

There is an answer. A good one.

Ask your local hardwood flooring distributor to train a hardwood flooring specialist for you. And at no cost. Simple as that.

About l0 years ago, Virginia Hardwood initiated such a training program for businesses such as yours and it proved extremely successful. For Phase I, we borrowed selected persons for lVz days. During this time, we placed them under the personal tutelage of our top salesmen, in the plant and out in the field. They were shown the most important aspects of selling hardwood flooring.

They learned about the many different wood patterns, parquets, and planks that were available-how to determine the amount of flooring required and estimate arnounts of adhesive and nails needed (if required) -how to interpret specification books and accurately relate said infor-

mation to potential customers-and see firsthand on-the-spot flooring installations being made. Two or three weeks later, a half-day refresher course was held for the same people. This was Phase II conducted in our plant. At this time, an attractive framed and signed certificate was issued to each person, attesting to the completion of the course and entitlement to the classification of "Hardwood Flooring Specialist."

A major advantage to completing such a course as this is that when referrals are made by the local wholesale distributor as to where hardwood flooring, etc., can be purchased at retail, the prospective buyer can be referred to XYZ Company, John Smith, hardwood flooring specialist.

And what an effective advertising twist it would be for companies to promote the fact in their ads that they have a "Hardwood Flooring Specialist" on duty to assist in answering any questions.

Today, a program of similar nature could be easily initiated and prove ex-

tremely profitable to those firms who are marketing minded. Really, it's up to you.

Thol's How lt Goes!

"The hordat part about this job is listening to the customers tell you what they used to poyfor things."

The Merchant Magazlne

An exciting new Melamine panel for use in bathrooms, kitchenq shower and tub areas Easv to clean. resistant to alcohol and oidinary household stains-plain, fancy or embossed, convenient sizes.

Dealers have turned their initial inventory and are cryingfor more! High profit, co-op advertising, samples, customer appeal. Swanboard has it all. See vour PGL salesman or call us direct, now.

TAKE-HOME TAPES

(Continued from page 12)

fees in the $200 to $250 range. A condensed point of purchase program with only 13 tapes is available for approximately $SOO plus $100 per month. Costs are designed to be offset by the fees charged the customers renting the tapes. Tapes will rent for

$5 a day or $7 with the book which is kept. The viewing unit rents for $9.95. Books purchased separately are $3.95. Equipment maintenance is provicfed by Do It Yourself, Inc.

Roskind's enthusiasm for the project is infectious. His claims that the seminar-at-home will sell more merchandise for do-it-yourself projects by motivating customers to

PACIFIC FOREST PRODUCTS, //vC.

buy materials and tools for big tickets d-i-y projects have been well received. The instructor at home theory is in accord with established theories of education.

Sponsors, too, appear enthusiastic. Chris Grover of the California Redwood Association is impressed with the tape giving instruction on the building of a deck. Chamberlain is issuing press releases describing their part in the program as well as a tape relating to the installation of a garage door opener and storm doors.

The program which received a strong response at the Home Center Show in Chicago, Il., in March, according to Roskind, will be a featured event at the Hardware Industry Week /National Hardware Show in Chicago in August.

FIX UP SALES RISING

(Continued from page 9)

the recent severity of the housing market, but are not showing longterm growth. Hardware stores will grow moderately. Among home centers, the so-called "super stores" (of high square footage) and warehouse-style units are seen as having the best growth potential.

The product category forecasts are broken down by store type, with both wholesale and retail sales values given. Singling out the dominant store type (home centers), dimensional lumber will grow the most in dollars.

NWP Rolling, But Barely

Southern Pacific Railroad's troubled subsidiary, the Northwestern Pacific, has made the repairs needed to get the line open for traffic.

Several court actions prompted the SP to repair the Longvale Tunnel as well as repair and replace extensive sections of rail line lost to washouts last year. The line, which connects Eureka, Ca., with Willits, Ca., was quietly re-opened for service in March.

The Southern Pacific has long sought permission from the Interstate Commerce Commission as well as state agencies to abandon the NWP trackage. Last year the SP initiated a $1,200 surcharge per car. As a result traffic has been extremely light as shippers view the surcharge as prohibitive.

One result of the NWP situation has been a noticeable shift of lumber products from the North Coast from rail to truck transportation. Several companies have become involved in operations that consist of traffic being sent by rail from producing areas to

Eureka, Ca., where the railroad car is then unloaded and the contents reloaded onboard ocean going barges for cargo shipment via water.

Production Up Over 1983

Lumber production in February was at a seasonally adjusted annual rate of 33.8 billion board feet, 8.lgo below the January rate, but 7.7u/o above February, 1983, reports David E. Stahl, president of the National Forest Products Association. "The industry is optimistic that 1984, like last year, will be a moderately good y€ff," Stahl said. "Current production levels reflect that optimism."

Softwood lumber production was at a seasonally adjusted annual rate of 27.5 billion bd. ft., 9.190 lower than January but 9.4V0 above February, 1983. Hardwood lumber production, at a seasonally adjusted annual rate of 6.2 billion bd. ft. was down 3.390 from the previous month but frac-

tionally higher than the level of February, 1983.

Lumber shipments were at a seasonally adjusted annual rate of 32.7 billion bd. ft., down 6.890 from January but l39o above February, 1983.

Softwood lumber shipments were at a seasonally adjusted annual rate of 26.9 billion bd. ft., down 7.790 from the January rate but 18.290 higher than February, 1983. Hardwood lumber shipments, at a seasonally adjusted annual rate of 5.8 billion bd. ft., were down 1.990 from Januarv.

BN Nixing Transit Privileges

The Burlington Northern Railroad is continuing its ongoing plan to eliminate transit privileges on lumber. This is expected to be effective both for the BN mainline operation as well as their Oregon and Washington facilities.

Effected will be stations in Arizona, California, Nevada, New Mexico, Oregon, and Utah.

Hardware Mfrs. Bullish

Recovery of the hardlines industrY will continue this year, according to respondents to the annual American Hardware Manufacturers Association survey.

With 9690 anticipating unit sales increases averaging 1490, more than 9690 predicted dollar volume increases averaging 16.290 over last year.

Other responses included 33s/o planning plant expansion; 5890 expecting to make significant capital

equipment purchases; 5590 planning to hire more employees; 25.6s/o describing the impact of imported hardlines as "significarft;," 51.2s/o considering it "minor but growing." Those polled were divided almost evenly on imports being just right or too lenient.

On economic questions, they predicted inflation rising 5.390; GNP expanding 4.7s/o; unemployment declining to 8.2t/o; prime rate hovering at ll.4v/o; housing starts increasing ll.89o over 1983.

HAMPTON LUMBER SALES

HAMPTON INDUSTRIAL

HAMPTON OVERSEAS

HAMPTON VENEER

SATES

WE DO A COMMON THING UNGOMMONLYWELL

n Specialists in f raming and cuttings-all species.

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

! Outside sales contracts exceed 300 MBF annually.

n Technical expertise and financial ability to buy f rom all sources.

fl Size fosters f lexibility and service.

tl Time tested track record.

(503) 297-7691 TWX 36-0355

9400 S.W. Barnes. Portland. Or.97225

Door Of The Month Promotion

The T. M. Cobb Co., one of California's largest door, window and molding firms, is launching a "Door of the Month" promotional campaign for home centers and building supply dealers.

Centered around a free-standing unit that will contain a new display door each month, the merchandising display is designed to allow descriptive copy to be changed monthly.

Also included is a new full-color door brochure. This literature, free to customers, illustrates over 80 doors and glass insert designs. Completing the package is a comPrehensive set of advertising slicks.

The campaign was created to helP dealers to sell related items such as locks, hardware, Paint, stain and weather stripping.

CAMPAIGN introduced by T. M. Cobb in' cludes this display in full color with a new door shown each month.

More Evans' Executives Resign

Four executive vice presidents have resigned from the Evans Products Co. board: Maurice Grossman, president of the retail group; Peter H. Koehler, president of the forest-fiber products group; William C. Finkenstaedt, president of the shelter group, and John C. Felton, who also resigned as president of the transportation group.

Last month three senior executives resigned reportedly because they were unable to effectively discharge their duties under Victor Posner, Miami, Fl., financier who took control of the company last year.

The troubled firm has filed with the Securities and Exchange Commission that it expects insufficient cash flow generated from operations to meet its cash requirements in 1984.

The company expects to raise cash to meet $432.5 million in loans due in Jan. 1985 by selling certain investment and operating units including the profitable retail group of 345 building materials stores including the Grossman's chain.

tendered to U.S. Gypsum its 630,800 shares of Masonite common stock which represent 6.390 ownership of the company.

Masonite-USG Merger Likely

U.S. Gypsum Co. has been given the Federal Tiade Commission's okay to begin purchasing Masonite shares in its proposed $380 million acquisition of that company.

Although the FTC is continuing to investigate the anti-trust implications of the merger, U.S. Gypsum doesn't anticipate any problans.

U.S. Gypsum revealed its $38 a share tender offer for Masonite in March while a possible takeover attempt by General Felt Industries Inc. was in the offing. General Felt has

REDW000 empire lumbermen Chuck Porro, Del Cole and Paul Traba (left to right) were on hand Jor the Black Bart Hoo-Hoo Club meetino in Santa Rosa, Ca., featuring Jimmie Paynel former Mr. America and four time wrist wrestling champion.

NEW PRODUGTS and selected

sales aids

adjustable threshold and magnetic weatherstripping.

The southern threshold is allaluminum without a thermal break, designed for the southern climates. The swing-out threshold is an aluminum bumper threshold made for swing-out applications in southern climates.

The adjustable threshold is aluminum and has the versatility to be adjusted in excess of 3/16". Magnetic weatherstripping is a composite construction of black TPE material and a flexible magnet.

Showering Control

Kitchen Organizer

The Insiders, a new "access-toeverything" storage system from Excel Wood Products Co., Inc., enables kitchens to be organized for maximum efficiency and storage capacity increased without adding cabinets.

Nine different types of durable, coated wire baskets are placed in any combination on a heavy duty sliding frame. Each gliding unit extends from the cabinet and returns readily.

Baskets can be positioned in anY pattern according to changing needs. Some units are for general use, such as bottles, jars, boxes and cans. Others are for specific needs, such as a "dishwasher style" rack for pot lids, a carry-off caddy for utensils or laundry products, and an extra large basket which can serve as a hamPer.

NewThreshold Designs

Four new features of the residential steel door Entergy Entry System of the Ceco Corp. are a southern threshold, a swing-out threshold, an

The new Pam-II Mixing Valve from Leonard Valve reacts to pressure changes in either the hot or cold water supply to ensure constant water temperature is maintained in the shower.

All interior parts, including the removable upper and lower valve seats, are constructed of bronze. A maximum temperature stop maY also be set on installation to limit shower temperatures. Also, a built in shutoff prevents hot and cold water entries into the valve eliminating the possibility of cross-connections. The wall flange and other exposed parts are chromium plated. Models are available with top and bottom outlets for combinations with a diverter spout.

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

Natural Look Flooring

Topflor's new International Collection features the natural texture of slate, wood grain, and clay-fired tiles, incorporating the company's patented resin paper process and scoring techruques.

Developed through testing at a research center in Japan, the process is reportedly capable of reproducing any surface texture in vinyl.

The tiles come in eight styles, all carrying a l0 year residential wear guarantee. They are available in either drv-back or self stick.

Space Saving Table

A new wall table from Sico Inc., folds out for use or back against the wall for storage. The unit can be used in small kitchens, efficiencies, condominiums, and where a standard table is in the way when not in use.

The 30 " by 48 " legless unit fastens to the wall and reportedly floats into position with a slight lift. Stored against the wall, it only takesup2Vz," of space. When opened, the table locki automatically into position. Two hands are required to release the locking mechanism.

Thelop comes in an almond finish melamine laminate or unfinished top. The mechanism without a toP is available for d-i-yers.

Stepping Up Easily

, Disstim Corp.'s Stepmate, a combination 3 ft. or 6 ft. ladder, is designed to be used while facing the job.

When used at the 3 ft. length, it provides full underfoot support. Folded for storage or transporting, it fits in a closet corner, under a bed, workbench, or in a car trunk, measuring 8% " x l6Vz" x 39" high.

Constructed of heavy duty aluminum, it weighs under 17 lbs. and is approved with an American National Standard Institute (ANSI) rating of Type l, industrial.

Spa Party Tray

Devinci Products, Inc's Spabar is a floating service tray that goes into the spa with the spa user.

It comes with a detachable ice chest (3 qt. capacity) which doubles as an ice bucket for beverages, and four acrylic stemware wine glasses.

The design allows its center of gravity to be below the surface level of waves or spa turbulence. Stability increases as drinks, food, and ice are added. It will hold up to 25 lbs.

Constructed of smoked acrylic, the 23" by 23" unit weighs approximately 6.6 lbs.

materials. It doesn't matter what needs to be measured. The computer can calculate board foot, linear foot, surface area, depth, or any measurement.

Because Dataline's software is compatible with the IBM PC, they now offer what is said to be the most comprehensive computerized software and hardware systems to the lumber, building supply and home center dealer. In addition to the Esti matic II, the product line includes the System 525, the 2000 and the 2000-XR an operating system with a disk cache memory desigrred for home center stores utilizing more than 32 terminals.

Beige Joins Brick Colorline

Beige is a new color in Permagrain Products, Inc., PermaBrick, 10090 natural earthen brick made with acrylic resin for use as flooring in moisture-laden andlor high traffic areas.

A special premixed and colored grout completes the system.

Sophist icated Take-Of f

Dataline's new comDuterized blueprint take-off system fbr the building supply dealer, the Estimatic II, links sonic and computer technology to expedite the process of taking off material needed from a blueprint.

Operating on the IBM PC, the system, which is fully compatible with the Dataline System 2000 quote retention system, features an integr4tred item cost file whereby each item taken off is priced automatically by the computer. Estimator time for looking up prices is not required.

The system is said to make estimates and take-offs faster and easier than manual methods because the calculations are always 100 9o accurate. A better than 5090 savings in take-off time has been reported by those using the system.

To use the software, the operator lays out the prints on a drafting table, equipped with sonic microphones on each end. He then touches the area to be measured with a special pen-stylus. The microphones pick up the point sounds from the pen and feed the coordinates into a computer. The computer compares those coordinates to the blueprint scale and dimensions the distance between the two point sounds.

The computer then checks to see if a prepackaged assembly has been prepared for the dimension. If so, the computer fits the dimension into the package and prepares a take-off of

Easy-to-Maintain Cabinets

The Concept II cabinet series from Home-Crest Corp. has door and drawer fronts finished in almond with pulls of hand-rubbed solid oak.

Door and drawer fronts are of melamine with vinyl ends and interiors to resist stains and scratching. All surfaces wipe clean.

Convenience features include sidemounted drawers with an automatic trigger release system for easy removal, a positive stop to insure that drawers will not slide out of their mounts accidentally, six way adjustable hinges which swing open to I 15 o and adjustable shelves so no space is wasted. Matching vanities are available.

The ColonialTouch

The Williamsburg Wall by the Readybuilt Products Co. can transform an ordinary brick or stone fireplace to colonial styling.

Modular components fit existing fireplace openings and can be ordered to meet various wall dimensions. Included are a Colonial style mantel with reeded pilasters, dentil moulding and decorative urn ornamentation. The paneling behind the fireplace, handcrafted in the colonial manner extends to the bookcases which feature shell niches.

All wood components are made of the best grade poplar lumber, kiln dried. Mantels are mortised and tenoned, with all miters and joints securely glued in place.

Growing Greener Grass

Greentop Ltd., a division of Carlson Fertilizer, is introducing a d-i-y liquid lawn fertilizer formulated to provide the necessary nutrients applied by professional lawn care specialists.

Designed to meet the seasonal

needs of a lawn, the product's use program consists of four separate applications to assure complete lawn care.

Herbicides and insecticides can be mixed with the liquid for a one step weed and feed program.

All Purpose Waterproof ing

The Henry Company's new exterior-type waterproofing sealer is a transparent, general purpose agent that penetrates dry, porous materials to seal out water.

It can be applied to a variety of materials. When used on wood and plywood, it reportedly reduces dryrng, splitting, shrinkage, swelling and grain raising while helping prevent rot. @n concrete, masonry and brick, it seals and waterproofs to reduce eff,lorescence,spalling,cracking,chipping and the effects of chemicals and deicing salts. The product can also be used for waterproofing leather and natural fabrics such as canvas.

Properly used, it forms a durable moisture barrier which permits the surface to breathe. A non-silicon type solvent solution, it is available in quart, gallon, five-gallon and 55-gallon sizes.

Straight Measuring

The new Adjust-a-Square from Merle, Goldman & Associates helps in the measuring and cutting of large surfaces of building materials.

Made of extruded aluminum, it rotates both arms of the traditional T:-square from zero to 360o. Reportedly good for marking, measuring, and general layout of drywall, PIYwood, glass, sheet metal, carpet and tile, it is said to save time for builders, contractors, carpenters, sheet metal workers and d-i-yers.

The 50" length ofthe arm increases the versatility of this tool.

Colonial Window Rehab

A colonial pane system for windows has been developed by SWS Industries, Inc. for use in historical preservation projects.

The panes conceal the wood window framing while preserving the original architecture. Installation requires mitered and contoured corners.

Colorful Outlook

The Reynolds Colorburst l0 window system allows homeowners to choose from l0 combinations of interiorlexterior colors on the frames. Used as a replacement, the window is double glazed to cut heat loss up to N0/0.lt also comes in a triple glazed option.

The windows include a thermal barrier to reduce heat or cold transfer through the frame, vinyl on interior parts of 'the frame to keep them wanner, and almost an inch between panes for insulation.

Available styles include doublehung (with or without muntins), double slider and picture window.

Mirror, Mirror On The Wall

Images door chime from the NuTone Housing Group incorporates smoked glass mirrors with a solid oak, natural wood finish frame.

An octagon-shaped mirror is centered on a square mirror. Both are beveled to reflect light and movement throughout the room.

The chime sounds two notes for the front door and one note for the rear door.

Luxury on a Budget

American-Standard has added a mid-range luxury suite of bathroom fixtures and fittings called Lexington Suite. Included are a bathtub with or

without whirlpool, pedestal and countertop lavatories, a bidet and a choice of either elongated or regular style toilets.

The whirlpool bathtub has reportedly appealed to consumers due to its five foot length which permits it to fit into the space of an average size tub. It has a removable (optional) front apron that allows ezrsy access to the motor.

The pedestal lavatory is ?A" x 18" and is available for eight inch spread fittings or four inch center-set fittings.

The bidet can be ordered with wall or deck mounted fittings and features a flushing rim and spray.

Brick Trowel

A combination leather and beech handle with forged one-piece blade and tongue are features of the new Estwing brick trowel. The blade' made from high carbon steel,

tempered for strength, is taPer ground for flexibility and balance.

With a laminated handle and lacquered blade, it comes in three styles, narrow London, wide London, and the Philadelphia, each in three sizes.

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

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

Acrylic Wood Finish

Aqua Fabulon, manufactured by Pierce & Stevens, is a d-i-y acrylic finish for interior wood which is said to meet the specifications of environmental agencies.

The product can be used on residential wood floors, with a sYnthetic brush or pad applicator. It is said to

not contain toxic solvent fumes and dry in I to lVz hrs.

Solvents need not be used for thinning or cleaning up the finish which is non-flammable.

Open The Door To Sales

A new garage door opener line from Chamberlain Consumer Products Group has point of purchase displays, an expanded telephone hot line, and special aids for the training of retail sales people.

The opener and all the needed items are contained in a single carton that protects the contents and allows more openers to be stocked on the point-of-purchase display.

Help For the Handicapped

Baldwin Hardware, manufacturers of forged solid-brass hardware, has lock trims, with proprietary patents, designed expressly for the physically handicapped and disabled.

In H and L design and ball bearing hinges, they are reproductions of Colonial period artifacts and usable in either contemporary or traditional entry ways.

Also available are pushplates of French Limoges porcelain. Many are hand painted with floral motifs.

Holding Steady

Foresight Industries Inc.'s new Duckbill Underground Earth Anchors, which are driven into the ground using a heavy hammer and a drive rod, have an attached steel cable. After the device is driven into

the ground about three feet, only a small cable loop is left above ground. Cables, ropes or wires are then run from the loop to the corner of the fence.

Available in different sizes from 250 to 5,000 lbs. holding capacity, they can be used with small and large fences as well as sheds, shelters or anything else that can be harmed by strong winds.

Adaptable Cooker

Jenn-Air Corp. has introduced a new line of grill-range-oven combinations.

The ovens, which are said to be 330/o larger, are pyrolytic selfcleaning with 3 baking racks.

The new models contain a digital clock-timer, vertical control panel and a drippings drawer of I Vz pts. for the grill and cooktop. The ranges can be used as slide-in, freestanding or drop-in units.

Spa for Remodeling Market

The WaterJet Sixty from WaterJet Corp. reportedly is the only whirlpool bath with an all copper and brass manifold system designed and priced exclusively for the builder/remodeler market.

The 60" by 30" whirlpool features

Gustorr; M illi4Q $pecialists

an optional removable skirt, standard three-sided tile flange, four all brass patented waterjets, a 7z horsepower pump./motor, integral handgriPs, soap tray and amenity shelf.

"LOOKING AROUND" says Paul Bunyan

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

PAUI BUNYAN TUMBER GO.

Woodshop Vacuum

Dewalt's Clean machine is a heaw duty vacuum system that extracti lsawdust, chips and wood shavingq from wood working machines and shop environments.

The machine features a sheet metal suction fan and large diameter clog resistant hoses for fast pickup of wood chips and other dry materials. The unit can be used on floors, walls, and hard-to-reach areas.

The cleaner is equipped with a cot-

ton filtering bag and a large capacity see-through plastic collection bag to minimize emptying frequency. Warranted for one year, the vacuum has casters for portability.

Computer for Small Stores

Dataline Corp., has added System 525 to its line of L/BM computer systems for use by dealers with sales up to $2.5 million.

Consisting of three compact units with a capacity to add fourteen more, the basic system is able to store information on over 1,000 customers. It can also help keep track of 20,000 inventory items and 60 salesmen plus accounts receivable data. A back-up battery and power surge generator prevent data loss and possible damage to equipment.

The manual reportedly provideq easy instructions so customers cari be on-line as soon as two weeks pfter installation.

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

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

\-/ King Size Tile

Plaza Marble from Thrkett is a new 16" by 16" non-asbestos vinyl composition floor tile. The larger size which is an industry first covers one-third more surface area than conventional 12 " tiles.

The veining design extends throughout the l/8" thickness. It may be installed over most subfloors including double wood floors, underlayment grade hardboard or plywood, concrete and existing smooth surface resilient floor coverings.

It is available in three colors, granite grey, nutmeg beige, and java brown.

One Piece Lockset

Weiser Lock's Weiserbolt is a lockset and deadbolt in one unit. Featuring a spring latch, the lock extends a full I 'deadbolt.

The panic-proof mechanism retracts with a turn of the inside knob or T-turn.

The work of aligning an existing lockset with a new dead bolt is eliminated as a deadbolt hole does not have to be drilled. The lock can be keyed alike, master keyed, and construction keyed. It comes in a variety of styles.

Swinger

Crestline is offering a swinging patio door which combines the view of a sliding door with the operation, security and energy efficiency of a hinged door.

The door has a foam-filled weatherstrip, an adjustable sweep and a three piece sill, combining an outer aluminum sill, a rigid polyvinyl threshold and a wood undersill.

The frame and door panels are made from kiln dried wood, ready for stain or paint. All door panels come with a choice of tempered double or triple-pane insulating glass. The hinged panel comes prepared for a variety of locksets or passage sets and deadbolts.

Bed Transportation: LL Western States

The Cookbook Rack from Western Cabinet provides valuable counter space and helps avoid spillage on your cookbook with its tilt down shelf. The rack fits almost all cabinet designs.

English Takeoff

The new Simpson Stratford Abbey door simulates an English countryside abbey door with handcarved scroll work on natural wood panels. Made from selected vertical grain Douglas fir or western hemlock, each door is crafted to withstand years of use. Innerbond panels are lV4" thick with a vertical grain, raised panel on both sides. The doors are available in standard and special order sizes.

Dealer Promotion

Geocel Corp. is sponsoring a "55 Saves" dealer promotion scheduled to run between June I and July 31.

Retailers save via 590 discount on each open-stock order of five dozen lO-ounce cartridges of exterior caulking sealant. In addition, for each five-dozen order placed, a retailer receives a simulated $5 check redeemable by sending it and a copy of the distributor's invoice to Geocel.

D-l-Y Thermostat Program

An automatic quartz thermostat by Robertshaw is said to give homeowners the benefits of accurate, reliable fuel savings and doit-yourself installation.

Homeowners reportedly can get a fast payback through automatic programming of the thermostat, which can save fuel. Simple dial settings control schedules for sleeping periods and daytime absences.

Solid As A Brick

From Laticrete International, Inc., a new masonry mortar is said to mix

easily and apply rapidly with little waste in brick construction.

The mortar which can be used when temperatures dip below 35 o requires no protection from freezing and will reportedly achieve seven day mortar strength in just 24 hours.

The use of a canister caulking gun to lay the mortar almost eliminates material waste and helps speed up the building process. Coming in a factory pre-portioned unit that contains filler powder and latex liquid, it is usable on backup walls, basements or prefabricated panels. The mortar is water resistant and non-corrosive to steel as well as non-toxic and water cleanable.

Old Gronrth Douglas Fir Green, Rough or Surtaced

The Sunrise Forest Products Co. distribution center at Modesto. California serves all of Central and Northern California with its fleet of trucks and with direct millshipments. As with every Sunrise operation -consistent quality of product and service you can count on are the byword. This facility features a full line of dimension lumber and timbers, redwood fencing and deck, pressure treated

products and cedar shakes and shingles. Of course, Modesto also offers the Sunrise line of appearance lumber specially produced and graded at the Sunrise Spokane plant to meet the needs of the Home Center Industry.

Sunrise Forest Products Co. is a national organization headguartered in Oregon. lt maintains branch offices in Central and Southern California and distribution centers in Oregon and California and a manufacturing plant in Spokane, Washington.

FOREET FIIODUCTS CO.

Headquarters: PO. Box 1900

Lake Oswego, Oregon 97034

(503) 684-2621

Toll free 800-547-1771

South€rn Callfornla: Central California: PO. Box729 PO. Box5254

Fallbrook, California 92028 Modesto, California 95352

(619) 728"4545

(209) 521-6890

Toll free 800-692-57214

Parr Lumbgr Company P.O. Box 989 Chino, California 91710

(714) 627-0953

(213) 624-189r

One of seven commissioned paintings of various Sunrise facilities by Portland aftist Doug Atexander.

t*-/

E.J. JOHNSON executive vice president

Ir[{E

ARIZONA Lumber & Builders

I Supply Association proudly announces its 63rd annual convention entitled "Never Look Back" to be held May 20-21-22 at the Registry Resort in Scottsdale. The convention theme underscores the need for the lumber industry to seize the many challenges and opportunities that confront it todav as it continues to

experience good economic growth.

An outstanding business program has been developed to present and discuss issues vital to the industry. Senator Dan Quayle, (R) Indiana, the keynote speaker, will address the luncheon gathering on Monday the 2lst.

This year's social functions will add more than a touch of pleasure to crnventioneers. A good old Western steak fry on the desert includes an evening of dancing under the stars. A new Wholesalers' Ex-

STATES

FRED CARUSO executive secretary

r w*1.:#$li,'"liii"'li;

dealing in a worldwide market," Carl Dill told audiences in Salt Lake City, Ut., and Denver, Co., at associationsponsored Marketing and Advertising seminars.

Thirty-one people attended the sessions held in Salt Lake on February 24 and in Denver on February 28.

Dill said there seems to be a new "enemy" every year. He predicted the

further growth of gigantic building material retailers. He talked about the entry ol new types of building material retailers in the past few years. The full service independent dealer watched as cash and carry and home centers opened up and now we're looking at warehouse outlets. "Cash and carry and home centers created new markets but warehouses are carving up the market," he said. He predicts that the next step will be for the warehouses to offer full service.

"The most vulnerable to this trend is the middle of the market retailer who has everything for everybody, has lost his image and is not dominant in something," according to Dill.

Dill suggested that dealers analyze

travaganza evening features food, spirits, entertainment and door prizes. The traditional closing banquet and dance will be highlighted by a grand prize drawing for a three day and night vacation for four aboard a yacht in the Pacific Ocean.

Opening the convention activities will be a golf tournament at the new and challenging Jack Nicklaus designed Boulders Country Club & Resort course in Carefree. Over $1,000 in prizes will be awarded plus another yachting vacation for four will go to the winner of the closest to the pin golf contest.

The convention package cost is $250 a couple or $l,lo for a single only. (Golf & tennis is extra) A l09o prepayment registration discount is available to those who register prior to May 1. The Registry is a very popular hotel and reservations should be made at the earliest moment to insure occupancy. their strengths and their customer image. "It can be done yourself by talking to your customers. The greatest market research you can do is handle customer complaints yourself," he said,

Dill updated his Products with Promise list, given last year at the same seminar in Denver, saying the top six are:

. Natural wood products

o Kitchen cabinets and accessories

. Water softener salt

o Floors, including carpets and Oriental rugs

o Windows and doors

o Mouldings

Dill called for what he termed a return to excellence but, "excellence today doesn't mean excellence tomorrow. it is constant battle to keep changing."

CHUCK LINK executive director

D;".f.'-}ffi #;l?Hr?i:'.',:LT:

al up-beat attitude at your location?

Then you had a Young Westerner at the Young Westerners Conference in Boise, Id., January 27-29. All were there to participate in all the programs, determined to learn every-thing they could. To multiply the benefits of sending a Young Westerner to the conference, set aside specific time for your representatives to share the ideas and knowledge gained with you and the rest of your employees.

The Conference started early Friday morning with a fascinating tour of Meridian Wood Products in Nampa, Id. Following lunch, John Kirk, of Mountain Bell, set the tone of the conference with the captivating program "Value Systems in Society and the Workplace."

Saturday started with Don E. Wallace, Western Wood Products Association, conducting the seminar, "Lumber Standards - Today and Tomorrow," regarding grading rules, lumber species, new products and appropriate applications of wood products. The morning concluded with the eye-opening film on employee theft and shoplifting, "The Ten-Billion Dollar Rip Off."

The Saturday luncheon speaker, Jim Bender, Palmer G. Lewis Co., with his energetic and entertaining talk on goal setting and how to get there one step at a time, is probably largely responsible if your Young Westerner is back with renewed purpose, drive and dedication.

Bob Kerr, president of Weitern Building Material Association, was the featured speaker at the Saturday evening dinner, speaking on the importance of being involved in community affairs and being aware and active in political affairs at every level - community, state, and national.

Kyle Kincaid, controller,/treasurer of Knoll Lumber Co.,had everyone assembled early Sunday morning with his ROI presentation that demonstrated how business practices performed on a daily basis affect a business's return on investment. Dick Anderson, retired from APA but not from what is going on in the industry, conducted a workshop on the professional selling of panel products that concentrated on the understanding and selling of structural wood panel products under the new APA Performance Standards. Dr. Barry Asmus, nationally acclaimed econornist, made economics come alive for the

group with his positive talk on today's economics and trends for the future.

Bob Jacobsen, Lloyd Lumber Co., Nampa, Id., 1983 president of Young Westerners Club, concluded the 1984 Young Westerners Club Conference by turning the gavel over to 1984 president Ron Divers, Withers Lumber, Woodburn, Or. Rick Barnes, Knoll Lumber Co., Kenmore, Wa., assumed the vice

presidency. Dennis Parry, Lloyd Lumber Co., was elected secretary/treasurer. Newly elected trustees who each serve a 3-year term are Eric Gerretsen, Gerretsen Lumber, Roseburg, Or.,and Tom Kerr, Kerr Hardware & Building Center, Brookings, Or. Other trustees are Stacy Griffin, Lumber Supply & Warehouse Co., Seattle, Wa.; Dick Ketola, Olympic Wholesale Building Supply, Olympia, Wa.; Jim Kress, Eugene Planing Mill, Eugene, Or.; Petra Reininger, Armstrong World Industries, Fullerton, Ca.; and Terry Wiggins, Savage Wholesale, Tacoma, Wa. Retiring trustees are Betsi Powers, Seattle Lumber Company, Seattle, and Stuart Childers, Lumber Supply & Warehouse Co., Seattle.

\[b\'e gotthe soods ontheGolden

State! With sheathittg and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Willamerre's ready to fill your orders ftrr rop qualiry thearhing at Berth 177 in Wilmington. Located in the Bay Area? You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathine as well as studs.

\7e do all the warehousing so you won't have ro. From a few units, to a truckload, iust call us for a quote, then give us the specs. Weill haue the goods on our dock, ready for your prompr pick-up. What a way to save time and save some green in the Colden Sratel

Phone us today at 503.926-7771.

Wittamette Industries, Inc.

V Lumber and Plvwood Sales Division

Albany, Oregon 97321 503-926-7771

Winter hardware show improving

ORE attendance, more buying and generally favorable reviews-though not universally socharacterized the second annual Winter Hardware & Home Center Show. Held again at the Las Vegas Convention Center. more than 20,000 were present, 8390 identifying themselves as buyers, owners or management. Nearly three quarters were from the Western states, with California and Arizona predominating.

The word National in the show's name has generally been phased out, presumably indicating that the show organizers are positioning it as a western regional show, rather than a second national show. Held February 1ll3 this year, the third annual ver-

sion will encore in Las Vegas, February 16-18, 1985, according to the Cahners Exposition Group, organizers of this show as well as the national show, held each summer in Chicago, Il.

Show spokesmen said there were approximately 800 exhibitors, down slightly from 1983. Exhibits varied widely, includifig hardware, lawn and garden products, building materials, housewares, kitchen and bath equipment, auto parts, furniture, and paints and finishes, among other items.

The floor traffic was characterized by many as being "quality, not quantity," referring to the buying abilities of the attendees. For some exhibitors,

buyrng was brisk, for others merelY an opportunity to chat with customers and explain product lines.

Among the speakers at the seminars held during the show, Scotty's, Inc. preside4t Ray Cooney called for American industry to make the commitment and take the steps needed to return the "Made in America" label to pre+rninence in world markets.

Terrence L. Smith, president, California Hardware Co., described distribution changes and presented a fairly optimistic view towards business in the coming years.

The show is sponsored by the American Hardware Manufacturers Association.

LAS VEGAS convention hall and (1) Rick & Donna Learned, Pat MurPhY, Michael Scales. (2) Cathy & Ed Gunderson. (3) Bill Temple, John Bates, Jeannette Willems,

Steve Capasso, Mel Krusell. (4) Tom Lawrenson, Bill Boston. (5) Joy & Frank Purcell. (6) Bob John. (7) Renae & Ken Calvert. (8) Dennis Ballard, Anna Kate

Coates. (9) Wayne Durham, Bud Thomsen. (10) Dave Delaqardelle, John Mullin, Robert Strdnan. (11) Earl & Susie Nelson, Sandy Nieder, Don Zick.

Metal Stake Holds Benderboard

A new device for installing benderboard, Benderquik from JaVel, Inc. is made from l8 gauge cold rolled steel. A spring loaded, U-clamp head holds benderboard securely in place with a steel stake for easy insertion in the ground.

A person can reportedly install benderboard alone without nails and without the problems of sllitting the redwood stakes or the benderboard itself.

One stake is used every three to four feet. Fitting flush with the gound, the smooth metal surface will not interfere with power equipment. Tiiangular metal teeth retain the benderboard so it will not rise out of the gound.

Kit Simplifies Kitchen Design

"How to Design Your Own Kitchen" kit, part of Western Cabinet's new dealer support program, enables homeowners to layout a new or remodeled kitchen by

placing peel-off cabinet and appliance pieces on a grid. The walls of the kitchen can be drawn on the grid. A pen comes with the kit for this purpose. The kit is part of a large dealer oriented program that includes a video newsletter and information about other product lines.

Simulated Wood Shingles

Regalwood is, a new fiberglass shingle from Johns-Manville with a deep woodJike texture obtained from an overlay application.

The 141/a" x 42" size means fewer panels have to be used for installation. The shingles, which reportedly do not promote rot, mold and mildew, are Class A fire and wind resistant. The product carries a 25 year prorated warranty.

Gas Leak Detector

Bonded Products, Inc.'s Epi-Seal Leak Seek for gas leaks improved by reformulation,is being packagedin a I oz. needle nosed, plastic squeeze bottle.

The product will not freeze on the fitting or in its containers. It is available in pints, gallons and 55 gal. drum slzes.

The new formula is ultra-sensitive to low pressure leaks and retains its bubble indicators for up to three hours.

Start at the Bottom

Oak parquet flooring from Norwood installs just like floor tile, using mastic adhesive to secure the parquet sections to a concrete or plywood subfloor.

The l!l%" x 9Yz" sections are stack-packed in polyurethane packages with installation instructions included.

Available in light or dark oak

finish, the flooring has a surface which resists marks and scratches and reportedly requires only dustmopping and two or three annual buffings to maintain an attractive appearance.

Powerful Distribution

Dual-Lite's EZ-Flex modular power distribution system includes components for bringing convenience power to wall outlets. Previously, it was used for the distribution of lighting power in suspended ceilings.

The system offers architects, electrical contractors and building owners several advantages over conventional "hard wiring" of buildings. It can

eliminate the time and labor involved in working with conduit and making connections since components of the system, except those that interface with conventional fixtures, are simply plugged in.

The cables can be unplugged and moved to a new location if needed. Components for single-circuit (2-conductor) or dual-circuit (4-conductor) applications are available. UL listed, standard modules for power distribution are designed for 120 volt applications, but 208 or 220 volt components can be supplied.

Pine - Douglas Fir - Plywood - Redwood - Cedar

West African hardwoods return to U.S. market

QUARTET of West African hardwoods is now readily available to the United States from Liberia. Khaya and lovoa are already familiar here, but sipo and sapele are better known in Europe where they have been used extensively.

Khaya, also known as African mahogany, is one of the most widely used mahoganies at present. It is said to be reasonable in cost and readily obtainable in all sizes. Coarser textured than other mahoganies, it often has an interlocked grain which produces figuring.

This interlocked grain makes it more difficult to work than the Honduras variety, but, nevertheless, it is fairly easy to work with both hand and machine tools although there is a tendency for the grain to pick up in planing. It is considered to veneer well.

Seasoning can be easily accomplished by either kiln or air seasoning methods. Little splitting or checking occurs but care must be taken to avoid warping. The strength compares favorably with that of Honduras mahogany. The wood is only moderately resistant to decay, but this is not a factor since it is seldom used where fungi are liable to attack it.

Both the lumber and veneer form are used in the United States for furniture and interior decoration. The wood also is good for quality joinery, boat interiors and such. Sawn timber is available in lengths up to 20 ft in widths of 6 to ?I" and thickness of I to 4".

Lovoa is known as African walnut because of its golden brown color marked with black streaks. A member of the mahogany family, it has many of the same characteristics in grain,

texture and weight. It dries quickly and well.

W*ren planed, the surface is distinctly lustrous. The sapwood is narrow, buff or light brown and normally sharply defined from the heartwood. It works easily with most tools but tends to pick up on quarter-sawn stock due to the interlocked grain. Hand turning requires care and sharp tools. Drills must be sharp.

Used in the United States for decorative veneer, it is popular in Europe for furniture, cabinet-making, billiard tables, paneling, veneer, joinery, chairs, gun butts and flooring.

Sipo and sapele closely resemble each other with pale pink to reddish brown heartwood and pale yellow or whitish sapwood. Sipo has an interlocked grain which produces a broad ribbon-stripe wider and more irregular than that of sapele. Sipo dries moderately slowly while sapele dries rapidly with little degrade. When freshly cut safele has a cedarlike scent.

Story at a Glance

Liberia seeks to develop U.S. market for four West African hardwoods ...mahogany and walnut characteristics . . .wide. ly accepted in Europe...parquet, other hardwood products available.

Sipo has strength properties similar to those of mahogany while sapele is much harder with great resistance to indentation. Its bending strength, stiffness and resistance to shock loads almost equal those of English oak.

Both woods work well with hand and machine tools, take stain and glue well and polish well. A cutting angle of 15" is recommended for best results with both woods.

Both sipo and sapele are used in Europe for furniture, cabinets' joinery, shop-fitting, boatbuilding, veneer for plywood and decoration. Sapele also is used for paneling and flooring. Khaya, sipo and sapele are being used in parquet flooring manufactured in Liberia for export. These parquets are produced to APA standards available unsanded and paper faced or mounted on substrate and presanded. The latter can be custom finished with multiple coats of Varathane. Five patterns are presently available. Unfinished tongue and groove strip flooring as well as trim strips and moldings for professional floor laying, casings, chair rails, coves, hard rails, corners, wainscot caps, stops and other products manufactured from these hardwoods also are available.

Liberia is making a concentrated effort to produce hardwoods from their virtually unharvested forests to meet the increasing needs of U.S. wood product manufacturers and decorative wood product users.

They reportedly are able to produce a stable quantity of quality roughsawn nine months out of the year. Shipping is done from Liberian deep water ports. Since the Liberian currency is the U.S. dollar, pricing is said to be competitive.

Young Westerners group's active schedule

Responsibility for coordinating a panel on computers at the Western Building Material Association convention Nov. 10-13 in Portland, Or., has been assigned to the Young Westerners Club, an affiliate of the association.

"Computers, What Am I Getting Into?" is the title of the panel which will be directed to retailers. Those or-

ganizing the presentation have divided the subject into four parts. Bob Jacobsen will discuss identifying the need for a computer. Dennis Orm will cover the history of computer systems. Joe Orm will review setting up the system. Betsi Powers, Kyle Kincaid and Dennis Orm will collaborate on operations.

Next activity for officers headed by

president Ron Divers will be a summer meeting held in conjunction with WBMA at Sun River, Or., July 20. Membership in the group is limited to those under 35 involved in the lumber and building materials industry. A large contingent represented the Northwest at the annual YWC Conference held at Boise, Id., in January. See accompanying photos.

Y0UNG WESTEBNEBS, a WBMA alliliate, Seattle. Wa.. are seen here at a meetino held earlier this year. (1) Dennis Parry, "Terry Wiggins, Chris Perrin, Steve Kerr, Tom Kerr. (2) Phyllis Kerr, Stacy Griffin, Petra Reininger, Chuck & Ruth Link. (3) Steve & Lynn

Page, Coleen & Jerry Armes, Katie & Dennis Parry. (4) Warren Lueth, Betsi Powers, Marc Jorgensen. (5) Mary Jo Nyblad, Kirk Jolley, Ron Shodeen. (6) Eddie Klune, Steve Williams, Steve Mattson. (7) Janice Black, Gary

Popp, Larry Black. (8) Everett Vasser, Harold Shelton, Ron Gardner, Chuck Stout. (9) Susan Bee, Mike Hillier, Dave Grasser. (10) Bob & Pat Jacobsen. (11) Jim Brinkley, Ernie Lowrv.

ponderosa pine sugar pine cedar white fir douglas fir

"This is our 2Lst year of seraing you . . and uDe look forzaard to many, many more."

WHOLESALE FOREST PRODUCTS

Setllng tothc scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of all the retailers, wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help youget across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . . doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.

markets in 13 Southern states

Western hardwood wholesalers convene

Ai:*?j:#':;liil:.'i;'.'f :fr I

Wholesale Hardwood Distributors Association shows that the hardwood business in the West is indeed a family business. Fathers, sons and family members appear and reappear.

This year was no exception. A look at the pictures on these pages shows sons, daughters, and grandchildren much in evidence as the PCWHDA held its 6lst annual meeting at The Alisal Ranch, Solvang, Ca.

First speaker at the initial business

meeting was Jack Jorgensen, Jorgensen-Bennett Mfg. Co., Memphis, Th., who reviewed Memphis' role as the hardwood capital of the world. He discussed distribution patterns, flooring, kiln drying and the part the National Hardwood Lumber Association's hardwood school plays in promoting hardwoods.

He also related some of the promotional efforts of the Memphis Hardwood Lumbermen's Club in advancing the use of hardwoods in the world.

Story at a Glance

Market trends and changes in hardwood distribution discussed. . speakers relate conditions in the South and their impact on markets in the West Dick Gray elected new president.

Following speaker Al Whitson, Whitson Lumber Co., Nashville, Th., told of the proposed combining this October of several of the southern hardwood associations into a larger, single organization that will be better able financially to promote increased hardwood usage by furniture manufacturers. The tentative new name: Southern Hardwood Lumber Association.

Whitson also urged greater communication and cooperation between producers and wholesalers to alleviate

(Please turn to page 73)

THE whole bunch, including kids and cowboys.

MEN 0t{ HORSEBACK: (1) John Mullen and, still in the saddle al age 80, "Mac" MacBeath. (2) Winning team at the "Annual

Regatta." (3) Losing team captain Jim Frost. (4) Ranch breaklast under the oaks (a hardwood, naturally). (5) First class hayride back

from breaklast. (6) Some 0f the kids and grandkids play cowboy.

4/4 and 514 in boards and strips

Prompt Delivery Finest Quali

BUSINESS meetings included (1) Pete Bower, Clint Bower, Don Moreland. (2) John Fahs. (3) Ken Tinckler, Jack Havens, John Mullen.

(4) Jack Jorgensen, Herman Jorgensen. (5) AlWhitson, Butch Pope. (6) Al Frost, Gil Reel. (7) Joe Long, Jack Butson, Hal Kerry. (8)

Shirley Reel, Ken Tinckler, Don Reel, Bruce Frost, Jim Frost. (9) Lawrence Sauder, Werner Richen. (10) Dick Gray, Bud Baker.

Tells you name of plant, complete address, area code, telephone number, lumber buyer's name, products manufactured, species, grades, thicknesses and in most cases quantities of lumber purchased annually. There are also many panel products and users listed.

Now you have instant access to purchasing facts that will help you to generate more sales.

Here's

"We use the Green Book overyday and hav€ mad€ both Hardwood "We've lound companlos wo wore not aware of and wo'v€ mad€ and Softwood lumber sal6s from lt. I r€cenlly made a sale to a Canadlan sales of imported woods from the Grg€n Book." moulding operatlon that I dldn't know oxlstad unlll I saw li In your RoblnS.Jackeon-Rulsallstrdclmrn&compeny-M.mplrlr,Tann. book. "

Royco Kclly - Amerlcln Prnellng Plywood & Lumbcr - Nad.rhrd, TX

"Our copy of the Graen Book has more than pald for ltgell. W6've "l found the Gre€n Book io be vory accurate and Inlormallve. I used il to contact Soflwood buyers throughout th€ Unltod States to s6ll learned ot soveral flrms ihat I dldn't know exlsted." Yellow Pine and Wesl Coast Soflwoods." Chuct Spry - Frlnk Mlllcr Lumbcr Comp.ny - Montlcrllo, Ind.

rhe GREEN

use)

HARDWOOD WHOLESALERS

(Continued from page 70)

where possible difficulties in shipping, tallies, inventory, kiln shrinkage and other factors occuring in the course of business.

Sectional reports by various members on eight areas of the West followed. Hawaii, Dick Gray reported, was enjoying good business, though the koa supply had dwindled drastically. Brent Mullen noted that the Phoenix market was strong across the board despite a drop off in school business. The San Diego market, according to Bruce Frost, had begun a turnaround in June that encompassed the general economy. Jack Havens described the greater Los Angeles market as strong, though collections have been slow. K.E. "Mac" MacBeath reviewed San Francisco Bay Area business favorably and observed that collections, not sales were the problem. The importance of credit was echoed by Joe Long who told of the high cost of Bay Area labor. Oregon conditions were better, but still lagging California and Arizona, Werner Richen noted, pointing out that some 65,000 people have left the state in the last two years. The Seattle/Tacoma market, Jack Butson related, was similar to neighboring Oregon and enjoyed its best business out of state, i.e., Alaska. The final report was by Lyall Bell who pictured the British Columbia, Canada, economy as hurt by the unions and their strikes as well as hardwood supply problems, though he allowed business was "O.K."

Among other association business transacted, new officers were elected for 1984. Dick Gray, Honsador, Inc., Honolulu, Hi., was chosen president; Werner Richen, Lumber Products, Portland, Or., lst v.p.; Don Moreland, Lane Stanton Vance Lumber, City of Industry, Ca.,2nd v.p.; Tim Spellman, Spellman Hardwoods, Phoenix, Az., sec./treas.; Jack Havens, sec/treas. -designate.

In addition to golf and tennis, the club also held its unique "Annual Regatta," a sporting event of sorts that beggars description.

The next convention has been set for the Camelback Inn, Scottsdale, Az., March 21-n, 1985.

r

o

Wood Finishing Guide

"A Complete Guide to Staining and Finishing" is free from Carver Tripp, 2233ll2thAve. NE, Bellevue, Wa. 980O1.

Moving Mountains Rapidly

"Material Flandling Road Map and Identification Guide" is atwo part system designed to show how to boost material handling efficiency, free from Aid Dept., W.H. Brady Co., Signmark Division, P.O. Box 571, Milwaukee, Wi. 53201.

Uplifting Literature

Seven free brochures outlining various types of lift trucks are available from Allis-Chalmerslndustrial Truck Dvision, 21800 S. Cicero Ave., Matteson, Il.M3.

Lattice Help You

For a 32-p. copy of "How To Work With Lattice," send 750 to the Wood Moulding & Millwork Producers Associ ation, Box 25278, Portland,, Or. 97225.

Treated Lumber Types

Fire retardant lumber and preservative treated lumber are discussed in a free, 4-p. brochure from Wigand Corp., 850 Elkton Dr., Colorado Springs, Co.80907.

Reference Manual

Cedar shake and shingle products reference manual is free from Shakertown, P.O. Box 400, Winlock, Wa. 98596.

Passive Solar Energy

A lEGp. book, Pasnve Solar Design for Multi-Family Buildings, is $1.5 from the Passive Solar Industries Council, 125 S. Royal St., Alexandria, Ya. 22314.

Dim Outlook

A dimmer and fan control brochure is available free from the General Electric Co., Wiring Device Dept.,225 Service Ave., Warwick, R.I. 02886.

FOR PROMPT SERVICE

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

A Look at All-Coast

A free, four-color brochure on the AllCoast Forest Products Company is available by writing c/o P.O. Box M, Chino, Ca. 91710. The brochure also appeared in the April issue of The Merchant Magazine; readers are invited to remove it for their files.

Computer Awareness

Personal computer usage and accessories are described in a free, 275-p. handbook from Digital Equipment Corp., 200 Baker Ave., CF0l-l/M94, West Concord, Ma.01742.

D-i-y Nail Packs

A 6-p. brochure illustrating d-i-y packaging of aluminum nails is free from Phifer Wire Products, Inc., P.O. Box 1700, Tuscaloosa, Al. 352103 or (800) 866-5955.

Remodeling ldeas

Sunset "Kitchen Planning & Remodeling" and "Bathroom Planning & Remodeling," 4-color, 128-p. paperbacks retailing for $5.95 each, are new from Lane Publishing Co., Menlo Park, C-a.9Q25.

Stranded Boards

A free brochure describing the manufacturing process of oriented strand board is available from the Potlatch Corp., One Maritime Plaza, San Francisco, Ca. 94lll.

Designer Tile

A color catalogue of tile design styles is free from Florida Tile Div., Sikes Corp., 608 Prospect', Lakeland, Fl. 338m.

Help For The Entangled

A reference chart listing National Electrical Manufacturers Association configurations is free from the Wiring Device Dept., General Electric Co,,225 Service Ave., Warwick, R.I. 02886.

Bright Outdoor Lights

A free catalogue of outdoor lights is available from Sentry Electric. 185 Buffalo Ave., Freeport, N.Y. 11520.

Lights In The Sky

For a free 4-p. four-color brochure describing residential ventilating skylights,writeVentarama SkylightCorp., 140 Cantiague Rd., Hicksville, N.Y. ll80l.

Add on Leisure

Leisure room addition literature is free from L.R.C. Products, P.O. Box 706, Warsaw, In. 46580.

Insulation Guide

A 4-p. brochure, "Fiberglass Inculation," a guide to insulation products and heat flow, is free from GeorgiaPacific Corp., 133 Peachtree St., N.E., Atlanta, Ga. 30303.

Shingle Life Support

Fire testing and technical support data on shingles is available in a l2-p. color guide from Johns-Manville, Service Center, 1601 23rd St., Denver, Co. 80216.

Letter Knowhow

A free color brochure of sign lettering is available from Reynolds/Leteron Co., 3305 Kashiwa St., Torrance, Ca. 90505.

Panel Baslcs

A 56-p."Panel Basics Correspondance Course" is $10 each or $7.50 for 25 from the American Plywood Association, P.O. Box 11700, Tacoma, Wa. 98411.

GLASSIFilEB ADUERTISEMENTS

LARGE WEST COAST manufacturer of wood windows and doors requires outside sales representative for San Gabriel Valley, San Fernando Valley, and San Luis Obispo, Ca. areas. Successful applicants must have 3 years experience selling windows, doors or building products direct to customers. Must be assertive, top producer. Excellent commissions and benefits. (213)99 l -5 406.

We're looking for Traders to Sell

Twenty-five (25) words for $19. Each additional word 65G. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 451[ Campus Dr., Suite 4t0, Newport Berch, Ca. 92.660. Make checks payable to The lllerchrnt Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

PANEL PRODUCTS

PRODUCTS MANAGER/SALESPERSON

Large Southern Ca. based wholesale lumber yard is looking for an aggressive, highly motivated individual to head up new panel products division. Industrial experience and following preferred. Sal4ry and commission programs negotiable. Write Box 504 c/o The Merchant Magazine.

LOS ANGELES, CA. based wholesale lumber yard looking for an experienced hardwood lumberman. Please contact Ed Fountain Jr., (213) 583-1381 at the Ed Fountain Lumber Co.

WHOLESALE SOFTWOOD and plywood distributor needs experienced salesperson in So. Ca. area. Excellent compensation with unlimited growth potential. All resumes kept in strictest confidence. Write Box 503 c/o The Merchant Magazine.

EXPERIENCED doors & millwork sales rep. Large wholesale manufacturer seeks rep with customer following. Excellent compensation/ benefit package. Unlimited growth potential. Call or send resumes in confidence to Bend Millwork Co., attention: Tom Cowart, 1380 S. Caldwell, Anaheim, Ca. 92805 (714\ 778-2242.

MAX HILL LUMBER CO. is looking for a well-established industrial softwood lumber salesman with good following. Draw, commission, car allowance and health insurance. Contact Bill Fox (213)588-3192.

LOS ANGELES, Ca. based wholesalelumber yard looking for experienced industrial andl or retail yard oriented salesperson. Excellent opportunity for aggressive, self-motivated individuals. Salary, car allowance and commission programs rank among the highest in the industry. Call or write today for an appointment. Contact Bob Gaylord, Sr., (213) 921-9411. Fir & Pine Lumber Co.

EXPERIENCED lumber salesperson, wholesale lumber company, industrial accounts in So. Ca. area. Commission plan, benefits. Send resume to P.O. Box 2627, Pomona. Ca.91769.

HARDWOOD, plywood and lumber sales rep needed. Experience preferred. Los Angeles, Ca.. area and North. Manufacturer and industrial accounts. Commission. For interview call (714) 997-1714. Contact Jim Skay.

SALESMAN needed. Wholesale lumber experience preferred. Contact Don Stobaugh, Inland Timber Co. (213) 617-3597 or (714) 877-2m1.

EXPERIENCED CONTRACTOR SALES

rep. to market wood windows to contractors. Only top producer need apply. Candidate must have 2 years related experience. Excellent compensation/benefit package. Send resume, in strictest confidence, to Pozzi Window Co., 1000 Quail, Suite 165, Newport Beach, Ca. 92660.

OPPORTUNITY: sales professional for Arizona wholesale facility. Far West Fir Sales, one of So. Ca.'s largest wholesalers, has acquired a site in Chandler, Az. Extensive experience in Arizona market essential. Excellent company benefits, including profit sharing. All replies confidential. Write in confidence to John Weston, president, Far West Fir Sales, P.O. Box 1970, Huntington Beach. Ca.92647.

EXPERIENCED salesperson needed. Retail dealer sales, industrial sales, softwoods and hardwoods. Commission, excellent fringes, plus car allowance and expenses. Write Box 506 c/o The Merchant.

EXPERW

Primary responsibilities: Industrial and commercial accounts. Salarv commensurate with experience. Complete medical package. Call or send resume. in confidence. to All-Coast Forest Products, attention: Michael Nicholson, P.O. Box M, Chino, Ca. 91710 (714\ 62'7 -855r.

LUMBER & HARDWARE CENTER RETAIL SALES MANAGER

Monterey Bay, Ca., area lumber/hardware outlet for contractor and retail sales is looking for an experienced floor manager for its retail sales operation. Candidate must have lumber/hardware industry experience, including managing operations with responsibility for product line development, store layout and expansion, materials management, staff training and development, sales and profit margin analyses and other management tasks; must work well with customers and other employees.

Ideal candidate will have combination of experience and a degree in business/management. Excellent benefits package; salary commensurate with experience. Re-location assistance available. Please reply in confidence to Box 508 c/o The Merchant Magazine.

NEEDED: lumber trader to sell retail and industrial accounts. Must have customer following. Excellent compensation and benefits package to fit the right person. A first class opportunity for you. Resumes may be sent to Ensworth Forest Products, P.O. Box 1152, Roseville, Ca. 95661 in utmost confidence, or contact Bill Dyer at (916) 786-5lll.

PACKAGE DEAL. Small D-I-Y lumber yard with house on property. Located on 5 acres commercial main highway aitery. Located in center of South Oregon economic hub. Land, building, inventory, house, $340,000. Write Box 507 c/o The Merchant Magazine.

REMANUFACTURING plant, San Bernardino County, Ca. SR 610 matcher, 3 resaws, 20' stud cutter, ripsaw. On 4 acres. (714) 874-3 I 18.

ADUERTISEMENTS

r1${$B}b-+,$sF,tsl:$.i*tt:riii,tu*si:}ty,i$$Lt*!t$ilq!

Lumber Yards & Home Centers (etc.)

AL CARLSON broker

"Al" specializes in the sale of lumber yards and home centers only. After 30 years in the lumber business he is able to prouide experience. d.iscretion and confidentiality in all transactions.

ALASKA: Beautiful Home Center, Truss Plant & Lumber Yard on 10lz acres. Exceptional profit center must be sold because of health reasons. 6 million orice is a bargain with reasonable terms.

CENTRAI ARIZONA: Nice lumber yard with small home center. Has excellent profit history, now founders want to quit and take it easy. Wide awake town with lots of action. Good location, good equipment and buildings. Terms to qualified buyer. Owners very motivated. Asking $500,000.

CENIRAT CALIFORNIA: 16,000 sqft Home Center and storage/display building on 6/z acres. 2nd generation owner hasit madeand wantsto take it easy. Priced at under 4 million with good terms. Spread sheet shows consistent profit history over the years.

CALIFORNIA MOUN?141N CITY: Yery clean small yard with big DIY business and some contractor sales. Relaxed living in booming small town. Be a big frog in a small pond. Ski in winter and fish during summer. Flave fun while making lots of money. $1,050,000 buys all with easy terms. Health reasons make seller very motivated. HURRY!!!

5O. CALIF. SMALL TOWN: Hardware store with some lumber & building materials. Mostly cash DIY with good amount of govt. business. Long time owners are all Chiefs with not enough Indians. All the Chiefs want to sell. Asking $900,000 with EZ terms.

BUYERS WAITING

I have ready, willing and able to buyers for lumber yards and home centers in several states.

SELLERS PLMSE CALL ME!!!

CONSU[IANT-lumber yard operations. 33 years experience - 26 years as superintendent and director of operations for large So. Ca. lumber company. Responsibilities included: customer expediting, dispatching, yard layouts, hiring, production, vehicle and equipment purchasing and maintenance, etc. Will travel anywhere for expenses. Also available for seminar participation. Cdl (209) 683{872, or write Consultant, P.O. Box 100, Oakhurst, Ca.91644.

LOCAL LUMBER hauling Southerr. California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking (213) 422-M26.

TWISTED AND WEATHERED

Douglas Fir S4S and rough. 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544', (21 3) 83 5-5671

KVALHEIM DOOR Machine Model #990F with six shooter. Includes jamb stitcher & strike router. Nikkel Corporation, Sacramento, Ca. (916) 488-6170.

IMPRESSIVE IMPRESSIONS ! Imprinted promotional items for the industry. Carpenter pencils .19990 each (1M. min.). Yardsticks .2'l7a each (lM. min.). Writing pencils .090 each (lM. min.). Imprinted FREE. All FOB factory. Larger quantities, even lower prices. MasterCard/VISA. Morrison Printing & Advertising Service, 6023 W. Indianola Ave., Phoenix, Az. 85033.

sFi_rli.iiltt LOs AllO ELES A REA

BUVE M]S' GUIBE

BAY AREA

ABCATA/EU REKA/FORTUIIA

Bracut International

Erttilumiiei0ii... .. :..

Eel River Sawmills Humbolt Redwood Co.

Louisiana-Pacific Corp

PVIV Redwood Co. ..........

Reid & Wrioht Schmidbau-er Lumber. |nc........

SimDson Buildino SuoDlv Co.

AU8UBl{/GRASS VALLEY

All-Coasl Forest Producls. Inc..

R&LWoodProducts

Siskiyou-PlumasLumberCo. CTOVERDALE

Joisl

Union Forest Producls

Union Pacitic Railroad.

Union Planino Mill

WaldronForeilProducts

Weslern American Foresl Producls

WesternWoodTreatinoCo.

Weyerhaeuser Co. .:. . . (800) 952-5610 SAI{TA MARIA

Hiqoins Lumber Co.

8A}ITA R|!SA AREA

J.H. Blevins Co., Inc.

Hioqins Lumber Co.

Miilin Forestlnduslries

NovoTimberProducls. lnc.

Nu:Foresl Products

Rich Doss, Inc.

Western American Forest Products.

WindsorMill, Inc....

Woodland ProduclsCo.. Inc.

UKtAH/CATPEtU/WttUTS

All Heart LumberCo., Inc.

CoastWoodPreservino. |nc.

Foresl ProduclsTransborlation..

HaruoodProducls

HoDland ForeslProducls

Litlle Lake Industries

Loulsiana-Pacilic Coro

Penolin Marketino .... Performance Coatlngs, hc. (Ca.) (800) 468-8817

RedwoodCoastLumberCo.

PACIFIC XORTIIWEST STATES

waslill{GToll

tsUVERS' GUIIDTE

Weyerha€userCo. (800) 431-5210 (503) 461-0500

HEPPIIER Kinzuaoorp. ...... (503)676-9003

JOHI{ |lAY John Day Lumber C0. (503)

ffiROCKY rOUltTAtltS ffi COLORADO

TONTA]IA

WALI-A WALI-A Union Pacilic Railroad

WEl{ATCHEE LewisCo., Inc., PalmerG.

YAI(IMA

MallcoLumber&Building Malerials..........

MapleBros.,lnc.Moulding.. no:

Sequoia Supply

Sniviti F6idsi eioo in' I lsodl 3si biog

Soulh Bay Forest Producls

Speilman Har,woods

Trus Joisl

virginia Hardwood Co.

Weslern American Foresl Producls

Weyerhaeuser Co.

Woodland Producls Co

NEil|| Higgins LumberCo., J.E...........

Lewis Co., Inc., Palmer G.

Union Pacific Railroad

lf,Extco

PHILIPS:IHJ: ffi

SPECIALISTS IN LAMINATED BEAMS &ARCHES both custom and stock beams TREATED

Ots[TUARIES

James Pierce, president and chairman of the bpard, Paramino Lumber Co., San Francisco, Ca., died March 19, 1984 of a heart attack. He was 67.

He was born in Santa Clara, Ca., and was a graduate of the University of California, Berkeley. Mr. Pierce started with Paramino in 1936. He served as a Lt. Commander in the U.S. Navy in W.W.[.

After the war he went to work for Pacific Manufacturing in Santa Clara, a large millwork plant owned by his father. He left in the late 1950s, rejoining Paramino in the early 1960s. He subsequently left the industry for a period, rejoining Paramino Lumber in 1980.

Mr. Pierce is survived by his widow, Carolyn; two sons; and two daughters.

Roy Lee Dunbar, Brand X Lumber Co., died March 22, 1984, in Redding, Ca., in Redding. He was 59.

A self-employed lumber broker for 33 years, he was a member of Shasta-Cascade Hoo-Hoo Club. He was a past officer and Lumberman of the Year.

Mr. Dunbar is survived by two daughters, four sons, a brother and six grandchildren.

Norbert Bundschuh, owner and manager of the Myrtle Avenue Lumber Co., Monrovia, Ca., died April 13, 1984, after a long illness.

He had been in the lumber business for over 4O years.

Mr. Bundschuh is survived by his widow, Claire, a son, two sisters and five grandchildren.

Alfred L. "Al" Kerper, a retired lumberman, died April 18, 1984 in Citrus Heights, Ca., after a short illness. He was 78.

He had worked for a number of years as purchasing agent for Red River Lumber Co., Westwood, Ca., until it closed in 1945. He was v.p. and gen. mgr. of the Vaughn Millworks, Reno, Nv., from 1945 to 1949, when he joined the Paul Bunyan Lumber Co., working as a sales manager in both Redding and Susanville, Ca., until his retirement in 1976. He subsequently worked as a buyer for Dorris Lumber and Moulding Co., Sacramento, Ca.

Mr. Kerper was a contributing editor of The Merchant Mogazine from 1976 to the present. Active in Hoo-Hoo International, the lumbermen's fraternity, he was chairman of the Redwood Grove Committee, among other posts. He was also a Mason and a Shriner.

He is survived by his widow, Frances, two daughters and four grandsons.

FW. "Bill" Niesen, Niesen Forest Products, Fort Bragg, Ca., died unexpectedly April20, 1984, six days after his marriage to the former Eloise M. Scott.

George E. Otto, retired man, died March 31, 1984.

77:

lumberHe was

His long career began in Minneapolis, Mn. He moved to New York in 1937, working in construction at the World's Fair, and arrived in Califor. nia in 1939 associated with Homola, a prefab housing operation. Subsequently he was affiliated with E. J. Stanton & Son., California Panel & Veneer, Tropical and Western Lumber, Harry H. White, Fairhurst, Twin Harbors Lumber, Burns Lumber Co. and Reliable Lumber Co. from which he retired last year. During World War II he served as a Signal Corps tech sergeant in the ChinaBurma-India Theater.

Mr. Otto is survived by his widow, Frances, a daughter and a son.

Born in lllinois, January 20, l9Z4 he was a graduate of the University of Illinois in Journalism. Niesen served in the U.S. Army in World War II and in Korea as a lieutenant. He moved to California in l9{8, working briefly in radio before joining the old Union Lumber Co. in Fort Bragg in the late l94os. He worked in a number of jobs, rising to be production' manager. He rernained with the firm when it was sold to Boise Cascade. Later, it was to be bought by GeorgiaPacific. In 1972 he left to form his own company. TWo years later Paul Ward joined him as a partner in Niesen-Ward Forest Products, a company that lasted until their amicable parting last year.

Mr. Niesen is survived by his widow, Eloise; a son and a daughter.

Even though we are the new guys on the block, we are old hands at manufacturing Quality Redwood lumber. we bring together over 285 years of redwoocl manufacturing experience plus the

The ]lew Guys on the Block

latest in high technology with our new redwood sawmill.

So, we may be new, butwe can give you old fashioned quality when it comes to your redwood needs.