Merchant Magazine - May 1986

Serving the lumber and home center markets in 13 Western States-Since lg22

Sunshine. And a coolbreeze off the pacific. Those are two of the tools Georgia-pacific uses to S-dry Common and Rustic grades of redwood at our Ft. Bragg mill in northem Glifomia.

But sometimes Mother Nature needs a little help.So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart gades.

Plus, we're members of th,-e Califomia Redwood Association and the Redwood Inspection Service. So ourgade samp is yourassurance of qualiry from the pebple whoknow redwood best.

Our Ft. Bragg faciliry is a full-service Douglas Fir mill, too. Andthat means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer.

Call today: 7 07I I 64 - 0281. F or redwood qualityyou can build on.

upper

believe

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gase McKinnev. Ken Thim Ari Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Cam' pus Dr., Suite 480, No+'port Beach' Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid-at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, NewPort Beach. Ca. 92660.

ADVERTISING OFFICES

FROM WASHINGTON STATE, OREGON. IDAHO. WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680.

FROM NORTHERN CALTFORNIA & ARIZONA: contact DaYid Cutler. Phone (714\ 852-r9m.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone Ql3) 472-3113. Advertising rates upon request.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address chanqes to Circulation Dept., The Merchant Ma-gazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. q2660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $l5two years; $20-three years. Foreign: one vear payable in advance in U.S. fundsbanada- or Mexico: air-$35; surface-$3O; South America: air-$55; surface-$30; Asia: air-$681 surface-$30; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

The Merchant Magazine is an independently owned oublication for the retail, wholesale and distiibution levels ofthe lumber and home center markets in 13 western states.

and Piggyback Loading Gapabilities

SeNina 13 Weslern States

Serting the lumber and home centel markets in 13 Western SfatesSince 1922

EDITORIAL

DAVID CUTLER editor-publisher

Aome 350 years ago, frustrated by the needless 9complexities of life, one of Shakespeare's characters in Henry VI speaks the above line. Today it comes readily to mind in any review of the current insurance crisis.

While the insurance companies have done more than their share in creating the present mess, the prime culprits are the American judicial system and the judges and lawyers who administer it.

A full recounting of the insurance problem is not required here, so wide-spread are the effects. Virtually everyone in business has suffered the shock of policy costs tripling, quadrupling and worse. Some policies have been canceled in mid-term while insurance corerage for certain situations is unavailable at any cost.

The problem does not lend iself to either a quick or simple solution. But a start must be made on putting into place controls on the excesses ofthe legal profession. The number ofextravagantjudgements by arrogant, ivory tower judges is legion. Every day seems to bring a new horror story from ourjudicial system and

its Alice in Wonderland view of contemporary America.

The slightest injury, real or imagined, brings another lawsuit to our burdened court syst€m, pursued by greedy, rynical lawyers. These leeches on the body of American jurisprudence apparently care mostly about their fees, reputation and the cozy framework lawyers have erected for their exclusive shelter. The least concern of the judges and lawyers is for the most important element: simple justice for the citizens. Too often, a fair settlement of a case falls before the political ambitions of attorneys and judges. It is ironic that the rights of the citizens have been diminished by the very system that was established to protect them.

A number of proposals have alreadybeen put forunrd to find a solution to the dual problems of availability of coverage and the costs of insurance. We fervently hope that the new system will have more business people and fewer lawyers.

Otherwise, in all likelihood, we will have only let another fox into the chicken coop.

"The first thing we do, let's kill allthe lawyerc"

windows

the most popular one lmportant : theyre made best way we know Only the best are used. Only he best windows get rur label.

No compromises, seconds. Just top stateof-thewindowsfrom to glas.

What's more, when you citrry rsen products, you've got the ort of a distributor system

WORK.INC.

Phoenix (602t2s4-6r04

BUILDERS YCO.

Sacramento gra 929-3t91

MOULDING

Huntington Beach 014) 898-0433

known as one of the best in the country.

Right here in the West, there are 15 distributors and more than 100 salesmen. With

I 15 trucls and an inventory worth nearly $5 million.

So when you call in, your order moves out. Fast and efficiently.

If you aren't an Andersen dealer, talk to your nearby

Andersen distributor listed below. See what the most popular window can do for your sales. ,-

MAPLEBROS.,INC.

Brea l2t3l 694-377r

MAPLEBROS..INC.

El Cajon (6191u2-889s

WESTERND@R &sAsHco.

Oakland (4lt 53s-2000

COLORADO BOISE CASCADECORP Denver (3031289-3271

ROCKYMOUNTAIN MILLWORKCORP Denver (303) 373-0210

IDAHO ROBERTSON SUPPLY CO. Bois€ (2081 322-4755

MONTANA BOISE CASCADECORP Billings (406t 652-32s0

LUIVIBER YARD SUPPLYCO.,INC. Great Falls (406) 453-03s6

OREGON SAVAGEWHOLESALE BUILDING MATERIAIS. INC. Beaverton (s03) 643-8505

WASHINGTON EXCHANGELUMBER co.,INc. Spokane (s09t 487-162r

SAVAGEWHOLESALE BUILDINGMATERIAIS. INC. Tbcoma 12M383-1727

You can be part of the $5.8 billion

rcrcofing market

Er IFTY MILLION single family l- homes will be reroofed this year with2.4% of the jobs done by a do-ityourselfer and 0.7 % of them done by a contractor/d-i-y team.

As a dealer you can get your share of the $5.8 billion repair and replacement market by catering to the d-i-yer. How do you do it? With the help of several manufacturers who are catering to ttre doit-yourself roofing market. Call on them for literature, help in putting on clinics, and advertising support.

Story at a Glance

Ways to get into the d-i-y rcroof' ing market ... new packaging for non-professional users, literature, sales aids ... ways to convince consumers that they can do the job.

Georgia-Facific, for example, has what they call a "consumer-friendly" concept in packaging roofing products. Complete step-by-step instructions are included on the packaging plus companion literature. "The Reroofing Book" is part ofthe series of do-it-younelf books from the Great Possibilities home library offered by Georgia-Pacific.

Although it is designed for the do-ityourselfer, the publication should be required reading for every dealer and all sales people. In addition to explaining when and how to reroof, the booklet has the formula for determining the amount of materials needed, a complete list of tools and basic materials required including nails and additional materials like sheet metal flashing, asphalt plastic cement and 90 lb. mineral surfaced asphalt roll roofing.

A list of terms used in roohng will give the retailer and the customer a common vocabulary as well as the correct terminology for the various parts ofthe roof

and thejob. Roofpreparation and stripping is explained in layman's terms along with instructions for applying shingles in various areas of the roof. Diagrams help to explain the procedures.

Equally important to the customer and the dealersince he is interested in keeping his customerare the safety rules. Proper shoes, safe working conditions, correct use ofa ladder, safe working practices and procedures such as wearing a safety rope or harness are explained clearly. Illustrations are used to reinforce the safety measures recommended.

A home center interested in increasing its do-it-younelf roofing sales should contact G-P for a supply ofthe reroofing books. In addition to giving it to customers, they should reproduce the material fcrmula, the materials and tool lists and safety rules for display in the roofing section.

The booklet used in conjunction with a presentation by a roofing pro can provide the lesson plan for a roofing clinic. As Steve Jackson, vice president of marketing and advertising in Georgia-Pacific's distribution center, explains "The consumer lacks confidence in his ability, and that's a major fuctor in doing anything, to take the next step forward." GeorgiaFacific has designed packaging and literature to give them the idea that they can, that it's easy, "to feel a little better about doing it themselves." That should be the aim of the retailer as well.

Although Georgia-Pacific has done an outstanding job of promoting reroofing as a do-it-yourselfjob, they are not the only manufacturer or distributor identirying it as such. Other roofing manufacfurers and distributors have labeled their products for do-it-yourselfuse and provided instructions aimed at the neophyte.

Building customer confidence is an important sales tool.

R00F SAFETY is stressed in packaging and merchandising of roofing materials for d-i-yers.

A dozen home impK)vement iobs you can sell

ORE AND MORE home

remodeling jobs are becoming simple enough for do-it-yourselfers to tackle. If you aren't keeping up with products being offered to simplify projects your customers want to do, but are afraid to try, you are undoubtedly missing out on some profitable sales.

Read on for suggestions ofprojects and products which all but the completely unskilled d-i-yer can use with confidence. If you have your doubts about your customers succeeding with them, arrange for some seminars or clinics to give basic instructions and provide manufacturer's instructions with the materials. Consider an installation service or referral system as well.

SIDING has be.en improved in both appearance and ease of installation. Whether aluminum, vinyl or wood, siding has become ajob which many d-i-yers are attempting. Don't hesitate to recommend it.

DOORS are now considered "door-ityourself ' projects in both wood and metal Many of those on the market come with ready to install frames to make it easier. Set up a display to show how to do thejob.

CABINET front replacement systems have been designed for the d-i-yer. Peel and stick veneers make the job Iook professional. For the really experienced, ready-to-install units make it possible to redesign as well as refresh a kitchen. Have both types of systems available.

CEILING PANELS now come in a variety of styles simulating tile or parquet as well as other textured finishes including tin. Easy to install to cover cracked or outdated ceilings, the panels give no hint of the fact that they are panels. Use a few patterns in vignettes to show how good they can look.

ROOFING also has become a project which you can recommend with confidence to any fairly proficient do-ityourselfer. Self-aligning shingles which can be applied over old roofs make the job easier.

PANELING has always been a d-i-Y job, but new patterns and textures including those that look like expensive wall coverings such as cane add new interest to the project. They can be applied directly over old walls with adhesive or nails. Have a demo clinic this spring.

BATHROOM remodeling has become easier with ready to put in place showers, tubs and tub surrounds as well as ceramic tile backer board that is water resistant. Some do-it-yourselfers also are replacing tiles on walls or counters or switching to formica.

HOME MAINTENANCE jobs are part of home improvement because everything works better when they are done. Do-it-yourselfers certainly can replace air and furnace filters, weatherstrip doors and windows, re-grout sinks, tubs and tile. Fost a list of suggested maintenance chores and have a fix-up seminar.

FLOORING replacement has become a do-it-yourselfjob with the advent of stick in place parquet and tiles. Sheet goods also can be easily cut and installed. To make the job even easier for your customer, be sure to suggest the covering which can be cut to fit with scissors.

PAINTING and PAPERING are traditional do-it-yourselfjobs, but they are more enjoyable with the latest materials and tools. Display a sample kit of the new tools available as well as charts explaining how to determine the amount of material needed. Don't forget the ladders.

TELEPHONES, once the sole responsibility of AT&I, are now ranked as do-ityourselfjobs. Stock a line ofaccessories including brochures which explain how to do thejobs.

SKYLIGHTS are becoming more a do-it-yourselfjob as units are engineered, according to the manufacturers, for almost foolproof installation. Clinics and application literature will be helpful to your customers.

Story at a Glance

How retailers can utilize advances in new products and building systems to help their customers with a wide arraY of d-i-y proiects.

I N THE PAST five years. home centers I have seen their potential client base more than triple in size. Several reasons account for this increase, all emanating directly from the fact that more and more homeowners are choosing to renovate their present home instead of purchasing a new one.

Escalating prices for new homes have made it less feasible for many to move up. Instead two-income homeowners are using their available irnancial resources to improve their present homes. In addition, steadily appreciating home values have made home improvement loans easier to obtain. First time home buyers are also recognizing the financial benefits ofbuying the older, less expensive homes and fixing them up themselves.

A popular remodeling technique today is that of opening up rooms with natural light. Homeowners have discovered the cost effectiveness of using increased natural light to visually expand a room.

For example, a typical room addition will cost an average of $27,000. On the other hand, the illusion ofextended space can be created for about $10,000 by changing existing windows and doors or installing new ones where there are none. For retailers, this has been a boon for replacement window, garden window, patio door and skylight sales. With sales of 21 million units last year, replacement windows are a hot home improvement item.

Manufacturers are backing the retailers by producing a wide variety of windows so that there is little need for a homeowner to go outside the home center for custom work. Some have added computer aided drafting systems which allow them to produce custom products with a short turnaround.

"We hnd that homeowners are looking for dramatic new ways to open up their

Replacement windows: the paneful wayto prcfits

homes with windows. They want windows to contribute to the overall design of the rooml' notes Eliot Smith, vice president of marketing for Krestmark Industries, Lewisville, Tx. "This means retailers must offer a wide range of window shapesbull's eyes, arch tops, cus-

Story at a Glance

New patio doors, windows and skylights let homeowners expand rooms visually for less than a room addition 21 million replacement windows sold in '85 ... home centers that become window specialists can make big profits. tom triangular shapes and bay windowsin order to satisfy varying design needsl'

Patio doors, with sales of 1,447,000 units last year, are another frequent

replacement item sale. An increase in the popularity of skylights through energy consciousness has made this product a big seller. Studies show that a customer is likely to purchase more than one skylight because they are easy and relatively inexpensive to install.

"In the past skylights were used for a limited range of applications because of problems with water leakage and energy waste," Smith said. "But advance design technology has corrected these problems and now it can be more cost effective to light a dark area with natural light from a well-placed skylight."

Garden windows, although a fairly new window option, have become a strong selling item because oftheir ability to enlarge a room and add visual space. Use and sales are steadily increasing.

Retailers, who recognize the significance of the trend to remodel with windows, skylights and patio doors, are quickly training sales people to recognize the value of suggesting the technique to customers. By becoming consultants instead of salesmen, they can increase the sales of windows, skylights and patio doors and make the department a meaningful profit center.

GARDEN WIND(MS and skylights are part 0f the trend toaards remodeling with replacement windonp an! patio doors. Figures shwv it is cheaper to visually expand rooms with light than to enlarge or add on. Dealers are profiting from grorrvIng wrn00w sates.

How to nail down your sales

-r' INCE HOME improvement pro9 iects are no better than the nails ttrat hotO them together, the dealer who wants his d-i-y customer to succeed will want to be sure that the customer buys the correct nails.

Although there are dozens of different kinds of nails manufactured, the d-i-yer will probably need one of four basic types. Common nails are most frequently used for foundations, floorjoists, rafters and internal studding. Usually they come with a diamond point and a round head in diameters ranging from .A72 inches (2 penny) to .262 inches (60 penny).

Story at a Glance

Ways to help d-i-yers choose the right nail ... the four basic types why certain nails do certain jobs wallcharts can aid cus' tomer understanding ... where the d in 8d nailoriginated.

Box nails are used for framing, nailing subfloor to floor joists and attaching the roof base to rafters. Lighter and smaller than common nails, they have a larger head. D-i-yers are often tempted to buy them because they get more nails for the same price, but they are not practical for heavy use where there may be shifting.

Finishing and casing nails have a slight head and should be used around windows or in finishing areas where there should be no head showing. They also are used for trim and paneling applications because they can be driven below the surface of the wood with the hole filled in for a smooth, no nail appearance. The casing nail is heavier than the finishing nail and should be used where more strength is needed.

Roofing nails which have large heads and diamond points are used primarily to nail shingles to a roof. They are usually galvanized for corrosion resistance. Sometimes the shank is barbed for extra holding power.

Any nail can come with a cement coating to increase the holding power and protect them against rust. The cement coating actually is a resin base coating.

''Blue" nails have been sterilized by heat so that they are bare steel with no resistance to corrosion.

Drywall, flooring, masonry, plasterbase, siding, underlay and staples are other types of nails available, each designed for a special use.

Many types of heads are available although flat head and headless are most common. Other heads include flat counter-sunk. set, checkered, oval, duplex, umbrella, tie dated, hook and cupped. Again each is designed for a special function.

Nails also come in a variety of point styles with the diamond point most often used. Long diamond, needle, pointless, side, blunt and chisel are useful for specific purposes.

If the nail is to be used in an area where rusting will be a problem, it is necessary to recommend a galvanized nail. Galvanized means that the steel nail has been coated with zinc to become corrosionresistant and non-staining. Nails also are made of aluminum, copper, brass, bronze and stainless steel. Bright steel will rust unless it is galvanized.

The proper nail length recommendation is based on the thickness of the material being nailed. A board which will have no stress requires a na|l lt/z times its thickness, but a board which will bear weight must be nailed with anall2t/z times longer than the thickness of the board. This means a l " board should be nailed with a lVz" or2Vz" nail, depending upon the stress it will receive.

Nail size or length is figured by the penny weight which is designated by the symbol d which represents denarius, the Latin for coin. A 2d nail is 1" long, a 3d nail, lVq " long, etc.

Because there are so many variables connected with nails, it is a good idea to post charts in the nail area explaining all the details. Sales people should be taught to inquire about the intended use and check the requirements carefullY.

GUN ROOMS are back and many 9 dealers have them. The once popular glass walled room has returned as garden rooms, greenhouses and solar roomsall easy ways to add extra living area to a too small home.

Story at a Glance

Dealers can sell sun room systems ... backup support and training available frcm manufacturers sales personnel must be educated on the products, systems tie in sales opportunities.

Cashin on sun K)oms' growingpopularity

Home center dealers are affiliating with the distribution systems set up by the manufacturers. They can display a model in their showroom and then take orders for the systems which come in kit or package form. Although most come complete with installation instructions and materials, the opportunity for add on sales is there. It is a workable arrangement since those interested in such structures often turn to the home center for materials and advice when doing home improvements.

With sales of 100,000 units expected this year, sun rooms could be a profitable home improvement project for a dealer.

They can be used in both new and older homes to house a variety of activities including hot tubs, spas and exercise equipment.

When displaying a model, a dealer must be sure that his employees are familiar with the sales features of the addon rooms. In addition to visually expanding a living area and offering space for additional activities, they can offer solar effrcienry. Many are designed to achieve a high degree ofthermal efficiency and an effective method for transferring solar heated air to the rest ofthe house.

Opportunities for optional sales also exist. Shutters for night insulation, shades for summer use, windows that open, fans for heat transfer and ventilation exhausts are available.

Sun rooms seem ideal for updating and enlarging older homes. Dealers who plan to sell them should consider scheduling clinics to show the advantages as well as the installation. With consumer masazines hawking them as the latest in hoire comfort and enjoyment, a dealer would be wise to investigate the merits of becoming part of the movement.

H0ME IMPROVEMENT in the '80s is takino on a new look with sun room additions addind'living space as well as room for amenities suc,-h as hot tubs or plants. The addition works with both c0ntemp0rary and period styles of architecture.

I NTERNATIONAL HARDWOOD

I Products Association members concentrated on future plans for both the association and the world's tropical hardwood forest reserves at their anniversary convention in Kauai, Hi.

Story at a Glance

Tariffs, trade preferences and a rcview of the new GATT negotiations... haldwood rcsearch plan proposed ... Harry Buckley efected president ...'87 meeting: March 2-7, Tucson, Az.

President Charles Robinson officially opened the convention. Kent Bowman, Lykes Brothers Steamship Co., as a resi-

dent of Hawaii gave the official welcome.

Russ Haan, chairman of the legislative advisory committee, highlighted industry concerns in the governmental and regulatory arenas, reminding members of the general review now underway with the U.S. Generalized System of Preferences and the annual review for products to be considered shortly for GSP duty free treatment in the coming year.

He also updated the status of the Harmonized System, a new international nomenclature system for imported and exported commodities, which will be implemented Jan. l, 1988. GATT (General Agreement of Thriffs and Trade) negotiations, which began in April, are expected to be completed in September.

Keynoter W. L. "Ozzie" Bender presented an analysis oftoday's forest reserves and the future in "World's Tropical Hardwood Supply - Today and In The Future." He urged members to consider sponsoring research in biogenetic

The Merchant Magazine

reproduction of commercial tropical hardwood species to insure their continuing existence. The research, devoted to achieving better and faster growing trees for future harvesting, would be similar to that which has been successful for softwoods.

Harry Buckley, Pat Brown Lumber Corp., was elected president for the coming year. A member of the board of directors for the past five years, he has been in the imported plywood business since 1954.

Loew's Ventana Canyon Resort, Tucson, Az., was selected as the location for the March 2:7.l9n. convention. This year's convention was held March 2-8 at theWaiohai Hotel.

Directors and Oflicers 1986-87

President - Harry Buckley, Pat Brown Lumber Corp.

Senior Vice President - Jim Summerlin, Sumwood, Inc.

TreasurerClaus-Peter Wolff. Wood America Corp.

Executive Committee Representatives

John Lynn, Lynn-Nusantara Marketing Co.; Suresh Srivastava, Revelen International.

Regional Vice Presidents

Region IKeith Johnson, Tumac Lumber Co.; Region 2Suresh Srivastava, Revelen Intemational; Region 3 - Roy Benton, Overseas Hardwoods Co.; Region 4John Andl, Mitsubishi International Corp.; Region 5Mike O'Shea. O'Shea Lumber Co.

Directors

Bruce Frost, Frost Hardwood Lumber Co.; Robert S. Gerrish, Palmer & ParkerCo.; L. Russell Haan, Plywood Panels, Inc.; Mlliam F. Monck, Interboard International Corp.; Roy Polatchek, Liberty Woods; Robert Renfro, Weyerhaeuser Co.; Donald L. Schramm, Georgia-Pacific Corp.; Russell Stadelman, II, Russell Stadelman & Co.; Joe Stolzoff, Intercontinental Trading Corp.

Associate Directors

Robert W Drew, Panobulk America, Inc.; Kirk Henderson, Sauder Industries; Don Kersey, Gearbulk Shipping Ltd.; Charles M. McSwain, South Carolina State Ports Authority; Bruce Schuck, Holt Cargo Systems, Inc.; Gary Smith, Castelazo & Associates; Robert Weed, Robert Weed Plywood Corp.

Non-Voting Ex-Offi cio Directors

B0ARD

Charles W.

Robinson, Robinson Lumber Co.; Peter Hewitt, Ply*Gem Industries; Jack Millikan, Lane Stanton Vance Lumber Co.

0F DIRECT0RS for IHPA: (front) Joe Stolzoff, Bruce H. Frost. (Seated) John Andl, Claus-Peter Wolff, James R. Summerlin, Harry Buckley, Robert W. Drs/v, John Lynn. (Back row) Roy Benton, Donald L. Schramm, Kirk W Hen-

F r

IHPAs 30th annual convention

Ffji]a^) h1 !t!r *

Gtuce Home Centers have been acquired by GMR Inc. for $500 rlillion (see page 41 lor storY)...

Butthi tt's H rtttte Ccnle r'Cottonwood, Az., has comPleted a major remodeling ...H-B Lumber is a new retailer in Bethel Island. Ca....Jones' Wurehouse has oPened in the tbrmer Redmond Lumber location in Redmond, Or., Gary Jclnes. owner.

Supplv:o, a div. of Strirrcr, ltv'i and Co., Rancho Cordova. Ca., has acquired property for a lunlberyard. 87,000 sq. ft. warehouse and a 20'000 sq. ft. nursery in Hillsboro, Or.. the fiist of five warehouse stores planned for the Greater Portland area.

Hayward Lurnber Co.is building a new yard at 931 W. Main, Barstow, Ca., with a 14,000 sq. ft. home center and an attached 25.m sq. ft. lumber storage shed as part of 4 bldgs. totaling approximately 50.000 sq. fi. ..two storage buildings were destroyed b; fire last month at their 709 E. Main St. facility.

Marin Home Center, a 37,000 sq- ft. home improvement center, has opened in San Rafacl. Ca... .Plsttrxxl Supply, Kcnmore. Wa.. is celebrating 30 years in business by expanding into new product lines including framing lumber...

Natitttrttl Lunber & Supplt" Ittt , Fountain \&lley, Ca., is redesigning ia older stores including Culver City, South Gate, Cathedral CitY, Covina, Huntington Beach, Riverside, Garden Grove and Long Beach with work continuing on a 60,0ffi sq. ft' new unit in Torrance; Bellflower. Carson and La Mirada stores will he renovated by the end ofthe year...

Spenard Bailders SuPPlY, Anchorage, Ak., won a Golden Hammer Award for radio advertising in a nationwide contest. ..Samtnon's DIY

Centers, North Salt Lake, Ut., has filed fbr Chaptcr 11 protection under federal bankruptcy laws.

Olt"s H<ttttc Ccttt,'r.s /rtt'. has opencd its 6lst store, in the East Lake Shopping Center. Placentia, Ca....

Sternlet, Buikiing Supplies, Inc. is the new corporate name fbr Alfaro & Saniley Supplies, Fort Bragg, Ca....

All-Puc' Fores{ Pnxlut:ts has bce n tbrmed in Arlington, Wa., bY LarrY Lien and Dennis Bolger. ..Lttm/P\.,Wnlerule Enterprises is et new Park City, Ut., firm, Jim Rastnussen and Robert Fabrizio. owne rs.

Slaggs Ltrmber & Plttning Mitlhas movecl from Colorado SPrings to Wocrdland, Co....Custrtnt Mills Int'. , City o{'Industry. Ca.. is adding onto an existing plywood storage bldg.. ..Wall Dr.t Kilrtis adding another new building at its Long Beach, Ca. facility.

Johnston Hurdwood, Cerritos, Ca.. has opened a new warehouse facility in Long Beach, Ca....Grego\'furest Products has acquired a Fontana. Ca.. distribution center with a 45.000 sq. ft. rem:rrufactunng plant flom Canftr U.S.A....Ti'us Joist Corp. , Boise, Id., plans to acquire Ntttro Windtnu.s, ltrl ' Hawkins. Wi....

ktuisiana-Pttcffc has agreed to sell its Carlotta, Ca., redwoodlDouglas fir sawmill to Pucifc Lumber Co., na price revea led. Columbia fitrcst 'Prodttt'ts , fut'. , Ponland, Or. has acquired Whitr la Plywot rcl Corp. which has production facilitics in Ar.. and Va. Willttrnerre Industrit't Inc., Portland, Or., has aPProved a 5 for 3 split of common stock..

Golden State Moulding, Rocklin Ca., has acquired additional mould-

The Merchant Magazine

inrr facilitics f'rclm Rrt'c'r' Citv Mottlding, Sacrarrtcnttl. Ca' .. Ditttrtrttttl Cuhinet Div. rft'Madlitnl Ctsrp., N'lcdlirrtl. Or.. has bcctr acqttiled b1'thc '[itltptut Cir. , a strbsicliarr ol .'1IJ 1.fu'rtrolu.Y, Sweden...

'lS Indu,strie s, IrtL'., Hunttngtotl Bcach. Ca.. is Purchasing Prmelthenn. Dallas. Tx.. firr $970In0 in cash ..Orc.q.tttr Dottr, Ittt'. is the new name far Enltire Rrcilic hrclusrrles which has a new adclress ot'P.O. Box 1960. Winston, Or. 9496: Duane Darnell and Joseph Kliestik rentain us offic.'rs.

Litlthll Brothe rs fb rcst Pnttlttcts, lrc'. .'Wilsonville, Or. , andMcnasln Corp. , Neenah, Wi.. have oPened CB Ce&rr, a ntill kr prulucc aboLrt 30 n"rillion bfofccdar lulnber per year' bcginning earl1,' '87 in Coos Bay, Or....

NutionulGvpsum, Dallas. Tx., is resisting (at press tinle) a takeover attcrnpt b\ Wit kcs Cr.r., Surtta MtrttieltC1. Wickas Ltunbcr is purchasittr: Kilrlt Corp. fron fulvmrd Hines Lurrtber Co., Chicago. 11.. fbr an ullclisclosed amoulrt...

Munville Corythas ProPosed a revised reorgiurization plan rvhich while appcesing cottttncrcial crcditrlrs will leavc st.rikhoklcrs * ith lcs: than they would have received under previous plans.

Tfttpical Forcst Protlucls is the new name for Herrgott & Wilson Forest Pruxlucts Gxnn: the co. is now in new otfices in San Ratael, Ca'. '.

The Amcrican Wncl Council hits moved its headqLrarters to 1250 Connccticut Ave., N.W., Washington, D.C. 20036...

Whirlpool Corp. with court aPproval of its purchase of KitchenAid will acquire Sr. Churles Mfg. Ca. Pierless Ferur:et Co. has changed its name to Peerless Home Products. ,

Dcspite atlntp of 2.14c in March (latest figs.), housing starts held above 1.9 million for the third month in a rou u ith a scrtsonally-adjustcd annurl rate of 1"949.000 units. multis dropped 7.1% single family homes edged up 0.7 % ...permits climbed 2.4%...

i '-,) l^1 lr)

The lumber business demands orderly, efficient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant help from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more efficient storage was the answer to space planning and inventory control,"

states Rod Jones, president of Jones Lumber.

"But more importantly, the organiza. tion of our lines has given us a new perspective on inventory control. By separating each product by manufac. turer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies that pop up so often at the last moment."

"Sammons has had a significant

impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks, pallet storage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Samrnons...

Value

milH ASPEN

Thisfine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN!

DUTE GIIY

TUMBER COMPAttIY, lt{C. (505) 842-6000 Box 25807 Albuquerque, NM 87125

GALENDAR

MAY

Western Dry Kiln Association - May 14-16, annual meeting, Harrah's Hotel, Reno, Nv.

National Particleboard Association-May 14'17, spring meeting' Silverado, Napa, Ca.

Lumber Association of Southern California-May 15-17' general membership & board of directors meeting. Catalina Island' Ca.

National Hoo-Hoo-Ettes-May 16-18, convention, Ramada Inn, Burbank. Ca.

Lumber Merchants Association of Northern California-May 17' annual convention, Hyatt Regency, Maui, Hi.

Western Pallet Association - May 21-23, spring meeting, Hyatt Lake Thhoe, Lake Thhoe, Ca.

Los Angeles Hoo-Hoo Club-May 23, golf & dinner, Montebello golf course. Montebello, Ca.

Black Bart Hoo-Hoo Club-May 23, dinner meeting with Harry Merlo, president and chairman, Louisiana-Pacific. as guest spealier. The Broiler Steak House. Redwood Valley, Ca.

Umpqua Valley Hoo-Hoo'Ette Club-May 27, election, Tom Tom Restaurant, Roseburg, Or.

JUNE

Coast to Coast Regional Convention-June l'3, Portland Memorial Coliseum. Portland. Or

Willamette Valley HooHoo ClubJune 6' annual golf tournament, Eugene Country Club, Eugene, Or.

Lumber Association of Southern California-June 6'8, second growth annual weekend, Rancho Bernardo, San Diego, Ca.

Home Center Executive ConferenceJune 9-ll, sponsored by American Hardware Manufacturers Association & Home Center Institute, Marriott O'Hare Hotel, Chicago, Il.

Society of Wood Science & Technology - Jrune22, convention, Sheraton Hotel, Spokane, Wa.

l'orest Products Research Society - June22-26, annual meeting' Sheraton-Spokane Hotel, Spokane, Wa.

Umpqua Valley Hoo-Hoo-Ette Club-June 23, installation of officers, Tom Tom Restaurant, Roseburg, Or.

National Housewares Manufacturers Association- June 24-26, Houseware Show '86, Tokyo, JaPan.

JI.JLY

Los Angeles Hoo-Hoo Club - July 2, Angels baseball, buffet & beer, Anaheim Stadium, Anaheim, Ca.

National Retail Hardware Association - July 20'24' national convention. Westin. Seattle. Wa.

AUGUST

Los Angeles Hoo-Hoo Club - Aug. 8, golf & dinner, Anaheim Hills, Ca.

National Wood Window & Door Association - Aug. 9-13, summer meeting, Grand Traverse Resort, Grand Traverse, Mi.

National Hardware Show - Aug. 10-14, sponsored by American Hardware Manufacturers Association, McCormick Place, Chicago. Wood Moutding & Millwork Association - Aug. 13-15, annual meeting, Reno, Nv.

Townley Hardware Co. - Aug. 15-17, Sentry market, The Broadmoor, Colorado Springs, Co.

IRTe 000 ./nnveu FORE/T PRODU(T/n.

. Glue lom beoms

. Spruce foscio

o Pine solects ond commons

o Pine mouldings ond jombs

o Pine doors

o Decking & Pottern Stock

. Spruce comrnons boords

o lUhite fir dimension

. lnlond & tUestern red cedor

. Reduood

Red Alert For Fan Assembly

Dealers selling paddle ftns and decorative fixtures intended for mounting them are being alerted by the Underwriters Laboratories Inc. (UL) that a product cannot automatically be considered a UL Listed product just because it is assembled with UL Listed components.

They are concerned that the decorative fixtures are routinely advertised as constructed of UL approved or UL Listed components. They warn that it is essential to point out to buyers that the assembly of such componens in a paddle fan is an important safety concern.

Improper assembly or mounting may cause such parts to overheat, conductor insulation to become abraded, electrical connections to loosen, polarization to be lost, or other potentially hazardous conditions to occur.

UL's Standard 507 for Electric Fans, which contains detailed requirements concerning such light kits and proper assembly of such kits to ceiling suspended fans, should be made available for those purchasing them.

In addition, not every Listed light kit can be used with every Listed fan. Light kits Listed by UL that are intended for

mounting on paddle fans and furnished separately from the fan are marked with the identification of the fan with which they are intended to be used. Such marking is located on the carton so it will be visible at the time of purchase and on the installation instructions provided with the light kit. Such light kits also contain a "Fan Accessory" Listing Mark of UL and are marked "Not for wall or ceiline mounting."

Seattle Shows Serious Buyers

The Seattle Master Builders Association-sponsored annual nine-day Seattle Home Show at the Kingdome attracted 132,000 people, with more serious buyers than usual.

"The crowd is different this year," said Chris Giron of Dunn Lumber. "They're serious. They're going to buy."

Treated wood shipments for 1986 are anticipated to rise by an inflation-adjusted 4%. Decks and permanent wood foundations are responsible for much of the increase. Stronger acceptance of the PWF (Permanent Wood Foundation) is expected by government researchers.

Record Canadian lmports

U.S. mills in 1985 exported 6.57o less lumber than during the previous year. while Canadian imports into the U.S. rose 9.7Vo to a record 14.5 billion board feet of lumber. accordins to the Commerce Department.

Flintkote Label Replaced

Flintkote gypsum products are now being packaged with a new Genstar Gypsum label to provide better visibility to Genstar Corp. which purchased Flintkote in 1980, according to Bill Barney, vice president of marketing services.

Treated Wood Shipments Up

Home improvement projects using pressure treated wood helped to increase the value of treated wood shipments in real dollars by 9% in 1984 and by an expected 55% in 1985, according to the Commerce Department.

Founded in 1901, Flintkote began manufacturing gypsum products in 1957. Genstar Gypsum Products Co., formed in 1984, now produces over one billion board feet of gypsum annually from its plants in New Jersey, Georgia, Texas, Colorado and Nevada.

Hoo-Hoo Museum Dedicated

The dedication of Hoo-Hoo International's new museum attracted more than 100 members and wives to the small town of Gurdon, Ar., the birthplace of the international fraternity of lumbermen.

Museum chairman and former president Jimmy Jones of Napa, Ca., was the first to officially proclaim the museum open at the March 22 ceremonies by sawing in half an orange 2x4 with a bright orange bow. Also sawing the board were museum director Louis Cabe of Gurdon and current president Al Meier of Thcoma, Wa.

Truths Your Mother Never Taught You Silence ll Nod Golden

Ebrry Mom, not at Mallco.

[le spend a lotoftime and energy to see that our sales people are not silent. We expect them to tell you our story honestly, concisely, completely. lilroduct knowledge is elementary. Mallco sales folk are expectedto keep up with the latest and newest developments as they relate to your business. And, we define, "sales people" as those who answer your phone call as well as the man who calls on you at your place of business.

$letting at Mallco takes on the challenge of solving a problem - your problem. Our sales force is coached to remember and practice, ,,Solve a problem and you make a sale".

Thanking those who made substantial contributions, Jones said the dedication was the culmination of many months of fund raising and "the very generous donations of persons within Hoo-Hoo who wanted to present an expression of the devotion they feel for our organization and Gurdonl'

Meier was presented with a proclamation from the mayor of the city proclaiming the day "Hoo-Hoo International Dayl'The museum is located adiacent to Hoo-Hoo International headquarters.

Home Center Outlook Rosy

Fueled by the continued growth of the do-it-yourself movement, the home center industry expects to grow at a 9.9Vo rate during the next several years. Sales will exceed $90 billion by 1990 according to the Home Center Research Bureau.

fltease use your Mallco salesman to your best advantage. Ask him, "What'snew?" and expect to hear thelatest product information that wouldbe of interest and profitable to you. Got a problem solving a customer's problem? Tell him. He may be able to help. lf he doesn't knowthe answer, he will probably know how and where to find it.

lI, bychance, a Mallco salesman isn'tcalling onyou, a phonecall can solve that problem. Dialthe appropriate number printed below. Learn how dealing with Mallco for your lumber and building materials inventories can bring golden profits, if not silence. (602) 252-4961 or

0FFICIAL opening of the H0o-H0o International Museum in Gurdon, Ar., was initiated with the ritual sawing of a board by Al Meier international 0resrdent.

f uenr have been a number of merI chants receivine calls from someone who identifies himself ai a representative from a bank, MasterCard or Visa. His intent is to obtain full account numben for fraudulent use. The common explanation used is that the authorization system is down and that the caller needs the MasteCard and/or Visa card numbers you have transacted for the day. We emphasize: No bank or representative from MasterCard or Visa will ever call you for an account number.

In addition, be cautious ofphone orders for merchandise. The most common scheme is to call in a phone order and call back later to arrange for pick up of the merchandise' Because the transaction was arranged by phone, the person avoids card imprint and in some cases signature. In most cases, the person does not have the card, only the account number which they have fraudulently obtained by the scenario described above. To protect yourself, ask for the card to obtain imprint, compare signature and ask for positive identification.

If you have any situation similar to the two we have described, please report them to this toll free nationwide number: 1-800-551-5678.

How can a good lumberyard help a builder? By providing the following:

(l) Sound advice on new products and emerging technologies such as efficient glazing, plywood substitutes, laminated beams, etc.

(2) Assistance in material price estimating, truss design and special problems.

(3) Assistance in finding special hardware or material, even if it is a small order.

(4) A firm bid price for a given job which won't change unless thejob does.

(5) The right quantities delivered at the right times and stacked so the pieces used first are on top of the pile. Minimal damage from mechanical unloading.

(6) Short waits for special ordered material or material that was supposed to be in stock.

(7) Occasional quick delivery or other action when important.

(8) Prompt replacement or credit from the yard, not the manufacturer, for any items that prove unsatisfactory.

(9) Two to eight weeks free credit. Easy to understand itemized bills, preferably separated by jobs. Understanding attitude to\ ards occasional cash flow problems.

(10) Good quality material so there's no wasted money, time and material cutting or taking back.

Do you require your employees to take regular vacations? This is not just a matter of altruism. In a well-managed firm, vacations should be mandatory to: evaluate the effectiveness and efficiency of the vacationing worker; train other workers to perform the same tasks; assess whether the vacationing employee has been training subordinates, and prevent significant embezzlements or irregularities that require manipulation of business data. Although it may be convenient to have conscientious workers forego their vacation so the firm's routine is not disrupted, it makes good business sense to persuade them to take the time off.

In many cases, high workers' compensation premium rates are not the result of legiti-

mate work-related accidents or illnesses, but are caused by fraudulent claims by dishonest or desperate workers who see the boss as an easy mark. There are a number of perfectly legitimate ways for a company to police the compensation claims filed by its employees. This list of warning signs should alert the employer to the need for further investigation:

There are no witnesses to the accident.

. Monday morning or starting time accidents.

The accident occurs immediately before a strike, layoff or job termination.

The employee refuses to undergo independent medical diagnosis to confirm the injury.

Contradictions between the first report and later reports of the accident.

The claimant recently purchased a disability policy.

The treating physician and/or the lawyer are known to handle questionable claims.

.There was a delay in reporting the injury to the supervisor.

There is difficulty in reaching the claimant at home. even though he/she is supposed to be disabled.

If you're seriously interested in reducing your workers' compensation costs, make this standard operating procedure at your company:

Investigate all claims that aren't verified by a supervisor.

. Have the injured worker immediately make a statement about the circumstances surrounding the incident.

. Challenge questionable claims. Even if you lose, word will get around that the company isn't a pushover. Other employees will think twice before filing a phony claim.

Keep in close communication with your claims examiner regarding the status of time loss claims.

Establish and enforce a job safety program. Make it important.

Review all serious accidents to determine their causes and implement preventive measures.

Y

FENCEBOARDS

We turn D.l.Y.ers to PR0S.

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Chosen by builders and contractors nationwide, the DIYer can select the same quality products for their jobs. Guided by installation and finishing tips provided on each package and printed in handy booklets, ygu and CedarPro can build DIY conlidence with professionil results eveiytime. Be a pro yvs qrrs ver with CedarPro incense cedar products!

CedarPro@ products are manulactured by P&M Cedar Products, Inc. in their own sotr.rmills.

Corporate Ot't'ice: P. O. Box 7349, Stockton, CA 95207

(209)957-2802

t'

GARY L. SMITH executive vice president

I wAS CONSIDEzuNG a home improveI ment some time ago; considering it. but not doing anything about it. Home improvements around my house take a lot of tttoughtjust ask my wife.

My problem is a poorly drained back yard. When it rains heavily the water builds up, forms a small lake and begins to leak into a screened porch addition. I needed to install some perforated pipe to drain excess water away. The very wet winter we all experienced caught me with my procrastinations down again and I was bemoaning the Smith family swamp for the umpt€enth time when the worst ofthe floods hit Northern California. Suddenly, seeing footage ofhouses underwater and people living in gymnasiums, having lost virtually everything, my problems didn't seem so large any more.

This column isn't about counting your blessings, though. I hope to bring it even a bit closer to home than that. Within the next few days I learned hov seriously a lumber yard can be affected in a flood. Two LMA members, both past presidents, have first-hand knowledge.

When Bob Patterson of Central Valley Builders Supply established his new yard in Napa, local offrcials required the installation of a special fence on flotation devices to contain his inventory during a flood. They apparently worked adequately, but couldn't keep the 18 inches of water and mud out of the store. When the dam broke near Marysville, Ca., location ofJim Leonard's SBS, Inc., the result in the building was the same. Thke a moment to picture this in your own facility. If it makes your

stomach rumble a bit, I have a suggestion for you'

Tirke a look at your location and ask yourself if it could ever conceivably be flooded. If the answer is yes, don't cop out by shopping for flood insurance. The only locations that can get flood insurance are those that absolutely don't need it. Instead, consider a home center improvement. Thke a look at what you can do to protect your store if too much water ever gets into your yard. Ifyou need a suggestron, give Roy Parsons of San Luis Mill in San Luis Obispo a call and ask him about his system of "flood gates" which he installs over the bottom portions of his doors when high water is expected. These, too, were required by local government when their new store was built, but Roy says they've been tested and they work. Sometimes, the bureaucrats even get lucky.

Whatever you do, look into what may be some fairly simple precautions to prevent what can be very serious, expensive losses in a flood. It may just save you from cleaning up the mess of a lifetime.

Future Dates

Check our Calendar on Page 2Q lor information on uPcoming conventions, meetings and trade shows in your region.

THE S0UTHLANEffi

WAYNE GARDNER executive vice president

? FIe FINAL day for introducing legis-

I lation into the State Assembly and Senate has passed. Norv comes the prodigious task of sorting through each bill that pertains to the lumber and building materials industry.

The count may be otrf a feW but it appears that about 200 bills were introduced that could have a direct effect on our industrv. Certainlv there are others which might have a lesser eifect, but are no less a matter ofconcern.

Western Building Material Dealers Association working through Ron Barrow and Associates in Sacramento will study and make a decision on every bill. This work will be accomplished b1z a board ofdirectors, representing the various entities that make up Western.

The board met April 24 in Sacramento and took a position on all 200 bills. Some are only "watch," but others are "oppose" or'.rupport." Each member of the board has a specific area of responsibility so rhar does r;lieve them ofthe burden ofreading all 200. But on the24th, every bill was brought up and the

board voted to determine the position to be taken. Time consuming. but really important. Any member of the industry that has a question about abill andthe positionof Westerncan call LASC in Los Angeles, or LMA in San Jose for this information.

Ron Barrow, head ofRon Barrow and Associates, will be the principal speaker at the May 16 meeting of the Lumber Association of Southern California. All the bills which are considered to be hot will be discussed, plus Ron will fill the group in on how rhey can more effectively participate in the legislative process. There is an "old saw" that savs ..anvone who enjoys good sausage or good- legislation should never observe the makine of either." With legislarive advocary of rhe t-ype offered by Western through Ron Barrow, we can almost adhere to that adage. But at times bodies are necessary. Letters are also helpful. Personal contact is a must.

Another item to be discussed in the May meeting is the establishment of a political Action Committee. This would serve as a vehicle to lend support to worthwhile candidates and incumbents as well. LASC has not had such a group in the past, but as more and more of the

business is controlled by state and federal legislation it becomes a necessity.

Politics is, for various reasons, not something most people want to become involved in. But whether or not we want to is no longer the point. It's now almost a question of when and how can we get involved to guarantee survival.

May 16 at Rancho Bernardo Inn. Let the association office know if you can make it. Call (2tT483-&50.

"He just got a price quote on liability insurance. Help me pry the phone out ofhis hand."

The Merchant Magazine

Arc you pushing the home improvement habit?

t\USTOMERS can be turned into Ithorn. improvement junkies. With an encouraging dealer, the average d-i-yer can become addicted to fix-up and repair.

These photos are proof that a dealer can entice a d-i-yer to commit two years oflabor and thousands ofdollars to a 900 sq. ft. home improvement expansion' With little or no urging, the dealer hooked him on redwood and kePt him coming

back for two years of repeat sales as well as harder stuff like nails, tools and stain. High on the experience, the d-i-yer advanced from an exterior siding project to a deck and hot tub job. This in turn developed into an interior ceiling encounter.

f-

Beautiful ideas in SimDson redwood siding by ;il;'r d;r6 J't"t'i iy.

Natural redwood beauty. Natural rustic informality. Naturally cost competitive. Select Knotty Redwood siding features a unique combination of naturals that only the ingenious hand of Mother Nature could help fashion so well-even the knots are natural.

Saw textured, seasoned, tight knotted, Select Knotty Redwood available in V-Joint Tongue and Groove, Channel Rustic, and Thick Butt Rabbeted Bevel Siding patterns beautifulIy complement an unmatched existing array of redwood grades, patterns, grains, textures, lengths, and widths. You are provided with a range of sales and profit opportunities matched by few, if any, other building products.

And because it's redwood, all of the subtle, eye-appealing contrasts of heartwood and sapwood are enhanced by a remarkable natural unseen combination of values. These include exceptional insulation properties, outstanding dimensional stability, resistance to warping, twisting and checking, plus ability to take and hold a finish better than any other wood.

A natural conclusion: for the widest spectrum of siding choices beautifully expressed in the natural informality of today, it's Simpson Knotty Redwood-naturally attractive, affordable, available.

For complete information on redwood's new generation of siding, paneling, and outdoor living options, see your local Simpson Redwood Distributor or contact: Simpson Timber Company, California Operations, P.O. Box 1169, Arcata, CA 95521-1169. Phone: (70f) 822{,371.

Channel Rustic V-Joint Tongue & Groove Thick Butt

Rabbeted Bevel

OPERANNG OPPORTUNITIES

VERHEARD while at the Home Center Show in March at Chicaeo's McCormick Place... "The industry's profit structure is closing in on eligibility for government assistance"..."what can you do when everyone has the same merchandise and continues to bang away at price?"..."How do they do it?"...

These and several other thoughts were recalled when the 1985 Sears, Roebuck and Company annual report arrived. Some observations on its content will show what the nation's leading retailer appears to be doing about its posture in the market place.

First, clearly stated are is strategies in the section on Mission, Financial Goals and Strategies. (1) "To answer greater competition in its markets, Sears will compte by developing differentiated goods and services ofsupeior value.' ' (2) ' 'To meet the needs of a market increasingly characterized by its value consciousness, Sears's second strategy is to continue to be a low cost producer.'' (3)''The third strategy for Sears's growth in a convenience and service-oriented society is effective marketing."

These were taken from a broader text covering Sears in all ofits operations but, as applied to their retail business, their meaning seems obvious. Private label producs, superior value services and low costs to effectively market in a service-oriented society. Service clearly comes through along with value and/or price effective marketins.

Second, a three year analysis by net sales points out the results achieved since 1982 in selling service. (From the section on The Analysis of Merchandising Operations.) The growth in "service" net sales from7.lo% in 1983 to8.T% in 1985 speaks for itself. When you have revenues ofthe magninrde generated by Sean, a three year shift of LQ% represents mega-bucksl

Third, from the section on the five year summary of Business Group and Segment Financial Data comes some identification of income contribution from their retail operations. Total corporate net income was shcnvn to be $1.3 billion. Corporate revenues were shown as MOJ billion. Net income expressed as a percentage of revenues would,l>e3.2Vo.

The company appears to segment what it sells into Consumer Services and Financial

Services. Consumer Services consist ofthe Sears Merchandise Group and Sears World Trade, Inc. Financial Services include All State Insurance, Dean Witter and Coldwell Banker. These five businesses, while dubbed services, include Sears outlets located in the U.S.A., both retail and catalog, the Sears Roebuck Acceptance Corporation supporting credit transactions and Sears foreign based retail and catalog operations.

The portion containing Sears domestic retail store is within the Sears Merchandising Group and is designated ''Merchandising." This portion of the company's activities genentdM47 million in income. This is 34.3% of the total income reported. The International retail and catalog portion contributed $25 million in income, or 1.92% of thecompany's total. Thus, the retail portions of Sears's income appean to contribute at most just over 36% of is reported earnings. The balance is provided by their Financial Services Group and their retail credit operation (SRAC).

They appear not only to be totally committed to service, but to be generating the majority oftheir income from their service areas. It has been said that successful people buy when othen are selling and sell when others are buying. Could the world's largest store be servicing while everyone else is pricing and thus out of step with the vocal majority?

A GOMMITMENT TO EXGETTENGE

I FINEST II{GREDIENTS

T ENVIR(INMEiITALLY SAFE

I PRESERVES AND ENHAIICES

NATURAL BEAUTY

GRACEAOA MANSION. MODESTO. CA DEVELOPED BY JOHN B. HINCHEY PHOTO 8Y JEFF BROONE

Ann H. Higman Honorcd

Ann H. Higman, president of Reliable Lumber Co., Rosemead, Ca., has been honored for 40 years of industry service by the Lumber Association of Southern California.

Friends, family and industry coworkers attended the San Gabriel Valley area LASC meeting in Rosemead where E.L. 'Al" Newkirk, LASC president, made the presentation. (This regional meeting was one of eight being held by LASC.)

Mrs. Higman took over active management of Reliable Lumber Co. in 1946 when her husband died. As the only woman in the lumber business in the San Gabriel Valley, she was responsible for three employees and the business which had been established by her husband in 1930 at 8614 Valley Blvd., Rosemead, in addition to being the mother of two small boys.

Both the business and the boys have grown. Jerry and Dan now work with their mother as do two of her grandchildren. Her sons hold the offices of vice president and treasurer. The business has expanded to four operations located in Rosemead, Temple City, Huntington Beach and Fontana.

Mrs. Higman still lives in the family home next to the Rosemead yard and is at work between 5:30 and 6 a.m. each morning.

In addition to runnins the business and

raising her boys, she found time to be involved in local youth work as well as the Chamber of Commerce, Rosemead

Woman's Club, Boy Scouts, Little lrague baseball, adult bowling and basketball teams. Her more recent community efforts have been directed to*ard Ingleside, a home for retarded persons, the City of Hope and other philanthropic groups. She has been active in the Democratic Party and sponsored the American

(Please turn to page 39)

FAMILY present at plaque presentation included sons Jerry and Dan standing on either side of their mother Ann Higman. Jerry's wife, Colleen, and Mrs. Higman's granddaughte6 Denice, are at right.

ANewDimension

Gary 'lAminski is new to commercial sales at P&M Cedar Products. Stockton. Ca., according to Charlie Moss, national distribution mgr. Gary and Vic Hadley are senior lumber sales reps.

Steve Hoffman is new to sales at Thomas Forest Products, Eugene, Or.

Rick Saunders is gen. mgr. of the newly reopened Gold Beach Plywood Inc., Gold Beach, 0r. Don Martin is sales mgr.

David M. Fbller has been appointed n-ansportation mgr. of Publishen Faper Co. , Lake Oswego, Or.

I-ester B. Karren has retired from Contact Lumber Co., Portland, Or., after more than 40 years in the industry.

Bob krrin, pres., Westem Building Materials Association. led WBMA members to the recent "Conference with Congress'' in WhshingOn, DC. WBMA past pres. Cecil Cleveland, exec. director Chuck Link, national director Gordon Gerretsen and v.p.s Clayton Smith and Joe Orem joined him.

Ron Wheeler will manage the new Umpqua Building and Handware, Florence, Or., according to Mark Balfour, pres.

James Cavanaugh is mgr. of the new Knoll Lumber & Hardware Co., Woodinville, Wa. Tbrry Willey is asst. mgr.

Ken Marson. Marson & Marson Lumber, Inc., Leavenworth, Wa., has been named 4th district rep. to the National White House Conference on Small Business.

Steve Mattson, l,ogan Lumber Co., Seattle, Wa. , has been elected pres. of the Seattle Hoo-Hoo Club. Wesley Sine, Wes-Wood Building Supply, lnc. , is the new v. p. of the Klamattr Falls Winema Club. Robert \'hnde$all, OrePac Building Products, Thcoma, Wa., is pres. of the Tacoma-Olympia club, andLess Sjoholm, Northwest Forest Products, Tacoma, Wa., is v.p.

Jim Roberbon has been making calls for Superior Hardwoods, Missoula, Mt., in the No. Ca. and Nv. areas, according to John Medlinger, pres.

K. Rex Call has been appointed pres. and c.o.o. of Hydro Systems, Inc., North Hollyuood, Ca., according to Alan Steinhardt, founder and c.e.o.

Mike Buza is the new director of operations at Spenard Builden Supply, Anchorage, Ak. Larry Byrd is branch mgr. ofthe Eagle River, Ak., store.

Jame A. 'tim" Gray, lumber mgr., Handyman Distribution Center, Tracy, Ca., has retired after 14 yean with the co. and over 40 yean in the industry.

Mike Parli has joined Louisiana-Pacific Corp., Samoa, Ca., in charge of redurcod sales.

Mir:hael Buchen has been promoted to district mgr. of the eight Lumberjack stores in the Sacramento. Ca., area.

Neal T. Heflin has been named moulding dept. mgr. of Georgia-Pacific Corp., Atlanta, Ga.

David Greene has joined Golden State Moulding, Rocklin, Ca., as mill coordinator.

Brent Bouslog, industrial sales mgr., Ganatrl Lumber, Anaheim, Ca., and his wife, Michelle, are parents of a new daughter, Danielle, born April 9.

Kenneth N. Christopher is now exec. v.p. and c.o.o. of Sanline Inc. , Norwalk, Ca. , according to Stanley G. Flahm, pres. and chairman of the board. Lynn HomerQen has been elected to the board ofdirectors and succeeds Christopher as v.p. ofmarketing.

Harvey Rosen, pres., Handyman, Inc., San Diegq Ca., has been named to the steering committ€e of the Home Center l-eadership Council. E.L. Newkirk, Chandler Lumber Co. , \r'an Nuys, Ca., has completed his three-year term. Other committee members include William Gamble, McCulloch Corp., Los Angeles, Ca., and William Fishman, seminar director for National Home Center Show, San Diego, Ca., and a columnist for The Merchant Magazine.

Herman W. Glovet dir. of field services, American Plywood Association, Thcoma, Wa., has retired after 3l years with the association. Philip L. Benfield, with APA for 30 years, succeeds him.

Tucker Smyth is new to Delson Lumber Sales, Olympia, Wa., which sells cedar from Skookum Lumber, Shelton, Wa.

Eric Scott will operate Arix Lumber, Oceanside, Ca., formerly an office for Dier Lumber Co., Sacramento, Ca. Steve Butterworth will remain in sales.

Rick Gates has joined the sales team at the new Maverick Div. of Cedar Lumber Ltd., Denver, Co.

Ira Liberman, pres., Duke City Lumber Co., Albuquerque, N.M., has retired after 36 years with the co.

Jeff Ostrom is new to sales at Red Hawk Industries, Fortland, Or.

Tom Whipple is now at Pacific Basin Forest Products. Portland, Or.

lbd Gilbert, Product Sales Co., Orange, Ca. , and his wife, Rosemary; Bob Mellon, Mellon and Johnson, Fontana, Ca., and his wife, Marie, and Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, l,oraine, are back from a l0day yacht cruise in the Caribbean.

Cyndi Ttacy, sales rep., Southern California Lumber Sales, Long Beach, Ca., has retired after 16 years in the lumber business, according to Bob Wells, co-owner.

Kathleen ('Kathy" Miller is now customer service mgr. at Northwest Hardwoods, Fortland, Or., a subsidiary of Weyerhaeuser Co.

T. Marshall Hahn Jr., chairman and c.e.o., Georgia Pacific Corp., has been appointed to the President's Export Council.

Jerry Hood, v.p., Davidson PWP, participated in the first press conference ofthe Plyuood Paneling Council in Chicago, Il.

Others in the discussion were Peter Geertsen, v.p., sales and marketing, States Industries; T.C. Mamous, design and marketing dircctor, Plyuood hnels, Inc.; Bradford F. Mills, sales and marketing director, paneling products, U.S. Plyuood; Gene Nelson, national sales mgr., paneling producs, Georgia-Pacific Corp. ; Robert T. Renfro, paneling gen. mgr., Weyerhaeuser Co., and Howard Steinberg, pres., Ply-Gem Manufacturing.

Robert D. Rterson, chairman of the board, Falmer G. lrwis Co., Inc., Auburn, Wa., has retired after 4O yean with the co. John N. Anderson, vice chairman and c.e.o., will be his successor. Peterson will continue as a director and remain in a consulting position.

Jim Bilinski has joined Western American Forest Products, Benicia, Ca., as hardwood lumber and plywood product mgr., according to Dick kClair, branch mgr.

Dave Patterson and John M. Dyer, Flagstaff, Az., were two of 150 sixth-place winners in a recent Ace Hardware Corp. national drawing.

Ernest Selmeczki, who has worked since childhood in the store founded @ his father in 1926, Pete's Hardware, Castro Valley, Ca., is turning over the operation to his daughten, Linda and Dorothea, and their husbands.

Bob Starkel has been appointed store mgr. of Copeland Lumber Yard, Madras, Or.

Marty Mohs is now mgr. of Able Building Supply, Othello, Wa., replacing Tom Davis, who has moved to Seattle, Wa.

John Cameron,3-C Trucking, [,ong Beach, Ca., drove a 1932 Mack truck the co. still uses every day to a truck show in Vancouver, BC., and won first place.

John Wayne Smith, warehouse man, Lumbermen's, Redmond, Wa. was voted April ' 'Employee of the Month' ' by his coworkers.

David Boyt has been promoted to lumber mgr. in charge of redwood, pine and harduoods at Georgia Pacific Co1p., Riverside, Ca. Kevin Paldino will manage Douglas fir and related products.

Ilave Lindanger has joined Crestu,ood Forest Products, Bethel Island, Ca., handling agricultural wood products and related items, according to Ron Dybas.

Dick Ketola is the new mgr. at Neil's Lumber, Shelton, Wa.

James Ingram is now v.p. and sales mgr. at Faxport Mills, Thcoma, Wa.

Mike Sullivan is the new mgr. of West Coast lumber sales for Trans Pacific Export, [,ake Oswego, Or.

James R. Batchelder, v.p., Koppers Co., Inc., Pirsburgh, Pa. , has been named asst. to the mgr., treated wood products div.

(Please turn to page 38)

OF M PRODUCTS INI THE I{EST

Dbtributtrs of J.H. Baxter & Co. products

PYRFSOTE FIRE TREATMENT

fire retardant lumber-Ul label

1x4, 1x6

u2, 2x3,2x4,2x6, 2y.8, *10, x12

3x6. 3x8

4x4, 4x6, 4x8, 4x12

6x6

FIRE RETARDANT PLYWOOD-UL LABEL

AC plywood

1 14, 318, 1 12, 5t8, 3t4 &'t', CDX plywood

5t16, 1t2 & 3t4

't-1/8 2-+1 T&G

CZCLP.z DF MT]DSILL

lumber-above ground

^4,2x6,?'.8,?y.10,^12,u14

3x4, 3x6, 3x8, 3x10, 3x12

4x4, 4x6, 4x8, 4x10, 4x12, 4x14

6x6, 6x8, 8x8

ACA

CIIBMONIIE

lumber-foundation grade

^4&^6 plywood{oundation grade

1t2 & 3t4 CDX #3 DF lagging LP-22

3x12

TREATMENTS AVTIII,AB LE : hnta-Dov, hnta-Oil, Creosote,50-50, krmanent \4bod hundation (FDN

Pyr€sote - Chemonite - D-Blaze - Exterior Ftre Retardant all treatrnents certified to AWPB specs.

REDWOOD PATTERNS

1x4 lhru 1x12 dear HRI KD, S4S

2x4 thru 2x'12 cleat HRI KD, S4S VG

4x4 clear HRT KD S4S

1xO & 1x8T&G 2-11-R

2I.4tacia

82thru 2x6 Clear Aye AD S4S

a6 B KD S4S

1/&4 thru 112x6, & 5Ex8 Bevel Sidings

AB Benrel Sil Aye Grade

REDWOOD

1x4 thru lx12 CON HRT ROUGH

2x4 thru 2x12 CON HRT ROUGH

3x4 thru 3x12 CON HRT ROUGH

4x4 thru 4x12 CON HRT ROUGH

6x6. 6x8 & 6x12 CON HRT ROUGH

1x4 thru 1x12 CON COM ROUGH

A4 thru 2x12 CON COM ROUGH

1x6 Dog Ear Fencing

4x4 Post Grade 8' ROUGH

CIIIER STOCKING PRODUCTS

PINE

Diamond & Roseberg

1x6, 1x8, 1x12, C&BTR SP

1x6 & 1x8 #2 T&G

1x6 & 1x8 #3 Shiplap

1x12 WP 2&4 (792)

1x4 thru 1x12 #2

1x4 thru lx12 #3 Sugar Pine

CLEAR VG DF S4S KD

PALCO

1x4 thru 1x12

1x4T&G Flooring }.4thru2}.12

5/4x12 Bull Nose Stepping

4x4

MASONITE

118 & 1/4 TEMP DUOLUX

1x12 #4

^12 #2 Sugar Pine

#1 DF ROUGH

Zye|}lru2yj2

3x3 thru 3x12

4x4thru 4x12

6x6 thru 6x14

8x8

Direct mill shipments

w\ 567-WL W)m2-0t96

4x8, 4x10, 4x12 & 4x16

FI.AME TEST II-FIRE RE-TARDANT

4x8 1/4 STD.

4x8 Prefinished Paneling

Sidings

JONESWHqI,,TE$#I,#"L.HF""E*2COMPANY

Personals

(Continuetl from page 36)

K.E. "Mac" MacBeath, MacBeath Hardwood, San Francisco, Ca., was married April 26. 1986 to the former Genevieve Maloney. They were last seen honeymooning at the Pacific Coast Wholesale Hardwood Distributors Assn. convention near Palm Desert. Ca.

Don Reel, Reel Lumber Service, Anaheim, Ca., and his wife, Dorothy, are on a three week vacation in Europe.

Don White, White Brothers. Inc., Oakland Ca. was recently in So. Ca. for a bricf visit.

E.L. Werthman is now on the sales team at DMK-Pacific Corp., Fremont, Ca., according to Dwight Curran, pres.

Dennis Johnston and Faul kndergast, Johhston Hardwood, Inc., Cerritos, Ca., are back after a five day fishing trip to Baja California, Mexico, where they each hooked their first marlin. Guests Russell Mitchell and Frank Rivera also brought in marlins.

James C. McAdoo is now director of corporate transportation and purchasing for Potlatch Corp., Lewiston, Id. R.L. Switzer, director of corporate purchasing, has retired.

Christopher Wolf has been appointed northwest regional architectural rep. for Cooley Roofing Sytems, Inc., Everett, Wa.. covering Wa., Or. , Ak. , Mt., Id. and Wy., according to John W. Smith, pres.

Dean H. Johnson has been named asst. general lumber sales mgr., building products div., for Georgia-Pacific Corp.

John trnburg has retired from Ganahl Lumber Co., Anaheim, Ca., after working in the hardware dept.

Robert E. Manne has been named v.p. of marketing and sales, at Plum Creek Timber Co., Inc. , Seattle, Wa. , according to David D lrland, pres. and c.e.o. Michael R. Carter is now director of domestic marketing.

AMichael Davis is the new regional mgr. for Bostik Construction Products in Ca. Nv., Az., N.M. and Co., according to Joseph S. Amstock, sales and marketing mgr.

William C. Schwingen has been promoted to v.p., research and commercial development, building products div., at GAF Corp.

Craig B. Cameron is the new lumber sales mgr. , building products div., of GeorgiaPacific Corp., Atlanta, Ga.

Gilbert Blea is new to lumber sales at Plateau Forest Products, Albuquerque, N. M.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWOOD, ENCLOSED WAREHOUSE FACILIry

Ralph Lulay, Frank Lumber Co., Mill City, Or., has been elected pres. of the West Coast Lumber Inspection Bureau. Ralph Wallen, Boise Cascade Corp., Healdsburg, Ca., is now v.p.; Jack Gates, 3-G LumberCo., Philomath, Or., treas., and Eric Schooler, Warrenton Wood Products, Warrenton, Or., a board member.

Arnold B. Curtis, pres., Northwest Hardwoods, Portland, Or., has been elected to the Hardwood Manufacturers Association board ofdirectors.

Miles Butterfield is new to sales at Parr Lumber Co.. Chino. Ca.

Reg Justus, Just-Woods Forest Products Co., Portland, Or., spent spring break at Palm Springs, Ca., and Disneyland with his family.

Jim Schewes has joined Mungus-Fungus Forest Products, Climax, Nv., as sporting goods dept. mgr., report owners Hugh Mungus and Freddy Fungus.

Paneling Group Off & Running

The Plywood Paneling Council has adopted a new logo and slogan and established a Media Resource Center for plywood paneling in New York City as the first steps in their program of promoting use of plywood paneling.

MPLYWMD PAIVELING CO(NCIL

Designed to distinguish plywood wall paneling products for retailers and consumers alike, the logo is composed of three overlapping geometric shapes representing the layered quality ofplywood. Diagonally repeating lines suggest the cross grain hatching oflayers and the strength of plywood. The slogan, "Beauty, Strength, Style," is intended to promote the positive qualities of plywood wall paneling.

The seven members of the newly formed group are Davidson PWP, Georgia-Pacific, Ply*Gem, Plywood Panels, Inc., States Industries, U.S. Plywood and Weyerhaeuser.

The primary objective of the council is to develop and maintain a positive image of plywood wall paneling. Activities aim to accomplish the following:

o Maintain a public information program to communicate the benefits of plywood wall paneling.

. Create awareness ofnew products, applications and design trends.

HIGMAN HONORED

(Continued from page 35)

kgion Ball in Rosemead in 1960.

Mrs. Higman loves hunting and fishing and finds time to go to Mexico frequently for some of each. Another activity which she enjoys outside of the lumber business is the gaming tables at las Vegas. Friends have been known to comment that after having been in the lumber business for all these years, she probably sees Las Vegas at times as a sure thing.

Born in Mojave, Ca., on Feb. 14, 1910, Mrs. Higman has lived in Rosemead since 1918 when she moved there with her family. Her father was a contractor in the area. She is a graduate of El Monte High School.

Serve as a central source of information reaching media, consumers, retailers, designers and educators. Disseminate informational materials on decorating with plywood wall panels.

Maintain a Resource Center for the news media where current plywood paneling products can be reviewed.

Work closely with other industry organizations and associations which share its common goal of enhancing and promoting the use of plywood wall panels.

Establish recognition for the Plywood Paneling Council symbol to identi$ members and their products.

P&M Cedar Honors Dealers

For thc sccond vclrr. thc conrrncrcial salcs rlir ision ol l'&l\'l ('ctlrrr-l)t-otluets. Irtt . Sl,rt kt,,rr. ( 1r. . Iurs lrorror ctl its t,r1r lrrc rolrrnrc u(e()ullts l'ol I9135 hr pre \cntinr lhe nt rr illt e oriltttt'tttorlrlir t' plaqLrcs rccognizinq the il or-rtstarttling pcrt()nnancc.

'fhc Goldcn (-crlar uwarcl wus prcscnt cd to Eric Canton. co-owncr anrl vicc prcsidcnt of'Cunton Lunrbcr Co.. Min ncapolis. Mn. 'fhc Silvcr Ccclar awarcl wcnt to Gcorgc McQucstcn Co.. Inc.. North Billcrica. Ma.; thc Bronzc Ccdar au'ard was sivcn to Earl Railirrd Lurnber Co.. Ashevillc. N.C. Awarcls of nrcrit wcrc prcscntcd to All-Coast Forest Products. lnc.. Chino. Ca.. and MiclState Lumber. Branchburg, N.J. Awards werc prescntcd during the Wcstcrn Wood Products Association's spring nrccting in San Francisco, Ca.

San Diego Assoc. Election

Oberlin.l Erenson. vicc prcsiclcrtt ol' Anrcrican Nlill and Martulactirring. is the 1986 president of thc San Dicgo Lr.rnrber and Wrxrd Products Association. Evensor.r succeeds (-arl Poynor. area nlanager firr Frenlrnt Forcst Products. Other ofTicers firr the vear are: Ronald Schat'er. Tinrberline Forest Prcducts. 'u ice president. and Ron LaLrderbach. Ransonr Luniber Sales. treasurer.

The association with the participation of the American Institute of Architects is currently sponsoring the 20th annual Architectural Design Contest fbr architectural students attending San Diego area corlmunitv colleges.

C0NGMTULATI0NS to 0berlin J. Evenson (right) 1986 president of the San DiegoLumber and Wood Products Association. from outqoinq president Carl Poynor.

Canadian Lumber Update

In a preliminary administrative ruling, the U.S. Commerce Department may have increased the likelihood of a successful countervailing duty petition against Canadian lumber imports.

The decision on a case involving carbon black feedstock from Mexico represents an evolution in U.S. countervailing duty law that may remove the major legal obstacles encountered in the 1983 Canadian lumber case.

Attorneys for the U.S. Coalition for Fair Lumber Imports regard the Commerce decision as promising in the Coalition's attempt to address imports of Canadian softwood lumber.

The Commerce ruling followed an expression of frustration by the Senate Finance Committee over the Administration's request for "fast track" consideration of a free trade agreement between the United States and Canada, the U.S.'s largest trading partner.

The lumber controversy was one of several issues that had reportedly miffed Committee members, according to the National Forest Products Association. A clear majority expressed disapproval of the Administration's request after some

members indicated dissatisfaction with current negotiations between the two countries on the lumber issue.

Commerce's ruling on Mexican feedstock, while preliminary, suggests a modification of previous criteria used in deciding the merits of countenailing duty petitions. Two areas have direct application to the lumber petition. First, the ruling modifies the so-called "general availability test." The emphasis has now shifted away from a consideration of those who could use a resource to a wider consideration ofwhether the resource is theoretically generally arailable. Second, the preferentiality test will no longer be rigidly confined to measuring mere differences in price. External prices and specifically, said Commerce, crossborder price comparisons may also be used in certain circumstances to determine the duty level.

In its 1982 rejection of the countervailing duty petition against Canadian lumber imports, the Commerce Department ruled that the benefit of below-market timber prices was not countervailable for essentially two reasons: the provincial governments did not limit by law who could receive the low-priced stumpage, and they charged all producers the same low price.

Grace Home Centers Sold

W. R. Grace's 319 home center stores are included in the sale oftheir retail businesses to GMR Inc., an investor group headed by Harold Geneen, former chairman of ITT Corp., for $500 million.

Handy Dan, Handy City, Channel, Angels, Ole's, Orchard Supply Hardware, House Works, Cashway and Home Quarters Warehouse are included in the sale. Although the home centers and specialty stores achieved a combined after tax operating profit of $11.7 million last year, some of the home centers, especially in the Southwest, have been hurt by increasing competition.

''It's a lot of money to pay for a business that has many troubled parts," notes Gilbert W. Harrison, a managing director with Shearson l-ehman Brothers Inc.

GMR Inc. includes. in addition to Geneen, David Mahoney, former chairman of Norton Simon Inc.. and Michael Rosenthal. a former director at Donaldson, Lufkin & Jenrette Securities.

Mahoney declined to say if they plan to sell off any of the home centers. Rosenthal said the group is interested in running the stores, not in getting real estate to resell. The sale is expected to be finalized this month.

NEW PRODUGTS and selected

sales aids

.H$tq

Sunroom Shades

An energy saving window treatment for sunrooms and sunspaces which helps prevent excessive heat gain in summer and heat loss in winter is new from Appropriate Technology Corp.

Change In Scents

Odor Eliminator, an all purpose fine powder that chemically neutralizes odors to leave a fresh, clean scent, is new from Kool Seal.

Reportedly non-toxic, safe and effective for all domestic uses, it can be used to neutralize odors of food, waste recepticals, smoke, animals, damp and mildew areas, carpeting, cars, vans and fire damased areas.

Insulated Entry Doors

Steel replacement doors with a unique textured finish that can be stained to look like wood are new from Castleeate.

TellTale Signs

Two interchangeable sign systems have been introduced by Make-A-Sign.

The 12 " x 16" white styrene plastic boards have insert tracks near the top of both sides to hold any of 20 available insert signs featuring 3 " red screen printed letters.

The Window Quilt Sunroom System features shades which reflect the sun's radiation back through the glass. A sealed track around the five-layer insulating material ensures that hot and cold air will not leak around the sides ofthe shade.

The shade is composed of an airtight vapor barrier, two layers ofpolyester batting and outer layers of polyester-cotton fabric. A wide selection of colors is available. Available in white or bronze, the tracks, as well as the shade's bottom trim, are made of Lexan to withstand the hish temperatures.

For more information on New Products write The Merchont Mogozine,4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your re quest faster! Many thanks!

The doors have a solid, foamed-inplace polyurethane core that offers one of the highest thermal efficiency ratings on the market. In addition, magnetic or compression weatherstripping and a bottom sweep and adjustable threshold of oak or metal seal off the space between the door and frame for minimum air infiltration. Hinges reinforced by l8-gauge steel plates are riveted to the door edge.

Featuring old-world style scrollwork and curved panels, the doors are maintenance-free, and won't warp, crack or shrink.

Below the insert space there is aJVz" x 16" area for applying press-on letters, stencils, markers, or transfer alphabets. Pictures, logos and cut outs can also be pasted on the washable, reusable board. For merchandising, an ad picture board and peg rack for stocking signs and accessories are available.

Quick On The Draw

A new line of Quick-draw work-belt holsters has been designed for cordless electric drills and screwdrivers by Pence Industries.

The holsters afford maximum comfort while using a tool and maximum security from dropping it. Some have straps that snap shut over the top ofthe tool for a more secure fit, snapping out of the way for resular use.

Made of top grain cowhide, the holder fits work belts up to2tA " wide. A lefthanded holster is also available.

Individual models have been designed to custom fit each major brand ofcordless tool.

Aluminized Spray

An aluminized aerosol spray applied to roofs, skylights, gutters, stacks and dorvnspouts to seal cracks and stop rust is new from Kool Seal.

Roof & Gutter Fatch dries to a brieht aluminized finish in iust an hour. fhe waterproof formula contains no asbestos or lead and gives a flexible, sag-free durable finish that covers crack and holes up to 3li.

It can be sprayed on wet or dry surlaces.

Antiseptic Shingles

A fungus-resistant shingle has been introduced by GAF Corp.

The Sentinel-FR fiber glass/asphalt shingle features a composition of zinc granules uniformly distributed upon the exposed top of the shingle to prevent fungus growth.

Time In Case

A plastic raintight case for time switches is new from Intermatic.

From Grillto Griddle

A new Chambers 36-in. electric cooktop with grill/griddle has been introduced by Hobart Corp.

Featuring a tempered glass control panel with permanently sealed graphics and illuminated logo, it has four highspeed elements controlled by push-to-turn knobs with infinite heat settinss.

A center l2-in. square grill-/griddle is powered by an 1800-wan plug-in element. Both with a stick-resistant finish, the grill and griddle can be quickly interchanged.

Spray & Sweep

Water brooms which attach to any ordinary hose and use normal tap water to produce a controlled blast ofhigh pressure water inches from the surface beins cleaned are available from Americai Water Broom.

Constructed of steel with brass swivel hose couplings, the four-nozzle and heavy duty five-nozzle models have spray widths of 2 and2Vz feet. The only moving parts are the dual-wheel, nylon swivel casters that reportedly allow easy movement on any hard surface.

Made of heavy-duty industrial-grade plastic, the case is ideal for areas where metal cases are susceptible to rusting. Originally designed for use with pool and spa equipment, the corrosion-resistant case eliminates paint peeling and other fi nish-related problems.

Designed for the company's Tl00 series time switches, the enclosure measures 93li'high by 5Vz" wideby 3%'in diameter and features a lockable door, plus five combination V2' to y;' nominal knockouts on the sides, back and bottom ofthe case.

Nailing Down Concrcte

A heat treated nail for attaching components to concrete and masonry is now available from Atlas Bolt & Screw Co.

Conmate nails are installed by drilling a hole in the concrete or masonry with the special diameter carbide tipped drill which is included with the fusteners, and then merely tapping the nail in place with ahammer.

Nails are available in lengths upto 12" long.

The lift up top has triple action concealed hinges and a raised edge to help contain spill-overs. The element, drip pans, knobs and all grill/griddle parts can be removed for cleaning. The cooklop is available in brushed chrome. onvx black porcelain. white porcelain and-almond porcelain.

Keep Tabs On The Kids

A colorful Gro-Chart with a selfadhesive backing is new from Rubbermaid Specialty Products.

The chart mounts two feet off the floor to a height ofnearly six feet. Pictured balloons can be used to record age, height, weight and position a photo.

The chart comes in a colorful gravity feed merchandiser to attract consumer attention.

The Quick-Kleen trap prevents valuables from escaping down the drain and allows for quick and easy removal of obstructions by unscrewing the clean-out cap and sliding out the strainer-handle assembly.

Have Tools, WillTravel

A portable tool carrier with a built-in circuit-breaker protected power outlet center is new from Electripak.

Drill Tidy combines a tough, durable, lightweight red and black plastic carrier with a four outlet, 15 amp, D5 volt center equipped with a 15 foot power cord.

Covered By Cattails

Cattails, a highly stylized wallcovering combining contemporary and country influences, is new from Wicklund & Associates Design, Inc.

The design in two-panel sets will cover an 8 x l0 ft. wall area. Design height is T2 in.

It comes in three colorways: grays on mercury, dusty rose and mauve on oatmeal, and light browns on bisque. Plain grounds and custom colorways are also available.

Sink Trap

A sink trap that reportedly eliminates drain and recovery problems forever is new from Reflexx Plastics. Inc.

Universal for lt/t " and lVz " ftttings, it replaces the P or S traps on the sink drain. Made from clear, heavy duty PVC, it will not rust, rot or support bacteria.

PoolPump

Sucking excess air out of a pool's vacuum hose by mouth can be avoided by using the new Aqua-San Pool Vac Pump. Sealing securely to hose couplings with a specially designed tapered nozzle,the pump removes the air when is plunger is operated.

Three large compartments neatly store a portable power drill, screw drivers, wrenches. hammer. drill bits and other hand tools.

SPECIAUZING IN II/I,ARKETING AND D| TR|BIMNG WESTERN FINISH

SOFftTOODS lN: DOUGTAS FlR, WESIERN CEDAR, SPRUCE, REDWOOD, HEMIOCK Cleors, Selected Commons, Potlerns, Sidings, Decking, Details, and Cutlings Locol Inventory ond Mill Direct I WholesoleOnlytuit; #1i2,oronse, co.e2&7 t7',4, 637-2121

(Affilioted

Roger Broniger

Dennis Richordson

with Oregon Conodion Forest Products of North Ploins, Oregon.)

Instant DIY Plumbing

A new toilet system that can be installed by the d-i-yer in a location without roughed in plumbing for a toilet, such as basements, spare rooms and additions, is new from Hi Lo Industries.

Outside Lighting

The new Multi-Lyter area and flood lights from Stonco Lighting mount easily to any surface for safety. security. accent or general purpose lighting.

The area light is available in 35 , 50 and 70 watt high pressure sodium; the flood in 35 50 70 100 and 150 watt HPS, with a wide distribution reflector. Both have precision die-cast aluminum construction and bronze finish, with a patented "air-flow" design for maximum heat dissipation.

Accessories include a protective l,exan shield, Zl 7 -volt step-down transformer and button or pencil photocontrol for automatic dusk to dawn operation.

Keep Your Roof On

New threaded point roof fastening screws have been introduced by The Tru-Fast Corp.

The Power Flush 2000 connects easily to the existing sewage system, flushes in any direction, is odorless, nonclogging and quiet operating.

The unit, which can accommodate a toilet, sink and bathtub, includes ank and lid, sewage pump, check valve, hardware pack and installation instructions.

Driving Force

Four new electric and manually powered stapler models with universal staple tracks to accommodate most staple sizes are available from Black & Decker.

The electric powered flush stapler is designed with a wedge-shaped face to place staples about /r-in. from walls, in corners and other tight places. It has a dual power switch for stapling into surfaces ofvarious hardness and a positive trigger interlock to help prevent unintentional discharge.

The three manual staolers include a lightweight household model. a heavy duty model and a heavy duty model with dual power settings. All have a reverse handle pivot which reduces the hand pressure necessary to activate the tool, and maintains full tool contact with the work surface.

Tru-Kote screws feature a twin lead thread and long threaded section with t5% deep-biting threads per inch to maximize clamping forces and resistance to back-out. wind lift. vibration and deck expansion or contraction.

While the threaded point screws are suggested for securing 2O or 22 gauge metal, wood or plywood deck, drill point screws are recommended for fastenins heavier gauge material.

Invitation To Relaxation

The new Relexor shorver/body massage from Grohe America Inc. provides relaxation to tired and tense back muscles.

For more information on New Products write The Merchant Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 9266O.

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

Chimney Sweep Robot

An automatic cleanins device for fireplace and woodstove c-himneys is new from Flueclean, Inc.

ClampSite

Clamps for use in building frameworks such as carports, hrewood covers, greenhouses, hunting blinds, shelving, boat covers, awnings, patio covers, screen porches and fences are now available from Peerless Home Products.

Vigorous massage action is supplied by two contra-rotating brushes, with upward and downward movements adjustable for the various parts of the body. The brushes are water-driven by normal water pressure.

An adjustable overhead shower is included.

The Automatic Chimney Sweep utilizes a24-voltelectronic system to power clean the inside of the chimney with a pully-mounted, steel chimney brush. Installed on top of the chimney in a metal cap which houses the motor and remote switching equipment, it requires no maintenance and operates by moving up and down the chimney, cleaning off deposited soot and potentially hazardous creosote.

The kit, which is available in a square or round shape for almost every flue and chimney, includes spark arrestor materials.

Constructed of strong, heavy-gauge steel and plated for corrosion resistance. Framemaker Clamps are used with thick tubing or pipe (3/a " to l ";.

The hve clamps offered are a three way T, which joins two or three sections at fixed 90" angles; a four-way fixed, which joins up to four sections at 90" angles; a parallel, which joins two sections parallel to each other; a four-way adjustable, which joins up to three sections at angles from 0o to 90", and a two-way adjustable clamp, which joins two sections at angles from 0o to 180o.

Out Of The Way Door

The Spaceshaper Classic multi-folding door folds and stacks neatly out-of-theway, ideal for tight spots where maximum access is required.

Custom sized to specifications, the door glides on ceiling mounted track eliminating costly framing and construction. The 4Vz-in. wide solid wood panels are available in four standard finishes or a custom finish.

The doors can also be used as foldins decorative screens.

Spread lt Around

A drop spreader is new from Kelley Manufacturing Co.

Door Security Backup

A new home security product from MAG Engineering & Manufacturing provides reinforcement for either a deadbolt or lockset, making the door as strong as the lock.

Especially recommended for all wood doors, the high-strength metal hardware features solid one-piece construction and a scientifically designed screw pattern for maximum strength at critical stress points.

The vents use the natural convection of rising warm air to draw air in at the eaves and exhaust it at the roofpeak. The foam "breathes" so moisture below the vent will migrate through it and be carried away by the same natural air currents.

Green House Window

The wood sreenhouse window from KSI Building-Products is now available with its ventilation area increased by about 300%.

The 20 " spreader features a 60-lb. capacity no-rust poly hopper for fenilizer, seed or salt. Positive on/offcontrols for even distribution are mounted on zinc plated tubular handles. Extra strength, no-rust l0 " blow molded wheels keep the pellet release point high above wet grass to avoid clogging.

Installed without special tools, it is available for all l3l'and l3/i'thick doors in solid polished brass, antique brass, satin bronze and satin stainless steel finishes.

Feed The Ducts

New polysfyrene roof ventilation ducts from Poly-Foam, Inc., protect cathedral style ceilings by venting the moisture from both the underside of the roof and the insulation below it.

Made of durable EPS foam, ProperVents are installed between the rafters on the entire underside ofthe roofabove the insulation. The four foot pre-formed sections are stapled in place between the roof joists, providing 32 sq. in. ofopen air space between 24" rafters.

The enlarged vent is 15 " high, increasing the air flow over the standard 5 " model.

The vent also features a tip-in hopper for easy operation, concealed stainless steel hinges, air-tight sealing weatherstrip, a brass finished positive cam lock, full screen protection against insects and exclusive Insul-Glass insulation.

Add ALittle Spice

A wall unit for storing spice cans and bottles is made by StarMark. The cabinet features solid wood spice shelves, three proportioned interior shelves and solid wood doors in a variety of styles and stain colors.

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

High Style Washer

The newly styled Willow Run wall-mounted lavatory from Mansfield Plumbing Products comes in several lustrous colors for a variety of decor possibilities.

It features a l3%" x lO" x 53A" basin including a concealed front overflow in a 19" x 17 " space. Made of vitreous china, it's resistant to household cleaners and chemicals. Faucet ledge and top surfaces, with dual soap recesses, slope inward for highly efficient water drainage. Solid back brings more surface against wall for secure mounting.

One Coat on Top

A new coating compound to weatherproof and waterproof roofs is available from Tirff-Kote Co.

A patented blend of linseed, soya, tung and fish oils is heat-treated and chemically reacted to form the compound which is heat resistant and energy-efficient. Available in attractive 2 and 5 gallon pails, it can be applied with a roller, brush, squeegee or sprayer. One gallon covers approximately ztO sq. ft. ;

C&DLumberCo.

Self Stick Fabric Trim

A self-adhesive fabric trim offering wrinkle-free application is new from Stik-Tiim Industries.

Stik:Iiim is intended for use as wall and ceiling borders, framing windows and panels, creating chair rails or projects including decorative trim on furniture.

If necessary the trim can be picked up and re-positioned during placement. It comes in a variety of patterns.

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

PAUL

TUMBER GO.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

"LOOKING AROUND" says Paul

FAMOWOOD

is the PR0FESSI0I{AL'S AtL PURP0SE PtASTIC

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

Can be used under Fiber Glass!

Readv to use right out of the can, Famowood appli'es like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterprool and weatherproof when properly aOplied.

Available in 16 matching wood colors and white.

BEVERTY

geunll'/ilInhualp Lunba

Pine Redwood Cedar

Hem-Fir Hemlock Douglas Fir

GREEN or DRY o DIRECT MILL SHIPMENTS o LCL . CARGO .

RAIL o TRUCK & TRAILER o PRESSURE TREATED LUMBER

Dial-A-Door

A new door selector display from Pease Industries allows buyers to visualize how a wide variety of styles will look when combined with the style of their homes.

The display provides sketches of a variety of front elevations in which the front door has been cut out. Behind the cut-out areas, there are drawings of different doors on a wheel that turns.

It is available as a floor model or as a hand-held oortfolio.

Yard & Olflces: End of Alrporl Rd. P.O. Box 723, Ukiah, Ca. 95482

A Cement For Waterproofing

A new line of asbestos-free cements and coatings has been introduced by GAF Building Materials Division.

Multi-purpose Jetblak all weather plastic cement is specifically for waterproofing, patching and sealing down roofing and flashing; caulking around skylights, vents and chimneysi filling cracks in masonry walls and above flashing; and protecting metal from corrosion.

Shut Out the Storm

Wood core storm doors which combine the strength, durability and insulating benefits of wood with the maintenance free advantages of aluminum for year-round weather protection are new from LouisianaPacific.

The wood core of 45Jb., high density particleboard is treated to resist water and is permanently bonded to a seamless aluminum sheet. All outer particleboard edges

Molding Midget

For use with small moldings, Saboten has introduced a pocket size miter maker designed to give smooth cuts with virtually no splintering.

Metal Roofing System

A complete metal roofing system for new construction and reroofing,/remodeling applications has been introduced by Met-Tile, Inc.

Features include accumulation grooves to compensate for the overlapping thicknessi alignment ridges to allow the panels to remain square during installation and hide the side lap; fastener dimples to keep the fastening

Made of refined asphalt, blended with a mineral stabilizer and reinforced with tough fibers, it is said to adhere in most weather to almost any surface, metal, brick, concrete or plaster, wet, damp or dry. It reportedly remains flexible and elastic after application, expanding and contracting with temperature changes and with normal roof movement.

Alkali and acid-resistant, it is ready to apply right from the container.

are capped with mitered and fitted aluminum extrusions.

The storm doors also feature a heavy duty closer, latch and hardware; non-rusting screws and fasteners; five steel hinges; tempered safety glass and a sill design that keeps moisture out.

The doors are pre-hung, predrilled and ready to install without special tools. They are available in four styles: full view, one-lite crossbuck, self-storing and selfstoring crossbuck.

The tool is suitable for flat molding up to 3/4" or fancy moldings up to l/2" plus, depending on the configuration and height of the molding. It is said to be an ideal tool for making small picture frames.

pattern uniform and an end cut which provides an invisible end lap and attractive appearance at the eaves.

Manufactured from 26 gauge, hot dipped G90 galvanized coated steel sheet, stucco embossed, the panel is available in a variety of configurations and colors. It is recognized with a Class A, B and C rating for new construction and a Class B rating for reroofing applications.

Sliding Fantry

Narrow cabinet base units can be transformed into a mini pantry storage component with new sliding storage shelves from StarMark.

A9,12,15 or l8-in. base unit has shelves large enough to accommodate 2-liter soft drink bottles as well as canned goods, cleaning materials or grooming aids.

The unit comes in a variety of stain colors and custom door styles.

Fashionable Closet Storage

Designed to increase storage capacity in every area of the home the Closet Maid system from Clairson International is made of vinylcoated steel rod that won't warp, chip, peel or crack and never requires painting.

Shelving is available in standard lengths of 24", 36', 48" and 72", complete with mounting hardware. Twelve-foot lengths are offered if custom cutting is required.

Sliding basket systems have three frame widths , l4V4 , 17 Vt and 20 V4, in a variety of depths. Frames can be stacked to form a custom system.

Custom Milling & Wholesale Lumber

,z Two dry kilns ,z Twin resaw & trimmer

,z 6 x 15 planer

z Lath, benderboard

z 60" resaw ,z Fence boards, posts

,z 1,000' RR spur & stakes

,z 18 acre drying yard

DAVE WINKLE

P.O. Box 00 Arcata, Ca. 95521

F07l822-4891

l{amboldt Redwood }trs. co.

Store Sold To Raise Cash

National Lumber & Supply Inc. has sold its 60,000-sq. ft. Ontario, Ca., store for $3 million and a 2O-year lease back with renewal options.

Commenting on the deal of $1 million in cash with the remainder payable over five years, National president Mel Jaffee said, "We can thus free up cash to assist our growth while continuing to utilize a modern facility we designed and built to our own specifi cations."

The store. on 3.9 acres. was sold to National Ontario Ltd., a limited partnership. National Lumber is also negotiating to sell the adjacent 10.2 acres. The retailer's headquarters is in Fountain Valley, Ca.

Evans Prcducts' Losses Double

Declining sales and large losses continue to plague Evans Products Co. and its parent company, NVF Co., both controlled by Miami Beach, Fl., financier Victor Posner.

Evans Products, a building materials and transportation firm, expects to report a 1985 loss of $64 to $69 million on estimated revenues of $1.21 billion. Evans frled for Chapter 1l bankruptry protection in March 1985 after losing $31.2 million in

1984 on revenues of $1.41 billion.

Under Chapter ll, a company operates under court protection from creditors while it tries to devise a plan to pay its debts.

NVF Co., which makes and sells steel products and vulcanized fiber, expects to report a 1985 loss of $52.1 million on sales of $1.19 billion.

Bridge Seminar To Build Market

A conference on engineered timber bridges held to enlarge that market for the wood products industry drew more than 150 to the World Forestry Center in Portland, Or.

Bob Tichy of the Western Wood Products Association, one ofthe event's sponsors, said bridge construction "represents a market opportunity for the lumber industry. This seminar is considered just a beginning in tapping that opportunity."

The conference concluded with Western Wood Structures, Inc., of Tualatin, Or., building an entire wood bridge in an adjacent parking lot in three and a half hours.

Although most of the attendees were from Oregon and Washington, some came from as far as Wisconsin. Minnesota and Alabama.

L-P Ready For Big Acquisition?

Citing their current strong balance sheet, Harry Merlo, chairman and president of Louisiana-Pacific, said recently they have the flexibility to make a "good sized acquisition."

Additionally, Merlo has said "There's a good possibility that we'll learn this year hcnv much compensation L-P will receive for the timberland taken from it by the government in 1978 to expand Redwood National Park. The trial to determine the value ofthat timberland has been underway since October of 1985. The court appointed a three member commission to hear the complex evidence and come up with a recommendation. We expect that decision to be reached by mid-year."

Jacuzzl Wins Whirlpool Fight

The jury in the United States District Court for the Northern District of California came in with a verdict on March 28, 1986, that the Arista whirlpool bath by lacuzzi Whirlpool Bath does not infringe Kohler Co.'s patent on its Infinity bath. This culminated the suit brought by Jacuzzi Whirlpool Bath in March of 1985 in defense of Kohler Co.'s allegations.

Industrial Wood Use Promising

Wood was a hot item at a building trade show held in Los Angeles for the commercial/industrial sector.

Western Wood Products Association field representative Doug Ketchum reported a wood industry-sponsored booth at the 22nd annual CSI Night at the Los Angeles Coliseum drew throngs of architects, engineers and specifiers eager to learn more about building with wood. More than 400 copies each of WWPA technical publications, such as the Product Use Manual. were distributed in

Building Products Sales Up

Although building products manufacturers reported record sales in 1985, they showed oriy a4% improvement over the previous banner year. And, with intense competition depressing prices, profit margins were squeezed from an average of 42% of sales in 1984 to 3.7 % last year, leaving industry-wide profits 4% below the 1984 record.

"In most casesl' George A. Christie, chief economist for McGraw-Hill Information Systems Co., said, "the 1985 performance of the building products industry was typical of manufacturers in general. It was a year for modest sales gains, narrower profit margins, and reduced profitability overall I'

Last year's profit shrinkage was concentrated among six categories of building materials manufacturers: electrical equipment, controls, plumbing products, tools and hardware, multiproducts, and metals. Six otherscement, forest products, gypsum, glass, coatings, and heavy equipmenthad higher profrts in 1985. All categories but metals reported sales gains in 1985.

Full year profits of the 12 product groups were: cement (5 companies), up 44%; forest products (9 companies), up 33%; gypsum (2 companies),up2l%;

just a few hours at the booth, which was sponsored by WWPA, American Plywood Association, Western Wood Preservers Institute and American Institute of Timber Construction.

"The response was excellent not only from the sheer numbers, but from the professionals' interest in learning more about wood construction," said Ketchum. "These people want to know how to use wood in their projects."

Southern California is already a leading market in wood low-rise commercial construction. Ketchum noted.

glass (4 companies), up9%; coatings (4 companies), up 5%; heavy equipment (6 companies), up from loss to profit; electrical (4 companies), down 9%; controls (4 companies), down l0%; multi-products (7 companies), down 26% ; toolslhardware (3 companies), down32%; plumbing (4 companies), du,tn87%; metals (9 companies), down from profit to loss.

Don l{eller Soles Monoger

Chain Sued For Sale Of Tool

Zircon International Inc., Campbell, Ca., has hled a patent infringement suit against National Lumber and Supply, Inc., Fountain Valley, Ca., charging the home center chain with selling a product which violates Zircon's Stud Sensor patents.

The product National is selling is reportedly supplied by Genie Home Products, Inc., a wholly-owned subsidiary of North American Phillips Corp. Zircon's suit against National seek an injunction against sale of the Genie product as well as compensatory and punitive damages. Zircon also sued Genie for patent infringement in August, 1985, and litigation on this issue is continuing. according to Charles J. Stauss, Zircon's chairman.

Richard Sturt, administrative vice president at National Lumber and Supply, Inc., declined to conunent on the lawsuit.

19TH H0LE

Arizona Outgrows Other 49

Arizonaone of the fastest growing states in the West for the past l0 yearswill continue to outperform the region and the nation as a whole through the balance ofthe decade.

Robert M. McNichols, president of Del E. Webb Realty & Management Co., says the bulk of Arizona's growth will be in the major metropolitan areas of Phoenix and Tircson.

The state's major market, Phoenix, represents 56% of the state's population and 65% of its employment, while Tucson accounts for 18% of the state's employment and 20% of its population.

Livability, attractive lifestyle, low cost of living, availability of resources, diversified economic base and a pro-growth government attitude result in a rapidly grorving job market, a major factor which has caused more and more people to call Phoenix and Arizona home, McNichols says.

Office employment growth for metro Phoenix had the highest annual percentage rate growth of 26 U.S. cities surveyed by Colliers International Property Consultants. Phoenix was ranked first in office worker increase with a4.47o unual growth rate, follorved by Dallas at3.5% and Atlanta with3.l%o.

gathering after the Los Angeles Hoo-Hoo Club's oolf tournament at Montebello golf course, Moniebello. Ca. (left to right, standing, top photo) Richard Miller, Jay 0rendorff, Bill Sullivan, Dave Buf6, Ed Gavotto, BillYoung,

Don Derbes. Seated: club oresident Jim Golding, Rod lGut, Ted Gilbert. (lower photos, left to rioht) Pete Rooer Dennis Richardson and new-m6mbers Jeft Gould, lGrmit Rima, Pete Rogers, Rick Orlando, Nick DAmore.

What put the had in hadwood?

OU MAY THINK thAt thE CUStomer who asks what makes the hardwood hard is ajoke, but, in fact, there are a lot of people who really don't know the difference between hardwood and softwood.

A simple explanation is often in order for the customer who is vague about the actual characteristics of hardwood. For starters, it is a good idea to explain that hardwood is a general term referring to any ofa variety ofbroad leaf, deciduous trees and the wood which they produce. Stress that the name has nothing to do with the hardness of the wood. In fact, balsa, which is a hardwood, is the softest wood known. Many other hardwoods are softer than some softwood species.

At this point, it is often necessary to digress and explain that softwood is a general term referring to any ofa variety oftrees having narrow, needle-like or scale-like leaves. Point out that they are generally coniferous trees such as pine and fir.

Although the customer understands the terminology, he may be confused about the uses ofhardwood. Because the word "fine" is so often applied to hardwood, many people equate it with luxury and expense. This, of course, is not always true since many common products such as pallets and tool handles are made of hardwood.

The production oflumber and veneer was one of the first manufucturing industries established in the colonies at the time America was settled in the Seventeenth Century. With the exception of the southern colonies such as Virginia where southern pine was available, the majority of the lumber was hardwood. As the early colonists cleared the land for their fields, they cut hardwood trees and used the lumber for their homes and towns.

As the people moved from the east

coast across the country into the midwest, the south and the Facific Coast, the trees they encountered were often softwood rather than hardwood. They adapted to using the wood available and lumber manufacturing shifted to softwood in those areas.

Although softwood was abundant, hardwood retained its special quality and was considered the best for furniture, flooring, handles, gunstocks and other items where the special qualities of particular species could be used to an advantage. Certain trees provided wood with more strength, beaury, bending properties or shock resistance than others. Today, these physical properties are charted and used as criteria in selecting hardwoods for various purposes.

Customers are often surprised to learn that no two hardwood trees produce lumber and veneer exactly alike. Each tree develops its own individual grain patterns and character markings. These "fingerprints of nature" help to make hardwood beautiful. Color, physical and visual texture also contribute to the lovely appearance.

Hardwoods come in a spectrum of beautiful colors. They range from the

Story at a Glance

How to tell customers the difference between hardwoods and softwoods each hardwood treeisunique uses have changed with availability... endless color variation.

palest of almond and yellow to deep golden browns and browns that are almost black. Shades ofred, yellow, violet, orange, green and gray are found alone or in combination in many species. A hardwood color wheel is a thing of great beauty and should be prominently displayed in every store selling hardwood in any form.

The natural grain and figure patterns found in hardwood give it great visual texture. The appearance is constantly changing as light coming from various angles creates highligh$ and shadows. No other wood has as much surface interest.

Equally appealing is the physical texture. People automatically want to touch hardwood. The three dimensional beauty of its deep grain structure is magnetic. Hardwood, like all wood, is pleasing to the touch. Cool in summer and warm in winter, smooth and silky when finished, hardwood provides a sensuous experience seldom equaled by other woods or manmade materials.

Veneer is another puzzle for some customers. Although the process dates back to the Romans, people today find it hard to comprehend that real wood can be sliced in thicknesses as thin as Yrl' :o'ld'. They also are amazed that veneer is dried after it is cut. Veneer is widely used in furniture manufacturing and some finds its way into paneling and cabinets. The matching of veneer can create many lovely effects.

Once they understand and appreciate hardwoods, customers keep finding more and more ways to use them in their homes as paneling, flooring, cabinets, doors, woodwork and moulding. They are often fascinated enough to begin dabbling in wood working just to try out hardwood. Then a simple table leads to a desk or an inlaid cabinet and on and on. Anything can happen when a customer understands the romance of hardwood.

LJUEUU [Li U LELIdAU t.Uitnlll

Aluminum Outlook

A 20-p. aluminum clad wood window and patio door booklet is free from Hurd Millwork, 520S. Whelen Ave., Medford, wi. 54451.

Cupola Brochure

A 6-p., full-color cupola brochure is available free from The Stephenson Co., P.O. Box 70l. Conneaut. Oh. 44030.

Machine Shopping

A 44-p. wood and metalworking machinery catalog is free from Delta International Machinery Corp. , 246 Alpha Dr., Pittsburgh, Pa. 15238.

Lumber Legends

"The Story of Hardwood Plywood," an ll-p. booklet, is $l from the Hardwood Plywood Manufacturers Association. P.O. Box 789, Reston, Ya.22O90.

Plaster To Last

Two high-performance plasters and systems brochures are free from USG. 101 S. Wacker Dr., Chicago, n. 60606.

Plywood Under Pressure

A pressure preserved plywood specifications, applications and finishing recommendations guide is free from the American Plyuood Association, P.O. Box 11700, Tacoma, Wa. 98411.

Outdoor Lighting

A low-voltage redwood lighting fixtures catalog is free from Sylr,an Designs, Inc., 8921 Quartz Ave., Northridge, Ca. 91324.

Dirt Eliminator

An 8-p. catalog of built-in central cleaning systems is free from Nufone, Madison & Red Bank Rds.. Cincinnati. Oh.452n.

Lock In Leverage

A brochure on the new Olympiad lock with optional tactile warning feature is free from Schlage t ock Co., IHS Division, 15540 Roxford St.. Sylmar. Ca. 91342.

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

Pine Program

"Southern Pine: Facts for Retailers," a 32-min., two-part videotape program, is $il for t/z " VHS or Beta cassettes from Southern Forest Products Association, P.O. Box 52468, New Orleans, La.'l0l52.

Firm Foundation

A composite floor system brochure is free from Canam Hambro, 140 Gould St., Needham Heights, Ma.02194.

Beveled Entry

A catalog of beveled glass kits for doors is free from Beveled Glass Designs, lnc., 3241 N. Shadefand Ave., Indianapolis, [n.46226.

Outdoor Project

Instructions for building a patio table and benches are free from the Western Wood Products Association, 1500 Yeon Building, Fortland, Or.9'201.

Truck Chart

The 1986 "Summary of Size & Weight Limits" chart listing state limis on trucks is $2 from American Trucking Associations, 2200 Mill Rd.. Alexandria. Ya.22314.

Put The Top On

A l6-p. roof fastening systems brochure is free from Atlas Bolt & Screq 1628 Trry M., Ashland, Oh.44805.

Faucet Benefits

A non-metallic faucet brochure is free from Middlefield Corp., P.O. Box 795, Middlefield, oh.44062.

Bathroom Update

"Better Baths With Ceramic Tile" is free from the Tile Council of America, Inc., Dept. NB, P.O. Box 2222, Princeton, N.J. 08540.

Free Wheeling

A lightweight wheelbarrow bulletin is free from Candu Trading Ltd., 1051 Clinton St., Buffalo, N.Y. 14206.

Glass Houses

"Greenhouses For Living," a guide for buying, building and enjqing residential sunspaces, is $D from Greenhouses For Living Information Center, 350 5th Ave., Suite 6124, New York, N.Y. 10001.

CedarSlides

"The Specialty Building Product," a western rcd cedar slide presentation, is $35 or loaned free for 30 days from Westem Red Cedar Lumber Association, 1500 Yeon Building, Portland, Or.972M.

Cooking Up A Kitchen

A new kitchen layout training film and vuorkbook are available from Riviera Cabines, Inc., 825 Greenbriar Circle, Suite 200, Chesapeake, Ya.23320.

Painting Products

A catalog of paintbrushes, rollers and paint applicator products is free from Baltimore Brushes, Brockton Industrial Park, ll00 Pearl St.. Brockton. Ma. 02401.

Decked Out

A deck plans folder is free from SimpsonStrong Tie Co., P.O. Box 1568, San lrandro, Ca.94577.

Sales Rep locater

A directory of over 250 manufacturers' representatives is $25 from the American Hardware Manufacturers Association. 931 N. Plum Grove M., Schaumburg, Il. 60195.

Solar Power Information

A solar energy booklet is available free ftom Exemplar, Inc., P.O. Box 9071, Hickory NC. 28603.

Hook Them On Home lmprovements

(Continued from page 28)

Unable to conquer his desire, the customer is now stashing materials for a redwood paneling project in the master bathroom. The heady glow provided by each fix-up session is sure to keep him coming back for even more.

It's easy for the dealer to keep him a habitual user craving more. A little kindness, the lure of a more beautiful home, some direction on the best way to use the stuff and being there when a supply is needed will keep the guy hooked and buying for life.

REDW00D decK were added during renovation of home to prwide additional space for entertaining and viewing the water which f ronts the pr0perry.

S0ARING ANGLES of living room ceiling were covered with Simpson's LaHonda tongue and groove redwood paneling in the third project undertaken in two years by a d-i-y home improvement iunkie.

GLASSIFIED ADUERTISEMENTS

HARDWOODLI.]MBER

Wholesale hardwood company offers excellent oppornrnity for individual with minimum 5 yrs sales experience and a basic knowledge of hardwood species. Qualified candidate should possess a minimum of 2 years college level education, a desire to build a career in sales and the self+onfidence necessary to be successful in lumber sales. This position offers an excellent starting salary and a fine benefis program. Send rcsume to Box 550 c/o The Merchant Magazine.

INDUSTRIAL SALESMAN. Southem California wholesale distribution yard looking for an experienced industrial salesman. Customer following is a must. Salary plus commission and many other benefits. Send resume to Mike Nicholson, AllCoast Forest Products, PO. Box M, Chino, Ca. 91708-1206, O t4) 627 -8551.

PLYWOOD SALES. Plywood manufacturer in Oregon is looking for an experienced salesman. Excellent opportunity for aggressive individual. Salary and benefit package. All replies held in the strictest confidence. Send resume to Box 549 c/o The Merchant Magazine.

MA.JOR REDWOOD and whitewood lumber distributor has an immediate opening for an assistant sales manager. College degree or equivalent with a proven track record in lumber sales or management required. Knowledge of the California market desired. The person selected for this position must be capable of expanded responsibilities. This position pays an excellent salary with a complete fringe benefit program. Please send your resume to Redwood Empire, Attn: trn Viale, PO. Box 1300, Morgan Hill, Ca. 95037

Twenty-five (25.1 words for $19. Each additional word 659. 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: $40 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 1180, l,Jervport Beadt, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SALES REPRESENTATIVES: Major lumber wholesale and distribution company located near San Jose has sales openings for experienced lurnber sales and sales trainees. Sales trainees with retail lumber experience are desired. Knowledge of the Califomia market prefened, but not necessary. This position offers an excellent salary with an uncapped commission program combined with a complete fringe benefit package. Relocation to the local arca necessary. Please send your resume to l,en Viale, Redwood Empire, PO. Box 1300, Morgan Hill, Ca. 95037.

CALIFORNIA TIMBERLINE, INC. is looking for a well-established softwood,/hardwood lumber salesperson. Full milling facility. Please contact Pete Skibba at (714) 591-4811.

INDUSTRIAL SALESPERSON: So. Ca. softwood lumber and plywood wholesalers looking for an expenenced industrial salesperson. Customer following a must. Excellent commissions and benefits. All replies held in the strictest confidence. Send resume to Box 517 clo The Merchant Masazine.

LUMBER TRADERS, So. Ca. wholesaler seeks proven lumber salesperson with strong customer base. Excellent company benefits. Guaranteed base salary plus commission. Please send resume and earnings history to Mesa Forest Products, PO. Box 40ll, Costa Mesa, Ca.92628.

|lhen sending in a change of address please include zip code on both old and new addrisses and either the old label or lhe inlbrmation from it. Thanks!

PLATEATJ FCIFIEST PFIODUCTS, INC.

LUMBER

TRADER

Expanding wholesale building materials company with national distribution network has immediate need for experienced sales people.

DESIRED CHARACTERISTICS

Very high energy level

Results oriented

Sell motivated

Superior communications skllls

Professional attrtude

WEPROVIDE

Excellent benefit package

Guaranteed draw against commissions

High income potential

Excellent working conditions

Please respond in writing to: Plateau Forest Products. lnc. Attn: Wayne Mosby

OREGON COASTAL lumber and building supply lard for sale. Well esablished, profitable business in grorving community. Excellent growth opportunity. P.O. Box 3833. Vancouver. Wa. 98662.

FORTCOLLINS, CO.

Rough lumber sawmill and near new CC.A. reating plant, each with 15,000 Bd/Ft daily capacity on l0 acres, ample raw materials available. Bill Nash, Everitt Commercial Real Estate (30r223-67ffi.

FRENCH DOOR & WINDOW is up for sale!

Complete shop with clients, reputation and is priced to sell! Ask for Rob (415) 654-6333.

30'TIMBER SIZER. $6.000. Year old shavings collection system, $6,000. Year old finger jointer, with jammer and cut off saw, $50,000. Call or write John Howard, Able Fabricators Inc., North 1407 Elm, Spokane, Wa. 99201 (509t 326-0421.

IIYSTER 1958 SC 180, $10,000. Hyster 1979 Hl80H, $30,000. Automatic lumber stacker, $25,000. Hardwood lumber sticks th" x lt/2" x 54" 5c each, softwood 39. Call The Wall Bros., (213) 635-4602.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood Iumber industry. It preserves stories of the hardwood giants of the past: Capt. Rob6rt Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton, Sr., Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stones.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box6712, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Hardwoods. $4: all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach. Ca. 92660.

tsUVE M]S' ffiUIDE

- SOUTIIERN CALIFORNIA LOSAilGELESAREA

AmericanHardwoodCo.

Bel Air 0oor Co.

Berkol Mfg. Co.

BeverlyManufacturingCo....

BurnsLumberCo.

Catroll Moulding Co.

CoastalLumberCo..

Coos Head Lumber & Plywood

3C TruckinO

Dooley Forest Co., lnc.

El&ElWoodProductsCorD.

FarwestFirsales. (213)029-5206

Fir & Pine Lumber Co.

Fountain Lumber Co., Ed

Fremont Forest Products

Galleher Hardwood Co.

Gemini Forest Products

Georoia-Pacific Corp. (213) 968-5551

Harris Trucking

Heppner Hardwoods.

Hulflumberco. ...(213)773-4846

lnland Timber Co.

JohnstonHardwoodlnc.

JoneswholesaleLumberco....

KirbvForestlndustries. Inc.

Knight Industries

LumbsrAssn.ofso.Ca.

MacBeath Hardwood

Maple Bros.. Inc. Mouldinos

Marouart-Wolfe Lumber Co.

Mutual lltouldino and Lumber Co.

Nonh American?lywood in Ca. (800) 421-1373

osoood Inc., Roberl S.

PaaificLumberTerminal . ..... ..

PacificMadison Lumber0o. Q131773-2292

Parr Lumber Co.

Penberthy Lumber Co.

Peterman Lumber Co.

PhilliDs Lumber Sales Productsalesco.

ouirin Trucking, Fritz

Reliable Wholesale Lumber Co.

Sammons Storage Systems

San Antonio Conslruction

Snavely Forest Producls

Sott-Touch Computer Systems

SouthBavForestProducts....

Southern California Lumber Sales

Stahl LumberCo.

Stanline, Inc.

Sumwood, Inc.

Virginia Hardwood Co.

Western lnternalional Forest Products

Western Turnings & Stair

Weyerhaeuseroo. ...(800)647-7762 (213) 748-5451

oRANGE, B|VERSIDE & SAN BEBilARDINO COUNTIES

Beaver Lumber Co.

Eerger & Co.

CalilorniaForestProducts

Calif0rnia Lumber lnsDection Service

CaliforniaRedwoodAssn.

Casella Transoortation

Crestwood ForestProducts

DMK Pacific Coro.

ooors, Inc.

Floor Service Supply (San Jose) .

GeorOia-Pacific Corp.

Georgia-Pacific Corp. (San Jose)

HarnessTimberProducts.........

Hiooins LumberCo. (Monterey)

Hiooins Lumber Co. (San Jose)

Hiooins Lumber Co. (Union City)

Higgins Lumber Co. (Walnut Creek)

SAN FRANCISCO BAY AREA

Hirt & Wood Lumber Co

HMS Systems Corp.

J.H. Eaxter & Co.

MacBeath Hardwood (Berkeley)

MacBeath Hardwood (San Francisco)

Pacilic LumberCo.

Panel Clip

Redwood Inspectionseruice

RolandoLumberoo., lnc.

Sequoiasupply(Fairfield)..... Sequoia Supply (San Francisco)

NORTHERN AND CENTRAT CALIFORNIA

ARCATA/EUREIG/FOBTUl{A

Bracut lnternational

Britt Lumber Co.

Combs Lumber Co.

Costa Trucking, Joe HumboldtRedwoodCo.

Louisiana-PacificCorp.

PVM Redwood Co.

Schmidbauer Lumber, Inc. .

AUSUBN/GRA8S VALLEY

All-Coast Forest Products, Inc.

BAKEBSFIELO

HigginsLumberCo.

Pacific Wood Preservino ol Bakersfield, Corp.

CTOVEBOALE

BowmanLumberSales

Louisiana-PacificCorp.

Rolando Lumber (Kinton Div.)

,FO8T ERAGG

Georgia-Pacilic Corp. (Redwood)

Holmes LumberCo.. Fred C.

FRESI{O

Georgia-Pacilic Warehouse iiggi"nJLumberdo -.. LewisCo., Inc., PalmerG. Pacilic Forest Products Weyerhaeuser

...

(707\822-3648 (707)822.1779 (707)822-4889 (707)822.2901 (707)822-4851 (707) 443.7511 (707)822-4818 (707) 443-7024

0]i AREA

Canlor U.S.A. Corp.

Capilol Plywood Floorseryicesupply...

Georgia-PacificWarehouse HedlundLumber&Machinestaining

Hi00ins Lumber Co. Koppers Co.

Laminaled Timber Seryices, Inc. Lewis Co., Inc., Palmer G. Louisiana.Pacilic Corp. Michioan-CalilornraLumberCo.

M&MBuildersSupply

Nikkel Corp., The P&MCedarProducts

Rocklin Foresl Products

Simmen Lumber

Stanline, Inc.

Stocklon Whol€sale

Union Forest Products

Union Planing [4ill.

Waldron Forest Products

Western Wood Treating Co.

Weyerhaeuseroo. ..(800)952-5616

(20s) 251-8471 (2Wl20/.-1771 (20s) 233.8855 (2W1268-6221 (209) 486-6221 (209) 233.9035

SAilIA MARIA

Higgins Lumber Co.

SAI{TA BOSAAREA

J.H. BlevinsCo.,lnc.

Higginslumberco.

Martin Foresl Industles

Noyo Timber Products. Inc.

Nu-Forest Producls

Rich Doss, Inc.

Windsor Mill, Inc.

UKtAH/CAtPEt-tA/Wil.UTS

AllHeartLumberco.,lnc.

Coast Wood Preserurng, Inc. .

ForestProduclsTransporlalion

Little Lake Induslries

Louisiana.Pacilic Corp.

Penofin Marketing

Perlormance Coatings. hc. (Ca.)

Bedwood Coast Lumber Co.

wtLLtAMS

san Antonio Pole const. co.

PACIFIC I{ORTIIWEST STATES wAst{tNGTol{

SOUTHWEST aRtzolta

PHOElIIX AREA Arizona Pacific Wood Preseruino C0. FarwestFirSales..... FremontForestProducts

Geor0ia-Pacific Corp. l\4allcoLumber&BuildingMaterials... ln Az MapleBros., Inc. Moulding ........... irtriid

Richard J. "Bob" Gehring, a lumberman for more than 60 years, died March 28, 1986, in Healdsburg, Ca. He was 82.

Born in San Francisco. Ca.. Mr. Gehring entered the lumber business at age 16. He owned yards in Sausalito, San Francisco and Blackpoint, Service Lumber Co. in Novato and Mill Creek Lumber Co. in Healdsburg. He retired eight years ago after selling his last lumberyard.

A director and member for more than 50 years of Hoo-Hoo International, he also served on the board ofdirectors of communiry improvement organizations in Healdsburg.

Mr. Gehring is survived by his widow, Lorraine. four sons. one sister and nine grandchildren.

Rudolph L.Hirsch. executive vice president and chief administrative officer of HomeClub Inc., Fullerton, Ca., died suddenly March 23,1986, in Phoenix, Az. He was 57.

A native of Germany, he had been with Marshall Field in Chicago, Il., and was senior vice president of Federated Department Stores in Cincinnati, Oh., before joining HomeClub in September 1985.

Mr. Hirsch is survived bv his widow. Fran, one son and one daughter.

Charles "Chuck" Keesling,53, died March 19, 1986, in San Jose, Ca., of leukemia after a long illness.

A native of San Jose, Keesling was graduated from Campbell High, C-ampbell, Ca., in 1949. His years with the Air Force from 1949-1955 included service in Okinawa.

He subsequently joined Georgia-

Pacific Corp., San Jose, Ca., and later Doors. Inc.. Mountain View. Ca.. where he became manager. He was moulding and millwork manager at Bendix Forest Products, Newark, Ca., until it closed.

Mr. Keesling later was employed by Louisiana-Pacific, Fremont, Ca., as manager.

Mr. Keesling is survived by his widoq Shirley, one daughter, one son and two grandchildren.

Raul R. Hollenbeck. former executive vice president of the West Coast Lumber Inspection Bureau, died February 26,

Public Remains Conf ident

Consumer confrdence remained strong in March, with a high consumer confidence index of 96.7 after February's 96.9, according to the Conference Board, an industry-supported, nonprofit economic research firm.

AD NNDtrX

1986, in Bend, Or. He was 73.

During his 46 years as a lumberman, he spent 17 years in the retail lumber business, developed a series of lumber dealer managment clinics as a private consultant and market analyst, served on and chaired numerous committees of the American Lumber Standards Committee, was executive vice president of the Lumber Association of Southern California and held that position with WCLIB from 1964 until his retirement in 198.

Mr. Hollenbeck is survived by his widow, Jean, one son, one daughteE one brother, six grandchildren and four greatgranchildren.

Noting that never before in the 2O-year history ofthe survey have levels continued so high for so long, the concern's executive director Fabian Linden said, "Most encouraging, and also most surprising, is that consumer spirits have remained high despite the economy's lackluster performance over the last year and a half."

TIMBERS

TIMBER SIZER PRE-EABRICATION

D.F. GRAPE STAKES REDVOOD & D.F. LATH

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.

(includins DOORS & WINDOWS)

SPECIALISSUE AUGUST,T986

For the first time evet) our August issue will be a Special Issue on Moulding, Millwork, Doors and Windows.

Stories will cover a wide range of moulding and millwork topics as they relate to the dealevtvholesaleqdistributor markets.

Among the newsworthy and informative material in this Special issue:

y'

\loney Making Merchandising of Moulding

y' Castomer Oriented Door and Window Displays

t/ AWood Moulding Market Review

y' The Latest on low E (emission) Glass

y' IIow You Can Get Yor,.r Share of Increased Wood Moulding and Millwork Use

ADVERTISERS: Make sure you take full advantage of this new opportunity to get your message to the markefirlace. Call now (collect) for more information or to make your space reservation for this impor' tant issue. Act now. Just call or write to the address or number shown below. The deadline is July lO, 1986.