Merchant Magazine - May 1987

Serving the lumber and home center markets

Sunshine. And a cool breeze 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 Califomia.

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 the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is your assurance of qualiry from the people who know redwood best.

Looking for the key to financial success? Then look into window

replacement. And let Andersen show you how.

With Andersen's Window Replacement Selling Kit, you'Il get everything you need to make it big in the lucrative windowreolacement market. And you'll become part of Andersen's

gp.?:twr.

&

valuable consumer lead program 0eads in vour area are forwarded directly [o you).

To get a handle on your future, call your nearby distributor 0isted below).

Come home toquality

SeNing 13 Weslern Slates

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Louanna Muell

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport 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

Advertising rates upon request.

From all states east of the Rocky Mounlains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-l990or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. From Washington 3tate, Oregon, Idaho, Wyoming, Montana, Utah, Colorado and Canada: Contact Carol Holm at (206) 1400680 or l0l8 Lloyd Building, Seattle, Wa. 98 l0l

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

DAVID CUTLER editor-publisher EDITORIAL

E-Z to build home nuclear reactor

I N TROOPING through a number of stores in I preparation for this D-l-Y Home Improvement Special Issue, we were reminded of the old adage never to assume anything.

What brought this to mind were the displays of do-it-yourself projects and/or products designed to be used by advanced home handymen. In many cases they were simply too advanced for even an experienced d-i-yer and probably some so-called professionals. Certainly for the last contractor who worked at my home.

As the do-it-yourself phenomenon has grown over recent decades, so have the complexities of tasks attempted by home owners. And rightly so. The level of sophistication has been raised impressively. Dealers are continually surprised by pro-level projects successfully mastered by weekend workers.

But at Some point we have to stop and ask if this increasing complexity caters to a narrowing percentage which is continually increasing in

skills but scares off the average d-i-yer whose skills have remained constant. Not to mention the millions who are in their twenties and have yet to develop the personal resources needed to tackle an involved home project.

In our research we saw too many displays that we felt left Joe and Josie Average bewildered, befuddled and bored by what they rightly saw as something that applied to very few customers. These proposed projects are intimidating to most people. They also throw a wet blanket on the enthusiasm of those whose skills fall into the median bracket for all projects, even the simple ones.

Whoever in your company is responsible for floor displays should take a hard look at what ends up facing the customer. He or she should ensure that the projects are reasonably do-able by those of average skills, that the instructions and descriptions are not befogged by excessive jargon, and that the instructions are as comprehensible as possible.

Seruing the lumber and home center markets in 13 Western SfatesSince 1922

How to win the hardwood flooring battle

OME CENTER and lumber yard operators ,vho want to the hardwood flooring business away from specialty flooring shops including carpet dealers are going to have to develop the reputa-

tion of being hardwood flooring experts.

Enlightened home centers, according to Claude Taylor, Memphis Hardwood Flooring, Memphis, Tn., do this with superb displays and well

informed sales people who know how to use the display to its best advantage.

The hardwood floor shopper is usually the homeowner, more often a woman than a man, Taylor points

HERRII{GBt0CK can be used in either large or small areas. Installed over concrete, suitable plywood or old tile, it is perfect fot rem odel ng.

out. Regardless of whether the project is to be do-it-yourself, buy-ityourself with professional installation or a contractor job, the person who will live with the floor is usually the one who selects the Pattern and color.

The display must present both squares and planks in sizes big enough to give the shoPPer a clear idea of the color and grain pattern. "Colored graphics showing applications of the various hardwoods in room settings are needed to augment the samples," TaYlor saYs.

Story at a Glance

Ways to develoP a hardwood floor merchandising Program . . how to build disPlaYs, educate sales peoPle' cross merchandise. use Price Point spread, and consistentlY advertise to build sales.

Displays also must include vital information including product specifications and packaging. Installation, care and maintenance data is helpful as well as a chart to show how to figure the quantity needed. Current prices based on square foot quantities should be available in the display.

Stores will find it helpful to get into stocking situations along with displays, according to Jerry Sporich, d-iy products manager at Bruce Hardwood Floors, Dallas, Tx. "Stores should have both parquet and Plank available for carry out until they establish a hardwood flooring clientele," he says, "then theY should begin to develop special order business."

A generic display, rather than a different one for each line of hardwood stocked, is recommended bY Taylor. "This will enable the store to display all lines equallY," he explains, "avoiding the junky look that comes with numerous separate merchandisers. "

Taylor also stresses that the retailer should be willing to sPend some

money for this kind of a disPlaY. "Dealers will spend thousands on computers," he says, "but not want to spend a nickle on disPlaYs which make money for them."

The importance of disPlaYing products in a range of price points is supported by Eric Andersson, prefinished product manager at HarrisTarkett. Johnson City, Tn. "The display is an effective merchandising tool that encourages trade-up from other flooring products," he says.

Considered by many in the industry as "one who knows all there is to know about selling hardwood," Taylor lists a well informed sales staff second to displays in order of importance. "Retailers must lean on their suppliers to provide produci meetings and teach the counter and sales people to use the display properly in selling hardwood," he emphasizes.

Knowing the various features of each product is essential, he cautions. because ofthe various types of sub flooring used in homes. In fact, he recommends that the type of sub flooring the flooring will cover be established before showing any samples.

The second question 'the sales person should ask the shoPPer is "What room are you considering hardwood for?" The room in which it will be used is the key to recommending the proper finish as well as a clue to the design and style needed, Taylor explains.

Additional questions considered important are "What style of decorating do you like?", "What color of wood do you prefer?" and "What price range are you considering?" Using the answers to these questions as a guide, the sales person can utilize the display to demonstrate what is best for the customer's needs.

Continuing with either/or and opened ended questions will encourage the customer to respond to the selections being shown and helP to find the product he wants. The different benefits of the various hardwoods should be stressed. Customers buy a long lasting, easY care product which will give them comfort and beautY in their home. Installation and cost are often ofsecondary importance.

Sporich emphasizes the imPortance of having well informed em-

ployees, pointing out that his company has a video taPe available for employee training sessions. He feels that in a stocking situation it can be helpful to have distributors hold installation clinics for customers.

Installation and maintenance products should be merchandised with hardwood flooring for the convenience of the customer as well as add on sales, SPorich Points out. Advertising is another essential in his opinion. "Hardwood flooring should be advertised year around," he says, "not just at the Peak fall season."

Hardwood floorings are experiencing a resurgence of popularity. At present they have a significantly greater growth rate than'other floor coverings.

There are advantages for the home center or lumber Yard that builds a reputation as a hardwood flooring center. Hardwood flooring is considered a quick turn, profitable item. Most dealers have a 400/o markup on the product which they usually don't have to stock and often pay for after they have been paid for it, according to Taylor. "Hardwood flooring rounds out a business and keeps customers," he saYS, as well as attracting new ones.

0lSPtAY fixtures such as this enable a dealer to show the best of several lines of hardwood flooring. The design adapts t0 several conf igurations.

How to get dollars for R&R

A GOOD relationship wirh the ll store's banker can be an asset in cultivating repair and remodeling business. With his help, a dealer can make it easier for customers to finance the materials and work needed for residential improvements.

Over half of the 95 billion home improvement dollars spent in 1986 financed residential additions and alterations-projects which cost big bucks. Statistics show that borrowed money paid for a high percentage of this expenditure.

With the new tax code, home equity loan interest and home mortgage interest are deductible on borrowed amounts up to the value of the home. This makes home improvement a good buy for many homeowners.

By contacting the store's business banker to learn the various procedures which a customer can follow to obtain credit for additions and major alterations, management can counter sales resistance due to lack of money. Financing alternatives should be part of the sales presentation made by people working with customers about to undertake major remodeling projects.

Printed guidelines can be used as handouts. However, in all cases, it is advisable to emphasize that the information is offered only as a guide and that the store gives no guarantee and takes no responsibility for its ac-

curacy or the ability of the customer to qualify for such financing.

Bankers in some communities have been extremely cooperative with lumber and building material dealers. One dealer was able to work out an arrangement in which he put a remodeling display in the lobby of his bank. In exchange for the promotion, which prominently featured his name, address and telephone number, he made loan applications and the loan officer's cards available to customers about to begin additions or alteration to their homes.

This arrangement worked well enough to be continued for several years. Although the dealer who used it has outgrown the need for such a promotion, he stillrecommends it as a way to beef up remodeling business.

Home improvements not as expensive as remodeling can often be financed on a customer's consumer credit card. lf a store does not offer credit card service and wants to add such a plan, arrangements can usual-

Story at a Glance

Ways to help customers bank- roll R&R projects. cq)per- ative ventures with business bankers. .. in-house credit with bank or private label cards.

ly be made through the financial banker. Private label credit cards can be obtained through buying groups. Consumer credit cards whether used for large ticket items or everyday shopping are the fastest growing form of short term credit. In just 10 years there has been an 86% increase in consumer credit cards. Statistics show that over 600/o of these credit cards, which can be used in most retail stores, are held by those in the primary do-it-yourself age group of 25-54. Nearly 700/o of the cards are issued to families with annual income in the $20 to $30 thousand range, qualifying them as good potential buyers. Studies have shown that customers who pay with plastic shop more often than those who pay cash.

Stores which sell to contractors on account can encourage remodeling contractor business by giving their names to customers who ask for contractor recommendations. This can build both buy-it-yourself and contractor business.

Financial bankers also can be helpful to retailers by helping them to arrange financing programs in conjunction with remodeling seminars. This type of information is applicable to any store clinic involving large expenditures.

Regardless of how they do it, stores that help customers find financing for big ticket projects usually benefit.

Fl AINT seems to be a forgotten l- product in many home centers, yet statistics show that more is being spent on paint each year and that it can outsell other products on a Per square foot of sales area basis.

Dealers who want to imProve paint sales should examine their paint department, asking themselves the following questions.

ls the product good?

Is the service good?

Am I advertising and promoting the product?

ls the product being displaYed well in an attractive area?

Although the price of a store's paint is probably determined by the income level in the market, consumers are usually looking for more than a bargain in paint. TheY want a quality product with ease of application, hiding power and durabilitY, whether it is a private label or a national brand.

Good service begins with sales people who can recommend suitable paint for specific surfaces, answer basic questions about gloss levels and color, estimate the amount of paint a customer needs and give suggestions for application. One or two sales people should be ofthe decorator type, able to discuss color schemes and make recommendations.

In discussing the need to offer advice and assistance to do-it-yourselfers, John Bryan, marketing manager, Norton Co. consumer Products division, said, "Your chances to cross merchandise increase the minute you engage a do-it-yourselfer in a how-to conversation, and you've started to build long-term customer loyalty as well. Both of these factors will have a positive imPact on Your bottom line."

Service includes being able to custom match and custom mix Paint. Many stores have computer systems which can match any color swatch. Availability of fashion colors such as pistachio, peach, sagebrush and white asparagus will draw customers. Advertising and promotion begin with letting your trade area know your people are paint exPerts through newspaper, radio, tv and direct mail advertising. Color advertising is recommended for Paint. Advertising sundries as well can be helpful since a paint project can not be successful without quality tools and related materials.

In-store displays should stress the benefits of paint. Dramatic use of color, vignettes showing end use, color bars with myriads of paint chips, shelf talkers, mobiles and point of purchase displays attract attention. The atmosphere must be colorful and attractive without being cluttered. Paint related sundries should be included or cross merchandised with displays and signing.

Story at a Glance

Tips on improving paint sales .organizing advertising, PrG motion... setting up section spotlighting service.. sales aids available.

colorful and adjacent to paint sundries.

Paint promotions can include having classes related to painting such as decorating, wallpapering, furniture stripping, staining and finishing. Some dealers find it helpful to maintain a demonstration area where a customer can try out various paints and colors before making a purchase.

The dealer who is not satisfied with his analysis of the paint department has several sources to call upon for merchandising help. The National Decorating Products Association, 1050 N. Lindbergh Blvd., St. Louis, Mo. 63132-2994, (314) 9913470, publishes a monthly magazine, Decorating Retailer, filled with helpful ideas. They also have a store planning guide available and several audiovisuals with booklets on topics such as selling interior and exterior paints.

Location of the paint section depends upon which theorY You accept. onb is that it should be close to the front ofthe store so that carryout will be convenient. Another is that the section should be in the back as close as possible to the storage area with most of the stock kept there. Regardless of location within the store, the paint section must be

The National Paint & Coatings Association, 1500 Rhode lsland Ave., N.W., Washington., D.C. 2000s, Q02) 462-6272, has numerous leaflets available plus a paperback book on paint selection. This material is good for customer reference or handouts as well as a source of ideas for vignettes and displays.

R&R products market bullish

Exterior Door Demand In R&R

El ENOVATION and remodeling markets will far I l outstrip the new construction products market in the coming months, according to Jack Shoemaker, executive vice president of the National Wood Window and Door Association.

Story at a Glance

Survey projects R&R needs to exceed new construction . . 11.7olo increase in replacement windows .interior doors up 13.8%; exterior doors, 67o; patio doors, 77o.

Shoemaker based his predictions for the growth rate on a study conducted for NWWDA members by McGraw-Hill/LSI Systems, Inc. Its consumer R&R m-a1ket projections are the result of a telephone survey of 15,000 households across the country.

May 1987

Projections for window and door use in renovation and remodeling include:

o Window products - growth expected from last year's 15.3 million units to more than 17.1 million in 1987, increasing more than 1 I '7% (new construction orders are projected to decrease 6.50/n).

o lnterior doorswill increase more than l3'8% growing from approximately 8.7 million units last yeur to more than 9.9 million this year (new construction orders are projected to decline by 7 .70k).

o Exterior hinged doorswill exceed 3.6 million units, expanding at a rate of 60/o over last year (new construction demand forecast to decrease by approximately 7ok).

o Patio doorswill top 3.1 million units, increasing more than 7o/o over last year (new construction orders forecast to decrease 5%).

"ln this type of bullish market, supply races to meet demand and quality control becomes especially important," according to Shoemaker, "but retailers can rely on certification programs such as the NWWDA Hallmark for product quality assurance."

This program enables manufacturers to indicate that their products are produced in accordance with accepted industry-wide quality standards.

Tips on recommending a remodelin q@ r@r

contractor

workmanship required must be reached.

Everything should be in writing including what the contractor will and won't do such as daily clean-up or clean-up on completion of the job. Before the contract is signed, it is suggested that the homeowners think carefully, making sure that they understand everything and that they are getting what they want at a fair price.

When a homeowner is working with a contractor, the association recommends that they study plans carefully before approving them, make sure that all materials are specified in the contract by brand names and quality, be certain that the contractor provides certification of insurance for brokers, property damage and personal liability and that the contract guarantees cleanup.

ll ANY do-it-yourself customers

lll ask stores to recommend a professional remodeling contractor to help them with a project.

A manager who doesn't offer installation or remodeling services, may have a problem in suggesting workmen for them to contact. Many stores maintain lists of remodeling contractors who buy from them to use as references. Others allow contractors to put their cards on a bulletin board which has a disclaimer that the store has no connection with them or responsibility for their work. Some stores simply refer the customer to the Yellow Pages.

However the request is handled, it can backfire. The customer, if he has an unhappy experience with someone suggested, will probably unconsciously blame the store. The person who is told to look in the Yellow Pages may consider the store cold and uncaring.

Some dealers have had success in giving remodeling customers a

guide to selecting a reliable remodeling contractor. Suggestions for such a handout can be found in a brochure, "Selecting A Professional Remodeling Contractor," published by the National Association of the Remodeling Industry.

Their first suggestion is to employ a contractor with an established business in the community. (Membership in the NARI is considered a plus.) Checking out the contractor with the Better Business Bureau and asking for references of past customers is recommended. They stress that these references should be contacted and that the jobs which the contractor has done should be examined as well.

The NARI recommends that several contractors be solicited for bids on the work to be done. They say that the lowest bid should never be blindly accepted. The contractor should be asked to explain why it is low. A thorough understanding of the quality of materials and the

The brochure also has guidelines for proper planning, establishing priorities, determining design and function. The necessity of having detailed specifications for the job and complying with building codes and obtaining proper permits also is covered.

Story at a Glance

Ways to help customers find remodeling contractors without assuming liability. guid+ lines for take home literature discussion topics for remodeling clinics...

The National Association of the Remodeling Industry is located at l90l N. Moore Street, Suite 808, Arlington, Va. 22209. Their telephone is (703)276-7600. They represent professional remodeling contractors, manufacturers of remodeling products, wholesalers. distributors, lenders, utilities and publishers. They sponsor a number of programs including Home Remodeling Month each May.

Sales strategy of remodeling industry growth

A MERICA is remodeling and your customers, A whether do-it-yourself, buy-it-yourself or contractor, and your store are part of the industry growth.

Over 600/o of the more than 80 million single family homes in the U.S. are at least 15 years old. Owners of older homes turn to remodeling to keep them efficient, comfortable and good looking. Owners of newer homes, as well, are remodeling to acquire more storage space' extra room or a more functional kitchen or bath.

Remodeling projects increase the demand for lumber and structural panels as well as other building products. The National Forest Products Association expects R&R

Story at a Glance

Analysis of remodeling industry figures. . .top remodeling projects. .increased demand for lumber and other building products.

to increase lumber sales by 25-30V0 and structural panel sales by 200/o. Over half of ttre $95 billion spent on residential upkeep and improvements in 1986 went for additions and alterations, all utilizing wood, they point out.

The National Association of the Remodeling Industry (remodeling contractors) expects their share of residential remodeling to become a $65.4 billion industry this year. All sources predict 1987 will exceed 1986 expenditures for remodeling.

Doors and windows for replacement or room additions are the top dollar remodeling project with a volume of over $9 billion. Storm windows and doors, skylights, entry and sliding exterior doors and hinged patio doors are included in this figure.

Wood doors are preferred over steel doors, 50.90/o to 49.10/0. Wood windows also are preferred. Of all the replacement windows sold, 450/o are wood, 34.80/o

aluminum, 17 .40/o vinyl, and 20/o steel' The average door and window replacement remodeling project costs $9,000.

An estimated $7.7 billion was spent in kitchen remodeling in 1986. Approximately 2,895,000 kitchens are remodeled each year at an average cost of$11,000. The majority of this figure is spent on cabinets which have an annual dollar volume of $3,835,000,000. Countertops are second with $770,000,000 in volume followed by appliances, cabinet hardware, sinks and plumbing.

Prolessional Remodeling Proiects by Jobs/Units Sold AnnuallY

Siding has an annual dollar volume of about $5 billion spent for approximately 1,751,000 remodeling jobs. Vinyl siding is used by 31.20h of the homeowners; aluminum by 27.40/o; wood by 23.60/o; hardboard by ll0/o and steel by 6.7%.

Approximately $4 billion is spent annually remodeling 4,152,000 bathrooms. About $72,000,000 of this is spent on vanities; $660,000,000 on ceramic tile; $397,000,000 on whirlpools' The average bath remodeling project costs about $3,500. In addition to some 3,035,000 existing baths which are remodeled, l.l 17.000 baths are added annually'

Retailers can get their share of this gigantic home improvement market by encouraging d-i-yers with advice and clinics, providing special orders and installation and offering special services to remodeling contractors.

The sources for the above statistics are: NARt6, the u.S. Department of commerce historical trends, and Qualifred Remodeler magazine Bureau of Remodeling Market Research.

Quality products pay off for retailers

tl OME IMPROVEMENT pro- t I jects, whether as big as room additions or as small as garage shelves, turn out better when quality materials are used.

D-i-yers have discovered this and retailers who cater to them are noticing that quality products are easier to sell. For example, Brian McCoy, vice president of marketing for the McCoy Corporation in San Marcos, Tx., which operates the familyowned chain of McCoy's Building Supply Centers, comments that their customers often identify with certain

quality brands and become repeat customers for those products.

For an example, he cited the consistent quality of Navajo Pine, a cutto-size-and-length Ponderosa pine which is directed toward the do-ityourself trade. "We have found that the Navajo logo sells quality to our customers and they keep asking for it," he said.

The McCoy firm which operates 72 stores, all in Texas, primarily purchases 1xl2 No. 3 common boards from Navajo for their retail outlets. "From shipment to ship- ment," McCoy continued, "the Navajo plant provides prompt and efficient deliveries and their products not only meet our specifications, they often exceed them."

"When our retail customers see the product, they are attracted by its appearance - clean, well finished and expertly cut. That's important to our customers and that's why many of them ask for Navajo Pine by name," he concluded.

Joe Shipman, general sales manager of Navajo Forest Products Industries, producers of Ponderosa pine boards with the Navajo Pine label and Nava-Pak Handicut, a kiln dried cut-to-size-and-length Ponderosa pine product for the home center market, is proud of the rigid quality control maintained by his firm. "The home center boards are called 'beeshlagaii,' the Navajo word for silver, as an indication of their utmost quality," he explained.

Navajo traditions permeate this 25 year old company which is located 20 miles north of Window Rock, Az., in Navajo, N.M. A Navajo Nation enterprise, it produces and sells more than 48 million board feet of various grades of Ponderosa pine products annually.

"When a retail customer comes into a local home improvement center looking for pine lumber, he usually has to cull through a stack of boards, trying to find those that are not damaged, and those whose appearance is not inferior or unsuitable for his project," Shipman said. "This process can make the customer angry and he may not come back to the store for other materials."

Story at a Glance

D-i-yers will pay extra for qual- ity materials. . retailers can build repeat business, have fewer headaches with top notch products.

"With Navajo Pine," he continued, "every board is top quality and the home center retail outlet doesn't have to worry about a lot of scrap lumber and inferior boards. We demand quality at our plant before we ship to our customers and our customers appreciate this special carg."

While Navajo Forest Products Industries is small compared with some of the giant lumber producers in the nation, the product has earned a nation-wide reputation for excellence - especially with the weekend carpenter or wood hobbyist.

"Our products are not the lowest priced," Shipman noted, "but they are recognized for dependability and outstanding board to board quality. Our customers never have to worry about our boards not meeting their special needs. We give what we promise and moreand our customers keep coming back for more."

"We are proud of the 'service' attitude at our company," he concluded. "We don't consider ourselves just as lumber manufacturers. We try to be sensitive to our customers' product needs and be flexible enough to fill those particular needs."

RlGl0 quality control at the mills results in a product that sells well to d-i-yers.

pine looks and sells better when it is clean, well finished and expertly cut.

PACI$Gll{G protects product until it arrives on sales floor. Retail customers learn to eouate certain logos with quality.

Diamond Lumber, Inc.. Carrollton. Tx., is included in a filing by Michigan General Corp. for Chapter ll bankruptcl' Krestmark Inclustries, Inc. was not included (see p.34for story)

Lumbermen's Building Centers opened a 16th store with 22.000 sq. ft. of retail space and 22,000 sq. ft. of lumberyard on three acres in Silverdale, Wa. . . Grossman's lnc. opened a building materials warehouse store in North Hollywood, Ca.

Sclnrpfs Twin Oaks Builders Supply, Albany, Or., has moved into new quarters on Pacific Blvd., S.W. . . HomeClub will open a new warehouse store in Colorado Springs, Co., this month.

{}mpqua Building & Hard**are has moved into larger quarters in Florence, Or. . Builders Ernporium has opened a new store in Lake Elsinore, Ca. . Coulee City Builder's Supply, Coulee City, Wa., has been sold to Ken and Susie Williams by Karen Cuice

The Painr Factory lnterior Design and Home Decoroting Centers, Brea, Ca., will open a store in Escondido, Ca., the first of several units planned for San Diego County... Furrov, Building Materials plans a new store in the West Mesa area of Albuquerque. N.M..

Dixieline Lumber Co., San Diego, Ca., purchased its sixth former Handyman location in Rancho San Diego, Ca., for $2.1 million . Thompson Building Materials. Orange, Ca., is building a larger yard in Fontana, Ca....

Chandler Lumber Co., Van Nuys, is nearing completion of its new lumberyard in Fontana,

Ca....H & E Home Builder's Center. Victorville, Ca., is building a unit in llesperia, Ca.. for opening in '88

lrtclerson Ltrmber, Grace. Id., has closed after 91 vears Diannnd Luntber units in Lakeport and Vacaville, Ca., have closed . . . 1r,es Paint Cct., Pasadena. Ca.. has sold its location andclosed...

Suverkrup Lumber. San Bernardino. Ca.. is celebraring its l00th anniversary .. C. Blackstock Lurnber Co., Seattle Wa., will celebrate is 75th anniversarv in October DMK-Pacdic, Fremont, Ca.. celebrated its 9th anniversaryonMayl...

Pay 'N Pak, Kent, Wa., is soliciting potential buyers afier re- jecting a take over bid lrom shareholder Paul Bilzerian, a Floridainvestor...

Snider Luntber Products Co.. Turlock, Ca., has been acquired by an investment group headed by First San l--rancisco Corp., Foster City. Ca. Dale Custafson has formed Gusta.fson Forest Products Co., Portland" Or....

Carlbr {/.Sy', Boise, ld., has been reorganized into two divisions with the Meridian, Id., remanufacturing center headed by Tony Muldoon; the Oregon distribution and national lumber trading divisions have been closed

Bear Forest Products is movine from Riverside to Rialto. Ca. .l Coastland Forest Produr:ts is the new name of Lynn Forest Products, Corona. Ca." which has acquired the Woodland. Ca.. div. of Canfor U.5.4 . . . Mariners Forest Products, Santa Ana, Ca., has enlarged its planing mill with the addition of a new sticker

The Merchant Magazine

Louisiana-Pat'i.l'ic (orp. has sold its Lakeview. Or., sawmill with 18,000 acres of pine and white fir to Ostrander Construction Co.. An L-P waferboard sales office has opened in Mission Viejo, Ca. . .

Philips Industries Inc. has acquired tlre Hytec facilities in Yelnr, Wa.. for its Lasco Products Group

Rubbermaid Inc. is building a 275,000 sq. ft. home products div. manufacturing and distribu- tion facility in Goodyear, 42... .GAF Corp. haswithdrawn its offer to buy Borg-Warner Corp. . . . \'ortek /nc. sold most of irs .Stanline stock after the Norwalk, Ca.. distributor indicated it wasn't interested in being acquired. . .

Acquisition of Southw,est Forest Industries, Phoenix, Az., by Stone Container is conrplete, the SF-l name will no longei be used, lumber operations will be: Stone Container, lumber products west for Phoenix and lumber prod* ucts east for Florida opera- tions.

Maxxom (Pacit'ic Lumber Co.) has been merged into MCO Holdings, 1nc., Westwood, Ca., as a subsidiary... Elixir Inclustrles, Gardena, Ca.. has sold its window div. to Morton Firestone, chairman of the bclard. and Manuel Espinoza, president of the window div. . .

Georgia-Pacllic's sales increased 160/, in the lst auarter . . . Boise Cascade Corp. posied a 600/o increase in lst quarter profits Louisiana-Paci/ic had record quarterly sales with substanlially higher earnings

Home loan interest rarcs broke through the l0% levellast monrh after having reached the lowest level in 9 years at 9.14%t in March housing completions fell 14.64/o in Feb, . .

Housing starts were,,down 3.20/n in March to an annual rate of 7.7J 4,000 single-family starts fell 4.2a/o. multifamily home starts dropped 0.90/o permits declined 0.30ft starts in the West were off 3.lo/o

(rl R TARY VENTILATOR

WIND OPERATED

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MAY

Decorative Laminate Products Association - May 12-17 , annual convention, Royal Plaza Hotel, Orlando, Fl.

Arizona Lumber & Builders Supply Association - May 14-17, Loews Ventana Canyon Resort, Tucson, Az.

Dubs Ltd. - May 15, golf tournament, Boundary Oaks Golf & Country Club, Walnut Creek, Ca.

Lumber Association of Southern California - May 15-17, general meeting, Ramada Renaissance, Long Beach, Ca.

Western Building Material Association - May 16-18, annual all industry marketing management conference, Eugene Hilton, Eugene, Or.

Lumber Merchants Association of Northern CaliforniaMay 16-19, annual convention, Caesars Tahoe Casino, Lake Tahoe, Nv.

Weyerhaeuser Door & Millwork - May 20, open house, 14141 Arbor Place. Cerritos, Ca.

Western Dry Kiln Association - May 20-22, annual meeting, Coeur d'Alene Hotel, Coeur d'Alene, ld.

National Hoo-Hoo-Ette Club, May 22-24, national convention, San Francisco Airport Hotel, San Francisco, Ca.

Ligna Hannover'87 - May 27-June 2, international wood & forest machinery trade fair, Hannover, West Germany.

Cascade Wholesale Hardware - May 30-31, dealer trade show, Holiday Inn, Wilsonville, Or.

JUNE

American Hardware Manufacturers AssociationJune 2-4, government relations committee meeting, Washington Marriott Hotel, Washington, D.C.

Mountain States Lumber & Building Material Dealers Association - June 5-6, golf tournament, co-sponsored by Hoo-Hoo Club, University of New Mexico South Course, Albuquerque, N.M.

Lumber Association of Southern CaliforniaJune 5-7, Second Growth weekend seminar, Rancho Bernardo, Ca.

Dubs Ltd.June 12, golf tournament, Peacock Gap Golf & Country Club, San Rafael, Ca.

North American Wholesale Lumber AssociationJune 1420, wood marketing seminar, Oregon State University, Corvallis, Or.

Pacific Coast Builders ConferenceJune 17-20, Moscone Center, San Francisco, Ca.

National Building Material Distributors AssociationJune 26, executive committee meeting; June 27, board of directors meeting, Chicago, Il.

JULY

Fenestration World '87 - July 8-9, window/door trade show & seminar, Hyatt Regency, Minneapolis, Mn.

Dubs Ltd. - July 18, goll Meadow Golf & Country Club, l'-airfax, Ca.

International Lawn, Garden & Power Equipment ExpoJnly 27-29, Kentucky Fair & Exposition Center, Louisville, Ky.

HOME GENTEM MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

Inffn 35 years as a do-ir-your- F selfer, I've collected quite an array of bargain hand and power tools. My garage boasts three electric drills, including one battery operated, a glue gun and three rusting toolboxes loaded with screwdrivers, hammers, drill bits, pliers, wrenches, single blade razor blades, two broken pencils and an assortment of files.

In the garage cabinet drawers, I have jars filled with collections of nails, tacks, screws, bolts, nuts, washers. molleys, picture hooks, tape, twine and a lot of miscellaneous hardware that never quite made it to the garbage can.

During the winter months I normally won't touch any project that isn't small enough for the top of the garage work table. But, after the first warm weekend in the spring, my collar turns

blue. I'm out there staining redwood, cutting back overgrowth, mending fences and spray painting the outdoor grill.

One early spring Saturday afternoon, Donna and I stopped at a local Kmart for a replacement seat for my stationary exercise bike. As we walked down the power aisle, I was stopped by a sale sign on a Turco barbecue gritlregularly $239 - sale priced at $169. It was a beauty. Our old barbecue has a low BTU rating and takes forever to broil Donna's well done beef. "Let's get it," I volunteered. Donna was willing . but Kmart wasn't. I was informed that it was backordered. I was shown how to fill out my own two-part rain check and told that I would receive a card in the mail when it was back in stock.

A few hours later, we passed another Kmart and took a chance that maybe they had one in stock. No luck. But, the duty manager offered the floor

model. "Fabulous," I thought. But, it was not to be. I'm one of 12 people in California that doesn't drive a pickup truck and a $239 barbecue cannot fit in the trunk of any car. So here, too, I filled out a rain check.

It was the Sunday of the following week that I found myself on the road of the second Kmart in my story. I stopped in to inquire about news of back orders. This time, two sealed cartons of their inventory now ticketed at $217 were visible on the floor. I spoke to the duty manager and although he had no way of getting into the "rain check fiIe," he allowed me to have one barbecue at last week's sale price. I reached home at 3:30 p.m. We were not yet on daylight saving time, so I figured I had about three hours of daylight in which to work outside to completely assemble the unit. How wrong I was.

Turco model 87541 has 275 parts including 53 screws, 39 bolts, 36 nuts, 38 washers and 2 axle caps. It took Donna and me one hour to get to Step 2 of 29 steps. Most of the first hour was devoted to unpacking the pieces and attempting to understand Step No. l. By 6:45 we were working by flashlight. At 7:00 p.m. we moved everything inside to get out of the cold night air. At midnight, I discovered that rhe frame that held the bottom casting was slightly bent and that the screws could

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not possibly pass through all the necessary predrilled holes. Donna quit and went to bed. I finished by l:30 in the morning after redrilling holes in the frame and inserting some oversized carriage bolts left over from a gym set I put together in 1961.

I really didn't get to bed until after 2:30 a.m. I spent 30 minutes staring at this monster and wondering how older people and live-alone women could ever assemble one of these grills. I had every convenient tool including a battery operated screwdriver and it still took me nine hours of assembly and three Bandaids. I spent the last half hour trying to remove the stains the tools and grill put in the family room carpet.

I was telling this story to Sandy, my printer. She smiled, let me finish and then topped me with her barbecue grill story. She bought a top-of-the-line Turco at the Price Club. After assem-

House Costs Outrun Demand

Housing costs are still increasing faster than overall consumer prices, despite the availability of more houses than ever before.

The total number of U.S. homes was expected to rise to a record 100

bling the frame, she discovered that the bottom casting of the grill had never been packed in the original carton. Price Club told her it was a "guarantee" problem that she must straighten out with the factory. Sandy said that Turco was very cooperative and it took only one long distance phone call to an understanding consumer relations person to arrange for the bottom casting to be air expressed to her.

_ EPILOGUE

Bicycles, barbecue grills, fireplace screens, gym sets and picnic sets head my list of "never agains." Someday, I expect to see a home center, hardware store, or department store run ads that feature, "delivered and assembled." I'm ready to pay the price.

PS: Neither Kmart has yet mailed my self-addressed rain check card to let me know that the grill is in stock.

million by this month, though costs have risen faster in the 1980s, contributing to the first drop in the rate of home ownership since 1940.

From the 1980 peak of 65.8% of homes owned by the occupant, the level fell to 63.90/o in the last quarter of 1986.

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FRED CARUSO executive secretary

Q EetNC new products, evaluating tV industry trends, buying inventory, taking pride in the industry's showcase and simply being in the lumber business were among the reasons dealers gave for attending the Building Materials Buying Show in Denver, March 12 and 13.

More than $3.3 million worth of material was purchased during the twoday show from 130 displays of building materials, hardware and specialty products. The show sales compare with $2.6 million at the 1986 show.

The higher sales in 1987 were made in the face of a sagging economy in the Mountain States. One dealer summed it up this way, "Unfortunately business conditions are so poor that most everyone I spoke with was buying only for their current needs. It is difficult to speculate on future business."

Total dealer attendance at the show was up 33 percent from last year's firsttime spring show, from 426 visitors to 625 dealers attending. "Overall the show was much better than last year and I believe it will be a growing thing in the years to come," said one exhibitor.

Seventy percent of the dealers attending the show were from Colorado. Thirteen percent were from Wyoming, with the rest from New Mexico, Kansas, Nebraska, Utah and ldaho.

Sixty percent of the attending lumber companies reported having a customer mix of 600/o or greater contractor. Ninety percent of the dealers represented independent yards, while 100/o were from chain operations with four or more stores.

Forty-one percent of the companies attending reported having an annual sales volume of under $l million. Fortyfive percent reported annual sales of between $1 million and $10 million. Fourteen percent reported doing more than $10 million in annual sales.

LMA NEWS

GARY L. SMITH executive vice oresident

I 've LEARNED a great deal the last I few years by watching the warehouses and mass-merchandisers play their corporate power games, and I've come to a decision. Since the concept works everywhere else, why not in the association business. I'm going to form the Cheapest Lumber Association of the World (CLAW) and live happily ever after. Let me give you a sample of our company policy.

Cheapest Lumber Association in the World "Statement of Mission and Purposes"

It is the mission of CLAW to provide the cheapest, most transitory services available, to the largest group of lumber dealers possible, while fully satisfying our own lust for wealth and power. The purposes of CLAW shall further be:

o Base all goods and services we ofler

on price alone, because that's what people want.

o Make our members beg for service.

o Build a cold, drafty building so they won't stay long.

o Make everyone wait in long lines.

o lnsist on cash.

o Establish limits or run out of items members want too much of.

. Promise a lot and always give less.

o Hire the cheapest help we can get because we can always get more like them.

o Provide inferior products and services and mis-represent them.

o Grind every bit of his livelihood out of our supplier's price and pay him slow.

o Run out ofother people's cash and

(Please turn to page 26)

NOM'I{EAST

GEORGE MCQUESTEN CO, Ir,on Horse Park

Norrh Billerica, MA 01862 (617) 663-3435

MID.STAIE LUMBER CO. 200 Indusrial Pa*way Bmnchburg, NJ 08876 (20r) 7254e0O

SOUTHEAST

FTJRMAN IUMBER CO. 8191 Annapolts Junction Rd. Annapolts Junciion, MD 2O7Ol (3Or) 7e2-2234

EARL RAtrORD LUMBER CO. P.O. Box 5498 Asheville, NC 28813 (704) 253-s667

EFPERSON LUMBER SALEs, INC, PO. Box 1559 Statewille, NC2ffi77 (704) 8734321

L&L LUMBER CO, PO. Box 3267 Huntsvlllq AL 35810 (20s) 533.e220

L&L LUMBER CO. 2613 Chimnery Drive Marietia. GA 30062

WOODFORD PLlruVOOD P.O. Box 1731

Albany, GA 31703 (912) 8834900

Branches ln Alabama Creo4la & Florida

LAXE STAIES

Eh,lPtRE WHOLESALE PO. Box 249 Akron, OH zM3O9 (2t6) 4y4v5

NOXTHWEST HUMPHREY LUMBER CO. PO. Box 99943 Ibcoma, WA 98499 (206) 584€263

I'PPER UID WEST CANION TUMBER CO. PO. Box 9328 Minneapolis, MN 5544G9328 (6t2) 42s-t4w

WEST ALL.COASf FOREST PRODUCIS, INC PO. Box M Chinq CA 91708 o14) 627€ss1

HEDLUND LUMBER & MACHTNE STAINING PO. Box 6O038

Sacramento. CA 95860 {916) 331€611

IMPERIAL WHOLESALE PO. Box 256O5 Salt Lake City, UT 85t25 (8O1) 972-5656

CEDAR WEST CORP PO. Box 5224 Deover, CO 80217 (3O3)294&77

Lumber Merchants Association of Northern California 1055 Lincoln Ave., San Jose, Calit. 95125, (408) 295-4103

"'Wdte Maktng The Grade"

P&M now "sets the Standard" for the industry in Incense Cedar Products. Our custom er' s requitements have resulted in the dwelopment of in-house raw stock selection to maximizerecovery from the log and assure end user satisfaction.

P&M management's goal is to manufacture the highest quality product possible. This has been implemented by an intensive team effort from log puichasing, log sorting, saw milling, drying, conversion ind shipping. Selection and grading take place at each step to assure uniform high quality.

Our customers have come to depend on consistent grading, consistent quality, and that's what we deliverl

'Det Shedd became a certitied WWPA grader in Feb. 1950. ln the tollwting 21 years, Det hetd various responsib,Tities in saw milling, ah and kiln drying, plining, remanufacturing and shipping. This level and depth ol experienca 'earned him the special titte of Master Gradet by Western Wood Products Associatlon rn S6pt. 1971. Det is currently responsible fot establishing and controlting manuiacture and grade standads for all ol P&M's commercial lumber activities.

WAYN E GARDNER executive vice president

AS MAY approaches, more excite- Fl ment is developing about the meetings LASC has planned for the members.

On May 15 and 16, there will be a meeting at the Ramada Renaissance Hotel in Long Beach with the session continuing in Catalina on Saturday. Saturday morning, the l6th, at 9 a.m. all in attendance will depart for Catalina. At 6 p.m. dinner will be served at Solomons Landing, with the return trip scheduled to depart the island at 9:15 p.m. This should give us ample opportunity to look over the activities of the island plus enjoy fun and fellowship with others in the lumber community. Saturday night will be spent at the Ramada and on Sunday all can enjoy Long Beach and return leisurely to their respective homes.

On June 5, 6 and 7 Second Growth, now for those 40 years of age and

under, will congregate for two days of meetings at the Rancho Bernardo Inn, San Diego. This great setting has long been a lavorite of the group. It's most conducive to a relaxed weekend with some very productive meetings. The group will gather Friday at 6:30 p.m. for an evening of socializing.

There will be speakers on Saturday and Sunday morning. Saturday afternoon is set aside for group discussion. The main banquet is Saturday evening and a brunch will be served on Sunday. Now is the time to mark calendars and get reservations in to LASC, if you haven't already done so.

The summer board of directors and general membership meeting will be held at the R itz-Carlton, Laguna Niguel, Aug. 13, a Thursday. This will be an all day meeting, with anyone who wishes to stay over being able to do so. A fine location site, especially for an August meeting.

The Management Conference will

be held in Palm Springs this year at the Marquis Hotel. Chairman is Dick Hawthorne of Northridge Lumber Co. The committee has met, reviewed possibilities for speakers and is now settling down to a theme and definite locks on speakers. From a time standpoint, all is on schedule and the members can look forward to an outstanding program in November.

LMA News

(Continued from page 24)

escape to Chapter ll, stiffing our creditors and forcing many to follow us into bankruptcy.

. Re-organize as the Re-born Cheapest Lumber Association in the World (Re-CLAW) (at which time I will be paid $2 million as a one-time performance bonus). What do you mean the dealers will all return to their former associations? We'll still have the cheapest association in town. Low price alone will provide us the brand of loyalty an organization like ours truly deserves.....won't it?

swer us.

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. Tx.75243

cONSULTANTS as a subject attract a lot of interest. Here we anlour questions most often asked of

How do you know when you need a consultant? Most of you are already using consultants in either your business or personal lives. lf you have your personal income tax return prepared by someone, go to a dentist or a doctor, you are involved with a consultant. Basically consultants are problem solvers.

The company accountant, banker and attorney are consultants who solve problems for businesses. What made you think that you needed these advisors? Probably you encountered a discomfort that you saw others eliminate by hiring "part time talent."

There are few, if any, companies that will not benefit from the services of a consultant. The need in this field may be higher than in most. Our industry's pretax profit performance, which hovers annually around 204, is only two-thirds the national average of -loi for all business activities.

How do you find a consultant? Try the yellow pages; try the public library (Consultants & Consulting Organizations Directory, published by Gale Research Company, P.O. Box 6789, Silver

Springs, MD 20906, (301) 87t--s250); ask consultants you already know for refe rrals.

Associations, buying groups and suppliers often can help. Trade journal publishers, editors and business editors also can make recommendations.

Consultants often market their services through seminars, workshops, articles, columns, books, manuals, etc. When you like what you have seen, heard or experienced, the chances are excellent that it makes sense to consider hiring that person.

How do you determine if the consultant is right for you or your company? You will find that services in many cases are packaged into easily understandable parts like office visits, on site inspections, audits, seminars, workshops. For a particular problem, ask for a written proposal. This will usually contain a definition of the problem with the features and benefits of the solving process. Normally cost and time parameters are put forth as well.

Asking two or three consultants to write proposals to solve the same problem is not uncommon. Often this tactic provides insights and advantages not apparent before the multiple requests for proposals were made. lt is not out of order for the prospective client to make a counter proposal as well.

How do you know what to pay for such services? Normally the price is in

PRE.STAINING

the proposal, but does that make it right or cost effective? Here are some nurnbers which may be helpful, from The Professional Consultont & Seminar Btrsiness Report in September, 1986.

The average daily charge made for professional services was $856. The average annual income for consultants was $86,70,5 after expenses but before income taxes.

As a further perspective, here is a list of the daily fees for some l8 specialties, extrapolated from the same report.

lrinance $929 Management $855

Accounting $896 BroadcastinC $846

Executive Search $896 Banking S806

Business Acquisition $888 Purchasing $76.1

Economics $872 Data Processing $750

Marketing $867 Training Si29

Dental/medical S86-] Retail $66,1

Telecommunications 586l Personnel

H.R.D. $6.19

Advertising $856 Insurance S62.1

Remember that these averages are only guides. Cost effectiveness will be based upon what you get for what you pay. Remember also that you must consider expenses in addition to fees.

CHUCK L]NK executive director

$47.6 billion being paid for personal injury and property damage losses. Of accidents reported, 12,600,000 involved commercially classified vehicles. Improper driving, including speed, failure to yield and other right-of-way issues, was the most significant causation factor in the accidents reported.

As an employer, you cannot and

should not ignore these numbers. Each employer has the responsibility to hire qualified drivers and to provide those drivers with a well-maintained fleet of vehicles.

There are several simple screening techniques to aid you in the selection of individuals best suited for vehicle operation positions:

(1) Complete employment applications listing all work histories and related experience should be taken for each potential commercial vehicle operator.

(2) A careful check with previous employers regarding work habits, driving and accident records should be made.

(3) A review of driving records from the local Bureau of Motor Vehicles can be helpful. These records provide a complete driving history including citations, reported accidents, suspensions and reinstatements.

(4) Potential employees can be asked to demonstrate their driving skills to their supervisor or manager during a pre-employment test.

(5) Once hired, a driver can serve a probationary period during which time a co-worker is assigned to travel with the new driver. A ridealong, who is familiar with the equipment, accounts and route, can then report to management on the driver's ability.

(6) Be sure each driver is properly licensed for the type of equipment that he/she is expected to operate and has adequate training. Licensing checks should be made yearly. These simple procedures along with an ongoing safety awareness program have proven to be helpful in reducing the number of accidents involvine commercial vehicles.

The Social Security Administration (SSA) has tentative plans for allowing employers to check out by telephone the employability of a potential hiree when enforcement of the new immigration law begins in June. The law prohibits companies from hiring illegal aliens. Under the plan an employer would be able to phone the SSA, give the job applicant's name and Social Security number and learn at once if the number is valid. The SSA is running a test of the proposed system now in a few cities.

Most businesses can no longer account for their bad debts by setting aside and deducting a reserve set up for that purpose. Now a bad debt can be claimed on tax returns only after a specifrc debt has indeed proved uncollectible. Existing reserves must be taken into income but can be prorated over the next four years. Check with your accountant on this.

Reach for the Star.

\firrt Starfire Lumber you get timbers, small squares and surfaced dimension of the highest quality Old Growth Douglas Fir every time. Manufacnrred to any size

you need. For all foreign and domestic markets.

Reach for Starfire Lumber. Calltoday

Ask for Greg Chase.

"EL,ery order, large or small, gets our closest attention."

6980 (heny Rvenue, Long Beoch, (olifornio 90g05 12131 602-2405

Fie-Tect

Summerlin to Head IHPA

J. R. Summerlin, president of Sumwood, Inc., Palos Verdes Peninsula, Ca., was elected president of the International Hardwood Products Association, Inc. at its 3lst annual convention in Tucson, Az.

Claus-Peter Wolff, Wood America Corp., was named senior vice president. Donald L. Schramm, Georgia-Pacific Corp., is treasurer. Rounding out the executive committee are Roy Benton, Overseas Hardwoods Co., and John Lynn, Lynn-Nusantara Marketing Co., Inc.

Keith Johnson, Tumac Lumber Co., Inc., is vice president of Region l; Bruce H. Frost, Frost Hardwood Lumber Co., Region 2; Don MacMaster, Plywood Panels, Inc., Region 3; William F. Monck, Interboard International Corp., Region 4, and Robert T. Renfro, Weyerhae\ user Co., Region 5.

Indonesia's Ambassador Soesilo Soedarman addressed the crowd of over 300 importers, producers and shippers. J. G. Waworuntu delivered an address on behalf of M. Hasan, APKINDO chairman, who was unable to be present.

Industry reports were an important part of the meeting with Bruce Frost chairing a panel to view the worldwide lumber suppy. Most speakers reported the worldwide outlook to be good with a potential for improvement.

During the plywood panel session moderated by Fred Geier and Don MacMaster, speakers commented on price increases and availability as well as quality. Don Bell, chairman of the Hardwood Plywood Manufacturers Association, and Bill Altman, president of the HPMA, discussed standards development and formaldehyde emission standards.

Summerlin dressed in a Ghanaian man's formal garment to give the highlights of the recent IHPA trade mission to Ghana and the Ivory Coast. He led a group of 15 industry representatives who discovered that "Ghana has a lot to offer U.S. buyers in the form of sawn timber and many finished wood products."

IHPA will conduct an industry mission in Brazil; Lima, Peru; and Quito, Ecuador, May 27-June 14. Those participating will survey the lumber, plywood, hardboard, particle and flake board and veneer supplies as well as those of furniture, doors, moulding, dowels and turnings.

Sequoia Forms Marketing Arm

Sequoia Supply, Irvine, Ca., has formed Sequoia Wood Products, a wood products marketing group responsible for procuring and distributing products from Northwest,

Southeast and Canadian mills to the 33 Sequoia distribution centers in 23 states.

Newcomers David Bagdy, product manager/lumber products, and Frederick Warren, product manager/ panel products, will assist in the group, according to Paul Hylbert, president. Richard D. Passaglia is vice president, marketing.

11418 N€ Heller Rd. Roseburg, Oregon 97470 503t672-6528

Weyerhaeuser DiY.

Realigned Weyerhaeuser Co. has restructured its door division, making it a separate business entity with fewer levels of management so it can make decisions more quickly.

Other changes in the Commercial Door Division include the appointment of Robert L. Casteel as division president; a major modernization at its plant in Marshfield, Wi., and the acquisition last year of a plant in Varnville, S.C.

Don Heller Soles Monoger

Diamond Lumber In Chap. 11

Diamond Lumber, Inc., a subsidiary of Michigan General Corp., has been included in the filing under Chapter 1l ofthe federal Bankruptcy Code by that company.

Sale of Krestmark Industries, Inc., another Michigan General subsidiary, to a presently unknown buyer is being negotiated. Savannah Wholesale Co., which does business as Allied Department Stores, is not involved in the bankruptcy filings and will continue normal operation.

Jerold Grubstein was elected as president and coo April 15, with Danny G. Hair elected vice president and cfo. Michigan General Corp. has moved corporate headquarters from Saddle Brook, N.J., to the Carrollton, Tx., facilities of Diamond Lumber, Inc.

Ralph J. Shapiro, chairman of the board said, "We believe that with the cooperation of trade creditors, our senior lender and debentureholders, the company can come out of the Chapter 11 proceeding in a relatively short time and be a healthier, more profitable company."

No official announcement has

been made concerning Diamond Lumber's future although there are industry reports ofat least one chain interested in acquiring some of the stores in the West. Although several Diamond Lumber outlets have been closed in recent months, the chain originally had 95 units with 36 in California and 13 in Colorado. Diamond Lumber is over 100 vears old.

Moulding & Millwork Elections

The Wood Moulding & Millwork Producers Association has elected John Kirkpatrick, mgr. of moulding and millwork sales, American Forest Products Co., Stockton, Ca., as its new president, succeeding Earl J. Moore, Corning Moulding Corp., Corning, Ca.

Other 1987 oflicers announced at WMMPA's 25th annual meeting in Phoenix, Az., ate v.p. Stu Westlake, Louisiana-Pacific Corp., Red Bluff, Ca.; treas. Timothy J. O'Malley, O'Malley Glass & Millwork, Phoenix, Az., and exec. v.p. Bernard J. Tomasko.

New to the board of directors are Peter Delaney, Port-O-Lite Corp., Fitzwilliam. N.H.: Phil Austin.

about your hardwood needs?

Ostermann & Scheiwe, USA, Inc., Spanaway, Wa.; Chase Israelson, Dorris Lumber & Moulding Co., Sacramento, Ca.; Tom MacDonald, Contact Lumber Co., Portland, Or., and James Scott, Brown Moulding Co." Montevallo. Al.

Board members retaining their seats from last year are Sid Johnson, Dave Rix, Harvey M. Ross and Ed Sturza.

Consistent Quality

We buy from reliable suppliers that we've worked with for years to control quality, We add surfacing, ripping, cleaning, trimming, coating and other services for you.

Full service

Avoid too much inv€ntory or too little. We ship what you need, as you need it.

Competitive pricrng

We buy right and sell right. Our suppliers value our volume of business, allowing ui to offer the best products at the best price.

A team of pros working for you

We know our business at every levelpurchasing, grading, naffic scheduling, drying, sales and distribution,

l1{C0MlllG Wood Moulding & Millwork Producers Association oresident John Kirkpatrick (right), American Forest Products Co., Stockton, Ca., accepts gavel from outgoing leader Earl J. Moore, Corning Moulding Corp.

Kevin Owens Luanne Kaspsyak

Anderson

Wood Treating Plant Closed By Fire Likely To Open Soon

An early morning explosion and frre at a Koppers Co. wood treating facility in Oroville, Ca., April 6, caused the plant to be closed by health officials who feared a health contamination due to the nature of the chemicals used. The blaze was quickly controlled. One employee suffered minor burns.

After extensive testing and investigation by state health agencies, Koppers received a state ok to reopen operations on a limited basis. This was overruled by the federal Environmental Protection Agency which insisted. some three weeks after the incident, that it wanted to run further tests. Koppers spokesmen said they expected the plant to be operational by mid-month.

The fire which broke out in the mixing system adjacent to the wood treating equipment triggered automatic fire fighting systems in the plant. In conjunction with the enactment of the plant's emergency procedure, this limited the physical damage to the penta mix area. The treating cylinders suffered no damage.

The 6 a.m. explosion and fire forced evacuation of about 70 workers from the Koppers' plant and others from nearby companies and homes. Damages were estimated at $150,000 for plant repair only,

At the height of the fire, flames shot 150 feet into the air. Confined to a small area of the plant, it was allowed to burn itself out by noon. Clean-up by a qualihed contractor working in conjunction with the federal. state. and local officials was begun immediately to contain the fire residue.

Because the mixing system contained 850/o butane, diesel fuel, ether and the wood treating chemical pentachlorophenol, there was concern that an unsafe situation might exist in the area. Following the standard procedure for any chemically related fire, Koppers worked with local health authorities as well as federal and state agencies to ascertain that the materials of the utmost concern were limited to the immediate burn area inside the plant.

Physical examinations including blood and urine tests were given to all Koppers workers. About 300 workers from the adjacent Loui-

siana-Pacific lumber mill, fire fighters, emergency personnel responding to the fire and about 350 residents underwent similar testing.

In compliance with the EPA and OSHA, Koppers has kept the plant closed and cooperated closely with health officials who have found no evidence of dioxin contamination outside of the plant, although some residents reported sores, burns and blisters consistent with exposure to the fire's smoke plume. Koppers provided lodging and food for families who were evacuated from their homes during the testing.

Oroville city oflicials were doubtful of the need for "the big out-oftown bureaucrats that came in" to survey the situation. "They're not really looking at what it is going to do to the little city or community," Mayor Jana Wilson said.

City Councilman Buss Roberts commented, "They wander around in their moon suits and take their own sweet time."

"l'm unhappy as hell about it (the plant closing)," he said. "l think Koppers has offered those people every solution. But they're not interested in a solution."

DIAMOND & ROSEBURG STOCK

C & BTR Sugar Pine

*2 T&G *3 Shiplap#792 Pattern WP2&4 *2 Com. S4S *3 Gom. S4S

PULLED TO LENGTH ORDERS - ANY OUANTITY DIRECT MILL SHIPMENT ON MIXED LOADS REDWOOD

COMPLETE LINE OF THE FOLLOWING:

GALV. STEEL

So. Alameda, Lynwood, CA 90262

ROUGH

Dennis Heet, Heet Bros., Baldwin Park, Ca., is back after a recent fishing trip in Rancho Buena Vista, Baja California, Mexico.

Barry Cullen has been elected pres. of the National Forest Products Association, according to William M. Shields, chairman of the board of governors.

Clark Norwood is new to sales at Snavely Forest Products, Phoenix, Az.

Nick Steichen has joined Pueblo Lumber Co., Tempe, Az.

Jeff James is now with Consolidated Lumber Co., Eugene, Or.

Rick Brenneman is the new national softwood sales mgr. for Henderson Corp., Boise, ld.

Pete Peterson is now on the domestic sales staff of Barbee International, Renton, Wa.

Craig Soderberg has joined Lumbermen's Buying Service, Eugene, Or.

Ken Marson Jr., v.p. and mgr., Marson & Marson Lumber, Leavenworth, Wa., has been appointed by the governor to serve on the Washington Small Business Improvement Council.

Dave Ferrari, Virginia Hardwood Co., Monrovia, Ca.. won a distributor award at the Bruce Hardwood Floors annual meeting in Maui, Hi.

Joe DiRocco has rejoined Orchard Supply Hardware, San Jose, Ca., as v.p., marketing and research.

Ted Michelson has been named staff v.p. of Manville Specialty Products Group and director of research and engineering services, roofing systems div., at Manville Corp., Denver, Co., according to Roger H. Bengtson, div. gen. mgr.

Pete Kent has joined the Western Wood Products Association, Portland, Or., as product publicity supervisor, according to Malcolm Epley, Jr., v.p. of marketing.

Dick Almeida, Lumbermen's, McMinnville. Or.. has been named the store's Employee of the Year.

Fred Kaya is now gen. mgr., glass div., at Midpac Lumber Co., Honolulu, Hi.

Dave Hartzell is a new panel products trader at Concannon Lumber Co., Portland, Or.

Boyd Bower, Steve Coontz, Ken Hessing and Scott Hubener have joined the trading staff at IntermountainOrient. Boise. ld.

Ken Canepa and Len Adamo have been elected to the board ofdirectors ofthe Humboldt Hoo-Hoo Club, Eureka, Ca.

Bob Petow is now director of marketing for the Western Wood Products Association, Portland, Or., according to H.A. Roberts, pres.

Gale Ellingson has retired from sales at Georgia-Pacific Corp., Fort Bragg, Ca., after more than 40 years in the industry, according to Carl E. Force, sales mgr.

William E. "Bill" Baugh is now interim c.o.o. of Lanoga Corp., Seattle, Wa.

Ted Gilbert, Product Sales Co., Orange, Ca., and his wife, Rosemary, are back after a seven day sailboat cruise lrom St. Thomas, U.S. Virgin lslands, to the British Virgin lslands.

Patrick T. McKernan has been named product mgr., consumer products div., of Furman Lumber, Inc., Boston, Ma., according to Rich Viola, marketing mgr.

Terry Hayes is the new area mgr. for States Industries, Eugene, Or., according to Pete Geertsen, v.p. of sales & marketing.

Dan Kepon is new to sales at Pacific Lumber Co., Mill Valley, Ca.

Steve Harsch has relocated from Or. to No. Ca. with Dataline Corp., Sausalito. Ca.

Jack Young has retired after I 2 years as an outside salesman at Reel Lumber Co., Anaheim, Ca., and a total of 36 years in the industry.

Peter Larson is now managing sales for American Stud Co., Olney, Mt. Jim Raskin and Mary Palmer, Rodeo Lumber Co., Beverly Hills, Ca., will serve as mill consultants.

Mike Zumwalt has joined the mill sales group at Hampton Lumber Sales. Portland, Or.

Steve Killgore has been promoted to lumber sales mgr. at Bohemia Inc., Eugene, Or., according to Keith M. Wright, v.p., marketing. Greg Pittman is now export mgr., Greg Carter and Gary Murdoch have joined the sales staff, and Ron Adkins has left the co.

Leonard Newman has joined the sales team at Product Sales Co., Orange, Ca., according to Ted Gilbert, pres. Jim Pope is now in charge of Rocky Mountain sales for Stone Container Corp.'s lumber products west div., Phoenix, Az., formerly Southwest Forest Industries.

Pete Speek, Fremont F'orest Products, Whittier, Ca., and his wife, Phyllis, are planning a trip to Scandinavia and Russia in mid-June to earlv Julv.

NEMfl PRODUGTS and

selected sales aids

Make Your Own Bed

Two high style, low cost, readyto-assemble bedroom suites are

now available from Armstrong World Industries.

The Valet series has a pecangrain finish and contemporary styling, with brass-finish accent strips and drawer pulls.

The second set, American Traditional, has an oak-grain finish and country or provincial styling, with brass-finish drawer pulls and knobs.

Constructed using a special concealed fastening system, the suites each feature eight pieces: a full headboard which also fits a queensize frame, a twin headboard, a sixdrawer dresser, a five-drawer chest, a three-drawer chest, a two-drawer nightstand and one-drawer nightstand.

Cook & Store Dishes

New refrigerator storage dishes from General Electric offer a convenient option for preparing ready-toserve foods and leftovers.

The Quick Serve system features covered dishes which slide neatly into tracks on the underside of a refrigerator shelf, and go directly from refrigerator to microwave, freezer or dishwasher. Without the polycarbonate lid, the dishes can be used in conventional ovens at temperatures up to 400'.

The attractively designed, al-

mond-colored dishes can also act as serving pieces. They are made of glass reinforced isopolyester BMC, providing high strength despite low weight.

The dish is designed to also enhance cooking performance, with its bottom convex to prevent micro-

Cedar Short Boards

"Sedar Shorts," a line of naturally beautiful, blemish-free short boards ofwestern red cedar ideal for indoor or outdoor applications, have been introduced by Landucci Industries Ltd.

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

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

wave energy from drying out tbod along the edges and ridges on the bottom to act as feet for steadiness and as a channel for water in the dishwasher. A standard feature on the G.E. Spacecenter refrigerator, it can be purchased separately for retrofitting existing models.

Kiln dried, precision manufactured and sanded, the durable, easily worked lumber is available in three programs: 1" boards, 5/4" planks or 2" dimension, each with popular selected lengths and widths.

Free ready-to-assemble display racks that are compatible with most gondola systems require less than 8 sq. ft. of sales space for each board thickness.

Strip & Seal Floors

Two new ceramic tile care products, an acrylic floor seal and a floor stripper, are now available from Summitville Tiles, Inc.

The water-based seal contains a heavy duty, acrylic formula designed to give a "wet look" to unglazed quarry tile, slate, brick pavers and Portland cement products. It is applied with a lambs wool applicator, mop or soft brush, needs no buffing, can be cleaned with a damp mop, and is not affected by hot cooking oils.

The ammoniated floor stripper/ cleaner removes acrylic type floor sealers and waxes and also cleans grease and grime from floors before sealing.

Both products come in quart, gallon and five gallon containers.

Tapefree Finishing

A multi-use joint compound which reportedly saves time and money in the finishing of drywall surfaces by eliminating conventional taping is now available in a reusable container from Beadex Manufacturing Co.

Sun Spots

A d-i-y sun space which combines heavy duty aluminum framing with l" thick insulated shatter-resistant glazing is new from Vegetable Factory, Inc.

Table Saw Fence

A table saw fence that is said to lock securely and parallel with the saw blade every time is new from Vega Enterprises, lnc.

Flexible, ready to use TapeFree dries with less shrinkage and normally applies in two coats using regular drywall knives. lts special formulation contains no asbestos and provides greater working time.

The product's versatility lends itself to a variety of drywall finishing, filling and crack patching projects,

Shady Deal

A new all-in-one control system raises, lowers and tilts blinds from Carey-McFall Corp. with a single cord.

Constructed from aircraft quality extruded aluminum for greater strength without excessive weight, it features micrometer adjustment, magnifier reading, stop block and integral pusher and rear hold-down.

The saw fence is available in two ripping capacities: 40 in. and 50 in. to the risht of the saw blade.

Reportedly, assembled in less than a day with no foundation or special skills required, the Sun Porch is designed to serve as a greenhouse, windbreak/entry way, spa enclosure or leisure room.

During the summer, the vertical glazing panels are readily replaced with screens to make a Florida room. A storm/screen combination door and roof vent are also included.

Attached lean-to styles come in 3, 6, and 12 ft. widths with modular 3 ft. lengths parallel to the house. Free-standing units are available up to 24 ft. wide.

Haughty Hardware

A new collection of fine handcrafted builders hardware has been introduced by Schlage Lock Co.

Sophisticated Gabinetry

A contemporary European-style frameless cabinet line has been introduced by Riviera Cabinets, Inc.

The Entree line features sculpted white melamine doors and wood accents, with rounded edges and corners. A wide range of compatible accessories using durable plastic coated wire is also offered.

The cabinets can be used in countless configurations to create unique designs in baths, dens, offices and playrooms as well as kitchens.

The Bali Ultra blind's operation uses a clutch and gear assemblY which is said to permit a single, easy pull of one cord to tilt, raise or lower the blind to the desired level.

The Designers' Express collection is crafted to stress classic, traditional styling. The designs used on the front entry can be carried throughout the home with the variety of other products found in the collection.

Designs include the Parthenon, Dahlia, Crown and Williamsburg styles.

The available crash-proof blinds are in 130 colors.

Up Against The Wall!

An improved wall screw anchor is new from Jimbabs, lnc.

Qui-ke consists of two parts: a strong plastic plug and a specially shaped, heat-treated, zinc-plated, corrosion-resistant screw.

The plug inserts into a predrilled hole with the screw secured into the plug, like a key in a lock. The screw can be removed with a 1/4 counter-clockwise turn and reused in different locations.

It reportedly will save the l5 to 75 complete rotations needed to tighten ordinary screw-type anchors and will hold up to 125 lbs. of weight safely.

Screen Out Bugs

A screen product that keeps insects and small rodents from infesting brick homes by way of weep holes is new from Keystone Seneca Wire Cloth Co.

BugPlug comes in a kit consisting of a patented inserter and 50 epoxy coated, heavy duty wire screens.

Sandy Vents

Exterior vent hoods are now offered in sand color from Bede Industries.

Available in either louver or wide mouth hood design, the vents also come in white and brown.

Filler Up Roller

The Handi Roller from Wagner provides a fast way to complete all types of latex painting that require a roller, while eliminating roller trays and bending to re-coat the roller.

reconstitutes old varnish, lacquer and shellac finishes to reveal and restore the original beauty of wood without stripping away the patina.

The refinisher comes in l/2 pint, pint, quart, half-gallon and gallon containers.

Portable Protection

Paint is drawn from the can into the roller by positioning the filling valve over a fill tube and pulling the handle back. The roller holds 26 oz. ofpaint, enough to cover up to 70 sq. ft. A 22" handle provides a built-in extension for high walls and ceilings. Clean-up is facilitated by a unique valve design which allows paint to be drawn from the roller back into the can. The roller can be flushed clean with warm soapy water by sliding the handle back and forth.

Furniture Refinisher

A refinisher for old furniture from Klean-Strip dissolves and partially

A portable, battery-operated burglar alarm that's small enough to take along while traveling or hang out of the way on a wall is new from Jet Industrial Electronics.

Step To The Attic

A lightweight aluminum attic ladder is now available in two sizes from Roto Frank of America.

The Protector's loud, piercing alarm is activated when its built-in infra-red sensor detects motion in a room, yet it will not be set off by household pets.

It can be easily turned on or off with its key-activated switch. IRTa 000

The 2l-l/4" x 53-l/2" ceiling door frame and upper ladder section fits neatly between conventional 22" trusses. The 24-3/4" x 53-l/2" model fits a 25" opening.

A new 87" - 94" sliding lower extension is designed for ceiling heights below 8 ft. The lower legs come in five other lengths for ceiling heights up to 134".

All ladders have two springloaded tension arms for easy raising and lowering.

Elegant Lighting

Decorative lighting fixtures featuring the elegance of Spanish alabaster, the geometric simplicity of finely etched glass and the sophistication of opal have been introduced by Lightolier.

figurations: close-to-ceiling, hang- ing pendant and wall bracket models.

The etched glass products are made of gently bent dishes of glass with a hemispheric line pattern throughout. The edges of the glass are ground to capture the light, encompassing each fixture with a glowing band.

The cased opal models contain curved panels of opal glass that create a soft translucent lighting effect, enhanced by horizontal grooves and polished brass finishes.

Blind Wash

A specially formulated liquid spray designed to clean blinds, cords and ladders is new from MBC Enterprises.

Bio-degradable, non-toxic New Magic Blind Cleaner leaves no residue and prevents water spotting after final rinse.

Quick Brick

A real brick veneer composed of 1/2-in. thick kiln-fired clay brick slices imbedded in l-l/2-in. polyurethane foam insulation and backed by plywood sheathing is now available from Pan-Brick Inc.

The Spanish alabaster series is handcrafted of alabaster mined in Barcelona. As with all series, the fixtures are available in three con-

To clean, blinds are removed, rinsed with a hose, sprayed liberally with the cleaner, allowed to set for three minutes and rinsed offwith the hose. No scrubbing or rubbing is necessary.

A 16 oz. container will clean up to five average size blinds.

Each 4 ft. wide, 16-in. tall, 35 lb. panel interlocks at the side with tongue-and-groove edges and is screwed to the stud wall or overlaid on existing frame, brick or block or concrete walls.

The facing is said to be energy efficient, providing an R 8.7 insulating value, and quickly applied by a semiskilled workman with minimum training.

The brick is available in l0 colors.

STOCKING ALL WESTERN RED CEDAR ITEMS

We hcve speciqlized lor over thirty years in primary & secondany msnufocluring of 9ertern Red Gederr.

At our9estern Red Gedqr distribution center we're qble to pcrckcrge frcn stcck, to excct iob qunntities, in speeitied lenglbs.

We have Uestern Red Gederr Tinbers ond scw sized beerur qvqilqble Irom cllilioted mills thct custom cut our logs to specilicqtion.

When you hoveYesten Red Gedrrr requirements we're here to serve you.

For immediote guototion just dicl

(s03) 640-8828 u.s. 1-800-547-0230 / oREGON 1-800-452-8852

From America's Renewable Resource, our employees take pride in manufacturing quality wood products for Americans' use in particleboard, paper products, decorative bark, f irewood, crates, pallets, doors, windows, mouldings and home construction

They don't waste

A Little Jig

A cordless jigsaw that can cut up to 36 feet of l/2" softwood from a single charge is new from Makita.

The 7.2v DC saw has an adjustable, sturdy steel base for bevel cutting up to 45' right or left and a plunge cutting capability for fast and easy cut-out operations.

Pipe ln The Gray

Waste pipe connectors are now offered in gray color by Plumb Qwik for a more appealing appearance.

Shingles Look Like Shakes

Shingles designed to add a more textured, wood shake look to roofs are new from Celotex Corp.

Dimensional Ill and lV Shadowband shingles are manufactured with a l-in. thick "shadowline" of black granules that produces a more dramatic, thicker textured appearance similar to wood shakes.

The shingles are available west of the Rockies in five earthtone colors.

Compact at a lightweight 3.1 lbs., it delivers 2,2000 SPM for fast, smooth cutting. lt includes a lock-off switch to prevent accidental starts, one hour charge battery with automatic cut-off charge, two blades and a hex wrench.

While still also offered in black, the new pipes include drain and trap connectors, tubular drain pipe connectors, flexible qwik traps, utility connectors, dishwasher connectors, and under-the-sink products.

The pipes are manufactured of specially formulated PVC to resist caustic chemicals and ozone.

Orange Aid

likrral snips and garclen shcars are new fionr l:iskars \lanLrf ucturing Co.

T'he snips f'eature acetal handles and .1.10 stainless steel bladcs. I)ishulslter 'rrf'e. ther are ir Conlprlct i-in. and a lightu'erght 1.33 oz.. clesigncd for delicatc trimming during florvcr arranging. A special finger holc allows thc snip to be pushecl to the backside of' tlre hand. $ithout ilrtcrrupting the chore.

I--or nrore information ()n Ner,r' Proclucts r.,,'rite The,\'/e,rclronr ,[logozinc. 4500 Campus Dr Suite 4,9(). )leuport Beach, Ca ()26tr0

Please nrt,ntion rssue date ancl page numbt,r s() $'c can process uour re quest f.istcrl Manu thanksl

Fire On The Bay

.\irtight fircplacc doors in a bay *indow design have been introduccd bv George Ma_''er Nlanufacturing Inc. in a masonrv installed fireplace circulator.

r\vailable fbr nrasonrl fireplaces uith opcnings up to -12 in. in width. thc finclr craf'1ecl . heavl steel Sealtight door extends 7 in. out onto the hearth extension, provicling not onlv irn increase in flre r ieu ing space br"rt additional radiant hcat into the living quarters.

The Merchant Magazine

comes complete uith variable speed bloirers. blow'er housing. brass trimrrecl grilles. autonratic fan control anci strecd control.

Thc shcars are 3 oz.. wilh rr.rolcled poll,propl lenc handles and cLlrved stainless stccl blades that resist rust and corrosion. Their optic orange color hclps prevent loss in the garden.

Whcn using roonr air lirr conrbustion. the lir is drawn through a brasstrinrmcd inlet rvhich will clirect the air through a channel bcncath cach pane ol glass sweeping thc snroke back awav fionr the door. -l'hc unit

The door is ollered in four styles, uith or u'ithout ctched glass. Each pane is surroundcd by solid brass trim.

Light Switch Cover

.\ paneling tenrplatc fronr Woodsircrl Tools can accurately lay out erirct locations lor clcclrical cutouts. ['sccl with chalk, ink. ctc.. the tenrl)liltc will mark reccl.rtlcle and wall switch cutouts in paneling. laminatc bucksplashes ancl shcctrock. It is tlc'igncd to elinrinrttc nreasuring ancl nristakes and savc time and r.rroncr'.

Portable Redwood Spa

State-of-the-art portable spa design has been combined with traditional, high quality redwood siding by D.F.A.

The Martinique features an easy across top loading filter, solid state side controls, four individually adjustable jets, a low voltage standard spa light, 3 /4 HP two-speed pump motor and I HP power air blower.

Constructed of acrylic with urethane foam insulation, the 6'9" x 6'9" x 34" spa has contour bench seating for six people. The average fill takes 300 gallons.

As Easy As O-S-B

A new oriented strand board structural panel designed for maximum strength, stability and efficiency as well as minimum building cost has been introduced by International Paper Co.

With high stability to eliminate warping, rejects, rework and related costs, Qualitex is ideal for decking and flooring. The easy-to-handle l/4" to l-l18" thick panels provide a smooth, uniform finish.

Simply lnstalled Bath ltems

Wall mounted bath accessories from Miller Studio can be installed in moments without tools, glue or preliminary moistening.

Featuring a double-coated applicator tape, the Easy-Mount products can be attached to tile, glass, metal, finished wood and most other smooth surfaces.

Gutter Maker

A tool which installs drop outlets in gutters for downspouts has been improved by Omni Products.

The Punchlet lll completes the entire job of cutting the hole and attaching the downspout in a single stroke, using the metal from the bottom of the gutter itself to seal downspouts.

Manufactured from a stronger, lighter alloy, the product also has a new forked lever and longer shaft neck for smoother operation.

Better To See With

The line includes an 18-in. and 24-in. towel bar, towel ring, tissue holder, tissue box holder, decorator hook, large hook and twin hook. The other four products (toothbrush/ toothpaste holder, holder with two cups, soap tray and decorative wall shel0 can be grouped together or arranged individually and all feature removable,.dishwasher-safe trays for easy cleaning.

Items are available in white, light blue, almond and a brown/ivory combination.

A decorative bath cabinet combining essential storage capacity and the illumination of a built-in bar light is new from NuTone.

The Grandin Hill model features a stationary oak frame that is flush with the wall when installed. The mirrored door swings open for access to three adjustable shelves inside.

A polished brass backplate built into the cabinet contains three studio-type lights.

Measuring 18-l/8" x 33-3/4", the genuine oak cabinet is available in dark or light oak finish.

Instant Geiling

An easily cleaned, fire retardant ceiling tile insert is new from Technical Ventures, Inc.

Mortile Insert contains a patented vapor barrier which seals out moisture and dust, while also increasing the acoustical value of the ceiling system by up to 200/0.

New To View Thru

Vinyl clad windows in 2 ft. wide quarter-round and 6 ft. widb circle top configurations are now available from Andersen Corp.

Assembled with advanced lowemissivity glazings for maximum energy efficiency, the windows feature two interior casings in laminated maple or oak, laminated arc construction, mullion kits and optional snap-in grilles in a sunburst pattern.

Their vinyl-sheathed exteriors come in white or earth tone, with a natural wood interior

Although it resembles a typical fiber-based tile, it is more easily installed as it is inserted underneath and bonded to the existing tile utilizing the existing "T" bar system.

A broad range ofdesigns and colors is available.

Ladder Caddy

A portable tool caddy, which clamps onto ladder steps so that the ladder can be moved without the tools falling off, has been introduced by Exxcel Corp.

The Carrier features versatile compartments, side ears to hold a 25 ft. extension cord, 5 in. legs for placing it on the floor or table, and a carrying handle.

Personals (('otttirtuetl Jrottt Ttuqt' J7 )

Reg.Iustus. Just \\'oods Irorest Products ( o.. I)ortland. Or.. ancl his lLrmill' are back afier 10 davs in K<tna. llarlaii. ancnding the Golden Annivcrsiirl reunion of his wife Jill's parents. Justus also landecl a .15 lb. mahi nrahi fishing on \\'ashington logger Frank Castanza's boat.

Ed Fountain Sr.. Ed I:ountain Luntber Co.. l-os Angeles, (la., and his wife. Vivian. celebrated thc -50th anniversar1 ol' the firm by again traveling around the world. this tinte on the cruise ship Sagaljord across the Indian Ocean. around,\liica and across the South ,\tlantic to Iluenos

\ irc: ,rnrl R io de Janeir, '.

Rick Wilson has joined the salcs tcanr at \\'ashington I'acific , Portland. Or.

John Johnson h,rs hecn n.rnted nrgr. ol' [-umbermen's in Silverdlle. \\'a.

Craig Kincaid has been nunred mgr. of' thc neri Sacranrento. Ca.. distribution center being opened in June bv \\'hitc Ilrothers. Oakland. ('a.

Skip Towne is now in chargc olcreditor relations at \{ungus-l ungus I--orest [)roclr.rcts. Climar. Nl.. uccorcling to o\\ners Hugh Mungus and Freddy Fungus.

If you have ever asked ]-ourself - Ant I Competitive? or Am I absolutel.v.\ure I bul,ntt, Building Materials and Hardware right? Then you need C.B.S.-Cenrral Builders Supplics Comoanl'.

C.B.S. can take the guesswork out of buf ing. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporiirion chains. Elecause C.B.S. is a dealer o\\'ned non-profit corporation, all discounts, rebares. darin_us and advertising funds are all passed directl-v to the participating member\.

* ( .ll.S. has been nationally, recognized as "The Place 'fo Go To fJu_y Low,"*

* ,As r'ou buy ntore the cost to belong goes clurin, -nol ul)

* ( .ll.S. has an in-hor-rse l.unrbe r I)e partnre rrr

* C.ll.S. has a Ciencral Ilrrilding l\,larerials I)t:1.1r.

* C.B.S. has a program wirlt tlic tllue Grass fool Company

(.ll.S. rs dealcr o*nctl

( B.S. has a state-ot-thr--art internal a()ntnnlnication sr-stem uith participating ntenthcr:

('.ll.S. Rebate s arc parcl tr) thc rnentbe r r in caslt

C B.S. lias an in-hou:c tluilciing Specialrics l)cpr.

('.ll.S. ()perates a\ it n()n proltt contpanr

( .1].S. nrcrnbcrs share rn lhc cost to opcratc

At'Britt Lumber we specialize in producing quality fence posts, boards and rails in our rnodern sawmill. we're big enough to meet your customers' needs...)€t small enough to guarantee quality.

And now Britt Lumber products are available in cedar, too.

*(.ll.S. *as lcalurcd in thc Octobcr l9u4 cdition ol thc HO\1E CENTITR \lagltzinc ,l:rl',.lt:r.' ]'

?07) 822.ti?9'

P.O. BOX 248 ARCATA. CA

Big 4oth For Ghandler Lumber

Chandler Lumber Co., Van Nuys, Ca., is celebrating its 40th anniversary as a lumber and building materials dealer with plans to open a new lumber yard in Fontana this month.

Over 250 persons attended a celebration dinner including a number of employees observing employment anniversaries as well as retired employees who were special guests. Service pins incorporating the company's logo with a diamond chip for each five years of employment were presented.

Stanley E. Brown, founder of the company, which, he reminded the audience, began in 1947 with one used truck, one used forklift and minimal amounts of lumber and building materials, credited the success of the operation to its employees and its service.

The company now operates a 25,000 sq. ft. building materials and hardware store with a drive through lumber yard as well as an eight acre production yard in Van Nuys. Major improvements were recently completed at its nine acre yard in Palmdale. The Fontana yard also is being developed on nine acres.

Customer Sues Lumber City

Lumber City, Thousand Oaks, Ca., is being sued by a customer who alleges their negligence in allowing a

nail to stick up from a floor causing him injury, according to a report printed in the Thousand Oaks News Chronicle.

The lawsuit filed by an attorney on behalf of Lindell Lummer of Thousand Oaks, claims that a protruding nail in the store caught in Lummer's heel. Lummer was then overrun by a loaded lumber cart in the Oct. 21, 1986, incident, the lawsuit claims.

The lawsuit does not seek a specific amount of damages, but asks for compensation for injuries caused by the alleged accident.

New Weyerhaeuser

Reno Div.

In an effort to provide stronger service for customers in Northern Nevada and Eastern California, Weyerhaeuser Co. has formed a Reno, Nv., Division, according to branch manager of the Sacramento Customer Service Center, Harry Davidson.

"This move is due largely to the strong customer demand Weyerhaeuser has experienced in this area," Davidson said. "We've got a strong team, all with extensive building materials experience."

Personnel include Phil Brune, industrial sales manager; Steve Cottengim, assistant branch manager and marketing manager; John Staples, Renee Beaubien and Dixie Neff. sales representatives.

David Still, general manager of Operations for Weyerhaeuser's Western Region, says this represents an ongoing plan to expand operations in California and surrounding areas. "We want to help our customers capture greater profit from the burgeoning business in this region," he said.

Wickes' Debt Under Review

Wickes Cos., Santa Monica, Ca., is under review by two credit rating firms after disclosing its recently acquired Collins & Aikman unit sold about $360 million of carpeting that allegedly failed certain flammability tests.

In joining Moody's Investors Service in placing about $1.9 billion of Wickes' debt under review, Standard & Poor's said, "UntilWickes' potential liability in this situation is quantified ..., the firm's credit worthiness is in jeopardy."

40t[ A]{I{IUERSABY of Chandler Lumber Co., Van Nuys, Ca., was marked by a dinner for present and past employees. E. L. Newkirk, chairman of the board, accepted a Los Angeles City Council plaque from Councilman Ernani Bernardi (right) during the eveni ng.

L-P Enters Gypsum Market

Louisiana-Pacific Corp., Portland, Or., has announced plans to buy its first gypsum wallboard plant, while selling its Lakeview, Or., sawmill along with 18,000 acres of timberland to Ostrander Construction Co.

Pending approval by directors, the purchase of the wallboard facility in Seattle, Wa., from Norwest Gypsum "will give L-P an ideal introduction to the gypsum wallboard business," says Harry A. Merlo, L-P chairman and president.

No price was disclosed for sale of the Lakeview mill, which produces both pine and white fir lumber at an annual capacity of 30 million b.f., and timberland.

Lumbermen's Lust Under Fire

Regulations forcing underground petroleum storage tanks to meet corrosion protection, leak detection, corrective action and financial responsibility requirements have been proposed by the Environmental Protection Agency. The proposal seeks to prevent Leaking Underground Storage Tanks (LUST) from damaging the environment.

The rules would cost the owners of the affected 1.4 million existing tanks, thousands of which are owned and operated by retail lumber and building material dealers, a minimum of $400 million annually in test5, repairs and coverage against third-party damage.

Expected to go into effect in early 1988, the regulations would require existing tank owners to assume a leak testing schedule within three years. A minimum of $l million in coverage would be required for most lumber dealers.

Builders Square Adds 2 Units

Builders Square has fired another salvo in the fiercely competitive home improvement warehouse wars in Orange County, Ca., opening new stores in Buena Park and Fountain Valley. The area is roughly 40 miles south of Los Angeles.

Projecting 300 outlets by 1989, the firm now operates 94 stores, with five now operating in Southern California.

Greg Sampson will manage the

The Merchant Magazlne

95,000 sq. ft. Buena Park location with assistants Mike Galgano, Tom Whipple and Mark Etzel. In Fountain Valley, Roger Bauer is manager, with assistant managers Eric Wilson, Ken Duvall and Jeff Bass, running the 88,000 sq. ft. selling area and 10,000 sq. ft. garden department.

Stanley Works Buys Acme

Acme Holding Corp., San Dimas, Ca., has been acquired by The Stanley Works, New Britain, Ct.

A manufacturer of sliding and folding door hardware with 1986 sales in excess of $50 million, Acme also has manufacturing facilities in Monrovia, Ca. Known as Acmetrack Ltd. in Canada and England, the company has manufacturing facilities in Brampton, Ontario, and assembly and distribution facilities in Surrey, England.

Herbert Hezlep Ill will continue as chairman of Acme's operating subsidiary, reporting to Richard G. Martin, president and general manager of the Stanley Hardware Div., part of the Builders/lndustrial group

May 1987

headed by group vice president David M. Hadlow.

Donald W. Davis, ceo of The Stanley Works, said, "We believe that Acme fits very well in our two strategic areas: supplying products and services for do-it-yourselfers; and providing professionals with tools, specialty hardware, and other quality products used in building, repairing and assembling. Acme's broad range of specialty sliding and bi-fold door hardware serves door manufacturers, professional builders and do-it-yourselfers."

R0AST|I{G past president Nelson "The Nose" Sembach kept the Inland Empire Hoo-Hoo Club's recent after-golf meeting lively. ll I Sembach, Steve Gabbert, Dwight Hayes, Jim Julien. l2l Glen Johnson, Wendell Lawson. l3l Daryl Bond. l4l Chip Roepke. l5l Jack Butler. l6l Larry Stainbrook. l7f Doug Willis, Don Gregson. l8l Tim Klever, Larry Holguin. (91 Ralph Crabtree, Mike Nicholson. ll0l Kent Bond. Filty six attended the March 19 dinner meeting, held in Chino, Ca.

Hardwood distributors' 64th annual

lt\ ONTINUING its 64 year old V tradition of rotating its meeting sites throughout the Western U.S. and Canada, the Pacific Coast Wholesale Hardwood Distributors Association met this year in Wailea on the Island of Mauiin Hawaii. The PCWHDA last met there in 1982.

The meetings began in businesslike fashion promptly at 9 on Monday morning and immediately delved into some traditional opening ceremonies. These concluded, the members moved on to the Sectional Reports, where various members report on conditions in their area.

Hal Kerry, Brady International, began these by outlining Washington State conditions, which he summarized as far better in '86 than '85. He said that 1987 looks good due in part to higher prices despite the se-

Story at a Glance

Western area hardwood markets reported strong, with optimism for more good business.. push continues for selling on net footage with no grade mixing. Tim Spellman elected president.

vere depression in the Alaska market.

The Canadian report was given by Greg Lightheart, P.J. White Hardwoods. He noted that housing in British Columbia was down, while Ontario was up. Red oak continues very popular, he said, adding that conditions were very competitive and some bankruptcies had occured.

The local Hawaiian situation was reprised by Dick Gray, Honsador, Inc. Commodities markets have continued good into this year, he observed, saying that labor problems had been light, though some saw this as a problem later in the year.

The Oregon market was reviewed by Pat Ahern, Emerson Hardwood, who echoed others in describing 1987 as a good year. Short tallies continue to be an industry problem, he said, as are red oak shortages and finding an acceptable alternative to genuine mahogany. Unrealistic competitors selling "too cheap," he noted, skew market conditions. He warned that home center operators are increasingly selling hardwoods, posing a competitive threat.

Manuel Lavrador, MacBeath Hardwood, described Northern Cali-

Complete inventories and prompt delivery of the finest quality timber.

fornia conditions as picking up with credit a continuing problem and union influence weakening. Increased government concern and stricter regulation of leaking underground storage tanks are causing costly headaches, he said.

Overbuilding and a 5olo - 806 decline in general business conditions in Arizona were reported by Brent Mullen, Southwest Hardwood. The expensive home market ($300,000 and up, which uses the greatest amount of hardwood) was still strong, he said. Credit problems continue, he added.

The Orange County, Ca., report was given by Clint Bower, Mariners Forest Products. Strong area conditions have brought heightened competition, including the on-going problem of small retailers selling their suppliers' customers. Bower said that worsening traffic problems will cause changes in delivery practices, citing the possibility of night deliveries to avoid the traffic mess.

The report on San Diego was given by Jim Frost, Frost Hardwoods, who said commercial and single family home construction was strong, but tailed 1986. Supply, especially from the third world, is a problem in his area. Attempts to charge cartage have met with resistance, Frost noted, observing that the toll-free zone in nearby Tijuana,

(Continued on rtext page)

PARI TllllE Hawaiians [ll Lowell & Jack Butson who hosted this year's "hospitality room" at their beach home. (21 Pat & Susan Ahern. l3l Dorothy Reel, Marti Cutler. l4l Maris & Dick Gray. l5l Brent & John Muller. 16l Maxine & Jack Havens. l7l Cliff Cholos, Vern Aden. l8l John Fahs videos some of the goings on.

HARDWOOD WHOLESALERS

(Continued from previous page)

Mexico, could be an attractive source of new business.

The last of the sectional reports was on Los Angeles, given by George Caudill, Scott-Caudill Lum-

ber. He said leaking storage tanks were under increasing local government fire and that "if you don't already have a tank I'd recommend a gas station," noting their recent $6000 cost to repair a minor leak. Greater L.A. was characterized as having calm labor conditions, fierce

competition and constricted profits. Red and white oak continue popular, though more soft maple and poplar are in use, he added.

Among the speakers at the convention was George Barrett, publisher of the Weekly Hardwood Review. He painted an optimistic picture for hardwoods, saying that all levels were enjoying strong business and that the industry is on the verge "of markets we haven't seen in five years." He sees stable prices on major species and increases in secondary species.

Among Barrett's specific preditions: more exports, fewer imports, a strong pallet market, furniture business up 80/o-90/o, and more mills establishing their own distribution yards.

The second day speaker was Arnold Curtis, the president of Northwest Hardwoods, who described the role ofproprietary grades in the market, a practice dating well back into the last century. Curtis' feeling is that they fit customer

(Please turn to page 57)

PIYTU000 veteran lll Fred Smales and Don Moreland, PCWHDA outgoing president. l2l Linda & Don Clark, Shirley & Don Reel. l3l Jim Frost, Hal Kerry. l4l Weekly Hardwood Review's George Barrett, Werner Richen. l5l

Dolores Lavrador, "Mac" MacBeath, Manuel Lavrador. (61 George Caudill, Jim Spellman. (71 Cad Patterson. l8l Clint Bower, Don White. l9lLyn Monthaven,new president Tim

Spellman, Harry Anthony. ll0l Greg Lightheart, Erica & Arnold Curtis, Brian White. llll Laurence Sauder, Eutch Pooe. ll2l Pete Bower, Rob Kincaid.

Music Intercoms

A 16-p. music intercom catalog is free from Broan, P.O. Box 140, Hartford, Wi. 53027.

Louver Lore

An extruded aluminum louver catalog is free from Dowco Corp., P.O. Box 470128. Dallas. Tx. 75247.

Gedar Siding

A l2-p. cedar siding booklet is free from Shakertown Corp., P.O. Box 400, Winlock, Wa., 98596, or by calling l(800) 426-8970.

See Saw

A l2-p. garden and woodworking saw booklet is free from Joshua Roth. Ltd.. P.O. Box 496, Santa Rosa, Ca. 95402, or by calling l-(800) 624-4635 (in Ca., 1-(800) s35-8188).

Fencing Lessons

A set of plans for building five different d-i-y fences is free from the Western Wood Products Association, Dept. P-125, Yeon Building, 522 S.W. 5th Ave.. Portland. Or.91204.

Plank Paneling ldeas

"Solid Plank Paneling: The Natural Choice," a 4-p. design & decorating brochure, is $1 from the Wood Moulding & Millwork Producers Association, P.O. Box 25278, Portland, Or.97225.

Finishing Folder

Information on clear wood finishes and companion products is free from Fabulon, P.O. Box 1505, Buffalo, N.Y. 14240, or by calling l-(800) FABULON.

Architectural Advice

"Build A Better Home," 21 home plans by top-ranked architects, is $4.50 (single copies free to members) from the American Plywood Association, P.O. Box I1700, Tacoma, Wa. 98411.

Spaced Out

"The Breathing Room Book," a 20 -p. compendium of storageprojects that create living space, is available from the Western Wood Products Association, Yeon Building, 522 S.W. 5th Ave., Portland, Or. 97 204-2122.

Light Up Your Life

"Lighting Imprints," a 44-p. catalog of interior fluorescent luminaries, is free from Columbia Lighting, P.O. Box 2787, Spokane, Wa.99220.

Texturing Tips

Wall and ceiling texturing tips are free from Beadex Mfg. Co., 833 Houser Way No.. Renton. Wa. 98055.

A Look At Locks

A 24-p. padlock guide is free from Abus Lock Co., P.O. Box 2367, Woburn, Ma. 01888.

Goncrete Information

"Build & Repair Concrete," a 165-p. hardcover d-i-y manual, is available from Quikrete, R.D. l, Box 276, New Ringgold, Pa. 17960.

Clip Joints

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 Mogozine. Many thanks!

Decorative Panels

Polyester and melamine laminated decorative panel literature is free from the American Laminators Association, 419 Norton Building, Seattle, Wa. 98104.

Marble Golumns

A cultured marble and onyx products booklet is free from the Cultured Marble Institute, 435 N. Michigan Ave., Chicago, ll.60611.

Hardwood Floor Topping

A 4-p. hardwood floor finish brochure is free from Gillespie/KleanStrip, P.O. Box 1879, Memphis, Tn. 38101, or by calling l-(800) 238-2672.

Plumb Right

An 8-p. plumbing fixture catalog is free from Bradley Corp., P.O. Box 309, Menomonee Falls, Wi. 53051.

A 44-p. structural framing connector guide is free from Panel Clip Co., P.O. Box 423, Farmington, Mi. 48024, or by calling l-(800) 521-9335.

Testing Grounds

A catalog of psychological testing programs is free from London House, Inc., 1550 Northwest Hwy., Park Ridge, Il. 60068, or by calling 1-(800) 221-83',78.

Softwood Buyers & Sellers

"The Random Lengths 1987 Buyers' & Sellers' Guide," a 655-p. directory of the softwood forest products industry, is $130 from Random Lengths, P.O. Box 867, Eugene, Or.97440.

Plywood Greation

lnformation on new medium density overlay specialty plywood panels is free from International Paper Co., P.O. Box 809024, Dallas, Tx. 75380-9024, or by calling l-(800) 527-5907.

Light Promotions

"The Promoter," a complete marketing kit for lighting fixtures and controls, is available from Lightolier, 100 Lighting Way, Secaucus, N.J. 070840508.

HARDWOOD WHOLESALERS

(Continued from page 54)

needs better than the NHLA grades. For the future he sees more hardwood sorted to width, more S4S and more involvement for hardwood at the retail level.

Curtis also described the new Hardwood Manufacturers Association program promoting solid hardwood furniture and urged that everyone in hardwoods get involved financially. HMA seeks to raise $l million in each of the next five years.

In other business, the PCWHDA noted recent efforts to have all companies sell on the basis ofnet footage with no grade mixing. The group intends to continue its push to have the entire industry sell this way.

Elected at the meeting, held April 5-8 at the Intercontinental Wailea Hotel, were president Tim Spellman,

Spellman Hardwoods, Phoenix, Az.; 1st v.p., Bruce Frost, Frost Hardwood, San Diego, Ca.; 2nd v.p. Jack Butson, Brady International, Renton, Wa.; sec.-treas. Butch Pope, Weber Plywood, Santa Ana, Ca., and sec.-treas.-designate Brent Mullen, Southwest Hardwoods,

Phoenix, Az. New directors are K.E. MacBeath, Peter Bower, James Frost, Jack Havens, Joe Long, Laurence Sauder and Hal Kerry.

Next year's meeting is tentatively set for April24-26,1988, at the Inn at Spanish Bay, Pacific Grove (near Monterey), Ca.

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

TIMBERS

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

Bracrrt International

Drawer 4779, Arcata, Ca. 9 -<j21 707-822-3648

GTASSIF!ED ADVERTISEMENTS

ACCOUNTING MANAGER. San Fernando

Valley multi-location retail lumber company. Accounting degree and supervisory experience a must. I)epartment consists of l2 persons. Write Box 560, c/o The Merchanr Magaztne.

Twenty-five (25) 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 Merdrant Magazine, 4500 Campus Dr,, Suite 480, Newport Beach, Ca. 92660. Make checks payable to The Merdmnt 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 OPPORTUNITY at No. Calif.

wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Mill & Lumber, Ukiah, Ca. (707) 468--5486

lET'S TAI.IT FACTS

thcl #t

Cascade Empire is looking for a few special people who already successfully trade Forest Products as otfice wholesalers and have the facts to back up previous experience.

F:ACI #2:

We have a few facts of our own. lf you trade $150,000 Gross Trading M_argin a! Cascade, your income would be $55,000. lf that gross was$250,000, your income would be $100,000. In addition, wehave benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.

JACI #lz

We try to keep il simple. You trade-you eam. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect maich-your skills and our needs.

Our main office is in Portland, Oregon, with branch otfices in Scottsdale, Arizona, Newport Beach, California and Columbus, Ohio.

Ftcr #f:

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

Ray B. Haroldson President

gan-California Lumber Co. seeks experienced person to assist in selling up to 170 million feet of various products & species annually. ldeal location with expanding company. Submit confidential resume: c/o Michigan-California Lumber Co., P.O. Box 486, Camino, Ca. 95709, Attn: General Manager

LUMBER TRADER

HAYE A STRONG CUSTOMER BASE? TIRED OF SMOG AND TRAFFIC?

WE HAVE A POSITION FOR YOU!

An innovative lumber wholesale operation in Northern Calif. is interested in traders who would like to relocate to a small community with affordable housing near lakes and mountains, excellent schools and a Cal. State university. Salary * commission/ benefits. Send resume to Box 563 c/o The Merchant Magazine.

MANAGER - RETAIL LUMBER CO.

We are looking for a person with solid background in management. Extensive experience in lumber industry required. Fisher Lumber Co. - Weyerhaeuser Co. Send resume to: Mr. Eric Jorgensborg, P.O. Box 765. Santa Monica. Ca. 90406

SALES MANAGER

For growing wholesale company in a beautiful No. Calif. city. Aggressive manager sought for l0 traders. Knowledge of Calif. and Oregon mills and Ca., Az., and N.M. markets a must. Reply in confidence to Box 562 c/o The Merchant Magazine for details.

-IVIARKtr, I'ING MANAGERGrowth-oriented Pacific Northwest plywood and veneer manufacturer seeks dynamic marketing manager. Must have thorough knowledge of plywood industry, its distribution nationwide, and end uses ofpanel products, both specialties and commodities. Will have responsibility for forming national marketing strategy. Write Box 561 c/o The Merchant Magazine.

WINDOW, DOOR AND MOULDING CO. seeks person for contractor and retail sales. Experience with building materials and contractors needed. South Bay Ca. area. Salary, commission, and benefits. call (213) 970-1126 or send resume to Geoff Rue, Framed Openings, 15638 Hawthorne Blvd., Lawndale, Ca. 90260.

LUMBER DISTRIBUTION mgr. wanted with proven track record and experience. Contact John T. Cole, Gregory Forest Products. (714) 681-4707.

LOOK! EXOTIC WOOD PENS-Six species-Classy gifts for your best customers. An inexpensive way to put your company name in their order writing hand every day! lntroductory special for lumber industry. Buy direct. call (916) 442-2485 or write Quest Pen Co., Inc. 106 "K" St.. Suite,1.t0. Sacramento. Ca.95814

YATES C-88 moulder/sticker. 8" wide, completely rebuilt. Priced to move. (805) 543-5533, Pacific Access Lumber, P.O. Box 1098, San Luis Obispo, Ca. 93406.

OREGON COASTAL lumber and building supply yard for sale. Well established, profitable business in growing community. Excellent grovth opportunity. P.O. Box 3833. Vancouver. Wa. 98662.

SPARE WAREHOUSE SPACE?

[.ise it to manufacture and distribute an exciting new panellized brick. Pan-Brick fits new and retrofit construction. Unique process, uses local materials and labor. Inquiries to: Pan-Brick Inc., 3030 Saskatchewan Drive, Regina, Saskatchewan, Canada, s4T 6Pr. I -,106-545-3922

3 SAN DIEGO, CA., BUSINESSES

o Lumber & HardwareEstablished 40 Years,22 year lease.

o Lumber wholesale/retail - 64,000 net property available.

r Manufacturer - wood, 200,000 per year gross.

Page Olson, Commercial & Business Brokerage, (619) 692-9800

REPRESENTATIVES wantednationwide for distribution of solid wooden decorative doors with or without leaded stained glass, absolute lowest prices and best quality, inquiries with sales projection to: Swiss American lmport Export Inc., 274 County Rd., Tenafly, N.J 07670.

36 ACRES FOR industry: 1/4 mile railroad, l/4 mile paved road, 3-phase electric, 1-ll8 mile to Highway 79, across from landfill dump. Biedebach Realty, Perris, Ca. (714) 657 -17 41

UNMATCHED OPPORTUNITY: Large or small investor for lumber, hardware, retail, and remanuiacturing company in Washington State. Ask for president Q06) 748-0221 or (206) 748-7-110.

PEO P LE

ADVERTISING INVENTORY

DI S PLAY

P.O. Box 741623 9750 Trevot Drive Dallas, Texas 75243 (214) 690-6600

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBeach. 3C Trucking(213) 422U26.

COMPUTER SALES/ Lumber & Building Dick Phelps, Broker (former lum James R. Gary & Co. Ltd. 1747 Erwin St, Woodland Hills, Ca. 91367 (818) 703-8144 A (800) 431-0555 NA LUMBER CARRIERS from Berkot z Especially adaptable to customer needs i ,z Scientiffcally designed for all types of work ' ,z Balanced for ease of handling Let Us Proue This Is the Cart for Yout Call or write for a free brochure BERKOT MFG. GO., lNC. 11285 Goss SI.,(P.O. Box 218)Sun Valley, Ca. 91352 Phone: (213) 875-1163

tsUVE H]S' GUIDE

geaver Lumber Co.

aeiger&Co. .. .......

Calfornia Foresl Producls

American Hardwood Co. Berkot Mfo. Co. Beverly Manufacturing Co. Burns Lumber Co. Capilal Lumber Co Carcll Mouldrng Co. .. Chapa(al Distributors Chozen Trucking C0 Coastal Lumber C0. Coos Head

Lumber & Plywood

3C Truckrng

Dooley Foresl Co., Inc.

El&El Wood Products Corp.

Fountain Lumber Co, Ed

Fremont Forest Products

Galleher Hardwmd Co.

Gemini Forest Products

Gmrgia-Pacilic Corp. (213) 968-5551

Huff Lumber Co. (800) 223-HUFF

lnland Timber C0.

Johnston Hardwood

Jones Wholesale Lumber C0.

Lane Stanton Vance Lumber Assn. ol So. Calil.

MacB€ath Hardwmd

Maple Bm., Inc. Mouldings

California lumber Inspeclion Seruice

Calrlornia Redwood Assn.

Casella Jransportation...

Crestwmd Forest Producls

DMK Pacilic Corp.

Doors, Inc.

Flmr Seryice Supply (San Jose) .. ....

Georgia-Pacitic Corp. ..

Georgia-Pacific Corp. (San Jose)

Hamess Timber Producls

Higoins Lumber Co. (Monterey)

Higgins Lumber Co. {San Jose)

Higgins Lumber Co. (Union Cily)

Higoins Lumber Co {Walnut Creek)

Hirt & Wood Lumber Co.

HMS Systems Corp.

NORTHERN AltD CEI{TRAL CALTFOR}ilA-

Calilornia Cascade lnduslries

Blue Lake Foresl Products

cinroru.s.A.coip. ....

Marquarl-Wolle Lumber C0.....

Mulual Moulding and Lumber C0...............

North American Plywood (ln Ca.) (800) 421-1373

osgood Inc.. Rob€rt S.

Pacilic Lumber Terminal

Pacilic Madison Lumber Co. .. |'213]. 773-2292

Pa( Lumb€r Co.

Penberlhy Lumber Co.

Pelerman Lumber Co.

Philips Lumber Sales

Producl Sales Co.

Reliable Wholesale Lumber C0. .........

Sammons Slorage Syslems

San Antonio Construclion

oRAl{GE, B|VERSIDE & SA]I BERI{ARDII{O COUilTIES

Eracut lnlernalronal

-

Eritl Lumber Co

Cosla Trucking, Joe.

Eureka Soulhern Railroad C0.

Humboldt Redwood C0.

Louisiana-Pacrtic Corp

PVM Redwood Co.

Schmidbauer Lumber, Inc

t|J8unil/Gntss IAttEY

All-Coasl Forest Products, Inc.

M|(EtSflEtD

Higgrns Lumber Co

Pacitic Wood Preserving ol 8akersfield, Corp. (805) 582-3950

CIl)YERl}AI.E

Bowman lumber Sales

Louisiana-Pacifi c Corp.

Rolando Lumber (Kinlon Div.)

FORI BNIGG

Georgia Pacific Corp. (Redwood)

Holmes Lumber Co., Fred C.

FRESl{O

Georgra- Pacif ic Warehouse

Higgins Lumber Co.

Pacilic Forest Producls

Western Ameilcan Forest Products

Weyerhaeuser Co. (800) 742-1939

Woodwork Institute of California

t0s 8t1{0s

Di,lK-Pacific

ttt0[EsT0

Snider Lumber Producls

Sward Trucking

nE0l}[{8 tREl

L0uisiana-Pacific Corp. (Red Elulf)

Paul Bunyan Lumber Co.

P&MCedarProducts..

Trinrly River Lumber Co

Wisconsin-Calilornia Forest Products

stcnAilElrI0/sI0cKI0il tnEt

Beadex Manulaclunng C0.

Eeroer E Co.

Capilol Plywood

Gabbert Lumber Sales {800) 521-1155

GeorOia-Pacilic Warehouse

Hedlund Lumber & Machine Slaining

Higgins Lumber C0. .

Koppers Co.

Laminated Timber Services, Inc.

Louisiana-PacrlicCorp.

Michigan-Calilornia Lumber Co.

M S M Builders Supply

Nikkel Corp., The

P & M Cedar Products

PGL Building Products

Slanline, Inc.

Slockton Wholesale

Union Forest Producls

Union Planing Mi||

Waldron Forest Products

Weslern Wood Trealing Co.

weyerhaeuserCo. (800) 952-5616

Wolle Lumber Co. ....

srtil Brn0tnr

Tomac Inc.

stxll ttnrt

Bros. ocean Towing Snavoly Foresl Products South Bay Forest Products Southern Calilornia Pre-Stain Southwest Machinery Co., lnc. Southwesl Plywood & Lumber Corp. Stanline, Inc. Sumwood, Inc. Vent Vue Products Virginia Hardwmd C0. Weslern Amefican Forest Products Weslern Inlernational Foresl Producls Western Turnings & Stair Weyerhaeuser Co. {800) 647-7762 {213) 748-5451 (916) 736-3353 (916) 666-5534 (91 6) 922-8861 (91 6) 452-5671 (916) 481-4444 (916) 331-661 1 1916) 927-2727 (9r6) 372-6920 (209) 982-0s85 (916) 624-4525 (916) 644-1928 (916) 644-2311 (209) 835-4172 {916) 488-6170 (209) 957-2802 {916) 381-4242 (916) 635-4500 (209) 946-0282 (209) 465-4i1 1 (209) 465-471 1 (916) 485-5348 (916) 666-1261 (916) 371-1000 (916) 726-8538 (8os) 564-3647 (213) 749-4235 (213) 875-1 163 (213) 755-8564 (818) 981-8750 (213) 625-0387 (213) s94-8731 (818) 887-0200 (213) 833-3974 (818) 330-8337 (213) 834-5261 1213) 422-0426 (818) 336-1261 (213) 636-2591 (213) s83-1381 (213) 723'9643 (2r3) 752-3796 (213) 594-8948 (2r3) 686-1580 (2r3) 92r-1331 (213) 61 7-3597 (8oo) 247-9486 (213) 635-371 0 (213) 567-1 301 (818) 968-8331 (818) 965-4344 (213) 723-3301 (213) 694-3771 (213) 625-1494 12131 321-0877 (800) 421-1 372 (213) 941-7575 (213) 382-8278 (213) 775-1170 (213) 861-6701 (213) 624-1891 (213) 583-451 1 (213) 585-8657 (805) 495-1083 $ool 228-7647 (818) 288-3824 (213) 636-2488 (213) 694-8361 (213) 831-0365 (213) 834-3781 (213) 860-7791 (213) 602-2405 (213) 946-6604 (800) 982-9891 (21 3) 636-9891 (213) 921-0966 (21 3) s41-0179 1213) 225-2288 (81 8) 358-4594 (8r8) 330-1651 (805) 543-2525 (21 3) 944-6495 {21 3} 775-7351 (81 8) 894-401 5

Higgins Lumber Co. .

sttTt n|lst rnEt

J H Blevins Co., inc

Higoins Lumber C0.

Martin Foresl Induslries

Noyo Timber Products, Inc

Nu-Foresl Products

Windsor Mill, Inc.

uKnlt/wil.uTs

All Heart Lumber Co, Inc.

Cal Coast Wholesale Lumber, Inc.

Forest Products Transportalion

Litlle Lake Induslries

Louisiana-Pacitic Corp.

Penolin Marketing

Pertormance Coalings, Inc. (Ca.)..

wil.UAtils

........

GREATEBSAT DIEGOAFEA

Consl. C0. t707) 822-2995 (707) 822-3648 1707]- 822-1779 1707) 822-2901 (707) 444-8055 \707) 822-4891 1707) 443-7511 \707) 822-4818 1707) 443-7024 (9r6) 273-2233 (805) 834-0632 (805) 833-0429 (707) 894-2575 (707) 894-3362 (707) 894-4281 {707) 964-0281 {707) 964-6377 (209) 251-8471 12091 264-1771 (209) 268-6221 (209) 251 -5031 (209) 486-6221 (209) 233-9035 (209) 826-6544 (209) 667-1 000 (209) 847-42r 8 (91 6) 527-4343 (91 6) 365-2771 (91 6) 365-3731 (91 6) 623-5561 (916) 241-8310 (209) 462-6600 t916t 972-7282 (805) 928-8325 .707) 252-6142 (707) 433-3834 (707) 431 -1 200 (707) 545-6060 (707) 433-3313 (707) 546-6373 (707) 468-01 76 (707) 468-01 41 (707t 462-38s2 (707) 459-s395 1707]. 468-0272 (707) 468-01 76 (800) 468-881 7 (800) 468-8820 (707) 468-01 81 (916) 473-s381 All Coast Forest Products American Hardwmd Co. Anderco Inc. Anlinson Lunber Sales Burns Lumber Co. Cal Stale Forest Products Calilornia Lumber lnsptrtim Seruice Canfor U.S.A. Corp. Capihl Lumber Co. Carroll Moulding Co. Cascade Empire C0. Certilied Coatings (714) 943-2818 El&El Wmd Products Corp. Fontana Whdesle Lumber Fountain Lumber Co., Ed Freeman & Co.. Stephen G. Fremont Forest Products Ganahl Planino Mi|| Georoia-Pacilic Corp. Golding Sullivan Lumber Sales Industrial Foresl Producls Inland Timber Co. Johnslon Hardwood lnc. Jmes Wholesale Lumber C0. ... Koppers Co., lnc. L-P oistribulion Center L-P Waferuood/lnnerseal Lamrnaled Timber Services lnc. MacB€alh Hardwood Marineis Forest Products Marquart-Wolfe Lumber Co. Mesa Forest Products Newport Planing Mill. Inc. oregon Canadian Forest Products of Calilomia Pacific Lumber Co. (714) 627-8551 (714) 953-5464 (714) s54-3010 (71 4) 623-2641 1.714't 770-9923 (714) 978-6335 (714) 546-551 2 (714) 681-4707 (71 4) 591-4861 (714) 898-0433 (71 4) 476-0166 \714) 943-6727 (714) 591-0339 (71 4) 350-1 214 \714) 972-9107 {714) 673-3500 (714) 521-7500 (714) 956-8390 (71 4) 634-4641 (714) 898-9777 (7'14) 861-2071 (7141 877-2001 (714) 826-3090 (714) 972-0196 (714) 391-157r (714't 7U-4480 (7141 582-0977 (714't 947-2121 (714) 994-6240 (714) 751-0800 (7r4) 730-0664 17141 241-7001 (714) 546-9661 1714]. 637-2121 (7r4) 859-7500 (714) 686-0440 (714) 627-0953 17141 857-2207 (714) 829-3466 (714) 998-8680

ARCATA/EUREI(I/F(lfi IUlIA

BUVEN]S'GUIDE

PACIF|G NORTHWEST STATES

ilOUNTAI WASHINGTON

c0tlllu.E vaagen Bros. Lumber, Inc

t0uilA

R.S.G. Foresl Ploducls

KEl{lit08t

PGL Burldrng Products

GNEATER SEATTTE/IAC(lMA INEI

American Plywood Associaticn

B€adexManulacturingC0.

Brady lnlernatronal 12061 251'0900

Burns Lumber Co.

Georgia-Pacilic Corp. (Tacoma)

Georqia.Pacrlic Corp (Seallle)

Hub Crty Seattle Terminals

PGL Euilding products (Auburn)

PGL Eurlding Producls (Bremerton)

PGL Burldrnq Ploducls (Marysville)

PGL Burldrng Products {Alaska Div )

Loth Lumber

McFarland Cascade (ln wa.) (800) 521'2131

Martin Foresl Industries

NorthcoastRedwoodECedarC0..

SequoiaSupply

Simoson Timber co.

Tuniac Lumber Co. (800) 982-8202

Western Turnrnos E Slair

weyerhaeusel do. (seattle) {800) 562'0908

weyerhaeuser Co. (Tacoma)

8P0|(A1{E Berger & Co.

Georgra-Pacrlic corp

PGL Building Products

Weyerhaeuser Co. (ln 0r., ld., Mt

SOUTHWEST

IDAHO

l!g:il333lll l3],0#t,,.

Charles Robert Taenzer. chairman of the board of American Hardwood Co., Los Angeles, Ca., died April 20, 1987, in Corona del Mar. Ca. He was 92.

A native of Memphis, Tn., Mr. Taenzer worked for a family-owned sawmill in Arkansas before movine to Los Angeles to found Americai Hardwood Co. in l9l4 with his father.

He was a founder and past president of the Pacific Coast Wholesale Lumber Dealers Association and a past director of the National Hardwood Lumber Association.

Mr. Taenzer is survived by his widow, Dorothy, two daughters, tbur grandchildren, and a great grand-daughter.

Wayne Mullin, chairman of the board of Mullin Lumber Co., Los Angeles, and the patriarch of the Southern California retail lumber industry, died April 15, 1987, in Beverly Hills, Ca. He was 88.

Born in Los Angeles on Nov. 18, 1898, Mr. Mullin worked for Woodhead Lumber, Los Angeles, for two years before founding Mullin Lumber in 1922. He had been a director of the Lumber Association of Southern California since 1940.

His other titles had included president of the Southern California Retail Lumber Association. 1955!7; director, Lumber Employers Council; director. Merchanti & Manufacturers Association. and director and vice president, Los Angeles Chamber of Commerce.

Mr. Mullin is survived bv his widow, Charlotte, one son, and one grandson.

Payless Cashways, Inc. as a publicly owned company with 16 stores. The company now has 182 stores in 23 states operating under six names including Furrow Building Materials.

Mr. Furrow is survived by his widow, two daughters, one son. two sisters, eight grandchildren and six great-grandchildren.

Gottfried "Fred" Karlen. founder and honorary chairman of the board of Karlen Davis Co., Tacoma, Wa., died Feb. 9, 1987. in Indian Wells, Ca. He was 94.

Born in Helena, Mt., Mr. Karlen began his lumber career in l9l I as a carloader with Red River Lumber Co., Akeley, Mn. Five companies and 11 years later, he became vice president of Schwager-Karlen Co., Tacoma, and in 1928 president of Karlen-Davis Co., a post he held until his retirement in 1973.

Mr. Karlen is survived bv his widow, Ruth.

Henry J. Lussier, co-founder of S_anford-Lussier, Inc., Los Angeles, Ca., died March 11, 1987, in Pasadena, Ca., following a heart attack. He was 88.

A lumber veteran of more than 50 years, he worked for various companies, including E.L. Bruce, Los Angeles, before beginning his own lirm in 1946. He sold the company in 1972.

Mr. Lussier is survived bv his widow, Merle.

Norman J. Hove, owner of Cheney Building Supplies, Cheney, Wa., died March 27, 1987, in Spokane, Wa. He was 71.

Charles A Cruikshank Jr.. founder of Cruikshank Lumber Co.. Everett, Wa., died March 25. 1987. in Everett. He was 90.

A native of Hannibal, Mo.. he opened the firm in 1925. After he retired in 1972, his son succeeded him as president.

Mr. Cruikshank is survived bv his widow, a son, two daughters, anO t S grandchildren.

AII Coast Forest Products , ..............5

American Mill & Manufacturing, Inc. .57 Andersen Corp., A.W. ...........Cover II

Anfinson Lumber Sales .. ..,,.,26

_

Vernon Furrow, 78, a founder of i-aVless Cashways, Inc., Kansas City, Ks., died April l7 in Tucson. Az.'

A leading figure in the building materials retail industry, a membei of the Home Center Hall of Fame and a Pioneer Award recipient, he was the first chairman of thd boaid of Payless Cashways, Inc.

_ 9o.! June 16, 1908, in Lawler, Ia., he began his lumber career. aftei attending Iowa State Universitv. at Fullerton Lumber Co., Minneapolis, Nrn. He later managed yards in'Witten, S.D.and Tucson. Az.

With his father and brother. he purchased a Pocahontas. Ia.. lumberyard in 1930. The next year they acquired a yard in Early, Ia. In 1950 the family formed the Iowa Lumber qnQ SgnnlV Co. to bring together their six yards. In 1969 they formed

Born in Stanley, N.D., he entered the lumber industry in the 1940s with Potlatch Lumber, Cheney, and then Garren Lumber Co., Sunnyside, Wa., before opening his own company in 1959.

Mr. Hove is survived bv his widow, Margaret, his mother, one daughter, one son and one granddaughter.

Erik Eriksson, retired owner of Edmonds Lumber Co., Edmonds, Wa., died April 2, 1987, in Edmonds. He was 79.

A native of Sweden, he came to America at age 18. He worked for Crown Zellerbachin Wa. for 13 vears before forming his own company, Edmonds Lumber. in 1944. He retired in 1974.

Mr. Eriksson is survived bv his widow, Ruth, a brother, two siiters, and a daughter.

There are those in any generation whose role is to preserve the classics. And in specialty lumber, it's Disdero.

We play allthe grand masters. Top quality Western Red Cedar, Redwood, Douglas Fir, Hemlock and Pine. And we bring out all their finest nuances in kiln-dried, verticaland mixed grain finish, pattern and siding.

But what you'lltreasure most about our oerformance is our versatilitv.'We offer both standard sizes anij custom milling. And we're a leading supplier of Laminated Beams and Lock Deck@ Laminated Deckino.

So the next time you're [ooking for a lumber supplier who'll give you an encore performance on all your favorite classics, call Disdero.

The West's specialty lumber distributor for over 30 years.

In Oregon, calltoll-fiee (800) 452-5737. West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), calltollfree (800)547-4209.

Disdero Lumber Co.

P.O. Box 422471504 S.E. Woodward Portland, OR97242 (s03) 239-8888