Merchant Magazine - May 1988

When you wantthe handsome, long-lasting quality of redwood lumber, come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (19o/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacif ic. And as a f i nal assu rance of q ual ity, G-P is a member of the California Redwood Asso-

ciation and the Redwood Inspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumbercan provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-or: through"o-ur exten'sive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

Serving the lumber and home center markets in 13 Western StatesSince 1922

*

If you're a pessimist, you may see window replacement as a formidable, uffewarding chore. The sight of arough openingmay evoke frightening reminders of the hassles, long waits, and inconsistencies of custom-made windows.

But, if you're anAndersen dealer, you know window replacement can be very easy. You view this opening as one of 28 million found in old houses and remodeling jobs that desperately need new windows this year. And, if you really know the Andersen line, you realize we make enotgh stnnlnrdheighths and widths of quality Perma-Shield' products to routinely fit more ttran 6,000 openings. Allyou need is our Perma-Shield casing, an "h"channel, and some silicone sealant, and you're in business. It's that simple.

So, if you've been feeling down about the complexities of window replacement, look us up. We'll showyou how easy it is to be part of the business that comprises 6370 of all window sales: remodeling and replacing.

For more information, call your nearby Andersen dishibutor.

ns#be.to qualry

Serving 13 Western Stafes

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistsnt Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Strff Artist John Szalay

Circuletlon Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 45ffi Campus Dr., Suite 4E0, Newport Beach, Ca. 92660, phone (714) ES2-1990,, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The IVtrerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Contacl Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, Idaho, wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 'l'14-3173 or 21819 77th Place West. Edmonds. Wa. 98020.

Change of Address-Send subscription orders and address chanses to Circulation

Dept., The lvlerchant Malazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $15+wo years; $20-thrce years. Foreign: one year payable in advance in U.S. fundsCanada or Ivlexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.

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

Rav and Jackie Ne/son home. Pomona, California

EDITORIAL

DAVID CUTLER editor-publisher

Soap is cheap, so what's your excuse?

G

EVERAL decades ago, retailers began to tJ clean up and modernize when the public, especially women shoppers, began to patronize their stores as the Great D-l-Y Revolution started. Today the stores are all bright, clean and well kept.

Or are they? While most are, there are still far too many that can't pass the clean and tidy test. No segment is exempt. These remarks apply to chains big and small as well as to independents of all sizes, shapes and descriptions.

In our travels we've seen some remarkable horror stories. The aisle, designed for ease of movement, can too often become an obstacle course strewn with unopened or partially opened boxes of inventory, merchandise leaning at a 45 degree angle against the shelves. products falling out of bins and displays into the aisle. All this nicely seasoned with a generous sprinkling of cigarette butts, candy wrappers and plain old dirt. Incredibly, we've seen unopened boxes actually covered with spider webs on more than one occasion.

Walls and corners blackened with fingermarks and other scrapes, end cap displays sleeping under a blanket of dust, all contribute to an overall store appearance that falls far short of what customers find at the supermarket and other retail stores.

In some cases, the employees make their own negative contribution. Dirty clothes, unwashed appearance, finger nails that look as if they've just been out rooting around the forest floor and hair that has more oil in it than most Indianapolis race cars. As for the public restrooms, the term "third world" comes to mind.

There's no excuse for this kind of thing. A little time and elbow grease can quickly cure these failings. If management insists, that is.

Anyone purporting to sell and believe in home improvement should take a good, hard, objective look at their own store. If it doesn't pass the clean and tidy test take immediate steps to make sure it will tomorrow.

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

For its natural beauty and enduring qualities, therds never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades With tight knots and natural variations of color and patterrl Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economically.

LP Desert Drv Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or lesg the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled It also maintains a superior resistance to decay and insects Drie{ trimmed, and surfaced so sizes are true, ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feel

For more information about Desert Dry Redwood or any of our other grades of redwood, call Mike Parli Redwood Sales Manageq, at 7 07 - M3 -7 lLL

LP Desert Dry Redwood Go first class But pay coactr.

I-|OME IMPROVEMENT videos

flare big box office draws this spring as the video age hits the retail home center with a bang.

Home centers across the country are stocking how-to videos to sell to customers as well as show in-store.

Builders Emporium, one of the largest chains carrying them at present, says sales have exceeded expectations. Peter Taylor, director of merchandising services, attributes the success in part to their interactive video kiosk which allows customers to preview portions plus see the quality and detail of the videotapes.

Other retailers marketing videotapes include Home Quarters, West Building Materials, Grossman's, Scotty's, Moore's, National Lumber, Lumbermen's, Home Club and Fred Meyer.

Selling the video works better than renting it since if the customer does not return them, the store finds itself harassing a customer to retrieve the tape.

Story at a Glance

Chains and independents are finding sales of d-i-y videos are profitable and productive in selling materials. selection of titles available is finallY growing rapidly.

Hometime, producer of a nationally syndicated PBS television program, is one of the largest producers of home improvement videos with 27 titles now available. Each includes a printed project guide which identifres required tools and materials. The tapes, which are available in about 2,500 home centers and hardware stores as well as video rental outlets, sell for approximately $9.99 each and run 60 to 90 minutes in length. Subjects cover projects such as building decks, siding, doors and windows, cabinets, finish carpentry, wood flooring and common home repairs.

Working with the American Plywood Association, Morris Video has produced a five-part "Build Your Own" videotape series showing how to use plywood panels. Applying siding, constructing a barn and building several styles of desks, and a cupboard are included.

Ortho Information Services has

D-l-Yvideos

C|)-STARS of the home improvement video tapes produced by Hometime, Dean Johnson and JoAnne Liebeler demonstrate

entered the video age with indexed videos which allow the viewer to flip through the tape, like chapters in a book, and watch a portion at a time. They presently have six videos. All come with illustrated guides. Lasting about 60 minutes, the full color videos include upgrading kitchens, electrical projects, basic plumbing and easy outdoor projects as well as several on gardening.

"Many of the concepts, projects and repairs that seem very difficult on paper appear much easier when

of planning and undertaking a home improvement project.

presented in video form using such techniques as animation, close-up photography, real-life situations and color graphics," Ortho says. The company publishes 90 how-to books in the home improvement field with 30 additional titles in preparation.

Great Plans videos produced by Osmose Wood Preserving, Inc. concentrate on projects using pressure treated lumber including fences, garden structures and fences. These also have companion brochures of plans and instructions.

every step

Door displays: An entry to sales

Entryway buyers often shop intent on choosing a standard, plain, low cost door. A display can illustrate the benefits and improvements offered by higher end items, with no extra selling effort on the part of the retailer.

"A display functions as a comprehensive silent salesperson for a category of customers who prefer limited personal interaction with sales people at the point of purchase until they are ready to finalize their transaction," says Dennis Vehr, marketing manager for Perma-Door.

Key elements in today's more popular displays include traffic-stopping graphics, clear and concise product information, operability to show the entire door in use, and selling accessories such as brochures and videotapes.

R. L. Day Sr., Economy Building Products, Pueblo, Co., initially was interested in selling lower-end doors, assuming his market could not afford better. Pease Industries talked him into displaying top of the line models with etched glass inserts. He couldn't believe how well they sold.

Many displays are also designed for flexible in-store use and can be easily transported to special events such as fairs and home shows.

Story at a Glance

Displays open the door between wary shoppers and a bigger sale. how information helps upgrade customers. newest displays are flexible, portable, operable and profitable.

Perma-Door has introduced three new models which include an actual door and frame, operability, and a space-saving design to function as an island or as a backdrop positioned against a wall. In addition, a new foursided merchandising center showcases an operable door and two stationary units. The fourth side has a merchandising panel offering an architectural design selector guide, order forms, installation photos and data, and two brochure dispensers.

I INKNOWING door customers can mean low sales. |lJSalesmen-shy shoppers can mean no sales. To solve these problems, door manufacturers have devised a variety of ready-made merchandisers, proven to provide bigger profits for dealers all by themselves.

The prize is a larger portion of the wide open door market. The National Wood Window & Door Association predicts 47.5 million doors will be sold this year, bringing in sales of $9 billion. Of those totals, l7 million of the doors (3.6 million exterior, 9.8 million interior and 3.6 million patio entrances) will be bought for renovation, resulting in almost $4 billion.

Bennett Industries' Pic-A-Door display unit features a finished steel-supported hinge which may be set up in any configuration, be it a star, a square, or a gatefold. This allows a number of hardwood panel doors to be displayed in whatever space is available.

Pease Industries has begun an entire Leading Edge merchandising program to help dealers increase sales of top of the line doors. A movable door display, training tapes, and other in-store selling tools show offas many of the entry's benefits as possible.

In the words of Dan Shade, a dealer using the door display, "the more you can show people, the more confidence customers have in you." And your doors.

ll00R-I0-000n salesman: a flexible display from Bennett Industries shows off a red oak and a mahogany entryway in a space determined by the dealer.

A VER 4.4 million kitchens will \J ue remodeled nationwide this year with homeowners spending $38 million. How much of this money will you claim?

The interest deduction for home equity loans, increasing income, decreasing unemployment and the continued aging of 100 million housing units are positive reasons for increased kitchen sales.

Another positive market indicator is return on investment of kitchen installations. State of the art kitchens help sell a home, according to a Wall Street Journal survey. The average kitchen remodeling will cost $19,500 with all but 10% being recaptured when the home is sold.

Story at a Glance

What a dealer can do to get his sharc of $38 million kitchen re modeling market... understanding what custonrer wants. how to make a project run smoothly.

There's money to be made in kitchen remodeling

and trash containers, cutlery, spice and cookbook racks and tilt-out sink fronts.

Ease of maintenance and durability of materials are major concerns. Hardwoods are the preferred material for replacement cabinet and drawer fronts or new cabinets. Traditional style is the first choice with European or high-tech looks a strong second. Hardwood cabinets with light stains or white washes are becoming increasingly popular as is a trend to a light, airy feeling with more windows.

versatility (39.50/o), according to the Tile Council of America. Most dealers find that selling benefits will overcome any cost concerns.

Smart merchandising, good staff training, sharp looking model units and a real interest in developing rapport with your customers will help you to compete successfully for the kitchen remodeling profits, usually a gross margin of 30-45%.

These are the incentives for your customers to want to remodel their kitchen, but unless you are ready to support them they may not spend their money with you. Regardless of whether your customers are di-yers, buy-it-yourselfers or installation service users, you have a certain responsibility to them.

You must make sure that your store is knowledgeable of the ever increasing product list for kitchens and able to procure any products that you don't sell. You also must be equipped to provide innovative and problem solving designs that meet customer needs and budgets. In addition, you must deliver these designs and products in a timely and efficient manner as well as providing installation service or guidance if it is needed. Ifyou don't, you can be sure one of your competitors will get your share of the kitchen remodeling dollars.

Knowing what the homeowners in your region consider important is essential. Most homeowners opt for increasing kitchen space with more cabinets, an island work area, upgraded appliances and as many customized options as they can afford. Popular options are roll-out racks

Popular maintenance free materials include vinyl or ceramic tile for floors and ceramic tile or laminates such as Corian for countertops. Choice of color, a concern with more than half of those remodeling, tilts strongly to almond shades with white second and earth tones or natural wood sharing third place.

Cost is of less concern than function, styling and durability. Less than half of those remodeling worry about the cost of material (44.30/o) and installation (30.5%). Resale potential is of only some concern (42.4%) as is

EUfl0PEAll-style cabinets in white or almond polyester laminate are second choice of homeowners selecting replacement cabinets.

TRADlIl|ll{At styling is preferred in kitchen cabinets for remodeling along with island work areas and easy maintenance materials.

UPGRA0E0 appliances such as these are at the top of musts for kitchen remodeling. Custom options also are popular.

DAINTING is the No. I home imF provement project in the country, do-it-yourself, buy-it-yourself or hired out.

In recent surveys more than half of the homeowners contacted had bought paint and paint sundries with nearly 500/o completing painting projects. Some 350/o were planning to paint; 26.7 million owner-occupied homes had been painted.

Few retailers will get rich on the slim profit margins earned by paint sales. However, the store which merchandises paint as a decorator item and keeps up with the latest trends and new products will outsell the competition.

One of the hottest items available is a computer capable of matching paint to almost anything - carpeting, wallpaper, upholstery, drapes, accessory or color swatch. This type of merchandising makes your store stand out as a paint specialist. Equally impressive in attracting business are how-to videos and computers to provide step-by-step printouts of specialized instructions. These electronic brains can answer almost any painting or refinishing question including how to deal with a piano.

Many new products are keyed to

Ways to make paint produce PROFIT

decorative trends sell better and earn

@V a store the reputation ofbeing a decorative center. Keeping up with the latest color trends is important. For example, color experts claim that ,635-xa- fashion colors usually appear first in WW) clothing, often a year ahead of being used in home decor. Fashion maga-

simplifying the painting job for the do-it-yourselfer or making it virtually impossible for him to fail. Among the most innovative are:

o a drop cloth edged in masking tape and packaged in a roll, ready to hang or spread out.

o wood finishes formulated with a sun screen to protect against ultraviolet light.

. an anti-rust paint which can be applied to rusted metal without scraping or sand blasting.

. foam bumpers to keep ladder tips from scratching the walls.

o a latex primer that lets water vapor escape without cracking, blistering or peeling.

o iron on polymer patches for repairing holes in walls.

o wood finishing products in squeeze bottles.

o brushes designed for rough surfaces such as stucco, cement or shakes.

o stains with the consistency of jelly for easy application.

o applicators which carry paint in the handle.

o one step stain and finish formulas.

Products which satisfv the latest

zines and home decorating magazines can be harbingers ofwhat your customers will be wanting.

Peach and green combinations are considered the coming colors with slate blue and mauve on their way out. Yellow is due for a revival as an accent color, possibly in combination with red. Apricot and blue, black and white with bright accents, taupe and spicetones are candidates for the '90s.

Story at a Glance

Tips for glamorizing the paint department. what can keep you ahead of the competition ... meeting customerneeds.. making a profit.

Meanwhile these are some of the most fashionable home decorating products available:

o frosted finishes in pastel shades with romantic names including mauve, taupe, fogmist, blue ice and butternut.

o pickle finish stains

o paints to coordinate with wallpapers and borders a country colors

MANUFACTURERS & WHOLESALERS OF LUMBER & FOREST PRODUCTS FOR OVER 80 YEARS

.fnnveu T T tr T u T n tr tr

Pine & fir selects

FORE/T PRODUCT'

Pine commons

Foscio

Decking 6r Pottern stock

Glue-lom beoms

TJI 6r Micro-lom

Dricon firo retordont

treoted uood

Pine mouldings 6r jombs

Pine doors

WE'RE PRESSURE TREATERS

-YOUR WOOD OR OURSWE'LL GET YOU TO THE DOCK ON TIME!

Pressure Treated Osmose CCA-C Dry Kiln . Fabrication Dept. . Stocking Inventory of 1x2 and Larger ltems Regular Vessels Serving North Europe, the Mediterranean and the South Seas.

Our location on the Port of Coos Bay provides ideal export capabilities; the nation's largest wood products shipping port with easy access to other major deep water ports.

Pacific Northwest chain revitalized

UCCESS in the home center business is undeniably a team effort. But at the 7l-store Ernst Home & Nursery chain, based in Seattle, Wa., one man has certainly made a difference.

When Hal Smith took over as president in March 1986, he faced the task of revitalizing a lackluster business with long falling sales and high rising losses. Ernst's new owners, brothers Julius and Eddie Trump of New York, realized they had to get the company going again and summoned Smith. He responded by vowing to turn Ernst into the nation's premier home improvement company.

His many changes have brought about a clear turnaround. Sales increases began showing with Smith's first quarter in oflice. Now, after two years of losing money, the chain has just finished two years of profitability, the first marked by an approximately 190/o rise in sales.

Although he is only 36, Smith did start at the bottom. He just didn't spend very much time there. He began his career as a teenager, assisting at the lumberyard which his father managed. After graduating cum laude from Notre Dame University, Smith returned to the yard at $2 an hour. Along the way, he earned his MBA from UCLA.

His aggressive attitude and fast traveling reputation soon had him heading the Homeowners Do-ItYourself Centers chain. Gardena. Ca. He later became president and chief executive officer of Builders Emporium, Irvine, Ca. While there, Smith was recruited by the Trumps for the Ernst challenge.

Although the 89-year-old company had a strong name in the marketplace, a stable of experienced employees, and superb store locations, Smith also recognized its flaws, especially in the areas of image and pricing. He just didn't see it going anywhere. It wasn't being

marketed and, simply, it had become boring, he said.

Smith saw Ernst as a pale imitation of its drab warehouse competitors. In its place, he envisioned a revamped specialty store for do-ityourselfers.

Ernst had been through three presidents in as many years. Smith's arrival would mark an immediate change in this and other areas. He quickly restyled the look of Ernst's advertising, giving it a light tone and gently parodying his warehouse competitors in Ernst's advertising. He brought in new merchandise to offer recognizable values and build up under-represented departments. Smith phased out unpopular product lines and irrelevant items, especially the huge sporting goods and "drugstore products" sections. He bottomed out its pricing system. And bold, new graphics solved the problem of trying to find merchandise and salespeople.

Story at a Glance

New president gives new life to lackluster Ernst chain ... moves include aiming for the female shopper, revamped marketing, new merchandise, new management, sales incentives, and lower prices.

Smith hired a crack top management team, bringing in four new lead oflicers from Handyman, Lanoga Corp., W.R. Grace and Mr. Goodbuys. He also began a vigorous sales incentive program to encourage and reward his salespeople. As he explains, "I'm a big believer in the fact that it is a team effort. Everyone should share in that success."

The president has also tried to turn shopping at an Ernst store into a

WEtL 0RGAlllZE0, lully stocked shelves are the norm.

BilGllT new signage helps customers to lind exactly what they want.

more pleasurable experience. While his competitors clamor to transform their stores into warehouses, Smith is aiming to attract the female shopper, making his locations brighter, more exciting, and directed toward fashion, bath and kitchen remodeling, and materials for the entire home.

Each store will feature how-to clinics, service areas, and an installation program for those who would rather not do-it-themselves.

By the time current renovations are completed in August, Smith will concentrate on expanding the chain. Planned are five new stores in Washington, followed by the opening of from l0 to l5 stores each year thereafter, moving into new markets in

the West.

Staying idle has proven unhealthy, so Smith has given Ernst the energy and forward motion it needs. "It's going to cost a lot of money, but it's money well invested," he said.

SUPEn Cl|IEF Hal Smith has turned the ailino Ernst chain around.

EACH of Ernst's 71 stores will be completely overhauled from product lines to checkout

Are home shows

a dream come true?

f HINK OF thousands of potential I home improvement buyers all gathered under one roof for a weekend, anxious to look at your merchandise and listen to your sales presentation.

It may sound like a dream come true, but it can be reality for retailers and distributors who participate in a home show. Trade shows are the most cost effective marketing tool available today, according to the Trade Show Bureau in New Canaan, Ct. Some amazing numbers have been produced by their nationwide search for statistics.

The cost ratio claimed by them is three to one in favor of a trade show contact over a traditional selling approach. A contact is defined as a qualified prospect who shows an interest in the product being exhibited, stops at the booth for information or literature and remembers that exhibitor eight to ten weeks later.

The Trade Show Bureau's research shows that no calls are required in 540/o of the leads closed after a trade show. The average is 0.8 or less than one call. The retailer who follows up on the contacts with a call or invitation to visit the store can raise this average.

Couple these statistics for the suctl

cess of trade shows with the potential remodeling market and the dealer has almost a sure thing. The remodeling market is increasing 150/o each year. This faster-than-the-restof-the-economy growth is producing a $91 billion industry.

Story at a Glance

Why home shows are cost effective marketing .. ways to develop sales leads opportunities for reaching thousands of customers.

Do-it-yourselfers account for about 70% of the home improvement projects at an average ofabout 4.5 projects per homeowner per year with a total value of $2,900. These figures are backed by the Department of Commerce, Bureau of Census and the 1986 Homeowner's Modernization Study. Lumber dealers and home centers supply about 75% of all materials used in remodeling projects.

Trade shows are becoming more popular as ways to market goods "because people can shop on neutral

territory and because they can see a wide variety of goods in one place," says Allen Sullivan, president of Capital Showcase, Sacramento, Ca., a producer of home, garden and remodeling shows.

Northwest dealers and distributors will have an opportunity to participate in the annual Home Restoration and Remodeling Show at the Kingdome in Seattle, Wa, July 8-10. The show will coincide with the Greater Seattle Home Restoration and Remodeling Week proclaimed by Mayor Charles Royer and King County Executive Tim Hill.

Over 200 exhibitors will show products ranging from bathroom fixtures to bricks to an expected audience of over 25,000 homeowners. Demonstrations and seminars will be conducted throughout the show with Norm Abram, master carpenter from the PBS television series "This Old House,"making an appearance.

Although this example will involve thousands of people, smaller shows such as those set up in local shopping malls can produce similar results. Showcase houses, sometimes organized as charity fund raisers, also offer the opportunity to show products and services to large and select audiences.

ll0illE Sll0WS ofler dealers an opportunity to reach thousands ol people interested in upgrading their homes.

You're Inuited To Attend WeyerhaeusBt's largest Euer Building Products $how at "FairFlex-Four"

[A Gounty Fairgrounds

Weyerhaeuser's six Southern California Customer Service Centers are teaming up to present this unique event. A complete line of building materials will be presented including steel, wood, door and millwork specialty product and much more. Special product pricing will also be available on that day only. More than 50 product vendors will be there displaying these products and ready to discuss your inventory needs.

In addition, genuine Weyerhaeuser loggers will compete in challenging timber exhibitions such as tree climbing and log rolling. International travel prizes and door prizes will be given and food and beverages provided. Weyerhaeuser Senior Executives will speak to customers during the event.

You wont want to miss it and we don't wanl to miss yout

This show is by invitation only and if you have not received your invitation yet, and would like one please call your local Southern California Weyerhaeuser Customer Service Center. Space is limited so phone Monday-Friday, B:00 AM5:00 PM as soon as oossible.

The Arizona Lumber & Builders Supply Association reports that f. J. Johnson, mgr. since '83, has left the association as has his exec. asst. Charlotte M. Forshen; ALBSA is discussing a possible merger with either the Lumber Association of Southern California or the Mountain States Lumber & Building Material Dealers Association

A closed Diamond Lumber store in Denver, Co., will be remodeled and reopened this summer as part of a $4 million capital expenditure planned for the company which has emerged from Chapter 11 Bankruptcy with its parent Michigan General. .

McCoy's opened a new unit in Las Cruces, N.M., Ed Allbright, mgr. . Pay'n Pak Home Centers has a new 44,000 sq. ft. replacement store in Salem. Or.

Honsador Inc., KoAa, Hi., has moved into a new $1 million facility including a 16,500 sq. ft. warehouse and 1,500 sq. ft. officelsales area on one acre Triple S Building Center has been opened in Butte, Mt., bY Milo Stordahland his sons David andDouglas...

Johnson's Trustworthy Hardware is new in Twisp, Wa.

. Property Doctors, a new installed service firm in Phoenix, Az., has signed a service agreement with O'Malley's

True Value Hardware, Mercer Island, Wa., is expanding, increasing stock and adding lumber to its inventory . Al Meier's Building Centers 1nc. opened its 6th outlet, between Bonney Lake and Buckley, W&., with a grand opening celebration

Larkins' Lumber, Newport, Or., held its fourth annual home show with 19 factory and wholesale representatives on hand Johnston Hardwood, Los Angeles, Ca., is celebrating its l0thanniversary...

Supply One president Jay Steiner, who has units in Nevada and Oregon, is looking for sites in California now that the fiveyear noncompete clause signed with Payless Cashwayswhen they bought his Sacramento, Ca., Lunbeiack chain in 1983 has expired.

Marquart-Wolfe Lumber Co., Corona" Ca.. has moved into larger quarters Robert S. Osgood, lnc. has moved its offices from Los Angeles to 150 E. Colorado Blvd., Pasadena, Ca..

Lane Stanton Vance Lumber Co,, City of Industry, Ca., has a new 20,000 sq.ft. Oakland, Ca., warehouse opening this month, Earl Dyer, mgr. , .

Furman Lumber Co. has closed its Denver" Co.. sales oflice and distribution yard. John Bates is selling his interest in Westmark & Associates to his longtime partner Larry Baugh and has established The Westmark Group, a consulting and marketing organization in Dana Point, Ca. .

Timber Products Co., Springfield, Or,, has acquired a hardwood lumber and veneer business in Munising, Mi., from Cleveland Clffi, Inc., Cleveland, oh....

Trus Jaist will open a Norca window mfg. facility in Twin Falls, ld., this year

The Merchant Maga:lne

Dennis Dooley, Dooley Lumber Co., Pasadena, Ca., has set up a new lumber export ca, Doal Pac...

Roto Frank has moved its west coast warehouse and sales office to a new 16,400 sq. ft. facility in Modesto, Ca... Ace Hardware is constructing a distribution center near sacramento, ca. , .

Koppers Co. has successfully defended itself against a $1.7 billion hostile takeover by Beazer PLC . Pope & Talbot,Portland, Or., has instituted a "poison pill" defense to ward off unsolicited takeovers ., Boise Cascade expects a 600/o increase in first quarter net income

Wayne-Dalron Corp. has acquired a majority interest in Clarence R. Yeager Distributors, Inc. (garage doors) in Tempe and Tucson, Az. the Ungar Div. of Eldon lndustries, [nc., Compton, Ca., is entering the consumer soldering equipment market .

Weyerhaeuser Co., has formed I n novis I nteractive Technalogies lo deveiop computer-based interactive systems for commercial builders, forest products operation mgrs. and wood workers

Financier Victor,Posnef's DWG Corp., Miami, Fl., will sell Evanite Fiber Corp. to the EFC Acquisition lnc unit of Forsch Corp.. Atlanta, Ga., for $73 million.... National Association o.f Realtors predicts the median price of existing homes will rise to $89,000 from $85,100

Maximum VA home loan in' terest has been raised to l0o/o ... U.S. economy will slip into a mild recession in mid-1989, says The Conference Board, a private business research group. ..

Housing starrs for Feb. flatest figs.) were up 1.90/o to an annual rate of 1,543,000. single family starts jumped 7.10/o; multi- family dropped 12.20/o permits were issued at an annual rate of 1,452,000, up 2.lo/o

Announcing Sturdi-wo od3

If youve ever put in a subfloo[you know exactlvwhatwe mean aboutthe ttirill of plywood. Just how much of this excitement

you can take is certainly up to you. ElKe lS cenanry up to vou.

Buti6 nice to know thereis a soothing possibly even boring altemative waiting at your building supply center

Whenp installed, a Sturdi-wood floorwontwarp or buckle. And it certainlvwont delamindte, under anvconditions.

exncthl. On tOp Of that, Sturdi'wood is 1000/o on grade, panel

after panel, So Vou get all of what vou pav for urithout knotholes and corevciids. ^ lty Sturdi-wood on your nextiob. As with afl Weyerhaeuser pioducts #e absolutely guarantee your satisfaction.

Flcr the distributor nearest vou, call l-800-426-0870 ext. 3 823. Or wiite Weyerhaeus er Comp any,Thcoma, WA 9}477.Find out what life is like without all the excitement.

Sturdi-wood.The mlre u 0u use it, the better itlooks.

Tonque and grooves made to meet

MAY

Western Dry Kiln Association - May 1L-13, annual meeting, Harrah's Hotel, Reno, Nv.

Western Hardwood Association - May 11-13, spring meeting, Downtown Seattle Sheraton Hotel & Towers, Seattle, Wa.

Lumber Association of Southern California - May 12, general membership/board meeting, La Jolla, Ca.

Arizona Lumber & Builders Supply Association - May 1314, annual convention, The Crescent Hotel, Phoenix, Az.

Cascade Wholesale Hardware - May 14-16, show, Hammons Trade Center, Holiday Inn Portland Airport Hotel, Portland, Or.

Lumber Merchants Association of Northern CaliforniaMay 14-17, annual convention, John Ascuaga's Nugget Hotel, Sparks, Nv.

Western Building Materials Association - May 14-17' marketing/management conference, Silverdale, Wa.

National Forest Products Association - May 15-18' spring conference, Westin Hotel, Washington, D'C'

Northwest Timber Association - May 15-18, annual meeting, Portland, Or.

Forest Products Research Society - May 16-18, Northwest wood products clinic, Sheraton Spokane, Spokane, Wa.

Decorative Laminate Products Association - Mry 17-22' annual convention, Sheraton Tucson, Tucson, Az.

Southern California Construction Expo & ConferenceMay 18-20, Los Angeles Convention Center, Los Angeles, Ca.

Inland Empire Hoo-Hoo Club - May 20-22, Ladies Weekend, Rancho Las Palmas Resort, Palm Springs. Ca.

Liberty Distributors, Inc. - May 23-24, show, Coeur d'Alene, ld.

California Department of Forestry & Fire Protection - May 24, "Exporting California Wood Products" seminar, Sheraton Sunrise Hotel, Rancho Cordova (Sacramento), Ca.

International Kitchen & Bath Expo - l.{ay 26-29,International Center. Toronto, Canada.

JUNE

W.O.O.D., Inc.June 1, membership breakfast, Holiday Inn North, Denver, Co.

WeyerhaeuserJune 2, annual building products show, Los Angeles County Fairgrounds, Pomona, Ca.

Lumber Association of Southern California - June 3-5, Second Growth weekend seminar, Rancho Bernardo, Ca.

American Hardware Manufacturers AssociationJune 89, government relations committee, Washington Marriott Hotel, Washington, D.C.

WeyerhaeuserJune 9, open house & buying show, Seattle Customer Service Center. Kent, Wa.,

North American Wholesale Lumber AssociationJune 12L8, wood marketing seminar, Oregon State University, Corvallis, Or.

Dubs Ltd.June 17, golf tournament, Chardonnay Country Club, Napa, Ca.

Jensen-Byrd Co.June 19-20, summer show, River Park Convention Center, Spokane, Wa.

Redwood Settlement Due

Louisiana-Pacific Corp. has reached final agreement with the U.S. Department of Justice in a 10 year dispute about compensation for 26,544 acres of timberland taken in 1978 to expand the Redwood National Park in Northern California.

Under the terms of the agreement, both L-P and the Justice Department would withdraw their appeals to a U.S. District Court decision which set the value of the timberland at $364 million.

In addition to this principal amount, the government has previously agreed to pay L-P interestnow totalling about $301 millionfor delay in payment. Taking into account previous partial payments, of $225 million, the remaining amount now due L-P is about $440

ESTERN

million. Louisiana-Pacific expects to receive the money within a few months. Interest will continue to accrue until that payment is made, at the rate of about $2.5 million per month.

About $100 million of the settlement will be used to pay the related tax liability. Another $170 million will repay long-term debt obligations which carry provisions requiring repayment when the settlement is received by L-P.

Portions of the remaining funds will be used to repay other debt and to fund a number of ongoing capital projects such as the Inner-Seal panel plant under construction now near Athens, Ga., and the $70 million upgrading of the company's pulp mill in Samoa. Ca.

Western Machinerv Sales (714) 261-889s

17100 Gillette Ave. Irvine, Ca. 92714

N/C oPtimizing cut-off-saws & Finger Joint Lines

NEWMAN WHITNEY Award Winning lligh Speed Plane rs /Matchcrs & Multiple Trimcrs

MEREEN-JOHNSON Straight line Multi-Rip Saws & Select Rip Saws

Mid-Oregon Industries Material handling systems for the mill and moulding industries. Maximize output on your machinery.

Jenkins: Double End / Single End Machining Centers.

. Cenrco: Wide Belt Sander & Borinq Machines.

lrfiont-gomery: Hogs

Uniircnics: Resaws

Venjakob: Finishing Lines ior moul0rngs

IlJl,0-TlilE winner Steve Holst, Virginia Hardwood Co., Monrovia, Ca., was presented the 1987 Salesman of the Year Award at a special award ceremony. He took top honors in 1986 as well.

HOME GENTER MERGHANT

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

I'VE BECOME very sensitive about I my aging. Some classify me as a "senior citizen." At 61 I don't feel old and I'll match my 70-hour a week work schedule with any young Turk. When I look in the mirror I don't look old to me.

How others see me. however. is probably relative to their own age. But it's sure a big turn-offto me when people pigeon-hole me in a broad group with the aged.

What's all this got to do with selling lumber and building materials? There's a lesson to be learned here by retailers. Read on.

Because of an incident on a U.S. submarine today, I've been remembering milestones in getting older.

o I can remember years back when I was asked for my driver's license by a police oflicer, after examining it, he addressed me as "Willie." Now police officers call me "Sir."

o My spiritual leader is now younger than me.

. At age 45, I got my private pilot license.

o I was 52, with both my kids still unmarried. On a flight East, I was in seat l1A, an infant was in llB and the mother in 1lC. The baby smiled at me. I smiled at the baby, The baby smiled back. The mother leaned toward the infant and said, "Does the nice man remind you of Grandpa?" I immediately went on the Scarsdale Diet and dropped from 255 to 218 pounds.

r On my 55th birthday I worked around the clock to complete a client's report. Tired and hungry, I stopped for breakfast at Denny's and was faced with a tent sign on the counter reading "Senior citizen discount for over 55."

o I am no longer ashamed to use my AARP card for maximum discounts at car rentals and hotels.

o When our San Francisco meeting ended early today, I headed straight for Fisherman's Wharf. The USS Pampanito is permanently moored there and can be toured. The price sign reads: $3 for adults, $1 for children and seniors. I plunked down my buck. The guy behind the counter said, "You don't look 62, sir, that'll be $3." I paid. and smiled the rest of the day.

o I avoid the supermarket at which in answer to a question I had asked, the young cashier quipped to me, " and you remember how it was when you worked."

A recent article in /rc. quotes statistics indicating that people over 55 are approaching a percent ofthe population that is larger than the youth category. They are now and will continue to be a major spending force at retail lumber and building material outlets. I know. Within the past l2-months this senior has replaced shower heads, installed a closet system, assembled a barbecue grill, stained the outdoor redwood furniture, replaced all the circuit breakers and there's lots more.

To keep seniors as a customer base, retailers must be careful not to group all these customers in one "senior citizen

May 1988

category." A working 55-year old does not picture himself in the same grouping as a retired 65-year old. And, I imagine that a 65-year old would deeply resent being classihed in the same category as an 80-year old. Retailers must learn to be sensitive to the senior market.

Here's my list of don'ts when dealing with the senior market.

. Don't assume senility comes with gray hair & wrinkles.

o Don't shout. We're not all deaf.

o Don't speak to us as you would a child.

Don't assume we are no longer in the work force.

Treat seniors with the same courteousness and consideration as the 18 to 54 group.

On second thought, keep those special discounts coming. and maybe you can make the type a little bigger!

KEY SlLEStrlEll: A giant key symbolized the grand prizes of 1988 Chrysler Le8aron convertibles awarded to the top American Woodmark cabinet sellers for Builders Souare last year. Lelt to right: Frank Denny, Builders Square pres. and ceo; Bill Brandt, American

Woodmark pres.; winners Pat Boucher and Greg Standafer, and Ron Shields, American Woodmark regional marketing manager. The yearlong contest increased sales of the cabinets at Builders Square by 100%.

WAYNE GARDNER executive vice president

THE AREA meetiqgs for this spring

I are all over. The subject matter "Slow GrowthNo Growth" and how to deal with it was well received. The do's and don'ts of how to deal with slow growth groups were presented as well as some of the horror stories associated with areas where slow growth initiatives have been proposed.

By using different speakers at each of the meetings a message relating to each area was presented. It certainly never became boring for those who attended each meeting.

The Second Growth meeting for June is taking shape. Speakers for Saturday will be Lee Shapiro and his wife Jean. Shapiro and his wife make presentations to groups jointly. Each is an accomplished platform speaker in his own right.

Communication and dealing with people will be their subject. In this busi-

ness we are all dealing with people at work and at home, so it's essential that we become better at it. The Saturday program will be exciting and all those 40 years ofage and under should plan now to attend.

The Sunday morning speaker was not selected at the time this article was written, but the planning committee was meeting to make the selection.

The Saturday night party will have a '50s theme. Those planning on attending should be thinking about what to wear now. Music of the '50s, and other cultural aspects will be a part of the evening.

On Ocrober 13-15, the National Lumber & Building Material Dealers Association will have its annual meeting at the Wyndham Hotel in Palm Springs. The incoming president will be Merle Mensinger from Northern California. A large California contingent is expected. Mark your calendars now. It will be an excellent time to meet your retail counterparts from across the nation, plus

hearing some excellent programs on the industry.

In November, LASC will have its annual meeting at the Marquis Hotel in Palm Springs. A number of people from the Arizona association will be joining us this year for the first time. This exciting meeting will afford a great opportunity for the Southern Californians to get to know their Arizona counterparts. Since the metropolitan areas of Arizona are so similar to our metropolitan areas, it will be most valuable.

So there you have the meetings. Second Growth will have a dinner meeting in September and another one in December. This group alway,has exciting meetings. Plan accordingly and we will see you there.

For The Record

A typographical error in Lumber Association of Southern California executive vice president Wayne Gardner's April Column resulted in wrong information about lumber grades. The sentence which read "Stud grade is now an adequate substitute" should have read "Stud g"rade is NOT an adequate substitute."

-alco-Loc

is manufactured from Palco s architec- ptural quality Certified Kitn Dried Catifornia I redwood. lt is finger-jointed and electronically end glued to produce durable, long-length pieces. Manufactured with exterior waterproof adhesive, Palco-Loc complies with building codes for exterior applications.

Stays Straight and Flat

Even in the widest widths and longest lengths, palcoLoc redwood is perfectly straight and has more dimensional stability than solid pieces of the same size. lts easier to apply and resists cupping or crooking. One inch nominal Patterns and S4S are a full 3/+" netfor added stability.

Long Lengths

Palco-Loc redwood exterior siding is usually purchased in 16' to 20' random length packagesalthough other lengths can be ordered.

Clear All Heart Vertical Grain

This is the highest grade of redwood, unmatched by other species. Palco-Loc exterior siding is carefully machined providing a high quality surface. lt also has little or no pitch resulting in superior paint and stain retention.

Economical

Palco-Loc redwood exterior siding is considerably less costly than solid long length pieces of the same grade and the convenient lengths reduce application costs and waste.

Palco-Loc. Alr/lrri ety of APplications to LowerYour Costs.

Both Clear All Heart Vertical Grain and Clear Mixed Grain are available in S4S, fascia, bevel siding and patterns. Clear All Heart Vertical G rain is knot-free all heartwood and provides the finest surfacefor maximum finish life. Clear Mixed Grain contains sapwood and offers a lower cost alternative. The product is manufactured in two thicknesses, 1" (34" net) and 11/t" 11tha" net) with widths ranging from 2" through 12".

The superior dimensional stability of Palco-Loc Fascia consistently provides a straight, smooth and ilat installation. This assures that soffits can be easily applied and will maintain their position. This product is manufactured in single or double plow for'1f4" or 3/e" soffit material. Palco-Loc plowed fascia, not only permits easy soff it application, but reduces applications costs and eliminates the need for moulding. Full sA" net thickness gives added value in stability and nail holding for gutters.

ldeally suited for new construction or remodeling, beautiful Palco-Loc Interior Paneling is economical and can be ordered in either Clear All Heart Vertical Grain or Clear Mixed Grain in any standard size and pattern.

The convenient long lengths of Palco-Loc Bevel Siding reduce application costs and result in fewer butt joints on most wall areas. Natural resistance to flamespread helps Palco-Loc redwood siding protect homes in ways most other wood sidings can't. And of course, redwood heartwood is famous for its resistance to decay and insects. May be ordered in both 1/2" and 34" standard CRA Patterns.

Clear Mixed Grain ClearAll Heart Vertical Grain

Palco-Loc Fascia

Palco-Loc Bevel Siding

Palco-Loc I nterior Paneling

CHUCK LINK executive director

HEN a supervisor says, "l wish I could motivate John." that usually means "l wish I could get John to do his job better."

Here are six keys to doing exactly that:

(1) Ask for performance. Describe how the job is being done now, and how you want it to be..Then ask the employee to do it that way.

(2) Use lots of positive reinforcement and personalize it. Don't take acceptable work for granted. Thank people for it. And praise them ev5ry time they improve. Remembbr. though, that while everyone likes to be recognized, what motivates one may leave another cold or even irritated. So find out what works with each of your people, and use it.

(3) Build relationships. This doesn't mean be buddy-buddy with your employees. But it does mean you should treat your people like real, live human beings. That's what they are, and they will respond best when your actions show you respect their individuality and trust their intentions.

Wood Dust Hazard Regulations

Businesses with employees who saw, sand or shape wood or are routinely exposed to wood dust in the workplace must comply with the new OSHA Hazard Communication Standard regarding wood dust.

Employees must be informed that OSHA considers exposure to wood dust to be hazardous. Copies of the Wood Dust Material Safety Data Sheet (MSDS) must be on file as well as posted in the employee area.

The MSDS must be discussed with employees to help them understand the hazards of wood dust exposure including inhalation and skin contact. Employees also must be alerted to what you are doing to con-

(4) Understand your employees' point of view. Make a habit of listening to your people and asking their opinion before you give directions or offer advice. lf you listen first, and listen with an open mind, people are much more likely to cooperate when you decide something has to be done differently.

(5) Model what you want. Approach your own work with a sense of urgency, use your time efficiently, and meet the goals you set. Show employees by your actions that the job really does matter, that quality is important and that deadlines are real.

(6) Refuse to accept poor performance. Though textbooks on motivation seldom admit it, supervisors do have to tell employees when their performance is not acceptable. Sometimes this means a reprimand. At other times you can handle it through coaching. But either way, you're demonstrating that standards matter and that, in itself, is motivational. As the old saying has it, "lt's better to aim for 'Excellence' and hit 'Good' than it is to aim for 'Good' and hit 'Averase'. "

trol wood dust and to protect them, such as general and local exhaust ventilation, goggles, dust masks, gloves and regular cleanup and disposal of wood dust. An emergency plan also should be formulated and reviewed.

The written hazard communication program must be developed to provide information to new employees as well as a periodic review of the MSDS and procedures for other employees

An MSDS fact sheet is available from the National Lumber and Building Material Dealers Association or local associations. Adding your company name, address, telephone number and contact name will qualify it to meet regulations.

GARY L. SMITH executive vice president

lA nurtoN: life may be hazardous to V your health. Within the last couple of months all the members of the two California lumber associations should have received information on compliance with Proposition 65. I know this because Wayne Gardner of LASC had appropriate warning signs printed and shared them with me so that we could furnish them to you. I have also seen warning signs supplied to dealers by others posted in your stores.

Proposition 65, of course. requires that you warn the public that you may sell some items that may contain substances that may be hazardous to their health. Required warnings basically recommend that consumers read available warning labels or call a toll free number if they think one is needed.

What would lead a person to believe a

warning is needed? The governor's office has provided a list of 29 substances, including things like Azathioprine and Thorium dioxide, that one should be wary of. So all a person has to do is carefully read the ingredients on every product he contemplates buying and compare it with the list of substances (soon to be expanded) that everyone will surely want to carry with them at all times. Sounds like a major gridlock in the paint department to me.

The point is that no one except the manufacturers really knows which products contain hazardous substances. Manufacturers are supposed to label products accordingly, facing stiff penalties if they don't, but the retailer has the unenviable task of posting signs that may well cause the consumer to die of fright by just being in the store. Or the retailer receives requests from his customers, as one LMA member did, for a list of all of the things he sells containing hazardous substances.

At least we can feel secure that this member's competitors have no idea what products belong on that list either, but it is more than slightly unsettling that no one seems to know the full range of things encountered in our everyday life that may, someday, somehow, harm us or our unborn children.

The only solution seems to be to avoid everything that even remotely presents a threat. A few examples:

(1) Practice safe sex

(d Abstain (but what will that do to my nervous system?)

(b) Monogamous relationship (what about him/her/it?)

(c) Use those "Things" (what toxic substances are they made of and have they been tested on rats?)

(2) Don't drive a car

(a) You'll get in a traffic accident and be injured or killed

(b) Road fumes and Pollution will contaminate Your lungs

(c) You will die of fright on a California freeway

(d) You will be shot by an irate driver you wouldn't yield to

(e) All of the above

(3) Don't walk outside

(a) A car will jump the curb and hit you

(b) A dog will attack You

Old Grorrrth Douglas Fir Green, Rough or Sulfaced

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7

Riddle, Oregon 97469

(c) The sun will give you skin cancer

(d) See 2 b

(e) You will trip on a crack in the sidewalk and break your neck

(0 You will meet iomeone new and have to deal with I

These are just three of countless examples. The obvious conclusion is to stay home alone, not smoke, eat or drink anything, and wait until you either starve to death or the radon from below your house or the formaldehyde in the carpets, drapes, and furniture gets you.

I'm firmly convinced that eventually I'll die of something, but in spite of the I goverirment's good intentions, I'd just as soon it remain a surprise for a while longer.

.Future Dates

Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.

WHOTESALN LUMBERCO.

SPECIALIZING IN A COMPLETE LINE OF THE FOLLOWING:

TREATED LUMBER & PLYWOOD

REDWOOD

Meets

AWPA C-27-84 & C20-84, ASTM E-84, MIL-L-1 91 40 Type 1,

CONSTRUCTIOTiI HEART ROUGH

ilUDStLL - CZC

school iobs

2x4,2x6

COPPERNATE "2SO'' TREATING SOLUTION PINE

DIAMOND, ROSEEURG & SIERRA STOCK

C & BTR Sugar Pine: 1 x6, 1 x8, 1 x1 2

#2 T & G: 1x6, lxB

#3 Shiplap: 1x6, I xe

Pattern #792:: 1x12WP 2 & 4

#2 Com S4S: 1 x4 thru 1 x1 2, 2xl 2

rr3 Com

Summerlin Ends IHPA Tenure

James R. Summerlin, retiring president, International Hardwood Products Association, Inc., presented the gavel to incoming president Claus-Peter Wolff at the 32nd annual convention.

Other officers installed were Keith Johnson. senior vice president, and Donald L. Schramm, treasurer. These men with John Lynn and Don MacMaster comprise the executive committee.

Regional vice presidents are Richard C. Newman, region l; Fred Geier, region 2; Don MacMaster, region 3; William F. Monck, region 4, and Robert Renfro, region 5. Voting directors are John Andl, Al DeMeo, Keister Evans, Bruce Frost,

Kirk Henderson, Warren Jimerson, Frank Sheridan, Russell Stadelman

I I. Ex-officio directors: Harry Buckley, C.W. Robinson and Summerlin.

A program of meetings, exhibition and social activities followed the theme "Timber-Our Renewable Resource" at the March l-5 meeting in Naples, Fl. The sixth international forest products exhibition attracted overseas exhibitors from Ecuador. Indonesia, Brazil and Malaysia.

Oregon Hardwood Mission

The Hardwood Forest Products Resources Committe has been formed by the Oregon State Legislature and Department of Forestry to

help the state's hardwood industry overcome its chronic shortage of logs.

The committee elected officers and charted its course for 1988 at its March 30 organizational meeting. Members are Jerry Van Dorn, Diamond Wood Products, Eugene; Jack Kohl Jr., Kohl, Inc., Seaside; Mike Starling, Tumac Lumber Co., Portlandl Bob Tarrant, historian; John Christie, tree farmer, Dianne Montoya, States Industries, Eugene, and Dave Emerson, Georgia-Pacific, Toledo.

Its first-year goals are to locate Oregon's commercially viable stands of hardwood, particularly western alder, and to specify new techniques for increasing the harvest.

Golumbia Harbor Lumber Co.

Custom Remanufacture

Resawing:

r 54" Bandmill

r Computerized Line Bar Setworks

r Rough Double-end Trim

r Sortinq Chain - 150 lt

Drying:

r Steam Dry Kilns - 2.000 000 Bd Ft Capacity Per Month

Planing:

r Patterns - Splitterhead - Rougherhead

r WCLIB Grading

r Finish Double-end Trim

r Vinyl or Paper Wrap

Shipping:

r 15 Acres Paved Yard

r RailSiding BN & UP

r l-5 Direct Access

OPERANNG OPPORTUNITIES

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

T Ug OTHER day the conversation

I turned to our industry's currently in vogue "Lowest price guarantees." Anyone who is anybody seems to have such an underwriting.

One recently published guarantee reads as follows:

Guaranteed Lowest Prices!

l0% Off All Identical Ads

Ifany identical advertised item in any current legitmate ad is lower than our advertised price, we'll slash 100/o off their price; rain checks are not used.

Advertisements must state current retail price, specific manufacturer and model number. Sorry, closeouts and clearances do not qualify.

Obviously the implementor of this policy is admitting and announcing that others might have lower prices. "Don't worry however, because our customers are always protected. Just be sure that the simple rules are obeyed and you'll be better off with us."

Can you imagine retailers like Sears, General Motors or McDonald's jumping into this price demonstration gutter and the "me tooism" depicted?

Let's look at a customer wanting to believe and participate in such nonsense. The purchase considered is a $39.95 chrome single handle faucet. The first thing he has to do is to check everyone's rules before deciding where to buy. Next, he buys the faucet at the store offering the second lowest price; let's say $39.99. He drives 20 miles to get the price, but nails the store for $4.

lf every retailer had the same price the same weekend, the customer could nail every merchandising operation in town.

With such guarantees you don't necessarily have to catch someone higher priced that weekend. You can spend each weekend forevermore searching the newspapers for a legitimate lower price. Then you can drive 20 miles to get your $4 if you can locate someone to approve your claim and you happened to pick the right item to begin with. Just make sure that the manufacturer's name

and stock number are in the ad you are using to prove your point.

A full page ad costs about $25,000 in the Los Angeles Times and it takes advertising in 28 newspapers to cover the New York trading area. Can you imagine a retailer accommodating a competitor's "lowest price guarantee" at such costs?

The dealer contemplating this king of the price hill arena should be aware that no one, absolutely no one, can get all the business. Such policies demand challenging, no matter how ludicrous or costly they are, for no other reason than nuisance value by competing retailers. There are positive ways to deal with competition. In the days before the computer did everything, the first thing you learned in retailing was to have a stack of pre-printed "as advertised" show cards on hand. Your assignment was to read competing ads daily and then, before the boss got in the next morning, mark the

price for every identical or similar item in the store on a card and place it by the item. The customer and the store benefited in part from everyone's ad.

A second way is to be sure that your staff takes money from each customer and let's him know he is appreciated in the process. Nothing will open your eyes to the significance of this more than testing it at your store and/or at a competitor's.

Go into any department and stand there until a store employee comes up to try to get some money by selling you something. Get a stranger to do it in your store and you do it in someone else's operation. You'll both spend lots of down time wondering.

Finally, value demonstrations to get people into the store go on daily and, on occasion, are loss leaders. But for the most part one formula is to drop the price of the top of line to just above the best selling price point in the assortment. The value is obvious to the customer and leaves the merchant with some margin dollars when the sale is made.

Another method is to pass on the cost savings that suppliers intermittently provide to retailers on well known best selling items.

The trick is to keep your eye on the customer first and then your competitors.

National Home Center Show'88

WEAKER U.S. dollar attracted a growing number of foreign buyers shopping for American-made products to the National Home Center Show in Chicago, Il.

Exhibitors were equally pleased by the high percentage of top management and buyers from major chains attending the show. "Just about every big hitter in the industry came by our booth," said Jerry Sporich, Bruce Hardwood Floors, echoing a popular sentiment.

During the event, David Stanley, chairman and c.e.o. of Payless Cashways, was inducted into the Home

Center Hall of Fame. Stanley joined the company in 1980, building it from 78 stores with $383 million in sales to 1987's 194 stores with $1.77 billion in sales.

Finding exhibitors was easier be-

Story at a Glance

Big brass on hand for annual industry show... exhibitors hap py with traffic. David Stanley inducted into Hall of Fame.

cause of booth locator kiosks positioned throughout the exhibit halls. The Georgia-Pacific-sponsored service featured video screens which instantly displayed maps with booth numbers to find exhibitors alphabetically or by product category.

For the first time the display area expanded into Mccormick Place North, where exhibitors seemed to be happy with the show traffic.

Bill Fishman, a home center consultant and a columnist for this magazine, served as master of ceremonies during the show, held March l3-16.

11{ CHICAG(I for the Home Center Show: lll Carl Holland, Robert Allison lll. l2l Kurt Trochuck,.Tom Welsh. l3l Laura Schoepf, Kathy Arndt. l4l Joe Sample. l5l Bob Edwaids, Jonn Snead, Randy Gamiel, John Doll, Jerry Par-

lee. 16l Charlie Fidler, Smokey Riqgert. 17l Chuck Johnson, Mike Dunkes, Bob Nurre. Tim See, Mike Sievers. l8l Robert Renfro. l9l Bruce McCord, Bill Horan. ll0l Bonnie Schirmers, Lou Enkelmann. [lll Larrv Zasowski.

(l2l Steve Layton, Pat Boyer. ll3l Paul Boerigter, Charles Wojan. ll4l Mark Reece. llSl Ken Turner. (l6l Ken Dahlgren. (l7l Ken Williams, Durand Darbyshire.

IHEYCAN HAIEANYCO1OR THEYWA}II AS tOiloAS IrS BIACK.

It didn't work for Henry Ford, ond it won't work for the building moteriol deoler. People like lottice ond for o lot of things besides growing beons on. lf you iust corry "borgoin" lottice, you're losing soles. Tolk with your distribuior solesmon* obout....

In Cedor, Redwooo, Douglos Fir, Hemlocr, Treoted; Squore & Diomond Potterns, in Two Thicknesses.

*Our Distribuiors: BMD Inc.. C.A. Co.. Industries, Lumber Products Co., Lumber

Corporotion Portlond, Oregon

We Also Moke Solid Wood Poneling qno

Cedor Shingles

Diehl Lumber Products, Empire Building Moteriols, Koibob Supply ond Worehouse Co.

Andy Ersek, South Bay Forest Products, Orange, Ca., and his wife, Marion, got in a week's Caribbean cruise this month.

Mark Satterthwaite has joined the sales team at OSM Trading, Seattle, Wa., according to Owen McKannay.

Bob Bonniksen has retired from South Bay Forest Products, Orange, Ca., ending a 40-year career in lumber.

Jeanette Uzar has been named purchasing & administrative supervisor for Weyerhaeuser's San Jose, Ca., customer service center.

Diana Taylor has been promoted to marketing mgr. at Price Pfister, Inc., Pacoima, Ca.

Jerry E. Clark is the new resident mgr. of Pope & Talbot's Port Gamble, Wa., sawmill, according to Michael Flannery, group v.p., wood products div.

Gordon E. Fryer, national sales mgr., custom window fashions group, Clopay Corp., has retired after 15 years with the firm.

Hal Stilson has joined C. B. Cedar, Coos Bay, Or., as resident mgr.

Ted Hetzel has been transferred to Willamette Industries, Albany, Or., as market services mgr. for particleboard and MDF, according to Eddie McMillan, gen. sales mgr.

Doug Hansen has joined the sales team at Tricon Forest Products. Bellevue. Wa.

Giff Powell, Clark & Powell Lumber Co., Junction City, Or., has been elected pres. of the West Coast Lumber Inspection Bureau. Ted Freres, Freres Lumber Co., Lyons, Or., is v.p.; Jack Gates, 3-G Lumber Co., Philomath, Or., sec./treas., and Ray Todd, exec. v.p.

Hal Huff, Sequoia Supply, lrvine, Ca., is back after a Hawaiian vacation.

Ron Hoppe and Ron Stevens, Sierra Pacific Industries, have returned to Redding, Ca., hq. after a business trip to Japan.

Mike Anderson is new to Timber Products Sales Co., Springfield, Or., as mgr. of the veneer sales dept., according to L.J. Moore, gen. partner.

Jerry Van Dorn, Diamond Wood Products, Eugene, Or., was selected chairman of Oregon's Hardwood Commission. Jack Kohl Jr., Kohl, Inc., Wilsonville, Or., is vice chairman, and John Christie, sec.

The Merchant Magazlne

Don Racine, American Plywood Association, Tacoma, Wa., spoke at a recent seminar sponsored by the Wood Foundation Institute.

Gene Vliet is now purchasing mgr. of Lee Haskin Co., Honolulu, Hi.

Robert Simonsen has joined Tumac Lumber Co., Everett, Wa.

Bob Courtney, Pope & Talbot, Portland, Or., has been on a Mediterranean sales trip.

James C. Beardall has been elected chairman of the board of Anderson Lumber Co., Ogden, Ut., replacing the late E. Leroy Anderson. New to the board are Howard D. Anderson, Robert M. Anderson, Stephen D. Denkers, Spencer F. Eccles, J. Russell Kearl, Guy R. Nickerson and Harold J. Steele.

Dennis Albert has been promoted to v.p./general merchandise mgr. at Builders Emporium, Irvine, Ca. David Meek is now v.p. of store operations.

Todd C. Mdann, Weyerhaeuser Co., Fresno. Ca.. has been initiated into the San Joaquin Valley Hoo-Hoo Club along with Jeff E. DeCou and Richard O. Milner, DeCou Lumber Co.; Jack D. Alley and Doug M. Hart, Georgia-Pacific Corp.; John W. Holt Jr. and Thomas L. Powers, Holt Lumber Co., and Fred P. Lampe, Lampe Lumber Co.

May 1988

Steve Freeman, Stephen G. Freeman & Co., Newport Beach, Ca., who successfully pursues a second c{rreer as a freelance writer, has become a regular columnist for several Orange County daily newspapers.

Bob Mullen, Armstrong World Industries. Woodside, Ca., has been in the Bahamas with company cohorts, celebrating his 40 years with Armstrong.

Greg King has opened an oflice for Conners Forest Industries in South Pasadena, Ca.

Gary Wejrowski has been named inland markets sales mgr. for the Weyerhaeuser sales center in Tacoma, Wa.

Roger D. Clark is new to the plywood sales staff of Willamette Industries, Inc., Albany, Or.

Kevin R. Kellow is the new v.p. of marketing for James Hardie Building Products, Inc., Mission Viejo, Ca.

Frances Mauldin has joined the international div. of Snavely Forest Products, San Francisco, Ca., as assistant trader, according to C.M. Snavely.

Randy Konkel has been appointed West Coast regional sales mgr. for Wing Industries.

Patrick C. Verd is the new sales mgr. of Mount Baker Plywood's mill, Bellingham, Wa.

Pat Ryan is now in sales at Sun Plywood, Roseburg, Or.

Rosie Bennett is new to veneer sales at Bald Knob Land & Timber Co., Oakridge, Or.

Gebhard Muellt has been named export sales mgr. for Oregon Overseas Timber Co.. Bandon. Or.

Edward Pqjor has joined Rivendell Forest Products, Englewood, Co., as director of market development.

Edna Shirk, formerly with Georgia-Pacific, has joined the sales team at Skibba Lumber Co., Orange, Ca., according to Joyce Knight.

Orson Buggy has been named to the transportation dept. at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Big W. Products Show Set

Weyerhaeuser will conduct its largest customer event ever, the 1988 Building Products Show, June 2 at the "FairplexFour" on the Los Angeles County Fairgrounds.

Sponsored by Weyerhaeuser's six Southern California Customer Service Centers. this event will feature a complete line of steel, wood, door and millwork and other building materials. More than 50 product vendors are expected to feature products at the show.

Special events that day will include genuine Weyerhaeuser loggers competing in challenging timber exhibitions such as tree climbing and log rolling. International travel prizes, door prizes, food and beverage will be offered. Weyerhaeuser senior executives will also be part of the show.

Answers To Paint Questions

How do you answer your customers' questions about oil base versus latex paint? If you have problems, this should help.

Q: ls an alkyd or latex primersealer best for painting drywall?

A: Latex primer-sealers penetrate into a porous surface less than an alkyd primer with better sealing and uniformity plus maximum "holdout" of topcoats for gloss, color and hiding uniformity. They will not raise the nap of drywall.

Q: What about plaster surfaces? ls an alkyd or latex primer preferred?

A: Latex, primer-sealers resist alkali and the effect of moisture better. An oilbase additive should always be added. To reduce alkalinity and moisture content, new plaster should cure at least 30 days before paint is applied.

Q: Is a latex or alkyd primer preferred over masonry surfaces?

A: An acrylic latex paint is preferred where high alkalinity is a factor. Bonding coats or surface conditioners topcoated with acrylic latex work best on weathered stucco or heavy chalk conditions. An oil base bonding coat is the best choice for a surface where efflorescence is a problem.

Q: Which is best over wood, a latex or alkyd paint?

A: An alkyd enamel is the most common choice for interior woodwork. Acrylic latex paints prevent cracking and peeling on exterior woods because of their flexibility. Alkyd primers or specially formulated exterior latex primers which resist staining should be used with cedar and redwood. An alkyd primer is the choice for hardboard.

Q: Is an alkyd or latex primer the best choice over metal surfaces?

A: Alkyd or oil base primers are

preferred although recent technology has overcome many of the deficiencies of latex metal primers. Specifically formulated cementitious alkyd primers or acrylic latex paints should be used with galvanized metal because it is highly alkaline and reactive with alkyd or oil based paint.

Q: What about finish coats like flat wall paints, interior enamels or house paints? Is an alkyd or latex best?

A: Latex paints are by far the best choice.

Q: Can today's latex paint be applied over an aged oil base or alkyd paint?

A: High quality latex paints will provide excellent adhesion over sound, properly prepared alkyd or oil base paints. An alkyd paint will tolerate adverse surface conditions, such as chalk, dirt, glossy areas, better.

Alaskan On Worker Claims

Protecting your business from fraudulent workman's compensation claims was addressed by Angie Kruckenberg, owner of O.K. Lumber Co., Fairbanks, Ak., at a recent truss fabricators convention in Florida.

Speaking to the 180 Truswall Convention delegates, Kruckenberg explained how to make use of materials from insurance brokers. how to track progress of claims, how to change the laws, and how employees can benefit from self-policing.

impact of reduced timber harvests.

Retailers may obtain copies of the kit for their employees by writing the Western Wood Products Association, Yeon Building, 522 S.W. F-ifth Ave., Portland, Or. 97204 or calling $0, 224-3930. The kit is the wood products industry's answer to pressure by organized preservationist groups to reduce harvests.

Hoo- Hoo- Ette Scholarships

The National Hoo-Hoo-Ette Club has awarded scholarships to two students studying forestry at Oregon State University in Corvallis, Or.

Nancy Peckman and Kip Crowley received the awards from national scholarship director Rosa Blake at a company appreciation night hosted in Roseburg, Or.

W0RKMAI{'S compensation expert Angie Kruckenberg operates the 14-acre 0.K. Lumber, Fairbanks, Ak., with husband Norm.

Retailers Join Timber Fight

Retaillumber firm employees can help to assure future supplies of lumber and other wood products supplies for their yards and home centers by joining a movement to communicate their forest management concerns to Congress and federal forest administrators.

A l2-page Timber-F'or-Products Action Kit includes tools employees can use to let officials know the

PRE.STAINING of

Also fire retardant treatments

rumber

Time Out

An automatic appliance and lamp timer is now available from Intermatic.

NEW PRODUGTS

and selected sales aids

Overhead Railings

Solid red oak ceiling rails that snap over existing ceiling grids without the aid of tools are new from Prime Industries.

Rails fit over standard grid systems by simply clipping them together with the metal fasteners snugly inlaid in the interior grooves of the rails.

Rails are double coated with fine satin lacquers and offered unfinished or in light, medium or dark finishes.

The 2"-wide rails come in 2' and 4' cross rails and 8' wall and main rails.

Rack'em Up

A new tool rack from Akro-Mils incorporates a double deep design to hold twice the number of tools in half the space taken up by older style, narrower racks.

Each cabana, made of flame retardant nylon taffeta, can be staked down with shocked corded poles like a tent or held down by filling its bottom pockets.

The two-man, triangle-shaped cabana comes in blue and white, measuring 3-l/2 ft. high by 96 in. wide by 54 in. deep. The larger, trapezoid model is pink and blue, measuring 4-l/2 ft. by 94 in. by 49 in.

The Time-All unit comes in plug-in and a tabletop version.

On A Roll

An energy efficient, weathertough horizontal rolling window is new from Capitol Products. The full thermal break construction acts as a barrier against energy loss, while strategically-located weatherstripping and vinyl reduce heat loss and condensation. Other energy features include an interlock at the meeting rail to reduce air infiltration and water leaks, a ductile corner sealant, full corner fins, and a drainage hole flap that opens to release water but closes to the wind.

Manufactured from durable filled polypropylene, the rack reportedly won't bend, even under a full load of heavy tools.

It measures 24-l/8" wide x 2-3/4" high x 6" deep, and has 96 separate spaces for tools and four slots for wall mounting.

Its dark gray color is molded in.

Tent & Tote Combo

Two- and three-man cabanas for beach or backyard are new from Coleman.

Each includes three nylon tote bags for carrying cabana, poles and hardware. Bags may be un-zipped and used as lawn chair covers or completely unfolded and used as a 28" x 72" beach blanket.

For more information on New Products write The Merchant Mogazine, 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:

Its removable fixed sash also has three position-adjustable sash rollers to ensure smooth operation. A onepiece mull adds extra strength for twinning.

A full-length pull rail, self-locking latch, spring-loaded pull pins and insulated glass are also included.

May 1988

The Ultimate Spa Experience

A whirlpool bath thicker, deeper and larger than conventional models has been introduced by Paradise Baths.

Designed especially for use in and around the kitchen, the nuisance control can desensitize the alarm for about l5 minutes and reset itself automatically. If a real flrre occurs, the alarm is said to override the control and sound off

Other features include a bugresistant chamber, a tamper-resistant locking device, a quick connect feature, 8"-long pigtails for permanent connection, a continuous LED indicator to show the unit is fully powered, a pushbutton test switch, and automatic reset when the smoke has cleared from the detection chamber.

Constructed of extra-thick acrylic sheets, the Haven features an orthopedically engineered lumbar support, head rest, sculptured arm rest, fingertip turbulence control, and extra-thrust spa jets, said to generate 24 gallons of water per minute (three times the velocity of comparable baths).

The spa is 23" deep and 6' long.

No More Plain Doors

Door Decors, ready-to-assemble oak moulding kits that can be combined to create a variety of patterns, are new from Colonial Craft.

The kits can give a paneled look to interior, exterior, bi-fold, garage or cabinet doors.

The alarm can be run singly or interconnected with as manv as six other smoke alarms.

Stylish Kitchen Cabinetry

Kitchen cabinets combining flowing lines with carefully matched wood grains to create a distinctive, vertical look are new from Rutt Custom Kitchens.

operate, the l2-volt lights are said to be easily installed with only a screwdriver and illuminate approximately 150 sq. ft. of ground surface.

An "address model," featuring up to five digits across its lighted surface. is also offered. Accessories

No glue, nails or tools are required, since the mouldings come with a pre-applied permanent adhesive strip. Corners are held securely together with lock fasteners that snap into pre-cut slots.

A new hanging display holding up to 48 kits is also available.

Smoke Alarm Override

A direct wire ionization smoke alarm from Maple Chase Co. now features an alarm control to reduce nuisance alarms and call-backs without sacrificing safety.

Dimension II cabinets feature modern case construction rather than traditional frames; concave "biwing" doors, which operate on an angle curve instead of a standard radius curve; a special hand finish, and a variety of special construction options.

The cabinetry is available in a broad range of wood species.

Lamp Scape

Low voltage exterior wood lighting designed to blend with any decor and landscaping around decks, patios, pools, walkways and atriums is new from Minnfac.

TerraDek Lights are handcrafted from solid cedar, redwood or green treated pine and polypropylene. Each is guaranteed for one year against defective workmanship, rotting and warplng.

Costing just pennies a night to

include l2-volt transformers equipped with 50 ft. of child-safe cable and a manual on/off switch, ground stakes, diffuser grill for more subdued lighting, and frosted replacement bulbs.

Easily Fired Up

Natural, flammable pitch said to ignite with only a single match and kindle a roaring blaze in minutes in a fireplace, woodstove, barbecue or campfire is new from Wood Products International.

Easy Light Kindling, also called fat wood or fat lighter, is hand split from the stumps of longleaf pine trees which reportedly have accumulated dense concentrations of pitch over the years.

Only three or four organic sticks are required to start the fire. The product is offered in a I lb. bag, 4 lb. round bundle, 8 lb. burlap bag and a l0 lb. box.

Lines For The Bath

'iThe Line," a new family of coordinated faucets for pedestal and countertop lavatories, elongated and round front toilets, and a bidet, has been introduced by American Standard to combine affordable luxurv with high style.

thermometer sets in round or rounded square shapes, a compact 6" dial thermometer, a clock/thermometer combination unit, a tubetype wall thermometer with a pebble-grained finish case, and an indoor/outdoor thermometer.

FibreCem Corp. offer versatility in shape, texture, surface and color design.

The wood grained textured product is made from a unique base which combines organic fibers, cement, silica, water and other additives.

The simple yet sophisticated designs are fired "in glaze" to produce a dimensional texture you can actually feel. Colors are a blue line on white, a rust line on bone, and a plum line on silver.

Thermoclocks

A full line of decorator thermometers and clocks is new from Thermometer Corp. of America. Included in the Taylor Accent collection are 72" -dial matched clock/

Dial clocks feature precision weather-resistant quartz movements, all-metal construction and shatterproof crystal. Colors offered are almond, mauve and slate blue shades.

Shingle Standouts

Individual European-style rectangular roofing shingles from

The shingles reportedly are easy to cut and lay; won't fade, rot or deteriorate; are protected from moisture, including salt water and many acids, and are fungus-resistant. They come in l9 different colors with a mat or smooth finish.

A Grand Entrance

The Empress Victoria, an elegant door featuring an intricate hand-cut glass design, has been introduced by Simpson.

gaillnlWlalpaoleLurrrbp,r

Hem-Fir Hemlock Douglas Fir

GREEN or DRY o DIRECT MILL

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

PRESSURE TREATED LUMBER

The crystal design on the oval inserts faces the interior, providing a smooth exterior surface. Tempered clear glass protects the interior face of the design, permitting ease in cleaning and energy retention.

Crafted of vertical grain Douglas fir or western hemlock, the door features 6-3/4" wide stiles to accommodate appropriate hardware. The doors are l-3l4" thick, stand either 6'8" or 7' rall, and are 3' wide.

"lfra.t l||s flil0 ca||$ tTil]| |l|0

Bt0PR0flI$!

FAMOWOOD

is

the PR(IFESSI(INAL'S Att PURPOSE PLASTIC

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

Can be used under Fiber Glass! *sM .^- E^-^,,,^^l !

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. 44

Available in 16 matching wood colors and white.

BEVERTY MANUFACTURINC C(}iIPANY

9118 S. Main Street .Los Angeles, Calif.90003, P.0. Box 73233 l/lanulacturersofFamowood,Famoglare,Famosolv€nt 0istributolandDealerlnquirieslnvit€d

Yard & Olflces: End of Alrport Rd. P.O. Box 723, Uklah, Ca. 95482

007) 408-0181

STIMSON TRADING COMPANY OFFERS

A FULL LINE OF LUMBER, TIMBER, AND PREMIUM SIDINGS.

Timber owner, manufaclurer, and wholesaler, Stimson Trading delivers a full line ol lumber and timber products: dimension lumber, heavy timbers and premium sidings of redwood, fir, and hardboard. Scheduled delivery is by truck, rail, and barge. Competitive prices and lulfillment of contract obligations are the basis ol our service.

Call us at (503) 295-0951

Stimson Trading Company'Studio One, Ro-ot Garden Pacific Building. Portland, Oregon 97204

Safety In Numbers

A new line of safety the do-it-yourselfer has duced by Norton Co.

products for been intro-

buyer select the right product for his specific need.

The line includes a variety of protective goggles, eye shields, reusable and disposable dust masks, respira- tors, hearing protectors and hardhats.

The Hunt ls On

A pre-hung wallpaper panel appealing to the outdoorsman or other nature lover is new from Georgia-Pacific.

The Merchant Magazine

match-up required with most wallpapers. Several panels have fine grooves cut 16" o.c., with grooves striped in harmonizing colors, All are finished with a durable Acryglas topcoat, Waterfowl Flight, a marshside scene of ducks on an autumn day, is ideal in a den, study or living room.

Classic Closer

A classic decorative mortise lock with Springfield trim has been introduced by Draft Hardware.

Each product is packaged in a compact, color-coded poly-bag which carries instructions to help the

Don Hcller Soles Monoger

It418 N€ Heller Rd.

Oregon 97470 503/672-6528

The 4' x 8' panels on three-ply plywood combine the look of wallpaper with the installation ease of paneling. Panels feature eased edges and designs that eliminate the

Ouolitu lUestein Cedor PostsoRoilsoPickets

The entry lockset is available in a variety of finishes.

Tool For Round Guts

A cutter for slicing materials such as copper, brass and aluminum tubing and thin-wall conduit quickly and accurately is new from Ridge Tool.

Manufactured from high-strength aluminum alloy, the tool features an enclosed feed screw to eliminate clogging and jamming, grooved rolls for close-to-flare cuts, a fold-away reamer, and a spare cutter wheel in the handle.

May 1988

Stretch Run

A stretch bundling system which replaces expensive combinations of corrugated paper, microfoam, string, tape and shrink wrap to save cost per package is new from Signode Corp.

access; call forwarding; outside line queue; music on hold; electric device control (at home or away), and home sentry.

yellow pine are now available from Texas Pine Shake & Shingle Association.

The thickness and manufacturing specifications of Greenshingles reportedly inhibit checking and cupping, while the thick taper provides high wind and hail resistance. They carry a 30 year limited warranty against termites and decay.

The semi-automatic Ringmaster System wraps one or several layers of stretch film to tightly unitize and shield long products, such as wood mouldings or plastic extrusions.

Features include a unique film clamp/cutter, gravity roller V-groove or flat conveyor, top roller guides, and dual voltage, three phase operation.

Home Phone Company

An easy-to-use, easy-to-install family telephone system with all the conveniences of the most sophisticated commercial systems is new from NuTone.

The Personal Telephone Exchange connects to new or existing phones using ordinary telephone wiring and allows for up to 12 private extensions.

Features include private room-toroom intercom; call transfer and hold; door answering and paging from any phone; call waiting; "listen in" room monitoring; last number redial; appointment alert; "please call" message; three-way conference callst speed dialing of up to 31 numbers; single-digit long distance

The uniformity of the 18" and24" shakes reportedly allows for quick, easy installation over open or solid sheathing.

Designed with wood-grain trim in a light walnut finish, a smoked glass panel and clean lines, the PTX is wall-mounted with an optional builtin AM/FM radio/cassette recorder.

Sheathing Market ls Bright

The future looks bright for residential sheathing products. Despite predicted drops in housing over the next several years, there will still be a demand for over 9 billion square feet of material.

Data from annual builder surveys show a growing sheathing usage since 1983, reaching a high of 9.6 billion square feet in 1986.

Although plywood is the major structural sheathing for house construction, waferboard and oriented

strand board (OSB) have been increasing their market share for floor and roof applications since they were introduced in 1978.

Historical data for residential construction show waferboard/OSB has gained l4% ofthe subfloor sheathing market and 33% of the roof sheathing market since the early '80s.

There are many more types of products still in competitionfiberboard, gypsumboard, aluminum foilfaced paper, expanded and molded polystyrene and rigid urethane or

50 BONNINGTON# YEARS OF SERVICD TUMBER CO.

SINCE I955

p.o. box 397, orinda, ca.94563 fax@15)254-2709 i't_dd

polyisocyanurate, as well as plywood and waferboard/OSB.

The seven year trend in wall sheathing usage for single family detached houses obtained by LSI surveys reveals that the plastic foam boards had the greatest increase, from 260/o to 350ft. Both plywood and aluminum foil faced boards have moved up in market share from 18 to 200/o and 12 to 740/0.

Fiberboard has declined from a 35% market share to a l2o/o share. Since gypsum board is used largely in

dan bonnington (415125'4-27o7

From America's Renewable Resource, our employees take pride in manufacturing quality wood products for Americans' use in particleboard, paper products, decorative bark, firewood, crates, pallets, doors, windows, mouldings and home construction. They don't waste AMERICA'S RENEWABLE RESOURCE!

1935 Otdsmobile I fiue-passenger coach direct shipments

multifamily housing, its use dropped with the decline in housing segment.

Temple Eastex of Plano, Tx., produces and markets several types of sheathing products. Marketing manager Dick Kenley sees several trends. "Usage of waferboards/OSB will probably level offsince there are no new plants scheduled to be built. This means plywood will continue to be the dominant sheathing. Fiberboard will hnd increased use in less expensive housing because of its price advantage. Foam boards on the other hand will be specified for upscale housing because of their better insulating abilities. "

Clear Finishes Lead In Sales

Interior clear wood finishes lead product sales in retail specialty coatings departments, followed closely by exterior clear wood finishes, according to a recent national survey among hardware/home improvement retailers.

Among the 193 retailers surveyed, 33% reported interior clear wood finish products as the top sales generator, and 260/o cited exterior

clear wood finishes. Interior wood stains ranked third among retailers as the top product category (l9Vo), interior penetrating oil was fourth (11%) and rust enamel was fifth (e%).

The survey conducted by the Flecto Co. found that the majority of retailers are seeing more growth in interior clear wood finish sales to consumers than to contractors. In total, 750/o of the retailers surveyed reported increases in consumer sales versus 40% who had an increase in contractor sales.

Women are becoming an increasingly important part of the consumer market. Nearly 600/o of the retailers had increased sales to women during the past two years.

Three out of four consumers wanting a clear wood finish product seek in-store product information before they buy, according to the retailers. Consumer information booklets were ranked as the most important in-store sales aid.

The survey involved telephone interviews with 193 retailers. Of these, 76% were in the home improvement/hardware category and 130/o in the lumber/building supply.

Literature Helps Gedar Sales

Colorful literature that can spur new uses and demand for western red cedar lumber products is available for dealers and distributors to pass along to customers.

Full-color brochures packed with ideas, as well as more-practical howto pieces, are included in the collection offered by the Western Red Cedar Lumber Association.

The four- or six-page CONCEPTS series offers pictures and ideas on topics and products ranging from outdoor living and fencing to non-residential and multi-family. There also is a 2O-minute slide presentation that tells the story ofcedar as a specialty building product, from characteristics to production to end uses. Available for purchase or loan, it can be used by sales persons, buyers, specifiers and customers.

A literature list, with descriptions and prices for volume orders after initial free copies, is available from Western Red Cedar Lumber Association, Dept. CL, Yeon Building, 522 S. W. Fifth Avenue, Portland, Or. 97204

Producers see another good year

E OLLOWING four straight recI ord years for U.S. lumber consumption, the Western Wood Products Association had the largest registration of this decade for their annual spring meeting, held in San Francisco. Ca.. at the St. Francis Hotel.

Optimism prevailed among those attending, regarding business conditions for first half '88, with notes of caution and even trepidation creeping in as guesstimates for second half '88 were voiced. The lobby throng, the largest in several years, was generally bullish on industry prospects

for this year.

For the first time in memory, the program included a panel of four retailers to address members, reflecting heightened marketing awareness among the manufacturers

(Please turn to page 5 I )

SL PAIRICK'S llAY foursome: lll Ed Langtey, Scott MacKechnie, Sally Allmann, Jess Ruf. [2] Ray Haroldson, Earl -l\4oore. l3l Dick Jackson, Ken Laughlin, Robert Arsenault, Craig Larson. l4l Roy Liles, Laura Cornett, Vinc6

Vierra. l5l Jim Hunter, Patrick Hunter. 16l Marielena & Eruce Merino. l7l Terri Porter, Terry Burkholder. l8l John DeLaMontanya, Rosie & Ted Gilbert, Steve Popp. lgl Vic Hadley, Don Reagan. (l0l Claude & Janet Scott.

llll Douglas LaDue ll, D. A. Little.ll2l Keith Wright, Bill Herman. ll3l Charlie Brittain, Ed Bochman. ll4l Jim Pope, Wilma & Ken Lott, Jodeen & Stan Steohens.

CELEBRATII{G the 25th anniversary of his Cal State Lumber Sales, lll Victor & Lupe

Acevedo entertain lda & Red Emmerson in their St. Francis Hotel suite. l2l L-P's John Schick and Manuel Acevedo. l3l Bohemia's Keith Wright, Benjamin Acevedo. l4l Sierra Pacific's Ron Hoppe, Bicardo Acevedo. l5l

David Duncan, Gene Skrivan. 16l Terry Burkholder, Phil Dodson. l7l John Cole, Bud Goudge. l8l Don Hossack, Sherry Gaylor, Duncan Hossack. (91 Jelf Ohm, Jovce & Dave Gambee. (t0l Carotyn & Bob Schutte. (lll David Weinstein, Lee Nobmann, Rich Bonfig- West. lio. ll2l Matt & Andrea Kolar, Kathy & Lance

Hubener. ll3l Chris Palmer, Allan Hoblitt, Philip W. Griese. ll4l Ron Enyeart, Steven Hill. llSl Jeff Richmond, Kim Cutsforth. ll6l Sig Thoma, Larry Grothues. llTl Lyn & Pat Reagan. llSl Mike Young, Delia & Robert

LuftlBEBIllEt{ ll I John Helela, Jim Ramsey, Jack Powell. l2l John Souza. Steve Little. Tom Knippen, Karl Drexel. l3l Marianne & Les Legaux. l4l Jerry Ensworth. l5l John Cavers, Ray Mc0ay, Peter Ganahl, Tom Malarkey. 16l Kitty & Will Riegel, Claudia Jennings, Cam Barnes. l7l Paul Euphrat, Jim Taft. l8l Sam Sanregret, Sabine Noble. l9l Chuck Harris, John Samuels. ll0l Steve Ahl and son Vincent,3. llll Mel, Ron and Ronda Lewman. ll2l Jeff Winn, Carol & Steve Sabbeth. ll3l Bob Reid, Jim Stroupe. ll4l Bill Stevens, Bob & Judy Shannon. llSl Ray Bergman, Ray Flynn. llEl Steve Hadley, Chris Lynch. llTl Jefl Howard, Mike Herbert. llSl Jeff & Cam Sarnes, Denise & Don Ruddy. (l9l Bill Jacobson, Betty Foster. l20l Mike Allen, Bob McFarland.

WWPA CONVENTION

(Conttnued Jront page 18)

who comprise the WWPA.

Leadoff panelist Frank Denny, president of the 118-unit Builders Square home center chain, traced retailing changes, pointing up dramatic dilferences produced by electronics in ordering and inventory control. l:ounded four years ago, the $1.7 billion in annual sales firm was described by l)enny as merchandise driven. FIe drew audible groans from some mill men with his assertion that bar coding of lumber is inevitable.

The next panelist. Peter Ganahl, president of Ganahl Lumber, Anaheim, Ca., described their market surveys to discover why customers buy what they do. "We're market driven." he said. He chided the mills for not always being sensitive to what retailers need, adding that faceto-face mill/retailer communication had been verv heloful for them.

Story at a Glance

Optimism widespread at WWPA convention despite forecasts of slight lumber consumption declines. Lee Simpson elected new chairman...fall meeting:

Coeur d'Alene, ld., Sept. 10-1 3.

Richard Russell, president of Millard Lumber, Omaha, Ne., stressed the need for wood products with good appearance, straight studs and more specialty products. He said high yield mills should find new markets where appearance is not the important factor that it is to the dealer. "We must focus on quality, educate our customers and convince them that the value of their investment will be there for them."

Wrapup panelist Harold Cohen, co-chairman, Somerville Lumber, Waltham. Ma.. accused the manufacturers of being weak in aiding dealers in employee training. He said he wanted his suppliers to work harder in understanding his customers. Cohen told the mill owners that dealers need consistent suppliers, more custom packages for

(Please tLtrlt to pugc,13)

GIASSIF[ED ABUERTilSEMENTS

SALES PERSON

New Andersen Stocking Dealer Los Angeles South Bay area now hiring experienced sales person w/architect, general contractor/developer following. Excellent compensation package. Please send resumes to Box 582, c/o The Merchant Magazine.

WANTED: Counter sales person. Minimum 2 years retail lumber & hardware sales & estimating experience required. Group medical, excellent profit sharing. Contact Bill Doherty: Reliable Lumber Inc., Rosemead. Ca. (818) 288-0860.

SALESPERSON

Small and well-established wholesale lumber firm in the southern California, Inland Empire area, looking lor experienced softwood trader. Need a self motivator who is aggressive and has a southern California following. Excellent commission and growth potential. Send resume to Box 579, c/o The Merchant Magazine.

HARDWOOD/SOFTWOOD lumber sales. Sales person wanted for San Diego, Ca., territory. Established territory with strong potential growth. Contact Mike Rhoades or Fred Brocklebank at Heritage Hardwoods, Inc. (7r4) 591-4841.

SALES PERSON: Moulding & millwork manufacturer in Santa Rosa, Ca., area is seeking a professional sales person to relocate to this area. Must have five-plus years experience in softwood mouldings, woodrelated industrial sales, and/or exporting of wood products. Most sales are handled from our oflice, though some limited travel is involved. Requires self-motivated individual wanting to be part ofa hard-working team in a growth environment. Salaried position, $45,000 to $60,000 range. Send resume to: Personnel. P.O. Box 39. Windsor. Ca.95492.

TIMBER

TWenty-five (25) words for $19. Each additional word 650. 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, 45fi) Campus Dr., Suite 480, Itbvport Beadr, Ca. 92,660. Make checks payable to The Merciant 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.

MILL MANAGER for Southern California wholesale distribution yard. Must have thorough knowledge of production techniques and mill equipment including planers, rip saws and moulders. Wonderful career opportunity with excellent benefits for aggressive hardworking person. Replies to Box 580, c/o The Merchant Magazine.

HARDWOOD plywood/hardwood lumber sales. Weber Plywood & Lumber, Tustin, Ca., is looking for motivated sales person with prior hardwood lumber & plywood sales experience. Contact Butch Pope, (714) 259I 100.

LOS ANGELES, Ca., based wholesale lumber company is looking for an experienced sales person with following in either softwood and/or hardwood sales. Territories currently available include the San Fernando Valley and San Diego/Mexican border areas. Other areas open to consideration. Top pay available to proven performers. various compensation plans offered. Send resume or call for appoinf ment. (213) 728-3050. Santa Fe Forest Industries, ll40 Mines Ave., Montebello. Ca. 90640. AfiENTION: Robert T. Gaylord. All inquiries strictly confidential.

SALES PERSONS

South Bay Los Angeles area window & door stocking dealer seeking two sales persons & one sales coordinator. Excellent benefits/ compensation. Resumes c/o Micronaire Group,5l Argonne, Suite No.2, Long Beach, Ca. 90803.

1973 International truck & trailer. 13 speed. 350 Detroit engine. Recent in-frame major. Good rubber. $12,000. H&M Wholesale Lumber. (714) 989-1881.

TIMBERS

From cutting a w€dge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-Sfe'll do them all ro customer specification. Bracrrt

Drawer 4779, Arc^t^, Ca.95521 7O7-822-3648

MOULDING shorts. Cheap. Many years accumulation. Under 6 ft. Solid pine. North San Diego, Ca. (619) 744-4700.

LOOKING FOR PONDEROSA PINE WDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42' IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUTTO.LENGTH. SHRINK-WMP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO:

TREE PRODUCTS ENTERPRISES P.O. BOX 280 LAKE OSWEGO, OR 97034 (503) 620-5868

REMANUFACTURING EQUIPMENT

(l) Yates American V-54, tilt table resaw with six saws. Excellent condition. (l) Yates model No. 177 Planer, double surfacer, 30" x 8" completely rebuilt. (l) Hyster 12,000 lb. lumber forklift with side shift and thin lumber forks. Contact Randy Blakemore, Agate Sales, Inc. (9lO 272-3451, P.O. Box 987. Grass Valley, Ca. 95945.

50 TIPS FOR YOUR JOB SEARCH

All the "Do's, Don'ts & How-to's" that impact any job change. Practical tips for all positions in any industry. Live Q&A session included. Tape cassette of seminar given by Mike Owen a leading recruiter in the building products & lumber industry. Order from "Tips:" Wizard Sound Productions, P.O. Box 1209, Frisco, Tx. 75034. $14.00/ qmsette. Tax, handling & shipping included.

NEW FROM RANDOM LENGTHS!

The 19E8 Buyers'& Sellers'Guide

Now you ciln own the industry's most useful reference source to help BUILD SALES & INCREASE PROFITS! You'll find the Guide the most complete, comprehensive, and a@urate directory available today. lt's backed by the reputation of Random Lengths, the nation's leading report on forest products markets. The 1988 edition is 37% larger. It contains up-to-date listings on 5,990 producers and distributors of softwood forest products in the U.S. and Canada. Included are 1,621 NEW listings. lt contains 34 sections covering every major product category and trade function. lt's arranged in 16 handy tabs lor quick and easy reference. Let us prove how useful the Random Lengths Buyers' and Sellers' Guide can be. Order your copy for a lO-day no-risk examination. If you are not fully satisfied, return the Guide for a full refund. Single mpies are $130, postpaid. Multiple orders are even less. Call lor details.

ORDER TODAY! Call Nancy at (503) 6869925, or write Random Lengths, Box 867, Eugene, OR 97440.

SIZER PRE-FABRICATION

D.F. GRAPE SIAI(ES REDWOOD & D.F. LATH

CALIFORNIA investor wishes to purchase ongoing lumber business. Will consider forest products manufacturing (any species), kilning, fabrication plants, and lumber trade outlets. Write Box 581. c/o The Merchant Magazine.

5Ox75r 12 .........t9.165.m

60r l00r 14 313,895.0('

CommcEid stcl buildiiig3 wlth 9alnlumc 2cy..r Emnty 201ml, colq 90 fPH mll!, cngl|B 3trmlEd pcmlt ddlng3, wfih 30(x, lrr.rdlrd lie elhbt!. FOB lrclory. C.ll to. fte b@hucs.

Sonid Wood lvfouldlings

Wholesa le Manu factu rer Follis Millwork Inc,

Located in North San Diego County, 1555 La Mirada Dr., San Marcos, Ca. (619) 744-4700

We staff industry leaders with prolessionals in manufacturing, engineering & sales. Salaries range from $25,000 to $100,000*. Cal/ DAYTON VAN SLYKE at 503-285-6560. STAFFING SOLUTIONS, 4505 N. Channel, Portland, OR 97217. All fees paid.

COMPUTER SYSTEMS AND PNOGRAMS

I,4U LTI-USEIVPCD(T/AT/M IN Accounting Financial

Distribution.

lvlanufacturing

HMS svsrEurs coRPoRAroN s@ reTr

3706 Mt- Oiablo Blvd., Suil€ 20O. Lalayoto, Calilornia 9,1549 {415) 283-3@0

FOR SALE

r Industrial fingerjointer SFJS 28-l l-1573

o Nord 2-sided moulder D 5310

. Yates-American H268 drum sander

o l0' Cyclone

. Complete waste disposal system (bin, bag house, 50 hp blower & electrical) Call Rex Kellso (503) 967-8153, Interstate Millwork, lnc., 2260 Three Lakes Road, Albanv. Or.97321.

WWPA CONVENTION

(Continued from page 51) certain customers and more pointof-purchase and other merchandising aids.

Elected chairman of WWPA was Lee C. Simpson, v.p. operations of Louisiana-Pacific Corp. W. T. "Tom" Richards was elected first vice chairman. He is the president of Idaho Forest Industries. Second vice chairman is James S. Whitney, president of Kaibab Industries. WWPA, based in Portland, Or., is a trade association representing manufacturers in 12 of the western states.

MACHINERY WANTED

Raytherm Edge gluer; 9 ft. Platen Taylor clamp wheel, 3-1/2 in. jaws; 6000 to 8000 lb. LPC pneumatic forklift; hog, 50 to 75 hp with conveyor. All must be in excellent condition. Call Jeff lsakson, All-Woods Laminating, o13) 269-7555.

TWISTED AND WEATHERED

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

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422426.

COMPUTEB 50LUTION5

Computer solutions for the lumber industry. Wholesale, retail, manufacturing and freight management. Call or wrile Penberthy Micro Systems, 39 Willowgrove, lrvine, Ca. 92714. Phone: (714\857-2207.

In his annual industry forecast, H. A. Roberts, president of WWPA, said that the four-year string of record annual lumber consumption may end in 1988, but that western producers should still see strong demand for their products this year. He said 50.3 billion feet of lumber was used in 1987, a new record. Of that total 400/o was supplied by coast and inland mills. Record consumption was registered despite a decline in housing starts.

"lt seems pretty clear that wood amenities such as decks. fences and the like are contributing to the increase in lumber usage in home building," he said. "We think our industry's wood promotion programs have been instrumental in building some of this additional demand." Roberts said consumption should total 49.2 billion feet, down just 2.20/0. He predicted housing starts would total 1.6 million units, about the same as in 1987. Thirty percent of consumption was used in repair/remodeling last year.

This fall's meeting of WWPA will be September 10-13, Coeur d'Alene, Id. Next year's spring meeting will be held again at the St. Francis Hotel, February 2l-24. This year's meeting at the San Francisco landmark was held March l6-18.

NORTITERN AND CEI{TRAL CAUFORiilA-

Lumber, Inc tuBuRfl/GnAss vtttEY

Forest Products, Inc.

il|(EnsflEtll Higgins Lumbor Co. (800) 227.4338 (80S) 034-0632 Pacific Wood Preserving of Bakerstisld, Corp. .., (805) 582-3950 (805) 833-0429

fnE8il0

Georgia-Pacific Warehouse ..........,. HigginsLumberCo. teoot'iia-ldls

International Forest Products

Pacilic Forest Producls

Weslern Amefican Forest Products

Weyerhaeuser Co. (800) 742-1939 Wmdwork Institute ol Calilornia

oRANGE,RIYERSIDE&SAN BERNARDINO COUNTIES

Georgia Pacilic (Mira Loma)

Georgia Pacilic lRiverside)

Goldino Sullivan Lumb€r Sales

Hesperia Whole$le Lumber

Induslial Forsl Producls

InlandTimberCo.

International Forest Producls

Johnston Hardurcod Inc.

Jones Lumber Co.. Stu

Jones Wholesale Lumber Co.

Kelleher CorD.

Koopers Co., Inc.

L-P oistribution Cenler

L-P Walerwmd/lnners€al

Laminated Timber S€ryices Inc.

MacBeath Hardwood

Mariner's Foresl Producls

Marquart-Wolle Lumb€r Co.

tsUVE M]S' GUIDE

PACIFIC NOBTHWEST STAT ROCKY MOUNTAINS - COLOBADO

ARIZOl{A

SOUTHWEST

@tsITUARiltrg

Walter Leo Flodin, president of the former Flodin Lumber & Manufacturing Co., Plains, Mt., died of natural causes March 19. 1988. in Plains. He was 82.

A native of Yellowgrass, Saskatchewan. Canada. Mr. Flodin followed his brother Swan to Granite Falls, Wa., and later joined him working for a sawmill. Soon after, Swan acquired his own Granite Falls sawmill and named his brother manager.

The Flodins were later joined as partners in the operation by their nephews, Eric and Millar Bryce. The company moved to Plains in 1942 and was sold to LHC in 1986.

Mr. Flodin is survived by his widow, Evelyn, and one sister.

Edward H. "Ted" Wood, cofounder of Hirt & Wood Lumber Co., Eugene, Or., died March 18, 1988. He was 69.

Born in Omaha, Ne., Mr. Wood served as a lieutenant in the U.S. Army in the South Pacific during World War II. ln 1947 . he moved to Eugene.

In 1948, he and Robert Hirt opened Hirt & Wood. Although he later retired from an active role in the company, he remained on the board of directors of Mountain Fir Lumber Co.. Salem. Or.

Mr. Wood is survived by one daughter, one son, one brother, and four grandchildren.

Charles Clark Caffall, president of Caffall Brothers Forest Products, Wilsonville" Or.. died of a heart attack March 26, 1988, in Newberg, Or. He was 59.

Born in Newberg, Mr. Caffall was graduated from Linfield College, McMinnville. Or.. and later became president of the business his father and uncle founded in 1921. He helped expand the firm into four yards and three mills in Oregon and Washington and contributed to opening the door to Oregon timber

Mgrs. To Buy Wickes Lumber

Managers of Wickes Lumber intend to buy the company from Wickes Cos. Inc., Santa Monica, Ca., for $320 million, using the same plan that fell through in January when they were unable to obtain financing. General Electric Capital Corp. will provide funding. Some $290 million

A]D ]]NIDtrX

All Coast Forest Products ...............5

American Mill & Manufacturing, Inc.,..32

Andersen Corp., A.W. ..........3

Anfinson Lumber Sales ,, ,,... Cover II

Berkot Manufacturing Co.. .....53

Beverly Manufacturing Co..............43

BiWood International ..........20

Blevins Sawmills, J.H...........Cover III

Blue Lake Forest Products .............55

Bonnington Lumber Co.................46

trade with Japan.

He helped found the Pacific Rim Trade Association in 1972 and was its president at the time of his death.

Mr. Caffall is survived by his widow, Violet, two daughters, one son, one brother, and eight grandchildren.

will be paid in cash with the balance in notes payable in l0 years. Wickes will receive a warrant to buy 150/o of the purchasers' common stock after five years.

The unit, which has 225 units nationwide, is based in Vernon Hills, Il. Its 1987 sales were about $l.l billion.

VAAGE}I BROS. I.U}'|BER, IilC.

Sawmills Producing quality products from the Inland Northwest

PonderpsaPineoFir&IarrhoHem-FiroLodgepolePineoSpmceoCedaroldahoWhitePine

BUITDITIO YOUR BOIIOM UilI

COMPLY Lop Siding con moke the difference between o proiect coming in under budget, or going over budget.

HOW?

BY CUilIilO EXIERIOR STUD REOUIRETETIS BY 3IOYO, BY TTITITAIIIIO SHEAIHITO, A]ID BY REDUCI]IG I.ABOR COSTS.

The APA oworded C0MPLY Lop Siding o 24 inch spon roting, the highest roting ever for on oll wood siding. Thot could sove you o bundle over other lop sidings thot require l6" centers.

COMPLY Lop Siding's iongue ond groove milling meons ihot it doesn't need to hit on o stud, which tronslotes into less woste, quicker instollotion ond higher profits.

COMPLY Lop Siding requires no sheothing. only o vopor borrier. So you'll eliminote sheothing costs. We've engineered COMPLY Lop Siding to be self-oligning so there's hordly ony room for worker errors-we help you build it right the first time.

For more informotion on _using_C_OIV|PLY Lop Siding to reduce your costs ond build profits into your bottom line, corl l-800-533 -3374.