Merchant Magazine - May 1989

When you want the handsome, long-lasting quality of redwood lumbe[ come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architectural grades 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 (190/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as a final assurance of quality, G-P is a memberof the California Redwood Asso-

ciation and the Redwood lnspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely

able through our Fort Bragg mill-of through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

Servinq the lumber and home center markets in 13 Western Stales -

Since 1922

6".:iffiFlr ?a5 R

@.gHssi 78s ,r

Specify that each piece must bear the AWPB mark-your assurance that the material has been produced under triple tiered quality control:

r Internal plant quality control

r Certified agency inspection

r AWPB overview insoection and laboratory analysis.

The current phenomenal groMh of the oressure-treated wood market u nderscores the need for comprehensive quality control. Presently, almost 300 subscribing treating plants recognize this need by manufacturing an estimated 700/o of treated lumber under the AWPB quality mark program. For

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

OUTDOOR SPECIAL ISSUE

Stores Sell Lots Of D-l-Y Outdoor Project Kits

Lawn & Garden Product Sales Climbing Off Chart

lmaginative Displays Sell More Deck Furniture

Deck Sales Can Be An Ongoing Source Of Profit

Repeat Sales Produce Big Bottom Line Difference

lmproved Lattice Products Possible Best Sellers

Super Marketplace Wins Favor In San Diego Area

Model Decks Are Successful Dealer Sales Tools

Fibreboard/Sequoia Forest Industries Acquisition

Retailers Survey Products At Home Center Show

Undervalued Hardwoods Found In Abundant Supply

Serving 13Western States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Eric Kruske

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine. Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480. Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request. l-rom all states east ofthe Rocky l\lountains: Contact Jean Waggoner (iogerty. national sales manager. lirom Arizona, Nevada and California: Contact l)avid Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus I)r., Suite 480, Newport Beach, Ca. 92660 lirom Washington Slale. Oregon, ldaho. w],oming, N{ontana, lllah, C]olorado, Nonhern California and Canada: Contact Carole tfofm at (206) 1'14-3113 or 21819 77th Place West, Edmonds, wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation Dept.. The Merchant Magazine, 4500 Carnpus Dr, Suite 480, Newport Beach, Ca. 92660. Include address label fiom recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $l l-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$301 Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

Wht'rr i1 ('()nr('s to clin't t triill sitlt's \\'(''\'(' g()1 ltlt'n1r' o1'ntrrst lt'. lt I'ott'tl tlLlliirrg rrtltttttt'. \\'(' (':ttt makc it lrirlrpcrr.

Staring orr tlit lt'arling crlgc ol rvlrok'snle tt'iulirtg gil's rrs lrorrtlv tnlttketirtg ittlirntutltotr. \\'e littou uhat to lln :urrl n'lrt'rr 1o lrtrr il. \lirkirrg tht'lrt'st tlt'als ttrcarrs s:rvings 1o llass ()ll l() \'()lt. \\i' brn lrkrt'ks ot lough ilrrl srrtllrt ctl linrlrt'rs ol' tlrt' r't'rt- Ircsl r1rrrlilr' lj'om nrills tlttrrttglrottl tho ut'sl. l)at'kitgt' rlt'itls iut' Itt:tt[t' ttlt of ttutlty rIiffi'tt'ttt sizt's.

NIixc<l Inrr'[< rrrrrI r'lrt'lrr:itls irrt lLrtL' platt', sluds iuitl rlilnt'ttsiort ir.s *t'll rrs Il(lll. S-1S arrrl c'trstorr tirrrlrt'r's. ( )ttt' o1'lit t's irt ('ltitro Irntl ('lorllrllrlt' lrLrt to!e tltt't t'ttstottt tlittt'1 .jolrsite ot rk't s li rr' ('lrlilirt'ttiit. '\t izrttut lrrrrl \r'r'lullt.

I"inrling tht' r'iglrl hrrttlrct' for tlin't't Irtill slrilllnt'nts tukt's 1t'ittttuot'k at All-( rlr.s1 ll'il'- lrt,rullrl \\{"ll lirrrl it.

( )n Iorrl na'xl lat g('-\'olrrrrrt' ottler citll tts. \\'lr1t'li orrt salt's 1r'ltrtt lk'x tlrr'ir mttst'lt's.

l:l:llitt\l,rnlr'\'isl :r.\rr'.ll( ). lirx\1.('lrrrro.('.\1rl70S (;ll)lil7i'..1

(1)llI)

DAVID CUTLER editor-publisher

The (deleted) with the spotted owl!

UUHEN THE environmentalisrs firsr pro- lU posed locking up thousands of acres of timberland to save afew spotted owls, it was so ludicrous it was almost funny. But no one's laughing any more. As with so many environmental controversies in every part of the country, the spotted owl conflict in Oregon and Washington soon began to sound like something out of Alice in Wonderland.

Preservationists demanded that each pair of breeding owls deserved 2500 acres of their very own. And there are hundreds of pairs.

Amazingly enough, this was said with a straight face as they continued to insist the species was threatened with extinction when responsible surveys show as many as 5,000 owls are alive and well and living in a wide variety of habitats throughout the Pacific Northwest.

The fact that fulfilling their absurd wishes could cost almost 21,000 people their jobs was quickly and coldly brushed away. Preserva-

tionists don't seem to care much about people. The unemployment, family disruptions, vanished life savings and general heartbreak among those tossed aside to save the owls are not their concern.

Using their lawyers in a cynical and unfair manipulation of the legal system, the environmentalists shut down timber sales on thousands of acres. The job losses immediately began to ripple down through the system.

It has to stop. The people losses are too great. While we don't want to see any species in the forest become extinct, we also don't think plants and animals and birds are more important than people.

This isn't an economic argument we have with the environmentalists. Our concern is the protection of our citizens from unfeeling elitists with perverted priorities. People come first. Then we'll do what we can for the plants and animals. And owls.

Phone: (503) 874-2236

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

Sales - Bob Norton

How to know when youVe madethe gradb,

av back in 1754. a Scandinavian named Swan Alverdson devised the first set of workable lumber grading rules. And ever since, builders. architects. distributors, and other purchasers of commercial lumber have relied on uniform grading to tell them which lumber is right for which application. The consumer may never need to know... but the oros sure do.

Let's talk shop.

Uniform grading is the "common language" of the lumber industry. It sets a standard among mills that manufacture similar species. And it gives buyers and sellers of lumber a point of reference for negotiating prices and placing orders. That's important, because the vast majority of today's sales made over the phone-or over the fax-without inspection of theproduct.

are visual

Lumber manufacturers voluntarily adhere to standards set forth by the AmericanLumber Standards Committee, and published under procedures established by the U.S. Department of Commerce. The various regional associations, including Vestern Vood Products Association and West Coast Lumber Inspection Bureau, further define these standards into specific grading rules for use by their member mills. Not surprisingly, different sets of rules have been developed for grading framing and finish lumber. Framinglumber rules place top priority on the strength of the product. For finish lumber, appearance is the prime consideration, and the lumber is graded based on the appearance of the best face.

Grading is an art.

Despite all the rules, lumbergrading is still more of an art than an exact science. Since appearance grading is based on a visual inspection of each board, the experienceof the individual grader is a major factor.

To compensate for the "grader factor," the industry's grading rules have set the acceptable "below grade" tolerance at five percent per unit. P&M Cedar prides itself onmaintaining an even stricter tolerance on the percentage oflower-grade material permitted within its CedarPro@ product lines.

CedarPro's Stricter Grading.

P&M Cedar's grading rules for kiln-dried CedarPro lncense Cedar Siding and Decking are stricterthan industry standards.

Because today's customers demand more. In an in-depth market survey, users and consumers of siding and decking products told us thatthev want Droducts with a premium installed appearance plus consistency from unit tounit.

P&M responded. Vith quality-oriented manufacturing processes to ensure premium finished appearance. And a more stringent set of finished-product ' grading rules to ensure customer satisfac tion. Each CedarPro Siding and Decking product has been developed to satisfy the performance requirements of a specific application, rather than a general grade rule. These stricter, intended-use standards give CedarPro users the benefits of predictableperformance, simplified installation, less on-the-job waste, and natural beauty that will last a lifetime.

Make the grade.

To earn high marks with your customers, put the complete line of CedarPro products to the test. Just contact your CedarPro retailer or distributor. or call P&M Cedar Products today at 2091957-6360.

Distdbutors

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica. MA 01862

(617) 663-3435

MID.STATE LUMBER CO.

20O Industrial Parkwav

Branchburg, NJ 08876

(z0t) 725-4W

SOUTHEAST FURMAN LUMBER CO.

896O Hmkels Ln.

Annapolis Junction, MD 20701

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville, NC 28813

(7O4) 253-567

EPPERSON LUMBER SALES. INC.

PO. Box 1559

Statesville, NC 28677

(7M) 873-4321

WOODFORD PLYWOOD

PO. Box 1731

Albany, GA 31703

(912) 883-4900

Branches in Alabama, Georgia & Florida

LAKE STATES

EMPIRE WHOLESALE

PO. Box 249

Akron, OH 44309

(2t6) 434-4545

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(3r3) 522-0610

BOEHM.MADISEN

Nl6 W22l0O Jericho Dr. Waukesha. WI 53186

(4t4) 544-4ffi

T'PPER MID WEST CANION LUMBER CO.

PO. Box 9328

Minneapolis, MN 5544G9328

(612) 425-t4@

WEST ALL.COAST FOREST PRODUCIS. INC.

PO. Box M

Chinq CA 91708

(7r4) 627-8ssl

AIL{OA T FOREST PRODUCIS. INC.

End of Railroad Ave.

PO. Box 9

Cloverdale. CA 954250009

(7O7\ 8e4428r

CEDAR WEST CORP.

P.O. Box 5224

Dmver. CO 80217

(303) 294-9lol

lnstant d-i'y lines sell big

G OCIETY is looking for instant tJ gratification, according to the behavioral scientists. and manufacturers of outdoor amenities are working hard to pleasethem.

Instant decks, gazebos, lattice panels, outdoor furniture, children's play equipment, planters, fences, posts and trash can corrals are among the basic items coming in a box or bag. The ready-to-assemble components, packaged for easy handling, are good d-i-y products. Some of the box kits are complete down to the screws and drill bits needed for assembly.

Convenience comes in two forms. Some products are packaged as kits. Others come as single components to allow the homeowner to pick and choose and assemble as he wishes. Either way, the products are aimed at making the do-it-yourselfer's job easier. Minutes instead of hours or hours instead of days are the norm for putting together projects using either a kit or pre-manufactured parts.

l'-or example, a western cedar gazebo in a choice of 10 ft. or 12 ft. diameter comes in a neat, knockdown packaged kit, easy to handle, stock and display. F-ully pre-cut, it can be assembled by two d-i-yers in less than half a day. A pre-fabricated pressure treated southern pine deck put together with already assembled slat panels is equally fast. These panels also can be used for steps, benches and spa surrounds.

Many dealers have set up a

system to utilize their own employees to cut and assemble materials for decks and other outdoor projects. They package these inhouse manufactured kits with plans in various sizes and configurations and materials. The additional amount they are able to charge for the preparation makes it more profitable for them. The buyer who finds it a convenience and timesaver is willing to payextra.

Story at a Glance

How dealers are getting lnvolved in a number of various products in the exploding outside market... some examples and howthey can tie in with merchandising and marketing plans.

Dealers find it easy to erect a sample display showing just what the assembled product will look like. A look, touch, tryout model attracts lots of attention and sales, according to dealers.

Dealers interested in merchandising packaged kits and components can investigate those offered by Universal Forest Products. T. R. Miller. Nulines, Inc., Liberty Lumber Co. and Weyerhaeuser, among others. Dealers interested in making their own kits can obtain plans from the various associations or plan books to use as patterns.

Lawn & garden sections can be money makers

A DEALER considering adding Fl or expanding a nursery section will probably find the positives outrank the negatives.

Probably the biggest plus is the impressive number of dollars being spent eachyear for lawn and garden products. Retail sales for these in 1988 were an estimated $15.518 billion.

A National Gardening Association survey conducted by the Gallup Organization reported 7601r of the 9l.l million households in America (an estimated 69 million households) undertook one or more indoor or outdoor lawn and garden projects. Ll.S. households spent an average of $227 on gardens and lawns in 1988.

On the negative side, 1988 retail sales of these products lagged l00lr below 1987 because of the widespread drought. Average temperatures in many areas were the hottest in 50 years. Weather probably has the most negative effect on lawn and garden sales.

Live plants including bedding plants, tropicals, balled and burlapped and container grown stock provide good margins and turns. Not price competitive, they average double or triple return on investment.

Although the sales of seeds, plants, bedding shrubs and trees and related products such as mulch, bark, insecticides, fertilizer, plant food, weed killers, tools, irrigation systems and containers are pluses, display and care of a fragile, perishable live inventory can be a negative. However, many home centers have arrived at innovative solutions.

One dealer combines displays of green goods with outdoor furniture displays. Another maintains a constantly changing display of seasonal flowers beds at the front ofthe store,

combining landscaping and display. Another sets colorful flower bowls on the counters in the information and checkout areas. One innovative garden manager set up a trellis atthe store entrance to display vines and hanging pots. Eyecatching signs tell customers where they can find these items.

Story at a Glance

Ways to get in on $15 billion in sales. proven solutions to possible problems...techniques for maintaining green goods and attracting buyers..

Huge massed displays of garden products near the entrance or in the main aisles can remind customers

that the store has a lawn and garden department. They also are good impulse sale items.

Watering and maintenance must be consistent to keep the inventory fresh and inviting. Many stores have solved the problem by having apart timer who does nothing but water and groom plants. Retired people with intensive gardening experience or horticulture students are perfect for these jobs.

The seasonality of a garden shop requires extra effort for retailers in areas with extreme weather fluctuations. When stores can no longer sell annuals andshrubs sensitive to cold, they turn to winterized products, emphasizing houseplants, tropicals, Christmas trees, poinsettias, trim-atree, holiday items and equipment to deal with snow. Others use an outdoor area with overhead covering during the planting season and close it off in winter.

Sales people able to answer questions about plants andgive gardening advice are invaluable. Some stores hire a trained horticulturist. lf this is not possible on a fulltime basis, a specialist can conduct clinics or be on duty as an answer man on weekends. Many garden chemical manufacturers make such people available as a promotion for their products.

Industry statistics show that on average home centers devote just a little over 8% of their selling space to a lawn and garden department with a GMROI of almost 1.75. Lumberyards with d-i-y clientele allot about 4oh of the sales floor to lawn and garden with a GMROI of 1.67.

It's time to sell outdoor furniture

G ALES of outdoor living prodtJ ucts continue togrow each year.

Last year 7 million more households bought outdoor furniture, accessories and barbecue equipment than the year before. Approximately 33 million families made purchases for their decks and yards.

The addition of new and more attractive products each year is predicted to keep these figures going up. Manufacturers continue to upgrade and improve barbecues, outmoding those families presently own. Outdoor furniture is changing with the addition of pressure treated wood and molded resin as well as more stylish redwood and powder-coated aluminum products.

But how does a home center compete with the patio shops in mer-

chandising these products? A survey of dealers with successful outdoor living departments showed that since it is nearly impossible to stock every new style, most select a representation. They are careful to select styles, quality and price consistent with the demographics of their customers. A few offer the option of catalog orders.

Displays depend upon the amount of space available in the store. Most stores adapting techniques used by the specialty shopssay that it pays off in more sales. Their displays frequently include accessories including glasses, outdoor dishes, place mats, plants and flower arrangements. Many times they create smallvignettes, giving the impression of an outdoor deck. This makes it easy for customers to visual-

ize themselves relaxing or entertaining with the furniture, several dealers commented. Most agreed that this kind of display sells more merchandise.

Several home centers with very little room for a seasonal display have been successful in condensing a setting into a small area,usually near the front of the store. One manager has found that risers help him to show more merchandise in less floor space.

Other merchants said that they place groupings at points where aisles cross. They feel these invite customers to pause for a moment of relaxation while testing the comfort of the chairs and lounges. A few dealers set up an outdoor section near the front entrance, on a model deck or in the yard, especially on weekends. They advise that a salesperson be available to keep an eye on the merchandise and answer questions.

One very large store devotes an entire department to outdoor furniture and barbecues during the spring and summer. They are ableto display an average of 12 different groups in various styles. Stacks of packaged umbrellas, cushions and accessories are arranged around the perimeter of the display. They have built a reputation for having theseto refurbish old furniture. "The easy accessibility and convenient packaging makes them good carry out items," a salespersoncommented.

Cross merchandising plants and outdoor entertaining items with outdoor furniture does more than make the displays attractive, according to most dealers. If available in nearby displays, accessories frequently sell as impulse items.

Store advertising must include .outdoor furniture and barbecues to make customers aware that they can buy them as they shop for home improvement or lawn and garden items, one manager emphasized. Durability, comfort and price are good benefits to stress.

Story at a Glance

How to get into a growing market suggestions for displays, adveftising... techniques dealers use to make more sales.

SIMPLE vignette suggesting a relaxed back yard setting will increase sales of lurniture.

FTEDWOOD dealers must reflmember that sales opportunities don't stop when the customer pulls away with a load of redwood deck lumber.

By providing helpful service and valuable information, merchants can turn one time buyers into steady, repeat customers. With over a million decks being built each year, there are many extenJed sales opportunities.

Firsi the,re is the profitable restoration and resurfacing of previously built decks. When a homeowner is dissatisfied with the performance of a deck, he will often want to upgrade to a superior species. Redwood can frequently be sold as the upgrade.

Other outdoor living upgrade options offering sales opportunity include the addition of shade structures, benches, planters, built-in cabinets and other amenities. Lumber merchants can help customers and increase sales by offering kits or plans for these projects.

Maintenance of the finish coating demands regular attention and provides an opportunity for repeat sales. Counter people need to keep up to date on the techniques for applying and removing coatings, cleaning wood surfaces and restoring redwood's natural color.

In addition to being familiar with the products sold in the store for these jobs, they should know the basics of deck maintenance and stain removal. Here are some of the common problems customers have with suggestedsolutions:

Dirt and dust have built up to the point where rinsing with a garden hose will not remove them.

Scrubbing with a mild detergent will remove dirt and stubborn grime.

Mildew in areas of shade and moisture, appearing as dark spots or gray fan shaped spots.

Mild cases of mildew can be cleaned with a mild cleanser or detergent. Surfaces should be rinsed with bleach to kill the remaining spores. More serious cases of mildew

S,tory at a Glane

Ways to keep redwood customers coming back . solutions to common deck maintenance problems . . . kits and plans used for upgrading decks.

Redwood sales never stop

may require scrubbing with a stiff bristle brush, using a solution of one cup oftrisodium phosphate, one cup of household bleach and one gallon of warm water. Surfaces should be rinsed thoroughly. (lt is important to tell customers never to mix bleach with detergents containing ammonia - poisonous lumes will develop). Once mildew stains are removed, a finish that contains a mildewcide should be applied.

Common and unsightly nailstains resulting from using ferrous metal nails or nails that were not properly galvanized.

The cleaning process is similar to the removal of mildew stains. To help prevent recurrence of the stains, suggest that customers countersink the nails and swab the nail holes with a water repellent. After this is dry, nail holes should be filled with a non-oily wood filler.

When moisture migrates to the

wood surface andevaporates, extractive residue is left on the surface.

Fresh extractive stains can be removed by washing with detergent and water. More stubborn stains can be removed by using one cup of trisodium phosphate and one cup of household bleach mixed with a gallon of warm water.

Although there are many products specifically designed for cleaning decks and restoring the color of redwood, one method uses generic chemicals which you probably have in the paint department. After the wood is scrubbed with a bristle brush and a solution of one cup trisodium phosphate per gallon of warm water, it is rinsed with clearwater. This can be repeated. The final application is a solution of four ounces of oxalic acid crystals dissolved in one gallon of warm water. After the wood dries, it is rinsed with clear water. More than one application may be necessary.

RE0W000 deck sales multiply when a dealer specializes in kits and plans for upgrades

such as benches and products also offer planters. Maintenance additional sales.

Gonsumables = repeat sales

Shopping List

bT

uafu4 tr47 lr^7, cXlno;a*, c/,Lnn)* (.(/."

lkrrr-"^tltt, lpal, ";u"g D4

<Laaz4, thi+., uu,|tn ',r+.1L".1

<'u4lbq, u l'ilLa, fl/'"r'At-,

trno</'t+, lr*.( lfrl

<;a"o^e/.b' ["zlu14 Barl'e.t*

chxo^/, (z'ta 'ror)u, kl/.ry/^.41u^7e sool

U/'4"^ W, lr'41/4z n<a/k4

N /rA44,r, /: lLr+..l. 1^a^+a, u/z<t r^z+a g^!!.+

ktl'rro. trooh, tTao*, (q4., +i.ila

ui^7L cnucn l/^'w^/qltfu4.

<a*foe7, lpLL'y'rr l,ccl h/lrtt

i*tztri<i&t, ofrt"r^

uz"/a, f.IaAa, h*

?Louc,t, lna+(,2.*t, 1,144

ONSUMABLES, items that customers replace as they're used up or wear out, can be the bread and butter of a home center's business.

Often low ticket items, they usually have high margins. Because they are inexpensive, customers buy them without much thought, frequently as impulse items. Easily visible displays of consumables in the aisles, on end caps or near the checkout counters can stimulate unplanned purchases or remind a shopper that he needs the item.

Many outdoor living and lawn and garden products are consumable, needing to be purchased at least once each spring or summer. Supplies of insecticides, plant food, mulch, bark, fertilizers and pool chemicals are exhausted and replaced regularly. Fresh maintenance products for decks and outdoor furniture are required each season. Annuals and seeds must be bought eachspring.

Story at a Glance

Ways to promote sales of consumables suggestions for improving impulse sales tactics to keep customers shopping longer, spending more-

A shopping list of consumables can keep a customer in the store longer as he goes from section to section to pick up various items. The longer the length of time spent in the store, the more items purchased, according to the Russell R. Mueller Retail Hardware Research Foundation. Their studies point out that keeping a customer in the store longer than l0 minutes will pay off in the number of impulse items purchased and the amount of money spent.

The hypothetical shopping list accompanying this article highlights many outdoor living and lawn and garden products purchased annually or repeatedly during the spring and summer season. These aresome of the products to display prominently at point of purchase, on end caps, pallets and dump bins. Cross merchandise them in addition to cultivating impulse sales by locating them in high traffic areas.

Increasing the sales volume of these high margin items is sure to help your bottom line.

Lattice is gaining strength

EALERS who think lattice is the same old familiar product that's been around for years haven't done their homework. There have been some changes.

Always a popular product with builders and homeowners, especially d-i-yers, lattice is on its way to becoming a popular product with dealers. However, some dealers are still unimpressed with its potential. As one put it, "l get rid of a lot of lattice. Most of it isswept out the back door as trash."

The dealer who believes this needs to get with it. Super, heavy, tough and durable are replacing the words often used to describe lattice in the past. Products designed to be durable with little maintenance are earning a new reputation for lattice.

Much of today's lattice product is made of pressure treated southern pine or western wood, cedar, redwood,Douglas fir and hemlock/pine.

Several manufacturers including T. R. Miller are producing super duty lattice using pressure treated material. Wider than average slats are being used as well as the traditionaf narrow slat. Measuring 2t/2" in width. these have a thickness of approximately 1" at the intersection where the slats cross. Manufactured in a 4x8 panel, the material carries a lifetime Wolmanized guarantee against wood rot and decay. lt can be used for fencing as well as lattice.

Burns, Morris & Stewart also produces lattice in treated southern pine. Both their treated and untreated lattice is glued as well as stapled at the intersections. Panel sizesare 4x8 and 2x8.

Woodway by LWO Corp. offers either a square or diamond design in regular or heavy strength as part of their quality program. Cedar, redwood, Douglas fir,hemlock/pine and treated woods are available.

Vinyl lattice is fabricated with foamed polyvinyl chloride with joints chemically welded. White or colors are available, eliminating the need for painting. A special heavy duty product is made for usesubjected to loads and impact.

Although vinyl lattice sells for about a third more than wood lattice. "retailers turn their inventory as frequently as 25 times a yearand make gross profits up to $1,380 per net square foot of floor area per year," according to Susan Boyd at Cross Industries in Atlanta, Ga. The product averages 8006 repeat customers.

Story at a Glance

New lattice products more durable, easier to sell pressure treated material carries lifetime guarantee...vinyl eliminates painting, maintenance.

An estimated 9 million panels of lattice are usedeachyear in outdoor applications such as porch and stair railngs, fences, arbors, screen walls and foundation screens for houses and mobile homes. With new. improved products and quality control, this figure is due to grow.

lf a dealer's not part of the profit picture, he needs to do his homework.

SUPER MARKETPLACE!

n IXII:LIN[: Lunrber. San l)icgo. V Ctt.. has rolled out its latest "shopping center" locatior.r. on ii -1.(r acre site irr Vista. ( a. 'l lrcse ccntcrs are uniclue in that tlrcir lunrber "l'arcls" urc lirllr containccl within thc nrain br-rilding. ,\bout 60.(XX) sc1. li. lrc clcvotccl to rctlril storc spacc.

With lr cLrstonrcr basc ol'-17'ii conlrirctors,,t111 5.i1fi, collsLllrcrs. thc storc hirs projcctcrl 1989 sllcs ol'S5.(' nrillion. accorcling to prcsiclcnt \\'. S. "llill'" ('owling IL

[.ocatcrl at 7(r0 51 canrorc \ r crrLrc. thc urrit scrv'cs thc Northcrn San [)icgo ( oLrntv irrcas o1 \ ista. Sart l\larcos. Oceansiclc ancl the t .S. \larinc ('orps base at ('arrp Penclleton.

The "shopping ccntcr" desigr.r uas earlier introduced al I)iriclinc's Rancl-ro San l)icgo and Solana Beach. ('a.. locations.

Model decks build big ticket sales

IG TICKET, package sales of outdoor decks are a guaranteed way to increase store profits.

Decks have been the fastest growing home improvement project in the nation over the past five years. More than one and a half million American homes will add a deck this year. The question isare you getting your share of this booming market?

When the homeowner wants to add a deck to his house or enlarge the one he has now, he comes to his home center or retail lumber yard for the right materials to do the job. To help your sales effort, you should have a compact, handsome model deck for him to see as well as assorted plans and printed sales materials available for him to read.

Dealers, who have built decks, say they increased the volume in big ticket deck packages and sales of deck material. Many report increased sales of as much as 500/o in materials for outdoor living projects.

Sales of related items gouptoo. Weed killers to eliminate grass before the deck is put in place, 6 mil polyethylene sheets to go under the deck, hot-dipped galvanized hardware, joist hangers, circular saws, drills, hammers and miter boxes, stains, paint, water repellent, gloves, goggles and masksaretypical add on sales. After the deck is completed, there will be sales of deck furniture, accessories and barbecues as well as shrubs, trees and bedding plants for landscaping.

Deck contests are a natural companion to model decks. A well known home center chain recently doubled its sales ofdeck materials over the previous year when it held a display deckcontest among itsstores. At the end of the contest, they gave each of the two winning stores $1000 to distribute among the crews that designed and built the decks.

"We built the kind of deck at our store that all of us would like to have," said one manager.

Another said the contest helped them convert pressure treated lumber from a commodity to more of a specialty item. The contest also increased sales of high profit rails, posts, spindles and landscape timbers.

Customers got into the spirit and ordered the decks that were displayed. A lot ordered materials for even larger decks.

Story at a Glance

Success stories from dealers who have increased sales of decking and related products with model decks. souroes for plans and sales literature.

Dixieline Lumber, San Diego, Ca., holds a deck clinic each week at one oftheir stores.They sketch out a customized deck plan for a customer and send an employee out to his house to help if the customer requests it. Dixieline's Dick O'Grady says that one of the biggest consumer motivations for deck construction ispersonal gratification. "They love to show off their new deck and say I built that."

Plans to help you build a model deck for display as well as plans and sales aids for your customers can be obtained from numerous sources. Many manufacturers of pressure treated wood, the Western Wood Preservers Institute, the Southern Pine Marketing Council, redwood and cedar producers and the California Redwood Association and the Western Red Cedar Lumber Association offer both plans and literature.

Rebuilt to ZERO TIME TOW TRACTORS

No moreheadaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TOTOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines asales. administration and service back-up for their reconditioned and rebuilt tractors that will make sure the job gets done but this time WITH THE RIGHT EQUIPMENT!

HomeClub, Inc. is opening warehouse units in Modesto and (ilendora, Ca., this month

. l''rontier Industries /ric.. Anacortes, Wil., plans a frontier Lumberstore in Oak [-l:rrbor. Wa.

Construction is underway on a 60,000 sq. fi. ifcttiortal Lurnber & .Suppl.v, Inr'. unil in Oceanside, Ca. . . . Yardbirds will open a Vacaville. Ca.. store in the fall and a Fairfield. Ca.. {acility in 1990. ,

Ruilders Lmporiunt. Orange, Ca., is remodeling . Tualatin Vallel, Builders Supply. Lake Oswego, Or., is building a $1.3 million store in Gresham. Or.. I)oue Kelly. mgr....

Ganahl ltardwood Co.. built next to the Anaheim. Ca., store and -vard, is new (see pg. 33 for slory) ... Copeland Lumber lnc., Ashland, Or., is negotiating a swap with the city for propertl.' next door to their nresent slore . .

Diamond Lunthcr has closed its 8-year-old store in IIayden, ld., tranferring inventorlr to Sandpoint. Lewislon and Spokane Valley, ld.. stores . . . llu rris Lumber ancl Horne Ccntcr, Antioch. Ca., has liquidalecl ancl sold the site to an undisclosecl buyer who will also operate a homecenter.,.

Kaymar Wrtocl Products has nroved to Poulsbo, Wa.. after 2,5 years in West Seattle . Building a 27,000 sq. ft. Yaeger & Kirk Lumber in Suisun City. Ca.. is being delayed for about a year...

Contact Lutnher Co.'s Clear Pine Mouldin,qr div. was recognized as an Outstanding [:nrplo-v"er of 1988 by' the ('antral Oregctn Inlergovernntenlal ('outtt'il

f{ortrc Lumhcr ('o., Sunnyside, Wa., is liquiclating Oaks Lumher ond |tardwarc. Thousand Oaks. Ca.. lost an undisclosed an-lount of cash to br"rrglars who also vandalized the store

Dr,v Kiln Mill & Planing C'o.. Healdsburg, Ca., has been sold by Ron Lewman Io Healdsbur,q Lumber Co.l Lewman will continue to operate !\,[ortlt Bo.t, l:orcsl Products^ F{ealdsburg

L'augen Rrothers Lutnber, Colville. Wa., has started construction on a new small log mill with a conrpulerized log merchandising system ... Ltnit,ersal Forest Products has opened a redwood buy,'ing ancl sales oflice in Fortuna, Cla.. Mike Allen, mgr.

The KorPittc Div. ol- Willamette Industrias has installed a new 8head. wide belt sander at its Bend. Or., ml'g. plant... MeQlorcl (.orp., Medford, Or.. will shut down its larse los sarvmill the end'of this mlontli.

Kell.v- Wright Hctrdv,ood has moved from Anaheim, Ca.. tcr nearby Placentia to bigger quarters: 60,000 sq. ft. warehouse. 20.000 sq. ft. outside covered storage.

,luck Havt,rr.s has nurchased the interesl ol' Clint lJot'er. his colrruntlirrg [)artner. in Rantlto Hnrtlu,ood.s. Ilancho Clalifornia, C.a.: lJower remains pres. of ilfctritters Fort,sl Produr?s. Santa Ana.('a....

tr4/eist,r Lot'k will re locate nrli. facilities to T'ucson. ,\r.. fronr FJuntington lJeach. ( a.. .. Domlar Gvpsunt has nroved its Oakland, Ca.. t;.S. Western Regional ofTices to 2 i0l \\'cbslcr S1.. Suite 950 . .

Rurlingtort Resotrrces filc. plans to spin of,f i1s Plum Creek Tirnber Co. subsicliary to a limited partnership, Pltm (.rack Timber Co. L.P., for $575 nrillion, retaining l2(Xr interest and some assets

I-ouisiarru- Pacilit' is bLrilding a wood I-beanr plant in Red lllufl', Ca. . Capital Ltrntbar (b. has added 1800 sq. ft. to the offices a1 their 10 acre Chino. Ca., yard

Dennis l)ooley, Doolev Lumber Co., Pasadena, Ca., has opened an off'ice and yard selling redwood and pine at Terminal Island (Los Angeles), Ca. ,l(\'(tt-Ca nt(ron Lrrmber Corp. has relocated its So. Ca. branch from San Clemente to Palm Springs

fbrntica ('orp. is being bought by a management group, FM 4c'tluisitiotr Corp., for Sl6-5 nrillion...

f-ibreboord (.orp.. C oncord. Ca.. which has acquircd the assets of lrrottortrl Tt:t'httolo,git,s, lnc. (see p. 33 lor story), and sold its graphics div. to Wt'st'or (irapltit's Corp. for $2.8 million, is shutting down its Truckee, Ca., plant this summer to build an automated replacement mill acljacent to its timberland near Trurckee in 1990.

lJoist, ('ttsrutla (orp.. lloise. Id.. had record sales, net income and earnings forthe firstquarter Louisianu-Pac'i/ic ('orp. had the best first quarter sales and earnings in its history wood prodttct sales al I"ihrt,hourd (-orp. were up 3.1'/' first qurrrtcr

Filler Kitr,q (o., a nerv llomedale. Id., glue laminatecl beanr plant. Bud Filler ancl Wa-u*ne King, owners. is producing 2,5.000 b.f. aday...

Housittg stal?s droppecl -5.4(lr in March (latest) figs. to an annually adjusted rate of 1.4 million single {amilv starts slid 3.9\th, nrultifamily starts. 8.8Vr . . building permits were down l.l.7l ... higher morl.gage rates were blamed for the slumn.

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs.

Western Red Cedar comes in allthe sizes, lengths, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrialitems for a wide range of other construction projects.

Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with envy. So, bring that additional outdoor business to your store. Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar nroducers.

Western Red Cedar Lumber Association

IVlokulumne River Forest Products is devoted to excellence in providing you with green Douglas fir, pine commons and industrials, Masonite r sidings, green hem-fir and plywood. For superb service, top quality and very competitive pricing, contact:

(209) 367.1265

FAX (209) 339.1740

RIVER FOREST PRODUCTS

MAY

Forest Products Research Society - May l5-17, wood products clinic, Sheraton Hotel, Spokane, Wa.

Southern California Construction Expo - May t6-18, Los Angeles Convention Center, Los Angeles, Ca

Dataline Corp. - May 17, Users Conference, Marriott Hotel, San Diego, Ca.

Lumber Merchants Association of Northern CaliforniaMay 17-20, Golden Anniversary Convention, Marriott Hotel, San Diego, Ca.; May 20-27, Mexican Riviera Cruise.

Dub's Ltd. - May 18, golf tournament & dinner, Los Altos (iolf & Country Club, LosAltos, Ca.

American Plywood Association - May 18-19, marketing advisory committee meeting, San Diego, Ca.

Phoenix Hoo-Hoo Club - May 19, golftournamentin conjunction with MSLBMDA convention, Foothills Golf Course, Phoenix, Az.

Young Lumbermen of Arizona - May 19, steak fry, Rustlers Rooste, Pointe South Mountain Resort, Phoenix.

Mountain StatesLumber & Building Material Dealers Association - May l9-20, Arizonaconvention, Fiesta Inn, Phoenix, Az.

Inland Empire Hoo-Hoo Club - May 19-21, Ladies Weekend, Marriott's Rancho Las Palmas, Rancho Mirage, (ia.

National Hoo-Hoo-Ette Convention - May 19-21, Red Lion lnn. Sacramento. Ca.

Western Building Material Association - May 20-22, all industry marketing/management conference, Coeur d'Alene Resort, Coeurd'Alene, Id.

National Hardwood Lumber Association - Nlay 22-26, Spanish language grading short course, Johnston Hardwood , Long Beach, Ca.

Sacramento Hoo-Hoo Club - May 26, golf tournament, Dry Creek Golf Course. Galt. Ca.

JUNE

Willamette Valley Hoo-Hoo ClubJune 2, annual goll tournament, Eugene CountryClub, Eugene, Or.

Lumber Association of Southern California - June 2-4. Second Growth weekend, Rancho Bernardo Inn. San I)iego, Ca.

National Dimension Manufacturers AssociationJune 7. wooddust seminar, Los Angeles, Ca.;June 8, Portland, Or.

[,os AngelesHardwood Lumberman's Club - June 8, election meeting, Los Angeles, Ca.

Spokane Hoo-Hoo ClubJune 10, golf tournament & dinner, Twin Lakes Village, ld.

Our Own Hardware Co.June 10-12,summer meeting, I)enver, Co.

Pacific Coast Builders ConferenceJune l4-17, Moscone ('onvention Center, San Francisco, Ca.

Spokane Hoo-Hoo ClubJune 15, day at the races, Spokane, Wa.

Dub's Ltd.June 16, golf tournament, Fountain Grove (iolf Course, Santa Rosa, Ca.

Society of Wood Science & Technology - June 20-24, annual meeting, Bally's, Reno, Nv.

John Diederich or Gordon Rob"1

Berdex Intemational Expansion

Berdex International, San Francisco, Ca., has recently established a Forest Products Group to engage in the import and export of all types of forest products, according to Donelson L. Berger, president and ceo.

The company is a joint venture of D. L. Berger Associates and ConAgra, Inc. Berger is founder and chairman of Berger and Co., now a division of ConAgra, which has worldwide interests in grains, feed, fertilizers, prepared foods, commodity trading, seafoodsand livestock.

The Forest Products Group of Berdex earlier opened an olfice in Sacramento, Ca., for the wholesale distribution of softwood mouldings, lumber, plywood and millwork, under the direction of James A. Haas. Franklin O. Billings heads the new import and export office in San Francisco. (See The Merchant, Dec. p. 40)

Berger states that the company intends to build upon the existing worldwide offices of ConAgra and associated companies to develop a major forest products trading organization. At present important sources of supply are Indonesia, Malaysia, the Philippines, Thailand and New

Zealand. Export markets are Taiwan, Japan, Korea and Europe.

11 Lumber Firms To Move

The sale of a single parcel of land in Montebello, Ca., could trigger the mass exodus of 1l lumber companies from the property.

United Wholesale Lumber Co. has been seeking a buyer for the 14acre site and will consolidate itsoperations at its Visalia, Ca., location after the sale.

Among the l0 lumber-related tenants, Panel-Tex, Inc. is consolidating at its expanded City of Industry, Ca., base, and Santa Fe ForestProducts is developing a new site in Riverside, Ca.

Boyce Forest Products, Western Cal Industrial Lumber. Bohannon Lumber Co., Lomeli Custom Milling, Loveday Lumber Co., Imperial Hardwood, Imperial Media and Golden State Hardwood Lumber Co. are looking for new locations.

"We've known for some time that when the property is sold, we'll all have to move," says Golden State's Gale Daugherty.

HOME GENTER MERGHANT

BILL FISHMAN

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

Another response to my February column came .from 4l Leitschuh, executive vice president, National Building Material Distributors 4ssociation. I am reprinting it here with his permission.

NYONE who had theopportunity to listen to authorTom Peters (/r Search ef Excellence/Passion for Excellence)speak at the recent National Home Center Show was treated to a dynamic insight in assessing the challenges facing the retail building products industry. However, it is unfortunate that Peters may not have beenprovided with the most accurate account of the wholesale distribution function in the retailine of building products, as was outlined in-this column in February.

In the article, which provided a summary of industry information given to Peters, the demise of the independent distributor was cited as the product of retail success in "taking over" the distribution function through direct buying and a search for increased margins. Not true!

Today's building material distributors are keeping pace with a changing market place, increased competition, market restructuring, and are aggressively moving ahead to meeting their retailers' needs. From just-in-time delivery systems to computerized inventory analysis, distributors are working with retailers to develop services that genuinely add value. And today's retailers are willing to pay fbr that value.

In fact, retailers have been one ofthe major forces fueling the change. During the early 1980s, the emergence of the

warehouse home center concept drove many retailers to a price panic. Every store on the block offered a "lowest price guarantee," so virtually every buyer had to scramble to find the lowest-cost sup- plier. Buying practices changed too. Purchasing huge truckload quantities direct from manufacturers became popular because the landed cost, on an item for item basis, was very low. The idea of value-added services went out the window as the price emphasis grew to gigantic proportions.

Today, however, more retailers and distributors than ever before are analyzing all the costs associated with purchasing a product. Retailers are moving away from price competition, and are searching for a partner who can help them differentiate their stores through valueadded services. Distributors have responded by developing one-on-one relationships with retail customers to identify specific programs to make retailers more profitable.

Another factor that's come into play is retailer disillusionment with direct buying and captive distribution. Some retailers who experimented with their own distribution centers became frustrated because the supposed savings never materialized. They bought large quantities of product and stored them in their own warehouses, only to find themselves overstocked at the end of the selling season.

After trying it on their own, retailers concluded running a captive distribution center wasn't as simple as it looked. On some lines, stockouts were a constant problem; on others, there was always excess inventory. Getting deliveries to the right place at the right time with the right paperwork was a headache. Turns began to fail as inventory management grew lax. And since theonly customers being served were their own stores,

there was no competitive incentive to of'fer outstanding service.

Other retailers discovered they missed the extra services available throueh distributors. They wanted one-on-oni contact to discuss their operations' requirements, and needed an expert to work with themon merchandising, employee training and inventory control. When they truly added up all the costs of handling distribution themselves, plus the headaches of running a warehouse, they concluded it was more efficient to let someone else do ir.

That "someone else" has emerged as the wholesale building material distributor. In actuality,both retailers and distributors have evolved to the ooint where they view distribution as a partnershiprather than an adversarial relationship. Distributors have dramatically updated their operations and are sophisticated enough to help even the largest chains get more from their inventory investment. Retailers are taking the time to evaluate their purchasing practices to determine which distribution channel gives them the best value.

Competitive times in home center retailing have never been tougher. From all indications, retailers are beginning to realize that the way to succeed in the maturing market is to become a low-cost operation. It's not surprising then, that building material distributors are playing a larger role in supplying home centers. Particularly over the last two years, a steadily growing share of items once purchased direct from manufacturers ls now being channeled through building material distributors. Manufacturer-direct andbuyinggroupr purchases appear to be declining, according to the current market profile statistics.

In fact, in six out of the l0 core building material categories, the average percent of total product volume purchased from distributors increased. Direct buys from manufacturers decreased in nine out of l0 categories. Building material distribution is gaining ground as a competitive weapon for home center retailers intent on competing into the 1990s. It is far from the demise communicated to Tom Peters and ifanything represents a new era of profitability for the value-conscious retailer.

ret BONNINGTON J b

ln 7935 Bonnington Lumber Co. .Das brand neto, as uas this 7935 Reo Flging Cloud sedan.

nnftnnnai

IN II F\V/\V/SU\IL5 tJLJ I:-/ CHUCK LINK executive director

AUn 25th all industry marketing Vmanasement conference will be held May 1O-ZZ utCoeur d'Alene Resort, Coeur d'Alene, Id.

The registration desk will open at 3 on Saturday (May20) afternoonwith a no host reception from 6 to 7 p.m.

The all day program on Sunday will bekicked off by Bill Lee's seminar on "Make Negotiating Fun By Learning the Rules." Luncheon will feature dealer/ supplier discussion round tables.

The first afternoon session. "What Every Employer Should Know About Section 89 of the Tax Reform Act of 1986," will have Jim McKinney, vice president/regional director, Godwin/ Frank B. Hall Consulting Co., as speaker. A second session by Bill Lee, "Customer Care." will follow. The concluding speaker will be John Anderson, underground storage tank coordinator, Environmental Protection Agency Region X, discussing "EPA Regulations On Petroleum Underground Tanks."

Round table discussion groups will be held on Monday morning followed by golf tournamentsatthe Coeur d'Alene golf course for both men and women.

Problems ol operating and managing building material businesses profitably and efficiently will be covered by the conference which will be geared to building

material retailers. wholesalers and manulacturers.

An Employer Polygraph Protection Act poster is being sent to employers by the U.S. f)epartment of Labor Employment Standards Administration. This official poster must be displayed where employees and job applicants can readily see it.

On Dec. 7, PresidentReagan announced modification ofthe Red Cedar Shakes & Shingles Tariff. The tariff will be reduced by 200/o through Dec. 6, 1989; 100/o from Dec. 7, 1989 through Dec.6, 1990, and 5oh from Dec. 7, 1990 through June 6, 1991.

Coastal Lumber To Chino, Ca.

Coastal Lumber Co.'s California branch has moved from the City of Industry to Chino, joining more than a dozen lumber oriented firms that have made the move in the last few years.

The change meanslarger quarters for the hardwood firm. "lt will allow us to carry a far broader inventory, offering our customers more products and better service," according to branch manager Walter L. Ralston, Jr.

The move was completed May 1.

WAYN E GARDNER executive vice president

TfHERE used to be a term in the inI dustry whereby a facility was designated as a full service lumber yard.

Full service denotes a wholeness, whereby a lot of parts go together to make up an entire unit. Each part is as important as another. In this business, a place where you can get all your home building andhome repair and remodeling needs under one rooi hence a full service unit.

Full service isn't a thing of the past. We find it in some service stations. We still find it in some restaurants. We find it in some department stores and in some men's and women's wear locations.

The trend has moved in another direction. The less-than-f,ull service establishment came into being with not less than a full line of products but less in ser-

vice. They sold the concept based on price. Well, not exactly price, but on the philosophy that the customer was smart enough to know what they needed, how much they needed and why they needed it and if all those services were eliminated, money was saved and the buyer got a better deal.

If we cease to learn, we in effect cease tolive. What a wonderful feeling it is to learn something new. It may take a little longer at age 50 or 60 thanit does at 20, but the ability is still there, as long as the desire is.

It should be a part of the education of each person who is employed by a full service retail establishment to visit some of the mass merchandisers or warehouse outlets, whatever they are called. To enter with an open mind to learn. To learn lrom their good parts and to learn from their not so good parts. To learn what they call service and compare it with what his firm calls service. To become a better sales oer-

son by knowing the competition as well as his own products.

To recognize that price differentials do exist and that many times the full service operation price is lower. In the event that a price is lower at the mass merchandiser, to figure out why. Chances are it's quality and service that are lacking.

We are always going to be challenged by price competition, be it from the guy down the street, a firm in another town or wherever. Rather than give in to the customer who talks price, giveout with some sound selling techniques on uniqueness of product, service, qualtiy of product, all those things that go to make up full service.

People still want service. Our job is to convince them that our service and products are worthy ofthe price.

We can't if we have no desire to learn) if we stagnate inourthought processes. We can't if we only see price and not all the elements. All the parts of the business make up the whole.

Strive for wholeness. Learn to sell, learn the business. Information sources are allaround. Just ask. lt's imperative to be knowledgeable if you're going to be successful. Don't strive for mediocrity. Be the best that you can be. Be a whole person.

Be full service.

Palco Redwood Decks Beautiful and Long-Lasting

Palco Redwood Quality

Palco redwood decks, fences and garden shelters are as dependable as they are beautiful. Redwood stays straight and flat, and it takes and holds finishes longer than other woods. Redwood heartwood is naturally resistant toinsectsand decay and hasnone ofthe toxic chemicals found intreated woods. Palco redwood deck grades look better, last longer and cost less than most people think.

A Natural Product

Redwood performs naturally and provides safesurfaces for sunbathing and picnics without the presence of toxic chemicals. Chemical treatment protects onlythe outer portion of the wood,while the decay resistance of redwood heartwood ispresent throughout, protecting sawn ends and nail holes.

Value and Performance

Palco redwood deck grades provide the best value and oerformance available. People are often surprised to learnjust how affordable redwood quality is. Carefulchoices about knots, seasoning and grade go a long way toward reducing the cost ofadeck. There's a grade for every project and every budget.

Air Seasoning Advantages

Palco's air seasoned redwood lumber has the bulk of its moisture removed making it lighter, easier to handle and improving its weathering and finishholding ability. With air seasoned redwood, joints will stay tight and decking will lay flat. Palco's natural air seasoning process gives the lumber a brighter appearance and increases redwood's natural resistance to warping and checkino.

Easy to Work

Palco redwood has little or no oitch or resins; so it is easy to drill, shape, saw and nail. Unlike treated wood, it needs no special handling ordisposal.

Low Maintenance

Redwood products weather beautifully. With proper installation, as outlined on the back of this sheet, redwood decks, fences and benches willprovide lasting enjoyment year after year.

Palco Redwood Proiects-Easy to Build High PerformanG€, Low Maintenance

Grades

Palco deck grades are listed below by heartwood grades, resistant to decay and insects,and sapwood grades, suif able for above-ground use. Heartwood can be used for posts and joists while sapwood is best used above ground fordecking.

PALCO DECK GRADES

HeartwoodSapwood

Clear All Heart

B Heart

Selecl Heart

Construction Heart

Merchantable Heart

Sizes

Clear

B Grade Select

Construction Common Merchantable

Palco's standard sizes of redwood deck grades include 1x4 through 1xB;2x4 through 2x12: 4x4, 4x6, 6xG timbers.

lnstallation

Economical random length lumber can be used for deck surfaces because redwood deck boards stay straight and flat.

Finishes

For the best performance, all redwood garden projects should have a finish applied. Brush application ts recommended. Left unfinished, redwood will gradually fade to a gray color.

Vertical grain piecesshould be used for hand rails and bench seats. Flatgrain pieces should beplaced "bark side upl'

Use stainless steel, aluminum or top quality, hot-dipped galvanized fasteners. Pre-drill nailholes at board ends to prevent splitting; drive nails at an angle for best holding. Use a nail as spacer between deck boards. Joints and large knots must fall on joists.

W."-ffiLFor amost naturalfinished appearance, use two coats of an organic solventbased clear water repellent that contains a mildewcide and re-apply about every 18 months. To get an immediate weathered appearance, a bleaching oil can be used. To achteve a durable color tone finish, oil-based, semitransparent or opaque stains should be used. For best results use a stain containing a water repellentand a mildewcide.When staining decks use stains specifically formulated for that purpose. For best results, follow manufacturer's instructions and recommendations.

OPERAIING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box741623 Dallas. fx.75243

HERE has been so much emphasis inour industry in the past few years on price that no one seems to have time or interest in anything else.

The computer has helped most of us to become more productive. Ourtime is spent in those effortswhich allow us to provide lower prices. We negotiate harder, Ionger and, hopefully, more effectively. We advertise more and make public guarantees to have the lowest pnce.

We certainly are reacting to one another and treating the symptoms in a massive way. But what about the cause?

For what purpose are you in business?

To have the lowest price orto make the highest net profit?

It seems a paradox, but can you imaginewhat would have happened to profits if, as an industry, we had spent as much money on people and their productivity as we did on price impression

the past few years? Here are a few rocks you can look under.

TRAINING Look inside your operation and ask is our training program conducive to attracting, developing and retaining the best people? Imagine the military without basic training. The employer or employee untrained in the lundamentals of personal selling and customer relations, regardless of his assignment, can't march or shoot effectively in the retail market.

OVERTIME A 50 hour week costs an additional 3l .50/o in dollars for 25%r more hours. Companies should be using part time employees at close to minimum wage without benefits to eliminate overtime and benefit costs.

BUSINESS PLAN A major imperative of any productive company is the setting and agreeing to goals. Would any football coach bring a team to a game without a plan? Can any work force be effective without knowing the rules and objectives?

TURNOVER Studies indicate that nationally, on average, one of everyfour employees in every work force is changed annually. This is a 250/o rate. Recruiters are charging in the area of 300/o of the first year's salary. Add training time costs. relocation. etc. and it's a hugenumber. Personality and aptitude testing are inexpensive preventive medicines. Companies can test not only prehiring, but existing employees as well. Results provide management with a guide to what has been successful to compare with candidates. Costs range nominally between $50 and $150 per test.

COST OF GOODS GONE is another way of saying "cost of goods sold and/or stolen." Theft bugaboo in retailing continues to rise. Various estimates range to 3.80h of sales. The National Retail Merchant's Association (NRMA) identifies it as 4501t employee theft, 350h cuslomer theft and 200/n error and/or bookkeeping fraud.Virtual outlawing of lie detector tests makes written, inexpensive honesty tests a must in coming to grips with the manageable part of the 3.8%r.

A good exercise would be to cost and evaluate the benefit potentials described above against your own P & L at halfthe worth stated. For most, payroll will run about 6006 oftotal operating expenses. If you want more details, write to the address in the column heading or call (2r4) 690-6600.

Wickes Sells Orchard Supply

Wickes Companies, Inc. has agreed to sell its 31-store Orchard Supply Hardware unit to an investor group including management led by Maynard Jenkins, president and chief executive officer, and FS Equity Partners II, a limited partnership organized by Freeman Spogli & Co., a Los Angeles, Ca., investment firm.

Purchase price will be approximately $134 million, including assumed debt and other obligations. The transaction is expected to close by May 31.

Headquartered in San Jose, Ca., the stores had revenues for the fiscal year ended Jan. 28, 1989, ofapproximately $255 million.

Home Center Sales To Thrive

Home improvement centers are among the retail stores expected to achieve above average constant dollar sales volumes over the next five years. While rising mortgage rates may partially choke off housing starts, spenders will shift dollars into purchases to dress up their existing

homes, according to James Newton, president of Economic Perspectives, Inc.

Dealers Active ln Seattle Show

Knoll Lumber & Hardware, Seattle, Wa., was among the dealers participating in the 45th Seattle Home Show at the Kingdome.

For the fifth year, the building materials retailer built a 1500 sq. ft. home on the Kingdome floor. The two-story New England colonial, named Centennial House in honor of Washington's l00th birthday, was completely furnished and landscaped. After the Feb. 25-March 6 show, the house was dismantled and reassembled at the Camp River Ranch as a gift to the Totem Council Girl Scouts.

Pay 'n PakHome Centers set up a kitchen and bath display to showcase its new computer kitchen design center. The home center, which is celebrating its 37th anniversary, also gave away free yardsticks.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakerstield offers accurate and complete service. A single phone call can put this com plete capabi Iity to work for you. Calltoday:

Steve Ryan, General Manager

In California (800) 582-3950

Outside Cal ifornia (805) 833-0429

The Merchant Maqazina

Babbitt Bros. Buys Ray Units

Ray Lumber Co.'s homecenter and yard in Lake Havasu City, Az., are to be acquired by Babbitt Brothers Trading Co., Flagstaff, Az., for about $1.2 million.

Ray Lumber, which is based in Glendale, Az., filed for Chapter 1l reorganization last May. The Lake Havasu City unit and Ray's door division were the only operations that remained open. Funds from the sale will be usedto retire some ofthe company's debt, according to Edward Davis, attorney for Ray Lumber.

Babbitt Brothers will assume operation of the store as soon as the sale is finalized. "We intend to broaden and expand the inventory levels, remerchandise the store, and expand contractor services," said David Chambers. Babbitt Brothers vice president.

With the new acquisition, Babbitt Brothers, which is celebrating its l00th anniversary this year, will have eight home centers in Arizona. Stores are in Prescott, Flagstaff, Cottonwood, Sedona, Page, Winslow and Holbrook. 2

Henry Bacon, BuildersHardware & Supply, Ernest Home & Nursery and Rich's Home Center alsoexhibited.

m'Pressu re-Treated Lu m ber

MILL DIRECT DIVISION:

Sfttppus E ar*bry loru1 Pr9fircts. fo*

t*"fuCfy sekLtu[ profr;r.ers

REDWOOD PINE CEDAR IJEMLOCIC

DOI'IGI,AS FIR

LOCAL DISTRIBTJTION

CEITTER:

Featuruq 7" end Z'

R.EDWOOD Cknrs & Cotrutwns

PLUS Selertsi

R:elwood rimbers

Cknr Henrt irc4 tfuu ir12

4rc4 tftru 4112 md 616

Construclnn Heart 4K6 tfuu 4K12 ond 6x6

Cornptete M;ifi.hry E acdity

(Cryabb E nufug specin[ detnk as wetl as snndard pottems)

YARD €p OFFICE:

(2r3) 773-2292 (213) 867.-670r

Gene-Stan-Chuck

7117Firestone Blvd., Downey, Ca.9O2A7

PLfi/VOOD

Spurnhztr,g t2 r$f ann cnrnao oroers

SALES OFFICE:

(774) 686-0440

Alnold NutterW:r'tme Benton 7044 E. La Cadena Dr., Suite 102, Riverside, Ca.92507

Fibreboard Buying

Sequoia Forest lndustries

Fibreboard Corp. has signed a letter of intent with Sequoia Forest Industries to purchase fixed assets, inventories and timber cutting rights related to four sawmills at Northfork, Auberry, Dinuba and Soledad, Ca., and wood-waste fired cogeneration plants adjacent to the mills in Northfork, Auberry and Dinuba. The Dinuba site also includes pallet manufacturing and molding and cutstock operations, as well as bark processing. The purchase price is expected to be between $60 and $70 million.

The acquisition issubject to a definitive agreement between the parties, expected by early July, 1989.

Commented Fibreboard chairman and president Lawrence C. Hart, "These assets are an excellent fit with existing Fibreboard wood products operations in California. The acquisition is a giant step forward in Fibreboard's strategic plan toexpand in the wood products business, not just in lumber production, but more importantly in value-addedproducts such as molding and millwork, pallets and processed bark. Additionally, it pro-

vides significant expansion into the cogeneration business in which we already participate on a small scale at Standard, Ca. We feelthis acquisition, like the acquisition of Snider Lumber Products Co., Inc. in 1988, will play an important role in our efforts to improve shareholder value."

O'Malley Buyout Fails

The proposed acquisition of The O'Malley Companies by two employees and United Building Services fell through when UBS, also based in Phoenix, Az., decided not to invest a reported $3-$4 million in the $22 million deal. kee The Merchant, April, p. 32).

Duncan Hossack, executive v.p., and Don Hossack, assistant gen. mgr., retail division, have severed their relationships with the bankers connected with the proposed leveraged buyout. Duncan Hossack said that while they are not actively seeking a new LBO situation, they are continuing to look at acquisition possibilities.

Continuing the restructuring of

the O'Malley Companies that began in late 1988, the Sierra Vista operation south of Tucson will be closed May 31.

Earlier the company announced that it would sell units in Yuma and Nogales, Az., to rival Foxworth-Galbraith Lumber Co., Dallas, Tx. As part of that transaction, Matt Smith has been transferred from the Yuma operation to become contractor salesmgr. at the Mesa, Az., facility.

Mercury Hardwood Sold

The owners of Panel-Tex, Inc. have purchased the assets of Mercury Hardwood Lumber Co. and its sister company Accurate Planing Co. for an undisclosed amount from owner Bob King.

The three partners, Jon Dickey, Sam Bass and Skip Motta, have formed a separate company, SJS Lumber, and will operate Mercury and Accurate under its present management.

The companies involved are on adjacent parcels of land in City of Industry, Ca.

A BILLION BOARD FEET OFLUMBERAYEAR.

It's our production capacity and flexibility, product diversification and technical innovation that make the difference you can count on RSG.

For Douglas Fir; Hem FirandWestern Hed Cedargive us acall.

We are readyto be of hefp.

TH's...

To deliver materials you must have a truck! To deliver materials efficiently, quickly and at a lower cost all you need to do is add a Mobll-Arm boom to your truck. You now have a delivery system that goes wherever your truck goes without decreasing your bed space and does not require towing a lift truck.

At the job site you simply lower the truck stabilizers and start unloading. ONE MAN DOES lT ALL! Reach across ditches, excavations, refuse piles or other obstacles.

The material has to be placed on the second or third floor? ONE MAN DOES lT ALL! fhe MoblbArm boom will reach up to 34-1/2 feet above the ground to deliver material where it is needed.

Reduce your insurance costs, maintenance costs and manpower cosls

o Towing lift trucks adds to insurance costs

o Only maintenance requirement is lubrication

. ONE MAN DOES IT ALL!

NOTTHIS...

To transport a lift truck you must either sacrifice valuable load space or tow the lift truck. Both of these choices reduce your earnings -smaller loads, towing costs and 2-or 3-man crews to deliver to other than the first floor of a job site.

When the site is muddy, has obstacles or excavations in the delivery area or if the terrain is not level, you can count on losing more time and money with a lift truck.

The maintenance costs of operating a lift truck are high - engine, bearings, tires, hydraulics and more.

Add to your profits by using a Mobll-Arm instead of a lift truck. The labor, maintenance and insurance costs you save are benefits you will receive after making the wise purchase ol a Mobll-Arm. The benefits, however, begin earlierat the time you make the investment in the Mobll-Arm. The purchase cost of a Mobll-Arm is less than that of a lift truck. A dual control unit mounted and installed on your truck is approximately $39,000.00 including freight.

Add up the benefits and see for yourself why you should be using a Mobll-Arm from U. S. Truck Cranes.

Timber Grisis Fighter

The American Forest Resource Alliance, recently formed in Denver, Co., will meet May 3l in Washington, D.C.

The coalition has a twofold purpose. First it will address specific issues involved in achieving full, sustained and predictable utilization of forest resources. Secondly, it will design and carry out actions necessary to resolve these issues.

Pledged to devise strong and effective measures to address the growing nationwide threat to the supply of timber and other forest resources on private and public forest lands, the organization was born in a summit meeting held in Williamsburg, Va., last March. Top executives of forest industry trade associations and their officers resolved to work together "to form a national coalition with our allies" among other resource and forest user groups.

Task force groups are being formed from existing industry associations to examine the possible program initiatives in five areas: litigation, communication, government

affairs, grass roots and coalition building and technical support. Expressing concern about the growing implications of continued legal and regulatory restrictions placed on resource management, Barry Cullen, president ofthe National Forest Products Association. said. "The onslaught of these restrictions endangers our industry and the potential we clearly have to supply U. S. consumers with forest products and other amenities."

Fibreboard Acquires Arrowood

Fibreboard Corp., Concord, Ca., has purchased out ofbankruptcy the assets of Arrowood Technologies, Inc., Roxboro, N.C., for $6.3 million.

Thecomposite type product, which will be produced by Fibreboard Technologies Corp., a wholly-owned subsidiary of Fibreboard Corp., will be ready for shipment by September of this year.

"Arrowood was very well received by the builders and manufacturers who used the product during 1987," said Fibreboard's Mike Sampson.

"Arrowood is superior to both sawn lumber and the popular wood-lbeam."

Developed in cooperative research between the U.S. Department of Agriculture and the Department of Housing and Urban Development, Arrowood is a composite structural framing material manufactured principally from hardwood trees. A core of oriented hardwood strands is sandwiched between multiple layers of hardwood veneers. The material, which doesn't bow, twist, cup, crook or shrink, is wane and knot free. The low moisture content (5-70lo) eliminates virtually all shrinking and nail popping.

Meeting or exceeding code standards of BOCA and SBCCI for composite structural framing, Arrowood carries a one year warranty.

New Ganahl Hardwood Co.

Ganahl Lumber Co. added a new hardwood store adjacent to its existing yard in Anaheim, Ca., May 1.

The Ganahl Hardwood Co., a 20,000 square foot store, is carrying

(Please turn to page 64 )

ffthbbdlpusee(

sdespers&,$rrev

tbad.

At Willamette Industries, we've always believed long distance relationships were best suited for pen pals. Not customers.

When our salespeople visit -vou, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is stillthe best way to higlilight the quality and variety of our Southern and Western wood products.

Lumber and plywood orders are shipped directly from our mills, but for extra support, we rely on a network of strategically placed warehouses to further fill your neeos.

Either way, we've got the capabilities-and the peopleto meet your "just-on-time" reouirements.

So if you're ready for a closer working relationship, callWiliamette. And get used to hearing more from us. In person.

Willamette Industries, Inc.

Lumber & PlywoodDivisions

Western Lumber and Plywood

Albany, OR (503) 926-77n

Southern Lumber and Plywood

Ruston, LA (318) 255-6258

Atlantic Plywood

Rock Hill,SC (803) 328-3844

\like I Iuvckc, \\t'stern l-urnber Sak:s

LMA/LASC Joint Ventures

Lumber Association of Southern California and the Lumber Merchants Association of Northern California will initiate a program of joint venturing with LASC members invited to participate in the LMA convention in San Diego, Ca., May l720.

LASC has reciprocated by extending an invitation for LMA members to attend its annual management conference in November. Discussion of joint ventures was the agenda for a joint meeting of oflicers

and management on April 5 in Bakersfield, Ca.

The two organizations have begun discussions about a possible merger. This cooperation between LMA and LASC is a possible precursor to merger according to some industry observers.

Industry Wood Promotion

The San Diego Lumber Association and the local Hoo-Hoo club are holding their 23rd annual Architectural Design Contest, held to pro-

mote the use of wood and wood products among hopeful architects. Students from four community colleges participate, drawing plans to meet an assigned project. About 50 to 60 entries are judged each year, the winner receiving cash awards starting at $1,000.

The grading criteria centers on utilization of wood. Says association executive director John D. Sullivan, "Not only are the students, and hopefully future architects, getting good exposure to the products we sell, but our industry has built a lot of good will with the various schools and the many architects who have participated over the past23 years."

This year, schools received the project Jan.25 and are required to turn in completed drawings by May 17. A panel ofprofessional architects will judge them the next day. An awards dinner will be held Mav 30.

Kent, Wa. Retailer Clooes

Field Lumber, Kent, Wa., has closed, priced out of the booming area the 28-year-old firm helped build up.

Land costs in the Kent East Hill area have risen dramatically due to a building surge during the last five years. "You can't pay $8 or $9 a square foot for land you're using as a lumber storage yard," says owner Greg Field.

Although Field has sold the property and company name, he would like to reopen a building supplies business if he could finda siteon the Kent plateau.

National Lumber In The Red

National Lumber and Supply, a 20 store chain in Southern California,lost $4.6 million on sales of $152 million in 1988. Sales dropped 4%.

"We've had a number of warehouse stores over 100,000 sq. ft. such as Home Depot and Builder's Square open in Southern California." V. J. Carnevale. chief financial officer, said.

The loss has prompted "major administrative, personnel and marketing adjustments," noted president Melvin Jaffee.

Changes include a new computer system to improve inventory control and adjust employee hours to shopper demand. Advertising will stress more broadcast.

Pickfte cPickt.

IIlLclc frtlltl thc highest {.trtclc. clcur anrl clcar ull Itclrt rerluoorl. \rr l:orcst pickt'tr havr brcn cre ltin.q uttractir c. stLrrrlr fcnccs tor lcurs.

Bclttrtifirl crltfisrnlrtship. a Ilrgc irtr rnton ol'specilrltr nullu olk ite rrrs lurrl u t,orlnritrncr.rt ttl scrYicc ha"s ntltcle \u Fttrcst /lc source of flrc nrillu ork lilr nruch of \rlrtlrcnr (.:rlifi rrnilr. ,\t lil;rlllc irl (itlthic or (.tlttcortl to fit lr full range o1'cLrstonrcr lrpplicutions. orrr pir ke ts llfc ill stock ltld rcadt ftlr intnrcdilrtc delirerr to lneet \'orlr custontcrs nccds.

'I ltt't't". ll{)ll(('(l l()\tt';l(l(ll('tltr'lt'rtrt-\rr I',,rt'rt i.tltt.r'rrtlr tllrri11. lory11 1.l1.1 1nitkt.t..

R0CKY M0UllTAll{ dealers and vendors at the Mountain States Lumber & Building Material Dealers Association's buying show at the Denver Merchandise Mart, Denver, Co. lll Dave Joseph, Rich Heimsot. l2l Ed Peed, Steve and Janet Manes. l3l Lowell Caylor, Gary Woodward. l4l Larry Powell, Rick Larcon lll Mike Grrelz.loe Kerschen. 161 nlcnaid'Parrott, Bruce Knudson. l7l Galen Reed (seated center) and customers. (81 Jim Warnke. l9l Jim Bakarich. Almost 600 attended the March 9-10 show.

PlyGem Buys DoorAltfindow Go.

Ply Gem Industries has bought for $55 million SNE Enterprises, Wausau, Wi., one of the five largest wood window and door manufacturers in the nation.

With eight manufacturing facilities and six distribution centers in l0 states, SNE produces Crestline and Vetter wood windows and patio doors, Kenergy skylights, AWC wood shutters and bifold doors, and DuoTemp vinyl windows and doors.

SNE will operate as a whollyowned Ply Gem subsidiary under its existing management. SNE's sales have grown 200/o each year since 1984, reaching $130 million in 1988.

Bob Carlson, western regional sales mgr., Weyerhaeuser Co., Tacoma, Wa., hasbeen elected pres. of the National Wood Window & Door Association.

Chris Hoddevik is now traffic mgr. of Northwest Wood Specialties, Portland, Or.

Jack Hulbert, All-Coast Forest Products, Cloverdale, Ca., and his wife, Denise, are the proud new parents of l2 lb. Krista Marie. All-Coast's Jeff Howard, and his wife, Jan, and sons Chris, Andy, and Jake had a weeklong vacation in Nevada City, Ca. Bob Carlson recently competed in the Healdsburg, Ca., FitchMountain lOK Run, completingthe course in 64 minutes.

Ralph Singer, DiamondW Supply, Los Angeles, Ca., moderated a seminar at the National Wood Flooring Association's recent annual convention. Jeff Hamar, Galleher Hardwoods, Santa Fe Springs, Ca., was a speaker.

Bob Denman is new to sales at Rancho Hardwoods, Rancho California, Ca.. according to pres. Jack Havens.

Tom Crabtree, SCR, Inc., Lake Oswego, Or., took a recent business/pleasure trip through Arizona and Nevada.

Tom Barnum has been promoted to national sales mgr. at Deft, Inc., Irvine, Ca.

Curtis Shoup has been named pres. of Jensen Industries, Los Angeles, Ca. Gary Bailey is now v.p. of mktg. & sales, andDavid Torres, human resources mgr.

Jim Rodden has retired as pres. ofMonarch Building Supply, Honolulu, Hi., the firm he founded in 1972. Jack Brandt isnowv.p.of the four Maui stores, and Jerry Mcleod, v.p. of the Oahu and two Big Island of Hawaii units.

Jim Hunter, Schmidbauer, Lumber Co., is back in Eureka, Ca.,after a Mexico vacation.

Edwin M. Savage has resigned as pres. of the western div. of Lanoga Corp., Olympia, Wa.

John Fahs, California Panel & Veneer, Los Angeles, Ca., is recovering from a recent back operation.

Bill and Randy Lentes, Dellen Wood Products, Spokane, Wa., have returned from Long Beach, Ca., where Randy participated in a jet ski competition.

Tim Petersen has been promoted to sales mgr. of Weyerhaeuser's customer service center in Cerritos. Ca.. according to Art Olsen, gen. mgr. Butch Pope, Weber Plywood, Tustin, Ca.,took a recent business/pleasure trip to Arizona. Mike Agnello is new to the Weber sales force.

Keith A. Sternal has been named western regional sales mgr. for Roto Frank of America. Michael T. Pugh is a new sales rep.

Sterling Wolfe, Marquart-Wolfe Lumber Co., and his wife, Loraine, have been in England for three weeks, staying some of the time at the famed Cliveden, the historic former estate ofthe Astor family.

Harl D. Crockett, a retired So. Ca. lumberman, and his wife, Florence, have returned from a month's trip around the world.

JohnTurner, Cal State Forest Products, Anaheim, Ca., and his family enjoyed a recent Utah ski vacation.

Bob Ebert is now trading in the West for the building specialties dept., Central Builders Supplies Co. Cheryl Bolles has joined as director of communications, and Curtis Roberts is now marketing representative, according to pres. Bret Pobanz.

Chris Wray is a new green dimension trader at Arthur A. Pozzi Co., Portland, Or.

George Wood is new to the trading staff of Cascade Forest Corp., Shelton, Wa.

Mike Allen has joined the sales force at Universal Forest Products, opening a redwood buying & sales office in Fortuna, Ca.

Diane Bentley, accounts payable, Lumbermen's, Redmond, Wa., was recently selected her store's Employee of the Quarter.

Cecil Cleveland, pres., Valley Best-Way Building Supply, Spokane, Wa., has been named pres. of the Eastern Washington Subcontractors & Suppliers Association. Ron Holmquist Sr., Door Distributors of Spokane, is pres. -elect.

Arnold Curtis, Northwest Hardwoods, Portland. Or.. has been elected a director of the Hardwood Manufacturers Association. James H. Lee has resigned as HMA chairman.

Wally Spoerlein is heading up the consumer products sales team at Stanley Hardware's newly acquired Acme General Corp., San Dimas, Ca. Other reps: Jim Stevens, architectural products, and Steve Curren, residential products.

Rick Frieders has been named contractor counter sales mgr. at Ganahl Lumber Co., Anaheim, Ca. Jimmy Burns replaces him in sales.

Art Cruz, operations mgr., Ganahl Lumber, Garden Grove, Ca., and his wife, Gina, are the proud parents of 7 lb. 9 oz. Zachary Gilbert, born March28, 1989.

Tom Lindquist is now in sales for Ensworth Forest Products at their Blue Lake, Ca., office, according to Jerry Ensworth.

Frank S. Fiorentino has been appointed director of marketing for Monarch Mirror Door Co., Chatsworth, Ca.

Tom Metzger is new to sales at Marquart-Wolfe Lumber Co., Grand Terrace, Ca.

J. Michael Wallace is now v.p. and gen. mgr. of TreeSource, Portland, Or., succeeding Craig Fletcher, who has resigned.

Ed Fountain Sr., pres., Ed Fountain Lumber Co., Los Angeles, Ca., recently celebrated his 86th birthday. He and his wife, Vivian, spent three weeks touring New York, Washington, D.C., and Canada, according to gen. mgr. Frank Bader.

Todd Burt is a new lumber salesman at Product Sales Co., Orange, Ca., according to Ted Gilbert.

Helen Peterman, Peterman Lumber, Inc., Fontana, Ca., is recuperating from surgery and is expected to rejoin the firm in June.

Rick Williams hasbeen named sales mgr. for TreeSource, Portland, Or. T. C. Black is now marketing mgr Michael O'Malley Remodeling Building Centers, Inc., Phoenix, Az. Joanna Ragussa is a design consultant.

at &

Joe Bushman won Salesman of the Quarter honors for the lst quarter of 1989 at Sequoia Supply, Fairfield, Ca. Greg Kneppel won for the last quarter of 1988, according to Bob Riggs.

Dave Kaney is the new gen. mgr. of, Simpson Timber's redwood operations, Arcata, Ca., succeeding Hank Sandstrom.

INCREDIBlE!

WOOD\XAY

PORTLAND,

COMPLY Lap Siding is a profit-building luxury that you can't afford to be without.

Oregon Strand Board Company is the lap of luxury. In fact, COMPLY Lap Siding's beauty, hand-selected veneers, solid-core strength, dependability, ease of installation, and bottom-line value deliver the ultimate luxury: PROFITS.

COMPLY is more than a manufactured composite panel made from real wood products. We designed money-saving features into COMPLY Lap Siding so a builder or contractor can reduce the profit-killing expenses of materials, labor, waste, personnel and time.

COMPLY Lap Siding offers the luxury of a variety of widths and lengths so you can install it simply, quickly and with a minimum of personnel.

Give us a call and we'll show you how COMPLY Lap Siding from Oregon Strand Board can put you in the Lap of Luxury.

CBS's New Sales Thrust

Its new aggressive operating style has Central Builders Supplies Co. predicting sales to triple in the near future.

The buying group is for the first time actively seeking out new members, hiring a marketing representative to find new recruits and adding a staff of telemarketers to solicit orders from members.

"ln the past, we were strictly a service organization, content to pas-

sively sit backand wait for dealers to call us," explained president Bret Pobanz. "But competition today is stronger, and the more members we sign up, the less it will cost each member."

CBS has also signed on a director of communications to ensure continued technological advances, begun four years ago when it introduced its innovative A Line computer network. "We were the first, but now it seems every group has or is installing a new system," said Pobanz.

With more than 525 members. CBSexpects sales of $300 million in 1988 to exceed$320 million in 1989 and perhaps "snowball" in the next few vears toward $l billion.

Fishman Resigns From Show

Bill Fishman, a columnist for this magazine and director of professional programs and special events for the National Home Center Show since its inception in 1976, will resign after the close of the 1990 show.

"The success and continued growth of the show has created restraints on our consulting activities (Bill Fishman and Affiliates Marketing Services, Inc.)," he said. "lt's time to move on to other things. It also is time to take my company's expansion plans off the back burner. This fall we will be adding stalT at our San Diego, Ca. headquarters, enlarging our national network of affiliated consultants andbeginning an aggressive campaign to expand our client base."

John Berry, director of the trade show division of Vance Publishing Corp., the show sponsor, said that the funtions performed by Fishman and his staff will be handled internally after 1990. No successor to Fishman has been named.

Glen Oak Rebuilds Plant

LEAIIEBS 0l the Wood Moulding & Millwork Producers Association for 1989: Stu Westlake. Louisiana-Pacilic Coro., Bed Bluff, Ca., immediate past pres.; Tom MacDonald, Contacl Lumber Co.'s Clear Pine Mouldings, Inc., Portland, 0r., pres; Robert Weiglein, Snider Lumber Products Co., Turlock, Ca., v.p.; Oave

Rix, Yuba River Moulding & Millwork, Inc., Yuba City, Ca., treas., and Bernard J. Tomasko, executive v.p., WMMPA. Elections were held at the annual meeting in Ventura, Ca. See The Merchant Magazine, April, pp. 66-67.

Glen Oak Lumber & Milling, Inc. is nearing completion of a state of the art 20,000 sq. ft. plant being built to replace a facility destroyed by fire last year.

The Montello, Wi., plant, which will have restricted access, expects to be on line in July producing S4S hardwood. Several new products are being developed for later release.

"..rs* f"

Srel Potanz

Gustorrr \tilliqQ $pet'ialists

NEW PRODUGTS

and selected sales aids

Heat Wave

Curved glass sections of sunrooms and solariums are now available in Heat Mirror insulating glass from Four Seasons Greenhouses.

features two 20-tooth reciprocating blades. They are said to dramatically reduce the danger of flying debris, prevent kickback caused by a blade striking a fixed object, and stop the blade immediately when the engine is shut off.

The tool can be used for trimming, pruning and edging.

Quickly Posted

Post Up, which reportedly allows for installation of mailboxes, fences and signs in minutes, is new from Gordon Corp.

Well Seasoned

Seasonite, a stabilizing treatment for new exterior wood, is now available from The Flood Co. Properly applied, the product provides a slow, steady seasoning to help minimize shock to the wood from changing weather conditions, reducing splitting, swelling, cupping and warping.

It can be used on new pressure treated deck and patio lumber; new cedar and redwood decking; cedar, redwood and other wood siding; wood fencesl cedar shakes and shingles, and unfinished outdoor furniture. The stabilizer assures

Heat Mirror, a transparent coating of metal atoms vacuum-deposited on clear polyester fllm and mounted inside sealed insulating glass, acts as a selective filter, allowing light to pass through while reflecting heat backto its source (inside or outside).

Trim Without Spin

The Reciprocator garden trimmer is new from RedMax.

Unlike traditional trimmers, which use spinning nylon line to cut weeds and grass, the new unit

Constructed of steel with an integral corrosion-proof finish, the product features a unique Forcefit clamping device for quickly lodging posts in place.

dimensional stability and good conditioning for woods that are not to be finished, although it also provides a sound surface for painting, staining or finishing.

The treatment can be applied directly with a brush or roller or sprayed on with an ordinary garden sprayer or very low pressure airless equipment.

The product reportedly penetrates into the wood, keeping both a light color and well-cared-for appearance as it weathers. Since it is not a surface coating, there is no cracking, blistering or peeling.

Outdoor Night Lights

Two new l2-watt outdoor lighting fixtures have been designed for allweather use by ICI Lighting.

The Jar-Light features a cylindrical diffuser, while the Globe-Light is spherical in shape. Both are reportedly easy to install and inexpensive to operate.

A fluorescent U-tube operates effectively in temperatures down to -30"F, and an optional photocell can automatically turn the light on at dusk and offat dawn.

Portable Patio Lamp

Patiolights from Flame Engineering use LP or natural gas to provide a soft, warm light from a real flame.

vinyl strips are pre-cut and pre-drilled for easy assembly with plastic fasteners. Tools are not required. Available are two patterns: diagonal, up to 5'8" widths and almost unlimited lengths, andrectangular, upto 8' x 8'.

Euro Swings

A new line of deluxe garden swings featuring European styling has been introduced by IEM Marketing, Inc.

The swings seat four and are available in six different models and a variety of waterproof fabric finishes and colors.

The lights can be made portable, stationary or mounted on a vertical non-combustible wall. A wide selection of posts, brackets and heads is offered.

Class Lattice

Three new vinyl lattice products have been introduced by Cross Industries.

Cross/Weld-R lattice panels are reinforced with 500Ib. test polyester cord to increase impact resistance. All joints are chemically welded without staples to prevent rusting and pulling apart. Diagonal and rectangular patterns come in eight colors.

CrossAVeld-T lattice is produced from tubular vinyl strips shop welded into durable panels, reportedly making them resistant to scuffing and marring. They are available in pre-cut sizes up to 4' x 8'.

Cross/Snap unassembled tubular

For more information on New Products write The Merchant Mogozine.4500 Campus Dr . Surte 480. Newport Beach. Ca 92660

Please mention issue date and page number so we can process your re' quest faster! Many thanksl

Sandy Planters

The complete line of Akro-Mils Specialty Products' clay-look pots and saucers are now offered in a sand-colored finish.

Molded of durable polypropylene, the plasticpots and saucers are lightweight, sturdy, impervious to moisture and said not to chip, flake or stain.

Pots and matching saucers come in seven sizes, from 6" in diameter for small plants up to 24" across for largeshrubs or trees. All potsfeature holes for drainage and rigid sidewalls.

Garden Party

A versatile group ofsnap-together products that transform an ordinary garden hose into a full lawn care system hasbeen introduced by Rain Bird.

%*****@; -*-ry" .-m

The keys to the Quick & Easy System are two unique connectors, a faucet-to-hose connector and a hoseto-accessory adapter with shutoff, enabling any product toconnect with the end of a hose without being threaded and without shutting off the water.

Offered are three different packages: a starter kit, a car wash kit and a garden shower kit. All the elements ofeach kit, including car wash brush, shampoo sticks, trigger nozzle, gentle spray wand, gentle spray nozzle and adapters and connectors, are available individually.

Fine Pruning

An entire merchandising system to promote pruning tools has been devised by Corona Clipper Co.

The "Prune Like a Pro" program includes point-of-sale displays, window banners, in-store signage and a sweepstakes.

Awnings On The Move

Retractable patio coverings that can be conveniently stored under a home's overhang or an optional aluminum hood arenew from Pease Industries.

The awnings are available in l4 colors and a variety of patterns. They

sensor, which automatically retracts the awning when strong winds blow, and a sun sensor toextend the awnins on bright, sunny days.

Free Sparking

A new continuous ignition gas match from U.S. Catalytic Corp. reportedly will never blow out, even in the strongest winds or rain.

Hard Handling

Three new "Power" tools with sturdy fiberglass handles have been introduced by Structron Corp. With handles said to be 40Vr stronger than wooden handles, the tools are a 36" aluminum landscape rakeand two garden/nursery spades.

are custom-made to any width up to 19 ft.. with either an 8- or lO-ft. extension.

Optional accessories include a wind

Unlike other gas ignitors, it is designed to shoot a continuous spark across the gas jet. Other features include an adjustable flame from a low of 3/4" to a high of 4", fuel viewing window to see the level of refillable butane, l000lr safety shut-off lock and carrying handle.

The l4-3/4" tool has a 5" stainless steel ignitor tube.

Gedar Deck Lights

Low voltage deck lights with durable cedar ends encasing rugged, diamond-shaped lighting fixtures are new from Intermatic.

beneath the deck surface.

The system requires only l2-volt current, making it safe around children and pets and economical, costing about 50per evening to operate.The unfinished cedarends canbe stained or painted to match any house or deck.

The Malibu lights are available as a single accessory fixture or as part of three complete sets (four fixtures, 50 ft. of cable and automatic timer; six fixtures. 75 ft. of cable and timer, and eight. fixtures, 75 ft. of cable and tlmer.l.

Drip Service

Designed for mounting on steps, walls, rails, beneath benches and even on the ground. the lights require no special tools for easy installation. Their low voltage cable canbe placed beneath a rail or laid out of view

Premoistened, toss-away cloths for removing wet paint drips arenew from SansherCorp. Treated with mineral spirits, Dad's Painter Wipes work on oil and water-based paints with no harm to old finishes. They reportedly will alsoremove tar, grease, price sticker marks, waxes, glue, adhesives, scuff and heel marks, shoe polish, crayons and oil.

Each pop-up container holds 60 cloths.

Test Spin

An adjustable nut driver from Channellock is now offered in unique packaging that allows customers to rotate the socketandthe handle in the package.

The sockets can be used with standard ratchet wrenches or spinner handles and come in three drive sizes: I /4",3/8" and l/2".

A locking jaw mechanism grips both standard and metric fastenerseven if they are rusted.

Ready For An Emergency

A home emergency kit to prepare for earthquakes, hurricanes and other natural disasters has been designed by CDl.

Packed in a water repellent storage bag, the kit includes an instructional audio tape, 52-piece first aid kit, first aid manual, AM/FM radio with batteries, two light sticks, 15function army knife, four hooded ponchos, two solar blankets, work gloves, two boxes of windproof/ waterproof matches, two gallon water bag, one bottle of vacuumpacked water purification tablets, folding shovel, camper's mirror, 50 feet of nylon cord and four candles.

SVersatile Sealer

A transparent sealer said to protect wood, brick, stone andunglazed tile from moisture damage, discoloration, rot anddecay is now available from Waters Edge Protective Coatlngs.

Protect'n Seal contains no solvents, pollutants or carcinogens and is non-flammable and non-vaporous. Recommended for decks, siding, fencing, shakes and masonry, the product's tannin block system makes it especially effective on redwood and cedar.

Liquid Sand Blaster

Texture-Offfrom Zinsser helns to restore texture-finished walls-and ceilings to their original smoothness quickly and easily.

The product is rolled on the wall or ceiling, and an hour later the old paint can be removed with a stifl'4" or larger putty knife. For most surfaces, a single application is reportedly sufficient.

The product is said to contain no dangerous chemicals, have a very mild odor, clean up easily with soap and water, and not damage drywall or plaster.

The remover is available in gallon cans and 5-gallon pails.

Jirn Munnay n Bob Weiglein D John Picot

Surrounded By Steel

Two new designs of Village lronsmith fencing and gates have been introduced by Leslie-Locke.

Hot To The Touch

Pak-Heat portable pocket warmers from EJW North America are now offered in a mini-size.

The new size is small enough to fit into gloves and boots and will last up to 12 hours. They come 12 to a package.

The regular size fits into shirt, jacket or pants pockets and will last up to 20 hours.

The Columbia design features clean, simple lines, while the Classic design offers accents in swirling scrollwork and spearpoint tips on vertical members.

Both feature top and bottom rails built for extra strength, using l " steel tubing welded throughout. Gate frames have 1" tubing all around. Accessories include skin-packed, selfmerchandised gate springs, cane bolts, gravity latches and fence mounting brackets.

Nominal 4', 6' and 8' lengths are available in heights from24" to72" on both fencing designs. Each vertical member is a 5/8" square tube with 3-718" opening between verticals.

Deck Care Depot

The Cuprinol Deck Care Center, a display providing one-stop shopping for deck stains. preservatives. wood seals and cleaners, is new from Darworth Co.

I' thru 32'

Stockinq both #1 & #2

UNIVERSAT FOREST PRODUCTS CO. (FORMERLY FAR WEST FIR SALES)

4554 So. El Dorado St. Stockton, Ca.95206

(2091 942-OA2s

FAX 209.982.4553

The merchandiser includes a 3-ft. header, color card, fan deck, shelf talkers, "Deck Tips" brochures and brochure holder.

Rx For Decks

Dekswood Cleaner, a general use cleaner/brightener for exterior wood surfaces, also can beused for cleaning a variety of other surfaces, according to The Flood Co.

The product reportedly will clean and brighten weathered wood decks, wood siding, aluminum siding, sandstone and masonry patios and steps, stripped furniture, and chalky or faded fiberglass awnings, R.V.s or patio furniture.

Equipment needed for application includes a broom or brush to sweep away debris, a stiff fiber scrub brush, mixing pail, garden hose with nozzle and rubber gloves.

For more information on New Prod ucts write The Merchant Mogazine.4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

Brick Clip

A new clip to hang pictures, signs or other objects on brick is now available from Ameritrade Interna-

tional. Made of tempered spring steel, the Brick Clip snaps around the brick to securely hold up to 25 lbs. It fits standard brick 2" to 2-1/2" in heisht which stand out l/8" from the m-ortar ioint.

Vinyl Flooring Underlayment

Structurwood I /4" underlayment, a stiff, dense material specifically engineered byWeyerhaeuser for use under vinyl flooring, is now backed by a one-year limited warranty

against telegraphing seams, warping, buckling, delamination and splitting or cracking when nailed or stapled. The product is said to be consistent in thickness, flatness and squareness for faster, easier installation.

Shear Comfort

Four new garden tools have been de'signed with contoured cushion hand grips for added comfort by Corona Clipper Co.

The new shear offers increased leverage in the cutting action and lightweight handles to reduce fatigue. The Drop-Forged cutlery steel pruning head cuts up to 5 /8" branches.

The Comfort line includes a trowel, transplanter and cultivator.

These tools feature lightweight aluminum alloy construction, hand polished to a high luster finish, that will not bend. break or rust.

Read The Door

Sample outdoor storage buildings for display with valuable product information silk-screened directly on the door are now available from Arrow.

The 10' x 2' posterdoors alleviate the problem of damaged and misplaced posters. They describe the building's features, type of finish used, warranty, strength and durability.

Wresistant Wrap

Barricade building wrap, said to block air infiltration while allowing moisture to pass through so in-wall condensation can't occur, is now being distributed by SlaughterBrothers, a division of Furman Lumber.

Manufactured by Simplex Products, the woven polyolafin wrap reportedly is tear-resistant for dur-

ability and translucent for easiersiding installation. The product comes in standard 3',4-7/2' and 9' rolls.

A marketing program includes displays, literature, in-store posters, ad slicks, dealer training, in-field representatives, consumer d-i-y kits, and extensive end-user promotion.

Used to enhance any home, the ornate plasterwork includes decorative cornices, arches, dado rails, panel mouldings, ceiling centerpieces, niches and fireplaces.

Decorative Architectural Touches

A variety of fibrous plaster architectural products featuring a beautiful hand-crafted finish have been developed by Thomas & Wilson Ltd. of England.

The Dock ls In

Waterfront home or pond owners canassemble their own floating docks or swim floats using a modular system of do-it-yourself docks introduced by Sullivan Flotation Systems.

The 10' or l2' docks reportedly can be assembled in two steps, taking about two hours.

First a simple frame is bolted together using the provided pre-cut, pre-drilled special marine standard, pressure treated lumber and hot-galvanized, anti-corrosive

bolts. Hardware also includes Extren reinforcing angles and anchor eyebolts and screws for attaching to other docks.

Next, 24 pieces of pressure treated pine decking are screwed down onto the frame, Unsinkable pontoons can then slip snugly underneath.

Anchors, ramps, extra pontoons, bumper strip cushioning, dock rings and dock connector kits are also available. Units can be added to make longer or different shaped docks. .

e

o Water-Borne Salt

. CCA Twe A

o Grape5takes

. Posts & Poles

Swing Time

A swing-support assembly with a classic country design ideal for any lawn, poolside or patio is now offered bv Port-A-Swing.

The Williamsburg swing support reportedly can be dismantled for easy transport in 30 minutes with two people to bolt and unbolt the take apart sections. Its weight-distribution design provides stability without holes, anchors or concrete in the ground.

P80M0Tl1{G Southern Pine decks: lll Joe Petska and SFPA's Richard Wallace. l2l Bill Younger, Eric Walz, Kermit Tucker, David Still. 13l Linda Priddy, Janice Kofnovec, Robert Suarez. l4l Steve Hollis, Mike Sievers, Gino Pedatella, Bob Wuerch, Chuck Johnson, Brad Bradford, Dick Rose. l5l Dave Brunz, Duncan 0ickey. (61 Gene Nelson. l7l Ron

Massa, Pete Smart, Pat Patranella. l8l John Baker, Terry Dowell. lgl Ken Dahlgren, Bill Bird. ll0f Bobert Poitevent, Sandra Truelove, Tom Ponthieux. llll Tom Lockett. [l2l Betty Mirtz, Steve Donaldson, Don Mirtz. ll3l Tom Cullen, John Judd. ll4l Roman Tafelski. (l5l John Cashmore. ll6l Eddie Suzuki. Il7l Jerry Roark. llSl Ken Turner. (l9l Chuck Johnson.

120l Joe Bell. 12ll Durand Darbyshire, Roman Talelski Jr., Jeff Easterling. {221 Keith Pound, Pat Lynch, Willard Page, John Brothers, Harry Sanneman l23l Mike Ward. l24l Ken Trotter. 125l John Horton, Ed List, Rodney Sessions. 126l Russell Stadelman ll, Mike Heitzman. Tonv Posner.

The National Home Center Show

THE National Home Center

I Show was big, bright and brassy, 1277 exhibitors spread across 440,000 square feet in Chicago's enormous McCormick Place convention hall. Miles of aisles separated the exhibits, which ranged from the Basic Boring Booth to large andoutstanding examples of the species such as presented by GeorgiaPacific and The Weyerhaeuser Co. A number featured second floor exhibit and conference areas. while others used the highceilings to proclaim their wares with 30 foot high displays.

The show climate was positive, with attendees and vendors generally in concert that 1989 would be at least as good as last year. Attendance at the March 12- I 5 show was saidto be in excess of 35,000.

Keynote speaker Tom Peters, coauthor of In .Search ofExcellence,told a standing room only audience that rapid change means there are no longer tried and true management principles. He called market share an invalid measure and said a value based advantage was more enduring than a cost based advantage. "Perception is all there is, " Peters stressed, adding, "service is still decisive. Service in America is so lousy, you don't even have to be great to be considered great."

The outspoken Peters challenged retailers to pay their front line people well, "even the part timers, whom many of you treat as if they were pond scum. Thesepeople are heroes in your business, they're critical to your success." All business is people, heconcluded.

A home center all star panel of

Bernie Marcus, Home Depot; Frank Denny, Builders Square; Hal Smith, Ernst Home & Nursery Centers, and Robert Strickland, Lowe's, told a jammed breakfast meeting that the industry was still growing and had more growth in it.

Denny floated an interesting trial balloon when he related his company had considered a 30.000-50.000 square foot store with no service at all. Strickland criticized specification sheets for products as being cast too much for store buyers and too little for customers.

Story at a Glance

Industry attitudes upbeat, positive.. .1277 exhibitors, many new and revamped products, services.. speakers' consensus: change in the industry will continue to accelerate.

Marcus forecast the home center industry to be a $200 billion industry in l0 years. He said the industry will change vastly, especially among the players, but that stores should change gradually, not abruptly. Smith said change must be the result of good research, reflecting customer needs and wants. His firm continues, he said, to look for better products and better information for his customers.

Among a large number of new product and service introductions

was the Weyerhaeuser Design Center, now being installed in selected cities around the country. It allows a salesperson, using their computerbased design system to literally design a deck before a customer's eyes. It uses software that can produce a complete materials list and price list. The system conforms to most building codes.

The Osmose Company unveiled a new product label incorporating a red, white and blue flag theme that ties in with their program to present their products as America's Wood. The firm is the only American/employee owned CCA chemical manufacturer. A video with the America theme will be shown to more than 100 treating plants in coming months.

Two industry veterans were inducted into the Home Center Hall of Fame at a special ceremony. Honored were Leonard "Lanny" Gertler, president of the All American Home Center, Downey, Ca., and Philip Mansfield, retired executive vice president of Maryland-based Hechinger Co. Winner of the 1989 Pioneer Award was Stanley Cohen, former chairman and president, Central Hardware, St. Louis, Mo.

A major innovation at next year's show will be the grouping of exhibits by product category. For example, all lumber and building materials/products will be in one area. The 1990 show will be held March ll-14 in McCormick Place East and the upper level of McCormick Place North in Chicago.

HOme Cgntef ShOW (C,tnrinu,',trnttn pugt'.5J)

ww a

The locusts are coming!

f HROUGHOUT the South and I the East, they are everywhere. Extensive planting has filled regions with this pair of attractive, resilient woods. Still, they are rarely found in stock at the local lumberyard. Labeled problem woods, honey locust and black locust traditionally have generated low demand. As a result, the hardwoods have been too long overlooked as viable commercial products, being most often reserved for use as fence posts.

Although the two hardwoods havemany similar properties and are both under utilized, they are unrelated.

Story at a Glance

Honey locust and black locust are always found in the woods but not often in the lumber yards these locusts are unrelated but both are under utilized due to physical shortcomings... commonly used for fencing.

EXCELLEI{CE GURU [ll Tom Peters lavs it on the tro0Ds. (21 John Schick, Brenda Eiiiott [31 Paul Hylbert, Hal Huff. l4l Rick Bates, Janet Folk, Lorrie Elson (front), Joe Taylor, Roger Freeman. l5l Jerry Kohnke. [6] Ken 0ahlgren, Bill Bird. 17l Ed List, Pat Simpson, Jim Basler, [8] Steve Snavely, John Reed, Glenn Miller. l9l John Snead, Hank Feenstra. [l0l Dan Gauthier, Bobby Hill. Illl Dick Passaglia, Peter Dale. ll2l Brad Fee. ll3l Jim Talt, John Cavers, Mark Gantt. Il4l Bill Zagone, John Zagone, Jack McGee. llSl Richard Wallace, Don Jaenicke. Il6l Brian 8urke, Paul McKay. llTl John Reed, Charles Berolzheimer. Il 8l Dave Bunz, Laura Schulze, Rich Viola. Il9l Dick Tuchbreiter, Herb Zielke, Randy Byrne. 120l Pat Smith. Jeff Massnick. 12ll Bob Howard, Bob Riggs. l22l Mark Dorn, Dennis Ballam. [23] John Mele, Audrey Riordan, Joel Strauss. 124l John Bates. Steve Davis.

Honey locust (G/edrtsis triacanthos), generally marketed in the South simply as locust, features a heavy, coarse-grained heartwood, light orange-red in color. The narrow sapwood is a creamy white, presenting a nice contrast to the heartwood. But unlike the heartwood, the sapwood is not durable.

Although the hardwood is very hard, heavy, strong and stiff, with exceptional nail-holding ability, it has a tendency to split. Its most obvious problem, though, is immediately detectable - its thorns. Long, stiff, needle sharp thorns cover the trees from the bottom of their trunks along the length of their branches. Some locusts have more thorns than others, but all will deliver their share of pain to would-be loggers.

Yet honey locust is fairly inexpensive, resulting in its use in joinery, general construction, wall paneling, interior trim, upholstered furniture frames and other structural parts. It is also commonly used for pallets, skids and containers.

Honey locust isnot related to, but is often confused with mesquite or ironwood.

Courbaril (Hymenoeo courbariD,

also known as West Indian locust or simply as locust in the West Indies, is a darker, distant cousin, coming from the same Leguminosae family.

Black locust (Robinia pseudoacacia) will usually be found farther north in the United States than honey locust. It has also been planted in Europe, Asia, North Africa and New Zealand. Straight grained and coarse, the wood looks green when freshly cut but soontans to a golden brown.

Its best qualities are extreme durability, easy gluing, medium strength in bending and crushing, and excellent steam bending properties.

Its flaws are more numerous: low resistance to shock loads and stiffness, difficulty in machining and nailing, some blunting of tools, slow drying often leading to distortion or bad warping, andoccasional staining if it comes in contact with iron or steel following steaming. Although known for a durable heart, older trees may have rotten heartsand the sapwood is liableto attack by powder post beetles and common furniture beetles.

Since it is so often defective, black locust is often as hard to locate on the market as honey locust. But black locust is a tough, durable wood, especially when placed in the ground, and has been devoted to rougher, external uses, such as for wheels, barrows, wagon bottoms, stakes, gates, boat planking, and vehicle bodies. Selected material may be saved for joinery, cabinetry and sliced veneer.

Given their reputations as trouble makers, honey locust and black locust could prove an unexpected, inexpensive source of hardwood if granted a second chance.

NEW LITERATURE

Outdoors: Lights On

An outdoor light pole booklet is free from The Shakespeare Co., by calling (800) 845-7750.

Outdoors: Shingle Siding

An 8-p. interlocking waterproof shingle siding panel booklet is free from Cedar Valley, by calling (800) 52l-9523.

Outdoors: Sprinkle, Sprinkle

Information on a full line of lawn sprinklers is available from H.B. Sherman Mfg. Co., 1450 Rowe Pkwy., Poplar Bluff, Mo. 63901.

Outdoors: On The Edge

A l0-min. video on a new trimming and edging tool is $14 or $25 for a onehour continuous reel version from RedMax, Box 1545, Norcross, Ga. 30091.

Outdoors: Extra Coat

Information on Deck-Pro-Tech, a new deep-grain wood treatment coating, is available from Monsey Products Co., Cold Stream Rd.,Kimberton, Pa. 19442.

Outdoors: Gompact Deck

Plans for "The Compact Deck" are free from the Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Outdoors: Planters

"Home & Patio Planters," a brochure of clay-look plastic potsand saucers, patio urns and English planter boxes, is free from Akro-Mils Specialty Products, Box 989, Akron, Oh. 44309.

Outdoors: For The Birds

Making Birdhouses & Feeders, a 128-p. book for constructing 39 different models, is $9.95 in paperback, $19.95 in hardcover from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

Outdoors: Treated Figures

The 1989 American Wood Preservers Bureau brochure and the Micklewright detailed 1987 "Wood Preservation Statistics" for all wood preservatives are available from AWPB, by calling (800) 445-3068.

Outdoors: Gazebo Guide

A plan sheet for a build-it-yourself garden gazebo (No. 28) is free for the first 25 copies, 250 ea. thereafter from the Western Wood Products Association, Yeon Building, 522 SW 5thAve., Portland, Or.97204.

Outdoors: Garden Tools

An 8-p. garden tools catalog is free from Rain Bird, 145 N. Grand Ave., Glendora, Ca.91140.

Outdoors: Glass Houses

A l2-p. solarium catalog is free lrom Sunshine RoomsInc., by calling (800) 222-1598.

FOR PROMPT SERVICE

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

Outdoors : Waterproofer

Information on a paintable waterproofing sealer for preventing water damage to masonry, concrete and wood is freefrom Okon, 6000 W. l3th Ave., Lakewood, Co. 80214.

Outdoors: Pressured Scape

"Pressure Treated Wood in Landscape Architecture," an updated 4-p. booklet, is free from the Western Wood Preservers Institute, 603 Stewart St., Ste. 1018. Seattle. Wa. 98101.

Outdoors: Tone & Toughen

A brochure on new Wolman RainCoat Water Repellent with Natural Wood Toner is free from Kop-Coat, Koppers Building K1824, Pittsburgh, Pa. 15219.

Outdoors: Deck News

"The New Deck Guide," a 44-p. booklet on how to add a deck, arbor, porch or gazebo, is$3 (refundable with purchase) from Georgia-Pacific, Box 2808. Norcross. Ga. 30091.

Outdoors: Up & Over

Information on retractable awnings is free from Pease, by calling (800) 5431180.

Outdoors: Deck Package

"Building a Deck," a how-to video and booklet (No. 44073), is $19.95 plus $1.90 shipping from Better Homes & Gardens, by calling (800) 678-2665.

Outdoors: Get The Wood Out

A d-i-y brochure on all types of exterior wood treatment procedures is free from DAP Inc., Box 277, Dayton, Oh. 45401.

Outdoors: ldea Book

Do-lt-Yoursel/ Outdoor Projects with 864 illustrations is $12.95 in paperback from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

Outdoors: Watersavers

A 48-p. garden watering products and systems catalog isfree from Rain Bird, 145 N. Grand Ave., Glendora, Ca. 91740.

Outdoors: Project Plans

The New Deck Guide, a 44-p. book on adding a deck, arbor, porch or gazebo, is $3 (refundable with purchase) lrom Georgia-Pacific, Dept. DIY 2820, Box 2808, Norcross, Ga. 30091.

Outdoors: Under Pressure

"What You Should Know About Pressure Treated Wood" is free lrom the Western Wood Preservers Institute, 5830 Oberlin Dr., Ste. 300, San Diego, Ca. 92121.

Outdoors: Roof Directions

"How to Roof with Asphalt Shingles," a 21-min. presentation, is $40 on VHS videocassette or $125 in sound/ slide format from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd.. Rockville. Md. 20852.

TREATED LUMBER & PLYWOOD

Meets so€cifications: AWPA C-27-84 &C-

20-84, ASTM E-84, MIL-L-1 91 40 Type 1, FR-S. M€sts UBC standard 42-1. D-BLAZE is a clear f ire retardant treatment"

D.BLAZE FIRE TREATMENT fire retardant lumber - UL label

REDWOOD

CONSTRUCTION HEART ROUGH

x4, I x6, 1x8, 1 x1 2

2

PATTERN STOCK

4

ccx - 3/8, 1/2.5/8,3/4

1-1 /8 2-4-1 T&G - NCX T-1 -1 1 -5l8

CZCLP.2 DF MUDSILL AWPA C.2

6x6, 6x8, 6x l 2, 8xB

ACZA CHEMONITE - AWPA - C-14 & c-l8

lumber-loundation grade - in ground

2x4 &2xo

plywood foundation grade

1 /2 & 3/4 CDX STR I

#3 DF lagging LP-22

3x1 2 Rough #1 DF MUDSILL - CZC school lobs

2x4.2xo

COPPERNATE "250'' TREATING SOLUTION 1&5gal.pails

2

4x6, 4x8, 4x1 2

2,8xB

CONSTRUCTION COMMON ROUGH

1x4,1x6,1x8,1x12

2x4,2x8,2x8,2x1 2

1 x6 Dog Ear Fencing 4x4 - 8' Post Grad€

CONSTRUCTION HEART S4S

1 x6, 2x4, 2x6, 2x8,2x1 2 4x4

DECKTiTG S4S

2x4 BEE KD S4S

2x6 BEE KD S4S

1 / 2" x4", 1 / 2" x6" Beveled 1 /2"x8" Beveled 'lxB Pettern 7-1 1R

1 x8 Pattern 7-1 2R

CLEAR HEART S4S KD

1x4, 1x6, 1 x8, 1 x1 0, 1 x1 2 2x4, 2x6, 2x8, 2x1 O, 2x1 2 4x4

CLEAR AYE S4S KD 1x4,1x6,1x8,1xl2 2x2,2x4,2x6,2\8, 2x1 O, 2x1 2 2x8 Beveled Sill

CLEAR DOUGLAS FIR

CLEAR VG DOUG FIR S4S KD

1x4, 1 x6, 1 x8, 1 xl 0, 1x1 2

1x4T&GFlooring

5/4xl2Stepping

2\4, 2x6, 2x8, 2x1 O, 2x1 2

4r4,8/4xl2tough

3x3-3xl 2. 4x4-4x1 2, 6x6

ROUGH DOUGLAS FIR

#1 DOUG FIR ROUGH AND S4S

2x2,2x4,2x6,2x8,2x1 O, 2x1 2

3x3,3x6,3x8,3x1 2

4x4, 4x6, 4x8, 4x1 O, 4x1 2, 4x1 4

6x6,6x8,6x1 0,6xl 2,6x1 4

8x8, 8x10,8x14,'12x12

GIASS!FIED]

LOOKIN(; lor a new challenge! .10 .v-ears excellent experience. including home center manager. operational manager of wholesale distribution center -..]0 million in sales. general manager ofcontractor and retail chain. ('ontact llox -597. c/o The Merchant N,lasazine.

SA I,ES POSITION WANTT,D

No. ('a. salesman with wholesale wood oroducts & building materials experience. ('alled on architects & general contractors as well. Aggressive. team player, selfstarter, will relocate. ('ontact Box 598. c/o The Merchant Masazine.

SALES: Wholesale lumber/plywood distribution center in So. ('a. has openings for selfmorivated individuals with background in direct & out of warehouse sales. Excellent commission program wilh career opportunilies. Please inquire in confidence to Parr Lumber ('o.. PO Uox 989, Chino, ('a. 91710 or call Rick Houk (714) 627-09{.1.

Twenty-five (2-5) words ior $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (7 I 4) 852- I 990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have establtshed credit with us.

(;ANAHl, LUMBER is looking for one new salesperson. (lall Peter (ianahl for an appoinlnenr ar (714) 772-5444.

KIll.l.IlHER ('ORP. is looking lbr a person to nranage their I)lackpoint, ( a., lacilit.v-. (iood pa-v-: good benellts. ('all l)ick Willianrs (.115) li9l-8921 or (.115) 15.1-8861

NORTHERN ( alilornia hardwood wholesaler looking lbr experienced outside sales person 1cl sell in Sacrantento, ( a.. area. []enefitssalancontmission commensurale with experience. (-ontact llox 596. c/o T'he Merchant N{aeazine.

.IOIN OTJR TEAM

[:xpanding wholesaler needs hardwood luntber stlesperson who \rants to gro$' with a growing compan\. Sonre nrilling knowledgc helpful. llc part of a succcssorientcd leilnt. I irsl (Llss conll)cnsiltion and bencfits. Nlariners l.orest l)roducts (71.1) 751-08(X). .\sk for ( linr or.tai.

LUMBER CARRIERS from Berkot

z Especially adaptable to customer needs

z Scientifically designed for all typesof work

z Balanced for ease of handling

TIMBERS

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

EXPERIENCED TRADERS

Opportunity available to join one of the top office wholesale teams in the Pacific Northwest. Specifically looking for plywood, boards. green Doug fir, cedar and hardwood traders. J'op commissions and benefits. N'tust be able to relocate.

All replies in confidence to: N{arv Sprecher. mktg. mgr. ('ascade Empire ('orporation P.O.Box 2770 Portland. OR 97208

IOLL FiEE Corporot ion 800-547-9371

FI,ATBED & Van Directories. [:ach $19.95 + $.1 postage/handling. 1,000s of LJ.S. & ('anadian carriers. Snowy Mounlain Enterprises, 2013 NE Roberls Ct., Dept. D-389. (iresham, Or. 97030-2748. (-s03) 661-5911. Claude Dion. (All orders filled same day received)

MERSHON & Co. Twin Band Saw. .16" wheel. new hydraulic motors, 3-phase, I 5 hp in feed. 20 hp out feed. Serial No. 9,162,.14. $9,000. Bear Forest Products (714) 874--s910. Ask lor Linda.

HYSTER forklif t serial no. 871,3 l73KfJ225t:. 1966 propane, 22.-s00 lbs.. $18.000 IiOB San I)iego, ('a. Ask for T'on1" 1119) 474871 4

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or tnining. Donrestic Hardwoods. $12: Southeast Asian Hardwoods, fi; South American Hardwoods. $6: all three. $19. Send your check today including nanre and address to Hardwtxd Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite.{80, Newport Beach, Ca. 92660.

TWISTED AND WEATHERED

Douglas Fir S4S andrough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter. Hunter Woodworks, Ql3) 775-254a,Q13) 835-5671.

GLASSIF!ED ADUEMTISEMTENTS

uusrNuss ACQUtsrTroN AvAr t,ABr.rl [.unrber and I]uilding Supplies. Sales $4.1)N4. Profitable. lluildings and .-l acres available. ('entral ('alilornia ( oastal area. Please reply with background to: Richarcl Querry (No. 2..l l l). llox l9-599. lrvine. ( a. 9271..1 or L\X(7I4)7-s6-0,s73.

BUSTNI]SS A('Q[JtStTION AVAr t.ABl.8 Wholesaler - ('onstruction Materials - (oncrete block, stucco, drywall and lumber. Sales $4.7M. Profitable. [-os Angeles. ('a. Please rcply with background to: R ichard Querry (No. I5tl9|). tlox |9599. lrvine, ( a.927|..1 or l,A x (7 l4)7-s6-057..1.

LOCAL LUMBER hauling Soutirern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-0426.

"We're so proud...weput

-SOUTHERN CALIFORNIALOSANGELESAREA

BUYE H]S

SAN FRANCISCO BAY AREA

Enterprises

Lumber Co.

Internalional

Creek Lumber Co.

Lumber C0.

Forest Products

Lumber Inspecti0n Seryice

Redwood Assn.

Transporlatron

Pacilic Corp.

Corp.

Corp (0akland)

Corp. {San Jose}

Lumber Co. (Monterey)

Lumber C0. (Uni0n City)

NORTHERN AND CENTRAL CALIFORNIA

ARCITA/EUNEKA/F|lfiUTA

oRANGE, R|VERS|DE & SAN BERNARDINO COUNTIES

Products

All Coast Foresl Producls

American Hardwood Co.

Anlinson Lumber Sa|es

Eeadex l\4anufacturing

Bear Forest Products

Burns LumberCo. .... ....

Cal State Forest Products

California Lumber Inspection Seryice

Canlor U.S.A. Corp.

Capital Lumber C0.

Catroll l\,loulding Co.

Cascade Empire Co.

Certified Coatings

El&El Wmd Producls Corp

Ensworth Forest Products

Fontana Wholesale Lumbel

Fountain Lumber Co., Ed

Freeman & Co., Stephen G

Fremont Forest Producls

Ganahl Planing Mill .....

Gmrgia-Pacific Corp. (Anaheim)

cioidii piirrii inriia Lo'ai '

G€orgia Pacific (Biverside)

Goldinq Sulhvan Lumber Sales

Hesperia Wholesale Lumber

Hickson Corp

(71 4) 943-28't8

SA]ITA ilANIA

Higgins Lumber Co.

SIilTA N(ISA ANEA

Blu€ 0x Manutacluring

Capital Lumber Co.

Georgia-Pacilic Corp.

Higgins Lumber Co.

Kelleher Lumber Co.

Martin Forest Industries

Noyo Timber Products, Inc.

Nu-Forest Products

Windsor Mill, Inc.

UKlAll/UlRlTS

Ahl Forest Products..

All Heart Lumber Co.. Inc. .

Cal Coast Wholesale Lumber, Inc

Little Lake lndustries :.

Louisiana-PacilicCorp.

Performance Coatings, Inc. (Ca )

Redwmd Cmsl Lumber Co.

Willits Redwmd Co. . UtlltUAttts San Antonio Pole Consl.

Hiqgins Lumber Co. (0range) (800) 538-5523

Hrgoins Lumber Co (San Bernardrno)

Industrial Forest Products

Inland Timber Co.

Inlernatronal Forest Products

Johnston Hardwood Inc.

Jones Lumber Co., Slu

Jones Wholesale Lumber Co

Kelleher Corp.

L-P 0islribulion Cenler

L-P WafeNood/lnnerseal

Laminated Timber Services Inc.

Mac8eath Hardwood

l\4ariner's Foresl Products

Marquart-Wolle Lumber Co.

lresa Foresl Products

Newport Planing l\4ill, Inc.

oregon Canadian Foresl Products ol California

cHElilUS

Cascade Hardwmd

BUVE M]S' GUIDE

PACIFIC NORTHWEST STA ROCKY MOUNTAINSWASIIINGTOT

Columbia Harbor Lumber Co

c0!Iil.tt

Vaagen Bros Lumber, Inc

KAUilt

R S G Forest Products

KEI{lrl0RE

PGt Building Products

GREAIER SEANU/TACOlilA INEA

American Plywood Assmialion

Seadex [,lanufacturing Co

Burlington Northern Bailroad

Burns Lumber Co.

Gmrgia. Pacilic Corp. (Tacoma)

Georgia-Pacrlic Corp. (Seattle)

Hub City Seattle Terminals

PGL Building Products (Auburn)

PGL Buildrng Products (Marysville)

PGL Buildrng Producls (Alaska Div )

Lolh Lumber

McFarland Cascade {ln Wa ) (800) 521'21 31

Nonhcmsl Redwmd E Cedar Co

Srmpson Timber Co.

Tncon Forest Products

Western Turnings E Starr

Weyerhaeuser C0. {Seanle) {800) 562-0908

Weyerhaeuser Co (Tacoma)

sP0|(fitt

Georgia-Pacrfic Corp.

OREGON

GREITER P(|RTI.AI{II AREA

Allwood Industrials, Inc. (800) 255,9663

Callall Brolhers

Calil0rnia Lumber Insptrlron Seryice

Cascade EmpireCorp. (800) 547-8371

Cole E Asstriates, John T

Disdero Lumber Co

rriesen Lumber Co.

Fullmer Lumber Co.

curmanLumber,hc.

Georgia-PacrficCorp

Hampton Lumber Sales Co.

Hub Crty Porlland Terminals

PGL Buildrng Products

Louisrana-Pacific Corp

Lumber Products

Penberthy Lumber Co.

Pope & Talbot

Sause Bros ocean Towing

SCR Incorporaled (800) 247-1236

Trans Pa0ic [xporl (TransPac)

Treesource.

Weslern Inlernational Forest

Producls . .. (800) 547-5500

Western Bed Cedar Lumber Assn.

Western Wmd Producls Assocratron

weyerhaeuser Co.

Wmdlold-lvarco lvtg Inc

ATBAlIY Canlor U.S.A Corp.

c00s 8tY

Conrad Wmd Preserving Co.

Coos Head Forest Products

Cms Head Lumber & Plywmd

Sause Bros ocean Towing

c0RUAU.tS

Mary's River Lumber Co.

EU0EllE/SPRtltSflEt 0

Fremonl Foresl Products

Georgia-Pacilic Corp.

Hirt & Wmd Lumber Co.

Jasper Wmd Treating

LumberProducls....

[,lcFarland Cascade

RolandoLumberCo.

Weyerhaeuser Co. (0ulside 0r.)

J(|ltx |}AY

John oay Lumber Co.

Itt0F0R0

Caveman Lumber

Cornett Lumber Co.

Fountain Lumber Co., Ed

Fourply,lnc..

Lumber Products

PGL Building Products....

Snavely Foresl Producls

@tsnrqARntrs

Ralph C. Bryson, owner and president of the former Goehring Lumber Co., Carson, Ca., died March 12, 1989, in lrvine, Ca. He was 78.

A native of Grand Island. Ne.. he moved to California in 1936 and joined International Harvester. After two years with the company, he cofounded Goehring Lumber. He closed the firm last year.

Mr. Bryson is survived by his widow, Edith, a son, a daughter, a brother, two sisters and two grandSONS.

AID ]INDtrX

All-Coast Forest Products ...............5 American Mill & Manufacturing, Inc. ..43 American Wood Preservers Bureau Cover II Anfinson Lumber Sales Cover lI

Joseph Gilley, 66, and Phyllis (Continued from page 33) Gilley, 63, owners of North Cal Wood Products, Ukiah, Ca., were -_ : kilied Ma;ah ZT, iqSg,'*h.rl iili, an.inventory of over half a million truck went our of ,oni.f on-u iriui feet of lineal mouldings, 80% of Texas highway and plunged down a which are 12 foot and longer. Includ- ravine. ed in inventory are7l oakdetails and

Born in Texas, Mr. Gilley served 54 poplar details. Brent Bouslog, in the 9.S._NguV during WWII. In company general manager, says their the _early_ 1950s, he entered the S4S oak inventory is itre laigest in 1ry9.king business, cont-lacliF tqe the metro Los Angeles/orange Hollow Tree lumbe..,_*,rll: ^ I" county area. Jim volivitch is the i3?6ffi13,1"f.?3lf:J8ii,:i',flil

Products, Ukiah. He operated it until sons ln customer sales and servlce' 19g4, when he started'Noiit, CuiinO Reflecting the firm's softwood served as president. His wife was sec- background, Bouslog says they intend retary of the firm. "to dimensionalize our product line, The couple is survived by three carrying a wide range of lengths and sons, I I grandchildren and three dimensions." The customer breakgreat grandchildren. Mr. Gilley is down is expectedto be approximately survived !V a b1g1her,and three 60% contractor, 3g% industrial, fursisters, and Mrs. Gilley by a sister. niture and othei end users, plus 20ln to Laminated rimber Service

the general public',

Lir.e Lake tndusrries ....:::::::::::::ii Bouslog is replaced as industrial LWoCorp........':'..::..................4!dept.mgr.atGanahlLumberbySam

Mallco Lumber & Building Materials ....7 Crawford. Jim Nash replaceS traw_ Mesa Forest Products .........51 ;--, Moketumne River Foresr piii"ii, ::::::t0 fbrd in the retail department andRick Mutu. rllVlouldlng & Lumber cs. .!9 Frieders replaces Nash as contractor N1"f"",":?'ff:iJ""*Y:.il*ii'll.

counter saris mgr

Lumber .52

California Sugar & Western Pine Agency 53

CavemanLumberCo. ... ......40

3-C Trucking .........40

Central Builders Supplies Co. .... ......27

CoastalLumberCo.... ........64

DMK-Pacific .........50

Ensworth Forest Products ............,.57

Fontana Wholesale Lumber FriesenLumberCo.................46 .......53

Gemini Forest Products...... ..........24

Georgia-PacificCorp. ....Coverl

Glen Oak Lumber &Milling ...........61

Harwood Products .....61

Herbert LumberCo. .... ........6

Hesperia Wholesale Lumber .,,,.......4'7

Hirt& Wood ..........38

Huff LumberCo. ... ........,.33

InlandTimberCo. .........51

Jones Wholesale Lumber Co. ..........59

KellerLumberCo. .........23

Laco Lumber .........47

Oregon Strand Board Co.

Pacific Forest Products ...,...,49 Pacific Lumber Co. .. .......2s-?6 China FOreStS Open To TOur Pacific Lumber Terminal .30 paciqc Madison Lumber c".' :: : :: : :t9 A U.S. forest industry delegation Pacitc Wood Preserving going to China in May has been of Bakersfield Corp. ap&M cedarproducts

granted permission by the Chinese Philips Lumber Sales . ........24 government to visit forest regions in Product Sales co' .....'.;r: r:.,,1 Hunan province and the Guangxi RedwoodCoastLumberCo. .....Coverlll Reliable wholesale Lumber ............46 /\uronomous Kegton. areas prevtRSG Forest Products .31 ously closed to foreigners. Simpson Timber Co. Cover I-V The l4_day trip oiganized by Ro_ Snavely Forest Products Cover lll Snider'Lumber products c;. -.'.'.-.'. ...:.;d man Associates will also include Southwest Plywood & Lumber Corp. ....21 visits tO Other foreStS, a boat trip Sun Studs, Inc. .......... 10 rhunderbolt wood rreating'a;:':: ::: : : :i; down the Li River' a tour of the BeijToot & Nail Lumber Co. .1.. -.......... z: ing Wood Processing Factory, and universal f'orest Producrs .{? stops atseedling nurseries, botanical U.S. Truck Cranes, Inc. 17 ', vaagen Bros. Lumber ln.. ...::::::::::.; gardens, the bustling Hunan open air Victory Ground Support Equipment Co. 17 bamboo products market, the Great Waldron Forest Products ........Cover lll Wall and the F'orbidden City in Beij_ Western Red Cedar Lumber Association 19 Willamette Industries .34-35 lng.

FORE/T PRODUCTT

BO]IEMIA

ITHU5 JOI5T l.- coBP

tr Pine &

I Pine commons tr Foscio

I Decking & Pottern stock

I Glue-lom beoms

I TJI & Micro-lom tr Dricon tire reEordont treoted u.rood

n Pine mouldings & jombs tr Pine doors

guru,nnlUhnlpanlp

Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL

SHIPMENTS LCL CARGO .

RAIL . TRUCK & TRAILER o

TopDeck Quality - LOADED WITH BENEFITS

For the Dealer:

Top quali{ seasoning and milling for uniform consistency of stock.

Top selection of decking grades in pulled to length units up to 2O'.

Top protection of stock in transit and storage with sturdy, branded unit wrapping.

Top reliability in scheduling and delivery.

Top notch promotion support.

Top sell-up opportunity to offer quality and affordability at a full margin of profit.

For the End User:

Top quality at affordable prices. Tops in appearance and stability with outstanding resistance to warping, cupping, splitting and checking.

Top natural resistance of redwood heartwood to rot, decay, and insect attack.

Tops in holding paint and stains.

Tops in nail holding and workability. Tops for family use with no added toxics or chemicals hazardous to children, pets or plan

-