Merchant Magazine - May 1991

Toda/s Fibreboard is notjrst another foresi products company.

We are:

o 117,000 acres of prime pine and white fir timberland;

o a

four energycfficient sofnvood lumber mills producing more than 200 million board feet of products each year; the producers of the finest hardwood plywood available; stateoFthe-art remanufachrers creating 65 million board feet of solid and fingeqjointedjambs, frames, moulding and custom millwork; and

o America's foremost team of millworkers. foresters. ffuckers and technicians.

We

Profit from our abilities to serve you n

over 6,500 special order options are available within our specialized capabilities for kiln drying, surfacing, and proliling from a 34-million foot inventory devoted exclusively to redwood, cedar, and fir finish.

the latest technology in computer controlled dry kilns, totaling 100,000 foot capacity, provides customized facilities to kiln dry to exact specification.

fully automatic, seven spindle, state-of-the-art moulder teams with companion resaw and planing mill equipment to excel on a wide range of standard and custom pattern, profile, and surfacing requirements.

our broad spectrum of choice affords an outstanding opportunity to combine grades, patterns, dimensions, and drying specifications, with an experienced, single source of supply for redwood, cedar, and fir finish.

Nlghtmares got you? Up front research chases common computer demons

Llght up sales

Product knowledge ups outdoor lighting sales

Fire preventlon doesnT have to be a dally gamble

Cut the odds with planning. training, constant vigilance

70 year old yard survlves feest, Jlood, Jamine Foster Lumber Yards ready to add third operation

Dwlndllng numbers nag Home Center Show exhlbltors

Hechinger, Curtis, Levy brothers named to Hall of Fame

Are you paying them to put you out of business?

We were amazed to see television commercials by U.S. Sprint offering to make donations to organizations dedicated to the destruction of America's wood products industry. We have already cancelled our service with U.S. Sprint. Unless they change.their policy, we suggest you do likewise.

Let me tell you why. In a scheme to attract new customers, U.S. Sprint claims up to 50/o of the customer's telephone bill will be donated to an environmental group designated by U.S. Sprint. That's where the rub comes in. Their list contains not one of our industry organizations. Rather, your money will go to the likes of the Sierra Club Legal Defense Fund, Friends of the Earth, the Environmental Defense Fund and similar anti-industry groups.

MCI Telecommunications Group has initiated a similar program. At this point, U.S. Sprint refuses to add any wood products industry groups to their list. MCI, at latest report, has not made a final decision. We'll let you know when they do.

This is the most remarkable case of biting the

hand that feeds you in many a year. The advertising geniuses must have overlooked the fact that the lumber, wood products, moulding, millwork, sawmill, furniture, pulp and paper businesses, to name just a flew, are threatened with extinction by the various groups U.S. Sprint thinks we should fund.

We always figured the ad types were out of touch with America. but we didn't realize how much until this fiasco dawned. It must never have occurred to them that the wood products industry spends millions yearly on telephone calls. For some initial industry response to the situation please see page 21 for the National Hardwood Lumber Association's position.

If you don't want to contribute to those who seek to cripple, then destroy our industry, we suggest you make your views known. The president of U.S. Sprint is Mr. Ron LeMay and his telephone number is (913) 624-6100. The address is 8140 Ward Parkway, Kansas City, Mo.64ll4.

Say hello to him for us.

DAVID CUTLER editor-publisher

Are physical inventory counts limiting the time you spend mnning your business?

If you're spending too much time on physical counts of inventory instead of running your retail business, consider RealWorld Point-of-Sale Plus*.

RealWorld@ Point-of-Sale Plus, featuring Synchronics point of Sale'u, can help your business stay on top of point of sale, accounting and vital inventory information. You can know at a glance when merchandise is running low, what items are selling well and those that are not. With automated point of sale functions linked to inventory, you can reduce the time spent on counting your inventory and concenhate on making profits!

RealWorld Point-of-Sale Plus is easyto use and can be learned by anyone already familiar with a traditional cash register. Cashiers can better service customers by rapidly processing sales transactions, viewing customer accounts at the registeq, and knowing exactly what items are in stock.

This product combines Point of Sale, Inventory Management, Accounts Receivable, Accounts Payable, Payroll, Gen-eral Ledger and Check Reconciliation. RealWorld Point-of-Sale plus provides a total solution for your retail accounting and business needs.

Call todayfor more information on how RealWorld point-of-Sale Plus can help you track and control inventory and achieve financial success. For the name of a dealer near you, call 800-678-G336 or 603-224-2200.

RealWorld Corporation

282 Loudon Road. P.O. Box 2051 Concord, NH 03302-2051

RealWbrld is a registered trademark and RealV{orld Point-of-Sale Plus is a trademark of RealWorld Corporation. Synchronics Point of Sale is a trademark of Synchronics, Inc.

DOMESTIC HARDWOODS

FEATURING:

. Red Oak, Northern

. White Oak, lndiana

. Walnut, Eastern Black

HARDWOOD PLYWOODS

LTL,TL, MXED TL & Carload

Shipments Our Specialty

COMPANY

MNN OFFICE & DISTRIBWIONYARD: SANFRANCISCO. CA 2150 OAKDALE AVB94X24 4r5 647-0782 CA fc NV 8OO-233-OZA?

FAX4r5 M7-77ffi

IMPORTED HARDWOODS SPECIALIZING IN:

. Genuine Mahogany

. Teak

Rosewoods

. Bocote

Apitong

. Zebra Wood

Rore Exotic Hordwoods

A OMPUTER NIGHTMARES

\, are not sometime occurrencesl they make life miserable for many dealers on a regular basis.

Talk with any group of lumber retailers or wholesalers and you will hear amazing horror stories involving computers. More than "my experience is worse than yours" boasts, these are real problems.

To be fair, computer analysts and consultants have their own tales of woe. Companies where management is not committed to computers, yet expects the system to function smoothly from the bottom up are frequent, they say. Although the reliable vendors admit there are less than perfect salesmen in the field, they add that many computer buyers fail to establish their needs, research and investigate at the front end.

"Computers require skill, patience and hard work to function properly," they caution. "There's nothing magical about a comupter. lt takes a lot of work to make it a time saver. t'

But, computer catastrophes don't have to be, consultants insist. There are various antidotes to cure present problems and avoid future nightmares.

Selecting software not suitable for use with lumber is a common mistake. However, consultants say this can be avoided with proper preparation, research and investigation. Software written to work with lumber units must be specified. A good program is tailored to the business, designed to handle its specific activities and needs. Avoid the "neato" software, one programmer cautions. Look for basic. flexible. easy-to-use programs written for the people who will use them.

Software is the most important part of a computer purchase. It should be selected before the hardware, not after. A software decision should be made only after visiting and talking with similar businesses using the program.

Support that is slow or lacking causes additional headaches. Again, consultants say this can be prevented. Their advice is to deal with an established vendor that has the reputation of providing excellent programs, hardware, support and training for your type of business. They stress checking with other users on the vendor's reliability and performance. It is wise to find out

Ways to banish computer nightmares

Story at a Glance

What you should do beforc and after buying a computer to avoid problems. .why prepurchase planning and preparation side step grief how best to bring a neur system on board.

how many support analysts they have, the hours they are available and their average response time. The training provided, the skill of the trainers, the amount of time spent on training at the site or in a classroom and the location of the class should be pre-determined.

Incompatible computers are another problem. Dealers put a system in a second location and find it will not network with the first location.

Avoid these situations by buying a major brand or a compatible system, consultants warn. Never buy proprietary hardware or software and stay away from generic brands. Computers that don't work as promised and cause more problems than they solve keep many managers awake at night.

Consultants counter that the buyer should do a lot of up front research on both the vendor and system as well as their unique software requirements. If this is done properly with the best software and hardware selected, it's only a matter of time and hard work, they say. Some recommend starting with a minimum system that provides a base for growth. "lf you add components as they're needed, the system will be productive from day one," a consultant recommended. "lt can take months to be up and running at full speed, but the gradual learning curve is less frustrating and more productive."

Complaints and resistance from

employees create more migraines. Consultants explain this lack of receptiveness as a reluctance to go into the unknown. They say that the patient trainer can lead balkers on board to success. Working on site, learning to do individual work with the use of documents and remote dial-in support by modem helps to assimilate the wary person. Usually, they become converts and love the capability they gain with the system.

Other nightmares come flrom maintenance fees that keep increasing, being coerced into buying expensive upgraded hardware and trying to modify programs. Again consultants point out that an ounce of preparation is worth a pound of cure. Investigate the reputation and financial stability of the vendor, the capability of the software, the training, the support and documentation before buying, not after.

Guide to Comg$er Success

(1) Determine what you want the system to do, your special in. dividual needs.

(2) Do extensive research and preparation including visiting similar operations using systems you are considering.

(3) Select software first, basing choice on specific needs, e.g., the ability to bill in lumber units such as board feet.

(4) Buy only major brand or major brand compatible hardware, zero in on special needs.

(5) Verify training, skill of trainers, time spent on-site or in class, location of classroom, continuing education or user meetings.

(6) Investigate the support program including hours available, number of analysts, response time.

(7) Look for easy to read and understand, non-jargon documentation.

(8) Check out vendor references for reputation, support, training, financial responsibility, satisfaction.

10 ways your computer can improve your marketing

11 BUILDING materials company

lA usually invests in a new computer system with one specific function in mind. Whether inventory management, point-of-sale order entry or estimating, it's what the owner sees as the driving force of his business.

But the computer bought to improve inventory control can also serve as an effective marketing tool. The following ideas have been developed and successfully applied by building product dealers and wholesalers.

(l) Find out where your business is coming from

Surprisingly few companies actually know the demographics of their customers (especially the walkins) or what brought them there in the first place. Though manually assembling the information would be time-consuming and difficult, a computer system easily stores zip codes, communities, referrals, promotion responses, etc., as part of the

order entry process. And the system can sort the data any way you want. One retailer, in looking through his customer location displays one day, noticed several new customers from an outlying area that had never before generated much business for him. Investigations revealed the community was growing rapidly and its traditional supplier wasn't serving it effectively. A saturation mailing of a flyer to the community produced immediate results. Business became so brisk, the company now schedules weekly deliveries to serve its customers there.

(2) Find out if an area is producing good business

Sometimes population density and sales volume can be misleading. One yard had been advertising heavily in a nearby urban area. The resultant sales volume seemed to justify the newspaper advertising expense until the owner analyzed the margins of these sales and found them to be unusually low. His ads

By Vance Diggins National Director MAI Team Systems

had drawn "shoppers" who (l) concentrated on price leaders and (2) uniformly made credit card purchases.

As a test, the company shifted its ad dollars to other markets for four weeks. The result was slightly lower volume but significantly higher margins.

(3) Determine what to put on sale

This same owner wondered if his promotions were attracting only bargain hunters from what had been one of his principal markets. Pulling up information from his computer system, he designed a special promotion just for the urban market. He prepared a flyer with over-stocked and slow-moving items on sale, damaged goods marked down as red tag specials and a sprinkling of high margin impulse items.

He sent the flyer just to customers in the urban area. lt drew heavy floor traffic and good volume, even the impulse items sold well. Subsequent ads to the urban area featured the type of product mix that worked so well with the test flyer.

(4) Track your promotions

Promotional ideas that seem foolproof may prove foolish and be repeated and expanded unless results are measured closely. With data routinely captured as orders are entered, you can determine sales and margins resulting from each promotion. If a promotion isn't working, it can be discontinued before committing too many ad dollars.

You can also use your computer for test marketing, especially with risky carload sales or other large deals. The computer's zip code or community records permit advertising different promotions in different communities and precisely track-

MARKETII{G and inventory control in one computer system. Rod Jones, c.e.o., Jones Lumber, Lynwood, Ca., gets an alternoon update on the day's sales activity.

ing responses. Since the computer automatically prices all specials, you can track numerous promotions without confusion at the counter.

(5) Pinpoint individualized mailings to larger customers

Since large contractors tend to deal with several competing suppliers, it's important to stay in contact. Using your system's word processing capabilities, you can readily send personalized letters to key people in the contractor's organization.

Although the basic intent is to maintain your reputation for capability, such letters occasionally result in unexpected orders. One firm described a new high quality moulding as the pretext for sending the letter. The timing was perfect. The company eventually won a contract for all finished lumber and hardware for a residential development.

(6) Design package deals for large customers

When you know your customer's current needs, you can design a package deal of immediate interest to him. Your computer stores a record of each contractor's past purchases and your current costs for those materials. Use the data to establish quantity break levels, price schedules for orders calling for deliveries over an extended construction schedule, and other customized features.

The system also provides a projection of the margins on any prospective deal, so you can consider trading off margin versus volume and growth.

(7) Provide individualized marketing to smaller customers

Individualized marketing is as effiective with smaller customers as with large ones. A modern computer system makes personal attention to small builders and even do-it-yourselfers practical. I'-or example, a computer can provide names and addresses of builders who have used redwood decking. Sending them a flyer or letter offering a deal on redwood decking might generate sales at minimum time and expense.

More important is creating the appearance of individualized market-

ing. Mailings and intelligent customer relations over the telephone or at the counter make the small builder feel like he's one of your most valued customers. The computer screen instantly displays his buying patterns, location, delivery instructions and payment patterna complete picture for personalized selling.

(8) [ncrease the size of orders

When customers place an order to make an inquiry, the computer can display the next price break point on any product and can also display substitute products. You may be able to offer the builder a better deal. simultaneously increasing your margin and/or volume on the sale.

The system can also display associated products. An order for paint can be expanded to include brushes, rollers, dropcloths and other high margin items the customer has overlooked.

(9) Follow up on pending or lost quotes

Time saved by computer estimating allows time to follow up on quotes. Frequently, check backs reveal prospective customers are considering changes and want to know the price impact of changes in quantity or grade of materials. A follow up places you in the position of quoting the change, ususally while the contractor is still on the phone.

Following up on quotes lost to competitors may occasionally re-

cover a lost job. One yard's follow up calls revealed a contractor who was very unhappy with the supplier he had selected. The caller prepared a revised quote and won the business when the contractor split the buy.

llut the primary reason for following up lost quotes is to find out why you lost. Your computer enables you to generate the best quote possible, given the data you supply it. A flaw in the data will in turn generate flawed quotes.

Story at a Glance

Inventory management systems provide numer)us marketing op portunities... how to use it to analyze demographics, direct advertisements, focus promotions, increase personalized selling, re cover lost business.

(10) Follow up on lost customers

Many companies give up if they haven't won a bid or received an order from a given contractor for a while. They assume a competitor has the inside track and cannot be dislodged. But situations and relationships change over time. Be in a position to capitalize on that change. Use your computer to periodically design and send the contractor personalized letters and offers. You keep your name in front of him, display a professional appearance and approach, and offer materials he's interested in.

l{ERl|E CEIr|TER of lumber wholesaler's sales operations has a system terminal atop every desk

Reaching your computerts full potential

ECAUSE computers generate as many questions as they do pieces of paper, we thought we would begin this piece with a question:

Which of the following is the most difficult?

(l) Paying for the computer.

(2) Deciding on which system to buy.

(3) Using the computer system you bought.

Many who would pick Number I probably don't already own a computer system. Those who chose Number 2 are likely in the middle of selecting a system. But if you already own a computer, you correctly picked Number 3.

Actually this was a trick quiz. All three of the choices are arguably difficult. But the real challenge is in using your computer system effectively. So be forewarned. There are challenging times ahead for all computer users, past, present and future.

There are three phases to computerizing your business.

Phase I is completed when you are functionally on a computer. This means that your transactions (invoicing, receipts, ROA's, quotes, PO's) are all processed by the computer.

Story at a Glance

The three phases of compubrization to reach system's full potential, don't see steps as roadblocks.

Phase 2 is completed when the data created by Phase I transactions are verifiably accurate. The easiest measure of this is to ask yourself, "ls the information in my computer accurate enough to base compensation plans on?" You may never actually do that, but your answer to that question will let you know how much you trust the data.

Make The Most Of What You Have

No one wants to make a large capital investment considering today's economic climate. Making the most of what you already have will be the standard for the next few years.

When it comes to the decision to install a new computer system to replace an existing one, it's more difficult than it was four years ago when you needed the depreciation.

"However, many companies are offering more options than just selling replacements for old products," says Dave Waddell, Dataline Corp.

For instance, he points out that his company has opened regional

Solution Centers around the country to provide product training and consulting services to lumber yards and building products centers. The new twist is that classes and services are not limited to computer oriented topics, but range into true information and business management for anyone with a computer system.

Another example offered by Waddell is the system audit now available from Dataline. This is an indepth review of how a business operates with a needs analysis of its data processing system. Many companies have had a turnover of those originally trained on the system as well as having the

By Dinny Waters Dataline Corp.

Phase 3 is NEVER completed! Assuming you got through the first two, this is what the computer is all about. It's what the salesman told you you could gain by buying the computer. What was left unsaid was the amount of work, training, management skills, time and money that the whole process was going to require.

Achieving Phase I is relatively easy; it's what you get when you buy the system and receive initial training. Phase 2 usually requires more time and energy than additional equipment or training. Phase 3 is a different matter.

Technology is changing rapidly. Today's capabilities are staggering. And if you are not creating data, you can never use it. Ifyou are creating it and not using it, you're not getting your money's worth. Talk to other dealers who are successful with their computer systems and you'll discover that they have continued to invest both time and money to achieve even greater benefits.

system evolve significantly since it was first installed, he explains.

"There are probably new features and programs available," Waddell says. "The best route prior to thinking about a new system is to take a good look at what you already own. A couple of software modules or a new program may be all that is needed."

Because the computer industry is extremely dynamic, it is diflicult for someone not involved to keep up with all of the changes, he adds. Small companies with no time to research or implement new practices can save money by using a consultant to guide them.

Food for thought: Learning from the grocery industry

Though some claim the home improvement industry is recession resistant, few industries are more recession proof than the grocery business. People always need food.

Consequently, many trends and innovations first surface at the supermarket. Building material retailers may catch a glimpse of their industry's next month, year or decade by looking at grocery stores today.

Bar coding is firmly entrenched. "The next step is making use of scan data," says Priscilla Donegan, Progressive Grocer. Scan data can improve inventory control, ordering, employee scheduling and marketing.

Just-in-time delivery and electronic merchandising are also coming in big. "There's real growth in electronic coupon machines at the checkout," says Frank Hammell, Supermarket Business. "lt prints out a coupon, redeemable at that store for a related product. You buy dog food, you get a coupon for dog treats."

Coupons aren't as popular in home centers, but handing out offers for deck cleaner to a decking nail buyer makes sense.

On the other hand, highly touted self-checkout machines have been disappointing in test stores. "Customers don't want to do it. They've got nothing to gain from it," says Donegan.

Giving hope to smaller retailers, the move towards warehouse-sized grocery stores has been cut short. "Store size peaked in 1987," Hammell says.

Adds Donegan: "People said enough is enough. They don't want to buy tires where they buy their eggs."

With the depressed economy, trading down is common. Still, consumers will pay for added services. "The convenience factor outweighs the price factor," she says. "They're willing to pay a little more for precooked items or food prepared in the store."

Translated to d-i-yers, look for easier to assemble, pre-painted, value-added products and installfor-me services. The microwave age may next hit the home center.

HomG;Genb.fi 2OOl: areiuou; lpk|dry? !ii

T EN YEARS from now, innovaI tions in computers and electronics will make home center shopping quicker and easier for both consumer and retailer, while lessening operating costs and room for error. Or at least that's the forecast. Some features in our imaginary home center of 2001 are already here, being tested or in use now in retail stores. Other projections are logical extensions from current technology.

Story at a Glance

Whata homecentermight be like in 10 years. video merchandisers, electronic surveillanoe doors, self-checkout, spaoe age home planning center.

Tomorrow's home center is much more of a showroom. Product-in-use displays and mock room settings abound. Stocked shelves electronically display prices and even run product features and benefits, ala Silent Radio devices.

Computer kiosks at the end of each aisle answer customer questions about product capabilities, availability and location in the store. Video monitors are everywhere. Built into shopping carts to continuously run advertisements and promotions, they are suspended over

departments, displays and above checkout areas to occupy those waiting.

A home planning center along the back wall allows consumers to make easily interchangeable 3-D designs of any area of their home, yard or business utilizing every SKU in the store. Materials for entire projects are instantly picked and billed to consumers' accounts at the push of a computer button.

Consumers scan their own purchases at self-checkout stands, with items billed to their charge card. To ensure scans aren't accidentally or purposely missed, product codes on packages are "sensor reactive." Unscanned packages cannot be removed from the building without triggering door jamb-implanted alarms. Alarms are in all doorways to also deter shoplifting and employee theft.

Customers can also order from the computer kiosks throughout the store. Orders are automatically picked, packaged and conveyed to a pick up station.

The computer shopping system is linked to contractors' computer systems and regular d-i-y shoppers' home pc's. Deliveries and pick ups are a snap. Getting on line with the home center's network provides a customer's computer with a built-in catalog of all SKUs.

Catalogs and promotional flyers are mailed as compact laser discs.

Some of these innovations may never prove practical for home centers or forever remain science fiction. Others may indeed be included in the floorplan of the future.

How to brighten

/r\ UTDOOR lighting can heighten V the safety, security and beauty of a home. And with the innovations in low co'st, easy-to-install low voltage fixtures, more and more doit-yourselfers are undertaking the often less-than-an-hour installations.

To help customers select the most appropriate type and number of fixtures, find out their purpose. Ask them to describe the most attractive features of their homes. Are there any dangerously dark areas, such as doorways, steps, paths, changes in sidewalk level or any obstacles people might trip over?

The main types of low voltage outdoor lighting are best suited to varying uses.

Entrance lights often provide safety and security to those who come home late at night. They can illuminate steps leading up to the

front porch or adjacent sidewalks. Other common positions: boat docks, driveways, foundations and parking areas.

Mushroom lights typically have a wider diameter of illumination to highlight areas of low foliage, borders, walkways, paths and decorative ground covers. Their large shades conceal the light source. They also can be used on entrances, floundations, fountains, gates, parking, patios, planters, ponds, pools, steps and terraces.

The classically-styled tier light casts light downward in a soft ring of illumination while shading the glare. They are ideal for marking paths, walkways and steps and casting attractive accents of light along decorative flower beds and patio borders. Other sites: boat docks, breezeways, driveways, foundations, gates, parking, ponds, pools, porches and terraces.

Designed to be buried in the ground, well lights cast illumination upward to highlight especially interesting features or create a variety of special effects. Placed beneath a tree or clump of shrubs, they'll beam light up through the leaves to create distinctive shadows. Or they can be used near the base of a tree to highlight nicely-textured bark. Other uses: silhouetting or showcasing art objects, buildings, foundations, gardens, rock gardens, signs and walls.

Globe lights provide subtle, glarefree illumination over a large area. Common uses are diffused general illumination around wider spaces, such as swimming pools, hot tubs, ponds and recreational areas.

Floodlights add exciting sprays of

sales

light to the yard to make objects, areas and foliage come alive at night. They can be mounted at ground level or attached to walls, eaves or trees. Decorative effects include aiming them up or down a fence or wall, backlighting trees and foliage, and shadowing the movement of bushes and trees against a house, pool, patio or living area. Other targets: art objects, buildings, eaves, entrances, fountains, gates, rock gardens, signs.

Story ataGlance

Sales opportunities in outdoor lighting... seven differcnt types of lights and what they do. ideas you can provide to your &i-y customers.

Different lenses can also provide special effects. Clear lenses bring out a natural look. Green lenses brighten foliage, eliminating reds and pinks. Blue lenses enhance blue and green tones, cooling warm tones. Red lenses heighten red and orange tones, and amber lenses accentuate yellows, oranges and browns. Special fixtures are also available for decks which come encased in matching redwood, cedar or treated pine to attach onto or install directly into the deck.

Exterior lighting options include motion sensors, automatic timers and photo controls to turn the lights on at dusk and offat dawn.

ACGEIII lightinq lrom Intermatic Malibu.

F IRES started bv accident or arl- .on cause millions of dollars in damages in the lumber and building material industry each year. Although most owners and managers dread both, few take all the steps necessary for prevention.

Diligent housekeeping and the establishment of fire safety rules and practices can eliminate many possible causes of fire. The first step is to schedule a visit from a representative of the local fire department each year to help you evaluate the premises and draw up a fire response plan. Many fire departments keep plans on file for the facilities under their jurisdiction. These indicate fldmmable or toxic material storage areas as well as the location of electrical panels and water sources.

In addition, every facility should appoint a fire inspector who makes a formal tour of the site at least once a week with a written report going to management. Checking for housekeeping problems. examining ignition sources and testing the reliability of the fire protection system including emergency lighting, fire exits, fire doors, fire extinguishers, sprinkler systems and water supplies are his responsibility. He must have the authority to take needed corrective action and organize, train and direct an emergency team.

Fire extinguishers are an essential part of fire protection with an adequate number needed in each building. To guarantee proper maintenance, it is wise to have a service contract with a fire extinguisher service. These professionals also can make sure that all employees know how to use the fire fighting equipment.

Ways to fireproof your operation

If the building is equipped with sprinkler devices, the control valves should be chained open or hav€ alarms attached to them. All employees should be familiar with the system. Fire drills as well as regular instruction sessions should be held. The fire department's phone number should be clearly posted at each telephone. All fire alarms must be accessible and in good operating condition.

No smoking and safe smoking areas should be established and clearly identified. Ashtrays or sand pails must be standard equipment in all designated smoking areas. Rules pertaining to smoking need to be strictly enforced.

Good housekeeping is another deterrent to fire. Trash, scraps, sawdust, dunnage, oily rags and waste material must be picked up and disposed of promptly. High grass and weeds must be cleared from alongside buildings.

Flammable liquids should be stored in approved containers away from heat and open flame. Spare and empty forklift propane tanks are best stored in an area where they are protected from physical damage. There can be no storage, especially of combustibles, in furnace or boiler rooms.

Maintaining all electrical systems and equipment in good condition is vital. All must be adequately supported with no damaged insulation. Wiring can not be overloaded. Fuses and circuit breakers must be appropriate and adequate. Approved lightning/surge protection devices must be installed on the building's electrical service entrance. Equipment such as vehicle block heaters

must be maintained in good condition with adequate amperage and appropriate gauge cords.

Common fire hazards are open flames, electrical equipment that overheats or shorts out. friction. mechanical sparks, static electricity, gasoline, ethers, alcohol and other substances that can ignite or explode. Poor safety habits such as allowing welding or cutting near combustible materials, placing burnables too close to hot surfaces and failing to observe smoking restrictions are additional causes.

You can best prevent arson by being aware of conditions or situations that encourage it. Preventive steps include keeping yard areas well lighted during non-operating hours, fencing in storage areas, installing gates that can be locked during nonoperating hours and maintaining a security guard. Any suspicious activities, persons or cars should be reported to authorities promptly.

Fire safety is a full time job. Educate all employees to be alert to unsafe conditions and report them to those responsible for correcting them. Practicing good housekeeping and maintaining equipment in a safe condition are the responsibilities of every employee and manager.

Story at a Glance

Fire prevention recommendations. equipment, staff re sponsibilities, safety practices ... often neglected procedures can save dollars and avoid a disaster.

Founded in 1920, Foster Lumber still prospers

VER the past 70 years, Foster Lumber Yards. Inc. has seen it all, yet remains strong as ever.

"We are very proud of the fact that we have prospered through many good times and bad," said David B. Jones, president and general manager.

The company was established by Gilbert Foster in 1920 as Foster Planing Mill, Vallejo, Ca. Originally Foster, sold special millwork, cabinets, sash, doors, store fixtures and glass, especially large plate glass for commercial buildings. Lumber, such as pine, Douglas fir and redwood, had to be kept in inventory to feed the mill. And soon people began asking to purchase the lumber for commercial work and new home construction.

Story at a Glance

What began as a planing mill over 70 years ago thrives today as a rctailer. adapting to new products and conditions has helped the firm survive wars and deprcssions and floods.

In the late 1920s and 1930s, more storage sheds were built to accommodate the growing demand for lumber and other building materials. Moulding, redwood shakes and shingles, which are nearly impossible to buy today, and other lumber products were introduced.

The lumber yard was built on tide land on the corner of Napa and Maryland streets. Unfortunately, the winter months would swamp the area with high waters and blue mud. The yard and driveway in from the street had to be paved with 3 x 12

CllAllGlllG face o{ Foster Lumber Yards: (top to bottom) the original planing mill of the'20s; the retail yard in 1945; present day facilities.

rough Douglas fir. Still, high tides and storms could mean flooding.

In the early years, most walls and ceilings in homes and commercial buildings were either lath and plaster or wood paneling. Some ceilings in commercial buildings were made of decorative pressed metal and then painted. Gilbert Foster bought the first load of sheetrock ever shipped to Vallejo. Others were skeptical of a board made of gypsum and paper. Today, 990/o of homes have walls and ceilings of sheetrock.

Foster Lumber was also the only lumber yard in town to survive the Great Depression. As war erupted in Europe in the late 1930s, activity increased at the Mare Island Naval Shipyard, revitalizing the local construction market to provide housing for shipyard workers. Work in the planing mill also picked up, producing special millwork for the Navy.

"But after the bombing of Pearl Harbor, wood became very scarce for civilian use. The war years were bad years for the retail lumber business but Foster Lumber prevailed," recalled Jimmy Jones.

Jimmy Jones and his brother, Cecil, had moved to California from their native Oklahoma in 1940 to join the business. And when Foster decided to retire in 1946, he sold the business to the brothers. In 1952, Cecil sold his interest to Jimmy and his wife, Betty.

The horrible winter conditions and need for more space finally became unbearable. A new yard was built and opened on Sonoma Street in 1963. Though the yard was practically out in the country at the time, the city has grown in around it. An additional yard in Fairfield, Ca., was constructed in 1959.

The two yards continue to operate successfully, and property is currently being scouted for the possible opening of other locations. Jimmy Jones attributes the longevity to the

basics. "Service to our customers is our greatest asset," he said. "We offer quality merchandise in all products at a fair price. And with a great bunch of employees, things look very good for the future."

Jimmy Jones' son, David, now runs the company as it approaches the year 2000 and a world very different from 1920 when it was founded.

Both Joneses are very active in Hoo-Hoo International. the lumbermen's fraternity.

"The Quiet Giant"

0 Giant in LongevityA major West Coast forest products wholesaler since 1926.

0 0 0

Giant in IntegrityContinuing a tradition of solid ethics.

Giant in ExperienceAn efficient. courteous staff-always reliable.

Giant in ServiceCargo, rail, truck and L.A. Harbor inventory to fit your needs.

Burns Lumber Cmnpany

...Doing the iob for 64 years and still standing toll.

lllcH WATER mark: Jimmy Jones knee deep in flood waters in 1955.

NEWS BRIEFS

Ernst Home Center and Nursery, Inc., opened stores in Spokane and Lynnwood, Wa., and began looking for Oregon sites to open two stores within l2 months and six within three years.

Alpine Lumber Co., Granby, Co., plans a June grand opening for its newly relocated store south of town Tualatin Valley Builders Supply, Lake Oswego, Or., is building a new unit in Vancouver, Wa..

Northwest Building Supply moved from Grass Valley, Ca-, to Colusa, Ca., changing its name to Colusa Lumber Central Valley Builders Supply opened a contractor yard/retail store/distribution warehouse in Woodland, Ca. ...

HWI expects to be in its new Woodburn" Or.. distribution center in Dec. The Terrv Companies, Tarzana, Ca., wiit open its 15th retail store in Santa Clarita. Ca.. this month .

Dixieline Lumber Home Centers moved its Vista, Ca., operations to a new location in Oceanside. Ca., selling the old site Coulson Lumber Co.. Elk Grove. Ca., has been taken over by Chet Crump and renamed Crump Lumber . .

Bis Horn Materials, Inc.. Frisco, Co., had a grand reopening May 1-10 after increasing the sales floor to 2,000 sq. ft. and adding 8,000 sq. ft. of covered lumber storage LaJunta Trading Co., LaJunta, Co., is refurbishing in celebration of its 84thanniversary...

Home$aver is a new Palm Springs, Ca., home center opened by Mel Jaffee, former National Lumber chief, using a location purchased from cred-

itors of the bankrupt chain . Ackley Building Center, Brush, Co., recently acquired by Marc Tormohlen, has enlarged its sales floor, adding more carpet display area...

Sunrise Build 'n' Grow is the new nanre for the l4 GNW Partners, L.P., Grossman's Norlltwest units effective June 1...

Builders Dist'ounl will build a new store in Newhall, Ca., for opening next spring.

HomeClub opened Vallejo and Rancho Mirage, Ca., units with ribbon cutting ceremonies Home Depot is opening a store in Union City, Ca., and planning stores for the Rohnert Park/ Cotati and Palmdale. Ca.. areas

Hornelown Hartlware and Lumber, Inc., Prosser, Wa., has been acquired by Pendleton Grain Growers, Pendleton, Or. Bob Halbert closed Halbert's Lumber, Torrance, Ca., March 31, due to market conditions ... Branson Cross Lumber ('o., lrc., Lathrop, Ca., closed with Mulrooney Auction Co. auctionins off its assets . .

LMB Consulting Co. is a new Portland, Or., project-oriented firm opened by Larry Baugh, that retains strong ties to Abitibi, Schuler Corp. and Westmark

Guardian Purchasing Corp., a PrimeSource Co., closed its Great Falls. Mt.. distribution center and will service the area from its Seattle, Wa., DC Finislt Wood Products was opened in Boise, ld.. by Joe Reininger...

Fourply, Grants Pass, Or., is now handling plywood sales for fagle Veneer, Harrisburg, Or. . .

Calilbrnia Sugar & Ll/estern Pine Agency, Empire (Modesto), Ca.. opened a sales office in

Santa Ana, Ca., Dan Mills, mgr., and a Fresno, Ca., sales office, Richard Hipkins, mgr. . Tradewest HordrNood Co., Wilmington, Ca., added a mill lacility

Moudings & Millwork, Inc., Fair Oaks (Sacramento), Ca., added 1-l/2 acres to its 4 acre Vinton (El Paso), Tx., shipping facility and warehouse. .. Hiehland Lumber Sales is a new Santa Fe Springs, Ca., wholesale firm opened by Ken LoBue and RichardPhillips...

Scarborouglt Lumber Co., Scotts Valley, Ca., without admitting liability, has agreed to pay $31.000 in civil penalities in conjunction with hazardous wastedisposal ...

Pacilic Coast Building Products acquired $400,000 in truss manufacturing equipment from bankrupt TC Shetter Systems Corp., New Jersey, to open Anderson Trussat its North Highlands, Ca., site

Robert Gordon sold Stqle Consolidated lnc.'s Atlas Building Materials and All State Building Materials in Southern California and opened Builders Wholesale Supply o./' Northern CaliJbrnia in the Sacramento. Ca.. area . .

Jeld-Wen, lnc., Klamath Falls, Or., acquired Weyerlneuser Co.'s Marshfield. Wi.. molded doorskin operation equipment, setting up Specialty Fiber Products, Ray Fritchey, gen. mgr.

Ca. Gov. Pete Wilson proposed a $628 nrillion environmental program including timber harvest restrictions, strengthening the Calilbrnia Board q/'Foresrry and spending $300 million to buy forests including 3,000 acres of Pacilic Lumber Co.'s "Headwaters Forest" near Eureka.

Voting on proposed changes for softwood dimension lumber design values has been delayed until June 13 by the American Lumber Standords Commillee lo allow more review tinre

Hctusing slar(s for March (latest figs.) slipped 9.3%r to an annually adjusted rate oI' 901,000 single lamily starts fell 5.90h; nrultis, 21.40k.

(Pleasc turn to paCe 54 )

Timber Bills Battle

The Timber Association of California is fighting four separate anti-logging bills currently under consideration by the state legislature, citing the huge losses in employment, economic activity and tax payments to state and local government which could result.

The association is attempting to modify and amend the proposed bills, which would place severe restraints on clear cutting and other logging practices.

The proposed bills would make into law an association-rejected compromise proposal worked out between the state's largest timber firm, Sierra Pacific Industries, Redding, Ca., and a coalition of environmental groups headed by the Sierra Club.

Wood Panels In Gulf War

Structural panels went to war in the Persian Gulf in a variety of uses with between 20 and 30 million sq. ft. deployed to the area by midFebruary.

Shipped to U.S. military supply centers in Saudi Arabia in containers, the panels were used primarily for tent flooring. Mobile accommodations, offices and medical facilities built by one supplier required l0 million sq. ft. Parachute storage bins, drop boxes, footlockers, storage for military field barbers and personal storage areas were among other items built.

Dealer's Son NLBMDA Intern

Devin Johnson, son of Don and Sylvia Johnson, Johnson Lumber Co., Kingsburg, Ca., has been named l99l National Lumber & Building Material Dealers Association summer intern.

He willspend six weeks this summer at the NLBMDA headquarters in Washington, D.C. His duties will include a one week internship at the oflice of Congressman Gary Condit, attending house and senate sessions, committee hearings and visiting allied industry organizations and government agencies in the Washington area.

A student at Cal-Poly-San Luis Obispo, Devin has worked at Johnson Lumber since he was I I years old. He is an architecture major.

IUSTOM ORDTNS

CALENDAR

MAY

National Paint Distributors, Inc. - May 12-17, show, Tucson, Az.

Building Industry Credit Association - May 14, small claims collections seminar, Radisson Hotel, City ol Commerce, Ca.

Dub's Ltd. - May 17, golf tournament, Olympic Club, San Francisco, Ca.

National Hoo-Hoo-Ette Convention - May 17-19, Sheraton, Long Beach, Ca.

Cascade Wholesale Hardware - May 19-21, trade show, John Ascuaga's Nugget Hotel, Sparks (Reno), Nv.

North American Wholesale Lumber Association - May 1922, annual meeting, Grove Park Inn, Asheville, N.C.

National Lumber & Building Material Dealers Association - May 20-21, legislative conference, Washington, D.C.

Phoenix Hoo-Hoo Club - May 21, election & dinner meeting, Foothills Golf & Country Club, Phoenix, Az.

Black Bart Hoo-Hoo Club - May 22, Sports Night, La Grande's Restaurant, Santa Rosa, Ca.

Spokane Hoo-Hoo Club - May 24, woodworking contest, Spokane, Wa.

International Hardware, Houseware & Building Materials Show - May 24-28, Taipei World Trade Center, Taiwan, Republic of China.

IAccordion doors desisned for use where performance is importint for HOMES. OFFICES . CITURCI{ES.

lCustom-sized room dividers shipwithin a two week production cycle from lAccordion doors custom sized customer requirements

Custom orders mean profitable inaestmentno inuentorY!

Roseburg Hoo-Hoo-Ette Club - May 28, meeting, Roseburg, Or.

San Diego Hoo-Hoo Club - May 28, architectural award night, San Diego, Ca.

Hoo-Hoo International - May 31-June 2, regional mini-convention, Coeur d'Alene, Id.

JUNE

Jensen-Byrd Co.June 2-3, market, Spokane Convention Center. Spokane, Wa.

Los Angeles Hoo-Hoo Club - June 5, Angels baseball night, Anaheim Stadium, Anaheim, Ca.

Building Industry Credit Association - June 6, credit management seminar, Hilton Hotel, Ontario, Ca.

Coast Counties Hoo-Hoo ClubJune 7, annual golf tournament & dinner, Laguna Seca Golf Club, Monterey, Ca.

Mountain States Lumber & Building Material Dealers AssociationJune 7, Utah golf tournament, Bountilul, Ut.

Lumber Association of Southern CaliforniaJune 7-9, Second Growth meeting, Rancho Bernardo Inn, San Diego, Ca.

Building lndustry Credit Association - June 20, lien law seminars, Hilton Hotel, Ontario, Ca.

Dub's Ltd.June 21, golf tournamenl, Chardonnay Country Club, Napa, Ca.

Roseburg Hoo-Hoo-Ette Club - June 25, installalion of officers meeting, Roseburg, Or.

Pacific Coast Builders Conference - June 26-29, Moscone Convention Center, San Francisco, Ca.

Portland Wholesale Lumbermen's AssociationJune 28, annual golf scramble, East Moreland Golf Course, Portland, Or.

Western Wood Preservers Institute - June 30-July 3, summer meeting, The Charter House at Beaver Creek, Co.

Industry Puts MCl, U.S. Sprint On Hold

April saw two major long distance carriers jump on the green bandwagon. Both MCI and U.S. Sprint announced plans to donate 50/o of the usage charges of new customers to the environmental group of the customer's choice and I to 4% for existing customers who request the program.

In actuality, both programs limit customer choices to specific groups. U.S. Sprint negotiated with the Environmental Foundation of America, an umbrella group representing 23 preservationist organizations, including the Sierra Club Legal Defense Fund, National Resources Defense Council and Friends of the Earth, to channel its donations to them. MCI negotiated individually with four separate organizations: The Nature Conservancy, National Audubon Society, Ducks Unlimited and National Wildlife Federation.

Many wood products companies, groups and individuals have called and written the two long distance carriers to express their frustration

with the fundraising campaign. Several have ceased to do business with them.

After asking MCI to add four forestry foundations to its list of environmental groups, the National Hardwood Lumber Association discontinued its service with the company. "We could not in good conscience do business with a firm that is raising money for groups that are in court with our members trying to prevent timber harvesting," NHLA executive director Ernest J. Stebbins said.

Stebbins contacted both companies to express the dismay of the forest products industry and its allies with the campaigns. "This kind of program could put us all out of business," he said.

Stebbins indicated that, for the most part, the company representatives were surprised that there was any criticism of the programs. "They seemed astounded that anyone would have any problem with any of the organizations on the list. "

As an alternative, he recommended that MCI and Sprint add the Evergreen Foundation, Hardwood Forest Foundation, Temperate Forest Foundation and American Forest Foundation, sponsor of "Project Learning Tree." These are organizations that support the principles of forestry as a science, multipleuse management and sustained yield. Stebbins said these floundations are environmental organizations and should therefore be included in the fundraising drive.

To date, Sprint representatives have been unresponsive to the request. MCI executives are "still talking to us," Stebbins said, and "we hope to hear from them in the near future." NHLA and the American Forest Resource Altiance are asking others to request the inclusion of the environmental and conservation foundations in the programs. Companies and individuals can contact Karen Jost at Q|D 4632747 (AFRA) or Elizabeth Pease at (901) 377-r818 (NHLA).

WESlIERN ASSOC[A1I[ON NEWS

Mountain States Lumber & Building Maferial Dealers Association had a record crowd of 920 attendees from lumberyards and specialty shops at the 1991 building materials buying show at the Denver Merchandise Mart.

Over 135 booths had displays lrom 82 different exhibitors at the March 13-14 event. Figures to date record upward of $5.3 million in purchases. Attendance increased 420/o over 1990's record of645 to the best attendance in the show's five year history.

Best booth awards were given to five companies: Eagle Rock Supply, Denver, and Wigand Corp., Colorado Springs, tied for best single booth; Boise Cascade Wholesale Building Materials, Denver, and All-Coast Forest Products, Englewood, tied for multiple booth; Capital Lumber Co.. Denver. double booth. Colorado Forest Industries, Denver; Allied Lumber Dealers, Englewood, and

were Buryl Carringer, Sterling Lumber & Investment; Scott Yates, Denver Lumber Co.; Bob Earle, Economy Building Materials; Gordon Harbert, Harbert Lumber; Mark Swager, Anderson Lumber Co.

MSLBMDA pres. Mark Swager, John Lindsey, Mark Statham, Tom Chase, Alice Wooley, Gordon Harbert, Bill Moore, Guy Dobbins, Bill Bader, Lee Jordan, Mike Guetz, Everett Babb, Dave Stookesberry and Ken Brown acted as hosts on the show floor.

A management conference is scheduled for Nov. 7-9 ai the Sheraton San Marcos, Chandler, Az. A special l00th anniversary banquet, an information exchange, educational programs, networking, a steak fry and golf are planned, according to Fred Caruso, executive vice president.

Lumber Association of Souihern California has named immediate past president George Swartz as head of its membership committee.

Other chairmen appointed: Peter Ganahl, budget; Martyn Temple, legislativel Bob Slettedahl, fall management conference; Bill Sullivan, fall conference exhibits.

il0Ul{TAltl SIATES Lumber and Buildino Material Dealers Association, Englewood, do., will display this bronze commemorative coin in celebration of its 1 00th anniversarv. Stafl associate Geri Jorgensen handled ttie prolect. 1-:'i:,.iptii.t:i::.rrtr,t|:ri:ri..tirt.:.,.....,..:...i,1.:i,r.i.rr::rr.i,il.i:u::i.t:.:ii.t..

Denver, received booth competition .100 \"'ARV COMPLETE Union Ave.,

The association is calling attention to recent laws affecting retail businesses in California including prohibiting require-

telephone number on a credit card slip or requesting a credit card for identification for a bank check.

New laws also require merchants who do not permit refunds or exchanges to disclose policies before goods are purchased and give a copy ofa sales contract to a customer at the time it is signed or within l0 days ilthe transaction takes place by mail.

Small claims court limits have been extended to $5,000. Consumers can now seek up to $2,500 in civil damages for illegal use of information in credit reports.

Fines for smoking trucks have been increased. In addition the need for diesel truck fumes to be discharged overhead will start Jan. I, 1993.

Firms applying lor state contracts are now required to guarantee a drug free workplace. Employers can lace criminal and civil penalties lor violating state safety regulations that result in a worker's death and employers who fail to warn employees of a serious concealed workplace danger can be charged with a crime.

Western Building Material Association reminded its members that penalties f,or willful and repeat OSHA violations can go up to $70,000 per violation instead of $10,000 with a budget agreement signed by President Bush to

provide lor a seven fold increase in maximum penalties.

For serious violations (harmful physical effects), the potential penalty will increase lrom $1,000 to $7,000. So far, there have been no reports of any court challenges to these new levels. However, the association believes that combining this increase with recent policy changes that raised egregious violation penalties into the million dollar range, there will be enough at stake for employers to question whether OSHA sfrould be funded by the penalties it collects.

Future Dates

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

Lumber Merchants Association of Northern California will hold its 52nd annual convention May ll-14 at Harvey's Resort & Casino, South Lake Tahoe, Nv.

Elections will be held with nominees including Tom Griesbach, Lampe Lumber, Tulare, pres.; Larry McFadden,

Fairlax Lunrber, Fairlax, lst v.p.l Kathleen Patterson, Central Valley Builders Supply, St. Helena, 2nd v.p.l Mack Giles, North Bay Lumber, Corte Madera, treas.

Nominees lor directors include Phil Larios, Hayward Lumber, Salinas; Allan Smith, Farmers Lumber, Corcoran; Don Wattenbarger, Wattenbarger & Sons, Bakersfieldl Becky Hibbert, Hibbert Lumber, Davis; Rick Whiting, Builders Supply, Paradiset Bob Rossi, Rossi's Building Materials, Ft. Bragg.

Bob Jessell, Central Valley Builders Supply, St. Helena, has been nominated for insurance trust committee chairman with committee nominees Mike Yaeger, Yaeger & Kirk, Santa Rosa; Gary DeYoung, Minton's Lumber & Supply, Mountain View; Mary Mendoza, Valley Distributors, Turlock.

A mid-management seminar will precede the convention on Sunday followed by the annual associates trade show/ reception. Gary Donnelly, NLBMDA executive v.p.; Donn Zea, Timber Association of California, and Jerry Reynolds, former coach of the Sacramento Kings, will be general session speakers on Monday. Awards will be presented at the president's dinner that night followed by Gerald Grider, PGL Building Products, a guitarist and humorist.

The annual golftournament at Tahoe Country Club will close convention activities on Tuesday.

Grade School For Lumbermen

Sixteen students primarily from Southern California hardwood distribution yards recently completed a Los Angeles Hardwood Lumberman's Club-sponsored short course on the inspection and grading of hardwood lumber.

Coordinated by Dennis Johnston. Johnston Hard-

wood Inc., Long Beach, Ca., the March l8-22 class was conducted by Tom Wright, assistant chief inspector of the National Hardwood Lumber Association, at the Ramada Inn, Carson.

Students then applied their knowledge in outdoor practice sessions held at Johnston's yard.

When Your Bank Wants Out

To protect against banks trying to back out of loan agreements, the Western Building Material Association offers some common sense precautions:

. Get all loan agreements in writing. Don't expect banks to honor oral commitments.

. Ensure documents accurately reflect all pertinent terms, conditions and covenants, and that you fully understand them. Question ambiguous items.

o Do all you can to help lending officers and their managers to understand your business. [f oflicers change, meet the new person as soon as possible. You're best off if more than one person at the bank knows your business.

o If a bank makes sudden, unethical or illegal moves that imperil your company, consider finding a lawyer. If possible, arrange new terms with the bank to save your firm.

o If all else fails, sue. But remember it might be years before you see relief. And bitter legal battles can take a heavy financial and emotional toll on you and your company.

Posts,

poles, pilings, timber, crossarms, grapestakes, dimension lumber. Pacific Wood Preserving of Bakersf ield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capabil ity to work for you. Call today:

Steve

Ryan,

General Manager

In California (800) 582-3950

Outside Californ ia (805) 833-0429

GnAllll{G course graduates: (front row, l-r) Don Best, Reel Lumber Service, Anaheim, Ca.; Fernando Beza, penberthy Lumber, Carson, Ca.; Guadalupe Valladolid, American Hardwood, Los Angeles, Ca.; Mike Reynolds, Sumwood Inc., Palos Verdes, Ca., Matt Gaul, Panel-Tex, lndustry, Ca.; Miguel Valencia, Penberthy; (back row) Jake Kelley, Doreen Reel, Glenn Boss and John Laybourne, Reel, David patton, Smith Furniture Makers, Corona, Ca.; Lance Shout and Clorinda Ricci, International Forest Products, Chino, Ca.; Denny Dilay, Coastal Lumber, Chino; Bill Wessner, West Coast Lumber, Encinitas, Ca.; (very back, center) Tom Wright, National Hardwood Lumber Association.-

Housewraps Are Energy Savers

Increased emphasis on energy efficiency makes it important for a dealer to be able to offer a builder construction products with proven energy saving records.

Housewraps applied during construction are among the most eflicient air infiltration barriers available. Reducing drafts and the penetration of outside air, they work with insulation to provide year around comfort and energy savings. In addition to providing an air and water resistant seal, the products reduce the chance ofwall and insulation damage from condensation build-up by allowing moisture vapor to pass through. Housewraps can be used with stone or stucco as well as wood or vinyl siding,

WRAPPII{G a house

a housewrap provides energy savings. The oroduct should be recommended to builders, remodelers and residers.

Builders report that housewrap products are easy to apply and provide an added advantage in protecting the interior from wind and rain during construction.

Housewraps work in both cold and warm climates. Homeowners report savings in winter heating bills and summer air conditioning costs. Utility savings equal to a payback for the material in less than a year have been experienced by homeowners in some areas.

Air infiltration barrier wraps also work well with remodeling or residing to improve the efficiency and function of a home. The product should be part of every sale to a remodeler or residing contractor. Some housewraps can be applied over old, loose or cracked siding, eliminating the expense of removing old siding.

Environmental Defenses On Tap

The Alliance Coalitions Task Group video and publications library is available for loan to members of the Alliance or alTiliated organizations.

Video tapes and books ranging from the Northern Spotted Owl issue to Wetlands to mill operations and grassroots organizing and lobbying can be borrowed by contacting Tara Palya Q02) 463-2732.

with

Yard mirrors small townns growth

T HE PAST and the present I converge at Merrill Lumber in Merrill, Or., a small Klamath County town with a growing economy.

The size of the store was doubled last year, creating a curious cross of old-time country general store and shiny new shopping mall. The original quarters have a homey look, with cluttered, overflowing shelves and a collection of rusting tools nailed to the wall. Expanded areas feature bright lighting and modern shelving systems and displays.

The expansion was triggered by predictions of big growth in the area and record sales in 1989, fueled by bumper crop profits for local potato farmers and a freak wind storm that sent Merrill homeowners scurrying for building materials.

"We wanted to be thought of as one of the better stores in Klamath County," said Tom Ongman, who runs the family-owned business with brother Jon. Customers come from all points in the county to the store on the city's main street. And every autumn the same Southern California duck hunters swing by.

Despite the fancy new trappings, Merrill Lumber still maintains the

ll lttER Redwood Compony is proud to Fl URATEMP con be grooved to severol Ill introduce DUI?ATEMP PLWOOD SID- U tl-ll potterns ond is ovoilobte in 8', 9' lNG, DURATEMP hos been developed co- ond 10'lengths, A limited 25-yeor worronty operotively with Forestex Compony, o ogoinst monufocturing defects is provided leoding monu- for oll DUI?ATEMp

focturer of quolity l- _..,.r

products, o volue

-Millerr,lftu[THMlt PLY\IVOOD

SIDIN

nlillato_ I na* n.a.,i^l^r r^.. ond industriot I :SrllllYl: I most orher ponel _,____,; __:._._ Illl llt^l=l-Illll I :,,r,_g ..r._,=,,.r: ;;-r-;;,;;v;oo;- laJ ltf Ull IIl-ll I r.,^a^ .,a,j, :,j:_ otins the eco- I Dl Vt,ltnnn Cr I nl|\lnI tomer ls tookins nomy of ponet lf LY VVUVU DlUll\U*I for sidins whic6 siding with the hos bothlhe sov- durobility ond ings of ponel sidbeouty of Forestex hordboord, DUMTEMP ingondtheelegonceonditoOitityotForesovercomes the limitotions of conventionol tex hordboord, oskfor DURATEMP, For o free plt4vood sidings by using o tempered brochure ond more informqtion regording hordboord foce, providing o blemish-free DUI?ATEMP, the exciting new proOuct from oppeoronce with on embossed wood Miller Redwood Compony, pleose coll groin or stucco pottern, 1-800-637-5886,

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0t0 T00tS line the walls, harking back to the early days.

principles of a small town business. Employees are instructed to focus on meeting customers' needs above making a sale. When called for, they'll suggest repairing worn parts over buying new ones.

And although the store is closed on Sundays, the Ongmans regularly bend the rules for ever-occurring emergencies. "There's hardly a Sunday when I don't come down here and get something," Ongman said. "That's just part of being in a small community. You can't leave someone broke down."

Story at a Glance

Lumber yard expands as town's economy grows... new-fangled sunoundangs don't change oldfashioned business principles.

The already wide assortment of products has become even wider due to the expansion. Ongman illustrates the breadth of inventory by recalling a man who came into the store about 20 years ago looking for a piece of oak to build an ox yoke. While Merrill Lumber didn't stock hardwood lumber, they did, buried in a dusty back corner, have an old ox yoke. The man walked out of the store, project completed, for $1.75.

Today Merrill Lumber is all out of ox yokes, but does offer that same personal service.

Quality Contfol Starts at a Very Early Stase at Pacific Southeast Forest Products

Whatever happened tb. . .?

By Matt Moulder

Whatever happened to Lorenz

Lumber Co.?

The Lorenz family started in the lumber business in Bonanza, Or.,a small town just east of Klamath Falls, in -l 921 with the founding of Long Pine Lumber Co. A second mill was started a few years later in Sprague River, Or., followed by a part ownership in a mill in Spalding, ldaho. In the mid 1950s, the family patriarch, C.C. Lorenz, entered into a cutting contract on a large tract of timber located near Burney, Ca., owned by R.C. Watt and the Lamb estate. In 1957 a sawmill was constructed near Burney to process this timber.

ln 1962 the mill was sold to Clear Fir Sales Co., later to be bought out b)r Fibreboard Corp. Clenn l. Lorenz stayed on as plant manager andwas later made vice oresident of the Forest Products Crouo which included mills at Truckee, Crants Pass, and Cloverdale, Ca. In 1978 iouisiana Pacific came on the scene and Clenn was appointed Sonora Division Manager with responsibility for mills in Inyokern, Keystone, Standard, Truckee, Burney, and their MDF olant in Rocklin. Ca. In 1982 the Sierra Division and the Sonora Division were merged and Clenn was placed in charge of the new entity which oversaw the activities of all of the California manufacturing plants except those along Highway 101

C.C. Lorenz passed away in 1970 and Clenn's brother, Wes, died in 1989, makins Clenn the last of the "lumber Lorenzs." ln 1984 Clenn retired from the luirber biz and in1987 moved from his home of 25 years, Redding, Ca., to Rancho Murieta, Ca., iust outside Sacramento, where he was introduced to a new kind of frustration called golf. Clenn is now a dedicated golfer, taking time off occasionally to check-out the family ranch in Klamath Falls.

In 1989 operations at the Lorenz mill at Burney were discontinued. The mill has since been dismantled, another victim of the "Owls vs. Jobs" controversy that has plagued the lumber industry these past several years.

Owl Droppings

The following is a letter to the editor that was printed by the Oroville, Ca., Mercury Register Feb. 14,1978.

Editor: In contrast to the daily depressing diet of headlines featuring sanctimonious drivel from our president, Korean payoffs to Congress and other governmental atrocities, Stanley Fortier emerges as a breath of fresh air and a hero of our time. "Using a forklift to dump an air pollution control officer and his pickup truck into an illegally burning fire" has got to be a classic. They will undoubtedly "sock it to you," Stanley, but there for a few short moments the feeling must have been one of sheer ecstasy.

PACIFIC

SOUTHEAST

FOREST PRODUCTS

P.O. Box 819, Diamond Springs, Ca. 9561 9

Larry White

The writer of thiiletter, who shall remain anonymous, had extensive day to day dealings with the U.S. Forest Service, as well as various state and county regulatory agencies. Perhaps some of you can relate to the vicarious thrill that this man obviously got from reading about the forklift incident. bt 8's

Curt Crane $161 626-4221

Manufacturers: Ponderosa & Sugar Pine Mouldings and Cutstock

Located in the Heart qf &ig Timber Country

C0-0lIttllER Tom 0ngman looks t0 bridge the past with the future.

Jim Hemphill has been named southern region gen. mgr. for Weyerhaeuser Co., according to v.p. David srill.

Steven Moore has formed Moore Research Center, Eugene, Or.

Marie Hanson, western lumber div., Willamette Industries, Albany, Or., has retired after more than 15 years with the firm. Rita Poe has been transferred from plywood sales to replace her in stud and lumber sales.

Al Uskoski is the new gen. mgr. and Marty McGinnis sales mgr. at GluLam Technologies, Magna, Ut.

Ronald R. Feiner has been appointed senior v.p.-operations at VSI Hardware Industries, Los Angeles, Ca., succeeding Bob DeSchepper.

Stan Pion, Pacific Mill & Lumber Co., Los Angeles, Ca., has retired. Steve West succeeds him as mgr. Lovey Mdarthy is now office mgr.

John Mullin, Mullin Lumber Co., Los Angeles, Ca., and his wife, Louisa, are vacationing this month on a scuba diving tour off Australia's Great Barrier Reef.

Carl Rise, Best Moulding Corp., Albuquerque, N.M., received the Warren C. Jimerson Award of Excellence lrom the Wood Moulding & Millwork Producers Association.

Barbara Ferguson has been promoted to mgr. o[ technical services for Rain Bird. Glendora. Ca. Debra Wolf is now mktg. and product coordinator.

Rick Slocum is the new senior structural engineer at Vistawall Architectural Products, Modesto, Ca.

Bob Handegaard is the new sales supervisor at Georgia-Pacific, Fort Bragg, Ca. Paul Jorgenson has been promoted to sales supervisor for Martell and Foresthill, Ca. Wayne Murphy replaces him in lumber sales.

Ron Hoppe, v.p.-mktg., Sierra Pacific Industries, Redding, Ca., is now devoting full time to the development and mktg. of SPI's window program. The sales dept. is now headed by three sales mgrs.: Terry Kuehl, dimension lumber & commodity items; Rich Stolz, industrials & distribution center products, and Mark Westlake, millwork, reports pres. A.A. "Red" Emmerson.

Charlie Lutz, Simpson Timber Co., Shelton, Wa., has retired after 23 years with the co.

Jim Hildahl is new to Westwood Forest Products, Everett, Wa.

Denis Deeth is now merchandise mgr.lumber & building materials for Home Builders Outlet, Cameron Park, Ca.

John Gilbert is new to sales at Tree Products Enterprises, Lake Oswego, Or.

Charlie Munson, Gang-Nail Truss Co., Visalia, Ca., and William Eber, Dolan Building Materials, Sacramento, Ca., are now on the board of the Wood Truss Council of America. Mike Bugbee, Simpson Strong-Tie Co., San Leandro, Ca., is an associate board member.

Paul Trueb has retired as sales mgr. at Blue Lake Forest Products, Arcata. Ca., after 35 years in the industry. Bruce Taylor and Richard Anderson are now handling sales.

Carol Elfstrom has joined HomeClub Inc., Fullerton, Ca., as public relations director, heading the new inhouse p.r. dept. Larry Raymundo is new to Hq. as an audio/visual specialist.

Mike Owen has resigned as managing director of the California Pacific Southwest Hardware Association.

Gene Anderson is now in charge of shipping at Bracut International, Arcata, Ca., according to Red Anderson.

Claudia Jennings, Redwood Forest Products, Ukiah, Ca., is back home alter a Baja, Mexico, vacation.

Todd Hamar, Galleher Hardwood, Santa Fe Springs, Ca., is serving as a panelist for a prefinished and floating floor seminar at the National Wood Flooring Association's May 8-ll annual convention.

Enita Nordeck, Unity Forest Products, Yuba City, Ca., took a three-day tour of 14th Air Division, Strategic Air Command bases (McConnell Air Force Base, Ks.; Minot Air Force Base, N.D., and March Air Force Base, Ca.) at the invitation of brigadier general L.A. Mitchell.

Neil Keefer has retired as mgr. of Hayward Lumber, Pacific Grove, Ca., after 40 years with the company. Kent Murtland is now branch mgr.

William M. Shields has joined Weyerhaeuser Co., Tacoma, Wa., as exec. v.p., wood products.

Marvin W. Coats has been promoted to exec. v.p., building materials group, at Willamette Industries, Portland, Or.

Don Nelson, Brand S Corp., Corvallis, Or., is back from a business trip to Texas.

Bob Dickinson, sales, North Santiam Veneer Inc. and Northwest Wood Products, Mill City, Or., has retired after 40 years in the business.

Dave Rix, Yuba River Moulding & Millwork. Inc., Yuba City, Ca., has been elected pres. of the Wood Moulding & Millwork Producers Association. Ric Morrison, Sun Forest Products, Live Oak, Ca., is now v.p.; Frank DeMott, Best Moulding Corp., Albuquerque, N.M., 2nd v.p.; Ed Sturza, Ponderosa Mouldings, Redmond, Or., treas., and Bob Weiglein, Fibreboard Box & Millwork Corp., Fresno, Ca., immediate past pres.

Bruce Cook is new to Big Horn Materials, lnc., Frisco, Co.

Dale and Marilyn Stinton, lormer owners of Ackley Building Center, Brush, Co., have retired.

David Runyan is now gen. mgr. at Babbitt Home Center, Flagstaff, Az.

Brook Robison is the new mgr. at Aspen BMC West, Aspen, Co., with Roger Wulf taking on responsibility for both Aspen and Glenwood Springs, Co., and former operations mgr. Marc Patton becoming asst. mgr.

Crr,or"rs tell us that the consistent quality of the products we make is what keeps them coming back. For more than 40 years they have relied on sequoia Forest Industries to ensure the lengths and widths are as ordered with no hassles about grade. Our precision cutting standards are the highest in the industry. And our Fresno location means fast, over-night deliveries to ma1or California markets. Job site deliveries when requested.

George H. Weyerhaeuser, c.e.o., Weyerhaeuser Co., Tacoma, Wa., plans to retire in July. Pres. John W. Creighton Jr. will succeed him.

Ken Prescott has joined Sequoia Supply, Fairfield. Ca.. as an inside sales specialist for Peachtree Windows & Doors.

Scott Schroeder is now v.p.-mlg. for Stimson Lumber Co., Portland, Or., according to pres. Dan M. Dutton. Steve Schmitt is v.p.-mktg.; Daniel J. Sweeney, corporate director of human resources, and Tom Herman, v.p., Rellim Redwood Co. Pete Reyneke is now responsible for all domestic lumber sales for Stimson, and Brian Jones, panel products sales, has been relocated to Stimson Trading, Portland.

Billie Larson has retired after 20 years with the American Plywood Association. Tacoma. Wa.

Bard Brown has been named mgr. of Cotter-True Value's regional lumber buying office in Portland, Or. Traders include Patty Kruger, Dick Lewis and Kelly Miller.

Kay Sedeeya has been assigned to head up the new Mexican products group at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to pace 30)

S"qroiumanufactures Ponderosa and Sugar pine in 5/4 and 6/4, White fi 2x4 and 2x6, and long-lasting Incense cedar. We are the largest producer of pallets in the stateover 6,000 each day. We even make decorative bark and forest humus. A broad range of quality productsthat's today's Sequoia Forest Industries.

Personals

l(.tsrttirtued Jront Jtage 29)

Phil Heim, Product Sales Co., Orange. Ca., is back from a Cabo San Lucas vacation.

Dave Miller is the new yard and mill superintendent for Anfinson Lumber Sales, Fontana, Ca., according to Creighton Anfinson.

Lawrence C. Hart, chairman, pres. and c.e.o., Fibreboard Corp., Concord, Ca., has resigned, but will stay on until a successor is found. James F. Miller has been appointed to the board of directors.

Barry Stagner has joined Anfinson Lumber Sales, Fontana, Ca., as an outside salesman.

Scott Maitland has joined Precision Lumber Co. as gen. mgr. of its The Dalles, Or., and Yuba City, Ca., manulacturing facilities.

Dave Bickler, asst. mgr., Alpine Lumber Co., Granby, Co., and his wife, Diane, are enjoying their first child, Zane Clark, born Feb. 23, 1991, at 6 lb., 12 oz.

Ron Gilmore has joined HomeClub, Inc., Fullerton, Ca., as v.p.-mktg.

Paul Herrfeldt has been named gen. mgr. of Homeowners Lumber Co., Inc.. Petaluma. Ca.

Michigan-Cal Mill Burns

An early Easter morning blaze struck Michigan-California Lumber Co., Camino, Ca., destroying a huge section of the 1O2-year-old mill.

Fifty firefighters responded at l:20 a.m. March 3l to combat the fire which began in the older front end of the mill. An official investigation could not determine the cause. said general manager Pete Himmel.

Damages were in the millions of dollars and production will be down from three to more than six months, he said. A large production volume in various stages of inventory was unharmed, allowing the company to continue fi lling orders.

Palco Pays Pension Shortfall

Pacific Lumber Co. retirees whose pensions are threatened by the collapse of Executive Life Insurance Co. have been assured that the company will make up the loss for May and June.

Maxxam president John Seidl

TIMBER SIZER PRE-FABRICATION

TIMBERS

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

said in a letter to employeeS, "We are doing everything we can to make certain that your interests are protected. The company will not let you suffer any financial hardship as a result of Executive Life's problems." Palco is owned by Maxxam.

More than 530 Palco retirees depend on retirement benefits while another 700 retirees and workers are at least partially affected, the company said.

Hardwood Plywood Pn*rtlons

Ten major trends are forecast for the hardwood plywood industry in the 1990s by the Hardwood Plywood Manufactu rers Association.

o Environmental issues will be the decade's single most important factor affecting the industry.

o The number of firms producing prefinished wall panels will decline in the next three years.

. North American consumption of wall paneling will decrease within the next three years.

o The number of cut-to-size and stock panel manufacturers will likely decline during the next few years.

o Demand for cut-to-size and stock panel manufactured products will continue to be stable during the next few years.

o Competition from substitute products will intensify.

o Sliced veneer exports will rise.

o Log exports will continue.

r Total veneer production should increase slightly, although the number of veneer companies will decline.

o Concern for tropical deforestation will affect imported core stock and platform availability.

SEQUOIA SUPPLY + TRUSJOIST =

TFUs JOIST

o Two Northern California regional offices (Pleasanton and Sacramento) allow Trus Joist to provide quick, local field support.

o Thirteen sales professionals in the field for complete customer support.

o Four full-time engineers at your service.

o Highly effective national advertising to help create sales.

o Recognized industry leader in the field with a lifetime quality warranty.

o Only I-Joist manufacturer not required to provide individual job details and calculations per l.C.B.O. reDorts

Buy TrusJoist Products from Sequoia Supply with the confidence that you purchase more than just the best engineered wood products . . . You receive the most comprehensive support available.

SEQUOTASUPPLY

to Large Trus Joist inventory assures you of prompt, complete service.

o Multiple methods of purchasing from pieces to truckloads, to fit your specific customer service.

o Co-operative advertising and promotional sales programs available to help you sell the product. . Comprehensive product knowledge seminars for you and your customers.

o "One call does it all" 800 number lor Northern Calilornia and Northern Nevada service on Trus Joist products from Sequoia Supply.

Call 1-800-676-7777

Sequoia Supply + TrusJoist = AWorV Free Purchase for You €p Your Customer

A quality, energy-efficient home is one that's wrapped in TWEK@ Housewrao from DuPont. TWEK is the suoerior air infiltration barrier that literally wraps around your home for more comfort and lower energy costs. Gall 1 -800-zl4-TWEK for a free home energy analysis which will estimate how much money you can save on your energy bills. SpecifyTWEK Housewrao from Du Pont. Ask for it by name.

Home Club Battles Drought

Promoting new statewide water restrictions, two California HomeClub locations staged free water conservation fairs, demonstrating watersaving devices and ways to beat the drought.

The

Held at the Bakersfield and Santa Maria locations, the promotions offered tips on reducing water waste and had on hand public utilities representatives and product experts. They were held April 20.

FURNITURE TRENDS

MODULAR WALL UNITS AT 3 MAJOR MARKETS

OAK, RED & WHITE ASH & ELM PINE

ALDER, BIRCH, MAPLE CHERBY MAHOGANY

WALNUT-PECAN

BUBLS & OTHER

PAINTED E LACOUER

PRINTS & LAMINATES

GLASS, METAL, OTHEF RATTAN, CANE, WICKER

7:) sAN FffAN'91 Nil cnRolrrua'go

I|AR0W000 trends for lurniture were tracked woods Division, Weyerhaeuser Co., Portland, at Dallas, Tx., San Francisco, Ca., and the 0r. Sparse attendance and slow sales were High Point, N.C., winter furniture markets by attributed to the Gulf War.

Arnold B. Curtis, president, Northwest Hard-

1990: A Bad Year For Housing

The continuing decline of homebuilding through 1990 left last year's recently released fourth quarter housing starts total at 221,195 units, l8% below the year-earlier quarter.

As a whole, 1990 was the worst year for the housing industry since the early 1980s when severe anti-inflationary credit restraint sharply curtailed building. The 1990 total of 1,133,000 housing starts rivaled 1982's total of 1,097,000 for the past decade's weakest output of homes, condos, and apartments.

"The only real difference between the current credit crunch and the last one is the form it has taken," said George A. Christie, chief economist for F.W. Dodge. "Despite falling interest rates in 1990, the current lack of funds available for real estate development is creating the same result that the sky-high rates of the early 1980s did."

Allbut one of the nation's top ten housing markets suffered deep declines in 1990. The exception, Detroit, managed to just equal its 1989 volume.

Los Angeles/Long Beach, Ca.,

led the nation with 28,898 units, down 39% from 1989. Riverside/San Bernardino, Ca., placed second with 27,230 units, a 370lo decline. Other top housing areas: Washington, D.C.. 25,709 units, down 310/ol Atlanta, Ga., 23,622 units, down 320lo;

Detroit. Mi., 20.024, unchanged; Seattle, Wa., 19,402 units, down l2o/o;Las Vegas, Nv., 17,566 units, down 41%; Orlando, Fl., 17,338 units, down 180/o; Chicago, Il., 16,977, down 280/0, and Sacramento, Ca., 15,723, down 30%.

NORTHERN CALIFORNIA

FAX (916) 274.s304

(80o) 350-3002

SOUTHERN CATIFORNIA

(714) 978-6335 FAX 714-978-6339

(800) 266-2737

CEDAR REDWOOD DOUGLAS FIR PINE HARDWOODS

Clears

Fencing

Siding

Mouldings

Industrial components

Clears Commons Timbers Fencing & Decking Siding

Custom milling patterns Mouldings/millwork, solid and linger-joint lndustrial components

Clears, VG & flat grain

Industrial components

Edge-glued panels

Flooring

Clears Commons Dimension

Industrials

Mouldings, Millworks

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Edge-glued panels

OUALITY & INTEGRITY

Millwork Mouldings

Industrial components

C0llGRATUIAT|0lls: newly elected olficers 0f the Second Growth organization ol the Lumber Association of Southern California, (left

to right) v.p. Mark Sabre; pres. Phil Robbins; treas. Al Reed; sec. Bill Young, outgoing pres. John Allen.

John Turner Patric Taylor Carl Henoch Stan Cochran

Jim Ferreira Tom Parent

English Classes Help Workers

Recognizing that immigrant employees were having trouble with memos, invoices, company policies and other information written in English, Weathervane Window Co. offered classes to improve their language skills.

Working with the Equal Employment Opportunity Center, Bryan Kelley, personnel director for the Kirkland, Wa., company, set up an eight week schedule of twice weekly sessions. Weathervane and the students worked together, each contributing an hour per class.

Souphot Xayavong, a graduate of the course, commented, "Yes! Now I can speak with the other workers. I can learn about the equipment here to do my job. It has helped me study for my citizenship test and this is good."

A federal grant was recently approved to continue the language courses with approximately a dozen Seattle, Wa., area companies committed to the project.

QUATITY REDrIIOOD PRODUCTS

DECKINC FENCINC KILN DRIDD UPPERS & TIMBDRS UNSEASONE,D SUKNACED & ROUCH UPPDRS & COMMONS

STOCK PREMIUM AIR DRIED SELDCT RABBETTED BEVEL SIDINA

Empire saumills at clouerdale (Irwg iollsonoma countg) and soledad (Ilwg 7o7lMonterey Countg), Ca., ship ba flat car, pig uan and truck & trailer in full or partial loads.

TO.OOO.OOO BF OF REDWOOD AFTNUALLY

ElilPt0YtES al Weathervane Winlgw Co., Kirkland, Wa., had an opportunity to improve their English skills in classes conducted at the biant by the-company in cooperation with the Equal Employment 0pportunity Center.

Hoo-Hoo's l(Xlh Birthday

Harry Merlo, chairman and president of Louisiana-Pacific Corp., will be keynote speaker at the HooHoo International centennial convention in Hot Springs, Ar., Sept. 1992.

In addition, Merlo's company will be a major corporate sponsor of the lumber fraternity's l00th anniversary celebration. Other sponsors to date include Dan Brown, Circle DE Lumber; Jimmy Jones, Foster Lumber Yards; Jack Jacobson, Jacobson-Phillips Forest Products; Larry Law, Lumber Supply; Stephen Kallberg, Manke Lumber; Thomas Peterson, McFarlandCascade: Al Meier. Al Meier's Building Centers; Robert Vandewall, Orepac Building Products; Hammie Ahlo, Osmose Pacific; Ted Fullmer, Fullmer Lumber; Dave Blasen, Blasen & Blasen Lumberl Bernie Barber, Bernie Barber & Associates, and Ted Mathews, Pacific Forest Products.

In addition to soliciting sponsorships from corporations and individuals, Hoo-Hoo will sell special centennial merchandise to raise the

$165.000 needed for the celebration. Jimmy Jones, convention chairman, has appointed Al Meier and Jack Jacobson co-chairmen of the fundraising committee. Committee members include Phil Cocks, Lyle Hoeck, Jeff Loth, Bernie Barber, Dave Jones, Chris Goff, Warren Biss, Kevin Kelly, Dave Blasen, Dan Brown and Dick Wilson.

Ronald McDonald House Gift Maple Brothers, Chino, Ca., Terry Sash & Door, Tarzana, Ca., a Terry Company, and Andersen Windows are working together to give the Los Angeles, Ca., Ronald McDonald House expansion the best possible deal on windows.

The joint commitment was arranged by Claire Taylor of Terry Sash & Door. Many building material suppliers and companies are cooperating in providing materials and services for the residence which cares for families of children being treated at Children's Hospital of Los Angeles.

MI[[ DIRECT

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The Entire West

Dovid Billingsley

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Fox 916-624-9175

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Serving Utah, Nevada, Arizona, Colorado, ldaho, Wyoming

Chuck Story

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Enviros Wrong On National Forests

Despite environmentalists promoting the belief that taxpayers are subsidizing the forest products industry with below cost timber sales, the U.S. Forest Service showed a profit for 1990.

Sales netted $630 million after expenses and supported 105,583 jobs, according to the Timber Sales Program lnformation Report, with 840/o of the harvested timber coming from lorests where revenue exceeded costs. In addition, $327 million was returned to the states for local road and school programs.

You Auto Shift Into Remodeling

A relationship between the kind of car a homeowner drives and the scale and quality of remodeling he will choose has been reported in a Fulton Research survey. Domestic sedan drivers show a strong interest in remodeling kitchens while sports car drivers want a fitness center and a bigger and better master bath. Traditional is the choice of van drivers. Station wagon drivers like sun rooms and imported sedan drivers are big on home offices.

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

ll{U110 EilPlRE Hoo-Hoo Club veterans (above, l-r) Cap Strano, Tom Ross and Mike Nicholson look over initiation ol 11 new members at the Jan. 25 meeting in Riverside, Ca.

At Britt Lumber we speciafize in producing quality fence posts, boards andrai|sdirectlyfromthe|oginourmodernsaWmi||' we're big enough to meet your customers' needs...yet smafl enough to guarantee quality.

Engineered Products Growth

Sales of engineered lumber products are predicted to jump 16006 during the 1990s to 1.63 billion linear ieet by 2000.

An industry study by George Carter & Affiliates attributes the growth to greater acceptance in the nonresidential market and new applications in single lamily homes, especially those using long, clear spans to create large open spaces. Concurrently, sales ol wide dimension lumber (2x10.2x12) should fall 6.70/o due to the increased popularity of engineered products and the reduced availability of large diameter. old growth timber.

Demand for all engineered products is expected to more than doubfe, led by a 2340h surge by laminated veneer lumber. The study predicts it will become the top choice in replacing wide dimension lumber and manufacturing wood I-beams.

with their demand climbing 11906, parallel chord trusses will remain the sales leader, due to strong nonresidential construction and increasing acceptance ofthem for residential building.

Among all engineered lumber products, parallel chord trusses' market share will slip from 1990's 320/o ro 2000's 2J0/0, rhe study forecasts. Other 10-year changes in market share: laminated veneer lumber, 18% to230h'. glulam beams, 23%r to 21%, wood l-beams, 24oh to l9%; composite lumber, 2(il, to 6%l parallel strand lumber, l%r to 40h.

The study assumes new mills producing laminated veneer lumber will increasingly operate with a ccnterless lathe, to handlc small cliameter Iogs and pulp logs, the least expensive wood supply available.

Bosses' Salaries Mostly Up

Annual pay fbr some of'the top U.S. forcst proclucts companies' chiel- executives climbed 6.70i last year, though there were pay cuts as well as raises at the lumber-related giants, according to the Wall Street ,Journal.

Par'' (including salary, bonus and long-term compensation) in 1990: John B. Fery. Boise Cascade, 5693.000 (down 32ah from 1989); Andrew C. Sigler, Champion International, $1.24 million (+ 1ol,)l T. Marshall Hahn Jr., Georgia-Pacific, $1.5 million (-120D. John A. Georges, International Paper, S2.03 million (*10(lr); Harry A. Merlo, Louisiana-Pacif ic, $2.06 nrillion (*l3ol,); Roger W. Stone, Stone Container, $ l .36 million (n.a.); John A. Luke, Westvaco, $983,000 (f 4olt); George H. Weyerhaeuser, Weyerhaeuser, $1.105 million ( I 4(il')'. William Swindells, Willamette Industries, $554,200 (l7tl,).

NEW PRODUCTIS and

selected sales aids

structs precise planograms, total store layouts and comprehensive financial reports.

For retailers, the space management software integrates point-ofsale and inventory data to reorganize tens of thousands of everchanging items, producing appealing shelfsets, distinguishing top selling products from slow movers and avoidine out-of-stock situations.

For manufacturers and wholesalers, the planograms can be used to improve sales presentations, support new product introductions and work with retailers to obtain more shelf space for their products.

Trim Head Fasteners

New trim head fasteners from Swan Secure Products are ideal for finish work and trim where they can be easily driven flush with or below the work surface.

Designed for wood construction, the screws' small, unobtrusive, deep countersunk heads are especially

Master Planner

Combining ease of use, database flexibility and crisp color graphics, SpaceMax from MarketMax con-

Sign On

A new sign making system from The Reynolds Group is said to allow retailers to produce professional quality point-of-purchase signage in less than 30 minutes.

The system incorporates Signcomp software, Hewlett Packard's DeskJet 500 printer and any IBMcompatible personal computer. The printer also performs all standard

Users are said to boost sales and profitability 5-25V0, simultaneously reducing inventory and improving product selection.

useful in fastening corner boards, fascia and mitered ends on quality wood siding. They are also ideal for decking and traditional toe-nailing type applications, such as affixing balusters and handrails.

Manufactured of solid stainless steel for superior corrosion resistance, the fasteners are offered in l",1-5/8",2-l/4" and 3" lengths.

printer functions for word processing, desktop publishing, etc.

The system includes two different typestyles, which print in sizes from 6 point to 5 inches and allows onscreen viewing of signs. Up to I I,000 different signs may be stored within the system for later printing.

Banding Recycler

A scrap, band and wire processing machine that transforms bulky, dangerous banding materials into valuable scrap metal is new from Indian Country, Inc.

Band-Ade automatically chops scrap into 4-in. lengths and deposits it into a 55-gallon drum fior easy storage and sale to recyclers.

Standard features include a heavy duty 3/4 hp electric motor, cutting shear, automatic feed device, heavy duty flywheel, wide feed throat, micro safety switch, sealed bearings, safety release lever and all steel welded construction.

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

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

Multi- Location Manager

A materials management system designed to address the needs of the multi-location operation is new from Versyss Inc.

The Materials Management System: 5.00, Distributed Data Processing facilitates the transfer of information between systems at multiple locations in order to maintain similar databases on separate, independently run systems.

The system allows for: tying in up to 99 remote locations, sophisticated tracking by location, polling of information over a weekend, and diverse sales order, inventory and reporting capabilities.

Wood Restorer

A weather resistant, water resistant coating for revitalizing aging wood roofing, siding and fencing is new from Chapman Chemical Co.

Designed for exterior wood above ground, Sta-Brite R comes as a concentrate. It is mixed with nine parts water and sprayed on surfaces precleaned of all stains and debris.

The result is a waterproof, weatherproof, natural looking, semitransparent stain finish, reportedly at a fraction of the cost of roof replacement.

The product is available in cedar brown and weathering gray.

What-lf Planogram System

MarketWare's new Pegman 2.5 space management system features a "Planogram Scoreboard," which allows users to immediately see the impact of their merchandising decisions on six key financial criteria as they add or delete even a single SKU.

Developed to help manufacturers and retailers find the highest return on their space, the system totals key

there are no unsightly wires has been developed by Larmco Security.

The system consists of a small transmitter that fits into each window extrusion, a panic button, a portable hand-held radio transmitter that allows homeowners to activate the alarm at will, and a wireless receiver/controller, which is centrally located in the house and receives a radio signal from the win-

Air There & Everywhere

A two-in-one cordless air compressor/rechargeable power pack is new from Campbell Hausfeld.

financial measurements that can be viewed at any point during creation or merchandising of planograms.

Other features include a minimum/maximum inventory feature for optimal inventory management, 18 flexible worksheet columns for financial modeling, comprehensive financial reports for category management, enhanced graphics capabilities and a master database for handling up to 100,000 SKUs.

Available in four versions at various levels of sophistication, the software runs on any IBM or compatible personal computer with a 640k memory.

Alarming Openings

An electronic alarm system built directly into Stanley windows so

dow transmitter or panic button. The receiver/controller contains an LED indicator to immediately identify the location of the attempted entry along with a 110 decibel siren.

In-House Architect

New computer programs that allow custom design of deck and garage projects have been introduced by CadQuest Inc. The programs print out diagrams and material and price lists. Deck designers are provided with choices of freestanding or attached, single or multiple, height, direction,

The unit weighs less than I I lbs. and delivers up to 220 psi of air power. It includes two recharging cords: one that operates on a standard ll5 V household circuit and a l2V cord that connects to a car cigarette lighter.

Radiant Barriers

Retroflect Panels from Parsec help prevent the transfer of heat from the roof deck to the ceiling insulation.

Lightweight, double-sided, easy to handle and simple to install, the thermal radiation barrier panels fit between rafters of the roof.

step locations, in-ground or pier footings, and materials.

Garage designers get a choice of garage size (single or multiple car), roof and wall height, garage door location and size, entry door location and size, window location and size, roofing and siding styles, and materials.

Spray To All Fields

The Dancing Waters sprinkler from Rain Bird fealures a unique spray action that pulsates while oscillating, improving water distribution while creating less friction and wear on the motor.

the thrusting water pressure along its entire length, reducing motor wear and enabling sprinkler operation even with low water pressure. Power jet nozzles provide precision stream control and resist clogging from alkali, calcium and mineral deposits. A 32-position dial permits programming a variety of water patterns.

The Merchant Magazine

attic ventilation, the product reportedly results in cooler attics in the summer and dryer attics in the winter. Showing as a thick ridge cap on the roof, the product conforms to any roof pitch and is available for cedar, asphalt, fiberglass or flat tile roofs.

Window Toppings

A new line of window top treatments in an assortment of colors and prints is now available from Kenney.

Water flow and stream flow are continuously varied by a rotating element in the oscillator motor, causing water droplets to fill in between the spray pattern for more uniform lawn coverage.

A floating spray tube distributes

Roll Vent, the only self-contained ridge ventilation system available on a roll, has been developed by Benjamin Obdyke. Designed to simplify and improve

1-Of-A-Kind Insulator

Fabrics come in plain, chintz and printed finishes, in both wide pocket and standard pocket styles.

Motorized Wheelbarrow

A motorized wheelbarrow from HP Wheelburro Co. is said to reduce hauling time and labor by up to 800/0.

flatbed attachments. Optional rear caster wheels permit operation on level ground or paved surfaces reportedly with no lifting needed to move the load.

Long Arm Pruner

A lightweight, portable, telescoping pruner with a unique drive shaft which extends from 7 to I I ft. has been introduced by Technic Tool Corp.

The telescoping shaft promotes operator safety, since the cutting chain remains a safe distance from the operator's face and body and tree limbs fall a ways away.

It is powered by a 2l cc gasoline engine. The cutting head consists of a 10" sprocket nose chain bar, chrome-plated 3/8" pitch cutting chain and patented cutting shoe. The cutting head assembly is crafted out of tooled steel, fiberglass and hardened beveled gears. A cutting shoe guides the branch to assure clean, precise cuts.

With its 5 hp Briggs & Stratton engine, Wheelburro moves loads up to 500 lbs. at 3 mph in forward or reverse. It climbs or descends slopes up to 35' with 300 lb. loads at the same controlled pace. A parking brake on the drive also helps prevent movement without operator control. Dumping is made easy by a pivoting bed design, with dumpbed or

P.O. Box 703 Lynden, Wa 98264

Toll Free: L-800-663-8064

Fax: 1-604-888-1615

Phone: 1-604-888-3544

Ask for Steve or Gordon

THE TREATED ANSWER

Lumber, plywood, round stock stokes, poles, & pilings

Agency stomped, ground contoct f

retordont pressure-treoted

products

Inner Space

An updated Spaceman III, a software program that helps retailers build planograms down to the smallest detail, has been introduced by Logistics Data Systems.

Features include schematic output, increased pegboard functionality and planogram creation through flexible block functions.

- Wholesale Distributors of quality lumber & building materials

- Prompt shipment from our extensive inventory, or mill direct

- Pattern & Fascia run to our own high standards or custom milled to your specifications

- Highly mixed loads are our speciality

Ladder Pads

A redesigned True Grip extension ladder safety stand-off and surface protector has been introduced by R.D. Werner Co.

The new model increases ladder contact area and provides improved gripping for added safety, while offering excellent surface protection. It features replaceable rubber pads and disposable fleece bonnets.

Rail clamps adjust to rail widths and transfer the work load to the rails.

The mounting system attaches with one U-bolt and rail clamp; no drilling is necessary.

New French Heights

An 8-ft. high French-styled gliding patio door is now available from Andersen Windows.

The Perma-Shield Frenchwood door features natural wood interior. solid brass hardware, long-lasting finish and a choice of two types of low-emissivity glass.

Doors come in three widths, including 5 ft., 6 ft. and 8 ft. two-panel configurations, left or right-hand operating. Single, stationary sidelites are also offered in three sizes.

Solar Accent Light

The new Malibu Solar Tech solarpowered accent light from Intermatic offlers easy installation without the hassles of wiring.

The portable light requires no electrical current because it collects sunlight during the day and shines automatically at night. It incorporates a durable solar panel directly into the design and includes long lasting, rechargeable NiCad batteries.

A prismatic lens design focuses light toward the lamp base in a wide radius.

Optional accessories include swivel-mount and surface-mount brackets.

FINE GRAIN DOUGLAS FIR

Rail Workers

New fence rail brackets from Teco Lumberlok reportedly provide simpler, more efficient connections of fence rail members to fence posts.

The new line includes a fence rail bracket for insidenrounted site-built fences, a fence section rail bracket for installing pre-fab sections between posts, a fence face rail bracket for taller fences and heavier loads, and a pipe post rail bracket for wood fences on 2" O.D. ntetal pipe posts.

The brackets allow positioning of rails in the center of posts, allowing slats to be alternated and giving the fence a finished appearance on both sides. Rails are quickly, easily connected to posts by nailing or screwing, eliminating special cutting, notching or other fitting. Splitting of the post is also less likely when the bracket is centered on the post.

A slide-in feature allows the simple removal of entire fence sections or individual rails or louvers, making maintenance easier. All brackets are made of l8-gauge hot dipped galvanized steel.

D-l-Y Sunspaces

Do-it-yourself sunroom kits feature pre-glazed, engineered side panels.

from Omega Sunspaces thermoplastic roof and

The lightweight sheets are said to provide excellent thermal control, have special ultraviolet-resistant surlaces and carry a five year limited warranty against yellowing and loss of light transmission.

Pre-assembled roof sections range in depth from 2 ft. l0 in. to l2-l/2 ft., with unlimited length. Front wall sections slide into an aluminum acceptance channel that is bolted to the natio or deck.

Tough Walls

The massive look of masonry and poured concrete fence walls is available in a lightweight system from Cubic Industries said to cost less than, yet outperform, traditional materials.

Constructed of polystyrene cores with a highly modified cementitious coating, Cubic Wall Systems are ideal for perimeter, entrance, privacy, sound buffer and noise barrier walls. Construction requires no heavy footings.

The walls reportedly resist the effects of ground shifts, severe windload and other environmental factors. They come in virtually any shape, dimension, texture and color.

Colorful Lumber

Color-impregnated laminated veneer lumber in a wide range of solids, multi-colors and natural woodtones is now available from Rutland Plywood in sheets, boards, dimension blanks, turning squares and dowels.

Colorwood LVL is produced from l/16" clear maple and birch veneers that are vacuum impregnated with color dyes and woodtones and laminated into dimension lumber, squares and dowels in all popular sizes and thicknesses.

The lumber can be processed on conventional woodworking machinery and is finished using the same procedures as are used on traditional hardwoods and softwoods.

Bed Box For Tools

Side-Mates, lockable toolboxes for pickup truck cargo beds, are new from Reading Body Works.

Mounted on the side rails, they have a low profile that won't obstruct rear vision from the cab. They come in six different sizes, each offering ample storage area for long or oddshaped tools and parts.

The boxes feature heavy duty 16 gauge steel, electric welded construction, anti-corrosion priming; a scratch and chip-resistant high gloss white enamel finish; pneumatic

props to automatically open the lid; rubber seals to protect the tools; reliable Slam-Action lock, and removable, adjustable dividers for organized storage.

Gutter Snaps

A snap-together vinyl gutter system with the classic look of a metal gutter has been introduced by GSW Thermoplastics Co.

Snap-Seal Traditional fittings feature triple-lipped, injection-molded

seals, eliminating the need for glues or solvents. The seals are permanently bonded to the fittings, so no replacement seals are needed.

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

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

Lavish Bathware

Two distinctive new bath accessory lines have been introduced by Franklin Brass Manufacturing Co.

The Tempra collection comes in solid brass with concealed mountings, in a choice of three finishes: polished brass, polished chrome and a combination of both.

Astra bathware is made of zinc die cast with concealed mountings, in polished brass, polished chrome, black and white finishes.

Collections include robe hook, brush and tumbler holder, soap dish,

paper holder, towel ring, 18" and24" towel bar sets and companion switch plates.

"ln" Doors

The Ultimate French door from Nicolai uniquely blends Old World romanticism with sleek, contemporary stylishness.

Each door is crafted of Douglas fir and contains l5 deep, beveled, l/4"thick glass panes set with polished brass dividers.

Fertilizer Fork

A new compost fork from Ames makes building a compost pile

easier, helping home gardeners to transform lawn and garden clippings into valuable fertilizer.

The fork's five tines are set close together for more efficient Iifting and turning.

Other features: tempered steel ferrule, hardwood handle and extra long 36" power D-handle.

Grime Buster

Klean-Strip's new Driveway & Patio Cleaner cuts through grease and oil on concrete and asphalt surfaces.

The water-based product comes in quart and gallon containers.

Felt Fasteners

Plasti-Top felt nails from National NailCorp. attach dry-in [elt on steep, nailable roof decks.

The fluorescent green nails have large l" diameter polyproplylene caps pre-assembled with 3/4" to 3" ring-shank nails. Edges are beveled

down, creating strong bearing pressure and eliminating blow-offs and lateral slippage of the felt.

Roofing nails which fasten overlaying shingles or tile will penetrate the plastic top.

SINCE 1876YOUR COMPLETE GUIDE... lumbermens red book scruicc

Tho Lumbormens Red Book listsall producers, wholesalers, retailers ot lumber and wood products of any kind, and. all manufacturers ofwood furniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.

A Red Book listing showsthe exact business name - complete address, including

P.O. Box and ZIP CODE!concise description of what the business does - special data such as location of purchasing departmontthe financial strength rating (not alone the net worth, but what is available to credltors)the exact payment rating (how it pays: prompt, slow, very slow).

A Red Book credit rating is accurato, because the man who assigned it is a spocialist in the tield we cover. His rating allows you to make an immedlate decision!

THE NATION/AL HOrvIE CENTER

sFtoulf

& MANAGEIIENT CONFERENCE

ESPITE some unfounded nasty rumors floating around the exhibit halls, the National Home Center Show is alive, surprisingly well and far along in preparations for the 1992 show, March 8-10.

This year's version of the world's largest home improvement products expo was a reflection of its times, slowed slightly by war, recession and an uncertain business climate. Total attendance was approximately 32,000, down 15% from last year; there were 1056 exhibitors, down an even 200 from 1990. Total show space was off l6%. All the figures are in line with averages for all U.S. trade shows, which are off between l0o/o and 200/0.

The home center show occupies 397,000 sq. ft., making it one of the biggest trade shows of any kind in the country.

Named to the Home Center Hall of Fame at the show were John W. Hechinger, Sr., chairman of the Hechinger Co., Landover, Md., and Robert K. Curtis. chairman of Curtis Lumber Co., Inc., Ballston Spa, N.Y. Named for Pioneer Recognition in the hall were the three Levy brothers whose descendants today operate Levy's Lumber and Building Centers, Louisville, Ky.

In addition to scores of exhibits featuring the latest in industry products and services, the March 24-26 show had a free Management Conference, paid seminars, and five new educational displays that included doors, windows, new products, desktop publishing, a technology demo center and a kitchen design center.

Futurist author Alvin Toffler spoke on change in the nature of political and business power. He said

NationalHome GenterShow

knowledge and education were keys to control in coming years. Toffler used the recent Gulf War technology as an example of how knowledge has changed the conduct ofwar.

Football great Terry Bradshaw gave an upbeat talk drawing on his gridiron experiences and offering suggestions on how the lessons learned in sports can be translated to everyday life,

In an industry first, the show presented a special section with 14 Chinese companies exhibiting wares manufactured and crafted in the People's Republic of China. The Chinese participation was a result of a trip to China made by John F. Berry, director of the trade show division of Vance Publishing, the show sponsor.

Story at a Giance

Sligtrtly smaller shour rcfrected a bruised economy... "quality people and top management" present made it work, most exhibitors said... next year: ilc€ormick Place ]t/larch &10. layout changes poesible in'92.

In addition to some handcrafts, Chinese products ranged from refrigerators to cast iron products, hardware, building materials, machinery, glasswares, electrical, garden, kitchen products and even tv SCTS.

While the National Home Center Show had its detractors, many attending found lighter crowds presented an opportunity to spend more

quality time with customers. Typical were the comments by Rich Viola, Furman Lumber Co., Billerica, Ma., who said, "lt was a good show. We saw upper management and we'll be back next year."

Paul Hylbert, PrimeSource, said, "lt's our eleventh show. We thought it was very valuable and we'll be here next year."

The president of Donner Moulding & Millwork, Marion, Va., Art Ramey, observed, "While attendance was off, the National Home Center Show was the best show that we have ever had as far as generating new customer leads because of our new products and displays."

Noting that this was the first year since the show's inception in 1976 that exhibit space hadn't grown, show director Berry said that "if the economy turns around, next year's show could easily match 1991 and possibly be a little bigger." He said management is considering using both floors of the huge East Hall next year, saving showgoers the long trek to North Hall. If that happens, the popular new categorization layout begun in 1990 may be dropped. An advantage to exhibitors would be avoiding having direct competitors next to each other.

Chicago's huge McCormick Place will again be the venue for next year's show, as it will through 1996. While not a universal opinion, most felt that this year's home center show mirrored a weak economy, not any weakness of the show itself. As one exhibitor put it, o'I always have a good show because I work at it. If all these griping exhibitors worked as hard as I do, they'd be happy campers, too."

ll0ME SH0Wll{G: ll I Wendle Minkler, Rob Smith. l2l Bobbie Day, Jack Golden, Ray Bergman, Judy Parker. l3l Dave McOallum, David Still. l4l George Peyser, Gary Joslin, Diane Montoya. l5l Al Heberer, Gary Converse. 16l Joe Flemming, Howard Josey. l7l Chris Wold, Jane Baker. [8] Scott Revnolds,

Dennis Lagasse, Paul Lyle, Penny Hanson. [9] Mike Brown, Bob Lebeck, Doug Honholt. {l0l Gary Martz, Pete Smart. (lll Barry & Linda Schneider, Bob Merson. {l2l Terry Kehl, Bob Hittle, Wilson Woolley. Il3l Bob Riggs, Bob Pepper, Robert Galant. ll4l Lawrence Prendiville, Wayne Knutson. ll Sl

Florian Maylath, L.A. Richard. {l6l Bill Clark, Don Christopher, Barrett Smith. (l7l Dave & Thom Stringham. llSl Natasha Edscorn, Bill Duffy. (l9l Steve Collett, Jim Snodgrass. l20l Mike Hartnett, Vernon Massey. [2] | Larry Cox. Stewart Camobell.

NEW LITIERATIURE

Big Book Of Bolts

An updated 280-p. lastener catalog is available from Dave Grattan & Sons, Inc., (800) 468-9513.

Trowel Line

A 104-p. trowel trades catalog is free from Bon Tool Co., 4430 Gibsonia Rd., Gibsonia, Pa. 15044.

Window Shopping

"Window & Patio Door Factbook" is free from Andersen, (800) 426-4261.

On Contact

A l6-p. profile of wood'products manulacturer and distributor Contact Lumber Co. is available by calling (800) 547-1038.

Where For Veneer

The 100-p. 25th edition of "Where ro Buy Hardwood Plywood Veneer Buyers' Guide & Membership Directory" is $5 postpaid from Hardwood Plywood Manulacturers Association. Box 2789. Reston, Ya.22090.

Decorative Accents

A I 991 Orac Decor architectural detail catalog is free from Outwater Plastic/lndusrries, (800) 888-0880.

Kitchen Planner

Ideasfor Great Kitchens, a 96-p. planning guide, is $8.95 from Sunset Books, G00) 227-1346 or (800) 321-0312inCa.

Pruner Poster

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

A full color Power Pruner poster is free from Technic Tool, (800) 243-9592.

Inside Wholesaling

A fold-out profile of wholesaler OrePac Building Products is available from OrePac, Box 437, Wilsonville. Or. 97010.

Douglas fir, pine, green & dry hemlock, white fir, plywood

lf you enioy talking lumber with people who knowhow it's produced, where it's produced, and who produces it, call us. We have over 100 years'experience at

ELASSNFNED ADVERTIISEMENTIS

POSITION for outside salesperson experienced in retail lumber & building malerial sales for Glendale/Los Angeles, Ca., lumber company. Excellent salary/benefits/mmmissions. Call Charlene, Ql3) 254-7201.

LOS ANGELES wholesale lumber company has immediate opening for experienced outside salesperson with product knowledge in softwoods and hardwoods. Excellent salary/ benefits/commissions. Please contact Ms. Fukushima at (213) 254-5144.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood log and lumber wholesalers witt offices in Canada and the United States. We are seeking sincere, exDerienced lumber lraders who have a view lowards ttre long term.

Work from your part of fie counfy, 01 from our otfices in the Toronto area.

This is an excellent opportunity with a well-established company.

We enloy an outstandlng financial and maftelirq repulalion.

Fo comple,te dehils, please pfnne u write Bob Wilson in slrict confidence.

Twenty-five (25) words for $21. Each additional word 70C. 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, $55 ifwe set the lype. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnl Mrgezine,4500 Cempus Dr., Suite 4E0, Newport Beach, Ce.92660. Make checks payableroTheMerchentMegezine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

FOR LEASE: Yard and office space at Port of Los Angeles, Ca. Approximately I acre, rail served. Tradewest Hardwood Co., 1502 Opp St., wilmington, Ca.90'744. (213) 518-4848.

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

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-2544; (213) 835-5671.

LEGEND has it during Mark Twain's young years as a newspaper editor, he received a letter from a subscriber who had found a spider in his paper. The superstitious reader asked if it was an omen. Twain replied: "Finding a spider in your paper is neither good luck nor bad. The spider was merely looking over our paper to see which merchant was not advertising so that he could go to that store, spin his web across the door and lead a life of undisturbed peace ever afterward."

ABOVE GROUND 500 gallon diesel tank with stand. Plus a 12 volt pump. Only $600 complete. Call Producl Sales Co. (714) 9988680 or So. Ca. WATS (800) 660-8680.

NORFIELD PRO DOOR MACHINE FOR SALE. Recently rebuilt pre-hung door machine, 1969 model, $10,900. Call (916) '142-2325 or write to P.O. Box 709, Marysville, Ca.95901.

IS THIS your own copy of The Merchant Magazine? If not, see page 4 of this issue to learn how to get your own subscription. Don't be left out on what's going on. What you know can save you money and make you money.

-SOUTHERN CALIFORNIA- SAN FRANCISCO BAY AREA

LOSANGELESAREA

Accurate Planing lvill Co.

American Hardwood C0.

Baxter & Co., J.H.

Eerkot Mtg. Co.

Beverly Manufacturing C0.

Euchanan Hardwood (2131 774-2046

Burns Lumber Co.

Capital Lumber Co.

Caroll Moulding C0.

Chozen Trucking C0.

Coos Head Lumber & Plywmd

Cuslom Mills, Inc

3C Trucking

oooley Lumber Co.

El&El Wood Products Corp.

Founlain Lumber Co., Ed

Fremont Forest Producls

Gemini Forest Producls

Gmrgia-Pacific Corp. (213) 968-5551

Gmr0ia-Pacilic Corp. (San Fernando)

Grattan & Sons, oave (800) 468-9513

Guerero Lumber Handling {213) 431-5437

Hull Lumber Co. {800) 347-HUFF

Inland Timber Co.

Johnston Hardwood (800) 247-9486

JonesWholesale LumberCo.

Keep 0n Trucking

LaneSlanlonVance ...

Lumber Assn. ot So. Ca|il.

MacBeath Hardwood

Maple 816.. Inc. Mouldings

Marquart-Wolte Lumber C0........

Mutual Moulding and Lumber Co.

North American Plywood Corp.

Pacilic Lumber Terminal

Panel Tex, lnc. (714) 529-9008

NORTHERN AND CENTRAL CALIFORNIA

Woods (Chico) ..............

River City Mouldino Co.

San Antmio Pole Constretim Co-

Siskiylu Fs6t Products

Stmkton WhdHle

Sun Fo.est Pmducts

Tlornas For€sl Prodmts. J.M.

Timbedine Prcdmts. Inc.

Union Forest Prcducls

GREATER SAN DTEGO AREA

Products

oBANGE, RIVERSIDE &

BERNARDIilO COU}ITIES

(Redwmd)

Lumber Co., Fred C.

American Forcst Products

Woods

Co. (800)

Emthers'...

Institute ol California

t|)s Btl{0s

DMK-Pacific

n00E8T0

California Sugar & Western Pine Agency

Snider Lumber Prcducls

Thunderbolt Wood Treating, Inc. (No. Ca.) (800) 692-5744

nE0l|fiG tnEl

Duckback Pr0ducts Co. (Chico)

Keller Lumber Sales

Louisiana-Pacitic Corp. (Red Elutf)

Union Planino Mill

Unity Forest Products

Universal Forest Pmducts

Waldm For€st Products

Westem Wmd Treating

tgrd dii-iriii (800) 321-r706 (800) 192-858s

BUYERS'GUIDE

PACIFIC NORTHWEST STATES-ROCKY MOUNTAINS-

WASHINGION

0Et ux6firr/tYr0Er

Foreslar Dislribution

8IEIIEn SEtntE/ItC0ilt tnEl American Plywood Assialion

Eurlinotm Northem Railrmd ..

Surns Lumb€r Co.

Gsrgia-Pacilic Corp. (Iacoma)

Gmrgia-Pacilic Corp. (Seatlle) Pacific Western lumb€r

PGL Building Pmducts (Auburn)

PGL Building Prducts (Kenmore)

PGL Building Prcducts (Marysville)

OREGOI{

521-2131

TONTANA

ALASKA

wYoiltl{G

SOUTHWEST

ARIZOTA

Ots[TUARIES

Dick Voelzke, 66, Southern California trader for Consolidated

LETITIERS

NICE JOB, GUYS

Just wanted to let you know The Merchant is a great magazine. We really like reading it.

Mike Rinard Manager

Humboldt Lumber Co.

1335 W. Idaho

Elko, Nv. 89801

Lumber, Eugene, Or., died March 24,1991, in Newport Beach, Ca.

Mr. Voelzke spent 43 years in the business, working for Florence & Crenshaw, Smith-Robbins Lumber, Flintridge Lumber Sales and others before opening a Huntington Beach, Ca., office for Consolidated three years ago.

RIGHT ON!

As a subscriber to The Merchant Magazinefor more than 25 years, I wanted to take this time to thank you for producing such an excellent and professional magazine. I find the stories short and to the point, and I learn something new from every issue. Unlike with so many other lumber trade magazines, I can honestly say that I read The Merchant Magazine from cover to cover every month. And as a sales tool, the news that you report is always timely. Keep up the good work!

John Carroll Carroll Moulding Co.

15571 Container Lane Huntington Beach, Ca. 92649

(Continued from page l8)

Georgia-Pacifc is starting construction on a 65x200 ft. building at its Martell, Ca., mill, within two months...

Perfo r ma nce Coa ti ngs opened a new Penofin manufacturing facility in Ukiah, Ca. . GeorgiaPaciJic is now a distributor for Peachtree Doors, Inc. in So. Ca. and Arizona, operating from Fontana, Ca., and Phoenix, Az., DCs.

Friesen Lumber Co.. St. Helens, Or., is celebrating its 4lst year in business . .

Anniversaries: John Suverkrup Lumber Co.. San Bernardino. Ca., l04th; Dataline Corp.,20th; Mid Paci/ic Trading Co., Inc., Cameron Park, Ca., l0th.

Mortgage rates at a national average of 9.120/o were at a 10 year low with Federal National Mortgage Association economist David Berson saying the bottom is a month away.