Merchant Magazine - May 1992

Serving the lumber and home center markets in 13 Western StafesSince 1g22

Survival of the Fittest.

Datalbu and Motorola Tbam Up to Help You SURVIVE AND PROSPER

For more than 20 years, Dataline has been helping Building Material Dealers computerize to be more competitive. We continually work to be the best for our customers. Continuingtlu traditbn we announce...

A New Product...

Our new 8000 system uses the latest technology ...software based on the INFORMIX Relational Database and Motorola's RISC based computers to offer you unprecedented advantages like...

-Easy-to-use graphical user interface

-Graphical presentation of sales/purchase trends

-Flexible "do-it-your-way" reporting

-Unlimited recall of past purchases and invoices

...And a New Mission

"to help our customers achieve superior profitability...we do that by providing the best products and helping ourcustomers use them welll'

Hugh C. Bell Founder and Chairman

43 Danbury Road, Wilton, CT 06897 800-723-3676

enewable young growth knotty

Western Red Cedar from the coastal regions of the Pacific Northwest graded and manufactured to the highest industry standards. Skookum Knotty WRC sidings have developed a reputation for quality not only because of this superior raw material but also for the important manufacturing details.

Precision patterning and bandsawing combined with computer controlled kiln drying result in a cedar siding that will remain looking beautiful for decades. Skookum sidings come in a variety of plain and rabbeted bevels, channel and tongue & groove patterns. Grading and packaging are available in a wide and flexible range of options designed to meet the customers' needs. And most important of all, Skookum teams up with its distributors to provide the technical and marketing assistance needed to make Western Red Cedar profitable and trouble free.

,knkwl AUTHORIZED DISTRIBUTORS

NORTHEAST

Goago tcllue.h Co

l{ortheasbrn lndustial Park

GuiHerland Cenbr, ilY 1fi5

6181 861-513r

{8m} 677{557

LAKE STATES

llcth Srmhm Un$.r d oli(t

P.0. Box 4{lll9

Columhs, 0H 43204

610 272{1il

0m1282-59s5

SdrrE Sttydar, I Sbdo tb.. Co.

5838 Cby Aw. SW

Gnnd Raflls, Ml {'9!18

{616} 531-7651t

tm}752.9733

Schit. Snydc, & Sboao l.h. CG

805 Hull Rd.

Masm. Ml 4885{

(5171 67$ilt17

0m) 942-3017

&hit, Snydor, & Sbclo th. Co.

5763 Sou$ Bstss Rd.

William$urg, Ml 190S1

{616} 267-5253

6m) {5&5253

SGhaE Sttydr, & St ob th. Co

il10 S. Ki{ey Ave.

Indianapolis, lN {6219

617) 357{01r

{8m}652{2{7

UPPER MID-WEST

Brte Wholaalo

P.0. Box ill

Cotuge Grove, Wl 53527

{608} 8394505

tmt222-{698

Jotn trmbe Caparlkn

722 Kasob Circle

Minneapolis, Mttl 5541 4

{8la 379{733

{800 75$3757

ttrtmd Spodthins

P.0. 8or 366

Ihienwille. Wl 5il{82

{4r0 242.3005

oml 857{1733

WoVrharc Co

29m N. lt2rh sr

Wauwahsa, Wl 5322

{410 771.t65{l

{m}552.3327

WEST

Cdaedo tr6t Irdrtiot

P.0. Bor 16144

Denver. C0 80216

{ilt3}28&2m0

Hunplroy Im$ar

P.0. Box 999411

Tacoma, WA 98t199

{206} 581{263 oml 552-3327

OREPAC

P.0. Box d37

lViboruille, 0B 97070

{500 882-505{l

OREPAC

8185 Signal Ct

Sacramento, CA 95824

{916} 381{151

ED[lIORIAL

New contenders for old crowns

llt HEN 1992 concludes, it may eam the title: Ul Year of the Substitutes. It may also be the first of many years when comfortable purchasing patterns are replaced with a scramble to get something at any price just to complete the order.

Ducking and weaving to avoid the body blows by environmentalists to raw material supply, wood products buyers are increasingly using fancy footwork to meet their customers' needs.

Old distribution pattems are undergoing radical changes. Southem yellow pine no longer stays below the Mason-Dixon Line. In the past two years SYP has made inroads on the Pacific Coast, following the lead of the southern yellow pine plywood that preceded it about 10 years ago.

In hardwoods, meranti, for example, is filling in for lauan in some applications as crimped sources of supply have changed availability. Reports indicate that old favorite red oak, once in plentiful supply, is no longer as readily available, resulting

DAVID CUTLER editor- publisher

in abrupt shifts in purchasing as buyers seek suitable replacements. Melamine now routinely fills in for some scarce and/or expensive hardwoods. Some foresee designers specifying it, fearful that the hardwood they prefer won't be available at any price.

Moulding and millwork operations are increasingly using radiata pine from Chile and especially New Zealand as domestic pine vanishes behind a curtain of land lockups inspired by preservationist efforts. Douglas fir is as vulnerable as pine to the wilderness hysteria, so we may well see far more wood from Canada this year than in any year in the recent past. Countervailing duty headaches or not.

Steel, aluminum, concrete, masonry, plastic and other wood substitutes stand eagerly by the ring, ready to jump in and fight to fill the void. No one product is going to win by a knockout, but the brawl is likely to go the full 15 rounds.

BEST VALUE in lattice available

TWICE AS THICK as other vinyl lattice

DURABLE FINISH resists scratches and dents

ULTRA-VI0LET protection; will not expand or contract

Most 0RDERS SHIPPED WITHIN 24 HOURS of order

Cafl (205) 28L-0097 or FAX 205-281-0336 for more info

Serving the lumber & home center markets in 13 Western states-since 1922

ffiOfUsAs lfourNaMResorurc

e're the name that nahrrallv comes to

mind

for Califomia redwood and Douglas fu.

The Pacific l.umber Comoanv is the world's largest supplier of frigh grade redwood and Douglas fir products with the broadest iine in all grades.

Wrhatever your needs, there's a good chance we carry it. And you save in delivery costs because we can satisfy vour full recuirements in one mixed

load from the mill. Some examoles of our line include...

'Kiln-dried bevel sidings, patterns & surfaced stock

Full-sawn, rough, FOHC timbers up to 8x8 in redwood and uo to 6x16 in Douglas fir

A complete family of end & edge glued PALCO-Loc products

" Redwood rough and surfaced green lumber, 2x4 through Zxl2,both upper and common grades

The next time you need to place an order for quality lumber, call the "one stop" supplier. Call 'l'he Pacific Lumber Company.

We're your Natural Resource.

Retailers link stores with VSAT technology

!l ELATIVE newcomerstosatellite rI teclurology, home and building products retailers are pushing the VSAT networks to new levels ofcreative use.

Home Depot started transmitting data by satellite network early in 1989, adding a video network later in the year. They lease time on two offsite

hubs.

The video network is used for training, product rollout and management communication, Rob Hollam, director of business television, at Home Depot, explains. "The quarterly Brealdast With Bemie & A,rthur featuring chairman Bemie Marcus and president Arthur Blank is viewed by Home Depot employees across the nation," he says.

When HomeBase (formerly Home Club) signed on for a data and video network last summer, it foresaw replacing the analog AT&T lines to its 75 locations withsatellite links that would provide superior point of sale, credit authorization, inventory control and store administration support. Rather than attempting to staff and manage a private network hub, they opted to rely on a shared hub facility, a common decision for retailers of 100 stores or less. Their network is now fully operational via Hughes Network Systems' Los Angeles, Ca., Shared Hub.

HomeBase data center director Jim Orr explains the network's evolution from simple replacement technology to a strategic marketing tool: "When we began our study of VSATs, we looked at three specific aspects ofthe technology: data, voice and video. The data communications capabilities alone justified the entire network for us. Receiv-

CO-HOSTS for Hardware Wholesalers lnc.'s video store meeting film their 100th monthly program,

ing, inventory control, point of sale, etc. wefe going to be more cost effective by satellite."

At first the chain planned to use video product knowledge presentations in a videoconference format so that every sales manager, representative and clerk would getthe same training while benefiting from questions through live Q & A and immediate feedback. However, response to the programming was so positive that presentations have become weekly features, along with quarterly management presentations from executives in a live, interactive format. Orr's latest challenge is to develop a proprietary tv network for the company. This will broadcast new product information and home repair and maintenance instruction to employees each Tuesdav.

Story at a Glance

Ways home centerchains use satellite technology for electronic data communication, voice and video transmission benefits in customer service, employee training, interaction between headquarters and units. .. independents join co-op communication satellite network.

Lowe's contracted with Hughes for a satellite network last December. The chain's 310 sites across the southeast and eastern states justified a private networkhub at North Wilkesboro, N.C., headquarters. In addition to supporting interactive data transmissions, their network transmits video broadcasts of training, product introductions and corporate communications.

The ability to handle video as well as voice and data is unique to satellite networking. Lowe's vice president of information services Frank Dooley emphasizes the importance of everyone receiving the same message at the same time: "An example is the 'Welcome to Lowe's' segment directed to new employees. Our ceo Leonard Herring speaks on the company's history, business philosophy and teamwork. We run it on a monitor at headquarters so everyone can see it. It's nice because most people never get to meet the ceo or even find out what he looks like."

Improved customer service is a major benefit of the satellite network.

"Withour old, dial-up credit authorization, we were looking at an average of 1.7 minutes to get a response. Going to an online credit system with the satellite has cut that to 4-5 seconds. You'd be surprised at the difference that makes. Usually, the customerisnotawarewe're doing it," Dooley explains.

This feature also saves money by avoiding bad debts with more consistent credit authorization. "We run everything through now," he says. "With the old dial-up system, we'd just let it go if the delays got too long. All in all, we view the network as a positive step. It gives us the ability to layer data, video, voice and otherthings like security alarms on a single network serving hundreds of stores. We're looking forward to bringing the entire company online later this year."

Builder's Square recently acquired a chainwide VSAT network to replace a leased-line communications network. This will operate via Hughes' Minneapolis, Mn., Shared Hub facility to link 145 warehouse home improvement stores with San Antonio, Tx., headquarters. Thenetworkwill handle credit verification, inventory control and video conferencing among the sites.

Cotter & Co., Chicago, Il., has more than 1,300 True Value dealer members on its communications satellite network. It provides in-store music, audio mes-

saging, electronic data communications and direct video transmission including training videos.

TILE CUTTING video is filmed at Home Depot studio and broadcast via satellite nelwork to employees at stores across the country to teach them the basics ol working with tile.

Gomputer estimating answerman

OMPUTER estimating can be a time-saving, money-making, contractor-attracting service. Is it right for you? Building material industry computer consultant Cary Anderson, managerof Hyatt,Imler, Ott and Blount P.C., Atlanta, Ga., has the answers.

Q: Witft personal computers now so affordable, why A: have so many lumberyards still not automated a their estimating? A:

You can't just look at the cost of the personal computer. You also need to buy software, a printer and possibly a digitizer. By the time you pay for training and installation, a computerized estimating system with digitizer can cost as much as $15,000.

Q: Wn"t exactly is a digitizer?

A ! e aigitizer allows you to use a pointing device on a set of plans to tell the computer what the length of a wall is by simply touching the device to the end of the walls

Story at a Glance

Advantages and disadvantages; pitfalls to beware what systems cost and which features are essential reasons not to buy.

on the drawing. This makes doing a takeoff even faster than keying in the dimensions on the computer keyboard. But it can add up to $5,000 to the cost of the system and isn't as portable to the job site as simply carrying a laptop. A digitizer speeds up the estimating but isn't a necessity.

Q: Wfr"t is the biggest advantage of computerized estimating?

While there are several advantages, foremost is reduction of errors. A computerized estimating system places a certain organized structure on the estimator. While this structure is usually defined by the estimator when he sets the system up, once set up, the software structure makes mistakes, such as leaving items out, far less likely.

The software will also reduce pricing and extension errors, because a computer is unlikely to add numbers incorrectly. Many companies using computerized estimating update the pricing files on the PC automatically from their main point-of-sale computer system on a regular basis.

Q: wft", are some other advantages? A

A 3 The next most important is speed. While some vendors tout 30 minute take-offs, typically you can count on being able to do a take-off in two-thirds to one-half the time it would take to do it manually. It's even faster with a digitizer.

Another area of speed and error prevention is the interface between the estimating PC and the main point-of-sale computer system. Once a take-off is done, many systems allow for the downloading of the list to the point-of-sale computer as a bid. Since no rekeying is necessary, you can increase the speed of creating a bid and minimize keying errors. And most contractors would prefer receiving a nice, printed estimate over a hard-to-read handwritten list.

Q : fr tn""e any secret why one company might be more successful than another in using computerized estimating?

A: ffr" -"in reason is the level of commitment. It takes a lot of time to successfully implement one of these systems. Some companies have been excited when they see a demonstration of the software only to be shocked at the amount of set up and training time that is required to make it a success. Some abandon the project before really giving it a chance.

However, there are some ways to make the set up of the svstem easier. Some software companies have

existing databases that you can buy from them or one of their existing customers. Sometimes third party individuals can come out and help set up the system. Another corunon mistake is to have too many employees using the estimating system. It is far better to have one or two key individuals working on the system every day than many using it once a week. It's difficult to use any software package well if you don't stay familiar with it on a daily basis.

\f ! Wtrat criteria should a company use to select an estimating system?

A3 first get a commitment from your employees to commit the time to set up the system and learn it. Then, look for a system that already interfaces with your existing point-of-sale computer. If you can't find one, locate a vendor who can write an interface at a reason-

able cost.

If you don't have a point-of-sale computer or aren't interested in interfacing the two systems, simply decide on the estimating software package that best meets your needs. Although several good estimating packages are available, with some displayed at shows or advertised in trade publications, don't rely on a demonstration at a show to make your decision. It takes, at a minimum, one full day to determine if a package is right for you. Also, go see the one that you want being used in a live environment (at another of the software vendor's existing customers) before you purchase the system.

Finally, before you purchase the system, make sure you get in writing the amount of classroom and on-site training that you will receive. This may have more to do with the success of the system than the software itself.

What spread spectrum technology can do for you

(t! PREAD spectrum technology is increasingly being 9 utilized bv retailers to transmit information over radiowaves. It is typically used with barcoding because barcodes allow for the accurate collection of information, while spread spectrum ensures this information is communicated fast and accurately.

Kmart recently began using hand-held portable data collection devices and spread spectrum technology so associates could scan barcoded items and then access a data base in order to retrieve inventory information immediately. Based on the information retrieved, reorders can be placed on the spot. In addition, price verification, inventory counts, wireless checkout locations, and shipping and receiving functions are all applications either being performed or in the development stages for them.

A National Research Council of Canada study demonstrated that spread spectrum was able to provide data communications used in controlling an automatic guided vehicle (AGV) more reliably and at lower cost than a narrow band approach.

The costs for the use ofthe technology can vary quite a bit based on the application and volume of equipment needed. However, Kmart said their $25 million investment in this technology for nearly 3,300 oftheir stores is expected to pay for itself in approximately two years. Naturally, the benefits are possible for those who invest far less than $25 million.

The training required for the use of spread spectrum is not unlike that for other systems utilizing new technology. [n other words, users must be involved as early in the planning stage as possible since they know their jobs better than anyone else. As well, users must be sold on the benefits and why their company has made this investment. Finally, users must gain a complete understanding of the equipment prior to installation, so that they can help make the systems

By Bonney Stamper President Bar Code Systems, Inc. Atlanta. Ga.

successful.

What spread spectrum can provide is "real time" information over the airwaves in order to give businesses up-to-date information that can allow for greater productivity. For those with a vision toward the future, spread spectrum technology may well provide benefits beyond compare.

Story at a Glance

Why big retailers are adding spread spectrum .what it is how itworks. benefits to be gained.

HAND-HELD portable barc'oding device transmits pricing and inventory information over spread spectrum, or wide band, radio frequency waves,

Gommunications innovations

I NTRODUCING the latest develop- I ments in CD ROM and fax technology to the building materials business is fast improving communications with suppliers, customers and prospects.

CD ROM resembles a musical compact disc but stores data, text, images, graphics, audio and video. With its drive connected to the PC, a CD ROM holds many times the information captured on a typical computer disc and data may be retrieved almost instantaneously. Up to 300,000 pages can be searched for exact. detailed information in seconds.

The North American Forest Products Almanac CD ROM from Optical Data Systems Inc., Seattle, Wa., contains nearly 13,000 listings for all primary and secondary wood products producers in the U.S. and Canada, including wholesalers, distributors, remanufacturers, conunodity brokers, rail reloaders, exporters, importers, associations and consultants.

Query search permits up to I 25 field parameters on any listing, so, for example, on a single search you could locate all the companies in Alabama, Georgia and North Carolina selling I"x4"xI2" surfaced southern yellow pine with paper wrap and shipped by rail. The Almanac is updated every six months.

The system can also create mailing labels and mail merge form letters for instant print out on desktop printers. Tabulated search results can be instantly viewed as text, bar graphs, pie charts or tables. Users need only an IBM or compatible personal computer with 2 meg of memory and a hard drive.

Story at a Glance

Full motion video and audio ("multimedia") capabilities allow advertisers to insert video messages or still images along with theircompany's listing or in a video "yellow pages" section.

Now in development are the 1992 Intemational Forest Products CD ROM, which includes 25 years of annual data on imports and exports, for both volume and value ofhundreds ofwood and paper products for every country in the world, and the 1992 United States Wood Products Trade CD ROM, featuring imports and exports of all wood products between every customs district in the U.S. and all other countries.

Lumber companies are also finding new uses for fax systems. TNT Lumber, Alamo, Ca., now distributes a weekly fax bulletin, providing lumber buyers and sellers with current weekly price and availability updates. Buyers simply submit the lumber products they use to receive their customized list.

Their inquiries are in turn faxed to neady every U.S. West Coast and Canadian sawmill or to certain ones by group, species or size. Currently more than 400 buyers and sellers are subscribing to the free TNT Fax Network.

A new communications system developed by American International Facsimile Producers (a division of American Intemational Forest Products) is changing the image of fax from a convenience to a mail alternative for the delivery of bulk business documents. The Host-Fax system, which looks and acts like a printer to almost any host computer system, handles the entire process from building the document to managing the faxing. Internal copies of the outbound documents are printed on an attached laser printer to replace the bulky line printer and multipart forms. Any documentthat canbe printed from the host system canbe delivered via fax for the price ofa 3O-second phone call. The cost for most organizations is less than 70 per page.

Pope & Talbot is among the first to use the technology to cut transit times for documents and save considerable

costs.

They deliver in excess of 4,500 invoices and order acknowledgments monthly directly from theirIBM mainframe computer systems to their customers via Host-Fax.

The system requires no changes in the way Pope & Talbot does business or operates its computer systems. It takes the information that would be printed on a line printer on multipart forms and creates an exact image of the finished document for delivery via fax. The data from the computer is laid over an electronic image of the multipart form background and the completed document is delivered by fax over regular phone lines to its destination fax machine.

Because the document is created and delivered electronically, it is higher in quality and readability than the mailed document with instant delivery. Wood products credit manager Roger Brown, who championed the project at Pope & Talbot, has seen a significant drop in costs related to mailing documents as well as other tangible savings. Days sales outstanding has dropped 10%, partly from the quick delivery of invoices and partly because the Host-Fax is an easy way to send out reminders to customers. Previously, Brown's staff had to call on all late invoices. often sending a faxed copy. Now they call dnly onthose thatare seriously pastdue with Host-Faxhandling routinereminders automatically.

In determining payback for the HostFax system, use a cost of 800 per piece of mail. If 100 pieces were faxed each day instead of mailed, payback based ona2l day month, could be as little as 9.2 months, depending on the model purchased. Naturally, the system would be most feasible for a large company.

In l99l about 2% of all business documents were delivered by fax. As thermal fax machines give way to plain paper models, the figure should balloon to 2O% by 1995. Visionary companies are already improving utilization of these new communication innovations.

WWPA annual meeting

I T WAS A good news, bad news

I scenario at the annual spring meeting of the Western Wood Products Association. The good news was an improving market, the bad news growing anxiety over the supply ofboth logs and products.

Markedly larger than last year with some 800 people registered, this year's crowd universally thought 1992 will be a better year than last, though any recovery would be gradual. Higher prices and more species substitutions were common themes. As the industry moves into the '90s. some felt "the business will never be the same."

Kickoff speaker Dr. Alston Chase,

author of "Playing God in Yellowstone." told 300 at the1 a.m. March 18 breakfast that if industry relies only on economic and property rights considerations, "you may win the battles, but you will lose the war. Lock-up does not work . . . itisnotecologicallyoriented, but only single species oriented."

Chase counseled, "You can recapture the moral high ground by convincing people that you are more environmental than anyone."

WWPA president Robert H. Hunt told a subsequent meeting that demand for lumberproducts in the United States should increase in 1992. but western lumber millsbeset by further with-

drawals of harvestable timber from federal forestlandswill be hard pressed to take full advantage of improving

LUMBERMEN (1) Joe Wheeler, Bernie Bernstein, John Stephens. (2) Eugene Knokey, Walt Wirfs, GeneWalters. (3) Howard Hofmann, Jim Munay, John Schick, Don Smith. (4) Mitch Boone, Art Andrews. (5) BillCunie, Bobby Hill, Ralph Cardwell. (6) Linda Shelk, John Hampton. (7) George T. Smith, Mike Madrigga. (8) Greg Hanes, George Baitinger, Johnny Ainsworth. (9) Dick Krase, Bo Maxey, Gregg Riley. (10) Fred Seely, Bob Keener. (1.|) Mike Johnson, Randy Collins, Alan Gray. (12) Maryalice&TimCornwell. (13) JohnCrane, Bruce Daucsavage. (14) HerbTulchin, Ross D. Commerford.

markets. He said that while lumber demand will increase by 6.I% in 1992, shipSnents from western mills will declineby ZVo.

"The spotted owl set-asides, plus a continuing scourge of other legal actions, have knocked the potential public harvest in Washington and Oregon from 5 billion board feet in 1988 to less than 1 billion board feet last year," Hunt said. "In spite of improving markets, westem mills are going to be held hostage, or released from hostage, by the future availability of timber from public lands in the West. The environmental extremists seem to have forgotten about people and the shelter needs of our country." Hunt said 1992's expected increase in demand demonstrated by February housing starts will

put upward pressure on lumber prices. Lumber dem and in 1992 is expected to total 45.5 billion board feet, compared to 42.9 billion bd. ft. in 1991. Lumber used in residential construction is expected to increase l4Vo to 15.6 billion bd. ft. WWPA estimates hous-

/Please turn to nase 23)

Story at a Glance

Attendance up. improving markets, rising prices, but serious concern regarding supply .. .'g2lumberdemand expected to increase 2.6 billion board feet. fall meeting: Coeur d'Alene, ld.

Gary Adamson, Dan Dutton, Scott Schroeder. (2) Bob Petow, Bob Hunt. (3) John Hollstein, JayOrendortf, RandySchaal, Brad Fee. (4) Mike Huycke, Ron Breedlove, Mike Phillips. (5) Ken Capps, Don Wolter. (6) Gary Bennett, Kurt Williams. (7 ) John Branstettet, Tom Vogel. (8) Bunle Elmore, Vic Biolo. (9) Bob Handegard, Chris Grover. (10) Don Bertamini, Chris Petersen, Rich Vlosky. (11) Greg Mailin, Don Veidt. (1 2) Denny & Darcy Huston, Cyndee Johnson, ChrisWadsworth. (13) SteveSchmitt, Mark Berger. (14) Dick Flugel, Robert Shepherd. (15) John Ferguson, Leland Curtiss, Tom Dittrick. (16) Pat Webster, Mary McMurphy, Leland Curtiss. (17) Joe Kochis, Mike Young, Mike Mackin. (18) Russ Hanna, Dave MacElroy. (19) Doug Honholt, R. Dale Lausch. (20) Joanie Hill, Christine Adamson. (21) Ron Kent, Paul Eddison.

WWPA convention included (1) Andrew Miller,

Ways to sell computer design

ITH a computer and a software design package, a home center or a lumberyard can create custom designs for a variety ofd-i-y projects, but more than the equipment is needed to sell the customer.

"Although design systems are very good sales tools, the environment in which they are placed is critical to the sales experience of the consumer/user," Al Heberer, Osmose Wood Preserving, emphasizes. "The design area must be a comfortable spot where the customer enjoys the design experience."

He stresses placing the computer design system in an area pertinent to the project. A deck design computer system, for example, should be located in the area where decks are sold and the kitchen design computer in the kitchen display area. This way a customer can relate real products to the images viewed on the computer, he adds.

Displays that excite a customer and allow him to visualize the purchase in his home go hand-in-hand with a computer design system. "Customers need to see a display thatlooks like a kitchen, complete with ceiling, decorations and appliances sothey can image whatthey could do in their own homes," Tom Seifert, Riviera Cabinets, points out.

The same advice applies to deck displays. They must conjure a mood of

Story at a Glance

Customer friendly atmosphere sells computer designed proiects displays, salespeople add to favorable mood... more than equipment needed to sellthe customer.

outdoor leisure, relaxation and pleasure with family and friends. Heberer cites Big Tin Barn, Houston, Tx., as a perfect example of the right environment for a deck design center. Their deck design computer is the centerpiece of an attractive display area complete with decks and gazebos. Ponds, planting, planter boxes and outdoor furniture create a complete landscape. Many of the items on display can be designed with the Osmose Backyard Designer Series computer set up on a picnic table furnishing one of the decks. Ideally, a store would have a separate design area for decks, kitchens and windows, but, realistically, this is tough for many dealers, Gary D. Storbakken, National Lumber & Building Material Dealers Association's stofe and yard development director, observes. The compromise is one design area that allows a view of the model decks, the kitchen and window displays. If such a location doesn't exist, a dealer can incorporate large color photos of projects, sample boards and design sketches into a centrally located design area. Although the location will vary by store, Storbakken agrees that it must be an attractive setting protected from the noise and confusion of traffic aisles and the sales counter.

Regardless of location, the computer design area must foster creativity and decision making with comfortable seating and space for a customer to spread out measurements as well as drawings or pictures of his ideas. The setting should encourage a prospective buyer to relax, take his time and doy the design experience. He's going to make a big investment in his home and it must be pleasurable and fulfilling with as few negatives as possible.

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Ernst Home Improvement Centers is bnilding a 46,0@ sq. ft. store with 15,000 sq. ft. of nursery and 'i,,lqtnber storage for a mid-summer opening in Tigard, Or. Croman ,,,'Colp., Ashland, Or., opened a tetail ''.Eutlet in Phoenix, Or.. Orclnrd ,,'.',$rppb will open a Newatk, Ca., storeJune 10...

HumboWt Inmber Co. moved to aaerysFuctnrea,iljacentto itsformer Elleo, rNv., location Mitchell Itmber, Silverdale, Wa., moved to Belfair, W;r,'.,'..,r.g,12i9y::5.' Euild.ing Materibls: li8,ecoondstoreinVancouver,Wa....

Jqgtw.l&.Sr.b,*ir&li,T ca., celebr ,itg,45&,, efsaty with a major temodel . . I*arncd Lumber, San Pedro, Ca., temodeled and rcpainted, adding customer parking with a new lot for e,mployees.

Davis ltnnber, Davis, Ca., celr't: &rafing its 7fttr anniversary, opened '::rar'rseparate housewares division, ':::,"17o*, Plrrs .,, Contractors' Ware':t'|.h&$e, Sacramento, Ca., opened its r,rrfirsl Nevada store in Sparks.

BRIEF .'lirii

following IIo m e D ep ot's decision to build on the site. .

., Eagli.,'.Ka:;rdware & Garden, Tuliwila;r.,ltra!;,will open an Alaska storeinDe. Builders Emporium closed its Simi Valley, Ca., branch . Ace Hardware,St. Helens, Or., isnowlffo :Headquarters,an affiliate af Harfuue Wholesalers, Inc, 84 Lumber plans to extrnnd its contractor sales program nationwide. .

,&';F,!{{i-:LE Founain@.,

Los Attgetresi into, a,ner{::,: Luml?€r,,,.,' Ca.,clcwd Ca., mill with the. a feSOUfCe Ct.,,rl;.r1,!, l: r; wasn., * of the Week;,,;,,

Anniversari e^s: Hibbe rt ltmber, Davis, Ca., 4 6th; Hin & Wood brmbe r C o. Inc.,Eugene, Or., Mth; Mesa Forest Products, Coeta Mesa, Ca., 7th..

",&rcw Park l*mber, Buena Park, ,Ca., received two special advertis* ing awards at the National Home Center Show...

i;,,.19/l*yrneCtab)

We stern Wo od Tr eaing is changing its name to California Cascade Industries, the name of its patent co{p.(seepg.30fotstory). Tom Murdoch opened a Eugene, Or., buying office for Mokctamneftfirar ftr., est Produc*, Lodi, Ca. .,' ; l{621.1s'ra:' 46 year old Baldwin Park, Ca,,; !qtr* r, conff actor, has voluntati$-cF*{:.l..l.. plansa l@,@Osq. ft. storeinVista, Ca. . Pay 'N Pak held grand rcopenings fot 8 rsnetchandised and rcformatted,,'l,stbfep,,',in'ilthe Puget Sound, IMa"; ,sle6 .lack,,and Jim Di,ogo acquired'lVart& Bay lxmber Co,, Corte Maderan Ca., fromMack Giles.

',: 'E|ome Depot opened a $12 millicsr, 113,000 sq. ft. store in Union Ciry, Ca. . . . Encinitas, Ca., envientalisS are protesting zoning of ,a floodplain as light industrial

:Sntdel. a subsidiary of Fib willcloseMay22rn:

in stuage fm a while to w what happens".

.;.111',1 ;1,.,,Secrg qy of the lntrriat,: Mg4*el

Ace Hardware opened a Retail Support Center in *escottlVil ;,'t.',.,.;1.'; Az., to replace its Los Angel :,lCC,t;,,,,.,':..,,..''l distribution center . . . Mannington Ceramic Tile distribution centers in San Diego, Anaheim, Sacramento, San Jose, Ca., and Las Vegas, Nv., are being managed by /nternational Tile & Supply Corp. ofCalifornia. rir...ti i., iiiri.,', .i]

Georgia Pacifie Corp. oprcned a new sales office in Monterey, gfg;l.':;rr':,'.';,,*leg for G- P's Westein

The special July 70th anniversary issue is sure to be saved for months, even years, ensuring extra exposure and readership for your company and its products. All for the small sum of $60.

Business cards will appear in a special advertising section with a large headline banner across the entire page, drawing readership and calling attention to your message. Cards will appear side-by-side, reduced to approximately the size shown below.

This special low price offer is our way of saying thanks to readers and advertisers for your friendship and enthusiasm. Take part in our TOth anniversary, don't be left out!

Send two business cards and a check for $60 to The Merchant Magazine.

Mail before June L5 to The Merchant Magazine, 4500 Campus Drive, Suite 480, Newport Beach, Ca.9266O.

*Note: at this low price, your check will be your receipt.

I]USTOM ORDTN,S

CALENDAR

MAY

Building Industry Credit AssociationMay 12, seminars, Irvine Holiday Inn, Irvine, Ca.

JUST ASK YOUR IryOODT'OLD DISTRIBUTOR

IVestern Dry Kiln AssociationMay 13-15, annual meeting, Harrah's Hotel, Reno, Nv.

Coast Counties Hoo-Hoo ClubMay 14, election of officers, Monterey Beach Hotel, Monterey, Ca.

North Csscades Hoo-Hoo ClubMay 15, annual golf tournament, Skaget Valley Golf & Country Club, Burlington, Wa.

Inland Empire Hoo-Hoo ClubMay 15-17, Ladies Weekend, Marriott's Rancho Las Palmas, Rancho Mirage, Ca.

Universal Forest ProductsMay 15, open house, Stockton, Ca.

Hardware VYholesalers, Inc.May 16-19, spring market, Indiana Convention-Exposition Center, Indianapolis, In.

National Forest Products AssociationMay 17-20, conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

North American Wholesale Lumber AssociationMay 1720, lOoth annual meeting, Broadmoor Hotel, Colorado Springs, Co.

Phoenix Hoo-Hoo ClubMay 19, elections, golf & dinner, Cottonwood Country Club, Sun Lakes, Az.

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Custom orders nLean profitable return on inaestmentno inuentory!

gfi}DFOtD DISTNtsUTONSTDSTENil STATEIT

Pacilic Coast Builders ConferenceMay 19-22, Moscone Convention Center, San Francisco, Ca.

Shasta Cascade Hoo-Eoo ClubMay 22, golf tournament, Gold Hill Country Club, Redding, Ca.

Spokane Hoo-Hoo ClubMay 22,woodworking contest, Spokane, Wa.

National Hoo-Hoo-Ette ConventionMay 29-31, Ukiah, Ca.

Jensen-Byrd Co.May 3l-June 1, Spokane Convention Center, Spokane, Wa.

Kitchen Cabinet Manufacturers AssociationMay 3l-June

3, annual convention, Silverado Country Club & Resort, Napa, Ca.

JUNE

Coast Counties IIoo-Hoo ClubJune 5, golf tournament, Laguna Seca Country Club, Monterey, Ca.

Distribution AmericaJune 10-14, Partnership Conference, Hyatt Regency Grand Hotel, Orlando, Fl.

Spokane Hoo-Hoo Club -June 12, golf tournament/dinner, Spokane, Wa.

Lumber Association of Southern CaliforniaJune 12-14, Second Growth annual retreat, La Quinta Hotel, La Quinta, Ca.

Giant Sequoia Symposium -June 23-25,Univ. of California, Davis, ecological workshop, Visalia, Ca.

Western Wood Preservers InstituteJune 28-July 1, summer meeting, Sunriver Lodge & Resort, Sunriver, Or.

JULY

Coast-to-Coast - July 12-15, show, Denver Convention Center, Denver, Co.

Inland Empire Hoo-Hoo ClubJuly 17, golf/dinner, El Rancho Verde Country Club, Rialto, Ca.

Spokane Hoo-IIoo ClubJuly 17, board appreciation meeting; July 23, calendar planning meeting, Spokane, Wa.

Cascade Wholesale Hardware - July 18-19, annual dealer trade show, Red Lion Inn, Jantzen Beach, Portland, Or.

Western Building Material Association is addressing the question: can our industry respond to a recovery?

Depending on your perspective, we are coming out of a recession, a depression, a downturn, or a slump. Call it what you will, the real issue facing the lumber industry is whether we can respond to a recovery when it occurs. Lumber-dependent businesses may be left in the dust when the recovery

occurs. The reason is simple: the majority of the 18% of national forest acreage still available for multiple use management is essentially tied up in court proceedings. These and other sobering facts are the views of Dan Goldy, an economist for the Western Forest Industries Association.

According to Goldy, unless Congress acts to relieve the situation, federal timber backlogs in the Pacific Northwest (includ-

ing California), will be largely exhausted by summer, and there will be an unprecedented wave of additional mill closures. Thus, the pipeline could be dry when lumber dealers attempt to tap into the economic recovery. Go to our friends in Canada or the South, you say? "The experts on those regions say there is no way they could make up the gap in supplies caused by a large scale shutdown of production in the West, or the Pacific Northwest, including California," Goldy said. Countervailing tax on Canadian wood products will add its impact.

Goldy suggests that the stage is thus set for an unprecedented assault on Congress by homebuilders, contractors and hopefully lumber dealers. It's been almost 20 years since a similar set of circumstances prompted these groups to head to Washington in force. It resulted in the passage ofthe Resources Planning Act which requires the Forest Service to project supply and de-

mand for wood products and to submit a program to avoid critical shortages. The Act is still on the books and it's time to remind Congress of how it's supposed to work. Are you going to be a "player" or a "victim"?

OrePac Buys Maple Bros.

OrePac Building Products, Inc., Wilsonville, Or., has acquired the assets of Maple Bros., Inc., Chino, Ca. No changes are planned in operations orpersonnel at Maple Bros. ' Chino andEl Cajon, Ca.,facilities, which will operate as Maple Bros., a division of OrePac.

Maple Bros. president Rob Maple said stockholders decided to sell the 45-year-old company for family estate reasons.

In gaining a Southern California presence, OrePac now grows to over $120 million in sales with eight operations in four states, spanning the entire Pacific Coast.

(Continued.lrom page I 5) ing starts will total 1.2 million unitsan 18% increasewith single-family construction representing SOVo of that total.

Repair and remodeling will consume 15.1 billion bd. ft. in 1992, up 2.4Vo. Lumber used in commercial and industrial projects will rise by L.7% to 6.98 billion feet.

Lumber imports, mostly Canadian, are predicted to increase t5 .6% to 13.58 billion board feet, representing nearly one-third of the U.S. market.

Exports of American lumber should rise to 2.95 billion feet in 1992, an increase of 3. 3%. The major customers for U.S. lumber will be Japan and Canada.

S. John Shelk, Ochoco Lumber Co., Prineville, Or. n was named chairman of the board of directors March 2O, the final day of the meeting at the Westin St. Francis Hotel in San Francisco, Ca. Electedfirst vice chairman was Michael Flannery, Pope & Talbot, Inc.; James D. Costello. Fibreboard Wood Products Co., was chosensecondvice chairman.

The fall meeting will be held at the Coeur d'Alene Resort, Coeur d'Alene, Id., with the spring 1993 meeting again at the St. Francis Hotel, March 2-5. In a departure from hadition, the 1994 spring meeting will move out of "The City" to the La Quinta Hotel, La Quinta, Ca., near Palm Springs, March 8-11.

INK&) ilslfiiulffioW' i',6*t'

Whatever happene 2

By Matt Moulder

Our featured lumberman notable of the pastfor the month of May is the former head sales exec. for Tarter Webster & Johnson Co., .lack Ford. Some of The Merchant'syounger readers may not recognize the name TW&J. This was the sales organization for a company that had no less than 12 sawmills in Southern Oregon and California. The firm also made plywood. mouldings, and millwork and was probably the biggest manufacturer of box shook in the world. Messrs. Tarter and Webster were box shook manufacturers. They loined forces with an attorney named Walter Johnson to form TW&J in the 1920s. fohnson became the dominant figure in the company's rapid expansion into sawmilling and other segments of the lumber industry.

In 1943 a man named Harold Ford was hired by TW&i. He eventually became the sales manager for the company and in'1950 was loined by his son. lack, who succeeded his father as the #1 man in the sales department. jack's title when he retired in 1979 was Executive Vice President. By then the company had gone through two name changes and a change in ownership. The name TW&f was changed to American Forest Products, then to Bendix Forest Products, and after Bendix sold to KK&R in 1979 the name was changed back to American Forest Products.

Jack Ford is happily retired and living in Moraga, Ca., his home of many years. His time is divided between golfing at Orinda Country Club, looking after his investments, following the athletic exploits of the Cal Bears, and traveling. lack, his wife, Vera, and family spend a fair amount of time at Incline Village, Nv', and Carmel, Ca., where they have vacation homes.

lack was born in Elk River, ld. Much of his youth was spent in Merced Falls, Ca. Where is Merced Falls located you ask? Don't bother to look for it on the map. as it no longer exists. lt was what is commonly referred to as a "company town," owned by a sawmill firm called Yosemite Sugar Pine Lumber Co. All of the logs processed by the mill came from a large tractof company-owned land located just east of El Portal, Ca., bordering Yosemite National Park. Logs came in by rail and a train load of timber was delivered to the mill each day.

In 1 943, then Secretary of the Interior Harold lckes engineered a plan to have the company's timberlands taken over by the government and made a part of Yosemite Park. Subsequentlv, the mill was dismantled and the town was torn down and hauled off for salvage.

Now, 50 years later the same thing is going on, only now they are locking up both private and public timber in order to provide additional habitat for goshawks and owls. More ghost towns are in the making!

Owl Droppings

ln our last column we mentioned that in 1990 Ed Wilson, former Ochoco Lumber Co. sales manager was given an award by his employer for having sold one billion board feet of lumber in his career. Consolidated Pine Inc.'s Bill Carey, one of Ed's golfing buddies, tells us that this statement is misleading' Actually, half of the lumber hasn't shipped yet, according to Carey!

PACIFIC SOUTHEAST FOREST PRODUCTS

P.O. Box 819, Diamond Springs, Ca. 95619

Larry White

Curt Crane $161 626-4221

Manufacturerc: Ponderosa & Sugar Pine Mouldings and Cutstock

Located in the Heart o./' Bis Timber Country

A New Perspective On Computers

How are computers and insurance alike?

"In two ways," Dinny Waters, a computer expert at Dataline, points out. "First, both are ongoing expenses. Second, both protect against the downside. "

How are they not alike? "The computer is much less expensive and, unlike insurance, offers upside results, otherwise known as retum on investment," Waters answers.

Computer expense, just like insurance expense, is continual, he main-

Wood Panel Market Growth

Growing market demand could boost U.S. structural wood panel industry production to a record 27.9 billion sq. ft. (3/8-inch basis) by 1994.

But that level of production, the American Plywood Association notes, is based on two important assumptions-resolution this year of the northern spotted owl protection plan impasse in the West and congressional modification of the Endangered Species Act to permit consideration of the

tains. "Computer expense is ongoing because technology continues to charrge, but that change brings increases in productivity. For example, when measured in terms of productivity, today's computer is I billion times more productive than the machines in use during World War II with 90% of the change occurring in the last l0 years."

"If you disregard group health, insurance costs run almost l% of the average building rnaterial dealer's sales dollars," Waters says, "while computer expenses run only about | | l0th of l%."

"It would be hard to imagine operating without insurance or a computer system," he adds, "but, compared to what it costs, the computer is a dealer's most productive asset."

Continuing his comparison, Waters emphasizes that the more you use insurance, the more it costs. "However, unlike insurance, the more you use the computer, the more it does for you," he says.

"Don't sweat the small stuff such as changes," he advises. "Think first about how that change may help you run your business more productively. Look at the big picture and use the computer for all it's worth."

economic consequences of species protection.

Without timber supply relief, westem production will continue to decline and "the industry will have difficulty supplying full expected demand beyond 1992," APA concludes. Western production fell about 9 billion sq. ft. in 1987 to just over 5 billion sq. ft. last year as a result of federal forestland timber harvest constraints.

Total industry production last year

was24.3 billion sq. ft., the lowestsince 1985. The 1992 forecast is 2-5.6 billion sq. ft.

APA predicts single and multi-family housing starts will increase to more than 1.4 million in 1994 and that residential market panel demand will rise to 10.6 billion sq. ft. by 1994. Residential construction consumes structural wood panels for floor, wall and roof sheathing, exterior siding, soffits, underlayment and other applications.

THE SAIIE GREAT SERVICE WITH A NEIry I[AI[E!

Western Wood Treatinq is makinq life a little easier for its customers. We're chanqinq the name oiour Woodland and Fontana, California plants from r name ofour f Western Wood Treating to California Cascade Industries.

To celebrate this occasion, our Woodland plant will be the host of a gala Open House on June 4,'1992. We are preparinq a barbecu'e and bive-away priz-es, and will be on hanb to shoilr retailers and whdlesalers odr state-of-the-art treating facility.

Stote-of-the-ort, computerized plont technoloqy is the cornerstone of our past and future success. Both the Woodland and Fontana plants are known for hiqhlv consistent, competitively priced pressu re treated fenci n g, "decki n g, landsi:a pe ti m bers,posts and more.

WeatherShielP, introduced more than 20 years aqo as the first water repellent pressure treated wood, provides l6nq-lastinq protection fromweather damaqe and'ihcludes a lim-ited life-time warranty against fungal ddcay and termite attack.

Sunwooff pressure treated wood has the warm appearance of cedar and redwood with an additional benefit that Mother Nature can't offer - a limited lifetime warrantv aoainst funoal decay and termite attack. Osmose was the firSt t6 introduc"e this proven color additive for treated lumber more than 10 years ago.

For more information about California Cascade, our products and our Open House celebration, call us at (916) 7J6-3353.

Beating the competition

EATING your competition is best begun before they enter your market. Swing into action as soon as you hear a new, aggressive owner is taking over an established store or that one of the biggies is looking for a nearby site.

The first step, consultant Joe Samulin advised in one of his store management and aggressive marketing workshops, is to analyze your market and your operation. Ask yourself the hard questions. What are we? Where are we headed? What do we want to be? Whom do we appeal to in our market? What canwe do that we are notdoing to achieve our goals? Be tough. Set your goal to become so successful and so profitable that the competition will hesitate to enter your market.

Storyat a Glance

The second step recommended by Samulin involves your customers. He suggests developing a questionnaire and distributing it to them with a stamped, self addressed envelope for retuming it. Don't ask them to identify themselves,

but request sex and age

Ask customers to rate the store on a scale of I to 10 on cleanliness, assortments, displays, ease of finding merchandise. Then ask them to apply the same ratings to your personnel, ranking them on courtesy, helpfulness, appearance, attitude and product knowledge. Next, ask about advertising. Does it attract attention? Are advertised prices attractive? Are the advertised items displayed prominently in the store, in plentiful supply, easy to locate? Do they make other purchases when they come in for advertised specials? Finally, ask if you inventory what they want to buy and what else they would like for you to carry.

Prime the customer's acceptance of the questionnaire and encourage him to return it by including as a thank you a coupon for l0% off on his next purchase or a small gift such as lightbulbs.

If the competition is firmly in place, keeping ahead of it means learning from its successes and failures, business communicators Jacqueline Dunckel and Brian Taylor recommend. They suggest analyzing the competition to learn what it is doing right and wrong. Develop a profile of the competing store with these questions: How long have they been in business? What is their reputation for product/ service? Whatare they doing thatwedon'tdo? Is itattracting more customers for them? If we are both doing the same thing, how can we do it better?

Shop your competition to find out if they really have

Strategies for doing everything better than your competitor. . techniques to guarantee customer satisfaction. ways to attract new customers, keep old ones.

o Til Johnson o Enita Nordeck o Mike Sm i Doug Heryford o Tom McWilliams

lower prices, better service, more complete inventory and a more attractive facility. Customers often perceive a store as what it says it is, not what it really is. If you tell the public something, such as "we have the lowest prices," often enough, they'll begin to believe it.

When you know what your customers think of you and how you stack up to your competition, take action. Cutting prices is rarely the answer, but creating the image of being a value added store is. Decide what you do better than your competition and let the public know. Advertise your friendly service, quality products, complete inventory, money back guarantee, free estimates, reasonable delivery, free paint matching, free computer design, special orders, custom service, installation, credit, clinics-whatever sets you apart from your competitor.

Involve all employees. Without them your plan will frzzle. T'hey must understand the reasoning behind your decision to add a new service or institute new policies. Their cooperation and dedication are essential to the effort.

Advertising is not the only way to bring people into your store. Gregrey J. Harris, a marketing specialist and author of Talk is Cheap, suggests giving customers a card to sign and give to a friend entitling the holder to a free gift or discount. In addition to bringing new customers, this will create valuable word of mouth advertising, he points out. Using information available from public records to make special mailings inviting newcomers or new homeowners to come into the store for a gift or discount also works. The old standby freebies of painter's caps, nail aprons, carpenters pencils, yardsticks or rules, calendars, small plants and trees never go out of style.

I I I

PERSONALS

Ed f,'ountain Sr., Ed Fountain Lumber, Los Angeles, Ca., has retired at age 89 after a distinguished lifelong career in the lumber business.

Dale Fleshman, Mid-Pacific Trading Co., is back at Cameron Park, Ca., Hq. after an Oregon business trip.

Paul Ilopkins has been promoted to yard supervisor at Lumbermen's, Newport, Or.

Maryalice Acevedo, director of international relations, Cal State Lumber Sales, Otay Mesa, Ca., was named by the governor to the California World Trade Commission.

Matthew Kolar is new to American Pacific Wood Products, Portland, Or., managing inland and coastal green dimension sales.

Barry Faass is the new mgr. of Windsor Door, San Diego, Ca.

Michael D. Weaver is now v.p-finance at Kwikset, Anaheim, Ca.

Dennis Badesheim has joined the home center mktg. staff,Idaho Timber Corp., Boise, Id. Mark Catron is now plant mgr. at Silverton, Or., andJohn lVydick, gen. mgr., Boise div. facilities. V.p. Brad Bower will oversee the Idaho Cedar Sales div., Troy, Id. Mario Barrjas is new to outside sales at Western Woods, Inc., Irvine, Ca., according to Bob DiMeco.

Dan Bohannon, Bohannon Lumber Co., Orange, Ca., teamed with brother Dave towintheU.S. NationalHardcourtTennis Championships, 40 & over div., recently in Tucson, Az.

Steven M. Krolak, Tucker Housewares, Kingman, Az., is now West Coast region sales director.

David L. Rogoway will succeed lVilliam T. Robison as pres. of the American Plywood Association, Tacoma, Wa., when Robison retires Nov. I after 4l years with APA.

Arnold Curtis, Northwest Hardwoods, Federal Way, Wa., has been elected lst v.p. of the Hardwood Maqufacturers Association.

Brent Burdick is a new outside salesman at J. M. Thomas Forest Products, Ogden, Ut., reports Metthew Thomas.

Sue Jessell, Central Valley Builders Supply, St. Helena, Ca., has been named director of Dataline's westem computer user's group.

Rick Ray has joined Keller Lumber Sales' Redding, Ca., office, handling No. Ca., coastal and Bay Areas.

Rick Ewald has joined the sales force at Strata Fo'rest Products, Santa Ana, Ca., according to John Hormuth.

Robert X'. Johnson is now director of corporate planning and information systems for Cotter & Co., reports pres. Den Cotter.

\ililliem Hetland is handling sales for Umpqua Lumber, Dillard, Or., recently acquired by D. R. Johnson Lumber, Riddle, Or.

Rob Boucher is new to Maywood-Anderson Forest Products, Eugene, Or. specializing in shakes and shingles.

David Carrillo is now in lumber sales at Pacific Mill & Lumber Co., Inc., Los Angeles, Ca,, reports Lovey McCarthy.

Gary Weller has joined OrePac Building Products, Paso Robles, Ca., handling sales of industrial hardwood lumber & plywood, reports Mitch Rowe.

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FLANGES 1-314'& 2-5116"i DEPTHS 9-112'to 20".

Ron Koepke, door component sales rep, Weyerhaeuser's compositeproducts div., was honored as a top co. rep.

John Gregor, SCR Inc., Lake Oswego, Or., is retiring May 3l after 46 yeats in the industry, the last 15 with SCR, reports pres. Tom Crabtree. Dave Kern is a new panel products trader.

Dennis Dooley, pres., Dooley Industries, Pasadena, Ca., has been nominated for Intemational Man of the Year-1991/ 1992 listing by the International Biographical Centre, Cambridge, England.

Leo Vsndermark is new to sales at Eugene Forest Products, Eugene, Or.

George Hatt has retired as pres. of Specialty Products ofOregon, Phoenix, Or. Gary Webber is now v.p. and gen. mgr.

DickWarren is anewbrokeratLlB Lumber Sales, Tigard, Or.

Dennis Richardson, Oregon-Canadian Forest hoducts, Orange, Ca., is back from a week's vacation in Lake Havasu with his family. JeffLynn has returned from an Az. business/pleasure trip, visiting his daughter at the University of Arizona.

Ron Wendt has been named pres. at JeldWen, Inc., Klamath Falls, Or.

Bill Porter was selected lst quarter manager of the quarter at All American Home Center, Downey, Ca. Mel Keller recently completed a comprehensive product knowledge training course through the Home Center Institute.

Richard Miller is new to Las Plumas Lumber, Riverside, Ca.

Steve West hasrejoined Penberthy Lumber, Carson, Ca.

Claude 'Scotty' Scott, WisconsinCalifomia Forest Products, Redding, Ca., plans a brief Mexican vacation for late this month.

Phyllis Glass is manning the water cooler at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 46)

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LMA's 53rd Annualin Monterey

Lumber Merchants Association of Northern California's -53rd annual con vention will follow the theme "Winds of Change."

Lead-off speaker at the May l-3 event at the Hyatt Regency, Monterey, Ca., will be attorney Laura Innes discussing sexual harassment in the workplace. Attorney Roger Mason will follow with a review of the Americans With Disabilities Act. Jan Pelletiere Cook, Jancyn Shopping Service, will talk about internal and shoplifting security at this May 2 morning session.

Aftemoon programs presented by Builder Marts of Arnerica, the California Environmental Protection Agency and Pettit-Morry Co. will cover in-

creasing profits through delivery, Hazmat and workers comp and employers' rights.

Consulting economist Dan Goldy will answer the question "Will Wood Products Supply Be a Critical Bottleneck in a Construction Recovery?" at the general session breakfast May 3 rvith business humorist Harvey Dean adding a light touch.

Exhibits will be open on May 2 and May 3. A reception by associate members will precede the trade show.

Meetings of the executive cornrnittee, past presidentsand board of directors are scheduled. Luncheon meetings will be held by the Lumberrnen's Merchandising Alliance and the Associates Council. Dealers will get together

for roundtable discussions on the last afternoon.

The annual president's award and the outstanding yard award willbe presented at the president's reception/dinner. LMA's new president will be installed during this closing activity Sunday.

The annual Dangerous Divot Diggers golf tounrament at the Old Del Monte Golf Course will be the only event Friday, May l.

Treater Changes lts Name

An open house is being held next month to celebrate Western Wood Treating,Inc. changing its name to that of its parent company: Califomia Cascade Industries.

"We anticipate use of the California Cascade name will eliminate misunderstandings and make it easier for our customers," rroted Hank Feenstra, president. The two treating plants are in Woodland and Fontana, Ca. California Cascade headquarters is in Sacramento.

The open house will be held at 1492 Churchill Downs Rd. in Woodland frorn 3 p.m. until dark June 4. Product and marketing displays, plant tours and a barbecue with refreshments wi ll be featured at the state-of-the-art facility. Retailers, wholesalers and other interested parties are welcome.

Lumber Trucks Set On Fire

Firefighters quickly responded to a small fire at Learned Lumber, El Segundo, Ca., containing the blaze to two vehicles.

Police said someone broke into the

Don

yard after hours Feb. 23 by cutting a chain link fence, then severing the fuel lines on a Ford truck and a Kubota tractor, so fuel could spill and ignite.

Investigators suspected it was the work of an arsonist, since there was a 1,500 gallon fuel tank at the yard.

Yet Learned general manager Randy Gaston blamed mischievous teenagers, since the only damage was to two older, 'Junk" vehicles that were in an open area well away from the restof the operations.

North Coast Earthquake

More than $15 million damage was suffered by Pacific Lumber Co., Scotia, Ca., as a major earthquake April 25 and two severe aftershocks hit 35 miles south of Eureka, Ca. With one exception, other lumber firms in the area suffered only minimal losses.

At Scotia, Palco's planing mill incurred the worst damage, though company spokesmen said at presstime they expected the mill to be operational by mid-month. Fallen lumber was being re-stacked and by April 27 the computer was working. Operations at the Carlotta and Fortuna, Ca., mills were not affected. The adjoining companyowned town lost a four-store strip shopping center to a fire which completely destroyed it. No other fire damage was reported. A number ofthe 278 houses in Scotia were damaged, some moving off their foundations, but only 20 families were displaced.

Blue Lake Forest Products, Blue Lake, Ca., suffered approximately $100,000 damage to an anti-stain lumber facility, though none to their main mill, logs or lumber. A week after the quake, the firm successfully emerged from Chapter 11 bankruptcy reorganized May 1.

Simpson Timber's Arcata Redwood subsidiary, Eureka, Ca., reported structural damage to the dry kiln mainly in fan ducting, but described it as not major. They also had about 750,000 board feet of stacked lumber knocked down. Both manufacturing and shipping were expected to be fully operational by mid-May. Simpson's Arcata facility had only minor disruptions.

Among those firms reporting only minor damages and/or losses were Britt Lumber Co., Bracut Intemational, Louisiana-Pacific and Joe Costa Trucking in Arcata. Schmidbauer Lumber, Eureka, had only two lifts of lumber fall. Miller Redwood, Crescent City, Ca., reported no damage.

SOFTWOOD.,.HARDWOOD PLYWOOD PALLET STOCK

TNTIUNIBER

P.O. Box 196, Alamo, California 94507-019b

(510) 837-9545

FA)( (5r0) 837-283E

cALrF WATS (E00) 521-4-TNT

WHOLESALE ONLY

ATTN: LUMBER BUYERS AI\D SELLERS

NOW AVAIIABLE: A nevv'high tech" way to buy and sell lumber. TNT FAX NETWORK is easy, fast, saves you money and the TNT Fax Network gets results.

TNT's new computerized fax system provides lumber buyers and sellers with current weekly price and availability updates. The system faxes your inquiries to almost errery U.S. West Coast and Canadian sawmill, giving your lumber needs immediate exposur€. Mills: we can fax out your offerings to over 4OO TNT customers.

Company

Address

Cily/Slale/Zip

Phone Number FAX tlumb.r

National Evaluation Report For Hoover's FRTW Products

Pyro-Guard fire retardant treated plywood and lumber produced by Hoover Treated Wood Products, Inc., Thomson, Ga., has been issued National Evaluation Report No. 457 by the Council of American Building Officials-National Evaluation Service (CABO-NES).

"NER-457 is unique because it states that strength and span adjustments are based on a predictive period of 50 years," Glenn Wilson, a Hoover spokesman, said. "Issuance of this report is expected to result in increased accep-

tance of Pyro-Guard by architects, building officials and builders."

Properties evaluated by CABO reviewers include elevated temperature testing for roof applications, method of relating test results to actual geographic location, corrosiveness, hygroscopicity and flamespread per ASTM E-84. CABO-NES consists of engineers and building officials from the three major U.S. Building Codes: SPECS, UBC and BOCA.

Pyro-Guard has achieved several FRTW "firsts," including the first Code Compliance Report with evaluation of high temperature strength testing, the

first high temperature strength test results for roof applications, the first third party kiln monitoring program separate from UL follow-up service, the first New York State Smoke Toxicity test results showing smoke toxicity no greater than untreated wood and the firct FRT lumber and plywood warranty, Wilson added.

Home lmprovement Steady

Despite a year of low consumer confidence, a soft economy and stalled overall retail sales, home improvement product sales for 1991 totaled $104.1 billion, inching up from 1990's $103.7 billion, reports the Home Improvement Research Institute.

Consumer sales represente d 65 % of the total at $67.9 billion, though sales to professional remodelers grew faster, up L.5% over 1990 to $36.2 billion.

Lumbbr and building materials accounted for $28.9 billion in 199 1, climbng9% from 1990; hardware and tools held at $20.1 billion, and lawn and garden equipment and supplies slipped 3.3Vo to $13.3 billion. Paint, sundries and supplies rose fastest among consumers, climbing l.l% to $5.6 billion.

AWPI Media Campaign Begins

The AmericanWood Preservers [nstitute has approved a public communications program, according to public affairs manager Jerry R. Harke.

News stories to 8,000 newspaper, wire service andmagazine editors each month and quarterly releases to 4,000 radio stations in the top 260 markets will aim to educate the public on the merits of pressure treated wood. Other campaign elements include a series of brochures about treated wood products, development of a networkof wood, marine and medical experts to respond

to issues and distribution of media kits to assist AWPI member companies, Harke said.

Silent Pager Alerts Staff

Vibration, not sound, signals managers and assistant managers that they have a call at the Home Depot Expo store in San Diego, Ca.

"Because this store is also a buying center, an average assistant managef can receive from 20 to 30 calls a day," Steve Smith, store manager, who averages 50 calls daily, said. "Normally, an operatoruses the PA system to page us. With the silent pager, we call back to ask what line the call is on and there's no PA announcement to disturb customers."

The store plans to test the system with department heads to further eliminate noise in the 105,000 sq. ft. facility. "This is particularly important in our design center where we don't want so many announcements to be heard over the PA," Smith said, referring to the 32,000 sq. ft. design center showroom.

A similar silent paging system for waiters is used in more than 6.000 restaurants worldwide.

PRE.STAINING OF PIYWOOD, SIDING

. Prime cooling of oll species

o In oll Olympic colors

. One coot opplicofion on oll sizes of plywood

o Use your moferiol or ours

o Unif to T&T quontilies

o Fill-ins ovoiloble in redwood ond cedor trim ond siding to expedife your order

o Forced oir drying sysiem for prompt shipment . Quick turn oround

o Enclosed ,10,000 sq. tt focility o Roil Spur relooding ovoiloble Over o decode of successful quolity pre-sfoining

talking lumber with

NAWLAI'IBMDA Meger UPdate

North American Wholesale Lumber Association board members have approved a merger with the National Building Material Distributors Association. The issue will be considered by the general membership May 17 during NAWLA's 100th annual meeting in Colorado Springs, Co.

Fibreboard, Insurer Agree

Fibreboard Co.p., Concord, Ca., reached an insurance settlement with Pacific Indemnity which could provide up to $360 million for asbestos litigation-related costs.

Fibreboard received $10 million immediately plus an additional $20 million to meet asbestos expenses until final resolution of insurance coverage litigation. The agreement provides up to an additional $330 million based on certain final court decisions.

Chairman John Roach says the agreement solves the company's short term asbestos-related liquidity problem and provides substantial long term coverage, assuming Fibreboard ultimately wins its insurance coverage appeal.

SHASTA-CASCADE Hoo-Hoo Club honored and roasted Lumberman of the Year Gayle Morrison, retired president of Sunset Moulding Co., Live Oak, Ca., March 28 at the Red Lion Inn, Redding, Ca. (1) Morrison,

(c€nter, surrounded clockwise from left by) Dave Schaller, John Russell, Don Porter, Claude Scott, Mark Majors, Ron Breedlove, Tim Mclndoo. (2) Chris Schaller, (3) Gayle & Mitzy Monison, Don Cherovsky.

ALL AMERICAN HOME CENTER, Downey, Ca., is planning a $1 million retrofit to change its image from a "repair & fix" store to a "project" store emphasizing room additions and contrac-

dising mgr. Present 95% d-i-y business is expected to change lo 75/25 according to Farouk Jarrah, who is spearheading the program as contractor sales mgr. Chairman lrv Gertler (pic-

tured) started the business in 1 959. The 1 73,000 sq. ft. lacility on g% acres with 135,000 sq. ft. of selling floor and over 900,000 SKUs calls ttself "the world's largest home cenler." tor sales, according to Rolly Skifton, merchan-

Sidinq Nails-

o No Staining

o No Streaking

Highest quality nails for cedar, redwood and other line wood materials.

o Slender shank and blunt diamond point

o Diamond pattern head blends with wood texture o Small head diameter permits face nailing and blind nailing r Annular ritrg threads preclude nail head popping and cupping of siding boards . AlSl Grade 304 nickel/chromium ailoy.

For additional data

SWANEZE

o Self-counter sinking bugle and trim heads

Square drive recess eliminates driver bil cam-out o Sharp point for quick penetratron with minimal pressure

o Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resrstance o 6 lengths: l" through 3"

Hardwood distributors break tradition

E OR the first time in its long his- F to.y, the Pacific Coast W-hoiesale Hardwood Distributors Association elected a woman president.

Shirley Reel, Reel Lumber Service, Anaheim, Ca., won the top spot at the 69th annual convention. Lynn Monthaven, Lane Stanton Vance Lumber, City of Industry, Ca., is lst v.p.; Jim Frost, FrostHardwood, SanDiego, Ca., 2nd v.p., and Joe Long, J. E. Higgins Lumber, Concord, Ca., secretary-treasurer. Jim Price, Emerson Hardwood, Portland, Or., is secretary-treasurer designate. Directors: Brent Mullen, Peter Hall, Hal Kerry, Joe Cortese, John Fahs, Pat Ahern and Gordon Reimer.

Guest speaker "Pete" Petersen, Columbia Plywood, said that while market conditions had improved since last year, supply was a serious and very real

problem. He noted his firm has had to import spruce from Canada as raw material for some of their panels. "The key to the situation is availability," Petersen said.

A major feature of the convention is the sectional reports, presented this year by eight members from various westem areas of the PCWHDA. Gordon Reimer, Reimer Hardwoods, Ltd., described western Canadian market conditions as mixed, marked by bad debts, slow receivables and decreased margins. Red oak is the most popular species, with poplar filling in for pine and hemlock, due to shortages.

The Washingtonreport was by Rick Burrows, Plywood Tacoma, Tacoma, Wa., who said they were encouraged by improving business conditions throughout the state, especially in the tri-cities area. Financial controls have

TIMBER SIZER PRE-FABRICATION

TIMBERS

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

been tightened, customers are demanding more just-in-time shipments and meranti is edging out lauan due to price advantages. Maple and red oak supply problems were noted.

Etoryat a Glance

First woman elected president marketreview: worst probably over, gradual recovery expected ... hardwood plywood conditions addressed,

Conditions in Oregon were described by Jeff Wirkkala, Hardwood Industries, who said "market growth had been eaten up by increased competition, some from softwood people invading traditional hardwood areas. Collections were the worst in our 10 yearhistory, but we did better than most."

A write-in report from Higgins' Joe Long characterized the Northem California market as very poor with sales off IO% -2O% and credit tough. He foresees late l992learly 1993 before better times return.

Shirley Reel said Orange County, Ca., sales were slightlybetter than 1991, but spotty, with smaller orders, fierce competition, more just-in-time deliveries, a trend to lighter woods, supply problems and formerly good customers falling into slow or no pay categories.

"Bud" Baker, BakerHardwood, San Diego, was hopeful his local market had bottomed out and that 1992 and into 1993 would see a gradual recovery. "It's our worst recession since the 1930s," Baker said. Remodeling was the only bright spot; commercial real estate loans are difficult to secure.

It will be early 1993 before the Los Angeles market get appreciably better, Lynn Monthaven told the group. Cabinet shops have been severely affected with office furniture operations off 50%-60%. Maple and cherry are hot species, with supply short and prices rising. He noted as did others, the increasing burden of government regulations.

The Arizona market was described by Jim Spellman, Spellman Hardwoods, Phoenix, as steady, with bankers inhibiting growth. Lighter woods are enjoying greater popularity, customers are very demanding, collections are not too bad and more cash business is being done.

The convention was held at the Kaluakoi Resort on the Hawaiian island of Molokai, March 15-18. Next year's 70th annual will be at Meadowood, St. Helena, Ca., April 4-6.

ln Lecs Than 20 Minutec The ..BAND.ADE''

Thrns Thic. . .to. . .This

TIME SAVER

SAVER

MONEY MAKER

Saneml doys acanmulotion of banding normolly requires o spqial /rilp to the londflll.

Employees hote the danger ond work to tmnsfer to dumpster or truck. A ta t minutes when unpa.cklng units, results in thb comry:t, asily stored noluoble sctop, alrady stored in o steel drum tor disposol ornd sleThe "Baad-Ade"-Eaoy to 8ay-Cutly

to be vlthott. THE "BAND.ADE''

lndian Country, lnc., Ait?ort Road Depoolt, NY f3754 6O7'467'3aOf

HAWAIIAN hiatus:(1) Don & Dorothy Reel, Jim Caldwell, Shirley & Gayle Reel, Albert Gualardo, Doreen Reel. (2) jim & Anne Spellman, Gil Reel. (3) Dorothy & Al Frost, grandchildren Kayla, Nick & Ryan Frost. (4) Susan & Pat Ahern, Francoise & Hal Keny. (5) Jack & Lowell

Butson. (6) Diane & Gordon Reimer. (4 Betzy & Bud Baker. (8) Jaynie & Jeff Wirkkala. (9) Suzanne & Jim Price, Dian & Rick Bunows. (10) Kim & Jim Frosl. (11) Pete & Barbara Petgrsen. (12) Jason, Judy, Michael, Brent & Tyler Mullen. (13) Lynn & Anne Monthaven.

NEW PRODUCTIS and selected

sales aids

New Lumber Cart

A new lumber cart from Jarke incorporates rugged design, lighter weight and convenient size to handle standard lengths of lumber, plywood and hardware items.

All-welded steel construction and a smooth steel deckhelp prevent product damage. The 26" wide by 30" long by

The Merchant Magazine based system, is new.

It allows users to connect to remote systems and share data across multiple platforms. Other features: paging to run multiple sessions on one or dual hosts; "hot key" to easily jump or page between computers; "cut and paste" to transfer data; script to perform repetitive or complex functions, and pulldownmenus forcontext-sensitive help.

Hardwood Project Genter

A Do-It-Yourself Projects display combining precut lengths of hardwood and plansheets for various pieces of furniture has been introduced by Canfield Forest Products.

Panel Pusher

A free-standing floor display for comrgated fiberglass panels is now available from Glasteel Tennessee.

The merchandiser takes up only 8 sq. ft., while holding 250 of the 6, 8, 10 and 12-ft. panels, plus accessories and "how-to" brochures.

Panels are ideal for building plant shelters, carports, patio shelters, fences and screening.

Cabinet Care Package

The Bruce Cabinet Care Kit contairs everything neededto properly care for new kitchen cabinets, as well as touch-up supplies to complete minor

44" high cart also features 1,200 lb. capacity; easy rolling, 5" diameter phenolic wheels (two swivel andtworigid), and optional cofner bumpers.

repairs.

Packed inside a plastic case, the kit includes Touch-up Marker, Touch-up Stick, Touch-up Stain, Touch-up Clear, Creme Polish and Cabinet Care Guide. The polish is also sold separately in 8 oz. plastic bottles.

lnstant Access

Versysilnstant Access, a terminal emulation program that gives building supply companies access to their personal computer's DOS application programs and other remote computers as they are logged onto a host UNIX-

Free plansheets offer finishing suggestions, material list, tool list and dimensions for constructing a cabinet, tv/vcr stand, plant stand, toy chest, book shelf, wall shelf, end table, coffee table, microwave cart, child's deskand chair.

The Ready-to-Use Hardwoods feature the highest grade kiln-dried Appalachian woods, surfaced-four-sides clear boards and mouldings, and no knots, splits or checks.

Manageable Management

New Intel-based computer systems offering the same reliable inventory control and point-of-sale multi-user software previously available only on larger systems are new from ProfitMaster.

The 386 and 486 systems feature lower initial cost, low cost system maintenance, increased speed, industry standard SCO Unix operating system and full year warranty with on-site maintenance.

Fence Planner

New software for Innovis Technologies' in-store DesignCenter allows homeowners to design fences that complement their home's style and "draw" it around their house and yard.

Design options include classic board, board-on-board or picket fence. Fence tops can be straight line, pointed or beveled. Fences can range from 2' to 8' high, in a variety of woods with design details such as whether the gate opens in or out.

The system provides the customer with the price of the project, a 3-d color picture, construction plan, cutting list and complete materials list.

Ultra-lnsulated Patio Door

The new Insulated Patio Door System from Peachtree incorporates thermal efficiency, beauty, ease of operation and security into every facet of design.

The IPD panels feature larger stiles and rails, creating a classic French door appearance while reducing the amoirnt of glass to improve thermal effectiveness. The I -3 | 4" panelsare neady twice as thick as ordinary aluminum sliding

weather-stripping, energy efficient divided lite, three-point latching system, and four-hinge system. Three models, Citadel, Newport and Avanti, are available, each in three styles, Slider, Swinger or French.

Treated Screws

Dec-King screws from ITW Buildex are said to outperform nails in all outdoor wood-to-wood applications, eliminating wood splitting, nail pops, hammer marks and bent nails.

The screws ate coated with Climacoat, specially formulated for use in treated lumber, which provides optimum resistance to corrosion, staining

More Mantels

Six new freproof fire surrounds have been introduced by Outwater Plastic Industries.

Each plaster mantel is hand crafted and carefully inspected to correct any flaws or air bubbles. They can be

and streaking both on the surface and inside the lumber. The coating's gray color also matches the color of weathered decking.

Installed with a conventional screwgun or Dec-U-Drive stand-up installation tool. the screws come in five sizes, from 6 x l-5/8" to 10 x 3-112".

UNIX-Xenix based multi-user systems to networks and single-user MS-DOS machines.

Neon Scrapers

Bright neon-colored cutters and scrapers are now available from T. M. Shea Products.

The line includes Blade-Ade, a multipurpose cutter/scraper designed to hold all standard single-edge blades; Big Job Window Scraper, whichholds a 3" wide double edge razorblade; Super Scraper with extension pole, and PenKnife, a

glass doors and are injected with foam urethane insulation, which offers six times the energy efficiency of solid wood doors. Sills feature excellent drainage and thermal breaks also enhance energy efficiency.

The tempered, double-pane Twinsul insulating glass features a Twinsul LowE heat-reflecting coating and a9116" argon gas-filled space, enhanced by a solidbutyl Swiggletoreduceheattransfer between the glass panes. The glass surround materials resist shrinking, swelling and heat deformation, and the surround is foamed in place to prevent leaks and increase thermal effectiveness.

Also featured are redesigned bottom sweep, foam-filled compression

quickly installed around most opening.s and easily finished with paint or staln.

Sizes of the period-inspired styles range from 4o-U2" to 57-ll2" wide by 36" to 55-rl2" high.

Lumber Software Package

Lumberplus, a fully integrated order entry, inventory control and accounting software package specifi cally designed for wholesale and retail lumber distributors. has been introduced by Bayern Co.

The easy-to-use, menu-driven package includes fast order entry, tracking of all types and sizes of lumber, fullfeatured accounting, profit margin tracking and multiple location inventory.

Lumberplus is available for a wide variety of computers ranging from

combination seven-point, snap-off knife and ballpoint pen.

Bulk counter displays, blister cards and clipstrips are available.

For more information on New Products write The Merchant 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 thanksr

Flexible Caulk

Pro-Stik 230 Latex Adhesive Caulk With Silicone, a high performance caulk for the replacement window and siding market, is new from Ohio Sealants.

Adhering to wood, glass, vinyl and aluminum, the caulk contains silicone for flexibility and adhesion to withstand up to 50% total joint movement. The weatherproof seal prevents moisture and air infiltration.

Mold and mildew resistant, easy to apply and paintable, it cleans up with soap and water. Uses include around windows, doors, baseboards, moulding, trim siding comer joints, kitchen counters, tubs, showers, sinks, skylights and vents.

I NDUSTRIAL LUMBER SPECIALISTS

Combination Color Display

The Color Spectrum paint display from Valspar combines paint chip rack with computer cabinet to offer special assistance to consumers selecting paint colors.

A "spectra-selector" computer provides a wide range of professionally selected compatible colors (contrasting, accent, designer or off-whites), a paint chip visualizer lets customers see how various color combinations look together, and a variable light switch permits them to view colors in both incandescent and fluorescent light.

Demo A Drill

An interactive merchandiser from Skil Corp. allows do-it-yourselfers to personally test a line of cordless handheld power tools.

Constructed of raw wood materials to simulate the look of a home shop project, the Demo Station stands 1'3" high and nearly I-Ll2'wide. Each unit has reversible demonstration boards as well as an extra back-up board and a no-slip rubber attachment along the bottom to stabilize the unit.

Antique White Siding

A new color simulating an antique wood finish look has been added to Heartland Building Products' vinyl siding products lines.

Manufactured using a unique process to molecular lock the color into the siding, Antique White products feature a natural patina, low gloss finish.

Affordable Com puterization

Dimensionslite includes the most popular features of the full-featured Dimensions computer system wrapped into an affordable, easy-to-use package.

The system includes the IBMhardware of thefull Dimensions system, plus on-site IBM field service, on-site training and toll-free hotline support.

Initial configurations are for point-of-sale and backoffice accounting and are expandable to the full system if needed.

..NSF was th obviou choice

e s tl I

"Mar Vista Lumber displays a lot of stock, and when we needed heavy-duty custom racks, we turned to National Store Fixtures." said Mar Vista Lumber President, Terry Laughlin.

National Store Fixtures has a reoutation as the industry leader for customized pallet racks. cantilever and specialty rack systems that are guaranteed to increase accessibility, add substantial storage space, and require fewer workers to maintain.

To find out more about the value-added advantage of National Store Fixtures' products, call 1-800-638-7941.

FoGIL -Pffiw

Terry Laughlin President, Mar Vista Lumber Mar Vista, CA

PUBLIC misunderstanding of forest issues and the need for industry to tell its story were outlined in a speech by Bill Jones, Pacific Lumber Co., to a March 10 meeting of Second Growth, an under-40 group within the Lumber Association of Southern California. At the Anaheim meetino:

(1) BillJones, Mike Herbert, (2) Craig Evans, Al Reed. (3) Doug Willis, Seth Martin. (a) Mike Monaco, Kevin Nickels, Phil Dodson, Wanen Majourau. (5) Mike lrish, Rod Kautz. (6) John Allen, Russ Primrose, Manuel Elias, Tom Sum-

mers. (7) Bill Shaw, Drew Sasser, Matt Moody. (8) Jeff Gould, Miguel Hernandez, Denis Stack, Bruce Kelly. (9) Pat Ross, Mitch McNally. (10) Todd Pollard, Chris Dennis, EricSchwarze, Bandy Jackson,

ELASSNFNED ADVERTNSEMENTIS

HELP WANTED: Sales person specializing in Industrial / Municipal accounts, with customer following in the Southern California area. Health plan, vacation, & profit sharing. Send resume to: The Metchant Magazine, c/o Box 633.

LUMBER SALES: Major lumber wholesale and distribution center neaf San Jose, Ca., has openings fot lumbet sales reps and sales trainees in their Southem California office. This position offers a salaty plus commission program with a ftinge benefit package. Send resume to: Len Viale, c/o Redwood Empite, P.O. Box 1300, Morgan Hill, Ca.95038.

SEEKING experienced outside salesperson. We ate located in the potato countty of southern Idaho, below the majestie Sawtooth mountain range. If you are tired of the rat tace at your present job, this might be your chance. We afe a full line building materials dealet with four outlets serving three states. Call (209) 678-8368, ask for Ron,

RMRSIDE. Ca.. based wholesale lumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call for appointment. (714) 360-1090. Santa Fe Forest Industries, 9040 Jurupa Rd., Riverside, Ca. 90640. Attention: Robert T. Caylord. All inquiries strictly confi dential.

EXPERIENCED industrial lumber sales person sought by wholesale distributor. Must have established customef base. Relocate to Bay Area, Ca. Excellent commission with benefits. Reply in strict confidence to The Merchant Magazine, c/o Box 635.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address reolies to box number shown in ad in care of The Merchant Mrgrzine, 4500 Campus Dr., Suite 480, Newporl Beach. Ca. 92660. Make checks payabletoTheMerchrntMagazine, Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

NEED PINE?

We've got it. Containers arive tegulatly full of beautiful, cleat, functional New Zealand RADIATA PINE.

Leeco Mouldings

Call Clint Bowet (714) 675-083E

$5,295

BUILD IT YOURSELF A]IO SAVE MOIIEY 5Ol|O SIZES, ALt STEEL, CALL TOOAY FOR BBOCHURE AIID PRICE OUOTE HERITAGE BUILDING SYSTEMS 800-643-5555

FOR SALE: Yatesmodel H40horizontal tesaw. Tilting, 50 hp dtive motot ftesh tebuild. Contact Vem at (707) 433-7070.

7.000 lb. Clark Forklift.Yard tires. Good condition. $3,900. 6,000 lb. Toyota Fotklift. Long forks. $5,500. Call Goldenwest Plywood, (3lO) 630-8951, Lou or Steve.

YATES American V-54 band tesaw, centre split & bevel capabilities, 60 hp. $12,0OO. Phone (206) 385-7878.

DOWNFALL LUMBER andplywood, DF, HF, SPF, shorts, plywood blows, plywood sctaps. Catl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.97212, Attention John Matschiner, Real Estate Managcr. (503) 232-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

LUMBER AND BUILDING MATERIALS

retailer for sale. Sales of $7.5 million and $525 M pretax ptofit. Located on the West Coast. Serves a diversified custometbase. Genefates an above average gross profit. Operates ftom a modern facility with outstanding equipment. Excellent senior management teah. Its marketing area projects extreme growth. Firm's expected gtowth exceeds that ofarea. Reply to Box 631, clo The Merchant Magazine.

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, (2l3) 775-2544; (213) 835-567 l

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.

SOUTHERN CALIFORNIA LOSAI{GELESABEA

SAN FRANCISCO BAY AREA

NORTHERN AND CENTRAL CALIFORNIA

oRAl{GE, R|VERS|DE & SA}I

PACIFIC NORTHWEST STATES WASHINGTOII

ROCKY MOUNTAINSCOLORADO

OBEGON

JsporwoodTreatins. (800)547.60631333113[:iS3

aRrzol{a

SOUTHWEST

OBITIUARIES

William M. "Bill" Shields,55, executive vice president of Weyerhaeuser Co., Tacoma, Wa., died of cancer April 13, L992,nFederal Way, Wa.

A native of Vancouver, Wa., Mr. Shields began his 33 year forest products career in 1959 with a sawmill he and his father built and operated in Priest River, Id. He joined Willamette Industries, Albany, Or., in 1967, becoming executive vice president of building materials in 1980.

He went to Weyerhaeuser from Willamette last year, becoming responsible for its entire global wood products businesses.

John R. *Jack'Badewitz, 61, retired plywood salesman for Willamette Industries, Corvallis, Or., died April 6, 1992, rn Corvallis.

A native of Buffalo, N.Y., he receivedhis degree in forestry from Syracuse University in 1953 and began his career with Babcock Lumber, Pittsburgh, Pa. After working for U.S. Plywood, Buffalo, he went to Oregon in 196l to join Willamette Valley Lumber Co., Dallas, Or., which became Willamette Industries n 1967.

Kenneth T. Thompson,65, former vice president and manager of the Southem California division of Southwest Forest Industries, Phoenix, Az., died of cancer April 8, 1992, in Tucson, Az.

Bom in Allison, Co., he served in the U.S. Navy during World War II. He retired from SFI after 32 years, after which he worked for Wal-Mart, Green Valley, Az.

Clarence L. Koennecke,62, president and owner of Alder Creek Lumber Co., Portland, Or., died of a heart attack April 3, 1992, n Longview Wa.

Born in Gresham, Or., he got his start working for mills his father owned in Sandy and Cherry Grove, Or. In l962he moved to Portland to open the Alder Creek mill.

At the time of his death, Mr. Koennecke had been president of the West Coast Lumber Inspection Bureau for the last two years.

Personals

(Continued from page 29)

Bob Weiglein has joined Berdex International, Sacramento, Ca., as sales mgr. of the Berdex Lumber division under Jim Haas.

Newell Lavoy has resigned as pres. of Western Lumber Co., National City, Ca., to join Builderway Inc. as pres. E. Michael McMahan has joined Western Lumber as v.p. and gen. mgr.

"Curley" Rowley, San Joaquin Lumber Co., Stocktori, Ca., has retired.

HWI can help western lumber and home center retailers become more profitable.

Period.

t46,000 hardware and building mnterial items in warehouse

o 95% of items available "one each"

o Industry-leading fill rate

o Corporate flexibility to listen to and meet your needs

HWI was founded in 1945 to help hardware and building material retailers compete and become more profitable. Today over 3000 HWI member/owners are reaping the benefits - and profits.

Call HWI today at 2191749-8531 extension 251. Ask for Tom Barfell, HWI Member Services Manager - we'll show you many other HWI advantages.

o Separate, flexible advertising for hardware or building mnterial retailers

. Competitive pricing Highest rebate - lowest overhead

o Innovative retail systems and services

Wrb when|lpryhbe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most versatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy coffunons, or garden grade lumbe4 kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood custorners, droose the redsrood that has everything going for it: looks, promise, and a fine hmily narne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (707) 964-0281, or the G-P Distribution Center nearest you.