Merchant Magazine - May 1994

Dataline8000

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A NATIONAL EVALUATION REPORT (NER-4S7) has been issued by the National Evaluation Service of the Council of American Building officials to confirm that PYRo-GUARD Fire RetardantTreated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD is the FIRSIFire RetardantTreated Wood with:

t Third Party Kiln Monitoring in addition to U.L. Follow-up service

. FRT labor and materials replacement cost warranty

t Code Compliance Report with evaluation of elevated temperature strength testing for roof applications

I High temperature strength fesf resulfs

. NewYork State SmokeToxicity fest resulfs '

reports are subject to re-examination, revisions and possible closino of file.

The Premium Series*

DavH Ko€nlg CoI{IRBUnNG EDIToRS D,right Cunan, cag8 McKlnney, Waily Lynch ART DIRECTOR ManlnEmery ST FFABTFT Dlanel.Stova]l CIRCULATIOi{ MlctnlleMondragon

U.S.: $l1one yeaq $17.lwo years; $22.three years. For€lgn: ono year payable In actvance in U.S. lunds: surface.$30; ak rates also

s.: SI I {ne year, $17'llo yqtr:i.q?:llr9e.yi!rs. -Fotelgn: ono year.payablo advancs lunds: surface-$30; also avaihblo. singl€ coples.$3; back plLts.ehpplng and handllng. CHANGE OF ADDRESS Sond addEss labol ftom rscanl lssue ll possble, neyr addrsss and zp code to address belol.

aqqq$ chq ges l0 Ths Morchant Magazlno, 4500 Carp|A Dr., Sto 480, Noil,port B€ach, Ca: 92660 GAZINE (USPS 796-560m) b pLolbhed monthty at 4500 Camn|i Dr.. Stc. 100. ileuDort B.ach. Ca. 92660. t7t4) 852-tgg0. bv The M€rchanr Madaztm tnc !

E ilERCHAIIT iAGrlZINE (USP_S 796-5!0m) b pLblbhed monthU 45O CamFrs Dr., Stc.,i80, ieup6rt B.ach, Ca.92660, Ot{) 852-1990, Merchant Maoaztne. Inc. Secono. sPo$99rat€gpaEalN9|YpoltBgach'ca.'andaditiona|p08|0tl|ces.n|san|ndop€ndsntty.ownedp6|bation|ortlela||' f€B.h^136l9ms|ales.fpyr|ghpl994byTh6MerctEnlMagaz|ne,lnc..cov9rand6nt|rocontenbare|u|lypmtectedandmustnotberproducod|narrmanIw Rlghb R€ooiled. The Marchanl Mag6zlne assume m llabll[y tor malsrlab fumbhed to lt

EDITIORIAL

'Your mlsslon, lf you choose to accept lt..,tt

Mission stat€ments, after a flurry of popularity, seem to be waning in their appeal to corporate America

Most customers don't give a hoot m4 indepd most afe unaware they even exist. But &mageme,trt should cfre as mission stat€ments often are a finn's first (and only) attempt to define what they are, why they exist, their direction and goals.

The act of defining these elernents often forces managerrent to refine its thinking as 0o what their cdnpany is all about. Often nothing mor€ is done than what should have been done by management in the fint plaoe. That is, get back !o the basics. Indee( what seeins obvious in retrospect is sometimes only reached after much discussion and fractious debate. Happily, the result usually enjoys majcity support.

Not so positive is the fact that mission stateme,nts too often are merely a sring of overwortre4 virtually meaningless cliches. Lots of verbiage about exellence, customer service and value that leaves the reader underwhelmed and slightly suspicious that these words are slickly insincere.

DAVID CUTLER editor-publisher

Some mission stat€ments have a faintly warlike 0one. It makes you wonder if they're selling products or stmming castles.

For employees, a clear understanding of what the company stands fm and where it wants to go can be very supportive. They can use an effective statement as a sales tool with cuslomers, as guidelines for working within the firm and as a penmal reassuranoe that their employer will probably be around forawhile.

Focusing on why it is you aI go to the stse or plant each day can have a number of benefits. Not the least of these is the imperative for profit. Some people get so caught up in their duties that the need for profit somehow gets losl Top rranagement is not beyond criticism in these cases either. Custromer service, quality and all the other frequent features of mission statements are just dandy. But if you don't make a profit, none of the rest rnatt€rs.

It's 10 o'clock at night Do you lmow where your company is?

In the building mctericls industry, it's your business to know lumber cnd hordwcre, Bui, whot oboui softwore?

The Gemini Softwore Solution developed exclusively for the building moteriols morketploce is everything you need to keep poce in o ropidly chcnging environmeni, Our LHSystem will leod you from point of scle to your profit ond loss sfotement.

And, Gemini hos built o reloiionship with Digitcl Equipment Corporotion to provide you with o cost-effective fomily of high performcnce products thot con help you monoge your business And build it, os well, Don't you ihink it's time you picked up your most importont tool? Coll us todoy to see how we con moke your business more profitcble

When it comes to outomotion, Think Gemini... Soffwore for your Hordwore.

MOSS LANDING JIDOC'' DISCOVERS THE CURE TO AGING WITH CHEMONITE'

llestled in the center of Califomia's picI!turesque Monterey Bay, Moss Landing has been the home port for everything from whalers to steam-ship merchants, fishermen and Prohibition-era rum runners since Captain Charles Moss founded it in 1853.

Identified from miles away by the area's landmarktwin 500-foot chimneys rising from Pacific Gas and Electric's steam generating plantMoss Landing became an official Harbor Disrict in1947. Thereafter began the gradual process of consffucting docks and 600 boat slips.

When the docks and boat berths were originally built in the early 1950s, the wood was preserved with brush-on treatments. Two decades later, as the wood began to age, it rotted, sagged and completely fell apart, making the facilities unsafe for users.

converge on the landing for the annual Antique Sreet Fair.

Chemonite is the registered ftade name for Ammoniacal Copper Zinc Arsenate (ACZA).It was initially formulated at the University of California in the 1920s and developed for commercial use in the 1940s by J.H. Baxter, a California timber and treatment company, which continues to hold the product's license today. Chemonite-treated wood has maintained its structural integrity for over 50 years with no reported removal due to failure.

Building in the fUlorine Environmenl

New Chemonite treated berths at Moss landing.

Then the harbor district started rebuilding with lumber pressure treated with Chemonite wood preservative and the symptoms of aging ceased. "Chemonite was the cure for our problems with wood rot," says Moss Landing Harbor District maintenance foreman, Neal Norris.

Norris' maintenance crew is cunently using 100,000 board feet of Chemonite-treated Douglas fr to rebuild I l0 sailboat slips at the landing's north harbor. Norris said the old wood was so dilapidated it was easier to completely rebuild the dock than to try to repair it.

The Department of Fish and Game finds Chemonite acceptable for Moss Landing's environmentally sensitive location. Ten miles of sloughs and estuaries connected to the landing host more than 90 species of waterassociated birds, plus hundreds of aquatic and plant species, making Moss Landing a prime preserve for marine studies.

With the aging dock problems remedied, antique enthusiasts would argue old wood still has its place in this rustic coastal seaport. Moss Landing is now home to 25 antique dealers, boasting their grouping as the antique hub of the central coast. Their commerce is highlighted on the last Sunday of each July when more than 12,000 visitors

Choose the perfect combinqtior

Douglos fir lreqled with Chernonile3

The marine environment-both salt and fresh water- requires building materials that will withstand tough times. The right wood, pressure treated with the right preservative to the proper penetration and retention has been proven to

resist the stress of the environment best. For complete details on Chemonite treated Douglas fir and the name of your nearest Chemonite wood treater call 415-57 3-331 1, or write P.O. Box 4215 Foster city. cA 94404.

A scme likley to be uncbanged 50 years bence.

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tracking inventory, lien rights, billing and their 900 vehicles was a constantly arduous, detail-intensive, potentially error and aspirin-filled nightmare for building material supplier Rinker Materials. That is, rmtil their computers learned to talk... to each other.

The West Palm Beach, Fl., based firrr distributes a variety of building materials, including drywall, concrete block, ready mix and aggregat€. They have many locations because, as the sta0e's largest cement distibutor, they ship most of their products by mixer truck. The products must arrive at the jobsite within 90 minutes, so time is everything.

Previously all customer tickets and other information generated in the field had been hand-written. The papenvork was taken back to the plant and then sent to a district office, where it was input into the computer and finally s€nt on to the main office. Then, billing and other data processing could finally be done.

Five years ago, Rinker realized its need for automation. They selected a networking software package and

at a Glance

o you gomputer tothe talk cho

wenl to a communrcations company to bring all the locations on line. Networks, Inc., designed and installed a spocialized syst€m so data would be sent by computer from the vehicles to the plants and to the mainfrarne at the district offices and then on to the mainframe at the main office.

"We do the translation of day-today information each night, so we can do the invoicing the next day," said Rinker's computer system manager Bill Gearhart.

And now Rinker can look at a computer monitor and, via radios integfated with the computer system, instantly know where every Rinker truck is located. This means on time anival of materials to keep jobs moving smoothly.

"The system tracks daily driver infornation in eight stages, from the time each truck arrives at the plant through the time it returns," Gearhart said. 'We can improve efficiency by analyzing that dat4 including loading

times, slump times, in-plant times."

The fint step to getting computers to communicate with each other is finding software tailored to the requirements of your business. "It used to b you bought the computer, then the software," said Networks president Bob Toombs. "But nowadays you first buy the software."

After acquiring the software, you will have to find someone to design, install, maintain and nanage the system. Sometimes companies hire their own in-house staff, but increasingly are finding it more practical to contract network management companies like Networks, Inc., to get them uP and running.

"A building materials company shouldn't be running a technical commrmications company," said Toombs. "During the recession people are learning how to do more with fewer people, contracting part-time people for part-time jobs. And there are a lot more people who know comPuters than know communications. We already have the people in place, so we can provide the service at a considerably lower cost. We leave others free to do their core business."

Networks, Inc., remotely monitors every Rinker comput€r - and those at about 375 other sites for other companies from Seacle to Miani - 24 hours a day to ensure every system component is operational. They are available on a daily basis for "troubleshooting." Any problems can be diagnosed by remote and, if necessary, a local technician sent in.

But a firm's computers needn't be located miles apart to need to communicate with each other. Networks, Inc., linked all the computers at one retail chain's headquarters, joining a half-dozen buildings via a fiber optics system.

Toombs, Rinker systems

TRACK: These compuler monilors d a Rinker field plant ate used to trad( company lruds. (Fr) Netwods dislricl sales mgr. David

E. Haruey, analyst Blll

aa EIIIY Canadian" is not a comlJmon slogan in the U.S., but with the tightening domestic timber supply, more American companies are looking to establish relationships with Canadian supplien.

'With lumber, there's no difference at all (between dealing with American or Canadian suppliers)," explains retailer Ken Marson, Marson & Marson Lumber Inc., kavenworth, Wa. "'We've been buying Canadian lumber for about five, six years now, and if there wasn't a border there, you wouldn't be able to tell the differgnce."

Marson recently made a special trip through Alberta, Canada, representing the Western Building Materid Association, at the request of the province's trade commission. He met with vendors to investigate new sources of supply and develop relationships with secondary wood products manufacturers.

"Alberta really hasn't been able to crack into our market, at least with secondary wood products - cabinetry, windows, millwork," he explains. 'We had a little trouble in some cases with metric dimensions and conversions to English. It will take some time and a little bit of give and take."

Story at a Glance

Timber supply forcing U.S. to look nonh ... differences between Canadian and U.S. suppliers.

Looking up to Ganadian lumber

Canadian forest products companies have been selling into the eastern U.S. for many years, so they have been able to work out most of the complexities now that they are increasing shipments into other parts of the country. Many of the complications were resolved with the innovations in phones, fax machines and computers.

And Canadian companies do have something valuable to offer, nanely supply. According to the Canadian Wood Council, nearly half of the nation's 2.5 billion acres is forested and half of that (600 million acres) is available for commercial forestry. This massive resource accounts for l1Vo of. the world's sofnvood timber, ftom which Canada produces llVo of the world's lumber. Over half of Canada's annual production (about 13 billion b.f. of lumber) is exported to the U.S., meeting over 25Vo of U.S. lumber needs.

Keith Alsop, assistant sales manager, Olympic Industries, North Vancouver, British Columbia predicts the supply crunch will make even more American companies look north: "Whether an American company calls us directly or if he calls a wholesaler in his own backyard, somebody will still have to call up here to get the wood." Olympic Industries is the only Canadian-based of the 10 companies owned by Forest City Trading Group, Portland, Or., yet nearly 857o of their sales are o the U.S.

And it seems that Canada should also be able to better service its own wood products. "If somebody orders Canadian spruce or cedar, in our opinion we are better able to service him because we see things from the mill's point of view, as opposed to the U.S. wholesaler calling the Canadian market at the customer end," Alsop says. "We're more in touch with

the supply end of it. We visit the mills frequently and have established relationships with them. We see the people, the plants and the products. We're better able to understand their problems, and the politics of the country and of the province. However, if they want southern yellow pine, now that's a different story."

The difference in currency doesn't present too many difficulties since many C-anadian wholesalers and mills are constantly buying U.S. funds and handle the exchange internally. "The rate of exchange is no problem," claims Chris Lunn, Black Tusk Forest Products, Langley, B.C. "It's just a part of doing business."

"It's all worked out in the pric€," adds Alvin Otsig, Allmar Lumber Distributors, South Burnaby, B.C. "It's all priced out. But a good time (for U.S. companies) to buy is when their dollar is high and ours is low."

Canadian companies have been up against the 6Vo countervailing duty, but most think it won't hold. "Like many Canadian companies, we choose not to take the duty out, figuring we will get a refund anyway," says Alsop. "We also can't know where shipments will end up; we may be selling to a reloader who's going to turn around and send it someplace else. But we are of the opinion the duty will not hold and all the monies collected will be refunded."

Marson sees a growing U.S. reliance on Canadian wood. "In the long-term, my personal experience is yes, it will increase. The timber supply situation in the Northwest doesn't seem to be getting any better, and we will become more dependent on our neighbors 0o the north."

Canadian Softwood Species Groups

(ittdividrul specigs h each grory hon similar strength /qpeamtce)

Spruce-Pine:Fir- spruce (except coast Sitka spruce), jack pine, lodgepole pine, balsarn fir, alpine fir

. Douglas fu-Larch - Douglas fr, westem larch

. HemFir - Pacific coast hemlock, amabilis fr Northem Species - western red cedar

LEADING Canadian producer MacMillan Bbedel readies a lumber shipment for ogort.

Radiata pine: ready & able

I\TEW Zealand radiata pine is Il becoming better known in the U.S. as NZ companies name marketing representatives and U.S. corpofiltions such as International Paper, Weyohaeuser and Fib'refomr International fomr marketing alliances there.

A general pufpose softwood, radiata pine is considered the most important mat€rid for house construction in New Zealand, used in foundations, flooring, wall and roof ftaning, siding, lining, finishing, exterior and interior joinery and interior ftttings as

Strength Properties

duction is projected to double over the next 15 years to 25 million cubic meters. New Zealand Forest Industries Council has estimated that the country could support 31 additional world scale sawmills, four plywood mills and l0 medium density fiberboard mills or two MDF mills and two mechanically based pulp/paper mills.

Grades & Strength Classes Comparison

Specilic Moddus: Modulus: Compressbn Shear Gravily Rupturo

Story at a Glance

New Zealand radiata pine could be a partial answer to timber shortages ... production to double in next 15 years compares favorably with U.S. species accepts prsssu re trsatment readily.

well as fumihre. Comprehensive trials at the New Zealand Forest Research Institute compare it favorably with North American softwood species. (See charls.)

Readily accepting boron salts, CCA, creosote and ligbt organic solvent preservatives, radiata pine lumber treated for ground contact is expected to last at least 30 years, according to New Zealand Forest Indusries Council statistics. In addition, they mainain 'tadiata pine given the correct tr€afircnt can be protected for life - beyond 80 years in some cases."

Availability is one of New T,ealamrd radiata pine's nost important prop€rties. A recent reporq "The New Zealand Forestry Sector - An International Prototype for a Sustained Resource Industry," maintains they 'can produce about 10% of the world's plantation production. New Zealand's planted forest harvest pro-

Machining Properties

Source: N.Z Forest Research Institute

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Triad's affordable automation solution for the building materials industry

Trust The Leader. Ir's no secret why building materials dealers across the country are turning to Eagle LS. It's the lumber industry's business management solution created and backed by Triad, the nation's number one automalion company for your industry. Do you really want to trust your investment to anyone else?

Get The Edge. Triad's taken years of automation expertise combined with feedback fiom over 1,000 lumber customers, and packed Ea$e LS widr everything you need ro sray comperirive today. How? By helping you manage the flow of your business tralsactions fiom eslimating, pick lickets, special orders, millwork and invoicing to ordering and inventory management.

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service, and much more.

Total Customef Service. Any company can selt you a compurer system, but what happens once it's installed? Ea$e LS is backed by national leader Triad, which means total seffice and education is a given, anylvhere in the country. And remember, only Ea$e LS is backed by the speed, power and flexibiliry of the proven Eagie Series from Triad.

Flexibility & Custom Supporl Wharever rhe size of your business, [a$e LS js nght for you. For large sin$e store or muluple vard operailons. Tdad will work with you on custom data convenions, education and training packages, and software features. Whatever your business sjze, Triad offers you the opilons and flexibilify to expand as your business grows. See for yourself why Ea$e LS has dealers across tho rnr rntnr cmilino

How to achieve effective a ut o mat i o n

EIUILDING a better business sysIJtem starts with and ends with the specific stated purpose. A business solution, not a technology solution, should be your ultimate goal. Define fint your most critical business needs and objectives; then seek the appropriate technology that meets those requirements and serves your company besL

Lumber and building material suppliers, like most businesses today, continue to automate more and more of their administrative, processing, service and manufacturing functions. The presumed and usual benefits of technology are apparenr greater productivity, accuracy and management information and conEol.

It's hard to fault the benefits of most new oomputer systems or other high tech equipment. You usually see immediate results and benefits, even with the most basic models.

But the speed and ease of use almost any system brings you does not necessarily mean you are getting the maximum benefits or capabilities from automation, especially an information system. A technology decision is rarely clear cut or absolute. But if you state and focus on business objectives, your system selection will address those issues as well as increase speed and capabilities.

What is the most important step you can take to define and find the right computer system for your business?

Start with a clear, overall objective. Keep in mind the old adage: Can't see the forest for the trees. In other words, first look for and establish a general pr€rnise or goal. Then nll in all the specifics (parts, components and methods). Basically, determine a realistic "mission" statement(s) that will be your first, and the foremost reason for new technoloSy. For example, the system must help your company: O Increase profits or sales.

RilxiliiJuT"'[.,"i*,.,0

O Improve or expand customer service.

O Add new capbility or function.

O Increase productivity or efficiency.

O Provide bener management control or data.

O Support and allow for future growth or new businesses.

Now you have defined the general mission or purpose. Next list the various operations or functions that will be affected to bning about the business solution. For instance, if your goal is better customer service, your evaluation may need to include the quote and order pr@ess, inventory picking and shipping.

Story at a Glance Ways to achieve business

solutions with technology how to focus on obiective, develop a goal and fill in specifics ... a check list to help you evaluate a system.

The mission is your blueprint to follow through the entire system planning, design and implementation procedure. In meeting the basic business goal, you also still gain the expected benefits we talked about at the beginning: the inherent improvements in speed and processing ftom automating and streamlining individual processes and functions addressing the general business solution.

Of course, this is only the beginning of a new or upgrade system project But you are better prepared for all the detailed planning and design tasks - evaluation and analysis of required time schedules, manpower, estimated project costs, impact studies, retraining, and, finally, your dternatives for financing, computer inte-

gration, hardware, software and support specifications.

Remember to look at the forest fhst and then worry about the trees. If you make this the first step in the planning phase, you'll find the technology solution that is synonymous with your business solution and accomplish your "mission" and much mofe.

What's New In Technology?

First, let's qualify the definition of a trend. I refer here to trends in methods or systems (rather than individual products) that have general pupose or application value, a growing user base and universal appeal.

Downsizing and networking have dominated business technology for several years. Both remain at the forefront because corporate America will continue to downsize and restructure, necessitating revamping or replacement of corporate information systems (CIS) to new requirements.

Downsizing companies will downsize or replace mainframe systems. Midrange processors, such as IBM AS/400 F models, have MIPS ratings comparable to smaller mainframes at less than balf the cost. The price/performance ratio of bigh end midrange systems will increase its use for offloading applications as well as system replacements.

Networking is again the prevailing trend. Businesses will link and integrate more of their corporate infomtation resources to speed data flow and accessibility. The network will become the information center. integrating voice and data systems and processes, from mainframe to PC to fax to voice mail.

Connectivity, compatibility and portability will be critical issues. Without these, future hardware and software choices and flexibility to integrate and incorporate new technologies are reshicted.

- Hal Barlow, REALApplbations

Good, better, best selling works well with roofing

1f, S ROOFING becomes more of a &l fashion statement, stores are being asked to help homeowners select the color and "look" most suitable for their home.

Meeting face to face with the buyer allows the retailer an opportunity to "sell up." Although it takes mme preparation than moely filling a conmctof's order for roofing materids, it can also be more profitable.

Offering point of sale displays with photos, literature and take-home samples can be a powerful motivator. Consumers often decide they want to trade np from a 25 year warranty to a 4O year wammty or select a more znsthetically pleasing (and costly) archi tectural shingle.

Salespeople nust be well informed about the perfonnance and warranties of the various brands and price categories. Good, better, best merchandising fosters higher ticket sales.

Because it is easy tlo apply, available in many colors, low in cost, fire safe and wind safe, asphalt roofing outsells all other roofing materials. Shingles come in a variety of shapes including angle Dutch lap, square tab strip, square tab soal down, 3 tab hex, T lock and diamond lock.

Understanding how the correct roof can improve the appearance of a home is helpful. A salesperson can use the following principles o guide a consumer's selection:

O A light color roof will make a home appear larger.

O Dark roofs tend to make a home look smaller.

O Less color difference between the roof and the color of the home will make the home appear larger, *tri1s gimplifying its lines and angles.

O The overall colm scheme of the home must be considered in selecting a roofcolor.

Salespeople also must be familiar with Underwriting Laboratory ratings and wind resistance ratings for each brand of shingle sold in the store.

Almost all shingle packages are marked to show the area they will cover. Roofing is calculated in squares with a square covering 100 sq. fr including overlap. The number of roofing squares needed can be delermined by dividing the total number of square feet in the rmf area by 100 and adding 107o for waste.

Story at a Glance

Ways a dealer can use displays, photos and literature for good, better, best merchandising of asphalt roofing ... guidelines for selecting color and shingle pattern ... how to determine number of squares needed.

ROOFING displays with pholos and tako-home lileralure can make homeowners decide lo buy up.

How to develop remodeler sales

By Suzanne Paclttl Osmose

IIO-IT-YOURSELF and buy-it- l/ yourself expenditures for remodeling were no bigger in 1991 than in .1983. Repair/remodeling spending growth cane from remodeler/contractor buying. The over $100 billion spent annually on residential remodeling should increase 5-l0%o per year through 2000. With professional remodeling 807o of the pie, residential remodeling expenditures should exceed those of single family construction over the next few years.

This should confirm a retailer's commiElent to expanding remodeling contractor sales opportunities. Special contractor services start with identifying their needs.

Expanded contractor services represent increased sales potential in a broad range of product categories.

Story at a Glance

ldeas retailers can use to increase sales to remodeling contractor customerc.

Consider a Preferred Contractor Program, if you don't have one, and discuss product needs with your best customers. Schedule product training seminars and create a resoufce library ofaudio and video apes.

Brands can make a difference in custome,r satisfaction. hicing is often less significant to remodelers than o new home builders, but warranties are more important. A 1992 survey of retailers catering to contractors identified the best selling brands in a number of categories. Osmose pressure treated wood with the Osmose Limit€d Lifetime Warranty, fu exarn-

ple, ranked #1 in the pressure reated wood category. Gemgia-Pacific vinyl siding and Owens-Corning roofing were other #1 best sellers.

In addition to brand selection, consider increasing the number of products you provide on a special order basis. For many contractors, special orders represent up to 40Vo of their business. In addition, credit programs, discounts and rebates can increase sales. Since individual sales are often small, but overall volume high, pricing should be based on volume poten:al, rather than individual order size.

Building supply retailers all over the country are aggressively wooing remodelers. It is imporant that your remodeler/contractors know how important they are to you.

Providing comprehensive pricing information helps conEactors maintain their estimating system. When they have a pnce list from you, they will be less likely to shop around. Shopping for individual projects can take up time which should be spenton the actual project. Make sure your contractors get the immedia0e attention they need.

Encourage your sales staff o greet your best customers by name. Cash customers, for example, are often ovedooked because documented sales hisories are not available. This group can represent a sizable sales volume and should be identified and aclnowledged.

Display sbowrooms are imporant

Providing a pleasant, professional showroom for your remodeler/contractors' customers will both help then and increase you visibility with local homeowners.

Many retailers provide a separate contractors desk structured for quick

DECK building is a popular remodeling ptoiect.

service. Your staff should have a basic understanding of building so orders can be handled efficiently and advice given promptly. Order entry must be fast and simple. Invoicing by job and submitting invoices weekly allows conEactors to easily post material costs to job costs. Convenient self-service options, like drivethrough lumberyards, maxinrize sales. The faster your customers get in and out, the happier they will be.

If space will allow, a separate conmctor room will make your remodelerlcontractor customers feel welcome and let them know how much you value their business. Offer free coffee and donuts, use of calculators and phones, a library of special order catalogs, specification books, etc.

A quick and accurate delivery system scores high with contractofs. Some retailers with several locations offer delivery from the location closest to the job site. More retAilef,s are providing delivery service no matter the order size. Although delivering a $20 order can be expensive, the returns in customer loyalty and repeat business can justify it.

Let remodeler/contractor customers lnow you want and value their business. Offer hats and mugs with your logo, sponsor appreciation events, develop seminars and seek feedback.

Special attention and service makes sense. Creating long-term relationships and listening to a customer segment with great potential sales growth will ensure you success.

Cowling Reacquires Dixieline

Dixieline Lumber Co., San Diego, Ca., has been reacquired by William S. Cowling II, president and son of the founder, from parent company Nortek.

Cowling, 64, becomes sole owner of the common stock of the company. He plans to double the number of Dixieline stores within five to seven years, market conditions pemritting.

Nortek has had the chain on the block for some time and provided a portion of the financing. Their decision to divest the wholly-owned subsidiary was "in line with our continuing objective to redeploy resources and direct management's attention to business which will better fit our long-range criteria"" Nortek stated.

Dixieline currently operates 10 home centers; Classic Collections, a high-end hardware showroom located

at its Miramar Road facility; a 1.3 million square foot truss yard and lumber distribution center with milling and remanufacturing facilities; subsidiary Dixieline Builder's Fund Control, which handles construction escrow accounts, and a recently-acquired eight-acre facility with a cargo dock on Oregon's Columbia River (see plnto).

Dixieline estimates 1994 sales will exceed $135 million. Customer mix is 35Vo d-i-y homeowner/professional remodeler, 55Vo new home contractor and l07o wholesale, commercial and other.

Founded in 1913, Dixieline was sold by the Cowling family in 1979 to Weyerhaeuser Co., which sold it to Nortek in 1985.

Cowling has spent his entire adult life in the lumber business and

believes the repurchase of Dixieline will prove to be very rewarding. "We are more and more encouraged that there will be a continuous improvement in the economy and construction in San Diego County," he explained.

The move comes amid continued penetration by larger warehouse-type chains. "We don't feel threatened by the size or way they conduct their business," Cowling said. "We present ourselves to the market very differently with excellent customer service, quality merchandise plus technically knowledgeable employees. We are also very competitive in ourpricing."

Dixieline is one of San Diego's largest privately owned companies, with approximately 700 employees. The transaction is a major reversal of the recent trend of 0akeovers of San Diego-based companies by outsiders. Cowling said, 'I am proud to be able to help San Diego regain some of its status as a 'headquarters' city."

"Business will be as usual," he added. "The 80-year-old tradition will continue for at least another 80 years,"

PRESIDENT & now owner Wlliam Cowling ll.

DIXIELINE'S lalest addilion is an eight-aae facility wilh cargo dock on Oregon's Columbia River.

SPRUCE & HEIU.FIR F ASCTA . REDWOOD & PINE P ATTERNS o FENrcTNG

In the year 2038?the world will sdll beeqiqfing woocl products we're treating toclayt

For over half a century l'lcFarland Cascade has been a pioneer in wood feating technology, and one of the largest producers of pressure treated

Northwest's biggest seaports. We can ship any amount of lumber worldwide by sea, or nationwide by rail or truck.

lumber in America. The wood vre are pressure treating today could still be in use a half-century from now. And, many of our products are Suaranteed to last a lifetime.

We have the largest inventory of sawn lumber products on *te West Coast. We're located at one of the Pacific

At present we have five pressure treatrnent facilities in Idaho, l'lontana, Washington, Oregon, and British Columbia. We manufacture a broad line of lumber products for decks, retaining walls, walkways, fences, gazebos and agricultural buildings. We also produce pressure treated timbers, crossarms, plywood, poles, piling and other industrial products.

Ti'eatrnent options include Wolmanizedo

standards our customers expect.

Whatever your building needs, look to McFarland Cascade for wood

l"Iany of the advances made in $/ood treating technology have been pioneered at McFarland Cascade. We have the only test retort in the West, and we maintain an extensive technical staff to help us deliver the high producs ttnt last. If we don't have what you're looking for, we'll make it foryou.

(CCA) neatrnents, along \vith creosote and pentachlorophenol.

Deal Imaher & BuiW I Springffeld, Or., has

its showroom, adding paint, wiews, elecfical urpplies a"d flooring ...

F orworth- G albraith Lumbe r Co. purchased Arizona Sash & Door, Phoenix and Tucson, Az., and Consolidated Roofing & Supply Corrymies, Phoenix and GilM, Az.; returbished its Gilbert truss plant, adding new officgs" and added a lawn & garden dept. at Tfuth or Consequences, N.M., Phyllis Mecca, dept. mgr.

Terry tanberCo. opened anew showroom and lumberyard in Glendale, Ca., as a replacement for a facility desffoyed by fire in 1992 Ojai Inmber, Ojai, Ca., acqulred Moore's Hardware, lomlnc, Ca-

William S. Cowling II purchased Dixicline ktnber Co., San Di,ego, Ca (see story p. 16) AU funerfuan Home Center, Downey, Ca., waE named one of tb cily's 10 most popular firms .,.

Ernst Home & Nursery, still plagu€d by deadtockd union contract talks at 20 Wa. stores, will op€n a Kalispell, Mt., store this month ... Las Plumas Lumber, Orovine, Ca., anticipates returning to fulI operadon this year

Ed Halderness Supplies Inc., Chandlq, Az., has kn acquired by BMC West, Boise, Id. Johnton l*nber, Kingsburg, Ca., has addecl. a color spectrum computer paint matching system I{twll latnber received a Snohomish (Wa.) County Labor Council busiress ad industry award .:

City Mill Co. Ltd., Honolulu, Hi., picked up local sponsorstrip of "This Old House" for the 1994

season an empty Builders Emporiun store in Costa Mesa, Ca., witl !g_co*e a Ross clothing store later ftis year

Huru Depotis negodafing for a Bellevue, lYa,, site; dealing with Bothell, Wa., environmental requirements for building; nearing completion in Federal Way, Wa.; planing to remodel a Salem, Or., former Pace wuehiouse, and still battling opposition to opening Encinitas and Sacramento, Ca., locations

HomeBase, which will open a Footlrill Ranch, Ca-, stone May 21, will close El Cajon ad Vallejo, Ca-, locations by the end of July ... Building Material Distyl6urort, Inc. (BMD) has moved from Costa Mesa, Ca., to Fontana, Ca., and closed its Active Distribution pablic warehouse div.; GaIt, Ca-, opeations are not atrected ...

Anniversari es: Meeks Building Centers, Sacramento, Ca., 75th; Lyly & Sons, Inc., Ukiah, Ca., 36th: Deschutes Pine Sales, Inc., Bend, Or., 20th; Hardwoods Unlimited, Corona, Ca-, l0tlr

Hampton Lumber Sales Co., PorUanG Or., opered an indusfiial products sales office in Rdmonl, 0r., Dick Wickman, gen. mgr. Andel Forest Pro&rcts has moved to new offiqes in San Rafael, Ca-, (7W) 57543M Colville Indian Precision Pine, Omak Wa., has two new 15,000 sq. ft. lumber slied-s; all sales are now out of Omak...

Thundc rb ird M o uldin g, Sacramento, Ca., has purchased Nikkcl Moulding's Anderson, Ca., mill, closed since mid-March; reopening or moving eqqipment to other facilities is under consideration

H amp ton ffiliate s, Portland,

Tha Merchant ilqazine

Or., acquired Freeman Lumber Co., Inc.b southern yellow pine Iumber manufacturing plants at Centreville and Vance, Al., with management transition scheduled in mid-Jure

Westridge Forest Products, Beaverton, Or., is a new reman operation startod by Dan Rei4 E0 Soler, Blair Whitney, and Tim Shanafelt Millir Shingle Co., /nc., Granite Falls, Wa., acquired Enterprise knrber Co.b two Wasawmills and a reman plant

T & H of Washington, Inc., Saokane, Wa-, changed its name to Tri-Pro Cedar Products ... Gil Barton, formerly Nikkel & Associates, has formed Gil Bar^ton & Associates, Sacramento, CaWestern Wholesale Moulding, Glendale (Phoenix), Az., has acquired the assets of Tucumcari Moulding Co., naming it Pueblo Millwork, and will operate the Tbcumcari, N.M., facility as a separateco....

Arizona Pacifrc Wood Preseming,Eroy, Az., is out of Chapter ll bankruptcy, parent co. Pacific Wood Preseming of Bakersfield, Bakersfield, Ca., is scheduled to emerge in late '94 ... Boise Cascade Corp. will expand its White City, Or., engineered wood products plant ... Georgia-Pacific opened a new Coos Bay, Or., sawmill April 12 ...

lst quarter earnings: Pope & Tizlbot, down l87o; Fibreboard,up 17 %: Louisiana- P acific, down 3%; Willamette, up 6.5%; International Paper, up l3Vo; Weyerhacuser,dawn4l%

Resource Information Systems, Inc., adjusted '94 housing start projections down to 1.31 million, lumber use same as '93 at 46.3 billion bf 74% of lst quarter '94 western lumber shipments went to westiern markets

March housing starts (latest figs.) jumped l2.lVo to ?

1,473,000 unit annual rate ... single-family sttrb rose ll.3Vo; multifamily 16.5%; permits S.lVo Western starts were uD 8.7% ... first quartu starts we.re 2l% above 1993.

Payroll

8'thru

P.E.T.s

Furnishing

Listings are ofien submitted months in advance. Alwoys verifi dates and locations with sponsor before m&,ing plans to atterd.

MAY

Loo Angeles Hardwood Lumberman's Club - May 12, ladies nigh! Summit House Restaurant, FuUerton, Ca-

North Cascade Hoo-Hoo Club - May 12, annual golf tournament Skagit Valley Golf & Country Club, Burlington, Wa.

Lumber Merchants Assoclrtlon of Northern Callfornla - May 12-14, annual convention, Hyatt Regency, Monterey, Ca,

Servlstar - May 13, spring market, Baltimore, Md.

Hardwood Research Councll - May 13-15, annual symposium, High Hampton Inn, Cashiers, N.C.

Wood Supply Conference - May 14, Mt. Bachelor's West Village [-odge, Bend, Or.

Cotter & Co. - May 14-lt, spring market, Cervantes Convention Center, SL Louis, Mo.

Phoenlx Hoo-Hoo Club - May 17, golf, dinner & election of officers, Orange Tree Golf Resort, Phoenix, Az.

Natlonal Wood Floorlng Assoclatlon - May 17-19, wood flooring school, Denver, Co.

Northwest \ilood hoducts Cllnlc - May 1920, Spokane, Wa

RealWorld Reseller Conference - May 1921, Atlanta, Ga"

Natlonal Hoo-Hoo-Ette Conventlon - May 19-2,2, Valley River Inn, Eugene, Or.

Sacramento Hoo-Hoo Club - May 20, golf tournamen! Forest Lake Country Club, Acampo, Ca.

Spokane Hoo-Hoo Club - May 20, woodworking contest, Spokane, Wa.

Inland Emplre Hoo-Hoo Club - May 20-2l,ladies weekend, Marriott's Rancho Las PaLmas, Rancho Mirage, Ca.

Wllamette Valley Hoo-Hoo Club - Mlay 2O-22, Jurisdiction 3 mini-conference, Valley River [nn, Eugene, Or.

Hardware Wholesalers Inc. - May 2l-24, market,Indianapolis, In.

Western Hardwood Assoclatlon -May 2l-25, annual convention, El Presidente Hotel, Cabo San Lucas, Mexico.

JUIYE

Marltlme Lumber Bureau - June 1-3, annual convention, Prince Edward Hotel, Charlottetown, hince Edward Island, Canada.

Paclflc Coast Hardwood Conference - June 2-3, Mendocino College, Lftiah, Ca.

Natlonal Decoratlng hoduc'ts Assoc'latlon - June 4-5, regional trade fair, Inn at Semi-Ah-Moo, Blaine, Wa.

Kttchen Cablnet Manulacturers Assoclatlon - June 5-8, annual convention, The Broadmoor, Colorado Springs, Co.

Natlonal Assoclatlon of VYholesaler-Dlstrlbutors - June 5-10, executive management course, Columbus, Oh.

New Zealand Radtata Plne USA In-Market Conference-June 7, Alexis Park Resort" Las Vegas, Nv.

Tacoma-Olympla Hoo-Hoo Club - June 7, elections, past president night & golf toumament, Diamond Jim's, Tacom4 Wa.

Natlonal Bulldlng Materlal Dlstrlbutors Assoclation - June 9, regional meeting, Seattle, Wa.

Wood Deslgn & Constructlon Confenence - June 14-15, Hamar Cultural Centre, Hamar, Norway.

Paclllc Coast Bullders Conference & Remodelers Show - June 15-18, Moscone Center, San Francisco, Ca.

Clinton Submits Timber Plan

Although both the tinber industry and environmentalists are expected to figbt it in court, a new plan fm balancing environmental protection and logging in the Pacific Northwest could lead to resumption of timber sales by AugusL

Submitted to Judge Dwyer in Oregon, the plan is different only in a few technical respects. The changes aren't expected to affect the amount of timber cut and would affect wildlife only marginally, the Interior Department

Hahn, Merlo Make Top Bucks

T. Marshall Hahn, Jr., retired chairman and ceo at Georgia-Pacific, placed 10th on Business Weet's list of 1993's top-paid chief executives, collecting $13,680,000, tp 393Vo from 1992.

Hahn earned salary and bonus of $12,243,0N (including $9.7 million tax reimbursement paid in connection with his Dec. 2 retirement) plus long tenn compensation of $1,437,000. He made $20,382,000 in 1991-93 while company shareholders received $197 for each $100 invested.

Harry A. Merlo, Louisiana-Pacific

said. If the plan is approved, it will be implemented within the month.

At the same time the Plan was submitted by the Clinton Administration, the U.S. Forest Service canceled a 50-year contract with Alaska Pulp Corp. for cutting timber in southeastern Alaska's Tongass National Forest. Environmentalists have long protested this deal which was intended to provide mill jobs in Alaska. Alaska Pulp closed a mill in Sitka last year, laying off400 people.

Radiata Pine Gonference

In Las Vegas, Nv., June 7

Grant Caruthers, president, New Zealand Timber Industry Federation, will discuss "The United States Lumber Market - Wby Source From New Zealand?" in the keynote address at a USA In-Market Conference June 7.

chairman and ceo, was in 14th place with 1993 salary and bonus of $745,000, $11,306,000 long term compensation , and $12,051,000 total pay. In addition, he holds stock options yet to be exercised werth $42,075,000. His 1991-93 salary was $15,167,000 while stockholders received $465 for $100 invested.

A. D. "Pete" Correll, present Georgia-Pacific chairman and ceo, had 1993 salary and bonus of $2,028,000, up 857o from 1992, and long term compensation of $1,369,000. His total salary from l99L-93 was $6,220,000.

Tbe meeting at Alexis Park Resort, Las Vegas, Nv., will be divided into three sections. The first will introduce market analysts, N.Z. exporters and customers discussing radiata pine markets, statistical background, influences, expectations and potential in tbe U.S.

In the second session, a panel of U.S. importers and end users will address quality, shipping and Promotion issues. An open forum will define action and commibnent required to close the gap between achievements and potential in the third session.

Information is available from Perry Kerr, New Zealand Timber IndustrY Federation, Wellington, N.2., FAX 011 - 64-4473-t9r3

Updated Lumber Standard

An updated voluntary lumber product standard approved by the American Lumber Standard Committee has been published by the U.S. Departmentof Commerce.

PS 20-94 supersedes the previous 1970 standard with standard lumber size requirements for developing and coordinating lumber grades, procedures for assigning lumber design values, accreditation and certification to assure users of a uniform industrywide lumber grademarking and inspection system, a standard definition for kiln drying and metric equivalent sizes added to the conventional measurement tables.

Copies are available from ALSC, P.O. Box 210, Germantown, Md. 2087 5 -0210; phone (301) 97 2- r7 N.

Ganadian Dury Challenged

An extraordinary challenge to aruling which would riemove the countervailing duty on Canadian lumber imported into the U.S. has been fonnally requested by the united States.

Following the free trade agreement 0enns, the case will be heard by one

U.S. and one Canadian judge appolnted by the respective countries and a third judge selected by the appointed members. A decision is expected in late June at the earliest.

A ruling favorable to Canada will likely end any further U.S. appeals to keep the duty in place.

Hampton Buys Atabama Mills

Hampton Affiliates, Portlan4 Or., is acquiring lumber manufacturing plants at Cenreville and Vance, Al.

IV{anagement is expected to change in June at the mills which manufacture southern yellow pine dimension, boards and special timbers. A presslue treating plant is included in the transaction.

With the new operations and mills at Willamin4 Tillamook and Grand Ronde, Or., and Pollok, Tx., Hampton's 1994 production will total 600 million board feet of domestic and export lumber. The company will market over one billion board feet, including its wholesale activities.

"We will continue to seek additional opportunities in the South," John C. Hampton, ceo of Hampton

Affiliates, said. "The failure of the Clinton Administration to produce a balanced forest plan to free up productive Northwest federal timberlands forces us to Iook elsewhere for expansion opportunities and job ct€ation."

Panel Exports Remain Strong

Despite a global recession, 1993 exports of structural panels were the second largest volume on record, 1.71 billion square feet (3/8-inch basis).

Mexico kept its second place standing behind the United Kingdom for the second year with indications that the U.S.-Canada-Mexico free trade pact will strengthen the entire North American stuctural panel marker Shipments to Gerrrany increased 20 million square feet. U.S. glulam beam shipments to Japan increased almost threefold in value from 1991 to 1993.

U.S. Department of Agriculture listed the United Kingdom, Mexico, Canada, The Netherlands, Gennany, Belgium/Luxembourg, Denmark, heland, Leeward Islands and Japan as the top 10 export markets for U.S. softwoodplywood.

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7

Oregon 97469

Sales. Bob Norton

It's really that simple with PAC TRlMTM-pre'primed mouldings from Pacific MDF Products,Inc.

Manufactured from the finest medium density fiberboard available and treated with PAC PRIME, a unique material that accepts any construction-grade paint, PAC TRIMTM mouldings are easy to install and are amazingly affordable!

I Saves money! Tlpically 15Vo to 50Vo lower in cost than comParable nonprimed finger joint products.

I Needs little or no surface preparation before a finish coat is aPPlied.

I Does not warp, split, or have raised grain. PAC TRIMTM cuts cleaner than pine.

I Environmentally correct. PAC TRIMTM is made from wood waste that would have been burned and polluted our air, and replaces traditional pine cut from

vflEfrrlm-

our depreting forests'

If your business depends on consistent pricing, quality, auailability and shorter lead times, ihen iou sltould insist on PAC TRIWM. Call your Pacific MDF Products representatiue, or our office at 1'800'4-PACTRIM (1-500-472-2874) to discuss your needs'

Rocklin California

PERSONALS

Fred Bllbrey has been named new glulam product mgr. at Mallco Lumber & Building Materials, Phoenix, Az., reports Rlch Bllby. Van Vanderhofi is a new lumber sales rep and Paul Skomllq mgr., customdoormfg. div.

Herb York, Gene Baker and Ray York are staying on at Enterprise Lumber, Arlington, Wa, after its acquisition by Miller Shingle, Granite Falls, Wa.

Jed Drlggers is new to the export dept. at Hampton Lumber Sales, Portland, Or., handling sales to Japan. Dtck Wtckman was named gen. mgr. of Humpton's newly opened industrial products sales office in Redmond. Or.

Kevln Caldwell, Salem, Or., is now an industrial sales specialist for Cascade Forest Corp., Shelton, Wa.

Chrls Butler is new to sales at Reid & Wrigh! Inc., Sacramento, Ca., according to Rlchard Reld.

Larry Rogers has been promoted to comgr. of 84 Lumber Co., Colton, Ca. Jack Butler is now merchandising mgr. for Capital Lumber Co., Chino, Ca. John Allen has been pncmoted to sales mgr. Mlke Mlsche is a new salesman and Ralph Monroy a new service rep. At Healdsburg, Ca., tr'rank Kams is national home center sales & mktg. director; Barbara Caldwell, mdsg. ngr., and Ken Carter, sales mgr. Rob Delaney and Dave KlIe are new to sales in Denver, Co.

Jon Norby, v.p., Norby Lumber Co., Madera, Ca., has been elected chairperson of the California Forest Products Commission.

Jlm Orr has been promoted to v.p. at HomeBase, Irvine, Ca

Blll Dillwlth has been named mgr. of Copeland Lumber Yards' new Yerington, Nv., location.

Dave Bliasen, ceo and founder. Blasen & Blasen Lumber Corp., Portland, Or., has retired after 47 years in the industry. Davld "Mlke" Blasen is now pres.; James Talley, v.p.-mktg., and Paulrr Blasen, sec./heas.

Bearbel Escott has been promoted to controller at J. H. Baxter & Co., San Mateo, Ca., reports pres. Rtchard H. Baxter.

Frank Phllllps has been named gen .mgr. of Tri-State Building Materials, Inc., Bullhead City, Az.

Jlm Meyers is now handling industrial specialty sales at Avison Wood Specialties, Molalla, Or.

John Mlsslln is the new mktg./sales mgr. for C&D Lumber Co., Riddle, Or. Ann Laferrlere is mktg. director.

Jlm Inglis has been named exec. v.p.stategic development at Home Depot.

Chad Niedermeyer has joined Pacific Wood Preserving of Bakersfield Corp., Podland, Or., as mktg. mgr.

Tom Parks is new to Seattle-Snohomish Mill Co., Snohomish. Wa.

Ron Adklns is heading the new clear industrial lumber program at Pacific Rim Manufacturing, Eugene, Or.

Tlm Cornwell is now responsible for marketing Canadian and Westem U.S. lumber for Georgia Pacific's distribution div., Atlanta Ga.

Gary Hakes was named contoller for R & K Building Supplies, Mesa, Az.

I -LJ )IS

(S'coNCEPr, UNWORLD.

I IS BRINGS US TO OUR HALLENGE roYou

i \t.il't\ ir rtir .r t)('\\ \\'J\, of'tlrinkiltq trl.orrf t,,. etrr'.rl .lcriqn\ ()f lr()urL\. 'l'hc errtirc irrtirrstrr 'r t.rkt'ul) tllL','lr.tliclge ttt [rrirrg rr[rorrt,r .'r'er)t.. nl()li etllrlt.rrt :t,lLrfiorr. I Irc .lcr'..1o1, lt ()l \\ ltct-g\' .lit)()t)g, a()ll)l)()ncltts irt :t sVstcnt .ur]()nq \\\(('rn\ tltt'rrrselr.': t.tn rtrt,st,rnfi.tllr 't'.ist' tlrr' cfll,'ient Ll\(' ()f fr'\()Llr(r's. [.ltnrLrglr ri'irrq sr'rtcnri,',rllr." [r.'ttel lr,rnrt's c.rrr irc lrtriit. ltr'\ tjt.rt .rt'f \tl-()t)t'('l- .uttl lrc.rltltit't' lil- tlre l'l.' rvlro Iivt' rn tlrcnr. lr rrl I ronr.'. tlt.rt .rlso rr.rk.r'l tl:C ()f ( )tl i' l'!'\( )l I lC1'r. I lit: i: tl rt' F'r.r r r rr' \,V'rlrks'' ,iiitq t ()r)r't'pt. lt's tttrr- r'irittrt Oi ittr)()\'ilfl()|. r'1t,1'r11.'',,,rnt] irrrIr'ovt'rr)r'nt irr out- intlrtitr-t

INTRODUC ING THE F RAMEWORI A STABLE HOME IN AI\T UNCERT

We don't have to tell you horv much things have changed in the building industry. In fact, the only thing that hasn't changed is that you still need to build a home people want to live in. One that provides space, safery, comfort, warmth and securiry. One that people will want to buy.

Yet, how do we-the manufacturers, distributors, designers and builders-continue to provide a better, more livable home when we're faced with increased restrictions on our resource base, technology-induced lifestyle changes, and the increased concern over all aspects ofthe global environment?

'We innovate. We develop. 'We improve.

Th c Frarne'Works'o' buildin g s,vstem is Trus Joist MacMillan's contribution to a new vision for the future of our industry. It's based upon our qrlarter century of work to produce higher-cluality building materials fi:orr-r a changing resonrce base.

So far we've cornbined our technologies to significantly in.rprove the structural qurlity of a floor systenr while nsing less than half the rvood fiber of a conventional floor. It's our Silent Floor@ system. Our technologies also produce large-section, high-grade tinrbers up to 80 fbet irr length from small-cliarneter, lower-grade logs. You nrav have hearcl of Parallanrc parallel strand lurnber, Microllanr'" laminated veneer lunrtrer ancl our rrewest inrrovation, TirnberStrand'*' laminated strand lunrber, rnade lronr aspen log fibers. I)espite these aclvancenlents, huge potential still exists.

Akrilor, .futVo8/1tu114a"

Wt' makc Parallam@ parallel strand lumbet frcnt long strorrds ttf u,ood tokut -fron st,tttttd.grttwth lolt. ()ur patentcd prorc.ss l;orirl-s t/rc-sc strtutds togethcr, treatittg a bcanr tlnt's -far stron,qu, nt()r( rcnsisteilt and olicn nuch ldr,qcr thdn thc ori.qindl log. Tltis ltngth and strcn,gtlt rnokes possihfu today's poptlar opur dtsigrts.

ilMisollom.

f4aVae/rk/q&4r

We makc MicrcIlam'" laminateil ueneer

Iumher by tnkin.g thin sltccts tt-f wood attd laminathN tltun, in our \rdtult.d pr()c('ss, to rredte a brtildirr.q ntaterial that's pufcct-fitr dny appliatiott n'quirinp prrcision and strtn.qth. It's this prcdse stren,qtlt tlnt hellts doors-fit pntln'rl1, attd tuittdot.t,s opart atrd dost.lttr the lifi' of tltt' hontc

DEsrcN THE FIRST FnmnEWoRKs' HoMEANDWTN $50,000.

To encourage you to think about the Fraure'Works"" concept and to stinrulate the use of innovation rn desigr-r and materials, we've created the Franre'Works o Honre l)esign contest. 'We're asking professional architects, engineers, building designers and builders to create a honre design that functions superbly in a range of categories. Each team entry will be judged on criteria in the box bclow.

W'e're also oflering a student contest to allow students and instructors to participate in the clevelopment ofthe FrarneWorks'Dconcept. The criteria will be the sarne as tl.re professional contest ancl the lroney will go toward the endowr.r.rent of a Trr-rs Joist MacMillan Frarne Workst systeur schollrship to the winnin€i progranrs.

ASilentFloor" {a"tVatl/Vulga"

Itt tlrr: p,rst 2.5 years, The Silent Floor@ system lns bccn built into ttucr a nilliott Itomes. It rtplarcs traditiotril silnl lunbu rt'tth stron.q u'ttodcn I-hums ntadt' by rcdrrdil.qin,q wood -filnrs irto a morc cffiricnt shape.Tlt rcsult is a higlt-qnlity, sqrcak-_fiee .floor burlt rdtlt less tltan Itaf tltc tuttod .fiber o.l'a cotlwnti(ut0l lloor

ATimberStrond, 'fuV0fi/tlac/t{*4r"

TimherStranil'E Iaminated stranil lumber is Lrcated by takiltg strands o-l' a -fdst-.qrou,ing spctics likc dspen and bindilt,q tlrcm tttgctlu'r itt rt rertolutiottory process tltdl (tdtr! tl huildiw nrdtuial that docstt't warp or uatk. Srnall 6"-diantttr trt't's can be trnnslirnted into rortsisttttt, a4ge-sttt ot t, h i.qh - quali ty luildirry natrrials.

All entries will be judged by a panel of experts from TrusJoist MacMillan and respected representatives from the architecttrral and engineering comnrunities. There will be one grancl prize of $50,(XX). l{egional winners, selected fron.r the srx regions throughor-rt the United States and Canada, will receive $10,0(X) each and the 53 runners-up will each get $1,000 cash. Plus, there will be other prizes including our TJ-Xpert hardware and software packages. The winning entries will also appear in industry publications and in the Frarne'Works'*'plan book, to be developed fror.r.r the winning plans.

We obviously want you to think about nrore than the nroney. 'We want you to think of the reasons you got into this business in the first place. I3ecause for evcry new design or systenr this contest inspires, the future of home building will be better off. The lives of the people living in these homes will be improved. Well, and $50,000 is .sril/ $50,0(X).

To receive rnore infornration about these conrpetitions, call 1-800-33u-05 1 5. Or contact your local TrusJoist MacMillan representative. All sr-rbrlissions ofqualificatior-r are due by l)ecember 31 , 1994. A panel will first select 60 finalists, ten fror.r.r each resion. Then the final judging will take place in June 1995. And of course the object of this progranr is to build the first Frame'Works o hon.rc, so you nray just get to see your contribution to the future of the industry come to life.

e)FromeWorks

Trade Show Dies

The Building, Remodeling and Decor Products Expo, formerly known as the National Home Center Show, has ceased operations.

Vance Publishing Co., the show sponsor, has closed its trade show division and is offering the show for sale, according to a Vance employee.

At one time a very successful show that filled several halls in Chicago's cavernous McCormick Place each spring, it had be€n plagued with declining attendance the last few years. The name, fonnat change and move to Dallas, Tx., for this year's version February 1l-13 proved a vain attempt to save the show.

Depot Guard Killer Convicted

A guilty verdict was rendered to an ex-con accused of murdering an armored car guard during a robbery of Home Depot, San Femando, Ca

Sean Darnell Slade could face the death penalty for shooting guard Edwin Maldonado in the back of the head on July 20, 1992,25 days after being paroled ftom state prison (see The Merchant" Feb., p. 19).

The jury also convicted Slade of robbery, burglary, assault with a

deadly weapon, being an ex-felon in possession of a gun, and special circumstances of committing the murder during the course of a robbery and after lying in wait.

Universal 474th On 500 List

Universal Forest Products, Inc. in its fi$t year of eligibility as a public company was named 474th on Fortune magazine's list of the 500 largest companies in America

The wood products manufacturer and disUibutor was ranlced 103rd nationwide in profit as a percentage of shareholder equity, 167th in profit as a percentage of assets and 307th in profit as a percentage of sales. "Our $200 million increase in sales last year helped put us on the list," Universal chairman Peter Secchia said.

1 Last BE Left To Liquidate

Six months after a going-out-ofbusiness sale cleaned out 99 of is locations, Builden Enporium is looking o empty out one last stoe.

When news of the chain-wide liquidation was announced in September, BE closed its Encinitas,

Ca., unit" hoping to one day reopen the fully-stocked store as a lone Builders Emporium. "The employees just went houre one nighl Their pens and paper are still on their desks, everything," said realtor Bob Jones.

In the meantime, reopening a single store was deemed impractical and a new tenant was found for the building. "Now we just have to get the material out of it," said Jones, who hopes to sell the inventory to another home center.

Child Labor Fine Assessed

Square DeaI Lumber Co., Springfield, Or., is appealing a $3,950 fine assessed by the U.S. Department of Labor for violating child labor laws.

The agency said an investigation found the lumber retailer allowed two youths to operate power-driven nachinery, violating a law barring minors from hazardous jobs. Allegedly, the l4-yearold injured his hand while removing lumber from a precision end trimmer and the l7-year-old operated a fo*lift.

The company also employed the l4-year-old outside perrrissable hours allowed (working more than eight hours on a nonschool day and more

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For more infonnation on how you can get connected to the power source, contact Gary Smith at l-800621-8147. [t-3(E-!

Mlchael J. McFarland, national sales mgr., Swan Secure Products, Inc., has been appointed v.p. of sales & rnktg.

Jim McCartney is now Az. district retail mgr. and Peul Smlth, N.M. and Tx. district retail mgr. for Foxworth-Galbraith Lumber Co. At Silver City, N.M., Stephanle Gerdes has been promoted to bookkeeper and Robert Wardle, contractor sales; at Payson, Az., Ellen Brldges is now store operations mgr. and, Zoe Lane, FOCUS operator, and at Coolidge, Az., PauI Anderson is the new gen. mgr.

John B. Fery, chairman of the board and ceo, Boise Cascade Corp., Boise, Id,, will retire as ceo July 29, continuing as chairman until April 1995. Fery has been witl Boise Cascade 37 years, the last 22 as ceo. George J. Harad, pres. and c.o.o.. will succeed him as ceo. A. Ben Groce was elected a senior v.p. Martln J. O'Brlen was named pres. and ceo of Boise Cascade Canada, with Davld G. Gadda, exec. v.p.finance & administration, and Robert L. Merrtll, senior v.p.-sales & nrktg.

Barbara Mayglnnes, cbairman of the board and ceo. Penofin-Performance Coatings Inc., Ukiah, Ca., has been nominated for the Entrepreneur of the Year Award.

Kelth Brunson is new to outside sales in the San Joaquin Valley for California Builders Supply, Sacramento, Ca., according to Nlck Elardo.

Mlke Relmer has been named pres. of Western Wood Preserving Co., Sumner, Wa. Tom Stumpf is now v.p.

John Gonsalves is the on-site mgr, of Pueblo Millwork (formerly Tucumcari Moulding), Tucumcari, N.M.

Jlm Weeks, Maywood-Anderson Forest Products, Eugene, Or., is back from a recent Hawaiian vacation.

Peter Murphy has rejoined the sales team at United Pacific Forest Prcducts, Petaluma. Ca.

Phll Agnelll, sales & mttg. mgr., Simpson Door Co., McCleary, Wa., was ap pointed chairman of tbe National Wood Window & Door Association's communications committee, replacing Joe Amdt, who has retired.

Steven M. Quayle, formerly Phoenix, Az., area sales mgr,, is the new mgr. of mktg. for Delta Intemational Machinery Corp. Thomas G. Guertln is now director of national accounts.

Jeff Tablak, California Lumber Inspection Service, San Jose, Ca-, is recovering from a broken leg.

Chrls Schaller, Schaller Forest Products, Redding, Ca-, and his wife, Janet, are the proud parents of 9 lb., 6 oz. Davld Andrew, bom St Patrick's Day,1994.

Val Nlelsen has been appointed asst. sales mgr.-fencing products for Caffall Bros. Sawmill Sales Group, Wilsonville, Or. Randy Jackson, ex-Fremont Forest Products, has joined Squires Lumber Co., Inc., Colton, Ca., as v.p./gen. mgr.

AILWEATHER WOOD TREATERS is rhe FORCE

in wesl coosf vrood preserving. We hove CAPITALIZED, plonned, sloffed, built plonl copocity, controcled for long-term RAW moteriols, developed UNIQUE produch, estoblished distibufion, ond set up MARKETING progroms. We ore reody for the FUTURE, ond we ore READY to fill oll of your freoted needs. In focl we hove BUILT our business oround meeting your produd ond morketing needs. Our GOAL is to build PARTNERSHIpS with our cuslomers fhol go BEYOND normol "supplier" relofionships. We believe lhol by working wifh you os 0 TEAM, we con truly be "pARTNERS in success". We will listen to you, leorn obout your BUSINESS, ond develop 0 STRATEGy with you to ENHANCE your soles ond SUCCESS.

Gary Olson has joined Knoll Lumber & Hardwarc's Discount Lumber, Marysville, Wa., along with recent transfers Scott Davls, Chip Lauterbach and Scott Davls. John Norton has joined the Mill Creek, Wa., yard crew.

Kathle Weaver has been promoted to sales coordinator for Lacy Forest hoducts, Redmond, Or.

Lance Duke, Landmark Forest Products. is back at San Bernardino, Ca., Hq. after visiting their new Phoenix, Az., warehouse.

Crelghton Anflnson, Anfinson Lumber Sales, Fontana, Ca., vaca(oned recently in Beijing, China, and Hong Kong.

Greg Patterson, redwood/cedar dept. head, North Pacific Lumber Co., Portland, Or., has retumed to work after a two week medical leave due to a herniated disc.

Dan Bohannon, Bohannon Lumber Co., Orange, Ca., recently teamed with older brother Dave to win their third sEaight U.S. National Hardcourt Tennis Championship, Tucson, Az., in the 40s and older div.

Mlke Balada, Mlke Baker, Lee Nelms, John Blodgett, Rob Denny, Chris Elsworth, Pat Molumby, Jlm Renke and Joe Thorton have joined the Phoenix Hoo-Hoo Club.

Ima Blmbeau is new to the secretarial pool at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

than 40 hours on nonschool weeks), the deprunent said.

The agency granted the retailer a May 10 hearing after finding in its appeal a "basis for amending the fine."

"Quite frankly, we were employing two children of employees to help them eam money for school clotles," said Square Deal's Tim Wenzl. "And the (labor department) said they were operating equipment that they were not, in fact, operating."

Orchard Unveils So. Ca. Units

Orchard Supply Hardware, San Jose, Ca., is entering Southern California with big fanfare, staging a month of gala grand openings.

The weekend-long celebrations are featudng ftee popcorn, balloons, baseball caps, music, entertainment and appearances by company spokesman Richard Karn, star of TV's Home Improvemen. No tax was charged on sales made during tbe events.

Nine of the 10 new stores are former Builders Emporium sites, which Oncband extensively remodeled, including adding drive-through pick-up stations. The tenth, in Merced, is newly constnrcted.

Grand openings were ot will be held: April 16 Pismo Beach, rumager Greg Madrigal; April 30 Pasadena, Woody Gray; Van Nuys, Rob Evans; Burbank, Craig McBride; May 7 Redding, Paul Monette; Merced Woody Smith; May 14 West Los Angeles, Steve Combs; South Pasaden4 Tamara Dvorak; Hollywood, Glen Sueishi; May 2l Goleta George Beauvaes.

Maynard Jenkins, president and ceo, said the company will continue to look for expansion opportunities in Southern Califomia but does not expect to open more stores before late 1994.

TIMBER SIZER

Big "W" Opens ldaho Facility

weyerhaeuser opened a customer service center last month on a four acre site in Boise, Id.

The 20,000 sq. ft. warehouse with 2,000 sq. ft. sales office will distribute wholesale building and finish materials only to home centers and industrial accounts, according to Mark Hageman, distribution marketing manager.

"This will make things easier for us," said Dan Evans, retail manager at BMC Building Materials. "We're glad they're here. You couldn't ask for a better company."

Val Franklin, Franklin Building Supply manager, agreed with him. Until the opening of the Boise facility, Weyerhaeuser serviced accounts in the area from PortIand, Or.

Mark Botsford, sales manager, Portland, is in charge of the Boise office which includes a sales staff, an administrative team, warehouse and delivery people.

California Hardwood Forum

A Pacific Coast Hardwood Conference aimed at providing infornation on and stirring interest in California hardwoods has been proposed for June 2-3 in Ukiah, Ca.

Coordinated by John R. Shelly, University of California Forest Products Laboratory, Richmond, Ca., the conference will present the most uptodate information on the size of the Northern California hardwood resource, wood quality, processing technology and marketing.

The forum at the Mendocino Community College will encourage cooperation between the many organizations and individuals desiring to develop a viable hardwood industry.

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LE1ITERS

SHOCKED READER

It is probably not very surprising that the general public is woefully ignorant of the facts about the lumber and forestry industry.

In the April Merchant Magazine, we find an editorial about steel studs and an article about hemp fibea neither of which mnkes even a slight bow to Peter Dempsey's article, "What Your Customers Don't Know Could Hurt You."

Editorially, tte dlscusslon centerlr around price and supply comparisons and mentions that "steel stud producers also claim envirorunental advantages, but does not mention the facts in Mr. Dempsey's article: (1) The energy needed to produce a ton of steel is 17 times that needed to produce a ton of wood. (2) Toxic substances released in the manufacturing processes for fabricated metals is 5 times that of wood, and primary metals is 20 times wood. (3) Mr. Dempsey did not mention that for every pound of wood grown, a tree absorbs l-1l2 pounds of carbon dioxide and gives off 1 pound of oxygen, and that carbon

dioxide is stored when the tree is cut.

Then owner William Conde of C & S Building Supply, Harrisburg, Or., says, "The truth of the matter is &at wcte nmning out of trees.' Mr. Dempsey pointed out that America's forests have grown more wood than was hanested for the last 50 years. In 1989, growth exceeded harvest by 37%, brt in the national forests, which the preservationists are trying to preserve, growth is 55% over harvest. And although 5O% of our softwood timber is federally owned, it provides only 14% of our hanest.

It shocked me to see articles with misinformation holding a 2 tD I advantage over the true facts in a lumber publication. The truth about America's forests is the most optimistic, economically and environmentally productive story in the nation today, but the media and the administation choose to ignore it. We need !o get the facts out to the general public, so they can make reasoned, accurate judgments about our industry.

Stuart H. Jones

P.O. Box 67

[,a Veme, Ca. 917 5O-0067

A carefuI reading of tlu editorial will show we don't favor steel studs. Neither do we agree with Willian Condc on U.S. forests. But our industry tceds to know wlnt's occuning and.wlut people thinlc, wlutherwe like it or not. - Editor

o EHgp 6]ucd Famctb

TREATING IS PRO.ENVIRONMENT

I have dealt with public concem and government policy related to use of timber resources during most of my 25 years as a professional forester. As the environmental conscience of our country has awakened, there has been enormous change. Much of it positive.

Scientifically sound forest management principles recognizing the special values of the forests and incorporating state-of-theart resource knowledge have made new practices both socially supported and economically feasible. Unfortunately some changes, like the massive spotted owl land set-asides, have been supported not by good science, but by the ever swaying political pendulum. Tbe growtb, power and success of environmental lobbying have jeopardized balanced forest management and restricted our nation's ability to meet future wood product needs. At least in the short term.

In time the pendulum will reverse to achieve a more proper balance. As we seek to meet the needs of a growing national and global population, the environmental advantages of wood products - renewability, low energy requirements, versatility - and the bigh productivity of our forests will come to the forefront. The wood treating industry's ability to extend the useful life of wood products will become even more valuable.

Treated wood productusers share in the pain of the political timber supply gridlock spreading and affecting North America. Fortunately most pressr.ne treated materials ale products of second or third growth and private forests where the anti-harvest pressures are more manageable. Pressure treated products can substitute effectively for many of the fine grained old growth materials which are in short supply and increasingly costly. Expanding research continues to demonstrate treated wood products are effective and environmentally safe in aquatic and backyard applications. Treated wood remains a strong marriage between the wonders of nature and a creative society seeking to balance the need for long lasting, cost effective building materials and a clean. atbactive environment.

Dennls Hayward

Executive Director

Westem

Wood Preservers Institute

601 Main St., Suite 401

Vancouver, Wa.98660

EDI: More Floor-Ready Goods

Retailers predict in three years, nearly half of all merchandise will be prccessed using Electronic Data Interchange for order transactions/notifications and managed under Quick Response progfirms, a process of rapidly replenishing product to retailers in short interval cycles.

In addition, half of all merchandise will be prepared by vendors in a "floor ready" mode where all packaging and tagging is complete before the merchandise is shipped to the retailer, an International Mass Retail Association study reports.

Coupled with ED[, bar coding and scanning technologies, this "floor ready" mode will minimize handling for re0ailers, allowing merchandise to flow through the retail supply line to

stores more rapidly. These changes are part of a Eend that is moving many of the processes traditionally done in retail stores and distribution centers back to the manufacturer's operation.

Forestry Screen Saver

Pictues combined with infonnation about forests and wood products comprise 19 images and 19 pages of educational text on a computer monitor screen saver available from the Temperate Forest Foundation.

For use on IBM or IBM compatibles MS/DOS) with Windows, the screen saver comes with two 3.5" disks. Copies sell for $28 each plus $3.95 shipping and handling. Order fonns available from (503) 579-6762 orFAX 503-579-0909

FOR DOMESTIC SAES CAL: Jerry Long, Michael Parrella, LYnn Bethurum. Janet Parrella, Pete Ulloa, Bruce Keith, Matt Petersen.

FOR INTERNATIONA SAES CAL: Nestor Pimentel. Abel Flores.

FONTANA WHOLESALE Lumber held an excellent open house Nril?2. at lheir 10 plus acre, three cylinder treating plant, Fontana, Ca. Ted Gilben, Producl Sabs Go., won a BBQ smoker in the drawing, Gordon Mann,

Manufacturers of Quality Glulam Beams since 1977

Mann & Sullivan, an ice chest. Plant lours and a cdered lundr rounded out aclivities. (1) Joe Sdroneman, Bob Sdmidt, Greg Lieldus, (2) Mike Loosdon. Renee Bales, (31 Craio Larson, T6m Heilman. (4) Joe Shcb( Lestei

Johnson. (5) Sleve Thurgood, Ted Gilben. (6) Steve Gwaltney, Mike Jameson. (7) C. T. Giles, Bobbie Robbins. (8) Pat Ross, Lori Amstrong. (9) Oscar Furnes, Rick Robbins. (10)Jim [ong, Ralph Cardwell.

Yes, I tLess than d say an issue"! di $1

Would you invest less than a dollar a month to help you make or save hundreds, or even thousands of dollars?

It's no secret. The successful people in our business share one common characteristic. All of them are eager seekers of news, information, facts and even tid-bits that can help them do a betterjob every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save them money. Each issue contains the latest in industry news, news of people and companies, plus New Products, New Literature, and articles and tips on how to manage, market and merchandise.

A small investment of $11 brings you 12 monthly issues. Just frll out the form below and join the successful people in our business. Fungus

NorthwestTimber Rules FosterExploitation

Northwest timber restrictions have author, estimates more than 1.53 milthe potential to creat€ worldwide en- lion acres would need to be harvested virorunental problems and forest ex- to replace timber lost ftom 100,000 ploitation. acres in theNorthwest.

A u-niversity of washington col- Environmentally sound develop- lege of Foresr Resources study (cIN- ment of siberian fbrests faces obsta- TRAFOR) calculates a 4.5Vo global cles. Russian political and economic lumber $pply decrease will raise instability could foster comrption and Pgtss: with developed_nations like the exploitation. Since reforestation and pnjp!_sgtes paying $2.5 billion more suitainable harvesr are unpracriced in 1995 alqre. theories in Russia, it is unlikely timber

This will put lumhr products out harvests could be accomplished with_ of rea_c! for developing nations with- out damage to soil, nrn -A wildlife out timber resources and encourage includingf the enOangereO Siberian d9v.et9ngS lations with timber o ex- white tig&. ploit it for financial gain, researchers Other areas of the world would fare found.

Retailers Will Survive & Thrive

Retailers who "suryive and thrive in the 1990s" will have to be adaptable while sticking to the basics, predicts Eend watcher Dr. Roger Selbert.

He recommends retailers become futurists by:

o Becoming and staying informed about trends affecting their business.

o Knowing, understanding, servicing and learning from customers.

o Examining assumptions and underpinnings and keeping focused on strat€gic intents.

silce this may be do.ne wirhour re-

:H:l'alflH'*"#sttL'#; planting _or adequate land manage- the wildlife and wilderneis set_asides ment, CINTRAFO^R predicts envi- and harvest -*"g*"oipractices re_ ronmenrar havoc. siberia nT rq4l quired in the u.s.l r2-60a more rand of untouched timber estimated lt60Vo *oufO have to be harvested to equal of the wodd's softwood su^ppry, but productionfromoneacreof Northwest Bruce Lippke, CINTRAFOR study iana.

o Responding and adapting where change is warranted; strengthening what deserves !o be retained.

Futurists, Selbert explains, are "professional generalists who apply common sense to the obvious. But of course, co[lmon sense isn't so common anymore. And these days it's a full-time job just to detemrine the obvious."

Shopping On The Tube

Television shopping is the fastest growing retail segment in the U.S., according to the National Retail Federation.

They report shopping on the tube is currently generating $2.5 billion in sales and should reach $10 billion by the end of the decade. Ethnic singlewage earner females are the most frequent home television shoppers. However, increased participation by big quality-brand names is expected to add more credibility and attract an older, more affluent audience.

Turner Broadcasting and CBS repo(edly are eyeing tv's shopping potential.

Warehouse Safety Questioned Following Death At HomeBase

In the wake of a fatal accident at HomeBase, Lynnwood, Wa., the State Department of Labor & Industries has launched a sweeping review of safety in warehouse-style stores.

customer Betty vale,46, was crushed to death April9 by 1,600 pounds of ceramic floor tile that toppled from an 8-ft. rack. Police said it appeared that wooden slats on a pallet and the cross supports on the shelving broke under the weight of the tiles, causing the pallet to tip over and fall on the woman.

Investigators initially went to HomeBase to examine the shelving that broke to ensure the shelves were assembled properly and not ovedoaded.

They then fanned out across the state to investigate similar pallets, racking and working environments at 10 other warehouse stores.

"It's kind of a unique situation, when you have a showroom floor and a working warehouse occupying the same spa.ce," said Depaffiient of Labor & Industries director Mark Brown. His agency's afun was to discover "if we have a serious safety problem or, as I suspect" this was an isolated incidenL"

Investigator Suzanne Taylor said their f,rndings would be released in early May. "Wete not going to be citing anyone, rather we're seeing if we can recommend safer ways of stocking," she said. "We're calling the report a State of the Sates Safety Address."

Although the report will only offer recommendations, some feel it could lead to stricter enforcement of the state law on stocking, called the Secured Storage Law, which states that all stacking shall be stable, secure and safe and that emplo;;ees be rained on how to safely stack goods.

Warehouse retailers, though fierce competitors, are willing to work together on safety issues. Still, odds of a reoccrurence of the HomeBase incident are "pretty remote," said Home Depot safety engineer Keith Rosenblum. "I have never seen this happen before."

Yet in 1991, a steel shelf collapsed at a nearby Lynnwood Costco, burying the aisle with food and crushing a shopping cart. Costco quickly replaced all the steel shelving of the type that hiled in all their stores.

HomeBase spokesperson Carol Elfstrom said the store manager conducted a safety check of all the other shelves inrmediately after the accident. The company, which took some heat for leaving the store open after the accident, closed the store for four hours during Vale's funeral.

OAK remained lhe No. t hadwood al the San Fnncisco, Ca., January Fumiture Market according to tabulations by Amold B. Curtis, Norlhwest Hardwood presidenl, Portland, Or., a Weyethaeuser Co.

Ties Without Knots

Two new handy Tuf-Tex devices that make it easy to hold hand-twisted nylon or poly rope without knots have been introduced by PRC Corp.

NEW PRODUCTIS

seruices and sates aids

Super Caulk

3006 all purpose 100% acrylic latex caulk with silicone ftom White Lighhing cures to fomr a tough, elastomeric seal that resists cracks, splits, drying out or becoming brittle.

Micro-ground additives and production vacuumization are said to provide a creamy smoothness with no pops, skips or bubbles.

Paint can be applied several hours after application. The caulk's unique acrylic fomrulation "grips" the paint and prevents beading.

Used for door or window frames, baseboards, wood trim or siding, it can be smoothed with fingers and cleaned up with water. It also provides excellent adhesion to a variety of interior and exterior surfaces.

Light As Bricks

In-ground, low-voltage architectural light fixtures shaped like bricks have been introduced by Prestige Lighting.

Strong, durable and chemically resistant, the Bricklight has a lens made of impact-resistant Lexan polycarbonate resin and a housing of Valox resin.

The lights may be installed flush with the surface in new or existing driveways, walkways, concrete decks, enEanceways, curb-cuts and brick or concrete stairs.

Displays On Wheels

Labor-saving display transporters from Win-Holt are said to increase sales and productivity, while eliminating double handling and loading.

Units feature all-welded heavy duty steel construction with sfuctural cross beams for added strength and support up to 4,000 lbs. Removable alignment posts enable easy loading and display of paneling, plasteftoard" plywood, etc.

Sign holders are optional.

Picture This

The Swanson Picture Framing Clamp Set contains heavy duty clamps which hold frames steady in order to glue, staple or nail all corners

After a length of rope is run through Rope Master, a fimr squeeze of irs pistol-grip handle locks the rope securely in place. With Quik Knot, the rope is held in place by a locking tap pin.

Made of sturdy reinforced nylon, the devices can be used for anchors, trailers, boat bumpers, cargo tiedowns, clothes lines, etc. They are available separately in tlree sizes, to ftt114",3/8" and lD" tope.

Proof Positive

Thompson's Water Seal Ultra waterproofer, reportedly the most powerful multi-surface waternroofer on the market for wood, is riow available from Thompson & Fomrby Inc.

at one time when assembling ftaming, screening or trimming.

The set contains four 90" corner clamps and one miter saw guide, which cuts accurate 45' miter cuts in workpieces up to 3" wide. All items are available individually.

Unlike many other waterproofers, it can be applied immediately to new pressue treated lumber projects to offer immediate water repellency. When applied, the product is milkywhite yet dries clear, allowing the user to see where il has been applie( ensuring that all areas are protected. The water-based fonnula is low solvent, to reduce odor and allows for quick soapand-water clean-up.

Rack A Lot

A new line of versatile merchandising accessmies for home centers is now offered by Interlake Material Handling.

The line includes the Interack-30, which makes maximum use of minimal space; Cantilever Rack, providing easy access to long, bulky and hardto-stock items; Q.A. Heavy Duty Bulk Rack, for easily storing lighter, hand-loaded items, and "M' Dividers, for vertically-displayed products such as moulding and plywood.

lmproved Estimates

Version 5.0 of Xactimate estimating software featuring hundreds of new and enhanced features has been inroduced by Xacnvare.

The new interactive Lesson and Tutorials are said to help first-time users learn to prepare basic estimates in as little as an hour. A built-in price database provides a picnre and a description of the labor and material for many items.

Two-Way Tape

Digitape, a full function electronic tape that simultaneously perfomts as a premium-quality, contractor grade standad tape, has been developed by Starreft.

The device can be used conventionally with its fully graduated tape rule or electronically by reading a large digital display.

It can display feet-inches-ftactions or centimeters; fr*ze a measurement in memory; convert between English and Metric readings; automatically add the length of its case (3-t12") to

"Miracle" Paint Can Lid

A versatile, snap-o.n paint lid that keeps paint in the can, not dripping down the outside, is new from Por-Ez. The accessory features a special spout for easy pouring, half-moon

an inside measure; reset to a zero reading at any blade position, and calibrate and shut itself off.

opening to dip brushes and a built-in paddle scraper to clean the stirring baddle. A twist of the cap reseals the can. Washable and reusable, it reportedly fits all gallon-size metal paint cans.

FREE ADDITIONAL INFORIVIATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. ar call (714) 852-1990 or FAX 714-852-0231. Requests will be fonvarded to the manufacfurer. Please list product(s), issue and page number:

Other features: Summary Screen to summarize by trade or material, Jump Key to help speed through estimates, and Copy and Cut-and-Paste said to make revisions easy.

The IBM-compatible system offers optional mouse or keyboard control, pull-down menus, scrolling lists and Wnat-You-See-Is-What-You-Get displays.

Treasured Ghest

A unique medicine cabinet organizer from Rx for Organization repoftedly creates up to 40% rrore usable space and more efficient storage.

with double-faced adhesive.

In taller cabinets (23" high, inside), the top becomes an additional full shelf. It fits into shorter size cabinets by snapping off the top section. A 1/2" snap-off edge on the open left side accommodates virtually all widths of built-in medicine cabinets.

Graffiti Be Gone

Mister Sripper Graffiti Remover from CMR Industries sprays on, so graffiti may be wiped off immediately.

Its industrial strength fonnula re-

The Merchant Magazine

and other smooth surfaces. It is not recommended for PVC, polystyrene or automotive finishes.

Safe to use because it contains no methylene chloride or methanol, it comes in quarts, gallons, five-gallon and 55 gallon drums.

Cable Glip

A new lightweigbt cable clip frorr T-Plastech Inc. allows elecrical contnrclors to bundle cable in compliance with new national electrical codes.

Made of high-impact, recyclable polystyrene, the Organizer includes adjustable shelves with special features to organize hard-to-store items such as toothpaste, toothbrushes, razors and tubes. It is installed by securing it to the back of the cabinet

portedly removes paint, ink, dyes, shoe polish, crayon, lipstick, etc., from vinyl and aluminum siding, painted wood and metal, fiberglass

Strrinless SteelScrews

After Kwik-Klip is slid onto the stapled first cable run, additional cables (such as tv and telephone wire) are pushed in. Clips do not need to be naile4 stapled or otherwise fastened to the stud.

No Strea king!

r Self-counter sinking bugle or trim heads

Lattice

Lengths:

l" through 4"

. Square drive recess eliminates driver bit cam-out r "Beaver Bite" point for quick oenetration . Selftapprng coarse threads r Coated with non-stick, dry lubricating film e Solid nickel/chrome stainless steel for suoerior corrosion resistance.

For additional data and dealer information:

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RAIL r TRUCK & TRAILER .

PRESSURE TREATED LUMBER

Lawn Repair Pro

Fast & Fine Lawn Repair from NK Lawn & Garden Co. provides lawn care from a single package.

Sandblocks

The Sandflex Hand Block. a unique alternative to sandpaper, emery cloth, steel wool, rubbing compounds, files, brushes, scrapers and metal polish, is new from Klingspor Abrasives, Inc.

The 3" x 2" x 3/4" semi-flexible rubber compound is embedded with sharp abrasive gnts, so as the block is used, new grits are constantly exposed. The block is used like an eraser, rubbed firmly on the surface. It can be combined with oil, water or any cleaning fluid to improve results.

It reportedly never dulls, is selfcleaning and self-sharpening, and can be carved to any shape.

The tool comes in three grits: coarse, medium and fine.

Each bag contains a balanced combination of seed, fertilizer and mulch, everything needed to quickly repair bare spots.

One 5-lb. package covers 100 sq. ft.

Rise & Roll

The Saf-T Six Wheeler Rolling Steel RetaiLtTVarehouse Ladder that is said to turn in half the space of other rolling steel ladders has been introduced by GAI.

Constructed of 1" steel tubing, the ladder features a Saf-T double lock system to lock it safely in place, a double deep top step, and a self-cleaning read for sure grip.

Seruing Arizona & I':ls Vegas

Power On Display

A new free-standing power panel display from Sam Pievac Co. feaures knock-down convenience with no tools, nuts orbolts forassembly.

Tbe display can be ordered in custom colors or as a four-sided unit. Optional equipment includes hooks, sign holden, baskets and shelves.

Poly Pail Liners

A new line of heavy duty polyethylene pail liners is now available from New England Plastics Corp. Valuliner Five-Gallon Pail Pals are staight-sided polyethylene inserts that snugly fit plastic and metal pails and withstand repeated mixing.

Specialized Vises

Columbian brand woodworker's vises from Warren Tool come in a number of variations (from a light duty draft vise with 6" capacity to the professional 10" model) to march the vise with its intended use.

Eliminating the need to clean up or throw away contaminated pails, the disposable liners are available in low and high density polyethylenes, plus anti-static styles, custom weights and custom wall thiclnesses-

All vises, except the economical Woodcraft model, feature retxactable dogs for use with bench stops.

Crafts For Kids

Kid'sCraft activity supplies from Manco allow children to crea0e their own craft projects.

The line includes Press 'n Dab glues and Press'n Paint watercolors.

lf you enfoy tolking lumberwilh people who know how it's produced, where it's produced, ond who produces it, coll We hqve over I O I yeors' experience cil your disposol.

Ghop To lt

A new waste steel banding disposal device from Delta Strapping Corp. cuts any steel strapping up to l-t/4" wide into 3" long strips.

Designed to reduce worker injuries, save forklift tires and conserve dumpster space, Jaws is said to process up to

RADIAfrA PMTts

Finger j ointed and solid mouldings and millwork

. ShoP lumber

o Mouldlng & Btr. lumber

. Ftnger-Joint blocks o Cut stock

o Door & window components

o And other flne lumber & wood products

fumac Lumber Eo., InG.

1805 Hllitop Ddve #2o5, Reddrng, cA 96002 (gf6) 221{,491 FAxel6-221-04e5

,\ Bob Burger. mouldtng/mlllwork sales m8r'4 A rur*r ui1oo, indusdal lumber sales mgr. H$[S :m Alyce Foote, offlce mgr. Hsit3";ffi

110 ft. per minute. Users merely insert one end of the band into the machine's semi-automatic infeed system. A top mounted release handle prevents misfeeds.

Its high strength cutter blades are reversible for double the wear, and its 110-volt, 3l4hp motor is overload prot€cted.

The rrachine mounts on an open-top metal drum or a self-supporting stand.

HackTough

A 12" heavy duty high t€nsion hacksaw frame witl a tension lnob tf,at aliows-tightening of up to 28,000 psi is new from Stanec.

Constructed of rugged, lightweight aluminum with an extra-thick tubular steel bar for added strength, the frame allows for faster cutting and longer blade life because there is less nvisting and binding of the blade when bearing down during cucing.

Four pennanently angled mounting pins keep the blade in olace even when the tension is relieved and allow both striight cucing and 45" angle for flush cutting.

A Se'- sClev in the trbe allows a hacksaw or reCiproCating blade to be inserted and, if properly tightened, riray be used for jab sawing. Blades can also be stored in the tube.

. Gll . 920126

(619) 74,1-5881

GET

AWWLTTBRAtrURB

YOUR COPY

of any New Literature items by contacting each ompany directly.

Please mention you saw it in

Mill Closure Updates

An annual subscription to the twice yeady'Mill Closure Reporf is $15 from Paul F. Ehinger & Associates, 1200 High St., Ste. 22, Eugene, Or. 97401; (503) 686-9607.

Forest Heritage

"America's Forest: A History of Renewal and Recovery," a 23-min. VHS video documentary, is $10 from Temperate Forest Foundation, 14780 SW Osprey Dr., Ste. 240, Beaverton, Or. 97007; (503) 579-6762.

Lattice Lineup

Reduce, Reuse, Recycle

'"The 3-R Yard Care System," a 12-p. guide to yard waste managemenl is free from Garden Way, l02nd SL & 9th Ave., Troy, N.Y. 12180.

Plumbing Pictorial

Basic Plumbing With lllustraiow is $22 from Craftsman Book Co., 6058 Corte del Cedro, Carlsbad, Ca. 92009; (619) 438-7828.

Keys To Deck Design

"Design & Build Your Deck," a multimedia home improvement book for IBM compatible computers including an electronic Design Workshop and a comprehensive electronic book on building, retails for $79.95 from Sunset Books. 80 Willow Rd., Menlo Park, Ca. 94025; (8O0) 227 -7346 or in Ca., (8OO) 321-0372.

A 6-p. lauice brochure detailing styles, specs and accessories is free from Ryan Forest Products, 165 Ryan St., Winnipeg, Manitoba, Canada R2R 0N9; (800) 665-0273.

Duet On Mouldings

Two new booklets on hardwood mouldings, '"The Big Ones Wide Profile Mouldings" and "Solid Wood Moulding Blocks," are free from House of Fara, LaPorte, In, ,16350; (800) 334-17 32.

Metal Connector Catalog

A 46-p. full line catalog of engineered galvanized steel connector products featuring a zinc corrosion-resistant coating is

free from Southeastem Metals Manufacturing Co., Inc., 11801 Industry Dr., Jacksonville, Fl. 322L8; (800) 874-0335.

Glulam Threesome

Three new glulam booklets (8-p. Ezgi neered Glued Latninated Tbnbers for Residential Construction, 20-p. Engineered Glncd Laninated Timber for Commercial, Residential & Industrial Uses, and,32-p. Glued Laminated Timber Design Values/ Specifications) are available from the American Institute of Timber Construction,7012 S. Revere Pkwy., Ste. 140, Englewood, Co. 801 I 2; (303) 792-9559.

The Plane Truth

The 128-p. "Plane Basics" guide to using a plane is $9.95 from Sterling, 387 Park Ave. S., New York, N.Y. lfi)16.

CT MU,T HARDTUT'OD SPEGIAIISTS

Smoking out hickory

II'ICKORY is the hottest hardIIwooG literally. As firewoo4 it produces more heat per given wood volume than any other wood species. The heat generated by one cord of hickory is roughly equal to the heat secured from one ton of coal. And burning hickory provides a pleasant flavor, making green hickory especially desirable for smoking meats.

Yet this strong, versatile wood can do much more. Perhaps no other commercial wood offers hickory's combination of strength, toughness and elasticity. It is stiff, harG dense (some 15% heavier than ash) and extremely effective in resisting impact, making it ideal for tool handles (hammers, axes, picks). It is dso used for agricultural irtplements, athletic equipment (baseball bats, lacrosse sticks, gymnastic bars, longbow backs, tops ofheavy fishing rods, tennis racquets, skis), bending stock, drumsticks, fencing, fuel, furniture, furniture parts, gates, hoops, ladder rungs, lumber, moulding, Plywood, vehicle parts, veneers, wall paneling, wheel spokes, wood sPecialties and woodwork

The hardwood offers suPerb toughness, high bending and crushing strengths, and excellent steam bnd-

ing properties. The weights of commercial hickory species range from 45 to 56lbs-/ft., but average 5l lbs. when seasoned. Yet, due to its weight, it is difficult to machine, moderately to severely blunting saws and cutting tools. The cutting angle must be reduced o 20" when planing irregular grain, and pre-boring is required for nailing.

Hickory requires very careful drying and has considerable shrinkage. It also can be difficult o glua but stains and polishes very well.

Moderate in price, the very pale gray sapwood, sold as "whit€ hickory," is generdly preferred over the tan to reddish brown heartwood (sold separately as "red hickory"). It is usually straigbt grained but occasionally wavy or irregular with a rather coarse texture. Such lower grade timbers may be used for less exacting structural ptlrposes.

More than 20 species of hickory grow in the deciduous forests of eastern Canada and eastern and southern states of Anerica, ranging from Ontario to Minnesota, Florida and Mexico. There are only four commercial species, all very similar in appearance and physical characteristics, and thus handled together in the

marketplace.

The commercially most important species - and most widespread - is shagbark hickory (Carya ovata), growing thoughout the South and up to Canada. Its bark separates into thick plates, a foot or more in length, which curl outward at the ends and, grow shaggy with age. It is also known as Carolina, scalybark and upland hickory.

Shellbark hickory (Carya laciniosa) rese,mbles shagbark but has a far more restricted growth are4 holding more to the central states region below the Great Lakes and continuing westward towards Nebraska" Kansas and Arkansas. Its bark separates into long, broad, slightly curving plates that may remain attached to the trunk for years. It is also called bigleaf shagbark, kingnut, big shellbark and bocom shellbark hickory.

The most abundant hickory in the South, mockernut hickory (Carya tomentosa) is naned for its small, sweeL difficult-to€xEact nutmeat. Its bark is never scaly. It is also referred to as whiteheart, bullnut and white hickory.

Pignut hickory (Carya glabra') is a pecan hickory, also known as oval pignut, red and rcdheafihickory.

The often slow-growing (when unmanaged) hickories age well in a shaggy fashion. They vary according to species, growing from 60 to120 ft high and 2to3 ft. in dianeter.

Hickory is not very durable. Trees and logs are liable to attack by the forest longhorn beetle. Sapwood is susceptible to attack by the powder post beetle. The heartwood is moderately resistant to preservation treatmenL

Other hickory species produce pecan hickory, which is considered somewhat inferior o rue hickory.

CAPITAL LIIMBER, Hcaldsburg, Ca., has a carc€r oppatunity for an erperienced sales reF resentative. Cedar and rcdwood experience a plus. Send resurn6 to: Sales Representative, Capital Lumbcr Co., P.O. Bor 1396, Healdshrg, Ca.95,14t.

COME, TO beautiful North ldahol Coeur d'Alene Hardwmds, Inc., is growing, expanding. Vy'e neod experienced salespeople to sell hardwoods, mcrlding, millwak rnd windows. Good company, good opportunity. Send resumd to Clint Bower, Coeur d'Alene Hardwoods, hc., 26O5 No. Hwy. 41, Post Falls, Id. 83854.

PAN PACAC Forest Products is looking for professional faast @ucts traders in the following locations: Lako Oswego, Eugenc, Bend, Or., and Modesto, Ca. Full benefits. Excellent oppatunity with a well e,stablished company. If you want to have fun while you work and earn a higher incorne, then call Ron Hanson at (503) 389-6100.

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: 36. Box numbers and special borders: 36 ea. Col. inch rate: 345 camera ready, S55 ifwe set the type. Names ofadvertisers using a box number csflnot be released. Addreqs.replies to box number shown in ad in care of The Merchrnt Mrtezlnc, l5lXl Crmpus Dr., Sulte rlt0. Nerport Bcech, Ce. 92660. Make checks payable to Thc Mcrcbilt M{rrlnc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have estsblished credir with us.

GROWING WIIOLFSALE lumber distributor seeking erperienc€d, aggressive salesperson for Northern & Central California areas. Grear opportunity for qualified self-starter. Send rcsum6 to Reid &Wright, Inc., P.O. Box 5lE, Shingte Sprin$, C-a" 95682.

TURI{ER 4E" Model E Resaw and adjustable hfeed- All electrics, hy&aulic &ivg excellent condition. $15,000. Jenkins Model 90 Dqrble End Tenoner. Opens to 8 ft. $8,5m. Contact Vern Inghaq Capital Lumber Co., QVI) 4337mo.

WEATHERED OR, TWISTED LI]MBER. Plywood blows, shop and rims. C-arl Hanson, (619) 66r-2510, FAX 619-661-5547, San Diego.

LIjMBER, YARD & BT'ILDING SUPPLY FOR SALE; OWNER. WILL CARRY FIRST TRUST DEED. Southera California Sorth Bay location, going concern for almost 50 years. Land, buildings, equipment and inventory. Owner retiring. For infornration and price, please call Unden Wood, Star Red Estate, (714) 968-4456 e*.242t please leave message.

L(rcAL LUMBER hauling Scrthern California roller bed truck and trailers and bobtails radio dispatded. Rail car unloaditrg at our sFr in Long Beach Ca. 3-C Trucking, (3rc) A2oa6.

(A $45 per column inch rale applies to camera ready copy; $55 it we set the tYPe) TO RUN:TIMES TILL FORBIDDEN

BIJY]DRS'GUNDE

-SOUTHERN CALIFORNIA- GREATER SAN FRANCISCO BAY AREA

LOS AIIGELES AREA

Baxler & Co.. J.H....

Callomla Fo|€sl Cellfomla CalilomhBffi

Kellohor CoD. (San Ra1a00..........................

LarF Sitanton Vance

Gmrm Planlm Mf 1...............(800) g$n61

El & El Wood Protub Corp........................

FbpFom Wood Pr0ducb...........................

Haden MehlPmdrb, lrE. .(800) 821.9et2

Higiland Lumber Salos, lm. .........,.........,..... Hufi Umbor C0..................(800) 317.HUFF

Co....

Lano Shnton Vanco

MacBeath Hadwood

Nlckorson Lumbot &

Penbedhy Lumbof Co,.........(800) 2292580

Phllbs Lumber Sa|es.....................................

PFclsbn MNI & Lumber Co. (213) 8193229

Prcduct Sab6 Co.

San Anbnlo RlgbPolo CorBtuc{on Co. Samyen Lumber Co Souh 8ay Fonot Pr0fub.......................

Souffircsl Plyrlodtufiter (21 3) 63F9891

Sxranef Hadwood Co. .................................

WEerfiaeus€r (Long B€ach) .................,.......

Weyerhaeusor (SoprJlb&)...(800) 321{728

BERIIARUNO

Kollohor Cop. (Noyato)................,...............

Wad Fo]€d

NORTHERN AND CENTRAL CALIFORNIA

Loubiana-Paclfic

OnPac Buildhg Pmducl3

Paclflc MDF Prodrcls....................................

Paclfc sotfteasi Foresl Pmducb................

PGL Building Prodr.rls

Rossmann MacDonald & Bonotti.

Flox T*n..............................(800) 35S9060

Foobh Lunbor Co.. Ed..............................

FFmont Fo1€3t Pmdwls...............,...

Geoqh-Paclfic Cop. (R€dilood) ..................007) 961.0281 Holmes Lumber Co., FEd C. .........................(-/04 961{377

WaBhor6o

lnlematonal Fo€st

ilesa Fo]€st Prcd$ls

Facnc forcst prcOuas......:..:........:::::::::..:.:.

Phoenh Eniepfte

Weyofia€lAor C0................(800) 742-19ll9

Whno BrotheB........

tos BArcs DilK-Pacmc............ .......(200) 826{5{1

TODESTO

Keller Lurber Sal€s (Mercad)...............-.......(&Nl 1244n2

Msyer MouHi]E & Mi|hork..........,.................(2@l 5n-?288

Thundebolt Wood TroatirE.(8m) 82S8709 (20S) 869"4561

REDI'IIIG AREA

Loublana-Pacflc (Red 81uf0..........................(916) 527.4343

NildGl Modd|ng....,..............(800) 215-6531 (916) 065-2527

RFP Lumberco..... ,......(916) 898-9900

gbldyou FoEst Pmducts ....(800) 371.0210 (916)938-2Zl

Tdnlty Rh/sr Lumber Co. ................................(916) 623-5561

Tumac Lumbor Co.. .......(916) 221.0491

s cRttENTo,sTocKTot{ AREA

Bodox Intemationel.............(800) 627-53t9 (916) 972-282

WsyerhaslFer

Pmdcl Salos Co.................(800) 66G8680

Rool Lurter Seillce (OC) ..(800) 67$7335

Eeol Lurtor Sort lce (BlvB|slde) Reol (Bltorlde)

Regal Cttsbm M||h,ort..............................

Roshail CoD.........

San Antonlo Rlgld+ole Consfuc{on Co.

Souft Bay FoBst Roducb Co..................

Taybf Lumbor S€|vica8 ................,...........

Wobsr Plytyood & Lumber...(8m) €2.7300

Weyohae|Jser (Anahelm) ............................,

WeyertraotBer (Fodana).....(800) 6a7.ft62

Ahl For€sl Prcducb ........f/04

All Hoad Lumbor Co., Inc...............................O07)

Cal Coest Whd$ab Lumbor, Inc..................O07j

DMK Pacillc Cop,,. ........0071

SOUTHWEST

WASHITIGTON

BUY]DRS'GUNDtr

FER}IOALE

Chgmco Inc...............

SEATTTE /TACOTA AREA

PACIFIC NORTHWEST

lvlllamotlo lrdt6ld$ (Abany)........................(500) 962-7771

366-3500

TEDFORD/GRAI{TSPSS

Allvyeaherwood Treab6..............................(8m)

Boono Wholesale Hardr.aie...........................(sGl) 682-3199 PGL Bulldlng PmdLEls -.-.-....-.....................(5(')

GREATER PORTLAI{D AREA

Cole & Assoclalos, John T. ..........................., Cohmbla Fol€sl Prod$ls.............................,

Conlacl Inlornatonal............(800) 22&n6l

F i€3en Lumbor C0...,.,........(503) 397n700

Georgla-Paclllc C0rp ............,....-................ Hampton Lumbsr 9los C0..........................

Hanal Lumbor Co. (Hood Rhel)...................

toublam-Paclflc Corp.........(5A}) e24-9001

Maglpl Cloan Co.................(800) 517-7m3

OBPac Bulldrg PmdEls............................. For€st (800) 73$71,12

Pan Paclllc Forist Producb (8{t0) 73}7112 SCR Inc. ..............................(800) 735'5560

SPOKANE

Colvllle Indlan PEcblon Plno Co (Omak). .....(500) 826-5927

Geoqla-Paclflccop ......(509) $5-n47

YAI{COUYER

Allvvsafi ar Wmd TDaters (Washouoal) ........(800) 7n{1 34

OREGOI{

Weyeftaeuer C0..............................(ln Or.) (oubldo Or.) (800) 847.1111 W00d Mouldlng & Mllhofi PnduceF Assn.. ROSEBURG

Lumb€r Co. (Rlddlo)..............................(500) 874-221.| Ho6on Lumb6t Co. (Riddle)..........................(sfi|) 871-2236

6i2$528

BEND

Pan Paclflc For€st Producb...,.......................(800) r'6{131

EUGEIIE / SPRII{GFIELO

Baxlor&Co., J.H.... ........(503) 689-3020

FFmont Fonst Prcduc{s...,............................(503) 686-291 1

Gomlnl Forost Prcducb..................................(503) 185-7578

Goooh-Paclnc Cop ......(s(xl) 345-1356

Statos Industdss...... .......(800) 626-1981

t{eyehmrerCo..-............(800) 131-52.|0 (503) {61.0600

IcIlNlilVlLLE/S LEI

Unlvenal Forsst Pmducb (Woodwn),.........(503) 226-6'210

ALSO BOISE CASCADE ENGINEERED WOOD PRODUCTS BCI JOIST. LVL VERSA-LAM. VERSA-LAM PLUS

For the Best Quality and Seruice Call

OBITUARIBS

Donald Burns Renwlck,68, lumber broker at Pope & Talbot, Inc., Portlanq Or., died in an auto accident April 18, 1994,in Aurora Or.

Before joining Pope & Talbot, Mr. Renwick worked for Dant & Russell, Boise Cascade, Georgia-Pacific and Hampton Lumber Sales.

Rlchard Htll McKannay, 78, ownEr and president of ldar-Mac Lumber Co., San Jose, Ca., died of natural causes April 17, 1994,in San Jose.

A native of San Francisco, he had been with Mar-Mac since 1945 and was a member of the Black Bafi HooHoo Club.

Richard "Dick" Phelps, 65, real estate manager for Sun Lumber Co., San Pedro, Ca., died of a heart attack March 19,1994, in San Pedro.

Mr. Phelps spent more than 30 years with Sun Lumber, remaining when it was run by Louisiana-Pacific. He left in the 1980s to work for a real estate company.

ls Good Cedar Available?

There is no reason for a store to say, "We just can't get good cedar any more," Ken McClelland, executive director of the Western Red Cedar Lumber Association, maintains.

"There is still an abundant supply of well manufactured and graded, good quality ceda products," he says. "They come in a wide range of pat-

t€ms and sizes and often bear the sarne grade nane as other cedar products that sell for $50 to $100 less."

The difference is the producers' commiEnent to quality, he adds. He suggesB a buyer get to lnow "the supplying mills, their grading agency and fiber supply, then turn a few loads from various mills" to get a higher quality product that does thejob right the first time.

Hardwood Adds Home Value

Hardwood flooring, paneling, cabinetry and decorative millwork can improve a home's resale value by as much as 30%, ac*otdrng to a survey of custom and semi-custom home builders in the 4O fastest growing U.S. home building martets.

More than 95Vo of the builders questioned in The Hardwood Council study said they or their customers specify hardwood in new home construction with more than90%o saying it increases resale value. Almost 80% of the respondents build homes with an average price of $225,000, compared to the national average of $121,000.

Appearance and durability were cited as reasons to choose hardwood. Red oak was the most popular with maple, white oalq cherry, ash, poplar and birch mentioned as favorites. Although hardwoods are most often used in flooring and kitchen cabinetry, a number of builders cited the need for design ideas incorporating hardwoods into bedrooms, bathrooms, countertops, window seats, foyers, architectural accents and other interior applications.

We're large enough to meet your

needs, yet small enough to care and provide the personal service you need.

Ask for Russ Britt or Mike Vinum.

Th e Fen ci ng Specia/isfs"

DOMESNC

o Walnut, Eastern Black

Where everything is. And isn't. Knows what's coming and going. How much it costs. How much you made. Will make. Could make. It counts. Controls. Controls. Analyzes. Predicts. Keeps you aware of everything you need to know. Analyzes. Predicts.

For quicker inventory turns. A larger gross margin. Lower overhead. Higher bottom line. And better customer service. Much better customer service. Because

that's what your bottom line rests on. So rest easy. Because customer serVice is also the foundation of our business. Service to your customers. Service to you as our customer. We're FIeHL systems. We take care of business. We'll teach your staffeverything they need to know about Wood-

rto.(9Ani..'il always be here when you

need us. For more information,

call r-soo-3?z-o3sr.