Merchant Magazine - May 1995

T1|I PHODIJCTS

Our four milts haue the manufacturing muscte to produce lhe mang products gou need: modern facitities equipped uith compulers and electronic technologg l0 ensure lhe highest producl quati{.

lUhen Uou uranf lhe besl at the right price. ca[ Bean first for radius edge decking. trealed plt;nrood. dog eared fencing. laltice. mail box kils. deco-posls and hand rail batusters. picnic labtes. Gothic top fence posts. stair stringers. palio squares. bench supporls for decks. french Gothic and Gothic lx4 fencing in 4' and 5' Iandscape timbers.

tlle produce ouer ll0 mitlion board feet of lrealed forest producls annuallg. ptus an addilionat 170 mittion board feet of untrealed. fldditionatlt1. ue haue a complete line of soulhern pine dimension in att three grades.

Backed up bg lhe Bean Team. our slaff of lrained professionats makes cerlain gou gel the ueru besl in seruice as uett as producls. 0ur compang fleel 0f200 trucks uritt speed Uour order to Uou. from coasl-lo-[oast or in- belueen.

Buildins for thefutute.

For a half-century Capital has been earning accolades for excellence. Now Capital is building a reputation as the firm ol the future in the forest products industry.

Capital offers new products and new ideas geared to the needs of the new century. Products like Trexl" wood-polymer lumber that combines the workability of wood with extraordinary resistance to the elements. lt's idealfor decking, landscaping, docks, fences and playground equipment.

Trex lets homeowners enjoy their decking and landscaping without the nuisance of ongoing maintenance.

Capital manufactures and distributes redwood and cedar siding, decking and fencing, as well as fir finish and wood specialty products. For quality and service, call Capital.

IIEtC0tllE I0 H[RlllE SlDlil0 C0UilIRY. Life is a li*te easier in our neighborhood, thanks to Hardiplank lap siding and Hardipanel vertical siding. Their natural textures give any home the warm beauty of wood. And these durable fiber-cement sidings simply don't burn.

Of course life is easier for contractors and their customers, too. After all, not only is Hardie siding impervious ro fire, it's also easy to install. Termites hate it and it's designed to withstand hurricane-force winds up to 13O-mph-. It Even harsh UV rays won't hurt Hard Hardiplank and Hardipanel are 50-year limited transferable, product warranty. They take the heat, so contfactofs, customersand firemen- don't have to.

DAYID CUTLER editor-publlsher

The death of Gilbert Murray

The sickening news that Gilbert Murray had been killed by a bomb in the offices of the Cali fornia Forestry Association reached us just as this issue went to press. While some information was available within hours, other details and the reasons behind the tragedy remain unknown at this time. But the most important fact in the story was incontrovertible: Murray was dead (For further details see page 25).

A licensed forester who had worked for the CFA for eight years, Murray was 47, the married father of two high school-age sons. He was a respected professional who, as president of the Sacramento, Ca., based lobbying group, had earned the respect of colleagues, legislators and others involved in forestry related matters.

The Federal Bureau of Investigation said the pipe bomb was in a heavy, innocuous-looking package addressed to Bill Dennison, former president of the association. The device was delivered by regular mail April 24. No one else was injured, but the office sustained major damage.

Although the FBI said the bomb was most likely the work of a serial bomber known as the Unabomber. others weren't so sure. The CFA has fought head-to-head for years against radical environmentalist groups. Those suspecting the black hand of radicals behind the explosion see too many coincidences with recent events to buy the serial bomber theory. They point to Earth Day events held two days prior to the blast, CFA's involvement in the Endangered Species Act, the March bombing of a U. S. Forest Service office in Carson City, Nv., a virulent television documentary on a local community access channel attacking the forest products industry, as well as the eco-vandalism and damage marking the recent meeting of the Northwest Forestry Association in Stevenson, Wa.

Donations for the education of Murray's twrr sons should be sent to the Gilbert Murray Memorial Trust Fund, Post Office Box 624, Sacramento, Ca.95812.

TROY, ID - After an 18 month bout with log shortages, Idaho Cedar Sales is again able to manufacture enough red cedar split rail fencing to meet demand for premium quality stock. Mike Jacobs, VP, reports that, "In recent years we shipped over 700 truckloads per year. But last year we were down to well under 300 due to log shortages created by misguided environmental efforts."

Over the past six months, though, a number of area mills changed hands or closed, leaving much of their log supplies available to Idaho Cedar Sales. With full log yards and two shifts running steadily, the plant can ship promptly thrbugh the season. Idaho Cedar folks weren't sleeping during the cedar shortage, though. They launched North Idaho Split Rail, a new product made from dead standing pine timber. This pine split rail is CCA pressure treated and is particularly well suited to wet, humid climates where even cedar can fail. Costing some 20Vo less than cedar, the new product is also ideal in "price competitive climates."

,Yhether you prefer cedar's beauty and natural durability or pressure treated pine's longevity at very sharp prices, Idaho Cedar Sales is ready to serve you with the nicest split rail made. For a free information packet, calfMike Jacobs

Seruing the lumber & home center makets in 13 Westem states - since 1922

ouse trim is a lot like a ame around a picture: roose the wrong frame and the :auty of the picture suffers; ith lhe right frame. the picture is enhanced. Forestrim makes a home picture perfect, today and for years to come.

PROCTSS

Forestrim is an engineered wood product, made from 1007o Douglas fir. It is free of knot holes. pitch pockets, checks and wane. The wood is coated throughout with sins that provide greater durability. An ,en-cured prime coat is applied at the ctory. lt holds paint longer. in any imate.

ERTORTIIAI{CT

rrestrim, unlike ordinary wood trim, rmes in standard l6'lengths without rger joints. There is no wasted material lost time searching for a matching ece. And Forestrim is easv to install.

DilSISTE}ICY

lrestrim is consistenl. irom piece to ece. It resists warping, splitting, and 'en decay. And it comes in a roughsawn

ln the building moteriols ndustry, it's your business to know lumber ond hordwore But, whoi obout sofiwore?

Ihe Gemini Softwore Solution developed exclusively for the building moteriols morketploce is everything you need to keep pcce rn o ropidly chonging environment, Our LHSystem will leod you from point of sole to your profit ond loss stotement,

And, Gemini hos built c relotionship with Digitol Equipment Corporotion to provide you with o cost-effective fomiy of high performonce products thot con help you monoge your bus ness, And build it, os well.

Don't you think it's time you picked up your most importcnt tool? Coll us todoy to see how we con mcke your bus ness more profitoble

When ii comes to outomotlon, Think Gemini... Softwore for your Hordwore.

How to bag the

Computer Hunting best retail software

QELECTING good L)retail software is not easy. A large percentage of retailers who install computer systems have to replace them. Sometimes the systems cannot grow along with the business. Usually, a system was chosen that could not do thejob properly.

"Don't become a retailing statistic," cautions computer consultant Robbie Brown. "I find a great many retailers who say they're on their third system. That's expensive - and painful. But it requires a lot of work if you're going to succeed."

A good system is more than a PC with a word processing program,

Story at a Glance

Main components needed for a retail computer system ... criteria for software selection ... how much willit allcost?

spreadsheet and a mailing list. According to Brown, it takes a far more complex system to run a store, including one or more computers, various types of software, and suppolting peripheral devices (printers, scanners, point-of-sale devices).

The most visible components are the hardware. Computers come as

microprocessors or PCs (variety of speeds, but on the small side), miniprocessors, and main frames (large in size and largely dead on the retail level). Minis are true multiuser, multi-tasking computers that are faster in terms of crunching more data. but the differences between PCs and minis are becoming more and more blurred. "I don't think retailers should get hung up on mini vs. micro," Brown said. "But as a general rule of thumb, if you do $5-7 million, you're possibly a mini candidate. If you're over $10 million, you're a real solid candidate for a mini."

Other hardware considerations are speed and throughput, RAM (random access memory), and storage or disc drive (where the memory is stored). The amount of memory and storage required will be determined by how much data will be crunched - number of stores, transactions, volume sizes, number of SKUs. etc.

Point-of-sale devices include pro-

prietary cash registers, PC cash drawers, printers, ticket printers, scanners (to scan prices, take inventory, etc.), and portable data terminals (hand-held computers that receive product information that is later downloaded at a cash register or terminal).

The next component is the computer operating system, which tells the computer how to operate itself. Types of operating systems include Microsoft DOS, IBM's O/S2, proprietary systems and UNIX. The increasingly popular UNIX is an "open system," meaning it will accommodate components from many different manufacturers, adding flexibility. But the operating system you acquire will be determined by the hardware selected.

But, warned Brown, "when you decide to purchse a new system, don't go out and look at computers. Focus your attention primarily on the software, on what information you need to run your business properly. The hardware and hardware platform will of necessity follow."

To have a fully functional system, you need multiple pieces of application software (financial, POS, merchandising). Financial systems may cover general ledger, accounts payable, accounts receivable, payroll, and financial reporting (providing

Hunting for Computer Software

( Continue d from prev ious pag e ) monthly or annual profit/loss statements and balance sheets). Be certain the program conforms to generally accepted accounting principles and have your accountant review the package.

Point-of-sale software resides on

the cash register or PC cash drawer to collect data about sales, returns and lay-a-ways; handle non-sales transactions such as transfers and receipt confirmation, and facilitate credit or charge card sales. It may also have some inventory look-up, barcode scanning and item or price look-up capabilities.

"POS is very important. It must be

good and accurate," said Brown. "But you typically do not make the decision of what system to buy based on POS software, because most available software for POS is good and it is not the complex end. The complex end is the host or primary system. Typically you're going to make the decision on what software to buy based upon the host system, the merchandising side of it."

1 . Support - What are the vendor's hours of operation? Is emergency help available?

E Statitity of Vendor - Has the provider been around for some time? Is the vendor respected in the industry as a leader in solutions for your type ofbusiness? Is the vendor financially sound?

3 . Equipment - Does the software run on hardware that is industry standard, as well as readily available and serviceable?

{ Suitaninty of Software - Even though there are many packages avail- 'able for your industry, your business is different from the one down the street, and Software Package A may be a little better fit than Software Package B.

5 . Hardware Maintenance - Is service available when you need it, by an organization with the resources to get to your location in a timely fashion? Are you tied to one service organization or are there options?

L . Commitment to Research & Development - Computers are quickly changing (he world. Are the changes taking place being made available to you on a timely basis?

? . References - You must talkto others who are using the product. Not only will you get an idea of the suitability for your purpot-", you will also hear about what you can expect in the way ofsupport.

0 ' Training - Your system will only be as good as your ability to learn it. Make sure there's a well-defined, proven curriculum to get you off on the right foot.

I. Advanced Training - No matter how well you grasp the system in the first few months of training, today's computer systems offer levels of sophistication that take months and years to master. Plan on it and make sure your vendor takes an interest in seeing that advanced training classes are offered.

LB . Knowledge of Industry - It's not keeping up with technology, but keeping up with what's important in the industry that's important. Technology must be applied to this industry, and only those who live it day in and day out will know where to place their resources for research, development and training.

- By Randy Fais President Dimensions, Inc.

The host or primary merchandising system is the core software that retailers should concentrate on. Functions include sales audits (purify and split data from various sources and send it where it's supposed to go); purchase order management (creation, modification, cancellation, purchase order reports); sales analysis at the item (SKU), class (department), and vendor level; inventory at the item, class and vendor level; transfers; price changes; warehouse distribution and tracking; stock replenishment, and open-to-buy.

Brown said the open-to-buy function is not always included on systems but should be. "It's very important but very misunderstood," he explained. "It tells you how much inventory is needed to support expected sales and turns. It's your checkbook." He thinks many available open-to-buy programs are inferior because they were developed by programmers not retailers. He suggests asking if retailers developed the software.

Common options are customer marketing (to track sales by customers from POS for direct marketing purposes), report generator, wholesale order entry (internal electronic catalog), stock ledger, returns to vendor, and self diagnostics program (recommends courses of action).

Sometimes all the systems may be integrated andsold together. "Wherever possible, buy a turnkey system, where you're buying everything from one house, the hardware, software, POS, host, financials, modems," suggested Brown, who knows many retailers with components from different vendors. "When there's a problem, the vendors blame each other. In a turnkey purchase, you call one person. The trade-off is buying turnkey is usually from people who sell larger, better but more expensive systems."

If components must be purchased from various vendors, address during contract negotiations what happens if

everyone says it's not his fault. What do computer systems cost? "That's like asking how much do shoes cost," said Brown. "It depends! Are you putting a black and white tv in a one-room house, or color, large screen, stereo tvs in a l2-room house? Software only could start as low as $10,000 or go to over $100,000."

Software prices are determined by:

(l) The sophistication of reporting that the company needs. Do you require sophisticated or bare bones information?

(2) Company's size (sales volume, number of stores, number of users, number of SKUs).

(3) Software elements required.

(4) Quality of the software.

(5) Hardware platform supporting the selected software.

(6) How much is bundled vs. how much is optional or extra.

(7) Level of software integration.

As a general rule, the cheaper the software, the less integration. Nonintegrated systems have components that are not connected. There is no flow-through of data, so multiple rekeying of information is required. Interfaced systems are connected, but data must be sent manually, not automatically. In fully integrated systems, the data flows all the way through basically without you doing anything. For example, after a shipment is received, keying that information into a fully-integrated computer would: relieve on-order, update open-to-buy, update on-hand, and set up a payable in the accounts payable system.

Retailers should evaluate the software companies as well as the software. You're buying a business partner. Compare software vendors on financial strength, years in business, stability of top management, level of research and development (how often updates are released), number of customers and installations, documentation, user group meetings, customer support staff, days and hours of customer support, their physical facilities, quality of other users, and people chemistry (do you get along with them?).

You cannot learn what you need to know about a vendor and software from a brochure. Visit the vendor for a day or two. As a less desirable alternative, a salesman can call on

you and provide a demo disc. Yet a disc only allows you to look at what the company wants you to look at.

When you have narrowed the field to a small number of possible vendors, talk to other retailers running their software. "Unfortunately, if people have a problem due to bad implementation or operation, they tend to say it's bad software," said Brown.

Finally, when analyzing systems, look ahead five years. Configure a system for future growth.

- Information in this article is in part from the instructional video "How to Select Computer Sofnvare for Retailers." A brochure on the entire l2-part series is free from R.L. Brown & Associates, Box 2563, East Peoria, Il.616ll; (309) 6983728.

l, . Management commitment

? Get professional help - seek advice from a consultant or someone else who doesn't have an ax to grind

3. Calculate system payback

- Will sales go up? Will average inventory go down?

q . Define reporting and system requirements on paper

5 . Build software and hardware company evaluation documents - compile a grading sheet

h Narrow software target companies - get down to three to five valid candidates

? . Complete vendor site visits or view demo programs

I. Review hardware options

I. Get hardware and software quotations

LB. Make final selection based upon the cost/benefit relationship

- Robbie Brown R.L. Brown & Associates

Golumn repair vs. replacement

rnHE COLUMNS across the front of the house are I beginning to look a little ragged. The paint is chipping, a few are beginning to rot at the base. The homeowner wants to know if he can repair them or if he'll be forced to replace one or all of the columns.

Where do you draw the line between repairing and replacing columns? The first consideration is the average lifespan of a column - and if it is still under warranty. "It varies, depending on who manufactured the column, how it was constructed, how it was installed," says Mel Fuller, Melton Classics, Lawrenceville, Ga. "Most good architectural columns are guaranteed for l0 years. Stock house columns will last anywhere from nine months to 90 years, depending on how well you take care of it."

Life expectancy "varies with location, protection and how it was installed and painted," agrees Ken Hendricks, Henderson, Black & Greene, Troy, Al.

Ventilation is the most critical factor in how long a column will last. "The biggest problem is ventilation, as far as whether it will split or rot out," Fuller says. "Moisture is a column's Number One enemy. Good ventilation equalizes the moisture between the inside and the outside of the column and doesn't let moisture build up.It forms a chimney-type effect, as if you blocked the top of the chimney."

"It must be ventilated when it's installed, so air can pass up through the shaft," Hendricks explains. "If the column was improperly installed or if a latex paint was used instead of an oilbase paint, rotting will be accelerated."

Unfortunately, many times people unwittingly plug up all the holes in a column during installation or painting. "If they're redwood columns, they will bleed, actually leaking tannic acid through the paint," Fuller says.

As a result, Melton Classics and other companies will only guarantee columns that are installed per

their instructions.

"Once the rot's gotten into the shaft, you should replace it, because it's gonna go eventually," Fuller warns. "Sometimes you can repair it. Sometimes you can replace just the pedestal. It's a judgment call."

Storv at a Glance

Advise d-Fyers when to repair or when to replace their columns importance of proper installation suggestions for maintenance.

If only the base is rotted, it may be easier just to install a synthetic replacement base. "Measure around the shaft with a tape measure and divide by 3.la (pi) to get the size," Fuller advises. "You can get a polyurethane or fiberglass base, but make sure it's at least as tall as the old one so you don't come up short."

Instead of a replacement base, homeowners sometimes construct a small brick or concrete plinth below the shortened column. "But by the time you've done all that, the expense and time will probably be even greater (than for replacing the base)," Hendricks says.

For minimal rotting or splining, the affected area may be gouged or routed out and repaired with a wood filler.

In years past, a nice paint job provided good protection for columns, but, says Hendricks, "you can't protect wood any longer with paint. All the good stuff's been taken out of paintlead, linseed oil."

If the column must be painted and the paint won't stay on or tends to flake ofl most likely the cause is moisture. The column must be ventilated, allowing 60 to 90 days to get the moisture out, and then repainted.

It may be possible to drill holes in the column and install "midget louvers," though this isn't a permanent fix since it is best to have airflow through the top of the cap.

Finally, the number of columns on a home may also be a factor in determining whether or not to replace them, since older custom columns may be difficult to match. "If the bottom foot is rotted out on one of 24 columns, you might try to match it as best you could. If two of four are rotten, you might replace them all," says Hendricks.

PROPER installation to ensure sufficient ventilation is critical for column survival.

DMS+ Business Management Software is Your Profit Building Partner.

f veryday these 19 Western wholesale distributors of Lbuilding materials, lumber and millwork, and 121 others throughout North America, reap the benefits of the most advanced, best supported business management software available. DMSI's DMS+ system.

Since 1976, DMS+ has been helping wholesale distributors of building materials reduce costs, improve customer service and simplify their business. In short, DMSI can make you leaner, more profitable and more comoetitive.

Reduce Overhead

d Truck routing and loading system that reduces travel time in warehouse, gets trucks loaded faster and more accurately and bills the route in a fraction of the normal invoicing time.

d Production Scheduling by department with the ability to see future workloads based on open shop orders. Reduces overtime and missed deliveries.

For a free demonstration, please contact us. For a faster response, you can fax us a copy of this ad.

Your Name

Company Name

Address City, St, Zip

Phone

lmprove Profitability

d Interactive margin control lets sales staff know when they're selling an item at too low a Bross margin, and outs the order on Price Hold.

d Suggested Purchase Orders will reduce stock-outs and resulting lost sales, lower carrying costs, and save buyer's time.

d d d

Better Customer Service

Fully integrated EDI capabilities for your customers and vendors who use, and want you to use, EDl. Automatic backorder filling -- oldest orders first. Fax priced acknowledgements from your terminal while on the phone with the customer.

These are just a few of the capabilities the DMS+ system offers wholesale building material distributors. Our exclusive commitment to wholesale building material distribution lets us focus on making distributors leaner, more profitable and more competitive.

We'd appreciate the opportunity to show you how we can help your business. To learn more about the DMS+ system and how it will improve your bottom line, please call KC Carroll at402/330-6620.

The.ch-arge fgr private label credit cards

EtOR RETAILERS, private

label I-' credit cards have their privileges: custom cardholders shop at your store more often, spend more per visit, have a better opinion of your store, and receive monthly communications from you.

But for home centers. the advantages are even more dramatic. According to a survey by G.E. Capital, while cardholders spend $21.90 more per visit at deparr ment stores than non-cardholders, they spend $89.30 more per visit at home improvement f stores and $266 more annually.

While some retailers run their programs themselves, there are specialized companies that handle everything for them, including credit, collections, customer service, statement and plastic processing, and marketing services. Such companies formulate a program custom designed to reflect the image of your store and include payment programs that meet your and your customers' needs.

David Kratoville, National City Card Services, which last year began a card program for Wickes Lumber Co., said, "I think very highly of the home center industry credit card customer. In most cases, it is a stable customer, who's a homeowner or business owner and tends to buy things that hold their value over time. In the electronics or apparel industry, it's a younger buyer who wants trendy or faddy items, the latest stereo or a different cut of blue jeans. You don't run out and buy a lawn mower each year when the new models come out. They are credit-worthy customers

Advantages of Private

e Provides a line of credit for purchases made only in the retailer's store.

r Increases a customer's buying power, making large purchases affordable.

o Offers the convenience of an alternative means of payment.

r Improves a customer's perception of the store.

who make good-sized purchases."

Payment terms on private label cards are comparable to Mastercard's and Visa's, but the interest rates are a little higher because: (l) the average balance on a bank card is $1,500 to $5,000; the retail card averages $150 to $800, resulting in a smaller b al anc e.

of money," said Kevin Doyle, Shoppers Charge. "Try giving a percentage off at the point-of-sale. Or deferred billing, special events for cardholders or frequent buyer points towards free gifts or discounts. Set up a little table and hand out bottles of Coca-Cola to those who sign up. That costs next to nothing."

When Wickes Lumber began its program, employees were the first ones to receive the new cards. allowing them to experience the program first-hand, so they could . provide personal testimonies to . customers.

And, (2) custom cards have distinctly higher approval rates and loan loss rates.

"The program itself is much like handling Mastercard and Visa," Kratoville said. "The only real difference is that for private label cards the store has to be involved in opening up accounts and getting applications to us."

Perhaps the most simple technique is the "take-one" application. On their own initiative, customers pick one up from a literature holder, fill the card out and send it postage-paid to the credit card company.

Recruitment efforts are more effective when the retailers offer incentives to sign up. "If you truly believe that the program will increase customer loyalty, store traffic and sales, you should be willing to spend a little bit

Label Credit Cards

r Creates new opportunities for marketing directly to the customer base.

r Produces regular contact with customers through monthly statements.

o Provides detailed marketing information about customers and their spending habits; allows the retailer to identify and know who is the customer.

. Unfortunately for the small business owners, private label .i card firms prefer to deal with larger home centers. The card companies earn a percentage on each charge, so the fewer and smaller the purchases, the less money they make. "Probably only about the top 50 home centers really qualify for our program," said National City's Kmtoville. "Our reason for being in business is we want to lend money, and we find it best to do it in chunks of $5 million. So, we want to do business with those with $100 million or more in annual sales volume."

"Typically we want stores that have $5 million to $100 million in annual sales," said Shoppers Charge's Doyle. "But there are companies that do it themselves. There are a lot of credit management system software packages available. It just works better if they leave it to experts. Plus, they save all the money and time."

But, no matter what, he said, check out the possibility of your own card. Notes Doyle: "If you walk into a mall and the only credit card you have is for J.C. Penney's, the first store you would walk into would be J.C. Penney's."

Story at a Glance

Introducing your own private label credit card ... how big do you have to be?

Future Stock: ffiffiMffimffiffi tuWtu

rnWO WAYS to ease the tight timI- ber supply are using substitute species like radiata pine and using engineered wood products such as laminated veneer lumber. But some companies have taken these a step further... producing radiata LVL.

Radiata pine is a fast-growing softwood being grown in and harvested from plantations in New Zealand, Australia and Chile in increasing quantities. LVL is structural wood members composed of veneers lami-

Story at a Glance

Laminated veneer lumber may be the ideal finished product for radiata pine

New Zealand and Australia predict big growth.

nated to make a flitch from which specific-sized pieces can be trimmed.

Currently, only two companies are manufacturin g radiata LVL, Forwood Products in South Australia and Juken Nissho in New Zealand. Juken Nissho began LVL production in 1991 and has since expanded twice, more than doubled output and expects to add a third plant within five years. All of their LVL is now exported to Japan, where building codes have been changed to allow its use for structural applications. Both Juken Nissho and Forwood expect tremendous future growth in production and the export area for radiata LVL.

Ken Dixon, New Zealand Radiata Pine Remanufacturers Association, said, "With a population of 3 million (in New Zealand), domestic demand is remaining fairly stable. We have to look to expand world markets. As well, we're moving away from the

commodity markets of the world to the value-added remanufactured markets. such as MDF and LVL."

The species and product seem a natural fit. LVL capitalizes on some of radiata pine's limitations, especially its lack of strength for many structural uses. Laminating radiata veneers vastly increases the wood's strength-to-weight ratio, even using lower quality logs. This is especially important as plantation owners, to improve cash flow, shorten harvesting cycles. Younger, smaller trees are not as dense, resulting in less structural

grade lumber.

In addition, radi ata pine typically features a generous distribution of knots. LVL eliminates natural wood defects by distribut ing them randomly throughout the finished product.

And, of course, peeling logs to produce LVL results in a higher yield of product than sawing it.

As a plus for existing mills, manufacturing LVL is very similar to manufacturing conventional plywood, facilitating conversion.

Durand Raute research on radiata LVL showed its strength to be nearly the same as that of spruce LVL. Australian tests indicated radiata LVL matched the consistencv and

reliability of steel, an advantage over traditional sawn lumber with its many variations.

Unfortunately, resin is a vital and expensive ingredient of LVL production, and resin prices have been climbing sharply. Further increases could neutralize the advantages of LVL.

Nevertheless, many expect radiata pine and laminated veneer lumber to increasingly provide solutions to supply crises across the world, whether together or separately.

North American Production of Structural LVL (Actual and Projections to 2OO2)

How to get free publicity

by Kay Borden

ooooooooooo ooooooooooo ooooooooooo

rFI{E SECRET to getting a free plug in the newspaper is I (l) change your thinking slightly and (2) give the editor valuable information.

With free publicity as your goal, begin thinking about information others need or want that you're willing to share. You know more about home and building products than anyone who's not in the business. You're an expert, so put that expertise to work. Jot down questions most often asked by your customers and then develop your answers into news stories.

Here are the top ten reasons business news releases wind up in the trash:

( 1) Reads Like Advertising. The media wants news not advertising. Either pay for the space or begin thinking about your business from a news perspective. Avoid the temptation to boast of the largest selection of power tools in the area; pick one unusual tool and explain why it makes completion of a task easier or faster, or how it can produce better results.

(2) Inappropriate Subject Matter. You wouldn't suggest a do-it-yourselfer paint the exterior of his home with interior paint. Don't send an article for customizing the baby's room to a newspaper serving a retirement community.

( 3 ) Poorly Written. You can write better than you think when it's about something you know well. If you have a computer, use one of the many writing improvement software packages. Make sure to buy one that includes a spelling, grarnmar and punctuation checker.

( 4 ) Not Enough Information. Let a friend whom you can trust to be honest read a release about your most unusual request, or how to install gas logs, or how to hang

wallpaper. It's best to pick someone who knows little or nothing about the task. If they have questions, so will an editor. Writing software can be a big help but it can't check for completeness. Don't leave information holes.

( 5 ) Too Technical. Use the term "light dimmer" instead of "rheostat" in your piece about interior ligtrting tips. Use the word "beam" instead of "joist." Assume the reader knows nothing about the subject. If you have to use technical terms, give a brief explanation. If your home safety article suggests ground fault intemrpt outlets for kitchens, baths and outdoors, make sure you explain they are designed to prevent electrocution by automatically breaking the path of the current when there is a power surge.

( 5 ) Writing Style Unsuitable. Read several issues of the publications you want to target. Pay attention to the "mood" of the material. Slant your material appropriately. Style also refers to mechanics like capitalization and abbreviations. Your material gets a thumbs up if it doesn't need "editing for style."

(7 ) Incorrect Format At the top of the first page of news releases, editors expect to see a contact name and telephone number, a date it may be published (use "For Immediate Release" if appropriate), the words "News Release" centered, and a headline. Submit no more than two pages, typed double spaced, and repeat the contact name and phone on the second page along with "Page 2 of 2" - pages can get separated in a busy newsroom. Center the number (30) after the last sentence to signal the end of the story.

( 8 ) Poorly Timed. An editor is unlikely to run an article on leaking roofs during the driest spring on record.

Story at a Glance

Secrets to getting your company in the news ... 10 fatal errors of writing releases.

Plan early for releases that can be tied to annual activities, events and holidays. Call the publication in advance and ask about deadlines for submissions.

( 9 ) Too Long or Too Short. Ten-page news releases go from mail box to trash can with barely a glance (see Fatal Error #7). Write about one subject, or one part of a subject, and cram as much information as possible into one or two pages.

(10) Uninteresting. Say something. Rambling, pointless material to "please the boss" won't be published. All news contains at least one of the following: timeliness, proximity, conflict, prominence, economic conditions, cultural significance, sex and romance, and novelty. Combining two or more news elements bolsters news value.

Editors are busy and look for any excuse to throw away your material. By removing the 10 most common excuses, you greatly improve your odds of making it into print.

- Borden is author of the book "Bulletproof News Releases," $16.95 plus $2.50 shipping from Franklin-Sanett Publishers, j76l Vineyard Trace, Marietta, Ga. 30062; (800) 444-2524.

Fresno Zoo rr Added Attractions

Visitors Leave Civilization At The Entrance

ISTTORS entering the Fresno, Califomia Zoo (Oraffee Zoological Gardens) soon become part of a primitive culture, sensing distant native drums and the echoing roar of lions. The main entrance gives them their first taste of this instant transport to a distant land and time. A 6,0fi) sq. ft. open structure, the entrance soars above them like a giant native hut with a complex series of roofs at six different angles. The center pole where the roof peaks is 50 feet high and is covered with palm fronds, handwoven by Mexican Indians.

The entrance structure and roof raf0ers are made entirely of Douglas fir and Lodge Pole pine treated with Oremonile, an environmentally-acceptable wood preservative treatment. Chemoni0e was specified by the architect, Edwin S. Darden Associates of Fresno, because of its proven resistance to the most severe conditions of decay and wood-destroying insects, as well as its long life and cost efficiency. The architects, however, were especially pleased with the visually appealing, greenish-brown colorof the Chemonite treated poles, which complement the rough, natural design of the zoo.

The entrance is just a part of the authenticity of a master plan developed for the zoo to create natural environs for the animals.

Another authentic touch undemeath and around the entrance is 10,000 sq. ft. of Bomanite concrete, with patterns of river rock and sandstone interwoven to replicate an arid plain across which once coursed a river long gone dry. A series of thatch-covered umbrellas line theenhance andfirtheraddtotheprimitive appearance. And a 300 ft. long Chemonite heated pole fence extending from the entry structure to the existing fence, at staggered heights of 8 to 15 ft., again achieves the rough, primitive look.

In another part of the zoo, a 60 ft. high, mesh-covered tropical rainforest, supported by Chemonite treated poles, is a natural bird sanctuary in which

people can walkamidst free flyingbirds. Open year round, the zoo is inside Fresno's Roeding Park and covers aPproximately 25 acres.

Chenonitd ilin

Chemonite ond Douglas fir.. on unbeotoble Gonbinalion.

Chemonite piline is clean and drv. Work ciews find them e-asier to handle and drive in water or on land.

Chemonite (ACZA) is the onlv waterborne treatment which can treat Douglas fir piling to AWPA staniiards.

Chemonite even stands up in salt water with retenti6ns of 2.5lbs. pcf. Ideal protection againit marine borers.

Proven in use for nearly 50 vears. Chemonite's reliability is unquestioned.

Consider the costs and consider the environment. Then make the rieht choice. Chemonite treated Douglas fir, the unbeatable combination.

Photographs: Chemonite Piling at Long Beach Harbor.

FOR THE NAI\{E OFYOUR NEAREST CHEMONITEWOOD TREATER CALL 41$s793311, OR WRITE P.O. BOX 4215 FOSTER CITY, CA 9440{

This page is a paid advertkement

NEWS BRIEFS

Orcas Lurnber, Eastsound, Wa., and Fisherman Bay Lumber, Lopez, Wa., were permanently closed by owners Chuck and Sandy O'Donnell due to a slow local -economy, expensive expansion projects and unspcified personal financial constraints ...

Raks Building Supply has moved its Albuquerque, N.M., store to a 7-acre site, double the size of the previous location; Wesley Young, mgr. ...

HomeBase held a srand reooening at its recently retiodeted wlarehouse in Vista, Ca., the 7th unit overhauled in two months

Ernst Home & Nursery opened a 45,000 sq. ft. store with 15,000 sq. ft. nursery in Bend, Or., Rick Gillespie, store mgr.;66,0O0 sq. ft. store in Albany, Or., Bruce Kalmbach, frgr., and Tyler Nichols, asst. store mgr.; 87,000 sq. ft. store in Carson City, Nv., Mark Smith, mgr.; a unit in Green Valley, Nv., Wes McCoy, mgr., and one in Salem, Or. ... Ernst plans to build a 65,000 sq. ft. store in Springfield, Or., this summer; has agreed to acquire a former Costless Foods building now being remodeled in Chico, Ca., and will expand irs Billings, Mt., urut rnto a superstore

B&H Buitding Supply, Cartez, Co., has been acquiredby Carroll Ventures /2c., Albuquerque, N.M., as its 4th Red Barn Lamber lcr,ation; former owner Vernon Hoffman remams mgr.

Keith Brown Bargain Shed opened a new store April 19 in Tigard, Or. ...

South Coast Lumber Mill, Inc., North Hollywood, Ca., is a new industrial lumber milling facility for4ed by Dave Duncan, who is completing liquidation of North Hollywood MiU & Lumber following its bankruptcy filing ...

Mill River Architectural Hardwoods, Inc., is a new Post Falls, Id., rnoulding/millwork dealer begun by Clint & Cheryl Bower

Coeur d'Alene Building Supply, Post Falls, Id., earlier known as Coeur d'Alene Hardwoods, Inc., has temporarily closed

Sheehnn Lumher Co., Spokane, Wa, has liquidated

Davis Lumber & Hardware Inc., Roswell, N.M., will expand from 4,000 to 6,ffi0 sq. ft., to be completed in October ...

Hunt's True Value Lumber, Flagstaff, Az., has purchased Double G True Value Lumber. Chino Valley, Az., as a 2nd Hunt's location;Russ Halbert, rgr.

Home Depotopened last month in Phoenix, Az., while its proposed Expo Design Center for Mission Bay (San Francisco), Ca., has hit a snag, with the city requiring additional hearings before giving approval

Lumbermm's B uilding Centers, Olympia, Wa., is celebrating its l00th anniversary by awarding $ 1,000 college and vocationaltechnical school scholarships in each of the 33 communities where it has stores

Eagle Hardware & Garden has opened in the West End area of Billings, Mt.

Tri-City Lumber & Supply, Carlsbad, N.M.; 84 Lwmber Co., Carlsbad, N.M.; Trader Horn's True Value, Portales, N.M., and Cop e lqnd Lurnb e r Yarid, Hi llsboro, Or., have been remodeling

Rio Grande Ace Hardware. Taos, N.M., celebrating its 24th anniversary, is installing a cmopy for a drive-thru lumber yard

Whittier Inmber Co., Whinier, Ca., lost two trucks, 15 units of plywood and lumber, and other

rnaterials to lumber thieves earlv morning on April 17

Davis Lumber & Hardware. Davis, Ca., was honored for Besi Customer Service by the Enterprrse newspaper

Anniversaries: Terry Lumber Co.,Tarzura, Ca.,45th . Westem Hardwood Association, 40th Waldron Forest Praducts, Fair Oaks, Ca., lTth

Hardwgod Industries has begun construction on a new 12.000 so. ft. warehouse/office facilitv iir Bend, Or., targeting an Aulust completion

Enyeart Trading Group, Lake Oswego, 0r., has been fonned by Ron Enyeart and Marc kby, handling primarily cedar products

Chinrtmini Forest Products has opened a San Diego, Ca., office headed by Ron Lauderbach Hardwoods Inc. has opened a 27,W sq. ft. DC in Eugene^, Or.

Louisiana-Pacffic has begun construction in Ukiah, Ca., on a $12 million high-tech sawmill, the frst phase of a possible $100 million lumber manufacturing complex ; the mill should be-operational by Oct. to replace an older plant L-P shut down at the site last year; under consideration: a $40 million waferboard production facility or consolidating all of LP's Mendocino manufacturing operations at the site ...

Pacific Lumber Co. is temporarily closing Mill A at Scoti4 Ca., and releasing 105 workers, the first layoffs at the 1,200employee company in morc than a decade; the announcement came a day aSer Palco was blocked from logging a 198-acre grove by a Eureka" Ca., Superior Court judge who, a week later, removed himself from the case after beine accused of being responsible foi the mill clozure

Housing stans inMarch (latest figs.) fell 7.9Vo to a seasonally adjusted annual rate of l.2l million, single-family starts dropped 6{o, multi-family dwellings fell l5%: the largest drop in starts came in the West (down 20.7%) with analysts blaming *et weather in California.

(Continucd on page 30)

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CALDAYDAR

Listings are orten subrnitted montlu in advance. Always verify dates and locations with sponsor before making plans to attend,

MAY

Los Angeles Hardwood Lumberman's Club - May 11, ladies night, Summit Inn, Fullerton, Ca.

Secondary Wood Products Industry Show - May 11.12, World Forestry Center, Portland, Or.

Western llardwood Association - May 11-12, grading school, Red Lion Inn, Kelso, Wa.

China International Construction Shanghai, China.

Phoenix Hoo-IIoo Club - Mav Phoenix. Az.

Show- May 11-15, show, 16, golf, Western Skies,

Asian International Ilardware & Housewares ExpositionMay 17-20, World Trade Center, Singapore.

North Cascade Hoo.Hoo Club - May 1E.20, regional mini-conference, Country Inr/Channel Lodge, LaConner, Wa.

Hardwood Research Council - May 1E-20, symposium, High Hampton Inn, Cashiers, N.C.

National Sash & Door Jobbers Association - May 1E-21, top management meeting, Marriott's Rancho Las Palmas Resort, Rancho Mirage, Ca.

IIWI - May 20-23, market, Indianapolis, In.

Umpqua Valley lloo-Iloo-Ettes - May 23, meeting, Roseburg, Or.

Riabitat - l0'f,ay 2$28, remodeling show, Genoa, Italy.

Ligna Hannover - May 24-30, woodworking & forestry show, Hannover, Germany.

Osaka Building Material Show - May 3l.June 1, Osaka, Japan.

JUNE

Willamette Valley Hoo-Hoo Club - June 2, golf, Eugene Country Club, Eugene, Or.

Interbuild Australia '95 - June 4.7, international building materials & equipment expo, Sydney, Australia.

North American Wholesale Lumber Assn. - June 4.9, management seminar, University of Virginia, Charlottesville, Va.

Tacoma-Olympia IIoo-Hoo Club - June 6, elections, golf & past presidents night, St. Helens Convention Center, Tacoma, Wa.

Los Angeles Hardwood Lumberman's Club - June E, dinner meeting, Maggie's Pub, Santa Fe Springs, Ca.

Lumber Merchants Association - June E, golf, Chardonnay Club, Napa, Ca,

Forest Products Machinery & Equipment Exposition - June 8-10, Georgia World Congress Center, Atlanta, Ga.

National Oak Flooring Manufacturerst Association - June 911, mid-year meeting, Longboat Key Club, Iongboat Key, Fl.

Fly-In for Freedom - June 10-14, Washington, D.C.

lVestern States Roofing Contractors Association - June 12. 14, Las Vegas, Nv.

Silver Dollar Invitational - June 16, golf, Alta Siena Country Club, Grass Valley, Ca.

Pacific Coast Builders & Remodelers Conference - June 2124, Moscone Center, San Francisco, Ca.

Wood Adhesives 1995 - June 23.30, Red Lion Inn-Lloyd Center, Portland, Or.

Forest Products Society - June 25-2E, annual meeting, Red Lion Inn-Lloyd Center, Portland, Or.

SUPPORT

Support is an area where Dimensions excels ! With the highest ratio of support people to customers in the industry Dimensions is available 24 hours a day,7 days a week! IBM on-site support is always included andis the most cost effective on the market.

TRAINING

Bruce Hiller TRAINING MANAGER

We want to see you get themost out of your Dimensions system and the best way to do that is through training. We provide local advanced training classes throughout the United States, classroom training monthly and a national lJsers' Conferenceevery year.

DIMENSIONS' COMPUTER ADVISORS

Nancy Zimmerman SUPPORT MANAGER

. Member of a familyowned lumber business

. System Manager of a lumber yard

. Dimensions' employee for 9 years

. Lumber yard Controller for 17 years

. Dimensions'employee for 5 years

. MBA

WESlIERN ASS0C[ATt[0N NEWS

Western Building Material Association will hold its annual Western Round Up July 2l-25 at Fairmont Hot Springs, Anaconda, Mt. Scheduled are meetings of the insurance and pension trustees, long range planning committee, board of directors, executive board meeting, Western Association Services and Young Westerners Club board.

Members among the over 200 building material dealers attending the 1995 National Lumber & Building Material Dealers Association Legislative Conference in Washington, D.C., included Robert Lassiter, Volco, Inc., Twin Falls, Id.; Merlyn Jolley, Jolley Building Supply, Shelley, Id.; Greg Aldrich and Thora Aldrich, Aldrich & Co., Billings, Mt.;Bob Jacobsen, Lloyd Lumber Co., Inc., Nampa, Id.; Robert L. Kerr, Kerr Ace Hardware & Building Center, Brookings, Or.; Frank Powers, Seattle Lumber Co., Renton, Wa., and WBMA executive director Mary Murphy.

To comply with OSHA fall protection rules, WBMA suggests for materials to be delivered to a rooftop or any place with exposure to a fall of 6 ft. or more, bids or quotations state at the top: "We comply with all Fall Protection Regulations." The contractor is then on notice that the mater-

ial won't be delivered to the roof top if fall protection is not available. Businesses should train their staffs in the proper use of fall protection equipment and provide contractor customers with compliance and use information.

WBMA also notes that OSHA fined companies nearly $120 million in penalties during fiscal 1994, about $4 million more than the 1992 record. More than three-quarters of the inspections were for safety hazards, the rest for health investigations.

Lumber Merchants Association attracted approximately 45 members, guests and Southem California dealers to San Diego, Ca., March 3l-April 3 for its annual LMA Owners' Seminar. Featured

ABTCO PANELING

ABTCO TILEBOARD

ABTCO PREFINISHED MOULDINC

ABTCO SHUTTERS

AROMATIC CEDAR

APPEARANCE PINE

CEDAR SHIMS

COMPLY PRODUCTS

EVANITE HARDBOARD

GLULAM BEAMS

GOLD BOND JOINT COMPOUND

GYPSUM BOARD

SHARING IDEAS (left photo) at LMA Owners' Seminar: Bert McKee (lelt), lmperial Valley Lumber, San Dimas, and Frank Solinsky,

Payless Building Supply, Chico. (Right photo) LMA members at Joe Arndt's "Retailing 2000' 0resentation.

were a group tour of the prototype Home Depot Expo store and Bill Lee, president, Lee Resources, addressing how to compete against Home Depot.

Joe Arndt delivered a two-hour presentation on National Lumber & Building Material Dealers Association's "Retailing 2000: Managing for Excellence." Roundtable discussions covered employee benefits, OSHA regulations, health insurance, open rating of workers' compensation

insurance, and family business issues.

Golf and a harbor dinner/dance cruise rounded out the program.

Lumber Association of Southern California has booked noted speaker and author James Melton for its annual Second Growth weekend July 14-15 at the La Quinta Hotel, La Quinta, Ca. As well, LASC's annual management conference will be at the La Quinta Nov. 2-4.

Gongress OKs Timber Salvage Bill

A bill to increase sales of dead and dying timber on national forests has become the first piece of legislation to pass through Congress in decades that reverses anti-forestry trends and promotes forest management.

The initial version of the TaylorDicks Emergency Timber Salvage Amendment approved by the House 27 5 to 150 required the Forest Service and Bureau of Land Management to sell 6.2 billion bd. ft. of salvage over two years. The Senate passed the bill 48 to 46 after removing the board footage targets and trimming the sales from two years to fiscal '95-'96 (about l6 months). The national forests currently have a backlog of 2l billion bd. ft. of salvage.

I PINE finger joint & solid moldings

I PINE shop lumber, commons, finger joint jambs & frames

lOAK picture frame moldings, selected furniture details

I CUST0M milling & molding: We can run pine & oak patterns to your specifications

The House and Senate are expected to hammer out a compromise version before sending it to President Clinton for a final decision by early June.

The American Forest & Paper Association would like to see the target amounts reinstated. "If (the Forest Service) doesn't have targets, more likely they'll (sell) less," said Doug Crandall. "Unfortuantely, they've been tied up for so long, they seem to have lost the ability to move expediently."

The amendment is part of the Omnibus Recissions Bill, designed to cut federal spending and provide supplemental appropriations for California disaster assistance.

studs reduce stud replccemenl by 50lo 75%.

tINGEUOINTING mixes groin pctlerns & knot slrucfures minimizing the chcnce of bow ond crook CUSTOMER

Fewer collbocls make o hoppier builder ond stroigh wclls moke o sotisfied homeowner.

FlNGERJOlNTlltlG ollows ony length of dud grcde lumber to be used lo ils f ullest. Envircmentclly responsible.

Ln'S

FnCf h....

The Lumber ond your operoting costs to distinguish yourself from the competition, Succes todoy relies on mointoining ond exponding your customer bose by selling the right inventory ot the right time, ot the right price,

Building Moteriols morket is o service oriented busines, You must exceed your custome/s expectotions while wotching

Io top it off, the lumber morket is volotile, ond prices chonge every doy. You con't be cought with too much inventory when the morket price drops, Or too little; your customer moy drop you for the competition,

At the end of the doy, you wont to hove more in the bonk ihon vou $orted with,

We solute those of you with these issues under control ond wish you continued succes, But

WHEil... You wont to monoge events thot seem to be out of your control,

WHEil... Some of your business is with controctors,

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Software ltat Knows UrmborAnd MHins Matedah likeYou.

Bombs Rattle Lumber lndustrY

Less than a week after the terrorist bombing of the Oklahoma City, Ok., federal building that killed more than 100, a bomb has struck even closer to the western lumber business, killing an industry lobbyist.

California Forestry Association president Gilbert B. MurraY, 47, was killed as he opened a mail bombstashed in a heavy, harmless-looking, shoebox-sized package - that was delivered by regular mail April 24 to the CFA offices in Sacramento, Ca.

The package was addressed to former CFA president Bill Dennison, who frequently went head to head with environmentalists.

No one else was injured, but the explosion at the single-story brick building caused a small fire and blew out doors, windows, glass and ceiling tiles.

Louisiana-Pacific Corp. is offering a $100,000 reward for information leading to the arrest and conviction of the culprit.

The FBI said the crime aPPears to be the work of the "Unabomber," suspected of l5 previous bombings

around the country in the Past l7 years that have killed two and injured 22.

Investigators say the Unabomber has a fascination with wood. Some of his bombs' parts have been carved out of wood, twigs were included in one bomb. and a victim was named Wood' The Unabomber's last victim, a New Jersey advertising executive killed at his home in December, lived on Aspen Drive. Fake return addresses on parcels included Forest Glen Road, Ravenswood, Spruce and Elm streets. The serial bomber has also boxed devices in wood (using as many as four types) and carved bomb parts out of wood instead of buying readilY available metal pieces.

Unfortunately, the CFA attack was the latest in a series of bombings plaguing the industrY in the last month:

. Early morning on APril 15 PiPe bombs damaged three logging trucks at a Santa Cruz County logging site. The triple blasts blew out the trucks' windows, punctured floorboards and charred the cabs, causing $50,000 in

damage. No one was injured. The explosions occurred days before Composti Timber Services, Aptos, Ca., began logging one million bd. ft. of lumber from the Fern Flat Road site, with truck owner General Lumber, Carmel Valley, Ca., handling hauling. Logging trucks andrmachinery at the site have recently had water or solvents poured into their fuel tanks, spikes placed under their tires, and suffered severed brake lines.

On April 9, the night before the Northwest Forestry Association's annual meeting in Stevenson, Wa., a stink bomb was planted in the Skamania Lodge's ventilation system. Ecoterrorists also vandalized the lodge's exterior and resort's entrance with spray paint and damaged the putting greens with shovels and rock salt. The meeting did continue at the site, with local. state and federal law enforcement officials providing security.

On March 30, a small bomb damaged a U.S. Forest Service office in Carson City, Nv. Fortunately, the device was detonated after business hours, and no one was injured.

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Citizens Group Aims At Act

Project CommonSense, a non-profit organization that seeks to protect private property rights, has formed a nationwide citizens coalition to work on reforming the Endangered Species Act.

Headed by Tom Talbot, ceo, Glen Oak Lumber & Milling Co., Montello, Wi., the working group advocates an incentive-based. free market approach towards endangered species protection.

"Our current law turns landowners against rare species," Talbot said. "It is time to take into account the enormous economic costs and job losses under the existing law and create a new approach that protects plants, animals, private property and jobs."

A recent study sponsored by

Project CommonSense revealed only l5%o believe the current punitive system is correct, while TlVo sud establishing incentives was a more effective approach to protecting species.

No Mas Mexico Expo

The National Housewares Manufacturers Association has canceled its exhibition set for June 13-15 in Mexico City, Mexico.

NHMA decided to cancel "Expo Articulos Para El Hogar" (Home Products Expo) after the number of participating companies dropped from 3l to 20. Fifty-one booths were available.

"The current Mexican economy is having an effect on our members' willingness to explore that market, and consequently, we felt it was better

SIX

TIMES larger than the Sepulveda, Ca., facility it replaced, Weyerhaeuse/s new North Los.Angeles Customer Service Center opened for business March 20 with a formal orand opening April27. The $2.5 miilion tacit-itv in Canyon Country, Ca., features a 56,300 sd. ft. building (including 45,820 sq. ft. warehotise) and rail spur on 10.5 acres. Nathan Dickens is general manager.

to cancel the show than go ahead with a program that was not up to our standards."

The show was developed to replace a general merchandise show NHMA had planned with ANTAD (Mexican Retailers Association) for June in Monterrey, Mexico, but was postponed due to political uncertainties.

SYP Manager For West

Further fueling southern pine's drive westward, the Southern Forest Products Association has named a regional market manager for 11 western states, branching out from Arizona, Nevada and California.

Robin L. Archibald, a 25-year veteran of Weyerhaeuser Co., will operate out of the Phoenix, Az., area,

conducting promotional activities to increase the awareness and use of SYP lumber products in western markets.

WHOLESALE

"No one ever went broke underestimating the intelligence of the American public."

- H.L. Menken []880-r9s6l

Steel Predictions Fall Short

Despite predictions by the steel industry that it would clum 25Vo of the nationwide residential framing market, steel framing currently represents less than 2Vo of total new housing starts, estimates Resource Information Systems.

The Southern Pine Council attributes wood's continued dominance to its renewability, use of less energy to produce and the learning curve required to build with steel.

Lauderbach Sells Ransom

James C. Gilchrist. owner of H.G. Smith Lumber Co., San Diego, Ca., has acquired Leon Lauderbach's 50Vo interest in Ransom Bros. Lumber & Supply, National City and Ramona, Ca.

The other half of Ransom Bros. is owned by Gilchrist's son, Jim.

After more than 40 years in the lumber business, Lauderbach decided to sell his share due to failing health.

Lauderbach's son, Ron, has left Ransom Bros. to open a San Diego, Ca., office for Chintimini Forest Products, Corvallis, Or.

Terry Closes Palmdale Deal

Terry Lumber Co., Tarzana, Ca., has completed its purchase of Chandler Lumber's Palmdale, Ca., yard.

The company will use the facility as a distribution center for its own yards, to handle shipments to the Antelope Valley, and to complement its truss operations.

The facility, closed since late last year, should reopen this month.

PO Box8006. Stockton. CA 95208; FAX 209-94&0165 (8Oo) u7-747 or (2O9r 946-0282 is pleased. to be seleeted. as the West Coast d.istributor of fnsulated

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. Cosf Sovlngn - Ellmlnote the need for on-slte Insuloflng. Dlmenslonolly SloHe - No shlmmlng reqdred for flght llts. Ughtwelght - Llght enough to be hondled by o slngle worker, . less Wosle - Slgnlffconfly less thon solld wood.

. Energy Efflclenl - 2 x 6 wldth provldes on R-volue of 20 (ofter sheothlng & sheet-rocking).

SW-l I Heodem ore mode wllh Mochlne Stres Rol€d lumbs ond Orlont€d Slrond Boord. Ihey ore monulicclured to stdct quoltty confrol stondords, with PFS Cop, ocllng os third porV hspecton. SW-l I Heodes hove code occepfonce by ICBO, BOCA, Stole of Whconsln & HUD,

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FOR DOMESTIC SALES CALL:

Jerry Long. Michael Parrella. Lynn Bethurum, Janet Parrella, Pete Ulloa, Bruce Keith. Matt Petersen. Jim Lawson.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel. Abel Flores.

Larry Smith is now mgr. for Illinois Valley Building Supply, Cave Junction, Or., replacing Carl Allison, who has retired after l2 years.

Dane Guard, formerly with Cooley Forest Products, has joined Lakeside Lumber Products, Scottsdale, Az.

Sam Sanregret is the new No. Ca. gen. mgr. for Capital Lumber Co., Healdsburg, Ca.

Steve Snyder, formerly with LouisianaPacific, is a new trader for SCR Inc., Lake Oswego, Or.

Joe Soderberg has been named pres./ceo of Lumbermen's Buying Service, Eugene, Or., succeeding Tom Jacobson, who has retired after 45 years in the industry.

Roger Walters, formerly with Exchange Lumber, is new to outside sales at McGuire Lumber, Yakima, Wa.

Alan Stills is new to direct sales at Cooley Forest Products. Phoenix. Az.

Jeffrey A. Locke has been named So. Ca. mktg. rep for J.H. Baxter, San Mateo, Ca.

Bret Pobanz, former pres. of Central Builders Supply, has joined Builder Marts of America (BMA), Rancho Cordova, Ca., as western div. gen. mgr., replacing Pete Siebert. Bob Maurer, formerly of Ace's LBM Div., is forest products group mgr. Steve Mulholland, formerly of Universal Forest Products and PrimeSource, is a new plywood trader.

Todd Lund, formerly with BMA, has joined Maywood-Anderson, Springfield, Or., as a lumber trader.

Mark Satterthwaite, formerly with Ketcham Forest Products, is now managing Lacy Forest Products' Seattle, Wa., office.

Todd Bybee is a new trader at Waldron Forest Products, Fair Oaks, Ca., according to El Louise Waldron.

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Finest quality plantation pine wood products Committed to exceptional seruice

George J. Harad, pres. and ceo, Boise Cascade Corp., Boise, Id., has been named chairman of the board, replacing John B. Fery, who has retired.

Jim Ingram has been named sales mgr. at Paxport Mills, Inc., Tacoma, Wa., replacing Sandy Bremner, who has retired after 48 years in the industry.

Steven D. Johnson, formerly exec. director of the Home Center Institute and National Retail Hardware Association's director of retail services, has joined the American Hardware Manufacturers Association as mgr.-industry activities.

Arild Nielssen, pres. and coo, Canfor Corp., is now pres. and ceo, succeeding Peter Bentley, who remains chairman.

David Weyerhaeuser, Northwest Hardwoods, Federal Way, Wa., is a new director of the Hardwood Manufacturers Association.

Donald Mundy, regional quality standards director. Western Wood Products Association, has retired after 50 years in the industry, including 34 years with WWPA.

J. Lynn llaas has been named mgr. for The Celotex Corp.'s Tracy, Ca., foam plastics plant.

Denny Curran, Evergreen Lumber & Molding, Orange, Ca., was one of 430 delegates who attended the recent Little lrague Congress in Reno, Nv.

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Chris tr'lorez has been promoted to truss foreman at Foxworth-Galbraith Lumber Co., Las Cruces, N,M. At Yuma, Az., Chris Bass is now yard foreman, and at Tucson, Az., Ray Labus is shop foreman; Eric Tassler, outside lumber sales, and Emilio Medina, estimator.

Randi Enbysk is new to ServiStar Corp.'s western office, Springfield, Or.

Pat Craghead, Mallco Lumber & Building Materials, Phoenix, Az., was nominated as pres. of the Phoenix Hoo-Hoo Club. Dan Roads, Georgia-Pacific, is now lst v.p.; Dwayne Fulbright, American Lumber Co., 2nd v.p.; Larry Tostenson, Boise Cascade, secretary, and Chuck Pensinger, Penco Sales, treasurer/golf chair. New club members: Rob Blackwood, Miller Wholesale Lumber Co.; Wyatt Brand, Kriss Heisinger and Nate Johnson, BMC West; Alex Cabanillas and Chris Jensen, Foxworth-Galbraith Lumber Co.: Steve Smith, American Lumber Co.; Van Vanderhoff, Mallco Lumber & Building Materials, and Ken Vogelsang, Western Wholesale Moulding.

William W. Colville, who retired last year as senior v.p., general counsel and sec.. has been elected to the board of Owens-Coming Fiberglas Corp.

Buck Byers has joined the sales force at Redwood Empire, Temecula, Ca., reports Gary Bowen.

Duane Nelson has been promoted to sales mgr. for Penofin-Performance Coatings Inc., Ukiah, Ca.

Al Wirth has joined the newly formed Eugene, Or., sales office of The Springfield Group. Scott Slaughter has been promoted to corporate sales representative, and Sandi Connelly is new as transportation coordinator.

Wayne E. Baker is now v.p.-mktg. at Pease Industries.

Bill Standley is the new gen. mgr. at Construction True Value Supply, Farmington, N.M. Alan Hall is now store mgr.

Thomas Hoogenboom was appointed regional mgr. covering Co., Ut., Wy., and Mt. for Re-Con Building Products, Inc., Mission, B.C., Canada. Richard Bryant is regional mgr. for Sacramento/Stockton, Ca.

Arild Nielssen, pres. and coo, Canfor Corp., is now pres. and ceo, replacing Peter Bentley, who remains chairman.

Steven J. Wilson, v.p.-engineering, DuoFast Corp., has been elected chairman of the board of the Intemational Staple Nail & Tool Association. William R. Gates, Makita U.S.A., is vice chairman.

Gregory J. Erisoty is the new product line mgr. for Stanley Tools. Leanne Cronin is now channel mktg. mgr., and Joni Bellerive, mktg. services supervisor.

Rob Evans is the mgr. of Orchard Supply Hardware's new store in La Crescenta, Ca.

Steve Williams has been promoted to v.p.-mktg. for Master l,ock Co.

Richard C. Newman, Plywood Tropics, Portland, Or., has been elected pres. of IHPA-The International Wood Products Association.

Keith L. Alm has been appointed pres./ ceo of Garden Way, Inc.

Bob Patton is now v.p.-sales for the consumer products div. of The Genie Co.

Kaye Ottick is new to the planning dept. at Mungus-Fungus Forest Products, Climax, Nv., according to llugh Mungus and Freddy Fungus.

Most Prefer Natural Materials

By a five-to-one margin, interior designers say their customers prefer natural materials to man-made materials when decorating their homes, according to a National Wood Flooring Association survey.

Designers rated natural materials as superior to man-made materials in the areas of beauty, prestige, style, maintenance and durability. "Wood and other natural materials are definitely the choices of most people," one designer said.

BIue Lake Forest Products. Arcata, Ca., has added green and rough surfaced redwood products to their output ...

Precision Pine has closed its Snowflake, Az., planer mill, after a temporary restraining order was placed on all logging in the Apache-Sitgreaves Forest ...

Pacific Crown Timber Prodacfs, Plummer, Id., has completed the sale of a lumber mill, remanufacturing plant, timber harvest contract and an option to buy 13,000 acres of timberland to Rayonier, Stamford, Ct.

National Gypsum Co. agreedto pay $125 million to the trust formed to handle asbestos-related claims, making it easier for suitors to prepare bids to buy the gypsum wallboard concern ...

Manville is considering selling its 82Vo stake in Riverwood International Corp., valued at more than $1 billion

Ply-Gem Industries Inc.'s shares fell IlVo a day after pres. and ceo Monte R. Havmon unexpectedly resigned

Georgia-Pacific is donating $30,000 over three years to the Home Builders Institute's Industry-Education Alliance to support the training of skilled carpentry framers

Rogue Valley Hoo-Hoo-Ettes's parade entry won 2nd place at the Medford, Or., Pear Blossom Festival; the American Dreamthemed float featured a home, forest and logging truck ...

First Quarter Earnings: Georgia-Pacific's 1 st quarter earnings more than quadrupled to $232 million, with sales up l87o to $3.48

billion ... Louisiana-Pacific's income fell36Vo to $54.3 million, sales down 27o to $686.8 million

Potlatch Corp. earnings rose from $5.3 million to $23.5 million, sales climbing 8Vo to $394.6 million

Willamette Industries' lst quarter income jumped 2O0Vo to $99 million, sales surging32Vo to $900 million ... Boise Cascade Corp. earned $57 million up from ayear earlier loss of $37.6 million, sales rose 30Vo to $1.22 billion

Manville Corp.'s earnings nearly quadrupled to $29.3 million in lst quarter 1995, sales ising2l%o to $641.6 million National Gypsum Co. lost $8.6 million due to asbestos claim settlements. down from a year-earlier $12 million profit Owens-Corning Fiberglas' earnings increased 837o to $33 million, sales rising 25Vo to $844 million.

FNNE GRANN DOUGLAS FNR

FAX

P.O.

Danger Signs Of Employee Theft

A cash drawer which balances to the penny every day does not necessarily mean all is well. Still, there are signs that employee theft may be occurring, according to Hub Kelsh, such as:

Inventory shrinkage.

. Inventory purchases rise with no corresponding increase in sales.

Desirable merchandise found in unusual areas.

Employees who park cars too close to the building.

Employees who keep their purses or bags at their work I statrons.

-t pervisors walk in.

I Phone bills with unaccounted long distance charges.

Employees who live beyond their means or have sigI nificant personal debts.

Inexplicably low morale.

i . Suspected alcohol or drug use by employees, especialllv at lunch time.

| -

Employees whose off-the-job actions are ethically

] Employees who abruptly stop conversations when suquestionable.

Customers who inslst specific people wait on them.

Salespeople with a much higher-than-average ratio of returns (refunds) to sales.

Policy not requiring counter salespeople to get a supdrvisor's o.k. to void a ticket or account for all copies of a voided document.

Not requiring that all materials leave with a numbercontrolled document.

Not enforcing some of the company's lesser disciplinary rules.

. Not strictly and uniformly enforcing company policy on employee discounts.

' Employee purchase records not reviewed for mis-use, excessive use or non-use.

. Applicants hired on a positive "gut" feeling without being asked hard questions.

. Management that fails to set a good example regarding personal use of company stationery, postage, supplies, long distance charges, company vehicles, etc.

That's How

be a toPnotch lumber yard owner - I'm having trouble getting to sleep."

LBTTDRS

The Merchant Magazine welcomes your letters to the editor. Just FAXyour comments about the magazine or particular articles to 714-852-0231 or mail thern to Editor, The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

WHIR, CLICK, ZZZZ,BUZZ

One of the first calls was answered by a real live person, but they could only put me through to the callee's voice mail, thank you, have a nice day, good-bye, bzzzzzzzz. (see April editorial, p. 6) Having just spent the better part of the last hour in voice mail jail and having suffered telephone torture far beyond any

reasonable limit to cruel and unusual punishment; lest a postmortem not reveal the cause of my untimely demise...

The helpful booklet just said to call l800-WE HELP U (changed to protect me from their further wrath) if something goes wrong with your brand new electronic organizer. But after a long suffering, fruitless trek through "push button # for help with...," finally we arrived at the prompt, "please call l-800-WE HELP U, for further customer assistance." You know it's the same number, but you call back anyway. After all, you probably made a mistake, is your preconditioned inferiority complex response.

After the third, fourth or fifth return to the loop (depending on the depth of your preconditioned inferiority complex response), you slam down the phone with the same righteous, indignant anger invoked when you're cut off on the freeway during rush hour. In a rage, you extract from the local (anywhere within 600 miles) directory a phone number for any corporation with at least three of the same letters in its name as the offendins

one and you call them to extract your pound of revenge. After all, this is the land of the free and the home of the brave.

But they are ready for you. A real person sweetly answers the call and apologizes, "We are so sorry, we have a lot of calls about that line. Please call 1-800WE HELP 2, and at the prompt push 2, and at the prompt push 6, and at the prompt push 2, and at the prompt push 0, and at the prompt push 0, and then ask for Mr. I. Help, got that? Thank you and have a nice day, good-bye." Click,bzzzzzz.

What other choice do you have? Your organizer is still broken. You call. You get a recording: "Sorry we missed you. Please call between 8 a.m. and 4 p.m. Eastem time."

We must be in our final death spiral, having transitioned and left smooth and level flight forever. The pompous, selfserving, madding electronic drivel that has been substituted for customer service has reached its bony hand out to pull us down to the lower regions, from which there will only be heard, weeping and gnashing ofteeth. There are faceless techno-weenie wizards who are taking over from the number-crunching modern business school grads (or maybe that's what bean counters have evolved into) and seem to now control the upper ofhces of marketing, and therefore, our poor, unworthy, miserable lives.

My last call of the day - to obtain some simple account information - started out: "Please enter your l0-digit social security number, followed by..." and left me with "...and someone will call back as soon as it's convenient."

Alas. I fear we are lost.

Dennis Richardson

Oregon-Canadian Forest Products of Califomia

2284 N. Glassell St., Suite #B Orange, Ca.92665

EN ROUTE to a tour of Georgia-Pacific's Fort Bragg, Ca., lumber mill and nursery: (1) Scott Gill,-Faul Moe. (2) Mike Gary, driver'Captain Bob, Leo Giragosian. (3) Eric Giddion, John Farrar, Mark Fanar, Dick Jessup. (4) Edgar Chang, Steve Miller, Jeff LeMaitre, Jason Lau,

Mark Williams.

Tony

Lon Conti, John Hokanson, Pete Caprio, Andrew Romanoff. (6) Donn Zea, Jim Merchant. (7) Kyle Thayer, LuAnn Hitzeman, Doree Freedman, Carl Weissensee. (8) Dan Archer, Max McGuinness, Nick Bach. (9) Leonard Simas,

T,om Boswell, Jelf Mundy, Phillipe Monjauze. Jim Merchant's Mill Val[ev Lumber Co.. Mill Valley, Ca., hosted the lpiit S trip lor builders and architects that also included seminars on engineered wood products and timber supply.

Manufacturers of Quality Glulam Beams since 1977

(5)

Mylett,

NORTHERN California dealers prepare for a day of hearings, legislative appointmenls and intormation on bills that affect them at the State iabitol in Sacramento, Ca., durinq the Lumber Merchants Association's firsi Leoislative Dav. Nearly 30-dealers attended the March 28 getaquainied session. Two w6eks earlier, 10 LMA members joined. over 20d lumber dealers from around the country at the National Lumber & Building Material Dealers Association'i Legislative Leadership Conference in Washington, D.C.

High-Tech 3-D ForestryExhibit

The Temperate Forest Foundation has produced an interactive multimedia exhibit to illustrate the benefits of manased forests.

Themed "The Miracle Resource," the l0 ft. wide by 6 ft. deep modular exhibit has four components: a video module (Super VHS deck, amplifier, speakers, 2'7" monitor), interactive module (computer, speakers, 17" touchsensitive monitor), hands-on module (Mystery Doors), and murals (backdrop, etc.).

The first exhibit, built of oak with a fir light bridge, is being installed at the World Forestry Center, Portland, Or. Additional exhibits can be produced in any kind of wood for about $30,000 each and placed in learning centers, museums, major trade shows and other settings.

"We would like to see industry associations work to get an exhibit into regional settings," said foundation president and ceo Robert Legg. "'Ihey might even elect to purchase one just to keep on the road in their territories' Future videos or software would plug right into the exhibit."

The foundation is attempting to get an exhibit displayed at the Portland International Airpcrt.

CHECKING OUT the new "Miracle Resource" exhibit: (l+) Susan Fitzsimmons, Bill Giugh and Chris Snavely, all of Snavely Forest Products.

There's More To A Deck Than Decking

Lumber may be the biggest ticket item in selling a deck project, but can be a small fraction of the total bill from dealers versed in suggestive selling.

Make sure deck builders have all necessary:

. Materials (deck boards, posts, joists, blocking, framing, beams, railings, treads, stringers, deck screws, carriage or lag bolts, caulk, bagged pre-mixed concrete, furring strips, stakes, water repellent, preservative, stain).

D-f-Y Products Risin ! 5.1o/o

Current sales of home improvement products to consumers hit $87.7 billion last year and are expected to rise 5.l%o annually to $112.5 billion in 1999, according to the Home Improvement Research Institute.

Home improvement products growth will outpace retail sales in general, which are forecast to grow 4.8Vo per year to 1999.

According to an institute survey last year of 5,000 households, nearly 90Vo of the respondents tackled a home

Tools (including 20 oz. carpenter's hammer, 7-l/4" circular saw with combination blade. electric drill with 3/8" bit, aluminum carpenter's square, chalk line, high-sfrength nylon twine, wheelbarrow, caulking gun, shovel, post hole digger, jig saw, cement trowel, line level, 28" carpenter's level, 25'-30' tape measure, nail apron, angle gauge for hex decks, adjustable wrench or socket wrench).

. Accessories (deck lights, benches, planters, lattice, screening/shading fabrics, instructional booklet/video).

improvement project or purchased home improvement products in 1993. About 35Vo reported heavy use (buying 10 or more home improvement products), up from 23Vo in 1987. Painting remains the most popular remodeling project, with light fixture installation among the biggest gainers.

Oregon Funds Training

Oregon has awarded $850,000 to match $800,000 in industry support for a training program for the sec-

ondary wood products industry. Coordinated by the Oregon Advanced Technology Center, Wilsonville, Or., the system uses community colleges to train 23,000 workers for 800 moulding/millwork, cabinet, furniture and specialty products manufacturers in the state.

"This is a top priority project for our industry," said Gevin Brown, chairman of Wood Products Competitiveness Corp. and production coordinator for American Pine Products. Prineville. Or.

OUTDOOR UGHTII{G designed especially tor installation on decks is among the many pdten. tial add-ons to any deck project sales ticket. Devices, such as lhe model pictured above from Intermatic, blend with the wood.

Steady Climb For Pipe Use

U.S. demand for pipe will rise 2.l%o annually through the year 2000, reaching 11.8 billion feet, forecasts

The Freedonia Group.

Construction will remain the leading market (44Eo) due to extensive potable water, drainage, sewer and other uses.

Quickest increases in demand will be for plastic pipe, expanding 2.9V0 per year due to performance and installation .cost advantages over concrete, steel and other materials. Copper pipe will lead in footage demand because of widespread use in potable water and refrigeration tubing.

Cabinets & Countertops Up

Kitchen cabinets and related cabinetwork shipments increased 9.87o annually over the past two decades and should reach $6.8 billion in 1995 for 3Vo of total U.S. building material shipments, reports Specialists in Business Information.

Among U.S. plastic laminated contertop shipments in 1994, residential remodeling and repair purchases accounted for 35.2V0, up from 33Vo in 1987 and l9.6Vo in 1972.

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FfgShl Seneca's goal is to sell lumber the same day of manufacore, and to ship within l'3 days afler an ordu.

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Maintenance-Free Decking

Competitive Construction

Four new construction informational tools have been introduced by F.W. Dodge.

Spec-Fax is a daily service that automatically faxes or mails customers two specification pages from every job mentioning their products.

Dual Program Controller

A six-station, dual-program irrigation controller has been designed by James Hardie Irrigation.

The Lawn Dial features a sevenday calendar with two watering programs and two start times per program. Each station can be programmed to water up to four hours per start time. The dial includes a plastic case, automatic or manual watering options, fused circuit protection and plug-in transformer.

Circle No. 501 on p. 54

Reach Out

An adjustable crane is new from Thern. Inc.

The Model 5l23Ml Davit Crane. which adjusts to 15 different height and reach combinations, includes a zinc and iridescent dichromate-plate hand winch, pivotal handle to rotate the crane 360', 1400-lb. capacity, a

A high-performance composite decking product said to be twice as strong on flat areas as wood decking is new fromZCL Mfg. Canada Inc. Made from glass fiber and a resin matrix similar to fiberglass, E-ZDeck reportedly is easy to install and never needs painting or sanding. It connects to supporting wood joists using retaining clips so no nails or screws are on the deck surface.

Product Newsletter and Metro

Area Edit Newsletter are management summary reports listing jobs where a product or service has been specified. The reports assist users in evaluating sales opportunities and in ordering plans and specs forjobs.

Competitive-Spec Newsletter itemizes multiple brand names or products, enabling users to know who's bidding certain construction jobs.

Circle No. 505 on p. 54

What A High

A trailer-mounted, telescopicdesign aerial lift is new from Eagle Aerial Lift.

Designed for use as a replacement for dimensional lumber on flat deck areas, it comes in 2x4 and 2x6 nominal sizing with lengths up to 40 ft.

A limited lifetime warranty guarantees the product will not be structurally affected by weathering for 15 years and will maintain its appearance for l0 years.

Circle No. 503 on p. 54

Hygienic Coating System

disc brake on the winch for load control, pedestal and socket style bases, and a quick disconnect anchor.

Bases and wire rope assemblies are sold separately.

Circle No. 502 on o. 54

A new surface fiber-reinforced coating system for use on building and remodeling projects with strict hygienic concerns has been introduced by Tefcote Surface Systems. Consisting of a water-based Teflon substance, the non-toxic Tefcote HRX System is designed for use on brick, plaster or metal.

Circle

The Eagle 5-36 features a 26 ft. side reach; 36 ft. working height; heavy-duty, quick adjust outriggers; 8 hp engine; positive bucket leveling; 360' continuous rotation, and high

portability for access to a variety of maintenance tasks. Fully proportional control valves with neutral position interlock allows simultaneous twofunction operation and complete feathering capability.

A 24v electric power option is available.

Circle No. 506 on p. 54

Some Kind Of Software

A new software system which aids businesses in handling everything from inventory to customers is new from Computer Management Systems, Inc.

Designed to handle up to 250 users at one time, Lifeplus includes barcoding, scanners with R/F technology and a portable data collection device.

Keep On Trucking

Two models of lift trucks have been introduced by Yale Materials Handling Corp.

Designed for applications in light manufacturi;rg and general warehousing, the GC-BF 3,000-lb. capacity model is offered with a 1.5 or 2.0 liter engine fueled by gas or LPG. The

The system has a storage capacity of one year or more of continuous input, EDI communication with vendors and the capability to run independent PCs as terminals in the system.

Intelligent Query, a report writer, is also available. It uses a multi-tasking facility called Flip Screen that allows users to access multiple programs using one key.

Circle No. 507 on o. 54

Shower For Two

A twin-head shower system has been introduced by Hydrokinetic Designs Inc.

Shower Sensations features a multi-directional, 2-ft., extendible and adjustable arm with two attached shower heads. The heads have an independent on/off valve.

It is available in polished brass or chrome.

Economical Carpet Cleaner

A rug cleaning applicator designed to reduce cleaning materials costs has been introduced by Racine Industries.

The Host Applicator holds a l4-ll2 lb. box of Host extractor sponges and distributes cleaner evenly over the carpet prior to brushing. It features three application settings for light, moderate or heavy soiling conditions. The unit handle folds down for easy carrying and storage.

Circle No. 509 on p. 54

FanTastic

A high-tech ceiling fan with programmable fan and light functions is new from the Hunter Fan Co.

The Comfort Monitor fan's speed and air flow direction can be programmed to run according to the room temperature and the light can be programmed to turn on and off at preset times. Recommended for rooms up to 400 sq. ft., the five-blade, 52" fan has six fan speeds, six light intensities and a "delay off" function which allows users to exit the room before the lights go off.

Available in the two styles, the fan has reversible switchblades with different finishes on each side.

Circle No. 510 on p. 54

GC-AF 4,000-lb. model has a 2.0 liter engine fueled by gas, LPG or CNG.

The two trucks feature a low noise level of 80 db and an engine that reportedly offers up to 10,000 hours of use.

Circle No. 511 on p, 54

Roll Out The Welcome Mat

A welcome mat is the newest addition to Royal Rubber & Mfg. Co.'s floor mat line.

The Royal Veldura 24"x36" welcome mat features a recycled tire rubber base, and a nylon-flocked surface in various colors. It features a raised design for scraping and deep channels for drainage. The mat has replaceable inserts to convert welcome to other languages.

Circle No. 512 on P. 54

FREE ADDITIONAL INFORMATION

on any product in this section is available by circling the corresponding Reader Serwice number on the form on page 54 andsending the form to The Merchant Magazine, either by FAX 7L4-852-O23L, by mail to 45OO Campus Dr., Ste. 48O, Newport Beach, Ca. 9266O, or just call (714) 852-f 990.

Five-Finger Flame Fireplace

A see-through direct vent gas fueplace that creates a five-fingered flame that fully envelops the rugged six-piece log set is new from Superior Fireplace Co.

The Discovery Series fireplace features a rounded-edge, brick pattern refractory for the appearance of masonry; a clean-face design which allows materials to be brought right up to the top of the canopy; large glass panels; a black canopy and trim, and three optional choices of door trim: a solid polished brass or black top arch door trim or a solid polished brass canopy and tim.

Available in natural gas or propane with either millivolt controls or electronic ignition, multiple 45' and 90' elbows, the hearth has a modulating valve for infinite flame adjustment from 28,000 to 35,000 BTUs and

vents up to 40'vertically and 20' horizontally from either the top or rear of the fireplace. The 160 CFM variablespeed blower lets the user adjust warm-air circulation for optimum comfort.

Circle No. 514 on p. 54

Garage Thieves Beware

An electronic, scanner-proof garage door opener has been introduced by Stanley Door Systems.

Tuscan Tower

A new load-bearing fiberglass column has been introduced by Melton Classics, Inc.

Constructed usine traditional Tuscan proportions, thl DuraClassic Column is available in plain shaft and select fluted sizes.

Circle No. 516 on p. 54

The Stowaway

A wheelbarrow designed to be stored on a wall while not in use is available from Gary Gehiere & Associates.

Extruded from high-impact Pvc, The Barrow Booster can hold up to 88 lbs'

Circle No. 517 on p. 54

Equipped with a two-button fansmitter that locks out the radio signal from the opener to the transmitter, Signal-Block reportedly reduces the incidence of scanners detecting the radio code, thereby curtailing garage theft.

Circle No. 515 on p. 54

Lots Of Rot - Not!

A brush-on wood preservative said to prevent wood rot caused by termites, rot, fungus and decay is new

Hose Fitting Wrench

A new adapter-style wrench that fits securely over hex nuts has been introduced by Stafford Manufacturing Corp.

The Stafford Wrench is a knurled aluminum collar with a hex bore that installs over a hose fitting, eliminating the need for other tools when connect-

lndestructible Push Broom

A reportedly unbreakable push broom has been designed by DQB Industries.

from Green's Products.

Containing copper naphthenate, Copper-Green is designed for use wherever wood meets water or soil, to protect cut wood, and help control warping and swelling.

Available in green or clear, it comes in quart, gallon, 5-gallon and 55-gallon drum sizes.

Circle No. 519 on p, 54

Designed to reduce back strain, the Dura-Flex push broom features a head-to-handle connector that eliminates stripped threads and a built-in handle brace, guaranteed not to break. Its 60"-long thermoplastic handle is made to bend while the 24" polypropylene head is guaranteed not to split, crack, warp or break and is fitted with polypropylene bristles.

It comes in all purpose and heavyduty models, in a 48-piece, self-shipping display and an assembled two and four pack.

Circle No. 520 on 0.54

ing or disconnecting. Designed to provide universal left or right hand operation, it has on/off markings on both sides. It features an easy-to-grip knurled 2-314" O.D., is 3/8" wide, and comes in l/2" , 518 , 3/4 , 7 /8" and I " hex bore sizes. The wrench comes with an anodized red finish and stainless steel socket cap screws.

Circle N0.521 on p. 54

Moulder Aid

An economical, CAS PC-based setting aid that provides a logical way to set up moulders, organize toolrooms and control production is new from Weinig.

Ideal when manufacturing short runs of complex mouldings, the CAS system is said to quickly pay for itself, even with only two or three job changes per day.

Designed for input from various locations on the machine PC from the toolroom or from a PC in adjacent offices, it is fully interlinked so information can be instantly downloaded to the moulder and other terminals.

The system provides a profile drawing on the screen, with instructions and messages to the operator, and the information can be instantly updated or changed.

Circle No. 5220np.54

Totally Tubular

A retrofit tubular skylight that requires no structural changes to the home is new from Skytube Co.

Designed to fit easily between rafters, Skytube captures light using a roof-mounted reflector and directs it to a ceil-

ing-mounted diffuser which disperses the light evenly. single tube can illuminate a 10'x10' interior area and sealed to prevent leaks, bugs, dust or heat loss and gain.

Circle No. 523 on p, 54

FullOf Hot Air

A circulator that reduces costs is new from L.J. Wing. Designed to redirect hot air to the floor, thereby preventing heat lost to the roof and upper walls, Wing High Level Circulators can be equipped with a discharge that provides uniform air distribution.

Mow, Mow, Mow Your Lawn

A 20" push-type reel mower reportedly with the widest cutting width of any reel mower is new from American Lawn Mower Co.

The 34-lb. Scotts Classic mower has a cutting height from 1" to 3", quick-snap height adjusters, and a dual wheel tracking which eliminates drag.

Circle No. 525 on p. 54

Clean Cutter

A lightweight cutting tool that makes flush, clean cuts repeatedly is new from Shim-Pak Industries Inc.

Designed to cut through everything from wood shims to hemp to wiring' Flush Cutter reportedly cuts right to the jamb, miters precise corners and hones clean edges in a single cut.

It features a 2" wide jaw with sidemount configuration compatible with standard or heavy-duty knife blades. It is available with a leather hip holster.

Circle No. 526 on p. 54

Cordless Saw Blade

Reportedly larger than anY trim saw blade on the market, a 5-318" carbide, cordless saw blade is new from DeWalt Industrial Tool Co.

Designed to fit Dewalt's 14.4 volt and 12.0 volt cordless saws, the thin kerf carbide blade is said to cut easily through a 2"x4" and trim material, including moulding and plywood.

The blade's design yields more cuts per battery charge by minimizing battery drain and has 24 tungsten carbide teeth for longer blade life.

Circle No. 527 onp,54

Shoulder Tool Holder

A tool pouch that makes working in close quarters a cinch is new from Flambeau Products Corp.

Featuring a shoulder strap, the Tool Pouch is ideal for washing windows, repairing siding, or performing jobs requiring the use of a ladder. Inside the 9"x7"x11" pouch are two 00600 IDS boxes with dividers that can be moved every 1/16".

Available in black and yellow nylon, it is packed six to a carton.

Circle No. 528 on p. 54

Mark Palettao Ruben Escobedo

Frameless Cabinetry

A new collection of frameless kitchen and bath cabinet styles has been introduced by Homecrest Corp.

Designed to provide more access space with the door open, the Affinity Collection's adjustable shelves allow doors to open 115".

Construction features include 3/4" solid hardwood or high-density fiberboard doors (depending on the style chosen); self-closing, fully concealed, six-way, adjustable hinges; 5/8" thick end panels; 3/4" top and bottom particleboard panels lined with vinyl laminatei 314" thick particleboard cabinet shelves; 3/4" hardwood or 3/4" highdensity particle board drawer fronts; 1/4" thick hardboard drawer bottoms

with vinyl laminate on one side, and 100-lb. capacity drawers which operate on L-shaped guides of epoxy powder-coated steel wrapped l/2" around the drawer bottom for added strength.

Circle No. 529 on o. 54

LUMtsER D@@RS

Winch Way

A line of winches that provides load-moving power with the push of a button or switch is new from DuttqnLainson Co.

Designed to handle load capacities up to 4,500lbs. (dead-weight lift) and rolling load capacities up to 30,000

SISKIYOU FOREST PRODUC

lbs., Strong Arm electric winches feature a power-in, power-out, controlled free load, freewheel and automatic brake; a stainless steel front guard that covers the reel gear and reel side plate, and a polyethylene, ultravioletresistant case.

Circle No. 530 on p. 54

Brass Gleaning Kit

A brass refinishing kit containing everything needed to clean and protect up to 10 standard-size decorative accessories is new from Easy Care Products. Inc.

The Extend-A-Finish kit includes cleaner, protector and a steel wool pad. The cleaner removes tarnish in one step. The protector, which is formulated with UV blockers, is applied after the cleaner.

The kit is enclosed in a clear plastic "clamshell," so it can be displayed in a hanging or stand-alone format.

Circle No. 531 on p. 54

Get A Grip

A unique handled screwdriver is new from Direct Safety Co.

Designed for more comfort and increased torque, the Sandvik Ergo-

nomic screwdriver is available in slotted or Phillips-type, with lengths from 6" to9-3/4.

Circle No. 532 on p. 54

SPRING oolf toumev for the Los Anqeles Hardwood Lumberm-an's Club: (1) Lee Brogg-i, Ted Mueller, ouest sDeaker Tommy Davis (1959'66 Dodgers), Fred Brbcklebank. (2i Frank McLane, Joe Purcell, Jim Hartf, Dan Jones. (3) Jim Jones, Todd Jones, Fred Jones, Brian Reynolds. (4) Joe Canale, Frank

Rhoades, Mike Rhoades, Rob Flora. (5) Tom Maldonado. Rick O'Shea, Bob Denman, Ken Cicchetti. (6) Jav Rupp, Butch Pope, Mike Mackin. (7) Wa[ Mahs, iim Gaither, Alair Bohnhoff, Jefl Porter. (8) Wally Alkinson, Jay Ouinn, Terry Williams, Mark Michie. (9) Jeff Powell, Tom Powell,

Stqinless SteelScrews

Bemie Powell. (10) Randy Lambert, Dick Lambert. Soonsors of lhe Rpril t g ev-ent in Pomona, Ca., were ASAP. Custom'Mills, Fibreboard, Maldonado Associates, Plywood Manufacturing, Reynolds Machinery., Timber Products Co., Tommy Davis Enterprises, and Wolf River Lumber Co.

lll No srrea ki-nst

Furniture o Boat &-a ill o Self-counter sinking

Repair o Piers & #( l:,1 bugle or trim heads

Docks o Window .Dt( n I o Square drive recess

Boxes & Planters W llL eliminates driver bit

o Lattice Wfr 9?-.:oul r."Beaver

Lenolhs: M T* Bite" point for quick

For additional dan and dealer intormation: ,6-^q swein secure

western Hardwood Groupos 40th Annual

The Western Hardwood Association celebrated its fourth decade in style, assembling in Maui, Hi., for its 40th annual meeting.

During the March l1-15 meeting, the group decided to hire a full-time staffer to work with private, nonindustrial landowners in Oregon, Washington and Northern California to promote its "harvest and plant" plan.

Guy Hall, Cal-Oak Lumber Co., Oroville, Ca., was named Man of the Year, recognizing his two terms on the board and his efforts towards bringing the underutilized hardwoods of Southern Oregon and Northern California to the marketplace.

Elected to three-year terms on the board of directors: Art Gardener. Down River Forest Products, Woodland, Wa.; John Gottwald, Inland Wood Specialties, Spokane, Wa., and Don Allen, GoodyearNelson Hardwood Lumber Co., Sedro Woolley, Wa.

Halfway through their two-year terms are pres. Jerry Haney, Whittier Wood Products, Eugene, Or.; v.p. Jim Harrison, Diamond Wood Products. Eugene, and treas. Jerry Nizich, Tumac Lumber Co., Portland, Or.

HARDWOOD HONCHOS: (1) Sonnv Powell. Jerry Haney, Bill Nelson. (2) Christelie GrittetAubert, Bruce & Guy Hall. (3) Ed Slattery, Heinz Hohendorf, Dave Mc0uilam. (4) Bill Nelson,J{orm Murray. (5) Bill Gray, Mike Grimes, Roger Pride. ie; Wanen Monis, John Gottwald. (7) Jim Harrison, Aileen Hiramatsu. (8)Art Gardener, Cliff Chulos, Rod Remington

lf you enioy tolking lumber with people who know how it's produced, where il's produced, ond who produces il, coll us. We hove over 150 yectrsr €xperience ol your disposql.

Douglas fir, pine,green & dry hemlock,

fir, plywood, selects & shop lumber

OtsITUARIBS

Victor "Vic" Stanley Roth, 83, founder of Triangle Lumber Co., Oakland, Ca., died March 31, 1995, in Oakland.

Born in Vancouver, B.C., Canada, he founded Triangle in 1946, moving to Kensington (Berkeley), Ca., in 1962. He retired in 1984.

A member since 1952, he served as president of the Oakland Hoo-Hoo Club for one year. He was also active in the Forest Products Research Society, serving as membership chairman for several years.

Norton Ctapp, 89, former President and chairman of the board of Weyerhaeuser Co., Tacoma, Wa', died in his sleep Aprrl 22, 1995, in Seattle, Wa.

Mr. Clapp, whose grandfather was a principal founder of Weyerhaeuser, joined the company as corporate secretary in 1938, serving as president from 1960 to 1966. He served as chairman of the board from 1957 to 1960 and again from 1966to 1976.

Mr. Clapp also helped back the construction of the Space Needle, a Seattle landmark built for the 1962

World's Fair.

Estimated by Forbes magazine to be worth $450 million, he was a visible backer of his stepson, Democrat Booth Gardner, govemor of Washington from 1985 to 1993.

Edward C. Nave, 72, retired lumberman, died April 10, 1995, in Medford, Or.

Born in Crete, Ne., he served in the Army Air Corps during WWII. In 1949, he joined Medford CorP., Medford, Or., as sales manager, leaving in 1969 to become vice presidentsales for Commander Industries, Red Bluff, Ca. In 1981, he came out of retirement to rejoin Medford Corp. as sales manager, until the division was closed.

He was a director of the North American Wholesale Lumber Association and a member of Hoo-Hoo International. He also served on various Western Wood Product Association committees.

George C. Jacobsen, 81, owner of Lloyd Lumber Co., Nampa, Id., died March 23,1995, in Narnpa.

He joined Lloyd Lumber in 1931 unloading coal cars in exchange for coal to heat his family's home during the Great Depression. He worked his way up to bookkeeper and in 1969, a year after Windsor Lloyd died, he

funber Tog Speciolties Co.

Lumber Tag Specialties has over 20 years experience in the lumber industry, and a combined 50 years experience in the tag, label and film printing induslries. We provide a complete line of solutions for demanding tag and label applications. From printers and ribbons to high strength mission - critical tag and label stock, Lumber Tag Specialties can provide the right solution for all your labeling needs. Lumber Thg Specialties, 12330 lfuigge Cemetery Rd. Suite G, Cypress, 'IiX. 77429 Toll free (800)770-0984 (7 I 3)469-3838-Fax(7 1 3)469-4041.

purchased the company from Lloyd's daughters.

Mr. Jacobsen was a past director of the Western Building Material Dealers Association and past president of the Northwest Regional Coal Association.

Western Cedar Buyer Study

Western Red Cedar Lumber Association is sponsoring a three-part marketing program for cedar siding and decking products in the westem U.S.

The first phase of the l8-month program will survey consumer preferences, attitudes and other factors that influence building material purchasing decisions. The study will also cover product presentation and packaging, and WRCLA mills anticipate some fine tuning of their product range to result.

"This new marketing program is aimed at listening and responding to the marketplace so we can make sure our products are meeting customers' needs and expectations," said WRCLA executive director Ken McClelland. "Prefinished cedar products and WRCLA labeling are two areas that will receive intensive studv."

Moulding Magic

An 8-p. brochure on Duraflex flexible moulding is free from Resinart East Inc., 180 Glen Bridge Rd., Arden, N.C. 28704; (707) 687-02rs.

Fabulous Flooring

Brochures describing the Bravo and Accents lines of sheet vinyl flooring are free from Colmar Industries, lnc.,245 Butler Ave., Lancaster. Pa. 17601.

of any New Literature items by contacting each company directly. Please mention you saw it in

Building Products Catalog

An updated 189-p. building products catalog of decorative panels, insulation and other products is free from GeorgiaPacific Corp., 133 Peachtree Sr. N.E., Atlanta, Ga. 30303; (404) 652-4746.

Treating Standards

The 343-p. pressure treated wood Book of Standards is 942 (932 for AWpA members) from American Wood preservers' Association, Box 286, Woodstock, Md. 21163; (410) 465-3169.

Six Inexpensive Sales Tips

The 52-p. "6 More Ways to Create Measurable Sales Increases for Less than $100," is free from Dismar Corp., 4415 Marlton Pike, Pennsauken, N.J. 08109: (800) 347-627r.

Wood Panel Building Tips

Four builder tips leaflets dealing with the uses of structural wood panels are available for a minimum order of $2 for 20 from APA, Box 11700, Tacoma, Wa., 98411; (206) 565-6600.

Practice Restraint Kit

An Operator Restraint Retrofit kit is free to users of unequipped Caterpillar and Towmotor lift trucks manufactured after 1970 from Caterpillar Industrial Inc., 18021 Sheldon Rd., Cleveland, Oh. 44130; (216) 357-2374.

Hardwood Buyer's Guide

A 89-p. guide and directory detailing 158 sawmills and 48 concentration yards is free from Hardwood Manufacturers Association, 400 Penn Center Blvd., Suite 530, Pittsburgh, Pa. 15235; (412) 8290770.

Boltless Pallet Rack

An 8-p. brochure on the SK2000 Series Boltless Pallet Rack is free from Steel King Industries, [nc.,2700 Chamber St., Stevens Point, Wi. 54481; (800) 5533096.

Human Resources Handbook

A 272-p. people management and recruiting handbook is $59.95 plus $5.25 shipping from National Association of Wholesaler-Distributors, 1725 K St.. N.W., Washington, D.C. 20006: (202) 872-0885.

Energy Control Catalog

A 36-p. catalog on Intermatic energy control products is free from Intermatic Inc., Intermatic Plaza, Spring Grove, Il. 60081;(312) 372-7W0.

Helpful Construction Aids

A 12-p. brochure describing construction materials for repair and restoration, historic preservation, and exterior wall systems is free from Conproco Corp., Box 16477, Hooksett, N.H. 03106; (800) 2583500.

Stylish Moulding

A 4-p. brochure detailing elaborate moulding combinations is available from Georgia-Pacific, 133 Peachtree St. N.E., Atlanta, Ga. 30303; (8O0) 284-5347.

Elliptical Gased Openings

A 6-p. brochure on elliptical cased openings is available from Wood Products Inc., Arches Division, 612 W. Hargett St., Raleigh, N.C. 27603; (800) 999-5792.

Nailers And Staplers File

A 36-p. catalog on nailers and staplers is free from Duo-Fast Corp., 3702 River Rd., Franklin Park, Il 60131; (800) 7525207.

Reach The Summit

A 26-p. custom hardwood and softwood door catalog is free from Summit Woodworking, 13663 S. Holcomb Blvd., Oregon City, Or. 97045; (800) 727-j978.

Primed Louver Brochure

Information on Webb primed louvers is free from C.W. Ohio, Inc., 1209 Maple Ave., Conneaut, Oh. 44030-2120; (216) 593-5800.

Do-lt-Yourself Marketin g

"The Instant Marketing Plan," a book about creating a successful marketing plan, is $15.95 from Puma Publishing, 1670 Coral Dr., Suite 31, Santa Maria, Ca. 93454; (800) 255-5730.

Wood Wonders

A brochure explaining how builders, architects and designers can capitalize on wood's nafural variations is free from the Hardwood Council, Box 525, Oakmont, Pa. 15

Pine Project Power

A 16-p. booklet providing dozens of projects using southem pine lumber is free from Southern Pine Council, Box 641700, Kenner, La.70064; (5C4) 443-4464.

Suggestions On Insulation

"Energy Saved Is Energy Eamed," an insulating tips brochure, is free from North American Insulation Manufacturers Association, 44 Canal Center Plaza. Ste. 310, Alexandria, Va. 22314; (703) 6840084.

Turned Wood and Doors

A door and turned wood products catalog is free from Jeld Wen, 2020 Southwest Fourth Ave., Suite 900, portland, Or. 97201; (800) 877-9482.

CLASSIFNED

ESTABLISHED specialty wholesaler has positions available for experienced lumber, plywood or specialty products salespersons. Onsite reload/distribution facilities are located in prime geographic area. Send resume to Cedarwood Products, P.O. Box 7157, Eugene, Or.97401.

WHOLESALE LUMBER TRADER: Well established Northern Califomia wholesale distribution yard looking for experienced lumber and plywood trader. Salary plus commission and benefits. Send resume to: P.O. Box 19. Camposeco, Ca. 95226-9998.

ATTENTION Lumber Traders. Northwest Forest Products is a new, well-financed company in the greater Portland, Or., area. This is your opportunity to get in on the beginning of a new venture. We will keep your inquiries confidential. Please call Dave Miller at (503) 6926483.

Twenty-five (25) words for $21. Each addirional word 70C. Phone number counts as one word. Address counrs as six words. Headlines and cenrered copy ea. line: 36. Box numbers and spccial borders: J6 ea. Col. inch rate: f45 camera ready. $55 ifwe set the typ€. Names ofadvertisers using a box number cannot bc released- Address replies ro box number shown in ad in care of Thc Mcrchent M4ezlnc, l5lXl Crmpus Dr., Sulte lt0, Nerporr Bctch. Cr. 92660. Make chccks payable to Th. Mcrchent Mr3tzlnc. Mail copy to above address or call (714) 852-1 990. Deadline for copy is thc 22nd of lhe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WANTED:

CEDAR SAWMILL SALES

REPRESENTATIVE. Interested in joining the #l cedar fencing production/marketing team? We're looking for the right individual to assist in expanding our market for our growing production of premium quality western red and incense cedar fencing, and other cedar products in California. We are a 75-year-old Oregonbased forest products company with sawmill production in Washington, Oregon and California. Candidates for this salaried position must be team-oriented and highly qualified in terms of market knowledge and communication and selling skills. A minimum of l0 years successful cedar or other lumber-related specialty product sales, in California, and freedom to travel extensively is mandatory. Excellent fringe benefits include health and 401-K.

Send resume to: Caffall Bros. Forest Products, Inc., Attn: Vice President-Lumber Sales, P.O. Box 725, Wilsonville, Or. 97070. Our employees know of this ad.

z

PLYWOOD SALESPERSON IVANTED:

Landmark Forest Products is looking for experienced plywood saleSpersons. Be a part of our growing San Bemardino, Ca., company. Excellent compensation and benefits plan. Five warehouse locations in 3 states - All rail lines. Lance Duke, (909) 888-6747; FAX 909-8855778.

DDilELINE LTJMBER COMPAIIY

In business since 1913, has openings forexperienced commission lumber and plywood sales in Orange County, L.A., Anaheim, Dana Point, Riverside, Pomona. Ca. Send resume to 2740 Tidelands Ave., National City, Ca. 91950 or FArXto 619-477-6591.

OUTSIDE SALES: Growing Southern Califomia lumber distributor has two openings for outside salespersons in our commercial sales division. So. Ca. and Las Vegas, Nv./Phoenix, Az., territories available. Excellent opportunity for a self-starter. Compensation commensurate with experience. Reply to Box 653, c/o The Merchant Magazine.

SPECIALTY BROKER: Expanding, established Southem Oregon old line lumber whotesale company has immediate opening for an independent specialty wood products commission broker with strong clientele base. Superior financial split; professional office support; great place to live. Neeley-Nelson Lumber Company. Phone (503) 773-7368 or (800) 5475988.

LUMBER TRADER WANTED: Landmark Forest Products is looking for an experienced lumber trader for our lumber sales dept. Be a part of our growing San Bernardino, Ca., company. Excellent compensation and benefits plan. Five warehouse locations in 3 states - All rail lines. Lance Duke, (909) 888-67a7; FAX 909-885-5778.

MESA FOREST PRODUCTS is looking for one experienced lumber/plywood trader in our Costa Mesa, Ca., office and one experienced trader in our Bend, Or.. office. Excellent compensation package for the right individual. Please send resume to Mesa Forest Products, P.O. Box 401l, Costa Mesa, Ca.92628.

BUSINESS FOR SALE: Custom lumber milling/prc-stain facility for sale. Prime Northern California-Sacramento foothill location. Price includes 6+ acres land, buildings, equipment and inventory. Seller financing available.

$1,415,000. Bruening Associates Red Estate, (9 16) 546-5 16 I ; F AX 916-546-5474.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DF floor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm

F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

FOUR STEEL BUILDINGS. New, never erected! Factory special! Commercial, agriculrural. residential. Call Peter. (714) 6'75-6263.

RAILROAD TIES. Top quality. $6.50 each by truckload (F.O.B. Victorville or Redlands, Ca.). Contact Jim Sellmeyer or Ed Stein, H&E Home Centers, (619) 241-'7540.

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca LOCAL LUMBER haultng Southem California roller bed truck and trailers and bobtails radio dispatched. Rail car

at our spur in Long Beach, Ca. 3-C

(310) 4220426.

- SOUTHERN CALIFORNIA

Baxter & Co., J.H....

gerkot Manufacludng C0...............................

Canoll Mouldino Co

GREATER SAN FRANCISCO BAY AREA

Lano Stantm Vance

Baxter & Co., J.H.....

Beaver Lumber Co.

Mac8sah Hardwood (B€rfi€l6v) Miceiiit' Hiiddod tsilil#dsdi::::::::::

Crown Planing Mill..

FibreForm Wood Pr00u4s..........................,.

tOS A]{GELES AREA 0atalin€ DMK Pacifi c Corp. (Fremont)

Califomia Lumber Inso€clion SeMc€........

Califomia Redvood Association................

Chsmonito Council

Fountain Lumber Co., Ed..............................

Frommt Forsst

Gemini For€st Products.................................

Georgia-Pacific Corp. (lnduslry)...................

Georgia-Pacific Corp. (San Femando)......... Harf|co....................

Hirren Mitii Fooucrs, ft. iagoo) srl:iii6t

Huff Lumber Co..................(800) 347-HUFF

lnland Timber Co....

Lans Stanton Vancs

MacB€ath Hardwood...............

Nickorson Lumber & Pvwood........................

OrePac Millworfi Produbts..............................

Penborthy Lumbsr C0..........(800) 229-2580

Precision Mill & Lumber Co. (2131 849-e29

Product Sales Co.

San Antonio Rigid-Pols Conslruction C,o. ...

Saroran Lumber Co uaroyan LumDer u0

Southwest Plvwood/l-umber (213) 636-9891

Toal 1umberC0..........................-................

Wey€rhaeuser (Long Beach) ........................

Weyefi aouser (Santa Clarita).......................

OBANGE,

lndustrial Forest Products ..............................(71

Inland Timber Co..............

Intemational Forssl Products .........................(909) 627-7301

KelleherCorp. ................(909) 36tr1880

Landmark Forest Produch...............,.............(909) 888-6747

Lane Stanton Vancs Lumber Co. ...................(9091 386-7040

Louisiana-Pacific Distritution Center.............(909) 628-2825

Mesa Forest Products..........(800) 41G6372 (714\ 241-7W1

Oreoon-Canadian Forest Products ................0141 637-2121

Hodzon Forest Producb......................

Kalleher Corp. (Nwato).........,....,.......

keiieiiei corF. isin iiraeii:::.:::::::::::..::..:::

NORTHERN & CENTRAL CAL!FoRN|A_

ARCATA / EUREKA/ FORTUNA

Arcata Redvood Co

Bracut Intemalional.

Bdtt Lumber Co. ......

Louisiana-Pacitic CorD. Miller Redwood C,0........................................

Redwood Forest Products............

Redwood Inspection Service.............. nem a Wrrghllni.

M&M Buildens

Pacific MDF Producls Pacific Souhoast Forsst Products..... i'Gltiuitdind-irod-ii;.:.:.--:.-...:.:::::::::::::::.

Fred C. .....................,...(704 961-6377

In Wood (Visalia)....(8m) rc4-8368

Warehous€

lntemational Forsst Products

Forest Products ......................

Enterodses.-........................:::::::::::

aeuser C0................(800) 292-070{ White Brothers........

(Red Bluff)......................

Orepac Millwoft Products..............................1g0s1 622.404s

Pacilic Hardwood Co......................................(714) 828-7900

PacilicLumberco.. .......(714) 367-1643

PanLumb€ro0...... .......(909) 627-0953

Product Sales C0.................(800) 660-8680 (714) 998-8680

Reel Lumber Service (OC) ..(800) 675-7335 (71 4) 632-1 988

Reel Lumber Seryice (Riverside) .............;.....(909) 781{564

Regal Custom Millwork........1ztil zze-tozs (zta! osz-zaaa

Resinan Corp. .......(800) 258-8820

R.E. Trucking.......................(800) 222-8782 (909) 92$5871

San Anlonio Rigid-Pole C,onstruction Co. ......(7141' 5297750

south Bay Forest Products c0.......................(714) 637-5350

Taylor Lumber Services .................................(909) 78$2094

Treated Forsst Products.................................(71 4) 5495840

Web€r Plywood & Lumb6r...(8m) fi2-7300 (714) 2591100

Weinig, Micha€|...... .......(909) 465-1385

Weyerhaeuser (Anaheim) ..............................(7 1 q n2-5880

Trinitv Rivsr Lumb€r Co. NEVADA RENO / CARSOII CTTY AREA Capilol Plywood...... .......(702) 32S4494 Pacific Millwork....... .......(702) 35t7'00 Weyerhaeuseroo. ........(800) 521-1374

Siskiyou Forest Products ....(800) 374-0210 SACRAIIEIITO / STOCKTOil AREA Berdex Intsmational.............(800) 627.5319 (916) 921.9866 Builders Pro-Stain, Inc............-..-.-...............(800) 26ffi 1 30 BMD .......(20s) 74$3m1 Bowman Lumbsr Sa|es..................................(91 6) 873{243 Califomia Builders Supply......-......................(800) 288-8766 SOUTHWEST NEW lilEXlCO ARIZONA PHOENIXAREA ALBUOUEROUE SAN DIEGO AREA C.J. Wholesale Redwood Lumbsr Co. ...........(6191 741-5881 Lans Slantm Vance ......(619) 442-0821 Manin Brothers Wholesale Lumb€r Co. .........(619) 561-5151 Or€Pac Millwoil Poducts..............................(61 9) 59G5800 Weysriraeuserco. ........(800) A{7-7762

pacific Fofesr prcdr* ......11-.-tl.l Wsndling-Nathan..... Weyerhaoussr Co................(800) 62-21 30 Whit6 Brothsls........ Hicksbn Coo........................:............. xiliitr-rii c6r6. .....,...::::::::::::::::.::.:::::::..::..:::. Kincaid Hardwood Company........................ Mouldings & Millwort, Inc........--.--..,..-...., 0r€Pac Euilding Products............................. Califomia Lumber Insp€ction SeMce.............(7141 962-9994 Cal State For€st Products....(714) 282-2899 (800) 9592737 Georgia-Pacific Corp Kefle[€r Lumb€r Cd. ..........................:::::::::: Martin Forest Products ........(800) 675-2501 Capital Lumber Cr. Gsoda-Pacilic Cop Goeit's Metal Producls ......................... 52 TrreMnncHlNrMAGAzINE Mev 1995

Co.. 2N-8?25 93$1413 964t451 5245255 2524961 n8-2&3 272-2313 96r-0833 2693tf1

Pdmesource lnc......

PACIFIC NORTHWEST

BINreRS'GUNDE

ROCKY MOUNTAINS

WASHINGTON SEATTLE / TACOMA AREA

Georgia-PacificCorp ......(206) 48$0400

Goldi-ng Sullivan Lumber Sales (Sequim).......(eo0) 0et -zl+l Hardel Mutual Plywood .(800) 562{344

Kelleher0orp..........

Lurftrer Products.....

457'4421

735-5780 K Plv. Inc.................

251-5151

McFadand Cascade. .....(800) 42e8430

orePac Buildino Pr0ducts..............................(800) 767-3719

PGL Buildino Pioducts (Aubum)....................(zo0)

ln business since 1955, HooverTreated Wood Products, Inc., isthe premierfull-line pressure tleater in North America. In addition, Hooverb firc rctadant formulations are licensed to a select group of licensee treating plants.

Hoover has had the same American ownership since 198if and the same executive team for over 20 years. Stability and expedence assurcthe indust{s most effective prcducts and support.

EAX to 714-852-0231

or

The Merchant Magazine - May 1995

Bracut Internotlonal t1561,.....-............-.,.-.-.......50

Brltt Lumbcr [154] ....-...-.-........49

Capital Lumbcr Co. [103] --------.....,..................3

3-C Trucking [59] ......................54

Chemco [127j...... ....,....,.,..,.........30

Chemonite Council tf f 01....................,.....-...-.....-.17

Cosstal Lumbcr Co [lto] --------.....,..........,..,...41

Cofville Indian Precision Pine Co. 11421..,...-........4

Computer Systems Dynamics [161]............Cover IV

Contact International [160]........--.............Cover III

Danoir Inc. [134] ..,....,................35

Datallne Corp, t1011...................,..-................Cover I

Dimcnslons [114] ..,......................21

Distribution Management Systems [1091.,.............13

El & El Wood Products Corp. tf411....,.....,,......,....41

Evergreen Lumber & Molding [1lq..................-.23

Expo Preview t157j ......-------...................,..,.......51

Foniana Wholesole Lumbcr, Inc. [130],................32

Friesen Lumber Co. [124] .,...........,.......,................2t

Gemini Forest Producrs [150]..................-.............46

Gemini Sysiems Software [1O7j ...................,............8

Haase Industries (Magnetic Broom) [1431.,.,,..,.....42

Hampton Lumber Sales Co...,..,..,..,,.,,,....,,...,...,.....25

Hardie Building Products, James [10t...................5

Herbert Lumber Co. [12O ...,.,..,,.,,..,..,..,...,...........30

Hoover Treated Wood Products [15t].-........-...-.53

Huff Lumber Co. t1361............----.,..,.,,........,......36

Idaho Cedar Sales ,..........6

Inland Timber Co. t1531..........,,.....,,.,,.....,,.............49

Keller Lumber Co. [129] .......................-........-.....32

King & Co, (ThernoTile) [1,1t]...........,.,...-...-...-.45

Landmark Forest Products [139],...,....,.........,.......40

Lumber Tag Specialties Co [151] ..........,...............{l

MacBeath Hardwood Co. [13E] ........,...........,....,.-37

Maks Wood Products Co. [52]...-.......-...-...........47

Mallco Lumber & Bldg. Materials [1461.........-.,..44

Martin Forest Products [120] ...,...,.....,..,........-......26

Notlonal Building Products Expo [13U................33

Parr Lumber Co. 11221..,.......................,.,..............27

Penofin-Performance Coatings Inc tl121.............20

News or Comments? We welcome your ideas about particular articles, the magazine, or news of your company (promotions, new hires, expansions, acquisitions, etc.):

Senece Sawmill Inc. [137

Siskiyou Forest Pmducts I134.......................................37

Snrvely Forest Products

Stimson Trading Co.

Stockton Wholeialc

Swan Secure [149]

lucts [14fl .....,.......,,,...............44 ucts [123] ..........................-...2t tr0q .............-............. -..........7 t1211 .-....................................27

Tamlyn & Song Inc, R.H. tl131............................20

Taylor Lumber Servlces [12E] ..............-...............31

Thunderbolt \ilood Treating Co. [1451.....-...-...-.43

Waldron Forest Productg Inc. u32l------.......,.3d

Wood Fiber Products [11fl .....................................23

PHITI PPI]IE MAHOGAT{Y

RADIUS EDGE DECKING FEATURESi BENEFITS

. SOURCED FROM WELI-MAITAGED PERMAI{ENT FORESTS

. I{ATURAL & NOI{-TOXIC-Does not require pressure treating.

o LOtlG TENGTHS-Maximum 10% 6' and 7' developing, balance 8 - 20'.

r EXCELLET{T STREI{GTH T0 WEIGHT RATIOUse 5/4 vs. 8/4 in other species.

o RUGGED PR0DUCT-More durable than softwoods in transit and on the iob site.

Io LEGENDARY DURABILITY-Resistant to rot, decay, insect attack and splitting; "The boat builder's woodl'

o EXGELLEilT PAlllT & STAII{ HOLDING CHARAGTERISTICS.

o WEATHERS WELL-Properly sealed lumber remains smooth; no raised grain; Raw lumber ages to lustrous silver color.

o G0l{TAll{S 1{0 S0IUBLE TANII|NS THAT CAUSE ELACK STAlll

o C0l{STA1{T SUPPLY- Stateside inventories.

'Refer to "Reliance" brochure

lhroughout the West. l'he Suitch Is On... and on and on. \lore of the W' st's leading home centers ancl contract()r lumbcnarcls than erer are making the su'itch to CSD.

These businesscs. both iar-ge and small. are lcarning that the CSD svstcnr. runnins on thc pow erful fanrilr o1' IB;\'1 RS/6(XX) servers. ntcet\ their needs better... allor.i ins thr'nt to incrcase prof it rlargins. rcclLrce inrcntor\,. ltttl he tter' \r'I\ c thcir ur.l :tonicl'\.

\rrtl the CSD 'i:tcrn i. casicr to use and more llcrihle thi.ul i.rn\ r'()nlpetrtirc \\stcnr. .\htrt e rrll.

C.S/) (i//?'.\... CSD Pnrfessronals bccorlc Iiil't r)l ) irLll' tclrlll. iillrl iu'c light thcre rrr the tlcnchcs u itlr ),rtt ti llettct et' ),,lt nced help.

Isn't it tirne 1'or-r l'ound oLrt whv. ll'ith orer 8(X) installations nationuidc. CSD continues to -9rou uhilc our conrpetitors kccp fallrng behind'l

Call us todal toll-free at l-800-777-lCSD.