Merchant Magazine - May 1997

The Best Ensineered Wood Svstems Start with the Anthony Power'Beam'

nrilh newdesignvalues 3000 Fb 2.0 M0E-200 t,

The new, high strength Power Beam@ from Anthony Forest Products is a happy partner in a successful engineered wood system with LVL, I-Joists and Parallam@. Now, you have a choice for a fullwidth beam that replaces PSL or multiple ply LVL, plus'

. Lower installed cost

o Drop-in replacement

o Anthony Woodworks software

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. Lighter weight than LVL or PSL

. I-Joist depths

. One piece construction

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What uorks on the Web

Deterrnining what to include, exclud,e on your Internet site

Systematie servic e approach

Better use information systems

Timber c ertifi.c ation today

Will consufiLers pay more for t hird p arty - app rou ed product s ?

Added aalue in store for rad.iata pine

Push is on in New Zealand to add ualue to pine exports

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DAVID CUTLER editor-publisher

The continuing quota controversy

The idea of a quota on Canadian lumber entering the United States was controversial from the start. The intervening years have made it no less so,

In 1982. the Coalition for Fair Lumber Imports, a group composed of U.S. lumber producers, made the first of three tries to have a tariff imposed on wood from Canada. They contended the Canadian government unfairly subsidized its lumber industry, putting our producers at a disadvantage,

Following the quota's implementation last year, there was confusion, price volatility and bad feelings all around. While the Coalition contends the quota is a reasonable solution to the import situation, some of its lumber customers violently disagree. Many feel the quota is a sham to artifi cially raise lumber prices for the sole benefit of the producers.

Carl Tindell, chairman of the National Lumber and Building Material Dealers Association, says, "It is time to rally our customers and colleagues to send the message that we cannot and will no

longer tolerate intervention in the lumber trade to benefit only a handful of U.S. producers. We've come to the point where enough is enough. The power to change the market and affect millions of people can no longer rest in the hands of so few."

To this end. NLBMDA and the National Association of Home Builders recently formed The Alliance for Affordable American Homes, which has been active in lobbying support in Congress and demanding President Clinton repeal or revise the quota agreement.

The Western Wood Products Association disputes that the quota is the sole villain for price hikes. WWPA president Robert H. Hunt points out record Canadian lumber imports in 1996 and that only a very small volume carried the duty. Additionally, Hunt notes that due to environmental restrictions western mill production is off 3070 when demand is high.

At a time when this business faces unprecedented challenges, it's sad indeed that so much time and money is being devoted to an internal battle. rather than the business at hand.

Seruing building products retailers and wholesale distributors in 13 Westem states - since 1922

white fir, plywood, selects & shop lumber

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lf you enioy lolking lumber wilh people who know how ifs produced, whele it's produced, ond who Produces il, cqll us. We hove over 175 yeors'experience ol your disposol.

Leading the Way in Serviceo Quality and Valu e, Again !

JUSt In Tim€ service from our fully trained and industry-experienced sales team ensures delivery of High Quality building materials from our nine (9) distribution warehouses. Our combination of personal service and excellent value products and pricing make us the preferred choice.

PfiVate LOgO products give you the ability to promote your company and even your customer's company by providing them with high quality products and free advertising, ensuring repeat sales over and over.

S p eCialty/C Ommodity PrOduCtS Maxi-plank Fiber cement Sidings, Cladwood MDO Sidings & Trim, Tuftex PVC Building Panels, Barricade & R-Wrap Housewrap, Thermo-Ply Sheathings, Fire Retardant Plywood and Lumber, Pressure Treated Plywood and Lumber, Pine Boards, OSB, Plywood, Multi-Tex Stucco, Vinyl Sidings, Decking, Hardwood Plywood and Lumber, and Structural I Panels are a few of the products in our local inventories.

EXpOft SalgS direct from our mill suppliers or through our distribution warehouses in the U.S. to points all over the world. Our Web site is www.landmark-products.com.

EIOR YEARS' retail lumber dealers .l-' have been sponsoring educational deck clinics for homeowners. These how-to demonstrations are still effective communications tools, but more of today's deck promotions are likely to include computer presentations that provide customers with three-dimensional views of how alternative deck designs will look on their homes.

Computer-generated designs can help retailers reach two or three times more potential customers because they provide personalized, customdesigned, professional-looking renderings of deck alternatives along with complete material take-offs and pricing. It's much more effective than the old method of scratching out rough deck designs on a tablet, one at a time. It also accelerates the decision process, because many homeowners decide to proceed with a deck immediately after seeing it visualized on the computer screen. They like the simplicity of the system, which also shows construction stages step by step.

This new technology means that presentations can continue during the off season, long after clinics have been "retired" for the winter. Several computer software suppliers offer

Story at a Glance

3-D software programs add new dimension to deck clinics ... computer presentations can be held year-round.

CAD design packages to dealers for deck presentations.

Payless Cashways' Southern Region has generated strong deck sales by focusing on individual customers using computer presentations and targeted advertising. The company also continues to sponsor deck clinics on a store-by-store basis. According to regional lumber merchandising manager Dave Nichols, the clinics generate a good response and help Payless Cashways build customer loyalty. The clinics help make homeowners "more comfortable" with building a deck, Nichols says.

Some retailers draw crowds up to 100 people for deck clinics, yet Payless believes that communications are more effective with a smaller group. Larger crowds sometimes

Computers perk up deck clinics

inhibit attendees from asking questions, according to Nichols.

The chain is also reaching more potential deck customers with the CAD programs. "People just like to look at pictures," he says. The new software packages help homeowners visualize completed deck projects more effectively because they can see creative designs on color monitors. Those who purchase materials from Payless Cashways receive a copy of their deck rendering with a complete materials list.

Payless Cashways calls their computer deck system "Design Works." Because the new program presents a more personalized approach to deck sales, the company has noted a strong increase in sales of oressure treated and

southern pine lumber.

The company focuses its advertising more directly on the end product, rather than the material itself. Nichols says advertising a package of deck materials with a price of $565 for a l0xl2 deck is much more effective than advertising the price of individual 2x6 deck boards.

Other methods are used to promote treated southern pine to contractor customers. One series of presentations to builders highlighted current SPIB grading rules and explained the new No. 2 Prime Dimension grade, which is practically free of wane. Builders are invited to seminars and pizza parties at Payless stores. Other events for builders have included tours of nearby treating plants.

ftesh through several seasons.

A S MY company's customers conlA.tinue to become more global. we have added a new dimension to our traditional marketing tools-a home page on the Internet's World Wide Web.

The Internet is the fastest growing computer network in the world, with roughly 50,000 computer networks that include more than 5 million computers. There are an estimated 40 million users in 160 countries. Moreover, the Internet is growing so fast that some sources estimate that

Story at a Glance

What you should include on your Web site ... common traps to avoid.

more than a billion people will be using it by the end of the decade.

There are a number of reasons for the Internet's explosive growth, but two key factors for the expansion are the creation of inexpensive, easy-touse point-and-click software, and the continuing increases in data transmission speeds.

Considering the breadth of information and its powerful communication capability, it has been suggested that you think of the Internet as a post office, a shopping mall, a museum, a library, a school, a travel agency, an electronic arcade, a stock brokerase

house, a bulletin board, a conferencing center, and a customer support center. all rolled into one.

Nearly three years ago, we first took a look at the Internet.

(--hoosing the World Wide Web

In focus group studies addressing our traditional communications, our customers told us that three factors were most important to them: they wanted accurate information; they wanted to be able to capture it quickly, and they wanted it made accessible on their terms, that is, they wanted information around-the-clock and around-the-globe.

In pioneering the use of electronic publishing, we chose the Internet's World Wide Web. The multimedia capability of the Web provides access not only to text, but also to tables, graphs, drawings, photographs, fullmotion video and audio tracks.

What was especially appealing was the Web's productivity and speed. The Internet provides a demonstrable improvement in customer response time and, therefore, speed to market. It allows users to communicate anywhere in the world via e-mail, to transfer files of almost any format electronically, to participate interactively in news groups and discussion groups, to log onto and use remote computers, and to find information via key-word searches.

l/ Vhat information should you put on your Web site?

We decided to provide customers

By D. Richard Pocock GE Plastics

with a comprehensive database of technical information to deliver the greatest information-based value. Today, our Web site includes the equivalent of 3,000 printed pages of technical literature. The library includes information on design and processing, material selection guides, performance data for several hundred products, and every press release issued by the company in the past two years.

We've also added product information software that can be downloaded and installed, a technical tip of the week, a directory of worldwide facilities, and hot links to product support teams. Customers can access text, tables, graphs, drawings, and photographic images. They can even view full motion video or listen to audio.

Largeting Web site visitors

Is the Internet producing results?

In the past two years, the number of visitors to our home page has risen from about 500 a day to 1,500 a day. The number of interactive customer experiences has grown to 500 a month, while customer inquiries via the Internet have grown from zero to nearly 20Vo of our total inquiries. In short, the Internet is dramatically expanding the depth of our customer relationships and the breadth of our market reach.

Since commercializing the Web site in October 1994, the frequency of access to our site and the profile of the visiting audience point to

I

increased commercial benefits for our customers. The majority of our Web site visitors are now from the commercial sector, and most of these are directly within our target markets.

The company is now reaching engineers and designers from both the processing and the OEM communities, and they represent not just established customers, but new prospects as well. Our Web site surveys point out that these visitors have come to the site with a serious purpose in mind-to learn more about products, technology, and the latest commercial developments in which we've been involved.

The Web also provides us with increased productivity, reduced literature obsolescence, greater overall exposure for the business and our products, new relationships with prospective new customers, and improved reach for our press and public relations efforts.

l--essons we have learned

Like any other communications system, there are pitfalls on the Internet. There are six critical lessons we have learned since embarking on the information superhighway.

7 ottrr, your audience.

Targeting a heterogeneous mass of tens of millions of people will ensure that you are delivering value to almost none of them. You must tailor your site to your targeted audience. Ask yourself the question: Who do I want to come to my site?

2 Provide relevant content.

Only two factors drive compelling interest in any Web site: substantive content and a strong sensory or emotional appeal. Web site visitors place a high value on information quality. They will reward providers of substance with loyalty. For business-tobusiness communications, content is king, so the goal must be to provide the highest possible informationbased value.

Ask yourself the question: Why would someone want to come to my site? aJ Keep your message fresh.

You must continually give your visitors something new to experience. The Internet is an incredibly kinetic medium. You can capitalize on its dynamics to peak visitors' interest and keep them coming back for more. Remember that a "Field of Dreams" marketing strategy is a sure route to

failure-they won't come just because you built it. Ask yourself the question: Why would someone want to return to my site?

4 Uo*, your W eb site interactive

Your site isn't something that people read; it's an activity they undertake. A static, one-way exPerience will not excite the vast majority of people who are drawn to the Intemet by its dynamic, interactive characteristics. If they've taken the initiative to travel to your site, make it a rewarding visit by engaging them.

Chances are, if their first visit bombs, it will be a long time before they return, if ever. Your objective should be to inspire two-way colrmunication. Dialogue will win over broadcasting every time.

) Create a sense of community.

The Web is a great place for Pinpoint marketing, for executing a oneto-one strategy by communicating with people as individuals. It offers outstanding opportunities for building relationships among people who share common interests. We've learned that just as marketers strive to maximize brand equity, Internet marketers should focus on building strong Web Site equity.

6 tTyor'r, not on line, do it now.

Communications technology is exploding: what was science fiction only a short time ago is becoming common practice today. But even

though the Internet is growing exponentially, it is still in its infancy. There are tremendous opportunities for yet-to-emerge Net pioneers. Someday, sooner than we realize, almost every person and every organization will be connected to the Internet. Why wait?

One of the questions most frequently asked of companies on the Internet is "How do you get on the Net?" If you are currently dealing with an advertising agency, it should be able to recommend an Internet content provider. Beyond that, if there is an organization already on the Web whose home page you respect, call them and ask who set up their site. There are also home page directories on the Web. Finally, don't discount the value of word-of-mouth recommendations.

Over the past two years, we have learned that employing the Internet in a commercial environment has little to do with computing. It's about marketing. A business's ability to deliver quality information to its customers at unprecedented speed is becoming a prerequisite in today's world of timebased competition. We believe that marketers who accept this new reality, and who couple their imagination with the enormous power of the Internet, will carry a huge competitive edge into the next millennium.

This is an edge that was impossible to imagine just a few short years ago.

N[.Ti'li1il.

Systematic approach to servlce

By Jerry L. Marchbanks CBM Systems Company, Inc. San Antonio, Tx.

fN VIRTUALLY every industry the lsituation is the same: business is tougher. There are more competitive manufacturing and distribution channels. Markets are tighter, and collection risks are higher.

The typical business is reactive, and the reaction is to "overcome competitive pressures." There are several possible reactions:

o Reaction - Price competitively

Result - Lower margins

o Reaction - Stock broader

Result - Higher capital costs

o Reaction - Specialize, stock deeper

Result - Higher capital costs

o Reaction - Expand sales program

Result - Higher selling costs

A smart company does not react but responds. The positive response is to add value through customer service. This response results in:

o Sound inventory & buying policies

o Sound manufacturing control policies

o Sound pricing policies

o The best service in town

Customer service is the ultimate weapon in a tough business climate. Commonly, companies which deliver a service attitude can charge up to lOVo more than a competitor and still be viewed as offering more value.

But providing "good" service is not a motivational issue, although a positive attitude helps. The goal is to use the most productive means possible to service the customer. In this framework, service requires far more than just responding to problems; it is a business concept that involves marketing, engineering, sales, production, delivery and follow up-in essence,

every aspect of the customer relationship, even before he becomes a customer.

Effective customer service requires an infrastructure to support it, and that is the role of information systems. A significant part of providing customer service is providing information.

In the building products industry, the trend is toward product standardization so that economies of scale can be achieved. Yet, building products' variability in design and structure imposes restrictions on customer service. The customer expects a custom product, especially in higher end construction projects. For the building material supplier who wishes to serve this market, it is critical that flexible tools are available to quote and deliver highly variable products.

Information systems typically need standardization in form and content and do not easily provide for custom specification ofproducts. The need is for the ability to service the customer by quoting, accepting orders and delivering "confirmed" products. A product "configurator" can meet this need and is flexible in its form. It can allow for simply selecting options. It can be expanded to allow for specifying dimensions or other functional aspects of a product. In its ultimate form, it can allow for product design using "CAD" or other graphical tools.

Palm City Millwork, Palm City, Fl., uses an option-based configurator that allows for specifying door and frame configurations for various sizes. In addition, various hanging

hardware, boring and other options can also be specified. The system allows for build-up of costs and prices so that quotes can be developed quickly and accurately.

Frank Carr, Palm City Millwork president and owner, contends that quick, accurate quoting plus the ability to produce custom products to specification has helped provide the competitive edge that enables good customer service and its resulting business growth.

Donald Dean & Sons, Montrose, Pa., manufactures kitchen cabinet doors, which vary in many ways. The quote, order and manufacturing system must accommodate this variability. Variations include style, dimension (length, width, thickness), species, grain, pattern, direction, lip profile, and stile and rail configuration.

Each variable has restrictions and rules that must be considered when the order is taken. Yet product configuration is not the only issue. Owner Bill Dean provides a higher Ievel of customer service by offering not just products, but responsive delivery of those products.

Story at a Glance

Information systems help provide a solid foundation for great customer service.

To accommodate this "quick turn" delivery option, the configured products must feed directly to a plant schedule that optimizes cutting and assembly. The system has been designed to translate product configuration for an order to create stile, rail, panel and assembly schedules that optimize each piece dimensionally. The assembly schedule is then integrated with the shipping schedule so that "quick turn" deliveries are possible.

Building a customer service infrastructure allows companies to lead, not react to industry trends. And to discover that customer service is valuable before, during and after the sale.

Be aparrt of history

The Merchant Magazine's TSthAnniversary Issue: July L997

Your advertisement in this landmark issue provides an unparalleled opportunity to get your message before A special full-color section in the July issue will relate in words and pictures the fascinating story of lumber and building products sales and distribution in the West since L922.

thousands of extra readers.

This collector's issue also features:

. Engineered Wood Products

. Tools and Hardware

. Tbeated Wood Markets

. PLUS: Expo Preuiew, a 24-page, full-color supplement in conjunction with the National Building Products Expo, being held Aug. 10-13 in Chicago.

. PLUS: 2,000 extra copies distributed at the Expo in Chicago.

Your advertisement in this important issue will have extra readership with the added bonus that this commemorative issue will be kept around and re-read many times. Extra exposure for your advertising message.

Don't be left out. Act now to be part of this once-in-alifetime issue.

Call David Cutler or Chuck Casey at (7t4') 852-1990.

What ls the goal of certification?

I Timber certification is designed lo ensurs a stable, long-term supply of highquality wood products from lorests managed with social and environmental responsibilily.

r Cerlification labels are designed to reward companies which produce or use wood from well-mhnaged sources, and to provide purchasers with an easily identiliable choice of sustainable wood products.

IIow does certification work?

o A lorest owner voluntarily requests an independent certification body to inspect his or her forest land.

r r The certilier visits the lorest sile and determines whether lhe management meets particular standards and criteria. The forest and its raw products will be certified il and when the standards are met.

r Intermediate and finished products may be sold as certified if all the wood came from certified sources, This requires an audit of the 'chain of custodt''from the log yard to the final point of sale.

\ilhat is a merchant's rote?

r The merchant's role is invenlory man. agemen| ensuring lhat certifi€d produbts (indicated by banded loads, painted boards or labeled final products) are not mixed in with non-certif ied products.

r The merchant may promole certilied producls to increase sales or margins.

l' ESS THAN a decade ago, many I-lin the forest products industry saw timber certification as a promising idea, but few agreed whether it was realistic. Critics saw certification as a lofty topic for discussion and conjecture among ivory tower academics, policy makers and environmental groups.

But, since then, various certification ventures have begun to take root. Some major industry spokespeople still assert that independent certification is doomed to be cost-prohibitive and unpopular with public and industry alike.

So what is the verdict in 1997? lt appears that certification is now an indisputable and significant reality in the forest products sector. Over l0 million acres of managed natural forests and plantations have been certified worldwide, and over 635 million bd. ft. of certified wood are traded annually. Many end up in highprofile items, like Jay Leno's desk on tv's Tonight Show or a new Gibson guitar line. At least l0 certified wood buyer groups have been formed in North America, Europe and Australia. There are at least eight certification bodies operating across the world's tropical, temperate and boreal forests, and there is one widely recognized label of accreditation, the check-mark

logo of the Forest Stewardship Council (FSC).

The standard FSC accreditation mark and procedures ensure that, despite the proliferation of localized certifiers and tailored local solutions to the challenges of sustainable forestry, there is a broad-based set of criteria to which all accredited certifiers must adhere. More important, the single FSC label provides a clear, recognizable choice for producers and consumers.

Early critics of certification programs correctly pointed out the inherent confusion of having dozens of competing labels and claims. FSC was founded in part to resolve that issue. Unlike the ISO 14000 guidelines, an international protocol that has been touted by some industrial foresters as the better system to promote sustainable forestry, the standards of the third-party accreditation and certification system are scientifically based, measurable and provable. Timber certification is also purely market-driven and voluntary, meaning that individual companies can choose to participate only if their mission or market demands justify certification.

The idea of certifying products is not new. The U.S. Dental Association and American Heart Association selectively certify products based on

measurable health and hygiene data. More environmentally and socially oriented labels have also endured the rigors of the marketplace, garnering sales for the certified comPanies: organic food, dolphin-safe tuna, childsafe appliances, labor-friendly garments and even socially responsible investment funds. When certified organic agriculture was first introduced, many felt the idea was too obscure and outside of public consciousness to ever penetrate the produce market. But "certified organic" is now a widely recognized and demanded label commanding billions of dollars in annual sales.

While figures are not available on total sales of certified wood, revenue is likely to rival or surpass those of organic agriculture within the next few years, if it does not already. One buyers' group, the U.K.'s "1995 Plus" group (over 70 companies committed to purchasing "substantial and increasing volumes" of FSC-certified wood) commands $4 billion of annual trade in wood products in the U'K. alone. Companies including Home Depot, IKEA and EuroPean home center chain B&Q likewise have committed themselves to introducing and carrying FSC-certified wood products.

Europe far surpasses North America in certified forest acreage and lumber products. Some European companies require that l00%o of their wood products will be certified in the next few years.

But some U.S. comPanies soon may begin adopting similar policies. According to Mark Eisen, director of environmental marketing for Home Depot, "In the long run I firmlY believe that those in the industry with real vision will find certification the biggest financial boon ever."

A 1995 marketing assessment bY the U.S. Forest Service, which involved over 300 participants in the forest products industry, indicates that there may already be sufficient awareness and willingness zrmong retailers, manufacturers and consumers to make certified wood a profitable and enduring phenomenon. Some of the findings include:

. 96Vo of retailers and mail order catalogs responded positively to supplying and handling certified products.

. 42Vo had already received requests to buy certified products.

o 40Vo were willing to pay a lOVo premium for certified merchandise'

. 80Vo of furniture manufacturers were willing to buy certified wood.

o More than 50Vo of manufacturers were willing pay a premium for certified wood.

Story at a Glance

Timber certification: time to jump on board or iust a Passing fad? consumers may or may not pay up to 10% more for certified forest Products.

Although few certification authorities agree on how deeply consumers' environmental awareness will be reflected by their spending habits' studies have shown that consumers are willing to PaY 5Vo to lOVo more for certified forest Products. Compared to the actual costs of certification, even a slight preference on the part of consumers is likely to spell higher profits.

A 1996 German government studY concluded that certification costs on tropical timber are insignificant, accounting for less than one-half of lVo of the timber's value.

Additionally, a 1994 RoPer Starch survey found that 84Vo of U.S. consumers have a better image of companies that support social and environmental causes, and two-thirds would actually switch brands or retailers to favor such corporate responsibilities' Yet, a 1992 study by the Hartman Group discovered that onlY l3Vo of consumers feel that corporations are "trustworthy sources of information about environmental matters."

Apparently, the most effective waY to benefit from green consumerism would be through an indePendent, third-party stamp of approval. The FSC certification mark, while generating clear benefits for forests and local forest industries, is a powerful marketing tool. Collins Pine Co., Chester, Ca., found that their sales to retailers and manufacturers increased by about 25Vo directly as a result of certification.

"We have long argued against stifling governmental regulations," says Collins Pine's Bill Howe. "But certification may provide the internal desire for industry to voluntarily

achieve results that regulations may rarely accomplish."

Similarly, for retailers, dealing in certified woods is completely voluntary, potentially very rewarding and relatively painless. Ecotimber International, a Berkeley, Ca.-based timber merchant that tries to deal exclusively in certified woods, has seen its sales increase fourfold in the last year.

"Wholesale or retail merchants simply have to manage their inventory well, so that certified stock is kept separate from uncertified stock," says Richard Donovan, director of SmartWood, the first and largest forest products certification program, having accredited three-quarters of the world's certified forests. "The process of good inventorY management doesn't change; it's just applied to a different line of merchandise. As with any other wood, log loads are banded, boards are painted, and final products are labeled. We are not trying to re-invent the wheel here-just to get it rolling."

And the wheel does aPPear to be rolling. After a decade of debate, questions and controversy, timber certification has grown from a promising idea into a worldwide market transition. In the forest industry of the future, FSC certification labels may be as ubiquitous to wood products as Underwriters' Laboratories (UL) marks are to home appliances. Like the uL label, the FSC label promises integrity-not just of the wood, but of the forest and the comPanies from which it came.

Gertified Sources

For more informationl including'l lists of certified sotrrces,. contact the follo;w,ing:

Forest StewardshiP Council, U'S' lnitiative (the body that accredits inde' pendent certificalion programs) R.D. t' Box ]8! Waterbury, Vt. 05676; (8021 244-9257.

SmartWood (non+rofit tin$er cedification program); Rainforest Alliance, 65 Bfeecker St.,"New York, N.Y' 100.l2; (212),$77a9s0'

Scientilic Certilicalion Systems (for'proi' it certification program), 1611 Tete' graph Ave., Sto. 1111, Oaklahd;Oa;' 94612; (s10) 832-1415.

Foresl,Pioducts Buyers Grcup (certified products buyers grouP), 20 Exdange Pl., 32nd Floor, New Yoft, N.Y. 10005; p12) 4e2-06V1.

Added value in store for radiata pine imports

ment to New Zealand, bringing with it markets, expertise, skills and new technology.

To boost international demand for the products, the Ministry of Forestry recommends a strong alliance between furniture manufacturers, the remanufacturing industry and export home manufacturers. Efforts must be combined and consistent.

Currently, the U.S. and Australia are the leading importers of remanufactured radiata pine products, followed by Japan, Korea and other Asian countries. Japan and Korea are seen to offer perhaps the greatest potential, and timber construction is being actively promoted in the countries.

A S MORE timber reaches maturity than ever before .Cl,during its 60-year history, the New Zealand forestry industry is repositioning itself to take better advantage of i harvest expected to double to 30 million cubic meters bv the year 2010.

The goal, according to the country's Minister of Forestry, John Falloon, is to add greater value, thereby reducing commodity dependence and maximizing export and employment opportunities.

Radiata pine manufacturers in New Zealand are confident they can meet the challenge. They have the raw mate-

and technology. Export sales have risen steadily since 1993. The only ingredients lacking are sufficient investment and cooperation through the entire forest-to-product chain.

To help increase the supply of value-added products, radiata pine processing has attracted some offshore invest-

Prices of Remanufactured products

According to the Ministry of Forestry sample survey Processed

Remanufacturers predict the largest increases will be in millwork (9Vo) and specialty products (llVo), including mouldings, weatherboard, fascia, windows. doors and door jambs, stairs, solid wood furniture and laminated beams. Due to exchange rate uncertainty, only minimal increases are expected for sawn and semi-processed materials.

Story at a Glance

Push is on in New Zealand to export more value-added radiata pine products.

Sales of Remanufactured products

A Ministry of Forestry sample survey of New Zealand pine remanufacturers, including millwork and cutstock plants. mouldino and finished product plants-, lumiture factories and'inteqrated timbEr and reman operations, showed an increase in mosiproducts.

NEWS BRIEFS

Retailers

San Joaquin Lumber Co., Stockton, Ca., and its branches in Tracy and Manteca, Ca., are for sale; the firm is 86 years old ...

South Hill Home Center has opened a 16,000-sq. ft. store in Bonners Ferry, Jd.; Gary and Lynn Rhoads, owners

Meek's Builders Choice has acquired Serv & Save Lumber, Yreka, Ca., as its 13th western location

Jolley Building Supply moved to a new 12,000-sq. ft. store with 30,000-sq. ft. warehouse in Shelley. Id.

Eagle Hardware and Garden opened a 132,000-sq. ft. store in Tacoma, Wa., and is considering its first Idaho location, a 112,675sq. ft. building with 61,125-sq. ft. lumber yard and 5,600-sq. ft. greenhouse on 13 acres in Coeur d'Alene ...

Home Depot opens a new store May 22 in Hemet, Ca.; plans a second Idaho location, a 105,000sq. ft. store with 24,000-sq. ft. garden center in Coeur d'Alene, by 1999; will co-anchor a planned 36-acre entertainment/retail complex in Van Nuys, Ca.; is selecting a site in Bend, Or.; appealed to modify permitted noise levels for its store in Boise, Id., and dropped its fight to rezone a Bellingham. Wa., site for a 110,000-sq. ft. store with 24,000-sq. ft. garden center, but may pursue a new location in the city ..,

Hame Depot will start construction in August on its first Alaska location, a 130,000-sq. ft. sfore with 14,000-sq. ft. garden center in Anchorage; will open its first eastern Washington unit in October, a 105,7}4-sq. ft. store

with 24,103-sq. ft. garden center in Spokane, and is fighting an appeal from Cupertino, Ca., residents to stop development ..rf a 130,000-sq. ft. store .,.

Cocst to Coast moved from an 11,000-sq. ft. store in Madras, Or., to a 33,000-sq. ft. unit, the nation's largest Coast to Coast

All American Home Center, Downey, Ca., held a grand opening for its new nursery and west side entrance

Riverside County Lumber. Riverside, Ca.. wai given the Small Business Eagle Award by the Greater Riverside Chambers of Commerce

Pine Tree Lumber Co., Escondido, Ca., donated $14,000 worth of lumber to the citv for a skate park

Wholesalers & Manufacturers

Siskiyou Forest Products, Woodland, Ca., has bought P&M Cedar's cut up facilities in Anderson, Ca., but not its mill; Siskiyou is now fingerjointing and edge gluing

Sierra Pacific has purchased the assets of Georgia-Pacific West .Inc.'s Martell, Ca., operations for approximately $320 million

Allied Cedar Products, Hillyard, Wa., suffered $250,000 in damages in a fire of unknown origin thar gutted its 10,000-sq. ft. warehouse; fire destroyed the same warehouse July 13

Snavely International , San Francisco, Ca,, has moved to new offices at 131 Steuart St....

Harwood Products 1nc., Branscomb, Ca., has joined the Califurnia Redwood Association

Taylor Lumber Services, Inc., Grand Terrace, Ca., has expanded its warehouse, distribution and reload facility, purchasing another five acres, with desiens for an additional 655 ft. of tiack and a possible 50,000 sq. ft. of extra covered storage

Superior Window, Ontario, Ca., has purchased Beach MiLlwork, Ontario, from Ken Tumquist,who has joined Superior

Tri-State Laminating, Ontario, Ca., a division of Landmark Building Products, San Bernardino, Ca., has added a high-speed glue spreader and two new laminatrng presses

Rentech, /rzc. has purchased the assets of Okon, Inc., Lakewood, Co., coinciding with the retirement of Okon founder and pres. Paul Miller

Owens Corning has acquired foam products manufacturer Falcon Manufacturing of California, Inc., Los Angeles, Ca.; terms were not disclosed

Wood Flooring Distributors, Hayward, Ca., is now a distributor for Bruce Hardwood Floors

APA-The Engineered Wood Association with International Approval Services will offer ISO 9000 and ISO 14000 certification services to APA members ...

R.E. Taylor & Associates Ltd. has moved to larger offices in Vancouver, B.C.

National Association of Home Builders' annual Builders' Show has been renamed The International Builders' Show

Anniversaries: Forest Products Society,50th .. Craftsman Millworks, Inc., Cerritos, Ca., 5th Taylor Lumber Services, Inc., Grand Terrace. Ca.. 4th

Housing sfarts in March (latest figs.) plunged 6.4Vo to a seasonally adjusted annual rate of l 43 million, the first decline since December ... single*family starts dropped 8.37o, multi-units climbed 7 .3Vo ... starts in the West rose 2.5%o ... permits dropped l.5vo to an annual rate of 1.423 million.

G-P Head Sees Pay Plummet

Annual compensation for GeorgiaPacific chairman, ceo and president A.D. "Pete" Correll fell 547o last year, as company earnings plunged 857o.

In 1995, Correll received $962,000 in salary and a $1.3 million bonus. In 1996, he earned $1.05 million in salary, but no bonus. He also received $209. 153 in additional compensation. such as dividends, and 113,500 stock options, current value: $2.2 million.

Company profits, hampered by a struggling building products distribution division and a steep drop in pulp and paper price, fell from $ 1.02 billion to $156 million last year.

Sears May Take OSH National

After acquiring San Jose, Ca.-based Orchard Supply Hardware last year, Sears, Roebuck & Co. was expected by many to eventually remake the 65 California stores in the image of their 165 Sears Hardware stores. Now expect the opposite.

In mid-March, a Sears Hardware in Delaware (Columbus), Oh., reopened with the Orchard name and merchandise mix. Nine other Sears Hardware stores in the area are also beins

remodeled, receiving small appliances, housewares and nursery sections, and will get the Orchard name May 17.

If the test is successful. the name and format likely will be expanded nationwide.

In the meantime, Sears has altered its aggressive expansion plans for

OSH, placing on hold indefinitely plans to break into new markets. Instead, to make advertising and distribution more efficient, more stores will be added in markets that OSH has entered but not saturated. such as the Los Angeles area.

HARWOOD PRODUCTS

Suppfiersof @EtsTIF0ED

Douglas-fir, redwood, and Hem-fir lumber. A.or)

For rnqutnes: Y 1Phone 207 e84-01s1 FSC

FAX 707 984-6631

E-mail harwood @ harwood p. com

Web Site www.harwoodp.com

GALBASDAR

I.istings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

MAY

Hoo-IIoo International - May 15, board of directors me€ting, Eugene, Or.; (541) 688-6675.

Lumber Association of California & Nevada - May 15, area meeting, Gilroy, Ca.; (916) 369-7501.

National Sash & Door Jobbers Association - May 15-18, management meeting, Sheraton El Conquistador, Tucson, Az.; (800) 786-7274.

Por0and Eoo-Hoo Club - May 16-18, Jurisdiction III regional mini-conference, Seaside Oceanfront Shilo Inn, Seaside, Or.; (503) 283-0s00.

National lfoo-Hoo-Ette CIub - May 16-1E, annual convention, Nugget Hotel & Casino, Sparks, Nv.; (541) 826-5115.

Hardware Wholesalers, Inc. - May 17-20, market, Indianapolis, In.; (219) 748-5300.

American Forest & Paper Association - May lE-20, legislative conference, Capital Hilton, Washington, D.C.; (202) 4$-nN.

Pacilic Coast V9holesale Hardwood Distributors AssociationMay 1E-21, annual convention, Resort at Coeur d'Alene, Coeur d'Alene, Id.; (800) 935-0454.

Phoenix lloo-Ifoo Club - May 23, golf, Western Skies Golf Resort, Phoenix, Az.; (602) 833-8901.

Spokane lfoo-Hoo Club - May 23, woodworking contest, View Restaurant, Spokane, Wa.; (509) 67+-4551.

JUNE

Inland Empire Hoo-Hoo Club - June 6, ladies weekend, Hyatt Regency, Palm Springs, Ca.; (818) 960-4802.

National Oak Flooring Manufacturers Association - June 6-8, mid-year meeting, Silverado Country Club & Resort, Napa, Ca.; (901) 526-5016.

Ibex - June 11-14, building expo, Hong Kong; (847) 605-1025.

Lumber Association of California & Nevada - June 13, golf, Dry Creek Golf Course, Galt, Ca.; (916) 369-7501.

Spokane Hoo-Hoo Club - June lE, trap shoot, Spokane Gun Club, Spokane, Wa.; (509) 6U-4551.

PCBC Western Building Show - June 18-21, Moscone Center. San Francisco, Ca.; (916) 325-93W.

Phoenix Hoo-Hoo Club - June 20, golf, Prescott Country Club, Prescott, Az.; (602) 833-8901.

Architectural Woodwork Institute - June 20-21, project management seminar, Salt Lake CiU, Ut.; (703) 733-0600.

Forest Products Society - June 22-26, awrual meeting, Waterfront Centre Hotel, Vancouver, B.C.; (608) 231-1361.

Western Wood Preservers Institute - June 29-Juty l, summer retreat, Inn at Aspen, Aspen, Co.; (360) 693-9958.

JULY

Batimat North America - July 10-12, expo, Jacob K. Javits Convention Center, New York City, N.Y.; (S00) 829-3976.

Lumber Association of California & Nevada - JuIy lE-20, Second Growth weekend getaway, La Quinta Resort & Club, La Quinta, Ca.; (916) 369-7501.

San Diego Hoo-Hoo Club - July 19, Christmas in July, San Diego, Ca.; (619) 263-6161.

California Hardware - Juty 19-20, merchandise mart, Long Beach Convention Center, Long Beach, Ca.; (818) 369-9411.

BOIJSooWHEEIS c PlctrupWAilTED.nd UIWA,{TEDrrGd...rfin....

Simplifg Your Life.

66 Pac-Bor'" lumber

Pac-Bor'* lumber for Sill & Plate

Proven. Tested. Inspected.

How can Pac-BorrM lumber simplify your life? According to dealers, Pac-BorrM lumber and pl5nrvood has the best yardability of all waterborne treated woods. And since two inch or less Pac-BorrM lumber and plSruvood achieves near IOOTo penetrat'ion, there is no need for field. treatment of saum ends. Workers also need take no more precautions than they would when handling untreated lumber. The active in€redients are not listed under California's Prop. 65, so consumer warningfs are unnecessary. And every char$e of Pac-BorrM lumber and pl5nrvood is certified by an independent inspection company as havin€l reached penetration and retention standards. Please call Pacific Wood Preserving at 8O5-855-O4eg (Calif.) or 5aO-466-78OI (Arizona) for a brochure and complete information packet.

pac-BorrM lub€r md plywood h* bsn tmt€d wlth T!m-bor@ wood presemtive, an EPA registered boron b€sed wood presenetive fmm U.S. Bord, Inc. containjn€l the rctive iqF€dient Dlsodlu Octaborat€ Tetrabydrate (DOT). Tlm-borrM is a register€d tradeMk of It S. Boru. When proper ret€nuoN af,e attained, it G sn effecilve wood presersatlve a€ei$t rot snd p€sts. Pac-BorrM lmber md pl.Jruood is available only thrcugb authorized deslers md dlstrlbutors of Prclfic Wood comp€nles in Bakesfleld, Caufomj,a md Eloy, Arizom.

DCrI is Usted uder Amerim W@d Presewers' Associ,ation (AWPA) Stmdard P5-96 for wat€rbome psematives; the tHtment of Southem Yellow Pine and Ilem-fir luber is Dst€d mder AWPA Stsdtrd C6l-95. The treatment of Southem Pine and Dou€las fir plywood i8 listed uder AWPA gtandtrd C9-96. The Int€mtionAi Conferen€ of Buildin€l Ofiloisls (ICBO) EvalBiion geryi@, Inc. Evaluation Report No. 4890 descibes the presemtive treatment of Southem Pine, Hem-fir md Douds flr. Pac-BorrM Imber md p\mood is *t** %iffa"ffiii"OlrpcomlEtitlve pri@s.

yards great, which mal<es it ideally suited for our desert, climate. tt

(Pac-bortu lumber is dyed a blulsh-green for easy idsntification.)

Unloading

Nine-car

Mountain States Lumber & Building Material Dealers Association attracted nearly 1,400 dealers and exhibitors to its annual Products Expo and Building Materials Buying show in Denver, Co.

Honored among the 128 booths were R/W Specialties, Henderson, Co., for Best Multiple Booth; Wagner Lift Truck, Commerce City, Co., honorable mention; Georgia-Pacific for Best Double Booth; American Building Specialties, Inc., Denver, honorable mention; Norfield Manufacturing, Best Single Booth, and J.M. Thomas Forest Products, Ogden, Ut., honorable mention.

Lumber Association of California & Nevada's new board of directors held its first meeting April 2 in conjunction with the association's annual Legislative Day.

Directors: Kevin Destruel, Mead Clark Lumber Co., Windsor; Jeff Pohle, Southern Lumber Co., San Jose; Rick Roberts, Sunnyvale Lumber, Sunnyvale; Ray Stephenson, Mendo Mill & Lumber, Ukiah; August Venezia, Fairfax Lumber & Hardware, Fairfax; Tom Janousek, B&C True Value Home Center, Grass Valley; Greg Smith, Lassen Lumber Co., Red Bluff; Steve Stevenson, TruckeeTahoe Lumber Co., Truckee; Don Fischer, Fischer Lumber, Firebaugh; Chuck Bohn, Reedley Lumber, Reedley; Michael

Milling

Learned, Learned Lumber Co., Redondo Beach; Richard McArthur, Ojai Lumber, Ojai; Tom Mullin, Terry Cos., Tarzana; Peter Ganahl, Ganahl Lumber Co., Anaheim; Milton Johnson, Home Lumber Co., San Bernardino; Bert McKee, Imperial Valley Lumber Co., San Dimas; Kelly Purcell, Builders Supply, Palm Springs; Drew Sasser, Buena Park Lumber, Buena Park; Mike Palmer, Martin Forest Products, Healdsburg; Martyn Temple, Weyerhaeuser, Long Beach; Andrew Thompson, Ace Hardware, Rocklin; Kris Spickler, Trus Joist MacMillan, Sacramento; David Jones, Foster Lumber Yard, Vallejo; Larry McFadden, Fairfax Lumber, Fairfax; Matt Petersen, Mead Clark Lumber, Santa Rosa; John Saunders, Economy Lumber Co., Campbell, and Anthony Whalls, Pacific Home Do-it Center, San Luis Obispo.

New Redwood Web Site

The California Redwood Association's new Web site at www.calredwood.org features different pages for different redwood audiences, from lumber merchants to homeowners to professional builders and designers.

The merchant's section includes sales tools and downloadable clip-art.

Weslern Cedqr Products

Concrete Makes Hardcore Doors

Do you think you've seen it all when it comes to doorsvinyl, wood, aluminum. How about concrete?

You just may see concrete doors on the market within two years if two North Carolina State University architecture professors can engineer lightweight concrete doors constructed with special reinforcement material.

Combining textile and construction technologies with architectural design, Christos Saccopoulous and Frank Harmon have created four prototype doors with a hinged plywood form that uses 3D fabrics to reinforce the concrete. The doors hang on a vertical mechanism.

Although the first door weighed more than 300 lbs. and the second door, made of a lighter-weight aggregate, weighed less than 200 lbs., Saccopoulous and Harmon believe the door's weight can be reduced.

PRACTICAL CONCRETE DOORS mav be available within the next two years if professors Frank Harmon (left) and Christos Saccopoulous (right) successlully can combine lightweight aggregates, reinlorcement material and georiretry to bring these prototype doors lo a marketable weight.

SMOD

Discover

PBRS@[VA[,S

Don Porter, ex-Big Valley Lumber Co., is the new general mgr. at WisconsinCalifornia Forest Products, Inc., Redding, Ca.

Kathy Dawley has been promoted to director of training and development at Lumbermen's Building Centers, Olympia, Wa. Cheryl Goethals succeeds her as advertising mgr.

Phil McNamee has been promoted to outside customer service rep servicing Home Depot at Louisiana-Pacific, Santa Rosa, Ca. Brian Olhiser is now mill sales trainee, and Mike Ruiz, exCapital Lumber Co., is inside customer service rep for the Home Depot account.

Kathy Saito has rejoined Dorris Lumber & Moulding Co., Sacramento, Ca., as sales & mktg. mgr.

Paul Herrfeldt and Paul Johnson, exGeorgia-Pacific, are new to Pacific Lumber & Shipping's Vallejo, Ca., distribution yard.

Ray Brown has been promoted to sales mgr. for Allweather Wood Treaters' Ferndale, Wa., facility.

Suzy Molinski, formerly with States Industries, is now handling plywood sales for McKenzie River Trading Co., Los Angeles, Ca. Brian Benson, exTimber Products, is in charge of sales and traffic.

Don Ewing, ex-Fleetwood Co., is now director of mktg. at Rocky Mountain Forest Products Corp., Laramie, Wy. Rod Hunter, ex-Ore-Pac, will be handling millwork products at Lumber Yard Supply Co., Great Falls, Mt. Elaine Turney has been appointed buyerfashion lighting at HomeBase, Irvine, Ca. Mike Robbins. ex-California Hardware, is now buyer-plumbing; Michael Cable, associate buyer-paint, and Jay Langseder, buyer-plumbing.

Gary Zauner has been named Westridge Forest Product's production/quality control supervisor, Beaverton, Or,

Donn Zea is the new president of the California Forest Products Commission, Sacramento, Ca.

Chuck Kitchel is new to Douglas County Forest Products, Winchester, Or.

Jack Price has joined Cal Plus Forest Products, Irvine, Ca.

Derrek G. Choy is now Hawaiian regional mgr. for Canyon Creek Cabinet Co., Woodinville, Wa.

Steve Fowler is the new general mgr. at All-Coast Forest Products, Englewood, Co. Sid llollender has been named sales mgr., and Don Cook has rejoined the company as operations mgr.

Bob Courtney, previously with Pope & Talbot, is now director of manufactured wood products for Golden Phoenix Trading, Seattle, Wa.

Gil Camarena has been named mgr. of Home Depot's new Riverside, Ca., store.

Charles Jourdain, Redwood Inspection Service, has been appointed to the American Lumber Standard Committee' s enforcement subcommift ee.

Rick llovick and Steve King, Landmark Building Products, San Bernardino, Ca., recently retumed from sales trips to Colorado, Oregon and Washington. Connie Short is back from a sales trip to Arizona. Larry Rogers, Northern Ca. Div., has added fire retardant treated plywood and lumber to his expanding product line.

Mike llerrema and Susan Peterson are new to sales at Disdero Lumber, Portland, Or. John Pein has retired.

Steve Forrester, previously with Crown Pacific, has joined Lacy Forest Products, Redmond, Or.

Warren C. Jimerson, formerly of Contact Intemational, posthumously was inducted into the IHPA-International Wood Products Association Hall of Fame. Donald Schramm, GeorgiaPacific, was given the distinguished service award.

Jim Luthman, Van Nuys Plywood, Van Nuys, Ca., is recovering from heart surgery.

Robert Joslin was appointed deputy chief of the U.S. Forest Service by chief Mike Dombeck.

Karen Mack is now mktg. mgr. for Boral Lifetile, Newport Beach, Ca., for the Pacific Northwest, Ca., Az., and Nv.

Fred Martin is a new senior v.p. at Fiberstars, Inc., Fremont, Ca.

Mark Benguerel has been promoted to v.p.-manufacturing at PrescoliteMoldcast, San Leandro, Ca.

Fred Schmuck has retired as senior v.p. of Fluidmaster. Anaheim. Ca.. after 40 years with the company.

George Bosson is v.p./gen. mgr. of LAM Lighting Systems, Santa Ana, Ca.

Kimberly M. McGuire, sponsored by Coast to Coast, Winston, Or., was among 50 winners of Servistar Coast to Coast All-American Vocational Awards, along with Tanna R. Roberts, Coast to Coast, Meridian, Id.; Brian B. Thompson, Coast to Coast, Green Valley, Az., and John E. Randall, co-sponsored by Calaveras Lumber Co., Inc., Angels Camp, Ca., and Coast to Coast, Jackson, Ca.

Paige Turner has written a new operations manual for Mungus-Fungus

Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Circle No. 124 on p. 46

Ittood Fiber @

ADUAIIIIGT FlllGrRfoilfl

REDUCED CALLBACKS

WFP FNGEU0INT studs reduce stud replccemenl by 50lo 75%.

STRATEHTER WALLS

F|NGERJO|ilTlltlG mixer grcin pollerns & knol slruclures minimiring the chonce of bow ond croolc

CUSIOMER SAT'SFACrIAN

Fewer cqllbocls mcke o hcppier builder ond sfioigh wolls mcke c sotisfied homeowner.

IMPROVED RESOURCE Uf'LIZATION

FlttlGER 0lttlllNG ollows rny lengfi of dud grcde lumber to be used b its fullest. Enviromenlolly responsible. eFinger

Sizing

up

the home improvement boom

Home superstores are the top destination for 55Vo of consumers shopping for home items and supplies, up from 38Vo last year, according to the annual American Express Retail Index survey.

Hardware stores (18%) were second, followed by lumber yards (16%o), department stores (l2%o) and home furnishings/decorating stores (l l%). The top reasons for choosing a home retailer were: fair prices (69Vo), selection (SOVo), quality merchandise (49V0), helpful, knowledgeable salespeople (23Vo), and convenient location (2l%o).

Overall. 3lVo of consumers are planning some form of home improvement this year. Top projects include renovatior/remodeling (3380), interior decorating (3lVo), landscaping (l8%o), mandatory maintenance (l8%o), gardening (16%o), expansion (l2%o), exterior decorating (12Vo), and restoration (4Vo).

A change in personal taste was cited by 42Vo as their primary motivation for making home improvements, far ahead of maintenance (32Vo), need for more space (llVo), and increasing their home's resale value (lOVo).

More than one-third surveyed (34V0) say they plan to refurnish at least one room this year. Most common is the living room (46Vo), followed by the master bedroom (22Vo), dining room (l1%o), den/family room (16%o), kitchen (I2Vo), child's bedroom (87o), guest bedroom (7Vo),

bathroom (5VoVo), basement (4Vo), and sun room/porch (3Vo).

Two-thirds of consumers (66Vo) say they plan to undertake home improvement projects themselves. However, when asked if cost were no object, 52Vo would hire an outside contractor, while only 35% would still do the work themselves. The number of women who said their spouse would be performing the work this year (44Vo) dropped to only l2Vo when asked the same question.

While men are the most likely doit-yourselfers (78Vo), more than half of women surveyed (54Vo) say they are planning to do the work themselves. Nineteen percent say they are getting help from friends, neighbors and relatives, while 26Vo plan to hire a profes sional contractor.

One in five say they will purchase special tools or equipment for their project.

Consumers are setting higher budgets this year compu[ed to 1996, with the average budget set at $2,660. Close to half (45Vo) of those planning home improvements in 1997 say they will spend $1,000 or more, tp 7Vo over last year.

Overall budgets are based on planned projects, with l9Vo saying they will spend up to $500, and l6vo budgeting $5,000 or more, up 5Vo from 1996. In addition, 1997 saw a 6Vo shift away from cash to credit cards, which was cited by lSVo of respondents as the way they would

pay for home improvement expenses.

Part of the attraction of credit cards is the growing number of consumers enrolled in credit card reward programs, as nearly one in five credit card users (l9%o) say having a credit card linked to a reward program influences their usage ofthat card.

66 fAnn /a\+ /a tt 14{rul(9 r_b(e vof meffiqgftfu

SPA-N-DECK

TCR 606 EXTERIOR WOOD FINISH

Technological breakthrough. r Environmentally safe. r Protects exterior wood up to 5 years. ' Water based. Beautiful semi-transparent finish retains the grain's natural integrity. Withstands extreme environments.

May be applied directly to New Pressure Treated wood when prepared with Tropitech Wood Surface Prep-no weathering time required. Available in white, natural, weathered gray, redwood, sedona & custom colors.

For decks, docks, spas, sidings, shingles, fences, etc.

TnOPlrEGH

COATINGS & RESEARCH. INC.

3706 Mercantile Ave. Naples, Florida 34104 O41l436-1991 r (800) 533-832s

Insulation Climbing 5%

Global demand for thermal and thermo-acoustic insulation materials will rise an average 5% annually to over $17 billion in the year 2000, according to the Freedonia Group.

The growth will be propelled by the development of more efficient and environmentally friendly products and by the diffusion of new materials into the product mix.

Foamed plastics will enjoy the strongest gains, comprising over 40% of world insulation value in the year 2000, or almost $7 billion. Still, fiberglass will continue to lead the world insulation market, despite below average growth.

Wedlock And Hammers

Bells will be ringing for two Hardware Wholesalers, Inc. retail members May 17 at the buying group's annual spring market.

J. Johnson. owner of The Hardware Store Do-it Center, Maple Valley, Wa., and Karen Wildenberg, manager of KJ Do-it Best Rental Center, located next door, will be married in front of their fellow dealers and HWI staff during the show in Indianapolis, In. A reception will follow immediately.

"With my owning the hardware store and Karen managing the rental center, most of our friends seem to be in this business," said Johnson, who met his fiancee through her brother, a representative for an HWI vendor. "It seems natural to have the wedding at the market."

MANUS Ta,.LNON.SLIP SAFETY PAINT

Prevent slip & falls . 100% acrylic latex formula offers a flexible, quick drying paint that withstands heavy traffic, will not crack or powder, cleans up with ease, and eliminates fire hazards and toxic odors. ldeal for wood, concrete, aluminum, {iberglass or primed steel surfaces. MANUS COATINGS & RESEARCH CO.

3706 Mercantile Ave. Naples, FL 34104 (800) 326-2687

"Early to bed, early to rise, work like hell and advertise."

- David O7ilvy

Ogilvy & Mather Ad Agency

r-€L.d#lS=r

HomeBase Calls Off Builders Square Merger

Waban Inc. has pulled out of a plan to merge its HomeBase division with Kmart's Builders Square division.

Waban president and ceo Herbert J. Zarkin said talks "have not produced an agreement that is acceptable to all parties."

Waban and Kmart would have sold the chains to investment banker Leonard Green & Partners LP, Los Angeles, Ca., for cash and stakes in the new company.

The deal would have produced the nation's third-largest home center chain with about 250 stores in 25

states and nearly $4 billion in annual sales.

Waban will proceed with its previously announced plan to spin off its BJ's Wholesale Club division, while Green will continue pursuing other options for Kmart, which has been trying for years to unload the moneylosing Builders Square.

A last resort is closing the chain, for which Kmart last year took a $385 million fourth-quarter charge against earnings to discontinue.

Internet Site For Dealers

A new Web site offering listings of

building material merchants, manufacturers and products is now on line.

Designed by Triad Systems Corp. as a resource for lumber and building material dealers, www.homeimp.com also features links to other industry sites, a hot tip of the week, and the Idea Cafe, an interactive chat line.

Depot Drops Certified Shelfs

Home Depot has stopped carrying a line of certified shelving supplied by Collins Pine Co., Chester, Ca.

Collins, one of the first U.S. operations to be environmentally certified (see story, p. l4), had been supplying the products to Home Depot for three years.

Collins Pine v.p. of mktg. Wade Mosby denied the Home Depot's accusation of declining quality, and blamed the chain's explosive growth. "Home Depot's a good company, but they're growing fast," he said. "It's either their way or the highway."

Panel Associations Merge

The 37 -year-old National Particleboard Association and the 2O-year-old Canadian Particleboard Association have merged into the Composite Panel Association.

The group, consolidated in response to members' growing multinational interests and a changing marketplace spurred by NAFTA and GATT, consists of 31 producers representing over 85Vo of U.S./Canadian particleboard and MDF production. Membership is also now open to composite panel producers in Mexico.

CPA will maintain a principal office in Gaithersburg, Md., and a Canadian office in Montreal, Quebec.

PfnO'G,tjrI,l[r. fire retardant treated lumber and plywood is the #1 brand in the USA, lrom the largest producer in the USA.

Specily rlyno'GIr',nD. lor yout commercia I proiects to assure quality products and lair prices.

HOOVER

TNEATEI)WPRODLIGIS,ntc, Knox Center. Thomson. GA 30824

It's that simple with PACTRIIU* pre-primed mouldings from Pacifrc MDF Products, fnc.

I Manufactured from the finest mediurn density fiberbosrd"

I Available in a complete line of attractive casings' bases' crowns, jambs, and stool as well as coordinating profiles to customize your desiF.

I Does not split or have raised grain, resists warping' and it cuts clesner than pine.

I Savee noneyt ftpically lower in cost than comparoble non-primed f nger joint products.

I Treated with PACPRIME, a unique material that acrcepte any coutruction grade paint

t Unifom gtade and consistency without unsightly defects.

f ftasists hqmmer dings, construction. related damage, and everyday homeowtrer wear and tear.

I Environmentally cornect. PACTBIM ie made from mill by-products. It replaces fingerjoint plne' enabling us to betternanage and sust&in our timberlands.

TVEW PR@DUCTS

crlnd selected sales aid.s

Filler Up

A polyurethane filler foam for residential, commercial and industrial structures has been introduced bv Hilti Inc.

Reportedly ideal for filling and insulating around window and door frames, floor and wall joints, CFl28 Filler Foam remains non-tacky for about l0 to l2 minutes and is readv to cut after approximately 30 minutes.

Circle No. 501

Deluxe Hand-Held Shower

A hand-held shower with three spray options is new from Speakman Co.

An Extension Of Yourself

An extension ladder safety device is new from Ladder Help-Mate.

Designed to serve as a seat, safety harnesi/retainer, wall stand-off, ground level stabilizing base, ladder jack or paint buckeVtool, the Ladder Help-Mate fits O-rung or D-rung, aluminum extension ladders.

Circle No. 503

A Tight Fit

A one-component sealant from Parabond cures to a durable. flexible. silicone rubber upon exposure to molsture.

Designed to offer fast curing and excellent adhesion to non-Dorous surfaces such as glass, m-etals. and ceramics, Parabond Silicone is highly flexible and will accommodate ioint movement of +/- 25Vo.

It reportedly is ideal for weather sealing, top sealing in glazing applications, waterproofing between glass and aluminum, and sealing around worktops.

Circle No. 504

Chip Off The Old Block

Household Hardware

A 49-piece selection of door stops and other household hardware items are featured on a new Amerock display.

The Versatile Shower System has five different shower setup options, and comes with a 6'-hose. Its three spray options range from powerful massage to soft spray.

Circle No. 502

A chipping hammer designed to eliminate handle failure has been introduced by Hy-Tech Machine, Inc. Featuring a four-bolt handle design, the tool is available in 2", 3" and 4" stroke versions and in a lonsreach model for doins floor woik while standing upright. -

Circle No. 507

The new Heavyweight products include coat and hat hooks, chain guards, handrail brackets, window sash locks and lifts, and 45 brass door hardware pieces.

The selections are sampled on Premier series panels that can be incorporated into new or existing Amerock free-standing bin merchandisers, with many assortment packages offered from 2 ft. or more of lineal space.

Circle No. 505

Stylish Bath Accessories

Two series of faucets and bathroom accessories have been introduced by Design House Inc.

The 500 Series, which includes lavatory and tub/shower faucets and bath accessories, has a gold and porcelain finish.

The 600 Series has a chrome and porcelain finish with a complete line of bath components.

Circle No.506

Climbing To New Heights

A new grid support system that reportedly can cut installation time in half is new from Acoustic Ceilins Products, L.L.C.

Designed to use 1" of ceiling height instead ofthe traditional 6", the grid system unsnaps to allow panels to be replaced or for access to utili-

the roofing material for fast, weathertight installation of roof windows and skylights.

Designed for installation in roof pitches from 15" to 85', it features a redesigned sill apron with an additional length of pliable pleats that can be easily formed to all types and heights of tile including Spanish and concrete. Side and head flashing pieces form a gutter which directs water away from the skylight and off the roof.

The flashing also features a dual seal where the apron and the sill connect.

Circle N0.510

Rock lt, Man

Getting Plugged ln

An easier-to-grip version of the MaxGrip plugs and connectors is now available from Pass & Seymour/ Legrand.

Made with a rugged, internal cord

ties, and accepts any 2'x2' or 2'x4' panel without leveling or hanger wires. It also can be applied to plaster, drywall or old 12'xl2' surface-mounted systems.

Circle No. 508

Wind Breaker

A hurricane panel that is reponedly lighter and stronger than comparable panels is new from Aluminum Service.

Constructed of .50 gauge aluminum, the Anchor Safe '50/50'panel requires fasteners every 12 inches and can be mounted directly to the building, eliminating the need for tracks above and below the windows and doors.

Circle No. 509

Quick Flashes

EDW flashing from VeluxAmerica Inc. interlocks directlv with

A personalized decorative rock for identifying a house number and as a creative lawn ornament has been introduced by Flex Moulding.

grip that withstands excessive yanking and abuse, and resists chemicals and impacts, MaxGrip II can be used to replace damaged plugs and connectors.

Circle No.512

No-Slip Gripper Mat

A residential floor mat for indoors or outdoors is new from Akro Corp. Available in six colors and a variety of sizes, Aqua Trap's mat is bonded to a rubber base with a gripper pat-

Made of polyester, the buff-colored Decorative Rock has gray numbers, letters or animals. It can be painted or stained to complement the home.

Also available are the Rock Pot and Trunk Pot featuring built-in planters with drainage. The Frog, Rabbit, Deer and Turtle Rock (without planters) come with statues.

Circle No. 511

tern on the back to prevent movement on carpet or hard surfaces.

Circle N0.513

Caulk The Plank

A waterproof hardwood adhesive is new from Bostik Inc.

For bonding parquet, solid strip and laminated plank flooring, UltraSet is used over steel and other substrates in hardwood flooring.

Circle N0.514

Super Steel Snippers

Snippers that can reportedly cut virtually any material have been introduced by Fiskars Inc.

Made with hardened-steel snip

blades with a spring-action handle design, Softouch Multi-Snip Model 7928 has cushioned grips, a loop on the bottom to protect fingers, and a lock that keeps the blades together when not in use.

Circle N0.515

Her-Ticulture

A line of lawn and gardening tools designed specifically for women is available from UnionTools, Inc.

The Lady Gardener line includes both long- and short-handled tools. Long-handled tools: floral shovel, floral shovel with a large D-handle, eight-line level head rake, V-hoe, three-pronged forged cultivator, 4-

pronged welded cultivator, and a poly shrub rake. Short-handled tools: soil knife, garden trowel, six-line level head rake. and a three-line cultivator.

The tools feature northern white ash hardwood handles with a smaller diameter than traditional lawn and garden tools.

Circle No. 516

Cedar-Like Decorative Trim

A decorative panel resembling a cedar shake is new from Wolverine Vinyl Siding.

Featuring a double 6-112" exposure with a 32" panel, Restoration Shapes is applied over plywood or wood composite sheathing and used for gable accents and trim applications.

The collection includes traditional window and door surrounds; crown mouldings; wide-corner boards, lattice and beaded soffits, and decorative panels in 5' panel lengths and round, octagon and square dimensions.

Circle N0.517

A Shower A Day

An oval bath with an attached shower combination has been introduced by Jacuzzi Whirlpool Bath. Designed with an angled interior and built-in armrests. the oval bath comes in two sizes: 102"x42"x78" and 114"x42"x78".

Circle N0.518

bst siding materials fear fire for good reason. Cedar and manufactured wood burn like, well, firewood. Vinyl melts and burns just like plastic. Not MaxiPlank and MaxiPanel. Thev're noncombustible, won't spread flames and can't generate smoke. Specify our fiber cement siding when you can't afford to get burned.

P.O: Boi s2$; Omak; wA e884ii FAx #50e:s26€25s

StealAway

An all-steel cash drawer for retailers is new from Westrex International. Available as a point-of-sale system or mounted beneath a counter with optional brackets, the CD2000 Series has a sturdy lock assembly with an

optional open/close sensor. The drawer measures 18.8"x20"x4" and accommodates a removable, non-flammable plastic cash till with six coin slots, five bill slots, and a media slot for added security.

It connects directly to a computer or terminal. Options include an additional cash till, locking till cover, international till, mounting brackets and cables.

Circle N0.519

Rack'Em

An all-aluminum modular ladder rack system for trucks is available from Reading.

The AeroRack is supported by four vertical truss and two horizontal extension beams for front to rear stability and rigid support for longer loads. A removable rear crossmember enables large items to be loaded from the rear into the cargo bed area.

Tough rubber wear strips on each cross member eliminate ladder wear and reduce ladder noise. Stainless steel fasteners attach it to the body, and ratchet tie downs and cargo anchors secure overhead cargo.

Coiled To Strike

A siding coil nailer with a 350 round-head nail capacity is available from Senco Products, Inc.

Capable of driving wire weld or

falling branches, hail and other natural hazards, the Vista Severe Weather Skylight has a rugged polycarbonate double-dome construction: bronze on the outer dome and clear, flat polycarbonate on the inner dome.

It has a heavy-duty extruded aluminum frame with fullv welded corners, and an extruded condensation gutter that has been designed to collect any moisture resulting from excess indoor humidity.

The skylight has an integral selfflashing curb so it can be mounted directly to roof decking using nails or screws.

Three sizes are available:2x2,2x3 and2x4.

Circle No. 522

flagless plastic collated nails, the SCN55S weighs 5.8 lbs. and has an adjustable setting to drive nails from 1-7 /8" to 2-l/2"

It is available with either a restrictive trigger or dual action activating mechanism.

Circle No. 521

Weathertight Skylight

A severe weather skylight has been developed by ODL Inc.

Designed to resist the impact of

Wire Stripper

A self-adjusting wire stripping/cutting tool for PVC wires and cables has been introduced by GC Electronics.

Designed to be used with a range of wire types from miniature electronic to power-rated wires, the Maxim strips wire from 10 to 24 gauge. It has outer jaws that grip the insulation and inner jaw blades that conform to the shape of the wire. When the handle is squeezed, the inner and outerjaws rip

the insulation so it won't cut or nick the conductor.

Circle No.523

Stain-Free Flooring

Flooring from Colmar Industries resists hard-to-clean stains, including Magic Marker and driveway sealer. The Studio line comes in 12' rolls and has a urethahe wear layer with built-in Teflon.

Circle No. 524

[ardwood is truly tasty to termites, but the little buggers can/t stomach MaxiPlank and MaxiPanel. In fact, no pest has ever feasted on our fiber cement siding products. Or ever will. Call us when you need a material that never needs fumigating.

ltlaterials

Great Western Transportation Inc.

Building Materials Software

For IBM @mputets

Designed for building matertals retailers and wholesalers, thls complete system includes polnt of sale, order processing, biiling, sophlsticated pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger.

Easy to use, completely integrateda single transaction updates all relevant data. Call or wrlte:

Mass Systems Co., Inc.

l4 Douglas Rd., Lexington,MA02lT3

617-674-1055

Incal Support Available

Schuller To Be Manville Again

Schuller Corp.'s board of directors has voted unanimously to change the Denver, Co., company's name back to Johns-Manville Corp.

The firm was founded in 1858 as H.W. Johns Manufacturing Co., renamed Johns-Manville in 1901, Manville Corp. in 1981, and Schuller last year.

Subject to shareholder approval, the latest renaming was brought about by the "high level of favorable awareness towards the Johns-Manville identity."

Although the name Schuller is considered "non-descript," it was as Manville that the company paid out more than $l billion in asbestos claims and spent six years in bankruptcy.

Retailers OK Co-op Merger

True Value and Servistar Coast to Coast retailers have approved a merger of the co-ops by a93Vo vote.

Despite much consolidation at the co-ops' headquarters (see Jan., p.24), the merger transition process isn't expected to disrupt the businesses of the dealers, who will keep their own store identities.

Newly formed TruServ Corp. will boast 10,300 members and expected initial annual sales of $4.6 billion.

"We see nothing except good coming out of the merger," said John Kirby, co-owner of True Value member Kinney Brothers & Keele, Ontario, Or. "TruServ will strengthen our position in the market as we compete with the large box stores."

Young Business ls Booming

Often good business is about being in the right place at the right time.

Paul Burch opened Long Board Lumber Co., Merlin, Or., just as the local housing boom began three years ago. By focusing on contractors, his business has tripled over the past two years.

"I started out just selling lumber and special cedar," Burch explained. "Now, I'm selling tools, concrete, roofing, doors... everything to put a home together."

Long Board's inventory has increased from Burch's original $140.000 investment to the current $350.000. He has also added four employees and soon may add another salesman.

Hardware Week Gets New Name

To more accurately reflect their global scope, the programs and events of the National Hardware Show and the National Building Products Exposition will be held in conjunction with the newly renamed International Hardware Week.

NAT ANE

Known for more than two decades as Hardware Industry Week, the events take place this year Aug. 10-13 in Chicago, Il.

The National Building Products Exposition & Conference will be previewed in Expo Preview, a fullcolor special section in the July issue of The Merchant Magazine.

Sidinq Nails-

o No Staining

. No Streaking

Highest quallty nails for cedar, redwood and other fine wood materlals.

r Slender shank and blunt diamond ooint

. Diamond oattern head blends with wood texture o Small head diameter permits face nailing and blind

nailing r Annular ring threads oreclude nail

head popping and cupping of siding boards

. AlSl Grade

304 nickel/chromium

lllfood Screws

r Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure

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

For additional data and dealer intormation:

tCONTINGENT of Japanese builders (top photo), in town visiting mill and wholesale distributors, including Landmark Building Products, San Bernardino, Ca., which distributes a wide range of products throughout the western U.S. and export markets. (Lower photo) Landmark's Lance Duke (standing, right) and Steven Thurgood (standing, left) presented a product knowledge seminar on Maxi-Plank and Maxi-Panel liber cement siding, R-Wrap housewrap, MultiCoat Stucco Coalings, and Cladwood MDO sidings, products showing rapid growth in the Japanese and Pacilic Rim marketplace,

Jood may twist when wet, but water can't -penetrate MaxiPlank and MaxiPanel. So even under the wettest conditions, our fiber cement siding materials won't warp, twist or buckle. Remember us when you need a material that won't drink the water.

Owners Shed History Of Diversity

After 23 years of running the 80year-old family business, Mike and Marcia Graves have sold Graves' True Value Hardware, Kooskia, Id., to Keith and Kim Jacobs.

The Graves say it's time to slow down a bit and concentrate their efforts-ironic, considering the store's heritage of diversity.

Mike Graves' great-grandfather, George Trenary, helped found the store, as well as the town itself. He also ran a sawmill, a cattle and hog ranch, a cedar shingle and fencepost business, and was the town undertaker.

Even the hardware store was more of a general store, peddling lumber products, early John Deere farm equiprnent, furniture and building supplies along with slices of fresh homemade pies and briny pickles.

In cleaning out the building, the new owners of the business, renamed Jacobs Lumber Co., found many signs of its past: a heavy wooden sled runner, an old nail keg, handmade nails, a pickle barrel and a piece of antique furniture.

The Graves will concentrate on their nearby wholesale and retail garden and nursery business. Oh, they'll also remain landlords of the store and the opera house upstairs and may add an upper deck to sell ice cream and...

Chains Sign Redwood Pledge

Pressured by environmental groups aying to prevent logging of the Headwaters Forest in Northern California. HomeBase and Hechinger's have pledged not to buy or sell old growth redwood.

BASKINS FOREST PRODUCTS

The Bay Area Coalition for Headwaters, Greenpeace, Rainforest Action Network and Sierra Club are now focusing on stopping old growth sales at Home Depot and 84 Lumber.

Sears did not sign their pledge, but stated its Sears Hardware and Orchard Supply Hardware stores do not sell old growth redwood lumber.

Other California dealers signing, according to the coalition, include Conde's Redwood Lumber, Michael Evenson Recycled Lumber, Palo Alto Hardware. Parson Lumber & Hardware, Dolan Lumber, Bourger Brothers Lumber, David Bourdon Lumber, Allen Forest Products, Caldwell Building Wreckers, Plywood & Lumber Sales, Lumberman, Cheim Lumber, Garden Supply, Jefferson Recycled Woodworks, Recycled Products, Wesco Lumber, Anawalt Lumber, Massers Building Supply, Arrow Fence & Lumber, B&B Hardware, Austin Hardwood, World of Moulding, Glatt's Lumber, Hardware Express, Busy Bee Hardware, Chuck Hinsch Old Mill Farm, Ecotimber and Architectural Forest Enterprises.

Buyers Eye Eel River

Five undisclosed companies are interested in buying Eel River Sawmills, Fortuna, Ca.

Eel River notified employees, who own 46Vo of the company, that it isn't actively seeking to sell, but is listening to prospective buyers. It promises to sell only to a company with significant timber holdings that could and would maintain current employment levels and operations.

Eel River owns two sawmills, a log chipping mill, a power plant and 40,000 acres of timberland. The company has one remaining timber contract on federal lands.

Michael Morrissey, 69, sales manager for Rosboro Lumber Co., Springfield, Or., died of kidney failure April 12 in Eugene.

Born in Davenport, Ia., he served in the Army in Germany from 194546. He later joined the sales team at Rosboro, leaving the company briefly in 1972 to start his own brokering company. He joined Rosboro in 1975.

Osmose Distributing Borates

Osmose Wood Preserving subsidiary Blue Star Ventures, Inc. was named the master distributor for U.S. Borax's borate-based Tim-bor Industrial in the U.S. (except Hawaii), Canada, Mexico and the Caribbean.

Osmose will manage day-to-day operations for Blue Star, with sales handled through Osmose's Wood Preserving Division offices in Griffin, Ga.

Busy Redwood Conference

Twenty-six hundred elementary school children learned about the forest and forest products during the recent 59th annual Redwood Region Logging Conference in Eureka, Ca.

During the three-day program, visitors watched chainsaw artists at work, listened to keynote speaker Olympic gold medalist John Naber, enjoyed a Lumberjack Breakfast, and left messages to be delivered on a NASA mission to Saturn.

Incoming board president Ron Pronsolino, Spudoo Trucking & Logging, Manchester, Ca., will preside over the 60th annual conference March 26-28,1998, at the Redwood Empire Fairgrounds, Ukiah. Mary Bullwinkel, Pacific Lumber Co., Scotia, Ca., is v.p.

Hoo-Hoo Intbrnational's Jurisdiction VI held a regional mini-conference in conjunction with this year's conference.

Looking Ahead

A 16-p. color brochure showcases the 1O0-year history and future of wood treater, chemical licenser and timberland manager J.H. Baxter, 1700 S. El Camino Real, San Mateo, Ca. 94402; (80O) 7807073.

Western Lumber Buyer's

A 28-p. 1997-8 western lumber buyer's manual is free from the Western Wood Products Association, 522 SW Fifth Ave., Portland, Or.97204; (503) 2243930.

Gertified Doors & Windows

T"l'rc 1997 Hallmark Certified Products Directory is $7.50 from the National Wood Window and Door Association. 1400 E. Touhy Ave., Des Plaines, Il. 60018; (847) 299-520f.

Industrial Door Guide

The 1997 industrial door buyer's guide is new from Norfield Industries, Box 459, Chico, Ca. 95927; (800) 824-6242.

Get a copy ofany New Literature iten by con. tacting each company directly. Mention you saw it in the Merchant!

Safety On The Jobsite

The "Jobsite Safety Handbook" is $15 from the National Association of Home Builders, l20l l5th St., N.W., Washington, D.C. 20005; (800) 223-2665.

Light The Way

The 200-p. "Lighting Pattern Book for Homes" is available from the Lighting Research Center, Rensselaer Polytechnic Institute, Troy, N.Y. 12180; (518) 27687t6.

Handy Ergonomic Tips

A l2-p. hand tool ergonomics booklet is $l from Stanley Tools, 600 Myrtle St., New Britain, Ct. 06050; (203) 225-5lll.

Hands On Approach

A 46-p. gloves and accessories catalog is available from Wells Lamont. 6640 W. Touhy Ave., Niles, Il. 60714; (847) 6478200.

Brazing Flux Tips

A high-temperature brazing flux brochure is available from Superior FIux & Mfg. Co., 95 Alpha Park, Cleveland, Oh. 44143; (216) 461-331 5.

Innovative Door CD-ROM

A fiberglass and steel entry door systems CD-ROM is available from ThermTru, Box 8780, Maumee, Oh. 43537 (419) 891-7400.

Specialty Nylon Fasteners

A 30-p. polymer panel fastener catalog is available from Amifast Corp., 2210 Denton Dr., Austin, Tx. 78758; (80O) 835558 1.

FOR DOMESTIC SALES CALL: Jerry Long. Michael Parrella, Lynn Janet Parrella, Pete Ulloa, Bruce Keith. Matt Petersen, Steven Franze.

FOR INTERNATIONAT SALES CALL: Nestor Pimentel. Oscar Portillo.

Training Sessions

A 4-hour training video series featuring consultant Michael Marks is $625 from the National Association of Wholesaler-Distributors, 1725 K St., N.W., Washington, D.C. 20006; (202) 872-0885.

A/R Protection Kit

An accounts receivable protection kit is available from Credit Manager's Survival Kit, Box 6625, Madison, Wi. 53716; (608) 222-3676.

Taking The Heat

A revised thermal insulation/finish boards brochure is available from The Celotex Corp., 4010 Boy Scout Blvd., Tampa, Fl. 33607; (813)873-4230.

OUTSIDE SALESPERSON(S) WANTED. Landmark Building Products is looking for experienced outside salesperson(s) in the Oregon-Washington markets. Be a part of our growing company. Excellent compensation and benefits plan. Multiple locationsComplete milling facilities-Rail lines-Many product lines. Lance Duke, (909) 888-6747, FAX 909-885-5778.

SALES MANAGER: National hardware distributor located in Los Angeles, Ca., seeks experienced professioniil to oversee sales and marketing activities. Degree in Marketing and technical knowledge of door/window industry required. Responsibilities include: OEM account development, maintaining active customer base, developing new markets, directing sales staff in goals and achievement of higher service and revenues. You must be results driven with excellent communication, organizational and interpersonal skills. Occasional travel. This is a challenging e@! position with an employer who recognizes dedication and achievement. Salary, incentives, benefits. Resume to: Sales Manager, P.O. Box 2911, Venice, Ca. 90291.

INSIDE SALESPERSON: Baker Hardwood Lumber Co. is looking for a salesperson to work the San Diego and Southern California area. Could work into outside sales. Salary, bonus, medical & dental, and pension plan. Call Jim Konzal, (800) 498-8102.

SAROYAN LUMBER CO.. California's leading manufacturer and wholesaler of hardwood lumber and millwork, seeks aggressive, selfmotivated sales representatives for Northern Califomia, Southern Califomia and Nevada territories. With unparalleled sales support and earning potential, both outside and inside positions are available. For confidential consideration, contact Perry Makins, (800) 624-9309.

Twenty-five (25) words for $23. Each additional word 7Og. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 carnera-ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fl) Carnpus Dr., Suite 4E0, Newport Beach, Ca.9266,0. Make checks payable to The Merchant Magazine. Mail copy to above address, FAX to 714-852-O23L or call (714) 852-1990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established cr€dit with us.

INDUSTRIAL SALES POSITION: California Timberline Wants You! If you are highly motivated, aggressive and well vened in the ways ofwood, then listen up. As Southern California's leader in softwood lumber and milling for over 20 years, we know the importance of building and maintaining relationships as well as upholding high standards. If this sounds like you, then please FAX us a r€sume for confi dential consideration to 909-59 l -48 I 8. Attention Grcg Hexberg.

HAGLE LUMBER COMPANY: Leading Southern Califomia contractor yard looking for experienced outside salesperson plus experienced expediter. Excellent compensation & benefits. Live out of the smog in beautiful Ventura County. Contact Rick or Ralph Hagle, (805) 987-3887, FAX 805-987-7564.

PAN PACIFIC Forest Products, a growth company celebrating its 10th anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Or.97709, Attention: Sales Manager, or call Ron Hanson, (800) 776-8131.

INSIDE SALESPERSON(S) WANTED:

Landmark Building Products (wholesale distribution) is looking for experienced inside salespenon(s) to work out of our local office selling lumber, plywood, hardwoods, boards, export sales & steel-metal products. Customer following preferred. Sales team approach. Be a part of our well financed and rapidly growing company. Excellent compensation and benefits plan. Contact Lance Duke at (909) 888-6747 or FAX 909-885-5778.

LTJMBERTRADER

Rain Forest Lumber Co. (RFL), a specialty products wholesaler established in 1982, seeks experienced lumber traders. If your potential is being limited by restricted customer or mill contacts, we should talk. Our desirc to grow is an opportunity for you. Generous commission schedule and benefits. Relocation reimbursements for the right candidates. Mail resume to RFL, P.O. Box 361, Lake Oswego, Or.97034, or call Dan Rice at (800) 547-1929 or (503) 684-U74..

PROFESSIONAL LTJMBER TRADER

Southwest Portland, Or., wholesale company is seeking experienced lumber and plywood traders with a customer base that wants well established and financially stable company, with room for their tladeff to grow. Excellent compensation package and benefits. Fax resume or letter to 5O3-682-9552. Attn: Steve.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DFfloor 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 $375/m F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

CUSTOM MERCIHNT BINDERS

Protect your valuable copies of The Merchant Magazine with our new, high-quality binders. Easy, efficient reference, right on your shelf. Attractive, organized storage, with the look of leather. Color is Merchant red with logo in tasteful, gold lettering. Each binder holds one full year of magazines. An Information Age must. Price is just $11.95 plus $3 for postage and shipping. Calif. residents add7.75Vo sales tax (930). Send cash, check or money order to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Please allow 7 working days for delivery.

RETAIL LUMBER YARDS - FOR SALE: $8 MM sales, 3 Califomia locations, 86 yean in business, own the real estate, principals only, Contact: Eagle Partners, (510) 531-4500 or FAX 510-531-6280.

lbep up wllh the exciling Soufhem malket

Subabe r .hd95fq12ruitlybq6 ft!|0141852.t9e0

Stetson

One 96" Chase Industries shrink wrap machine

Miscellaneous electric motors and convevors and chains

5 arm breakdown hoist

Bracut Intemational-Red Anderson Call (707) 826-9850

WEATHERED, TWISTED OR USED LUMBER. Plywood blows, used or trims.

Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

IN THE I.'MIED STATES DISTRICT COT'RT FOR THE CENTRAL DISTRICT OF CALIFORNIA

UNITED STATES OF AMERICA, Plaintiff, v.

WESTERN PINE ASSOCIATION, et al., Defendants.

Civil Action No. 1389-Rl

NOTICE OF PROPOSED TERMINATION OF THE CONSENT DECREE ENTEPGD IIEREIN ON FEBRUARY 6, I94I

PLEASE TAKE NOTICE thAt thE Western Wood Products Association ("WWPA"), formerly Western Pine Association, named a defendant in the Consent Decree entered by the Court in the captioned rnatter on February 6, 1941, has asked this Court to enter a judgment terminating the Consent Decree.

The government has filed with the court a memorandurn setting forth the reasons why the govemment believes tbat termination of the Consent Decree would serve the public interest. Copies of WWPA's motion to terminate, the stipulation containing the government's consent, the government'S memorandum and all further papers filed with the Court in connection with this motion will be available for inspection at Room 3233, Antitrust Division, Department of Justice, l0th Street and Pennsylvania Avenue NW, Washington, DC 20530, and at the office of the Clerk of the United States District Court for the Central District of California, United States Courthouse, 312 N Spring, Ios Angeles, CA 90012. Copies ofany of tlrcse materials may be obtained from the Antitrust Division upon request and payment of the copying fees set by Deparffnent of Justice regulations.

Interested persons may submit comments regarding the proposed termination of the decree to the

govenrment. Such comments must be received by the Division within sixty (60) days and will be frled with the Court by the govemment. Comments should be addressed to Christopher S Crook, Acting Chief, San Francisco Field Office, Antitrust Division, Deparunent of Justice, 450 Golden Gate Avenue, Box 36046, San Frarpisco, California 94102, telephone: (415) 55C6300.

Ross 16"x30" timber sizer complete with blower and cyclone Yates American side head grinder

LOCAL LUMBER hauling Southem California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (31O) 4220426.

-SOUTHERN CALIFORNIA

GREATER SAN FRANCISCO BAY AREA

Baxter & Co., J.H..... ......(41 5) 349-0201

Big Creek Lumber Co ....(408) 423-4898

Caldwell Building Wreckers............................(41 5) 55G677

Califomia Forest Producls.....-.......--............(408) 842-1 673

Calilomia Lumber Inspeclion SeMce.............(408) 477{170

Califomia R€dwood 4ssociation.....................(41 5) 382-0662

Chemonite Council.. ......(415) 57&3311

Dalaline Corp.......................(916) 635-0564 (415) 435-1 1 18

Diablo Timber.......... ......(707, 252-6142

DMK Pacific Corp. (Fremont).........................(510) 79S3670

Georgia-Pacific Corp. (Fremont)....................(800) 83S7370

Green Products, C,o. ......(510) 235-9667

Horizon Forest Producls.................................(51 0) 235-201 4

Kelleher corp. (Novato)..................................(41 5) 898-1 270

Kelleher Corp. (San Rafael)...........................(415) 454-8861

Lane Stanton Vance Lumber Co. ...................(51 0) 632.9663

NORTHERN & CENTRAL CALIFORNIA

ARCATA / EUREKA / FORTUNA

888-9000

Product Sales Co. ..........(800) 66G8680

Station 1 Anti-Flame ......(310) 815-1200

Swanet Hardwood Co. ...................................(81 8) 953-5350

T.A. Auctioneers, Inc. .....................................(21 3) 851 -2008

Toal LumberCo...... .......(562) 945-3889

Tradewesl Hardwood C0................................(31 0) 51 84848

Vent Vue Window Pr0ducts............................(2131 225-2288

Weyertaeuser (Long

ORANGE,

Louisiana-Pacific Dislribution Csnter.............(909) 628-2825

Oregon-Canadian Forest Products ................(7 1 41 637 -2121

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

Pacific Lumber Co.. ........(714) 367-1643

Pan Lumber C0...... ........(909) 627-0953

Product Sales C0.................(800) 66e8680 (714) 998-8680

Profile Planing Mill.. ........(714) 546-9661

ouality Wood Supp|y......................................(800) 765-31 34

Railway Express..... ........(909) 685-8838

Reel Lumber Seryice (0C) ..(800) 675-7335 (714) 632-1988

Reel Lumber Seflice (Riverside) ......,............(909) 781-0564

Regal c,rjstor Millwork........(714) Z6-1673 (7141 632-2459

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

Simpson Strong-Tie Co. ......(8()0) 999-5099 (714) 871-8373

strata Forest Products ..(714) 751-0800

Trsatsd Forest Products.................................(714) 54$5840

Weyerhaeuser (Fontana).....(8Cn) 647-n62 (909) 877-6100 SAN DIEGO AREA

Baskins Forsst Producls ................................(61 9) 401 -1 623

CJ Redw00d........... .......(619) 741-5881

Dixieline Lumber Co .......(800) 34$4354

Goorgia-Pacific Corp ......(800) 83G7370

Lan€ Stanton Vance............(619) 442-0821 (619) 4714971

Manin Brothers Wholesale lumber................(619) 561-5151

Weyerhaeuser Co. .........(800) 647-262

Arcata Redwood Co .......(707) 443-5031

Blue Lake Forest Pr0ducts.............................(707\ 822-2995

Bracut Intemalional. ......(707) 826-9850

Britt Lumber Co. ......(707l' 822-1779

Louisiana-Pacific Cop. ......(707\ 443-7511

Northcoast Hardwoods...................................(707) 826-7690

Pacific Lumber Co. (Scotia)............................(704 764-8888

Redwood lnspeclion Service..........................Fln 444-3V24

Simpson Timber Co. ......(7071822.0371

BAKERSFIELD Pacific Wood Preserving of Bakerslield .........(805) 833-0429

CLOVERDALE

All Coast Forest Products...............................(707) 894-4281

Bowman Lumber Co ......(707) 894-2575

Precision Redwood Manufacturing.................(707) 894-5263

Redwood Empire.................(800) 862-4657 ?0n 8944241

Russian River Lawn & Garden.......................(800) 675-2501

FORT BRAGG

Holmes Lumber Co., Fred C. .........................(707) 964-6377

FRESNO

Georgia-Pacif ic Warehouse ...........................(800) 830-7370

Intemational Forest Products .........................(209) 275-3356

Pacific Foresl Products .l20Sl 268-6221

Phoenix Enterprises .....(2091 251-7477

Weyerhaeuser Co................(800) 292.0701 (209) 48&6221

MODESTO

Burns Lumber C0.................(800) 331-0831 (541) 773-6933

Thunderbolt Wood Treating.(800) 826-8709 (209) 86$4561

SOUTHWEST

PACIFIC NORTHWEST

) 75&2595

Mesa Forest Products ....................................(541 ) 385-041 5

Heid & Wrighl, Inc. ........(800) 388-2608

EUGENE /SPFINGFIELD

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

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

Georgia-Pacific Corp

Georgia-Pacif ic (millworldmldg.)....................

Kellv-Goodwin Co................(800) 81 3-1201

McFarland Cascade ..................;...................

Rosboro Lumber Co

Sen€ca SawmillCo.

Springfield Forest Products................

5[peioi Harowooo tc&ittdi...........:::::.:::.:

McMlt'INVILLE / SALEM

D Stake Mill Inc. ............(800)

UnivsIsal Forest Products (Woodbum)..........(503)

Wllamette Industdes (Albany)........................(503)

IIEDFORO/ GRANTS PASS

Allweaher Wood Treaters..............................(800)

Bums lumberCo.................(800) 331-0831 (541)

FourPly, Inc. ...................................................(800)

Triple R lrylolesals (White City) .....................(541)

GREATER PORTLAND AREA

Adams Lumber Co.

American Intemationaf for*st proOurf.........

Catfall Bros. Foresl Products

Columbia Forest Products.............................

Contact Int€mationa|............(800) 228-7361

Dixieline Lumber C,o..............

Friesen Lumber C0..............(503) 397-1700

ROSEBURG

Herbert Lumber Co. (Riddle)..........................(5,a.| ) Keller Lumber Co. .........(503) Roseburg Forest Products .............................(503)

FERNDALE WASHINGTON

Allwealher Wood Treaters..............................(800) 637-0992

ROCKY

RFADER, SERVTGE

EAX to 714-852-0231

The Merchant Magazine - May 1997

Ad [ndex

For morc infomation from advertisers, use FAX Response numbers in brrckets.

Advantage Business Computer Systems [lM]

Anfi nson Lumber Sales I1421..,..........,.........36

Anthony Forest Products [102]..........Cover II

Baskins Forest Products tf451.....................3E

Bean Lumber Co., Curt t1061 .........................5

Berkot Manufacturing Co. 11521..,,..............42

Britt Lumber t1331.........................................32

Cal Coast \ilholesale Lumber, Inc. [108].......7

C&D Lumber Co. [103] .....,..............,.Cover II

3-C Trucking IlA].........................................25

Chernonite Council [156]...................Cover IV

Colville Indian Precision Pine Co. 11341.....33

Dimensions, Inc. [123]

Expo Preview If 55l ...............,............Cover III

Fontana Wholesale Lumber, Inc. [108]..........7

Friesen Lumber Co. [38] .....,...,...,...............35

Gemini Forest Products [107l.........................6

Gram Lumber Co. [151]................................41

Great Western Transportation Inc. [140]....36

Haase Industries (Magnetic Broom) [117]...20

Harwood Products [116]................................20

Herbert Lumber Co. [154] ...................,........46

Hirt & Wood t1221.........................................23

Hoover Treated Wood Products t1301.........29

Huff Lumber Co. [53]..................................45

Keller Lurrber Co. [120] ............,....,...,,.....,..22

Keller Lumber Sales [109]...............................7

Landmark Building Products I1fOl ...............8

MacBeath Hardwood Co. [1121....................17

Mallco Lumber & Bldg. Materials 1126).....26

Mass Systems Co., Inc. If4f 1.,.......................36 MaxiTile [135, 139, 144, 149l 33, 35, 37, 39

Merchant's 75th Anniversary If f fl .............13

Neiman-Reed Lumber Co. tl371..................34

Pacific MDF Products, Inc. tl311 ......,..........29

Pacific Wood

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Swan Secure [143]

Taylor Lurnber Services 11191.........,............22

Thunderbolt Wood Treating Co. 1L321,......32

Tropitech Coatings & Research, Inc.Il27l.27

Tubafor Mill If 131..........................................17

Waldron Forest Products I1481.,.,...............39

Weaber, Inc. I1291..........................................28

Western Wood Products Assn. 11281....,.27,43

Weyerhaeuser Co, [101] ..........,....,...,...Cover I

White River Hardwoods [136] .....................34

Wood Fiber Products [125]......,....................26

FNNE GRANN DOUGLAS FIR

PRODUCED FROM OREC.ON'S SUSTAINED-GROWTH FORESTS

Sales - Bob Norton Rich Stratton

Phone: (5411874-2236

FAX 541-874-2123

P.O. Box 7

Riddle, Oregon 97469

SPECIFIED: DENSE #1. SELECT FOHC E)(POSED, V.G. CLEAR x4-8x14-8'-24'

J

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