Merchant Magazine - June 1982

Serving the lumber, building materials and home improvement markets in l3 Western Sfates-Sin ce lg22

Wbrcmakingtracks

The better the roadbed and rails, the smoother and safer the ride for your freight. And we have a reputation for the best. Keeping ahead of competition is why we spend so many millions everyyearfora perpetual program of track maintenance and upgrading. Every foot of our 9700 mile system is walked once a week by line inspection crews.

Special"detector carsi'with the latest in magnetic and ultrasonic equipment, are constantly inspecting for hidden rail flaws. And Johnny-on-the-spot equipment and crews to make repairs and replacement that same day. It all adds up to why you can count on Union Pacific for the finest in fast, dependable and economical service for your shipments

WeGan handle it, the Union Pacific railroad people

THE PERFECT PRODUCT FORAROTTEil MARKET.

There's one bright spotintoday's otherwise gloomy lumber market. Pressure-treated lumber. DIYer's and remodeling contractors are eating it up. Primarily because the bugs,mildew and termites won't. Even after 29 years in the ground.

It's become the smart, economical choice for all kinds of outdoor projects. And nowyou have a major new source to work with. Louisiana-Pacific. We're taking high quality hem-fir and ponderosa pine from our own forests. Giving it first-rate treatment at our new highcapacity facility at Ukiah, California. And makingimmediate delivery with our own fleet of trucks.

So now you can give customers the treatment they've been asking for: L-P Outdoor@ Wood for decks, patios and fences. You can even gle it to them with a Cedartone" pre-stain. To say nothing of L-P Wolrnanized@ lumber for sill platq And pressure-treated landscape timbers.

Thke advantage of a rotten situation.

For all the details, call: Louisiana-Pacific Corporation.

Albuquerque, NM (505) 873-0511

Cloverdale, CA (707) 894-3362

Fremont, CA (415) 657-6363

Rocklin, CA (916)624-4525

Orange, CA (7I4) 998-6500

Phoenix, AZ (602) 246-1578

Samoa, CA (707) 443-75II

SALESMEN VS CREDIT MGR. BATTLE GONTINUES

WAYS TO PULL THE PLUG ON COMPUTER CRIME

SALES STRATEGIES CAN LEAD TO MORE PROFIT

EXPERT TELLS PROPER USE OF BOARD SIDING

AIR DRYING BENEFITS, PREPARATIONS, CARE

HOME SHOW TO COME WEST IN REGIONAL EXPO

WESTERN LUMBER VALUES ADJUSTED UPWARDS

RETAILER TAKES NEW COURSE, ALTERS IMAGE

WHOLESALER REMODELS, REPLACES BUILDINGS

SALES OF HOUSEWARES CONTINUE TO CLIMB

FIBERGLASS SHINGLES MARKETS TO PROSPER

SAN DIEGO HOO-HOO CLUB ACTIVELY GROWING

WILLOW DIFFERS FROM ALL OTHER HARDWOODS

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publlsher David Cutler

Associate Editor

Juanita Lowet

Contributing Editors

Dwight Curran

Gage McKinney

Richard Medugno

Al Kerper

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation

Kelly Kendziorski

The Merchant Magazine (USPS 796-560) is published monrhly at 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (714) 549-E393, by The Merchant magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

TROM WASHINGTON STATE & IDAHO: contact John V. MacKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660. Phone (714) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Yann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4723l l3 or (714) 549-8393.

FROM THf, MIDWEST: contact Charles L. Lemperly, 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone Q12) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., TheMerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Include address label from recent issue if possible. plus new ldtlress lnd zip i'ode.

Subscription RatesU.S. and Canada: $6-one year, $9-two years; $12-three years. Foreign: $14-one yearl $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MA(;AZINE is atr indeperrdently-ontratl pttblitatiorr lor tlre rctail, v,holesale arrd tlistribtttiorr levels ol the lutrthar, buildirtg trtaIerictIs attrl honte intprovetttcttI brrsiness itr tlre l3 Western stotes.

Serving the lumber, building materials and home improvement markets in 13 Western Stafes - Since 1922

DAVID CUTLER editor- publisher EDITOR[AL

ls it new or iust back again?

lltE HAVE been burrowing through the UU back issues of late, searching out material for the 60th anniversary of The Merchant Magazine.It will be six decades next month since our founder, Jack Dionne, published the first issue, July l,1922,

The first few issues carried an amazing number of stories about then current industry news that sound amazingly similar to what is occuring today. It makes one wonder just how much things really do change.

Volume one, number one, carried a lengthy article on changes in the railroad freight rates that had resulted from the federal government being less involved in railroad regulation. There are two or three paragraphs in the story that could probably run unchanged in this issue without anyone being the wiser.

There was another piece from that long ago summer entitled "Home Building Stimulates Prosperity." It made the same points that you can hear today on television to the effect that a revived housing industry will lead us out of our

current economic trough. A related story had illustrations of two houseplans that were the "latest in modern design, just right for today's families." The sizes were 750 sq. ft. for the one bedroom model, 1000 sq. ft. for the two bedroom plan: sizes and marketing concepts that would have been right at home at the latest home builders show.

Parallels exist in areas of controversy, too. The first edition of this magazine described lumber industry efforts to raise money to head off a proposed referendum that would give California voters a chance to express their feelings regarding wood shingles on the next ballot' The pros and cons of wood shingle safety in the story are much like those following the recent Anaheim, Ca., apartment complex fires that caused $50 million damage.

What all this means, we'll leave to heads more philosophical than ours, with this parting thought from George Santayana that those who ignore the lessons of history are condemned to repeat the mistakes of the past.

SeNing the lunbet, building materials and home lmprcvemenl ma*ets in 13 Westem States-Since 1922

An exceptional new product for the do-it-yourselfer.

fhe "summer Sky"gazeoo ts a pre- I packaged gazebo with quality manufacturing and artistic design

It is made of all western red cedar for durability and that natural look so popular today lt is also elegantly designed with attention to fine details such as curved rafters, turned sprre, and scalloped fascia. All of this and at a price the do-itvourselfer will like, too

This timely product is idealfor today's leisure minded Vet practical but/er The "Summer Sky" gazebo rs perfect for added atmosphere

and privacy around a hot tub, or it can provide a unique focal point for outdoor entertatning. Also, for your customers who enjoy carpentry, thrs package provides a base for their own "custom" gazebo.

"Summer Sky" gazebo comes with pre-cut wall components, rafters, and roof materials, and includes evervthing needed for assembly

In a few hours, your customer can easrly assemble the gazebo with just a few small tools ln addition, "Summer Sky" is available in two

sizes (6 sided-B foot diameter; B sided-11 foot diameter) with seven models to choose from A IVcKenzie Trading CompanV sales representative is ready to help you set up a "Summer Sky" sales program

Call

Model MG-6AR

The battle continues: salesmen vs. credit managers

By Peter J. Bower Mariner's Forest Products. Inc.

ONEY is tight. Now there is an understatement! But when money is tight, credit is tight. You can verify this by asking your salesman, "When was the last time the credit manager turned down one of your 'golden' accounts?"

So what can you as a manager do when you cannot afford to extend credit to marginal accounts; yet, with business down, you cannot afford to lose sales?

Unfortunately, there is no simple answer. Still, the problem requires a decision by you as management. The normal response is to look to the past, to try to manage as if these were the good-old-days.

Right away you have two problems:

(1) It is almost impossible to apply yesterday's decisions to today's problems.

(2) Often management has no idea of what was done in the past.

But, eyes are found on the front of your head so you can see forward, not backward. The best way to solve the problem that you are dealing with is to look forward.

The eternal conflict between the sales department and the credit department is an important one. The two will never see eye to eye 10090 of thetime. Yet, it is also importantthat each receive its fair share of the victories.

An overly powerful credit department will make an aging of accounts look as beautiful as a piece of fiddleback hardwood; however, a look at the sales report may not be as beautiful. An overly powerful sales department will bring in more business than your facility can handle; however, a look at your aging in 30-60 days may be hazardous to your health.

There are ways to keep both departments happy. One way is to increase profits. If enough profit is plugged into an order, even a normally slow paying customer can still be a profitable account.

Beware, though, of laws concerning pricing. Changing the price to one particular customer for any reason may cause you legal problems further down the road. Be sure you have yourself covered before you start changing your pricing structure.

Another way is to use the finance charges which are becoming quite popular. If you as management do not want to increase prices, but still would like to help cover the cost of money, the good points are:

(1) Prices remain normal.

(2) Salesman will not have to deal with a general price increase.

(3) You can choose the time you wish to charge: after 30 days, 60 days, or on the first day past due. Again, be consistent with all your customers.

(4) The finance charge will help you pay the finance charges that you have been receiving! The drawbacks are:

(1) If your accounting department is already at wit's end, the extra burden may not be feasible with the existing set-up.

(2) You may alienate customers, but consider that you are alienating slow paying customers.

(3) You cannot expect to collect 10090 of your finance charges. The people who will not pay finance charges are usually the same ones who take unearned discounts.

Story at a Glance

Tight money means tightcredit with sales/credit conflict ways to create balanced team effort . . improve cash flow, business effectiveness.

There is still another way of going about this sales/credit conflict: cooperation. Let's face it! When you look at the whole picture, you cannot run a business without a sales dept. Likewise, you cannot run a business without a credit dept., even if it is nothing more than your bookkeeper, making phone calls ten days before the end of the month.

A balanced, effective team effort by both credit and sales can be one of the best things to ever happen to your company. Here is a list of what each department can do to help.

Credit

(1) If you do not have a written credit policy now, write one. Hand it out to the salesmen. Let them know what you expect from customers.

(2) Explain to the sales department how you evaluate a new customer.

(3) Inform salesmen how you gather information. They may even have a suggestion!

(4) Let the salesmen know what you are doing. It is embarrassing for them to go to a customer's shop, give a sales pitch and then have the customer tell him that your credit manager has filed a suit against him.

(5) Remember, the more help you can give salesmen now, the easier it will be on you later.

Listen to your credit department.

(3)

If you are going to make a planned cold call, check with the credit department first. It may prove to be a time saver. Do not try to push through an order or a credit application if you know the customer has a bad credit history. If management finds out after the fact, say 60 days past due, one of (Please

)

Management can help short-circuit computer crime ,"

By Daniel A. Janko national mgr., Computer Auditing, and Frederick S. Atkari director of Computer Services Group, Alexander Grant & Co., Chicago, Il., c.P.A.

lT'S 7 P.M. An assistant bookIkeeper in a small wholesaling company is working late into the evening to help settle numerous outstanding accounts. On the pretext of needing additional invoice data, the bookkeeper enters the office of the company's president where he finds the firm's master record-keeping system-a $6,000 micro-computer purchased at a local electronics store.

Having bought and studied a copy of the computer's instruction manual, the bookkeeper has little trouble programming a personal entry code into the machine's electronic memory. Three minutes later he's back at his desk, diligently working away.

In the months that follow, the bookkeeper, sitting at home before his own low-cost computer terminal, dials up his company's machine via telephone and enters phony invoices in the name of

Story at a Glance

Computer crime can strike any size business. . responsibility for preventing abuse falls on manager. controls to secure your business agalnst intrusions.

bogus suppliers. Checks are then automatically generated by the system and mailed to a local post office box.

Although the bills only average between $100 and $200 each, they will cost the wholesaling company many thousands of dollars until the fraud is detected.

If it ever is.

The above scenario demonstrates that computer crime is no longer the sole province of multi-million-dollar corporations. Any business, large or small, that uses a computer to pay bills, issue payroll checks, inventory merchandise or perform any other accounting function, is vulnerable to this relatively new and often underestimated avenue f or sophisticated theft.

Responsibility for preventing this kind of abuse falls squarely upon the shoulders of management. The four-year-old Foreign Corrupt Practices Act of 1977 affirms the precept that company executives alone must see that controls are imposed to protect the integrity of internal auditing systems, this idea being just as relevant to data processing, even for those companies not doing business with foreign nations. It is, after all, a matter of practicality. Any administrator who pleads ignorance and leaves the responsibility for computer operations to a subordinate, no matter how trusted, is a prime target for electronic chicanery.

Although still rare, the incidence of computer crime is growing rapid- ly. Newspapers have carried numerous stories of enterprising

students who have played havoc with academic records in their attempts to master supposedly restricted institutional computer systems. Here the motive is not material gain, but the precious computer time itself with which these sophisticated youngsters can expedite their other pet projects and investigations.

On the corporate level, the 1973 Equity Funding case is the largest example of computer abuse. In that instance, the New York-based insurance holding company used a computer to generate $27.5 million in phony policies that were subsequently sold to reinsurers. More recently, the Wells Fargo Bank, the nation's I lth largest, was the victim of large-scale computer fraud that cost the company over $21 million. The alleged perpetrator was an internal operations officer.

As easy-to-use, low-cost computers proliferate, the number of related crimes is expected to increase. As reported in the April 20, 1981, issue of Business Week, only 1,500 personal computers were sold in the United States prior to 1975. International Data Corp. now estimates that total to be close to 500,000 and it will probably skyrocket to three million by 1985.

Estimates of losses due to computer crime now range anywhere from $100 million to $3 billion annually. This number is expected to grow substantially, not through ma- jor thefts on the Equity Funding or Wells Fargo scale, but by a rapid increase in the incidence of small-time fraud. Still, regular losses of $100 or $1,000 can be just as devastating to a small business as a multi-million-

dollar embezzlement is to a major national corporation.

Clearly, the need for firm and effective controls exists wherever a computer is present. The type and level of sophistication of these controls will depend on the size and complexity of the system involved and the functions it has been designed to perform.

Physical security is one of the simplest and most effective deterrents to electronic crime for businesses employing personal-sized micro-computer systems. It is also one of the most overrated and useless barriers to fraud in larger main-frame operations.

If a company utilizes a microsystem, the kind that can be purchased in most any computer shop for under $10,000, then physical access should be restricted to those directly responsible for its operation. When not in use, the computer should be locked away in a secure location.

Some micro-systems have telephone hook-ups so that company personnel can communicate with the computer from terminals in their homes. While this is a desirable convenience, it also leaves the computers vulnerable to anyone who has learned or, as was the case in our fictitious scenario, can manufacture a password. Remote links to microsystems should, therefore, be avoided unless other more sophisticated safeguards have been instituted.

Which brings us to main-frame computers, those cybernetic leviathans thatdaily exchange countless billions of bits of information via the common telephone line. Although there is a flourishing industry selling ways to protect such computers from intruders, magnetic passes and other high-tech devices are a poor defense against a clever programmer with a telephone and terminal of his own.

This does not dismiss totally the need to shield computer hardware. Direct physical assaults on company computers are not unheard of, and while a two-inch steel door and electronic deadbolt may do little to prevent subtle tampering with internal programs, they can be quite effective against a disgruntled employee with a tire iron.

Even if the possibility of vandalism is remote, managers should

take steps to protect their most valuable commodity, their computer software, from loss or damage, be it accidental or intentional. As a matter of course, all computerized master files should be copied twice, one copy kept on the premises and the other removed to another location. this latter step will insure company continuity even in the case of destruction of the physical plant by fire, storm, earthquake, or other disaster.

For larger companies with data processing budgets over $10,(X)0 a month, dividing design and opera- tional responsibilities among numerous employees is one of the simplest and surest ways to keep a computer system honest. Systems analysts, programmers, computer operators and data entry personnel should be limited in their knowledge to only that information that is necessary to their specific areas of activity. No designer should have access to programs or data files. No programmer should be regularly involved in daily computer operations. No computer operator should

be entering transactions via terminal; this should be done only by data entry personnel.

When no single employee knows how the entire computer system operates, chances are remote one will be sophisticated enough to abuse it for his or her own ends.

Unfortunately, in small companies, such segregation is not always feasible. In businesses with l0 or less employees, the designer, programmer and operator are often one and the same person. Such concentration of responsibility, unless in the hands of the company president, places the business in a very precarious position. While it may limit the number of suspects should fraud occur, it also greatly lessens the chances that such fraud will ever be caught.

The extreme vulnerability of simple micro-systems is the reason physical security, as discussed previously, is so essential in small business.

Beyond physical and organizational procedures, there are (Please tltrn to page 5,1)

10 Steps to Guard against Computer Crime

(1) Situate computers in a secure location.

(2) Restrict access to only those individuals directly involved with computer operations.

(3) If you use a micro-computer, lock it away securely when not in use.

(4) Avoid telephone links with micro-computers unless other safeguards are in place.

(5) Copy all computerized master files twice. Keep one on the premises and remove the other to another location.

(6) Segregate responsibilities for system design, programming, computer operations and data entry among various individuals.

(7) Use passwords not only for computer access, but assign specific entry codes to individual functions and operations. Likewise, individual terminals can be assigned to specific operations. Void personal passwords immediately should an employee resign or be fired.

(E) Implement programs that will flag accounting operations that do not conform to an established norm.

(9) If using telephone lines for data transmission, install signal scramblers to inhibit wire taps and prevent unauthorized entry. Also, change the access phone number periodically.

(10) Have an experienced auditor examine your computer system and recommend safeguards tailored to your individual needs.

Profit improvement opportunities for retailers

By Francis C. "Frank" Grau

Using Part-Time/Contingent Employees Effectively

(1) Is part-time work scheduled according to:

(a) Forecasted peak and slack customer traffic patterns? n

(b) Maximum floor coverage? n

(c) Minimum floor coverage? !

The fourth in a

EETAIL SELLING activities are all brought Etogether when the sales person asks the customer, "May I help you?" To ensure that sales personnel are effective , you must plan the training, scheduling, supervision and positioning of the selling staff. Numerous opportunities exist for reducing costs and improving productivity in this area.

The following questionnaire examines selling activities in relation to sales personnel and customer service. Options such as selling by zones and interselling are reviewed.

Questionnaire and Work Guide

Scheduling of the Sales Forces

(1) Have daily traffic patterns been analyzed by transaction counts showing peak hours for:

(a) Day of the week?

(b) Individual departments?

(c) Selling zones?

(2) Is the daily/weekly sales force scheduled for each department or selling zone according to:

(a) Identified traffic patterns and total selling hours required?

(b) Promotional and seasonal requirements?

(3) Has a determination been made of the minimum number of sales personnel required per department or selling zone?

(4) Do designated selling supervisors have the authority to shift sales personnel to other areas as required?

(5) Is effective use made of "flying squads" of sales personnel?

(6) Are support personnel (i.e., nonsales personnel) used during peak selling periods?

(d) Promotional and seasonal staffing needs?

(2) Is adequate supervisory coverage scheduled for part-time employees?

(3) Do part-time personnel receive adequate training in merchandise information, store systems and procedures?

(4) Do the part-time schedules attract the kind of part-time employees the store requires?

Story at a Glance

Sales personnel training . . scheduling, supervision, positioning for maximum effectiveness.. . reduced costs. .. i m proved prod uctivity.

(5) Are recruitment techniques (e.g., display/classified ads, in-store signs) periodically evaluated in terms of:

(a) Cost?

(b) Results?

Training Sales Personnel

(1) Are sales personnel trained to be:

(a) Alert to customer needs?

(b) Enthusiastic about merchandise?

(c) Knowledgeable about what they have in stock?

(d) Familiar with selling points of individual items?

Sales personnel have the most direct contact with customers, They represent the retailer to the buying public, and the success of a retail organizotion can depend on the competence and attitude of the sales force.

(2) Are supervisors directly responsible for on-the-job training of sales personnel?

(l'leuse turn to pase 30)

BAGK FOR AN ENGORE

Repeat business is common for us. We build to please and our customers come back for more.

For example, we built a 3,000 sq. ft. storage building last year for MRM Building Materials in Fontana, Ca. This year they called us back to build another pole structure. It contains 5,400 sq. ft. of space for their growing hardware business and offices.

Each building we construct is individually designed to meet a particular need with an emphasis on budget and time. Give us a call. We can solve your building problems, too.

Some tips on proper use of board siding

C!OLID WOOD siding, a tradiCltional building material since Colonial days, continues to gain in popularity, even in those areas of the country that have been partial to other wall covering materials, the Western Wood Products Association reports.

As this "Cadillac" of house siding becomes more popular with doit-yourselfers, and skilled craftsmen become harder to find, retailers and wholesalers receive more questions about the proper use of board siding products.

Board siding serves two purposes, weatherproofing the framing and house, and enhancing the overall appearance of the structure. Neal Pinson, director of technical services for WWPA, says the common concerns they are hearing include: "How come my siding is cupping?", "What about these gaps between the boards?", "What do we do about the boards splitting?" and "What can I do to preserve the appearance of my siding?"

Board siding questions usually can be answered by advising proper care and correct application on the building site, but the first step to a trouble-free project is selection of the best material for the job, Pinson says.

The cellular structure of wood allows it to swell and shrink as the relative humidity fluctuates, so

Story at a Glance

Answers to questions on siding application ways to help customers make job easy ... sell more product.

wood siding should be allowed to adjust to its permanent environment before it is nailed in place.

Units of siding should be restacked with stickers (one inch strips of wood) separating each course to allow air circulation, and they should be protected from the elements until applied. This adjustment to climate is especially important if resawn or unseasoned (green)

Nail Rocommondatlons

Types stainless steel high tensile strength aluminum galvanized Shenks ring threaded spiral-th€aded Polnts blunt diamond needle

siding is used, and again the narrower widths are recommended to minimize shrinkage problems.

If the wide widths are used, there are several types of applications that best accommodate the shrinkage, such as board and batten, board on board, bevel and channel rustic with an adequate tongue.

Selection of nails and use of the proper nailing techniques is a critical area where wood siding problems'are reported. Use of hotdipped galvanized nails provides good corrosion resistance, as do aluminum and stainless steel nails. Nails should be long enough to penetrate one and a half inches into framing, such as studs or blocking. Blunt points help avoid splitting, and nails are recommended rather than staples.

For bevel siding up to eight inches wide, 6d nails should be used, and 8d for wider bevel siding, The nails should be driven slightly more than one inch above the thick edge of the pieces as it is important to clear the thin edge of the underlying piece. This nailing placement is important, as it allows swelling and shrinking due to seasonal changes in the moisture content of the wood.

Tongue and groove siding may be nailed directly to studs or blocking

(Please turn to page 52)

BOARD & EATTEN

BOARD ON BOARD CHANNEL

TONGUE & GROOVE BEVEL SIDING

Proper air drying techniques for the Western states

TFHERE are three objectives in air I drying:

(1) Preparation for kiln drying

(a) Air drying can result in considerably less degrade for almost all species, as the mild conditions and slow drying rate will create less stress. Many times the mildest conditions in a dry kiln may be too severe for heavy stock.

(b) Air drying can reduce kiln drying cost. For example, green 4/4 oak requires approximately 4.5 weeks of kiln time. while air dried oak

usually requires only nine days, and with almost no degrade.

(c) Airdryingcanreduceenergy use in kiln drying more than any other means. For each 190 reduction in moisture content, prior to kiln drying, 50,000 to 70,000 BTU's per MBF can be saved, thereby holding down kiln drying prices to a minimum.

Only drying necessary

(a) Air drying may be the only drying needed for many products, such as Western red cedar for siding, redwood for decks and siding and construction lumber.

To reduce cost and degrade in shipment

By Robert R. Wall President Wall Dry Kiln Co.

Fahrenheit to I l0 o Fahrenheit. However, most drying occurs above 50o Fahrenheit. Very little degrade occurs if temperatures remain under l00o Fahrenheit.

(b) Relative humidity (R.H.) in most yards ranges from 2090 to 10090 with the RH dropping about mid day. The most effective drying occurs with a RH of below 8090 and temperatures above 50o Fahrenheit.

NEATNESS and uniformily are the keys to successful air drying. Yard must be kept clean and dust free. Stickers musl be exact to prevent warping.

(a) Air drying can reduce the weight of green lumber. A truck and trailer may reach its weight limit with 8,000 bd. ft. of green lumber, but up to 14,000 bd. ft. is possible with well air dried lumber. It is not uncommon to lose 20 pounds of water per thousand board feet with a l9o moisture content loss.

(b) Air drying can eliminate the occurrence of decay, blue stain, and mold if the moisture content is reduced to below approximately 22s/0. Once lumber is air dried below 22u/o it may be bulk piled without the risk of new degrade if protected from rain.

Weather and environment considerations:

(1) Temperature and humidit.v

(a) Air drying temperatures in the West range from 45 o

(c) The RH and equilibrium moisture content (the moisture content of air in and around the lumber being dried) can be controlled by altering the spacing of the lifts. For example, 8/ 4, l0/ 4 and l2/4lumber should be spaced closer together, thereby raising RH and decreasing drying rates.

Story at a Glance

Advantages of air drying .

role of weather . environ. ment important . . . placing of stickers must be exacl.

Wind

(s) Wind facilitates drying by carrying away moisture and permitting dry air to enter the piles. However, too

Wickes Co., nowinChapter ll bankruptcy, may trim as many as 500 bldg. mtl. stores and plans, at present, to keep its Builders Emporium stores . worries continue at the wholesale supplier level regarding the effect of the $2 billion bankruptcy of the retailing giant . . . co. wags recently flew the Wickes flag above corp Hq. al half mast and upside down, traditional signs for mourning and distress . .

The worst April for housing starts since WWII was reflected in the latest statistics: a seasonally adjusted annual pace of only 881,000 units, down 6.490 from Mar., it was the 9th consecutive mo. below the I million mark single family starts sagged 1090, multis were up a weak 0.90/o . . bldg. permits rose apuny 2.4V0...

The Lugar Bill and various other Congressional measures to aid housing are expected to pass both houses of Congress and then encounter a Presidentiol veto President Reagan has already indicated his opposition to subsidies that add to the fed. deficit...

Arizona Pacific Wood Preserving is a brand new co. & treating plant in Eloy, Az., (between Phoenix & Tucson), Lynn Shurtliff, mgr. . . Sound Studs has opened a new stud mill at Anderson, Ca., Curt Wood, sales mgr. Nizich Forest Praducts, Inc., Philomath, Or., has closed . . Arcato Corp. Menlo Parkn Ca., shareholders are voting on adopting a plan to sell the co. to ALB Ventures . .

St rait Door & Plyw ood, Chino, Ca., filed for Chapter l1 on May 6 . Koppers Co., Ontario, Ca., is nearing completion of a 4,000 sq. ft. bldg. to house a new prestain and paint operation Prewayhas established a fireplace assembly plant in Perris, Ca. . .

Edward Hines Lumber Co.will discontinue lumber manufacturing and sell its 8 remaining sawmills at Hines, John Day and Mt. Vernon, Or., Walden and Kremming, Co., St. Anthony, Id., Saratog?, Wy., and HillCity, s.D....

Jim Walter Corp., and Payless Cashways Inc, are new on Standard & Poor's CreditWatch list of companies whose debt ratings may change . Wall Dry Kiln Co., has added 3000 sq. ft. to their Long Beach, Ca., facilities . . Spellman Hardwoods, Phoenix, Az., has enlarged an existing mill bldg. by 15,000 sq. ft.

Louisiano-Pacific has relocated its handling and storage facility from San Pedro, Ca., to an interim site, Berth 240, 965 Seaside Dr., Terminal Island; a second move is anticipated in about 18 months to their permanent facility, Berth 200 G and H on the Consolidated Slip.

Arizona Hardware Co., the wholesale hardware div. of The O.S. Stapley Co., and the hardware div. of Mullco Distributors, a subsidiary of The O'Malley Companies, have combined to form Southwest Hardware Co., operating at 2841 N. 3lst Ave., Phoenix, to serve hardware and home center dealers; the company will be headed bv Mark E. O'Malley, pres. and c.e.o., and James M. Berg, exec. v.p. and c.o.o.

Belco Forest Products Industries, Inc., Kent, Wa., is now Belco, Inc. . . . Champion International Corp., Fugeneo Or., is the exclusive sales agent for Buckeye Cellulose Corp.'s Southern pine production at Barnesville,Ca....

Palmer G. Lewis Co. inTigard and Eugene, Or., now distributes

Afco wallboard Leonard

Newman has formed a new commercial collection agency in Sacramento, Ct., Granite West Inc. . . . Coscade Empire Corp., Portland, Or., has opened a branch office in Newport Beach, Ca. . Harry H. Law Co., Seattle, Wa., has discontinued trading and wholesaling lumber in favor of millwork.

A.L. Hoover & Co., which represents Pacific Lumber Co. in So. Ca., as well as the WendlingNathan Co., has completed its move from San Marino to El Toro Jack Ritter is a principal in a new co., Timberline Sales, Huntington Beach, Ca.; he had been with Plywood L.A. . .

Home Hardwore, a div. of Hammitt Industries, Inc. has moved to new quarters in Cerritos, Ca. . . Sunrise Forest Products Co., Portland, Or., has a new export div., managed by Steve Nava, according to Darrell Robinson,pres....

Cardwell Forest Products, Fullerton, Ca., is in voluntary liquidation . . . Fritz and "Lefty" Page have formed Pocific Corridor International, Inc., in Portland, Or., for lumber and plywood, domestic and export Williams Lumber Co. is a new wholesaler in Seattle, Wa., Ed Williams, owner.

Spenard Builders Supply of Anchorage, Ak., has opened a purchasing office in Federal Way, Wa., Vennard Lahti mgr. Barr Lumber has a new store in the City of Industry, Ca. . . . The Terry Cos,, Tarzana, Ca., have bought the assets of the Sirui Valley Lumber Co., Simi, Ca., to operate as another Terry Building Center, Chuck Higgins, mgr.

National Lumber opened its l2th unit in Cathedral City (Palm Springs), Ca., with another store in Fullerton, Ca., due to open early in'83 . . Oronge Coast Hardware and Lumber Co., Inc., Santa Ana, Ca., has purchased the assets (only) of Oronge County Lumber Co., Inc., Santa Ana, and are operating it as Orange County Lumber, Rick llormuth, mgr.

ral lis Supply Systemrrr It,Better be the Best.

Bob Patterson, vice presldent of Central Valley Builders in S!., Hefena, California, looked a long time before deciding on a Dataline System.

"With Dataline's on-llne interactive point-of-scale s)6tem, we now have computer terminals where our home centef iffih registers were," says Mr. Pattersm. "This means that our top sales peoplg have more free time to do what theydo bestsellt"

"Combine lhe increased floor

Your Sights QUALIT

7653 Telegraph Rd. Montebello, CA 90640 (213) 723-3301 r (714) 994-62a0

1576 South 300 West Salt Lake City, UT 841 15 (801 ) 484-761 6

930 Ashby Ave. Berkeley, CA 9471 0 (41 s) 843-4390

Main Office 2150 Oakdale Ave. San Francisco, CA 94124 (41 5) 647-0782

GALENDAR

JUNE

San Diego Hoo-Hoo ClubJune 10, Fiesta Dinner Theater, Spring Valley, Ca.

Willamette Valley Hoo Hoo-June 11, 4lst annual golf tournament, Eugene Country Club, Eugene, Or.

2nd Growlh, Lumber Association of Southern CaliforniaJune 11-13, annual seminar, Rancho Bernardo, San Diego, Ca.

American Plywood Association-June 14-15, annual meeting, Thunderbird-Jantzen Beach Hotel, Portland, Or.

Los Angeles and Orange County Hoo-Hoo ClubsJune 17, grading seminar and mill tour, South Bay Forest Products, Orange, Ca.

Humboldt Hoo-Hoo ClubJune 24, Bay Blast aboard the "Madaket," Eureka, Ca.

JULY

National Housewares Manufactureru Association - July t2-15, 77th semi-annual national housewares exposition, McCormick Place/McCormick Place West, Chicago, Il.

Western Red Cedar Lurnber Association-trdy 22-23, annual meeting, Bowman's Resort, Weeme, Or.

AUGUST

W.O.O.D., Inc.-Aug. 9, annual golf tournament, The Ranch, Denver, Co.

American Hardware Manufacturers AssociationAug. 14-19, Hardware Industry Week & 37th annual National Hardware Show, McCormick Place/McCormick Place West, Chicago.

Nationrl Woodwork Manufsclurers AssociationAug. 15-1E , summer meeting, The Broadmoor Hotel, Colorado Springs, Co.

Wood Moulding & Millwork ProducersAug. 1t-21, summer meetings, Santa Barbara Biltmore Hotel, Santa Barbara, Ca.

SEPTEMBER

California Redwood AssociationSept. 14, annual meeting, Eureka Inn, Eureka, Ca.

Western Wood Products AssociationSept. 1E-21, fall meeting, Marriott Hotel, Newport Beach, Ca.

Mountain Ststes Lumber & Building Material Dealers Associaiion - Sept. 23-25, 89th annual convention, Sheraton Denver Tech Center Hotel, Denver, Co.

Red Cedar Shingle & Handsplit Shake BureauSept. 24, annual meeting, Sea-Tac Red Lion Inn, Seattle, Wa.

National Sash & Door Jobbers AssociationSept. 29-&t.2, convention, Hyatt Regency Hotel, Orlando, Fl.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it at least six weeks ahead of the date and be sure to include your name, address, and telephone number.

t\,}isi*.jiffi ss.{*1$s,{_quls!ts

A PLEDGE TO OUR RETAIT GUSTOMERS

fhe industry as we've known it for so many years has changed.

The traditional and ethical lines of distribution are disappearing - EXCEPT HERE!

We pledge to you the FINEST SERVICE availableanywhere in the U.S.A. We pledge to you a SUALITY PRODUCT at competitive prices.

We pledge the very best in SALES PERSONNEL. We pledge to you the SUPPORT of our entire compan!; Seventy-five people in all, from our offices in Eugene, Oregon, and Grass Valley, California, to our Cargo facili$ on Terminal lsland, Galifornia, to our headquarters in Chino.

AND MOST IMPORTANT;

We pledge to you that WE WILL NOT SELL YOUR CUSTOMERS.

Thank you for your support.

HOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

1 1650 lberia Place

iwould become liable for all mistakes and San Diego, Ca. 92128 omissions of my franchisees. Too many obstacles to overcome said my friend who has a sign over his desk that reads "Nothing would ever be accomplished if all obstacles must first be overcome." So I took my concept and placed it in a folder I call "on the back burner, " for a new businessa franchise Well, I didn't follow up, but Art Bartorganization for remodelers. I described lett, the founder of the Century 2l franit to some friends and business associates chise, did. Last fall he organized his Mr. as an operation delivering benefits similar Build franchise company. He added a few

fUnfe and a half years ago I had I what I believed was a great concept

to the Century 2l Real Estate franchises. I would supply national advertising, ingredients too. Bonding of each job is the most important one. business formulas, decals for trucks and His previous franchising experience cars, uniforms for the sales people and a made it easier for him to develop a complete local advertising service. My marketing plan. First he would isolate conceptwouldhelplegitimateremodelers geographic areas as sub-franchises and overcome their image of suede shoe authorize the sub-franchisers to sell off operators. The public would feel more remodeling franchises based upon one confidentcontractingformajorremodel- for every 15,000 population. To date, ing from a company with nationwide of- Mr. Build active sub-franchise territories fices than from a local merchant. are in Orange County (also corporate

My friends in the industry said it headquarters) and San Diego County, wouldn't fly. It was pie in the sky, they Ca., and Northeastern Ohio. said. Too great a financial risk they said. I Last month I received two phone calls a

few days apart. One was from my wife's relative, a building contractor in Ohio, the other was from a local San Diego building contractor who is hurting because of the depressed new construction market. Both wanted my opinion of the Mr. Build franchise. They supplied me with some of the printed material that they had received after attending an introductory meeting. I thought it was super. Why not? It contained all the ingredients I originally felt would make a good remodeling franchise. Their literature to sell franchises is some of the finest advertising I have recently seen. It was good enough for me to seek out an invitation to the next introductory meeting in San Diego.

After attending the Mr. Build meeting I have a mixed reaction. I still believe it's a great concept. I also believe that many of the franchisees will be better and more successful remodelers because of their association with Mr. Build.

Based upon the information dispensed at the meeting and by one-on-one phone conversations with the sales representative they've assigned to get my signature on the bottom linehere's what I liked and didn't like:

I liked:

o The professionalism of the presentation by the sub-franchisers at the indoctrination meeting.

e The red jackets for the Mr. Build (Pleasc turn to poge 38)

Hardwood Management Theory

A new forest management system, according to experts in the field, will be necessary if the United States is to meet industrial wood and fiber needs.

A fast growing tree such as red alder offers a possibility for short rotation growth. The yield, as determined by forest scientists, would be substantially greater than that of volunteer alder and would increase with genetic improvement.

Research is being initiated to learn the site requirements for growth and nitrogen fixation and to develop alder management technology.

The Successful Odd Gouple

They may never have lunch together but often the most successful partners are those who don't have alot in common. Partners with different business skills, backgrounds, personalities, and interests tend to complement each other professionally. Two individuals with vastly different experiences can combine their forces to create, appeal to or solve many situations that two closely related partners might not have the range to do.

t0 Ray Crane, was a well received incentive.

Let 'em Fill 'er Up

Boost employee moral by allowing them to gas up at cost using the company petroleum pump. It might aid an energy crisis in sluggish personnel.

SURE BET for the employees of the three departments at Crane Mills, Corning, Ca., qualilying with no lost time accidenls was this year's salety award. Employees of the woods, truck shop and sawmill departments were lreated t0 an expense-paid weekend in Reno, Nv., with a guest ol their choice. Each employee was given a $1 00 dollar bill for spending money. The 54 employees plus guests traveled 0n three chartered buses. The trip, according

HARRY MENDENHALL executive vice oresident

L{$#J#i*,QjlllFi+jf*$lii.I$:.if.r,lli.{ti.i:.f11:i:i:l:ii+ii:tl:.i::iil:i:lliilii:llliii:ii::tii.ii.':.il:.i:liiitiii:!:lt:l:iit:

I

number of

starts does not cause one to be excited over the state's proposed Residential Building Standards, we should be.

These standards proposed by the State Energy Commission will add a minimum of $3,000 to a single-family residence. The Federal Building Energy Performance Standards proposed three years ago were placed on a back burner because they increased the price of a home without improved economic benefits.

California is not a state to let anyone outdo her, even if it costs the taxpayers more. The State Legislature directed the Energy Commission to provide standards that would result in theoverall reduction in home energy uses. Economic impact apparently was of no concern. Nor was the cost of manufacturing the additional materials placed into the home to achieve desired standards.

The standards vary by region, but even San Francisco is required to have the same savings as Lake Tahoe region. The standards were to become effective on July l, 1982; however, there are several groups and agencies including LMA protesting and requesting a delay until more refined information can be obtained.

When the Los Angeles County Supervisors reviewed the proposed standards, they refused to endorse the standards and requested that they be delayed and rewritten.

There is no sensible reason to tack on another $3,000 to the cost of housing to achieve compliance with an unwarranted state regulation.

President Reagan has been a very determined man in his desire to hold down the cost of government. In mid-March, a president's Housing Commission was formed to review the housing crisis and to provide solutions. The commission provided a series of alternatives that would provide some relief.

Senator Lugar (ln.) and several other legislators have introduced legislation to provide funds for housing. The President, in his address to realtors in March, outlined several actions he supported which included the use of pension funds to provide mortgage money. But he would not sanction the expenditure of federal funds to boost housing.

We may complain that the President is not hearing our pleas, but he is and he is hearing the same pleas from hundreds of other special interest groups. He has been fair in that he makes exceptions for no one.

What Was That Again?

Listening and doing are two different things. Researchers have found that if one's training is not reinforced by putting it to use immediately, it is quickly forgotten. On the average 55 9o of what trainees learn is forgotten within an hour,659o is lost after a day, and after a week 7590 of the training isn't recalled.

LTHOUGH thecurrent

Fbuilding

NEWS

CHUCK LINK executive director

A coupeNY that borows to pay rFinterest on a loan can lose its interest deduction.For instance,a company cannot take the deduction if the interest was borrowed from the same lender who made the original loan. Example: A company takes out a $20,0fi) 90-day loan from the bank. When the $1,000 interest is due after 90 days, the company pays the interest by taking out a new $21,000 90-day loan. In this case, the $1,000 is not deductible. This rule also applies when interest is added to a policy loan instead of being paid in cash.

The rule has been challenged but upheld. If a company must borrow to make an interest payment, it should borrow the interest from a second lender to avoid losing the deduction. The restriction also applies to a discounted loan. If part of the proceeds are specifically earmarked to pay the interest, the interest deduction is disallowed.

Plans and proposals for converting U.S. measurements to the metric system appeared to be heading for extinction as the Senate Appropriations Committee voted recently to terminate the government's Metric Board. Funding, according to the committee's bill, will be provided through next September 30. The forest products industry's own metric planning package was put on the shelf in 1978. Wood products sector committee chairman Lowry Wyatt said at that time that the industry had completed its initial planning, and since there was little incen-

tive for conversion to metric units, his committee would suspend its activity until a government or construction industry commitment to metrics emerged.

Of interest to Oregon retailers is S.B. 918 relating to the problem of bad checks which became law Nov. 2. The civil procedure this new law provides is aimed at stimulating payment by the writer of the check. Leverage is provided by the provision for damages of $100 or three times the value of the check.

Your success in using this procedure will depend on a series of conditions:

(1) The manner in which you cashed the check. If you do not have a good and well-disciplined checkcashing procedure, you are significantly reducing the chances of collection and civil damages.

(2) How accurately you follow the procedures provided in the statutes.

(3) How accurately you follow the procedures established by the local law enforcement agency involved.

(4) The limitations and attitude found in the court system.

(5) Your own management attention to the responsibilities that will make this program effective.

Al Meier, Fife Lumber & Hardware, Tacoma, Wa., has announced that his four locations in Tacoma, Puyallup, South Seattle and Federal Way will operate under the company's new name: Al Meier's Building Centers.

Marion F. "Moe" Moyer, Eugene Planing Mill, has retired after 36 years with the firm. He was Credit Manager for 30 years. Moe served five terms as WBMA district director, was actively in-

volvedin several WBMA committees and was chairman of numerous WBMA Golf Tournaments. His many activities included serving as president of Lane County Lumbermen's Association.

Lumbermen's of Washington, Inc., Shelton, Wa., has been purchased by the Lanoga Corporation. Larry Knudson, Lumbermen's president, said there will be no change in personnel at their five locations in Shelton, Olympia, Lynnwood, Winslow and Kent.

Al Disdero Lumber Co., Portland, Or., has sold its Boise, Id., branch to former employees Mike Wells and Jay Henderson. The new firm, Architectural Lumber Co., distributes specialty wood products.

Congratulations to Larry Humphrey and Humphrey Lumber Co. for their new distribution facility at 3600 l08th Street, S.W., Tacoma, Wa.

Home Show Comes West

A Western Home Center & Building Materials Show tailored to the special needs of retailers and distributors in the Western states will be held Oct. 2l-23 at the Anaheim, Ca., Convention Center.

More than 10,000 are expected to attend the new show. A complete schedule of seminars for retailers will be offered under the direction of William F. Fishman, a columnist for The Merchqnt Mogazine and director of seminars for the National Home Center Show.

An advisory board of Wcstern retailers, distributors and manufacturers is being formed. John Berrl', director of the trade sho* division for Vance Publishing, is spearheading arrangements with Fishman. Marvin Park & Associates, sho*' management firm for the national shou', rvill manage thc nen' shorv.

Remodeling Market Up

The ialling home building nrarket appeaf s to be propelling thc rernodeling and rehabilitation markct to ne\\ height s.

Figures for home improvement erpenditures in 198 I are $47.,1 billion, compared u'ith S38.8 billion in 1978.

According to a surve)' by the National Association of Home Builders, the average residentitrl remodeler grossed 5298,000 on 20 jobs during the first six months of l98l

The most I'requcnt home irnprovemcnts arc ne\\' garage s and upclatcd bathroorns.

New Wood Promotion Unit

\'lore *'ood prornotion is the goal of the neuly formed Wood Products Council, a coalition of forest industrl'associations.

N{ernbers o I the council, u hich will step up and coordinate joint efforts to stin.rulate demand for uood products are the Southern Forcst Products Association, \\'estern Wood Products Association, Amcrican \\'ood C'ouncil, American Ply'*'ocld Association and National Forcst Products Association.

Harrl N. \\'illiams, \\'illiarns Forest Products Corp., Clevcland,

Tx., secretar-v of the Southern Forest Products Association, is chairman. Carl Darrow, exec. ".p.of thc American Wcod Council, is the secretary. \\'illiam Robison, r.p. and gen. mgr. of the American Plywood A::ociation, will serve ss sleering committee chairman.

Joir.rt association activities rvill be planned and coordinated by the steering committee. Affiliate membership is open to organizations with technical and other supporting role s.

Distribution Workshop

Tours o1'the distribution centers o1' Acc Hardware, California Hardrrare Co. and Budrori' and Co. are schcduled for those attending the National \\'holesale Hardrvarc Association distribution center u'orkshop at thc (iranacla Rolale Hornetel itr Covina, Ca., Junc 9-l l.

Speakers ri ill include Clcorge Harris, director ol' sccurity, Ace Hard*arc Corp., Chictigo, ll., and Chris Christianson, C'hristianson Comr.rr.uricut ions, Scottsdalc, Az.

Wood Values Adjusted

A recent adjustment in national engineering standards covering wood's compression perpendicular to grain has enhanced the use of major Western lumber species in engineered structural truss assemblies.

All commercial U.S. softwood lumber species benefit from the standards change, according to Neal I. Pinson, director of wood engineering for the Western Wood Products Association, but one of the more significant is hem-fir. (Hem- fir is a grouping of hemlock and true fir species recognized by the American Lumber Standard, and is produced in volume by many Western lumber manufacturers.)

"The standards change gives appropriate grades of hem-fir a new capability to be used in trusses with longer spans or to carry heavier loads," Pinson said. "Machine stress-rated ES-LP (another species grouping consisting of Engelmann spruce and lodgepole pine species) will also benefit in the same way.

"Every lumber species which has been limited only by 'compression

perp'values in the past will be receiving more consideration for engineered truss designs in the future."

For instance, the hem-fir species group already had the bending (Fb), tension (Ft) and stiffness (MOE) properties desirable for truss use, Pinson noted. Only the old compression "perp" numbers kept wood of this species group from meeting all truss criteria.

This compression property revision was made in two national

WESTERN LUMBER

SPECIES AI{O

SPECIES GROUPIl{GS

0oughs Fir-Lrrch

materials standards (ASTM D245 and ASTM D2555) following extensive studies.

Truss assemblies are used as structural components in construction of individual homes and low-rise commercial and apartment buildings.

Design values for major Western species are included in the table shown. These are being included in supplements to Western Lumber Grading Rules '81, published by WWPA.

FcI VALUES UPPED

HOW TO IMPROVE PROFITS

(Continued from page 12)

Supervisors con provide efficient ond thorough training based on the department's specific selling requirements.

Defining Selling Zones

(1) Is each store divided into control centers or zones that are related to cash registers and logical merchandise groupings?

(2) Have time requirements for all customer service and support work been determined by selling zone?

(3) Are staffing requirements for each selling zone based on an analysis of sales patterns and the desired level of customer service?

(4) Are selling costs periodically evaluated in relation to gross margin when setting departmental/zone selling-cost percent goals?

(5) Have departments been identified where these selling costs are excessive?

Scheduling by Selling Zones

(1) Are customer service assignments issued by selling zones that correspond with identified traffic patterns?

(2) Are sales personnel who are assigned to a particular zone during peak hours moved to stock-related activities in another zone during slow periods?

(3) Are stock-support assignments made to cover larger areas (floorwide or storewide)?

(4) Are certain clerks assigned full-time to stock support activities?

Interselling Concepts

(1) Does the main store practice interselling on an extensive basis?

Interselling provides improved customer service and greater selling productivity potential w it hout increos i n g pe rsonne l,

(2) Is the sales register capacity adequate to cover extensive interselling?

Assign sales personnel a selling area number rather than a selling department number.

(3) Are departmental sales forces familiar with the merchandise in other departments? Soles personnel should receive training in product information, selling techniques andforward and reverse stock locationsfor merchandise in their selling area.

(4) Do variable commission rates among departments make interselling undesirable to sales personnel?

I can finish the palace today! I found all my moldings at Sanford-Lussier!

June,1982

Shiftine to straight salary basis (except on "big ticket " items) will facilitate implementation of interselling.

(5) Can department floorplans be adapted to accommodate interselling?

Changingfixtures, opening aisles and removing physical barriers ore methods of adapting spoce for interselling.

Tactful Tactics

When times are hard and sales are slow, management must be careful in the tactics it uses to combat these low periods. Pessimism in sales personnel must be avoided at all costs.

Lay-offs and terminations must be done with extreme care. Cuts for the sake of staying out of the red, tend to dilute the confidence of employees and reduce their efficiency. On the other side of the coin, salespeople who are ineffective should be dismissed immediately. Let it be known that poor performance was the reason.

Salespeople who initiate new business or perceive some solutions to the slump should be rewarded with bonuses, motivating them and others to continue this type of progressive action.

When business is slow, it is an appropriate time to train and inform the sales force on new products and how to better serve the customer. It is also a good time to study the competition and borrow their ideas or tactics in handling the hard times.

AIR DRYING LUMBER

(Cttntinued J'ron puge l6)

much wind can cause end checks and surface checks. Therefore, closer spacing during high wind months is (a\ advisable. Even when the \ '' wind isn't blowing, air drying still occurs. Air, as it enters the lift of lumber, cools. This increases the density of the air and causes it to flow down and out the bottom of the lift. Therefore, one should use large blocks for a foundation so as not to restrict air movement.

(3) Rain

(a) Theobviouseffectofrainon (5) air dried lumber is to slow the drying. However, on well air dried stock, rain can cause surface checks to reopen and remain open throughout air drying.

However, this can be corrected in kiln drying. For valuable lumber such as l0/4 oak, drying in a poleshed is advisable.

Dust

(a) Most species of lumber develop small face checks in air drying. These checks close after several weeks and are totally eliminated in planing. However, if dust accumulates in the checks it will keep them open and sometimes cause them to deepen. Therefore, air drying yards should be kept clean. Dirt yards should be oiled.

Stickers

(a) Stickers are the basic method of controlling warp. Stickers must be of uniform thickness or warping will occur. Stickers should be placed 12 inches apart on the

bottom three courses of lumber and 24 inches apart on the balance of the lift. Stickers should be in a straight line exactly one on top of the other. If this method is used very little or no warping will occur.

(b) Stickers should be placed as close as possible to the ends of the lumber to restrict air flow and consequently reduce the possibility of end checks.

In conclusion, if the following steps are taken, air drying will almost always be successful:

(1) Air drying yards should be kept neat and clean.

(2) Lumber must be sorted to length.

(3) Stickers must be in a straight line exactly one on top of the other.

(4) Hard to dry species should be dried in a shed to reduce heat, sun exposure and air flow.

Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British Columbia, Oregon and California. We are con. stantly adding to our selection of western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

Ponderosa Pine

Incense

Anawalts Alter lmage

Anawalt Lumber Co., a 6l year-old family-owned group of seven lumber yard and home center stores in Los Angeles, Ca. has taken to the airwaves to attract do-it-yourself customers with a campaign of l8 60-second radio commercials per week.

"The object of the campaign is to create an image of consumer-orientation to attract more do-it-yourself customers. In the past, Anawalt has been better known as a supplier of building materials to professional contractors. Now we're zeroing in on the homeowner," said Gary Anawalt, advertising coordinator for the group of stores.

NEW IMAGE of "the do-it-together lumber and home center stores" is beino develooed bv Anawalt Lumber Co. for its seven units in the Los Anbeles, Ch., area. Gary, Dave and Jim Anawalt, spearhead the switch lrom contractor trade to homeowner.

KING SIZE remodeling iob at United Wholesale Lumber Co. isbeihg completed by San Antonio Rigid Pole Construction Co. New buildings are replacing f ive buildings which were razeo.

Wholesaler Remodels Yard

United Wholesale Lumber Co., Montebello, Ca., is completing a 50,000 sq. ft. remodeling job on their facilities.

Under the supervision of Michael B. Esposito, San Antonio Rigid pole Construction Co., Brea, Ca., the job started with demolishing five older buildings encompassing approximately 12 thousand sq. ft. After 60 thousand sq. ft. of asphalt and

blacktop were removed, the area was completely regraded and paved.

A 400 ft. long retaining wall that reaches a height of 15 ft. in some places was installed at a cost of $30,000. The footings, according to Esposito, are 9 ft. wide and 3 ft. deep.

A complete sprinkler system and underground power have been incorporated into the new structures.

Computer System Study

Designed to assist building material dealers in determining which computer systems best fit their needs, the National Lumber and Building Material Dealers Association has formed an analysis and evaluation committee.

Approved by the board of directors, this study of turnkey basic entry level computer systerns will be cochairedby Bud Howe, NLBMDA lst v.p., Carver Lumber Co., Peoria, Il., and David Kreidler, exec. v.p., Middle Atlantic Lumbermen's Association, Media, Pa.

Called MOCOMP, the program will concentrate on systems costing

approximately $25,000. The analysis will also review lease programs which allow the dealer to invest as little as $4,500.

Coordinated through the NLBMDA federated associations, the program will enable dealers to purchase equipment and programs at reduced prices under national contract arrangements developed by NLBMDA. Dealers also will be assured of continued service and have access to on-the-job employee training and same day repair service.

Selected systems will be displayed at the annual convention, Nov. I 8-20 at Disney World, Orlando, Fl.

New Grade, Same Product

A change in the grade stamp on finger jointed lumber has been announced by the Western Wood Products Association. In the near future the product will be stamped as a certified exterior joint (a change in name only) meaning that it can be used interchangeably with all solid sawn lumber even in exposed environments.

Houseware Sales Rise

Sales of America's housewares manufacturers topped a record $19 billion in l98l and are expected to exceed $33 billion by 1986, Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association, said , in announcing the release of the l5th annual marketing research study of housewares manufacturers by Angell & Association, Inc.

Housewares prices went up in 1981, according to the survey, but not as much as the year before; and fewer manufacturers anticipate increasing their prices in 1982 than did so last year.

On the retail scene, the role of mass merchandisers (including discount operations) has increased from 1090 to 28t/o of total manufacturers' sales since l!)66; while sales to department st{res have remained steady, at apt'roximately 1090. Catalog showrooms, which were insignificant as recently as l0 years ago, accounted for l09o of manufacturers' volume in 1981.

The most significant color trend

development is the increased popularity of white for all product categories of housewares, both for last year and anticipated for 1982. Pastels also come on strong, especially for bath and closet accessories. Almond remains the top choice for kitchen appliances and accessories, and brown for serving and buffet products and accessories. Yellow is the "number one" color for outdoor products and accessories.

Insulation, Roofing Outlook

Modest growth beginning about mid-year 1982 was forecast for fiber glass building insulation and residential roofing markets by Jack R. Kingery, v.p. and gen. mgr. Manville Building Materials Corp.

"Strong underlying demand for housing coupled with a modest inventory of unsold homes should provide a positive influence when mortgage interest rates come down to lower levels."

He said the recent strength in the insulation retrofit market is expected

The Merchanl Magazlne

to continue and improve during 1982. Though reroofing sales have lagged significantly in the past two years as a result of deferring of projects, he continued, the replacement of a roof can only be postponed so long. "We anticipate increased activity in this area as interest rates decline and consumer confidence returns. "

The outlook for fiber glass home insulation will improve along with the economy, Kingery said. "Our experience shows a concern of homeowners for energy conservation and a willingness on their part to invest in higher thermal standards. Surveys show that new home buyers are more willing to pay extra for additional insulation than virtually any other housing option."

Customer Clues

Record customer comments and criticisms in a journal and at the end of the month, summarize the responses and circulate your findings to all the departments of the company. The research might pay off in marketing and advertising plans.

We specialize in:

o Redwood lumber products and hard-to-get items.

o 48 hour service ontruck and trailer loads of custom milling.

lf we don'tstock it, we can make it here in our new remanufacturing plant, the newest, most modern plant on the west coast.

For your inquiries call:

. DAVE SNODGRASS LOWELL WALL . STEVE HAGEN

LUMBER NUMBER'' iS 707.252.6142

Home Buyers Like Brick

Survey results published in a recent issue of McGraw-Hill's Housing Magazine, Mclean, Va., show that, despite costs, home buyers continue to prefer brick homes over other types of veneer by a wide margin.

Some 2,237 shoppers were interviewed in eight national markets including Dallas, Tx., Denver, Co., Kansas City, Ks., Los Angeles/Orange County, Ca., Miami, Fl., San Diego, Ca., and Washington, D.C.

Results showed that for detached homes 5090 preferred brick and.27v/o preferred stone. The so-called "brick cities" cited by the survey include Chicago, Denver and Dallas. Wood exteriors were popular only in Southern California. "Think twice," according to the survey, "before offering wood siding in Dallas. Only 990 say they're interested. "

The survey also showed that fewer people are shopping for homes and few expect to buy now. Attached home shoppers are less affluent than those looking for detached homes with the gap widening. Two years ago median income was $540 dollars apart; today the difference is $4, I 80.

Energy efficiency scored higher marks than ever before with insulation and fireplaces getting very high ratings. As for options and extras, the fireplace, despite the high cost, is still number one with 8090 noting that they would ask for a living room fireplace.

OUALITY C0NTR0L exercise found Hobie Cat sailboats getting the heal treatment at Wall Dry Kiln C0., Long Beach, Ca. According to Robert R. Wall, pres., lhey were heated to 140o Fahrenheit for 48 hours t0 test the quality of the foam. Faulty foam collapsed in the heat causing dimples to appear in the hulls. These flawed hulls, about 30% of the lotal of one batch, were then destroved.

Wholesalers of imported and domestic hardwood lumber and plywood, specializing in alder and Philippine mahogany. Be sure and ask us about redwood uppers.

Come to A AmCO forFAMOUS BRAND DOORS Ntcolaf o)

HOME CENTER

(Continued from page 22)

salesmen (very similar to the Century 2l goldjackets)

o Their concept ofthe synergistic effect of national and local advertising (one and one equal three)

r The concept of their blitz promotion when all the local franchises are sold.

o Their proposed use of the TV media

r The bonding ofeveryjob.

r The promise of better pricing for the purchase of some building materials.

I do not like:

o The commission demanded on every job.

r The fact almost all the people connected with the sub-franchisers are experienced only in selling franchises and are not seasoned in the remodeling business.

o The fact that to date they did not show me;

o A national or regional advertising campaign

o A video tape of the TV spots that they will be viewing in each of their sub-franchise markets.

. A produced copy of the marketing plan they will be offering to franchisees.

o The print advertising campaign for individual franchisees local media.

r The fact that I have not been able to catch one TV commercial from the LA TV stations that I have been monitoring at home, and that, in spite of my 3 requests, they have not been able to supply me with a TV schedule in either the Orange County or L.A. markets.

e The obvious indication that the initial contacts the new franchisees make may no longer be available as the subfranchiser organization will be moving on to new territories when the current market is completely sold.

r The "dummy" layouts of the proposed local print advertising that was shown during a slide presentation appeared no better than current remodeling ads.

In spite of the dislikes I've listed above I still told my two callers that this concept is good. I suspect that at present the franchisers have concentrated more on the production of the materials to sell the franchisees they'll deliver. I expect that to change.

Right now franchises are being sold for approximately $7,000. It's possible that some weaker Mr. Build franchises will fail during the formative years. It's also probable that the more successful ones will command many times their initial buy-in price when they choose to sell.

That's the evaluation I gave my two callers last week. Today I read in a marketing publication that Bartlett has announced that he has organized a company to sell a franchise concept to used car dealers. Hmmmm!

Shingles Split Market

"Fiber glass roofing shingles now represent approximately 45s/o of the asphalt shingle market. This is an increase from their 22s/o share in 1980 and a l49o share in 1979," says Robert D. Dickenson, general merchandising manager, roofing products, for Manville Building Materials Corporation.

The dramatic conversion to fiber glass shingles is outpacing all industry predictions, according to Dibkenson. Their increased acceptance by builders, contractors and homeowners can be attributed to the shingle's fire resistance, durability and low life cycle cost.

"Because they are inorganic, fiber glass shingles provide superior fire protection, " says Dickenson. "They earn an Underwriters Laboratories Class A fire resistance rating, the highest attainable. By contrast,

CHAMPI0iISHIP wrist wrestlino event matched Ben "Joliet Jake" CassinErio (left) against Tim "Mongoose" Morie at the Black Bart Hoo-Hoo Club Transportation Night. Keeping a close count (loft to rlght) are Gary lsland, Ross Ingraham, Refereelim Dolcini, a three year world champion himsell, Rich Stolz and Lloyd Buckingham. Cassinerio and Morie pose after tne nout, tne climax of a year of training, with Rich Stolz and Rich Doss, chairman of the event, which attracted a crowd of over 50.

organic-based shingles earn only a UL Class C rating, offering just minimum fire protection for the homeowner."

The fiber glass base is also rotresistant, so the shingles last longer than organic cardboard-based asphalt shingles. As a result, fiber glass shingles have lower life cycle costs than organic-based shingles with equal or greater installed costs.

SEXY SPORTS night at Black Bart Hoo-Hoo Club leatured Kelly Kosik, a potential Miss World in Woman's Body Building, and dinner at Santa Rosa, Ca. (from lefl) The late Bert LeBeck, Suzi Kosik (sister ot Kelly), and Davb LeBeck, chairman of the event, comoare muscles $/ith the 5'8". 125 lb.. 21 yearold champion (right) who measures 36-24-36.

PERSONAL

Ed Fountain, Sr., Ed Fountain Lumber Co., Los Angeles, Ca., married his longtime secretary, Vlvian Dowdall, on May 4. The happy couple is currently honeymooning in Europe.

Mike trlanagrn is new to trading at Norell Forest Products, Milwaukie, Or.

Jim Mundell is now sales mgr. at the Mt. Hood, Or., div. of Mountain Fir Lumber Co., replacing Phil W. Taylor who has retired after 22 years in the position.

John Boardman and Mike Busher have joined the traders at Larius Forest Products, Oregon City, Or.

Don Hudock is heading up an office for Blue Mountain Log Sales Ltd., Mission, B,C., in Eugene, Or.

Greg Lambert is now market development mgr. at Simpson Timber Co., Seattle, Wa.

Alan H. Thielemann has been named director of communications for building products of Georgia-Pacific Corp., according to Stephen K. Jackson, v.p., advertising and public relations. He succeeds Ronald E. "Ron" Perdew who was appointed director of communications for the pulp, paper and chemicals of G-P.

Bill Barr is new to sales at Pacific Forest Products, Fresno, Ca. Robert J. Wright, retired from Reid & Wright, Inc., has been named to the PFP board of directors, according to Ted Matthews.

Lew MacDonald is the new sales mgr.specialty products div. at Medallion Millwork, Marysville, Ca.

John Osgood, Robert S. Osgood, Inc., Los Angeles, Ca., is back from a 6-week South East Asia trip.

Dondd J. Ledbury is now merchandising mgr. at City Mill, Honolulu, Hi.; Ruben J. Perez, operations mgr., and Bob Dusendschon, advertising mgr.

Bill Ankle has joined the Az.-N.M.-Tx. sales staff of Dunlap Forest Products, Inc., of Scottsdale, Az., according to E. Robert Dunlap, pres.

Don L. Carpenter has been appointed sales and distribution mgr. for the Northwest div. of Kaiser Cement Corp.; Lee Aldrich, Brent Barnes and Ross Mclaughlin, mgrs. of sales and distribution for Wa., Ak. and Or.; Jeffrey M. Breitbrrth, senior sales rep, Wa., according to John H. Wimberly, gen. mgr., Northwest div.

Dan Byrne is new in sales at Sierra Pacific Industries, Redding, Ca.

Bob Brctz, Erickson Lumber Co., Marysville, Ca., got in a No. Ca. sales trip. Iven Brown, Tahsis Co. Ltd., Vancouver, B.C., is the new pres. of the Pacific Lumber Inspection Bureau; Henry Sandstrom, Simpson Timber Co., Shelton, Wa., lst v.p. and treas.; James Robinson, Canadian Forest Products Ltd., Vancouver, B.C., IYillirm Lrlimer, Willamette Industries, Inc., Lebanon, Or., v.p.s; George Thompson, Seattle, Wa., sec.-treas.; Brian Jones, West Coast Forest Products, Inc., Arlington, Wa., Edward Vermiere, Pacific Forest Products Ltd., Nanaimo, B.C., new directors.

Milt Johnson, v.p., Home Lumber Co., San Bernardino, Ca., and 2nd v.p. of the Lumber Association of So. Ca., recently accepted two Home Center of the Year awards for Home Building Center, a branch of Home Lumber in Hemet, Ca.

Don Sundstrom is doing a brief stint at Louisiana-Pacific, Samoa, Ca., filling in for Bob Line who transferred to Phoenix, Az.

Fd Evlns, Andersonia Forest Product Huntington Beach, Ca. has been at Andersonia Hq. at Arcata, Ca., for a monthly strategy session.

Randy W. Bailey is now with Merrill Ring, Inc., Port Angeles, Wa., as domestic sales mgr.

Dsn Roads is new to sales at Mallco Lumber & Building Materials, Phoenix, Az., according to Mike O'Malley.

Wayne Benton has been appointed sales mgr. for retail dealer accounts at Chandler Corp., Fontana, Ca.; Tom Armstrong has joined the Phoenix, Az., div. as an inside sales rep.

Perry Steinhoff is the new advertising mgr. and Stan Sterling, the new central merchandising dept. buyer in The O'Malley Co.'s retail div., Phoenix, Az., according to Paul Conley, div. sales mgr.

Bob Washburn and Georgie Zieglowsky are retiring from American Forest Products Co., Cerritos, Ca.

Richard Reid, Reid and Wright, Inc., Denver, Co,, has been asked to present a wood seminar for the Optimists Club of Denver.

Bud Hoover, regional field rep of the American Plywood Association in Denver, Co., has retired.

Larkin Ksliher, Larkin's Lumber and Building Supply, Newport Or., is a new trustee of the Pacific Northwest Hardware Implement Associaion.

Donald R. Caroleo has been promoted to Northwest Regional mgr. for Alcoa Building Products, Inc. His area extends north to Alaska and south to Ca.

William J. Gall has joined Kaiser Cement Corp., Oakland, Ca., as director of purchasing, according to Donald W. Henning, assistant to the v.p., manufacturing / distribution.

The Merchant Magazlne

Robert J. Belikoff has been named Kwikset salesman ofthe year for 1981, according to Joscph Madlgrn, pres. Kwikset, Div. of Emhart Industries, Inc., Anaheim, Ca.

Samuel Gaddis, national sales mgr. of the dealer group, Georgia-Pacific Corp. ; Jay Steiner, v.p., Lumberjack Stores, Inc.; and William Rooney, marketing and sales service mgr., LouisianaPacific Corp., are newly elected members of the Home Center Show advisory board, according to William Fishman, show seminar director and a columnist for The Merchant, Richard C. Caletti, pres., Standard Structures, Inc., Santa Rosa, Ca. is the new pres. of the American Institute of Timber Construction; G. Hilton Quinn, pres., QB Corp., Salmon, Id., v.p.; Pete Martini, pres. Duco-Lam, Inc., Drain, Or., treas. and director; Rob,ert Halford, v.p./gen. mgr., Timfab, Inc. Clackamas, Or.; Warren T. Wier, laminated business hBr. , Weyerhaeuser Co., Tacoma, Wa., and Gary A. Hellwege, mgr., Laminated Wood Products Div., Bohemia, Inc., Saginaw, Or., are .rmong those on the board. Russell P. Wibbens continues as exec. v.p. Glen C. Anderson has been named mgr. of Anderson's Building Material Center in Ogden, Ut.

Diane Parodi, office mgr. with the California Redwood Association, San Francisco, Ca., for l6 years, has been elected sec/treas. of the association, replacing Helen MacDonald who has retired.

Reg Justus and his wife, Jill, Just-Woods Forest Products, Portland, Or., recently returned from a trip to the Far East including Tokyo, Hawaii and the Peoples Republic of China.

Bill Buettner, v.p. and director of purchasing, United Wholesale Lumber, Montebello, Ca., plans to retire this month, winding up 50 years in the industry.

Jim Ramsey, Georgia-Pacific Corp., Fort Bragg, Ca., is recuperating after back surgery.

Jlm Moss, outside salesman for Ed Fountain Lumber Co., I.os Angeles, Ca., recently returned from a ski holiday at Steamboat Springs, Co.

Ken Carter, son of Bill Carter, Carter Forest Products, Ukiah, Ca., has graduated from Chico State with a degree in geology; another son, Tom, owner of Soltice Solar Systems, Bend, Or., recently took a bride in Long Island, N.Y.

Pete Draghi, western regional sales mgr. for Deft, Inc., Irvine, Ca,, has been named layperson of the year by the California Industrial Education Association.

(Please turn to page 59)

spruce, up these inventory complete p clout and a plays. Our Thin Panel, is a

NEW PROBUGTS

and selected sales aids

Mirror Bifold Benefits Twofold

Mirror bifold doors by Benchmark are specially sized to replace sliding doors on closets.

Designed for easy display and viewing at the point of purchase, the damage resistant carton provides a complete, ready-to-install mirror bifold system in one convenient carry-home package.

Line drawings show the three steps for d-i-y installation: place the tracks, slip in the doors, and adjust and secure for smooth operating. The instructions along with all necessary parts are packed in the carton.

The mirror bifolds offer two advantages, full access to closets and I 80 o to 360 o vision, according to the company. The two panel doors are available in 2', 2'6", or 3' widths with bifolds that are 6'8" long. They can be combined to cover a wide range of closet widths or a total wall.

Safety factors built into them include shatter-resistant mirror glass with polished edges and metal clips at top and bottom.

Spring Cleaning Helps

Rubbermaid has introduced a new line of scrubbers for light to heavy abrasive cleaning. Colorful packaging is designed so products may be pegboarded in gadget sections or merchandised on J-hooks for impulse sales throughout the store.

Scrubbin' Maids come with a detergent dispensing see-through handle. Scrubbin' Tuff has an easvgrip handle. Scrubbin' Pads, two to a set, come in three designs for a wide range of cleaning.

Recessed Lighting Frame

A recessed lighting plaster frame designed for Halo housings is available from the Lighting Products Div. of McGraw-Edison Co.

The new frames iriclude captive bar hangers; a junction box positioned to allow straight conduit runs; a ground wire to simplify electrical connections; and centering notches to aid in positioning and aligning ii:iii:!!i:i:iiiii: housings.

Grab The Brass Ring

HUNG lN a window or a bar, the glass designer frames by Wing Industries achieve a leaded glass look without the high cost of traditional leaded glass. The frames come in three styles (1. to r.) the Shenandoah, the Natchez, and the Knob Hill.

For more information on New Products write The Merchant Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Valli & Colombo, Inc. has solid brass switch covers available in European and contemporary styles in polished or antique brass.

The company distributes a complete line of furniture and cabinet hardware, including knobs, pulls, keys, and escutcheons, as well. Displays are available to exhibit these products.

Looking Glass Display

To help retailers get mirrors out of the boxes and onto the showroom floor in displays Hoyne Industries has developed a mirror gallery designed to self-sell, free-up sales people and show the retail customer a realistic and attractive design concept applicable to their homes.

The galleries make use of carpet, wallpaper, furniture and live plants to create an at-home ambience. Literature on decorating ideas, product selection, and installation is provided.

Retailers can show the mirror products in almost any department or setting, and cross merchandise mirrors with other home furnishines.

Flush Door Refinement

Prefinished doors at Simpson Timber Co. Columbia Door plant now have grained edges to complement the door skins.

The stile edges of the doors are finished with matching wood grained edges rather than the former solid paint finish.

All door ends, both solid and hollow core, are now treated with a sealer, to guard against moisture absorption.

Straight Stairway

Spiral Manufacturing, Inc. has added a straight stair, Model ST, to its line of spiral stairs.

Model ST is constructed from 3" thick laminated beams of Southern yellow pine. Handrail, balusters and newel posts are from hardwoods and predrilled for installation.

Kits reportedly can be assembled in 8 man-hours and are designed for do-it-yourselfers, as well as remodelers, contractors and architects.

Keep This on File

A new package design for Unicut's five most popular files offers a seethrough view and cross-sells other files by illustrating their applications on the back.

The package can stand alone or function as a portion of the total pegboard display. The bright red and white cardboard backer is designed to catch the customer's eye at point of purchase.

The five fastest moving files include the 8" mill, 8" round, 10" half round, 6" taper and 10" wood rasp.

Don't HitThe Roof

Chelsea Decorative Metal Co. has pressed-tin plated ceiling sheets in Greek Revival to Victorian to Decostyle designs. The sheets are 2' by 8' and may be treated with clear lacquer, oil-based paint, or left as it is to adorn the ceilings of your home.

BarrelOf Landscapes

Portable waterfall gardens with complete landscapes in barrels ranging from 3Vz' to 4Vz' in height and more than 2' in diameter are custom made by Aesthetic Artisans Co.

Reportedly, the products find eager acceptance among homeowners, condo and apartment dwellers, restaurant operators, decorators and professional people in search of unusual decor.

HailWon't Hurt

A new wood fiber roofing product, Woodruf Traditional roofing by Masonite Corp., reportedly is the first roofing material to carry any kind of warranty against hail damage.

The product is more resistant to hail than other wood roofing products, the company claims, because it's 5090 denser than ordinary wood. The heavier weight of the l' x 4' shingles means that they will not come loose in high winds.

The roofing material has the appearance of cedar shingles and significantly larger than standard three-tab shingles or wood shakes, requiring less nailing for faster installing.

Offered in it's natural state the heavily textured wood fiber roofing weathers to a silver-gray color.

Fire Retardant Formula

Flame Proof LHC is an advanced fire retardant formulation produced by Osmose, reportedly the first interior fire retardant with LHClow hygroscopicity and corrosion.

Properly kiln dried after treatment, it is significantly less hygroscopic than conventional interior fire retardants, and only slightly more hygroscopic than untreated wood. It can be specified for interior applications with relative humidities less than 9590.

The reduced hygroscopicity means that the treated material will not develop unsightly surface bloom. There are no residues to detract from the natural beauty of the wood. The material will remain clean, making it easy to apply oil based paints and stains.

By reducing hygroscopicity values and eliminating surface bloom of fire retardant chemicals, Osmose has made Flame Proof LHC treated wood compatible with metal fasteners when used in interior applications.

Corrosion to metal fasteners is similar to that of untreated wood at relative humidities less than 9590. Wood products pressure treated with Flame Proof LHC can be used for all interior uses where untreated wood and metal fasteners would perform satisfactorily.

Down InThe Dumps?

Andy's Handy Dumpster, a new self dumping hopper box manufactured by Kval, Inc., is only 26" high so it can be placed under machinery or work areas to catch scraps.

To dump, a forklift driver bumps the lid against a bolt-on fixture to release the door and pivot leg. He never needs to leave the lift controls, according to the manufacturer.

Any ScrewdriverWorks

The Starline pan head screw combines a slotted and Phillips head screw into one. Packaged from Vt" to 3" lengths in a variety of thread sizes in boxes of 100, the screws are zinc plated.

Oak Ceiling Grid System

Every once in a while a product comes along which is innovative in its approach to a market. Such a product is Design Extraordinaire.

Made of solid oak, it is a simple, prefinished grid system designed to attach to and cover the metal T-bar of existing suspended ceilings.

The system consists of precut22" long oak sections and 2" x 2" oak center blocks, predrilled for assembly with wooden dowels. Dowels, self-tapping screws, and oak button covers are included to complete a professional-looking installation. All the do-it-yourselfer needs to supply is a screw driver.

The product is said to have tremendous consumer appeal, a fact not lost on buyers for major chains. Ole's Home Centers (Ca. based d-i-y chain with 34 stores in Ca. and Nv.) placed its initial order for in-depth stock in each store two weeks after first seeing

the product. According to the Ole's buyer, he has never seen a new product go chain wide with them in so short a time.

Design Extraordinaire is available in three prefinished colors (natural, light brown and dark brown) as well as unfinished for custom staining or painting on the job. The product is shrink-wrapped in trays in two sizes for the d-i-y market. The 2' pack contains enough material to complete one 2' x 2' square, while the 32' prepack contains everything needed to cover a 4' x8' ceiling.

The system converts all ceilings into 2' by 2' grids, regardless of whether the existing T-bar suspended ceiling is based on 2' x 2' or 2' x 4' modules. The product also can be installed over plastic or drywall ceilings and is suitable for accent walls.

Said to be the only product on the market completely prefinished and precut for application to existing suspended ceilings, Design Extraordinaire represents a savings over custom made wooden ceiling grids, retailing for about $3 per square foot.

It is distributed by Ferrari Distributing Co., San Dimas, Ca.

Fiberglass Shlngles

Prestique 240 laminated fiberglass shingles from Elk Corp., are designed to take the place of conventional three-tab asphalt shingles. They are fire resistant. Because of their two-ply random cut construction no vertical alignment is needed. The company also claims that shingles will save homeowners money in re-roofing because there's no tear-off.

LaserCarved Doors

Laser carved doors by E.A. Nord Co. are a result of a precision woodworking laser capable of carving intricate and precise designs. Seven different designs are offered from art noveau to timberline scenes.

Nord also has doors with old world charm and elegance in its Country French entry doors. They come in five models and can accommodate door widths from 2'6" to 3'.

Their Voyager Byzantine line of front doors has colorful patterns of leaded glass inserts which come with matching sidelights.

Our CCA Salt Treating cylinder is one of the largest in the West. One phone call can put it to work for you. And you'll want to consider our custom treating, combined with computerized inventory control. Save time, money and space Call: Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

LargeSpace Heater

Monitor 30, a new hightechnology, high-efficiency vented kerosene heater designed by KeroSun, Inc., is an alternative to conventional heating systems and can be installed through a 2Vz" hole in the wall or any style window.

The unit's high heater rating (32, 600 BTUs/hr.) makes it suitable for large, hard-to-heat open spaces or multi-room settings. An automatic system allows the unit to turn on and off twice a day and a fuel source, separate from the unit, offers an added convenience in storage.

An optional large-capacity tank reportedly will provide enough fuel for an entire heating season. The heater measures 25" high by 32" wide and 16" deep and carries the U.L. mark.

Faces Faces Faces

Nutone Div. of Scovill has a walnut stained bath cabinet available. With brass hardware and plate glass mirror, the cabinet's dimensions are 17" by 32". Choice of models with either 2 or 3 glass adjustable shelves.

of the Dayliter roof window from APC Corp.

Made of a solid hardwood frame and insulated glass, the roof window is pre-assembled and supplied with complete flashing. It is sized to fit between the rafters.

Balanced hinge assembly permits I 50 o rotation for easy cleaning of the window. A ventilation grill allows fresh air to circulate without opening the window. Its aluminum clad exterior will withstand harsh climates.

It has options of a window shade for solar heat and light control, and an insect screen which fastens inside the window and need not be removed to open the window.

Monolithic Aluminum Doors

Combination storm and screen doors offering a thick insulating core laminated between two monolithic sheets of aluminum are produced by Quick-Fab Aluminum Products Co., Inc.

Go Through The Roof

Turning dark attics into bright living spaces can be done with the help

The doors are said to combine the insulation and protection of a secondary entrance system with the appearance and styling of a prime door. Available in a choice of 7 colors and 16 different styles, the doors can be sized to most normal openings and

feature, Z-bar installation, three 5" stainless steel hinges, weatherstripped inserts and bronze-tinted tempered glass.

Delicate Detailing

A woodburning tool that allows craftsmen and hobbyists to detail their work is available from Hot Tools, Inc.

The model WB-l attains a tip temperature of more than 900"F and accepts 9 standard slide-on tips while weighing less than an ounce.

Applications include detailing feathers of carved birds, wooden plaque designs, leather, miniatures, and architectural models. The tool retails for $15.95.

Minor Mix-Up

U Crete Inc. has a portable mini concrete batch plant for delivery of small amounts or on-the-job mixing. The self-contained mixer hydraulically powered with an 8 h.p. electric start motor, has a capacity of one yard of concrete.

It reportedly can be towed by a pick-up and features all sealed bearings, flotation tires, and heavy duty fenders.

Rocker's Ream Comes Thru

The Roto-Zip Tool Corp. has a new drywall device called the Ream Machine, used for cutting out receptacles. It comes with 5 specially designed heat-treated bits, a steel allen wrench for bit changes, and a step-by-step illustrated instruction book.

Slip Resistant Panels

Tuf-Tred, an exterior plywood panel with a polyglass overlaid surface, is reportedly excellent for docks, decks and other walking surfaces where slip resistance is important.

The new product from Simpson Timber Co. offers a surface with a texture identical to 40 grit sandpaper providing a measure of safety and reducing slipping even when a surface is covered with water.

Said to be wear resistant, assuring years of service under normal residential foot traffic, the panels come in 7-ply construction, 4' x 8' x 3A" in sand or gray.

Sun Shine Special

Stone-lined, corrosion-resistant water heaters from Vaughn Mfg. Corp. are said to be compatible with any fluid solar collector system. Sepco SNR series solar energy water heaters are internal heat exchange tanks that feature a seamless lining of Hydrastone and bronze fittings to prevent tank failure from corrosion.

Offered in 60 to 120 gal. models, they reportedly incorporate a special water diffuser that introduces cold

water into the tank bottom for optimum heat transfer from the heat exchanger.

Construction Sealants

General Electric Silicones has two construction sealants, Silglaze N and Gesil N. which can be used in construction application.

They are said to be sealants for perimeter applications among other uses and permit joint movement uP to 5090 while maintaining a sound, weathertight seal. GE claims they are unaffected by weather or temperature extremes and can last up to 50 years.

Taste lmprover

Everpure's model QC4-THM removes industrial and agricultural pollutants from home water.

Compared against nine other filters in recent testing sponsored by the Environmental Protection Agency, in the removal of contaminants from ground and surface water, the filter reportedly received the highest removal rating.

A Lap Ahead

Forestex 6-12, a new % " lap siding by Forest Fiber Products Co., is designed to give buildings a traditional narrow lap siding look, while reportedly cutting waste and application time.

Two 6" courses are incorporated into one Vz" x 12" by 16' piece.

Available pre-primed with a smooth or roughsawn cedar finish, it can be applied by itself or as an acc€nt to other siding materials.

The self-aligning feature is said to cut application time by 3090. The product is guaranteed by the manufacturer against warping or buckling for 25 years.

Our

ACTIVE SCHEDULE of events for San Dieoo Hoo-Hoo Club members was climaxdd recently by the initiation of 13 new members. (1) Jim Frost, an initiate, past pres. Wayne Raney. (2) Bill Olmstead, Art Crouthamel, past presidents. (3) Past pres. Milt 0lsen. (4) Warren Hoffman, initiate. (5) Ken Coleman, Tom Slipper, sec. (6) Initiate Pat Flanagan, Don Adams, Bert Hernandez. (7) The "Cat" and Byron King. (8) Wayne Raney, initiate Paul & Dick Rempp. (9) Past pres. Ken Fritz. (10) Chuck Lember, Capital Lumber, Ken Coleman, Rich Willmore, guests at Sports Night, held earlier this year. (1'l) Pres. G.T. Frost, Jim Laslovic, San Diego Charger and guest speaker, Ed Gavotto, past pres. (12) Long time members, Bob Ransom, Carl Gavotto. (13) Gordy Frost and Bud Baker. New members not pictured included Greo Eoulware, Jacinto Gbnzalez, Donn Gunvaison, Warren Hoffman, ll, David Kibbee, Jay Mehta, Henry Mora, Jim Plummer, Al Reed, Jim Savageau and Al Martin. a reinstated member.

CREDIT BATTLES

(Continued from page 9) two things will happen. Either you will receive a very strong reprimand or very strong kick out the front door.

(4) Do not waste time trying to sell a customer who has a bad credit history unless you plan on selling him COD.

(5) Explain to the customer the kind of information needed on the credit application. This will save time in the long run.

(6) Trytohelpwith the collection process, if you can.

The end results of a team effort in credit and sales should produce for management:

r A cleaner aging

o Salesmen using their time more efficiently

r A more profitable organization

o Improved cash flow

. A more effective business

BOARD SIDING USE

(Conttnued from page l5)

in both horizontal and vertical applications. Vertical applications require blocking 24 inches on-center for half-inch tongue and groove siding and 36 inches on-center for three-fourths inch siding. Narrow widths of T&G siding up to and including six inches are blind-nailed, one nail per bearing through the

tongue. Wider widths are facenailed with two 8d nails per bearing.

When two lengths of vertical siding are joined, a 45 o bevel cut is recommended, with the lip of the top piece extending over the lower to guide moisture toward the exterior surface of the wall.

For board and batten or board on board siding, it is important that the same nail does not penetrate both pieces, as this will not allow move-

TIMBERS

We are cutting Douglas fir posts and timbers from 6x8 through l2xl2 to lengths of I' to 40' with dapping, drilling and angle cuts. Utility through #t & Btr. We can offer surfacing as well with our Stetson Ross Timber Sizer (14" x 28" maximum).

Give us a call on your cut-toJength or custom surfacing inquiries.

Office

Jerry Guin Denny Hess

The Merchanl Magazine

ment of the boards without splitting. For the narrower widths of board and batten siding, fasten the siding with one 8d nail per bearing, and the battens with a lOd nail through its center. Space the boards a half-inch apart, and for wider widths use two nails on the siding three to four inches apart near the center.

Face nailing is recommended for channel groove siding, but again it is important not to nail through the underlying joint of the adjacent piece, as this will cause splitting. For boards eight inches or wider, two nails should be used, three to four inches apart near the bottom edge.

Equally important to long-lasting enjoyment of solid board siding is the proper finishing and maintenance of the material. Western wood sidings are receptive to paints and stains, but care should be taken to properly prepare the siding before application, making sure all surfaces are dry and clean. Even though properly seasoned and stored, material can pick up moisture after installation but before finishing, which can lead to buckl-

ing and joints opening up when the siding later releases this moisture.

For extra protection against this problem, edges and ends of the siding should be primed and prefinished after it has reached climatic balance and before it is installed. This also can minimize objectionable unfinished lines when joints open up due to face shrinkage.

Many owners and architects desire a naturally weathered appearance, without any finish treatment, and there are many buildings sided with unfinished cedar that are in good condition after 50 to 75 years of exposure. However, to allow the wood to weather gracefully, it's best to use a water repellent preservative, dipping it or applying a liberal brush coat to all edges and faces before nailing in place, and following with another coat after siding is applied. After several years, or when water no longer beads up on the boards, another coat of repellent should be applied.

Paints, stains or bleaches can be

used over the paintable water repellents to change the exterior finish of the building. Discoloration due to weathering, grime or mildew usually can be removed by scrubbing the siding with household detergent and water, followed by washing with a solution of oxalic acid and water

(four ounces to a gallon of water).

Western Wood Products Association, 1500 Yeon Bldg., Portland, Or. 972M, will answer questions about western wood board siding mailed to them. They also have available a spec sheet on siding installation.

Pi:J:'P,#i?[8,,,,

11, Traynor St., P.O. Box 4696 Hayward, Ca. 94540 (41.s) s82-7622

Pine - Douglas Fir - Plywood - Redwood - Cedar

AIDYantages Aduertising System

COMPUTER CRIME

(Continued from page I 1) numerous measures that can be taken within the computer system itself to prevent unauthorized use.

The most common of these is the password. In this case, the terminal operator must enter a specific code before access to computer software can be gained.

In more sophisticated systems, special passwords may be required to perform any number of individual operations. Also, specific terminals may be delegated to a predetermined set of functions and are forbidden access to other programs. These procedures help insure that no individual can perform a function for which he or she is not authorized.

To maintain the effectiveness of such a preventive system, passwords should be changed periodically along with the access phone number. This helps negate any information gathered by unauthorized parties. Also, should an employee resign or be terminated, his or her access codes should be changed immediately. Any laxity in this area can cost a company thousands of dollars in only a few minutes.

Detective safeguards may also be implemented to preserve a system's integrity. For example, a computer can be programmed to flag any operation that does not conform to an established norm, such as a payroll check being written above a specific number of dollars.

Such preventive and detecting software is not inexpensive. It takes great knowledge and skill to write and implement customized software for business. In the case of mini- or micro-systems, these safeguards can often cost more than the computers themselves. But they are a necessary expense if opportunities for theft and fraud are to be eliminated. Motorola Inc. has received substantial press coverage of late by demonstrating to bankers how data lines can be tapped with only $1,m0 worth of commercially available cemputer gear. The implication is that any computer system using standard phone lines for transmission is open to attack, and their objective is to sell their new and highly sophisticated encryption devices. The idea behind encryption, or

Willow, a surprising Southern hardwood

1| LTHOUGH willow usually f,brings to mind a vision of fishing along a babbling stream or relaxing with a pitcher of lemonade in a shady bower, the species Sa/rx nigra is important as a commercial hardwood in the South.

Because the trees grow in remote overflow areas and new land formed along rivers, they often are accessible only by boat. Many people who regularly handle and use willow lumber have never seen the trees growing.

Only this black willow grows large enough for commercial use. The tree usually reaches a height of 130 feet with a diameter of three feet. Willow timber trees grow tall and slender with round heads and open tops. The first branches often are 60 feet from the ground. Although the trees sometimes are found growing with cottonwood, cypress or tupelo, the best quality timber comes from pure stands, the most common.

The bark, leaves, twigs and wood of the willow are different from all other hardwoods and interesting from a botanical view. The leaves are long and narrow with a sharp point on the ends, a fine serrated margin, and short stems. The average length of the leaf is four inches with a width of Yz inch. Some leaves (falcata, Torr. variety) are shaped like a scythe. The bark which is one to I % inches thick, is dark brown,

sometimes tinged with orange. It has broad, flat connecting ridges which separate into plateJike scales. These become shaggy on older trees.

The wood color, which varies a great deal, ranges from dark reddish, to dark purplish brown like walnut, to gray, or a mixture of all three. Sapwood is usually pale tan or almost white. These colorations make the wood ideal for paneling where a natural wood character is desirable. Willow takes and holds glue better than any other known wood to rate an A Number One. It also remains flat, resists warpage and shrinkage. It is very light, 2800 pounds per thousand feet, but very strong. Soft, it works easily and does not split in nailing or screwing.

Because of its properties willow is perfect for glued-up core stock, table tops, and panels. It also is excellent for artificial legs. Canada imports

Story at a Glance

Fast growing . . . thrives in remote overflow areas of the Mississippi River and its tributaries good commer. cial properties . . . important lor furniture, paneling.

large amounts of Southern willow for furniture. Caskets, shipping boxes, interior trim, doors, panels, and miscellaneous wood products are made of willow. Because many people do not associate willow with strength and beauty, manufacturers often call the wood by its classical name, salix.

Louisiana, according to forest surveys, has the largest volume of willow saw timber. Arkansas is second with Mississippi third. Most of this estimated 1.5 billion board feet of standing willow saw timber is along or close to the Mississippi River and the lower reaches of its major tributaries. Production levels vary substantially, but average between 40 and 50 million board feet per year.

The willow tree is a rapid grower. Young stands reach maturity so quickly that lumber operators consider willow holdings as permanent sources of supply. Many areas have been cut four or five times in the last 50 years. Since willow timber land is low and wet, it can be used for virtually little else. The willow's rapid growth enables it to survive in the continually changing environment of Southern river sand bars, islands, ox bow loops and ox bow lakes caused by constantly shifting channels. The trees, which grow on these shores and bars as they form and help to establish them, are soon of merchantable size.

riiitiiii:iiitltt*$f$lti'.f.i*ttii$.itit$t$.l$Slill,t:ititi:ill:lf3filllt:il

NEW LITERATURE

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Hardwood Rules!

Ru lesfor the Measure me nt and Inspection of Hardwood ond Cypress, 1982 edition, is $3 per copy, including mailing costs, from the National Hardwood Lumber Association, P.O. Box 34518, Memphis, Tn.,38134.

Shake lt Up

Design possibilities using decorative cedar shingles are displayed in a free 4-p. brochure from Shakertown Corp., P.O. Box 400, Winlock, Wa. 98596.

Jamb Jabber, Frame Flattery

An 8-p. brochure covering step-by-step installation for interior jambs and exterior door frames is 400 from Wood Moulding and Millwork Producers, P.O. Box 25278, Portland, Or. 97225.

Updated Samplings

For a free copy of Wilsonart's Design Group One brochure on laminates, write Wilsonart, 600 General Bruce Dr., Temple, Tx.76501.

Take lt Ofl!

A catalog of floor-covering strippers is free from Universal Stripper, Inc., P.O. Box 1895, Rockford, Il.6lll0.

Knock, Knock

A catalog on hand carved wood doors is free from Elegant Entries, Inc., 45 Water St., Worcester, Ma. 01604.

Uses and Abuses

Wall charts detailing proper uses and common abuses of more than 50 hand tools, shop clamps and vises are available at $l each from Vaughn & Bushnell Mfg. Co., ll4l4 Maple Ave., Henron, Il. 60034.

The Rise And Fall Of Housing

Housing and the Forest Products Markets in the'80sbyWilliam Dean, executive editor of Random Lengths,

reviews the factors that led to the collapse of the housing industry and evaluates current economic and political conditions affecting the industry.

The report, illustrated with Z) charts, may be ordered for $15 from Random Lengths Publications, P.O. Box 867, Eugene, Or.97440.

Mingle With Shingles

For facts about shingles write Celotex Roofing Products Div., PO Box2262, Tampa, Fl. 33622 for free literature.

Have A Seat

O riginal Ca Iifo rnia Fas hion Furniture, a brochure on rattan and wicker chairs, is free from E-Z Sales & Mfg., l4l8 W. l66th St., Gardena, Ca.90247.

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine.

Many thanks!

Recycling Saves Money

Recycling Questions and Answers is free from the American Forest Institute, l6l9 Massachusetts Ave., N.W., Washington, D.C. 2m36. Additional copies are 200.

Secondary Doors

A full color brochure describing storm/screen doors is free from QuickFab Aluminum Products Co., Inc., 128 Ocean Ave., Lakewood, N.J. 08701.

Construction Education

A 20-p. catalog of construction textbooks is free to anyone in the industry from Construction Bookstore, Inc., P.O. Box 7 17, Gainesville, Fl. 32602.

Doors That Score

Literature on access doors is free from Levolor Lorentzen, Inc., 1280 Wall St. W., Lyndhurst, N.J. 07071.

Window Shopping

A free 8-p. brochure on Excel Clad casement windows is available from Louisiana-Pacific Corp., 1300 S.W. Fifth Ave., Portland, Or.97201.

Wood Fiber Products

A new 32-p. brochure illustrating a line of wood fiber building products is free from Masonite Corp., Western Hardboard Div., 300 Ford Rd., Ukiah, Ca,95482.

Specialty Timber

Douglas fir and hem-fir solid specialty timbers are described in a free brochure from Simpson Timber Co., Development Ctr., Box 566, Redmond, Wa. 98052.

Turn Over A New Leaflet

A leaflet describing a line of suppliedair systems which provide a combination of head, eye, face and respiratory protection for a variety of industrial applications is free from Racal Airstream, Inc., 73094 Grove Rd., Frederick, Md. 21701

Lap Siding Reading

Information on lap siding is free from Forest Fiber Products Co., P.O. Box 68, Forest Grove. Or. 971 16.

Royal Reflections

Bi-pass, bi-fold and three-way mirror doors are all featured in a free catalog from Monarch Mirror Door Co., 21325 Superior St., Chatsworth, Ca. 9l3l l.

Prefabulous!

A brochure on metal buildings is free by writing Case & Cooler, Inc., P.O. Box 98, Bally, Pa. 19503.

AUSUnil

Lewis C0., Inc., Palmer G.

8ELLIl{GHAiI

Jersledl Lumber Co., Inc.

8[ETENTON

Lewis Co.. Inc , Palmer G.

EVERETT

LewisCo., Inc., PalmerG.

xEl{lt08€

Lewis Co., Inc., Palmer G.

KINKLAT{|l

Simoson Buildino Suoolv Co.

L0riGvrEw

Union Pacilic Railroad

|lLYTPIA

DelsonLumberC0......... (800) 426-6040

SEATTTI

8el Air Dmr/Alprne Veneers, Inc

Georgia.Pacilic Corp.

Simpson Timber Co.

[Jnion Paciic Railroad

Wasco (Maicro Ind.).

sHEtT0t{

SimpsonBuildingSupplyCo. .

SP()KANE

Georgia.Pacilic Corp.

Lewis Co., Inc., Palmer G.

SpokaneTribalwoodProducls.

lJnion Pacilic Railroad.

TACOMA

AmericanPlywoodAssocialion.....

Bel Arr Door/Alpine Veneers. Inc.

Burns Lumber Co.

Georgia-Pacilic Corp.

LewisCo.. Inc., PalmerG. AlaskaDiv........

Louisiana-Pacilic Corp

McFarlandCascade (800) 426-8430

Union Pacilic Railroad.

vAIc0uvER

Inlernational Forest Producls, Inc.

WALLA WALI-A

UnionPacilicRaikoad

WE1{ATCHEE

LewisCo., Inc., PalmerG.

YAt(itA

LewisCo., Inc., PalmerG.

AI.BAt{Y

Willamelle Industries, Inc.

BEIID Union Pacilic Railroad.

COOS BAY

OREOON

Conrad Wood Preseruino Co.

Coos Head Lumber& Pliwood

c0nYArus

Bonnington Lumber Co

Evans Producls Co. (Hardboard)

Mary's River Lumber Co. (503) 752-0218

EUGEIIE/SPRII{GFIEtD

All.Coasl ForeslProducts, Inc..

BelAirDoor/AlpineVeneers. Inc.

Bohemia, Inc.. (800) 547-6065

Eugene-WillametteLumberCo.

FremontForesl Producls

Georgia-Pacilic Corp.

Hirt&Wood LumberCo..... (800) 547.8927

LewisCo.,lnc..PalmerG.

Lumber Producls

McFarland Cascade

McKenzieTradingCo. (800) 547-6067

oregon Cedar Products

oregon McKenzie Lumber Producls Co.

Rolando Lumber Co.

Stateslndustries,lnc. (800) 547-8928

SunshineWood Producls

Union Pacilic Railroad.

HEPPl{ER KinzuaCorp.....

flttL880R0

(206) 941 -2600 Permaposl Products Co

XtAiIATH FATIS

734-9901 Lumber Products

tE0F0n0

ByrneTrucking. (800) 547.9655

Fountain Lumber Co.. Ed

Lumber Producls

Union Pacific Railroad.

Wendling-NalhanC0..|nc...... ... ......

GREATEB PONTUilD AREA

Alpine Inlernalional Coro.

J.H.Baxter&C0...

Bel Air Door/Alpine Veneers, Inc. (800) 547-6755

Cole&Associates,JohnI

ConlaclLumberC0. ....... (503) 228-7361

Dant&Russell,lnc........ (800) 547-1943

oalaline Corp.

Friesen Lumber Co. (503) 397-1700

Fullmer Lumber Co.

Furman Lumber, lnc. .

Georgia-Pacilic Corp.

Hampton LumberSalesCo.

Lewis Co. Inc., Palmer G

Louisiana-Pacitic Corp

Louisiana-PacilicCorp.(Beaverlon)........

Lumber Products

Mccormick & SaxterCreosolin0 C0..

Niedermeyer-MartinCo..... i800) 547-6952

North Pacific Lumber C0. . (800) 547-0440

NorlhweslHardwoods, Inc.

PermaooslProductso0....

Publishers Foresl Products. (800) 547-6633

SiskiyouForestProducls

Sunrise Foresl Products Co. (800) 547-1 771

Union Pacilic Railroad.

Western Inlernational Forest

Products.. (800) 547-5744

R(lSESUBG

SATET

(s03) 920-7721 BoISE Georgia-Pacific Corp.

(503) 383-190j Lewis Co.. Inc., PalmerG. Louisiana-PacificCorp. (Coeurd'Alene)......

(503) 269-5988 Lumber Products 4503i 267-21 93 Pressure Treated Trmber C0. Union Pacific Railroad.

(503) 702-0j23 CoEUB D'ALEI{E

i503) 753-1211 TimbercraftProducts ,503\152-0122 tEWlSToll Union Pacilic Railroad.

{503) 345.9544 P0GATELLO (503i 686-0282 Union Pacitic Railroad.

i503i 342.6262 SAI{0P0|I{T i503i 689-1521 McFarland Cascade(9S9iqq9-?911 aLASKA

19991111-1199 Ar{cHonAGE

(cUJ) DUO-ZUIJ Arr^w | ilmh.r

l99ll1ll'1999 Li,i'ic6.,in-i pa'ere

!:Yil 991-y1ll sTEwAnD

EOUtDEN

COLORADO

Reid&Wrighl, lnc.. ....

c0t08400 sPRD{Gs

Therma.Tru, Inc.

coltitEncE ctTY

RWSoecialties. Inc.....

Weslernlurnings&StairCo............

|lEilYEN

DenverReseruesupplyCo.

Georoia-Pacitic Corp.

Koppers Co., Inc.

McFarland-Cascade

Wasco (Faclory 0irecl Sales)

FT. CiotlttS

WeslridgeForesl Producls. Inc. ....

GNAil|, JUilCTIOil

RWSpeciallies. Inc.......

BttlrNGS

Georgia-Pacilic Corp.

S0zEtAtl

McFarland-Cascade

SUTTE

Monlana Pole&Trealino P|an1 .

UnrcnPacilicRailroad.:..

ilssoutA

Louisiana'Pacilic CorD. LewisCo.. Inc., PalnierG.

CASPER Drescowyoming. (307) 266-4554 UTAH

0G0Eil

Georgia-Pacilic Corp.

PSICE

Kilfoyle Krafts, Inc..

SALI LAKE CITY

Georgia-Pacilic Corp. MacBeath Hardwood Union Pacilic Railroad

llrti,*iiislfiiliiit+ so u T H wEsT ffiNffii

l;8ij 5i;.r56t Louisiana-paciriccorp

i5o3l 746-2s02

(503' 484-2292 HtLo

H/IWAII

(503) 686-1178 Campbell-8urnsWoodProductsCo.,lnc......

(503) 688-7871 Hor{0tULU

(503) 484-4740 Bel Air Door/(Uni-Sales Co.)

(503) 345-8461 Koppers Co., Inc. Reid&Wrioht.lnc..

676-9003 Simpson Timbsr.

OBITUARIES

Edward Y. "Tcd" O'Malley, 77, chairman emeritus of The O'Malley Lumber Co., Phoenix, Az., died May 24,19E2 after a short illness.

Born in Parnell, Mo., he moved to Arizona in 1908 when his father and two uncles founded The O'Malley Lumber Co. He received his college education at the University of Arizona and Harvard University.

He became secretary of The O'Malley Lumber Co. in 1928, where he became general manager in 1938, president in 1948, chairman of the board in 1967, and chairman emeritus in 1976.

Mr. O'Malley had also been active at the top levels of scores of civic and community organizations.

He is survived by his widow, a son; a daughter; l0 3 great grand- grandchildren and children.

John A. Beckstrom, 64, owner of Beckstrom & Co., Menlo Park, Ca., died on May 6, 1982, after a lengthy illness at his home in Menlo Park.

In 1955, he formed Beckstrom & Co. where for the next 25 years he owned Tri-State Plywood Corp., Santa Clara, Ca., was the Southwest sales representative for the Nicolai Co., Portland, Or., and sales representative and sales manager for Brookings Plywood Corp., Brookings, Or.

He is survived by his widow, Frances; a son, Robert; a sister and brother; and two grandchildren.

Llurcnce Wesley Keller, owner of Keller Lumber Sales, Keswick, Ca., died May ll, 1982, in Redding, Ca. He was 50.

Anativeof Longview, Wa., hehad resided in Shasta County for 12 years. He was a member of Hoo-Hoo International, the lumbermen's fraternal organization, and several other fraternal and civic organizations.

He is survived by his widow, Nancy, one daughter, two sons, his parents and a sister.

AD NNDEX

Bcrt It. Le Bocl, owner of Indian ValleyLumber Co., Carmichacl, Ca. died May 14,1982, at thc agc of 62.

Anativeof lowa, Mr. LCBockscrved in the Army during World War II. A resident of the Sacramento, Ca., area since 1968, he was a member of Hoo-Hoo International, the lumbermen's fraternity, and several other fraternal organizations.

He is survived by two sons, two daughters, two sisters and four grandchildren.

A young aggnessive company with oven 20 trading pnofessionals anxious to senve YOU with all sizes, gnades and vanieties of plywood, lumben, shakes and shingles.

ls Available In TWO Beautiful Natural Colors.

Selecting Osmose K-33 pressure treated wood for The only difference between Osmose K-33 and your building project is a snap. The tough decision is SUNWOOD@|s the color: One's a soft green, one's a choosing one color over another. tich reddish-brown. They both look so great, you

Afterall, both productsarepermanentlypreserved. may have a tough time making up your mind. But They're both clean, dry and odor free. They both whichever you choose, you'll get one tough, longresist rot, decay and termite attack. lasting wood for your building project!

CONIACT

GETABIGGERSTICE OF THEGTUTATI PTE \ ,b'll

show you how

lf you're not selling literally thousands of board feet of glulam, you're missing out on a real profit opportunity. As a basic manufacturer of structural glued laminated timber (glulam), Standard Structures can show you how our quality products, timely delivery and competitive pricing allow you to tap glulam's profit potentials.

Standard Structures has the broadest range of sizes and

A large invontory ol Quick Lam, and Mini Lam beams aro roady tor delavery to your yard or dhectly to the iob sito. 1{o need tor torklifts as ou? trucks are equippod with booms.

STANDARD tAt y,xT,:ffi:,T'

your specification due to size or camber, order Standard Lam which is manufactured without shoo drawings per lCB0 3327. Delivery within 4 weeks.

QUICK TAII

Architecturally f inished glulam beams for quick delivery from inventory-one day plant pick up or one week delivery to your yard or customer's job site. Cambered to a constant Radius ol 1600 R, Fiber stress ol 2400 Fb, individually wrapped and cut to length. Resawn and industrial finish also available.

Ask us about our Distribution Program opportunities outside of California.

lengths backed by the largest inventory in the industry. We also manufacture to meet rapid delivery demands, yours or your customer's. We'll deliver to your yard or your customer's iob site with boom truck convenience, and we give price protection to lumber merchants. call us tollfree on your goo-g

next glulam inquiry.

62-4936

XL trrrr-,ong Jorsts, kiln dried to 15% moisture contenl or less, lengths to 72'.Long lengths are readily available at no additional cost. XL can be easily substituted for conventional framing lumber in 2"x6" through 2"x12" sizes. Using XL as lloor joists results in better floor systems.

mll$ tAll

Sized the same as conventional timbers in 2lz" and 3lly'' widths. Available in resawn linish with zero camber. Versatile MiniLam can be used for joists, girders, rafters and headers and is ideal for exoosed use. Inventoried in 72' lengths, it is available forI day plant pick up or '| week delivery.