Merchant Magazine - June 1983

the Kight Plant Kight Treatment

Western lilood Treating .. . Yotlr lleadquarters For T.S.0. by

Not-u Aou can use the quick turn-around treating seruices at Western Wood Treating. When we saA quick, we mean speedg (3 to 5 days treating on dry stock) by the truckload. Our storage gard allows Aou to pick up at your discretion.

Our Osmose treating facilities are designed using the latest in treating technology. All processes are automated to assure the finest quatity control auailable. We also operate under the rigid quality control procedures required by both Osmose and the American Wood Preseruers Bureau.

Osmose pressure treated lumber, plywood and timbers &om Western Wood Treating prouide manA aduantages builders, contractors, and retail customers require. The ability of Osmose pressure treated lumber to preuent attack by termites, rot and decay and the enuironmentally clean nature of the product makes it adaptable for a wide uariety of decoratiue and struct ur al ap plic ations.

Give Tony Cline or Terry Galbraith a call at 976 / 666-7267 or 916/924-1715 (direct Sacramento line). Our prices are competitiue , . , and we will show you that we are tops in seruice, too!

the lumber, building materials and home improvement markets'in 13 Western States-Since

THE FIRST.IT

WESTERNHOME CENTER & BUILDINGMATERIALSSHOW

OCTOBER 21.23,1983, ANAHEIM CONVENTION CENTER. ANAHEIM, CALIFORNIA

Over 5OO exhibitorsoccupying 200,OOO square feetofexhibit space

r A regional exposition for home centers and building materials retailers serving the do-it-yourself customers in the 13 Western states and Western Canada.

r This will be the largest and most complete exposition of do-it-yourself products for home improvement, maintenance, remodeling and decoration ever assembled in the West specifically for Western retailers.

Products to be displayed

r building materials

r plumbing supplies and r heating and cooling

r hardware fixtures

r paneling and wall coverings

r electrical fixtures and

r display merchandisers and store fixtures products

r shelving and storage cabinets

r siding, roofing and supplies rainware systems

r hand and power tools

r bathroom accessories

r paint and paint sundries

r decorator products

r energy saving products

r cabinets and vanities

r outdoor living

r ready-to-finish and KD

f urniture

r home care products

r DIY books and manuals

I floor coverings

r nails and fasteners

r lawn and garden

oooaaoooaaaooooaaoaaoaoooooaoooooooooa

'I Must be received in the show oftice by Sept. 16, 1983. Confirmation of pre-registration and hotel reservation forms will be mailed within three weeks. Free badges will be mailed after August 1, 1983.

2. Late mail registrations will not be processed. Register again at show [At-show registration fee $5.OO)

3, REGISTRATION COI\,4PUTERIZED. ALL INFOBMATION MUST BE FILLED IN.

4. NO ONE UNDEF 16 YEARS OLD ADMITTED.

IMPORTANT: PLEASE LEAVE SPACE EETWEEN FIRST NAIVIE OR INITIALS AND LAST NAME.

m, fVrVA

WESTERN HOME CENTER & BUILOING MATERIALS SHOW OCTOBER 21-23, 1g83/ANAHEIM. CA

IMPORTANT: In order to process your registration, your company's business activity must be indicated below:

(l) ! Retailer/Dealer

(J) tr Wholesaler/Distributor

(P) I Other (please describe)

Note: Exhibitor personnel should not use this form. Please use form provided in Exhibitor Kit.

The Show specifically designed for Western Retailers of do-it-yourself products

WESTERNHOME CENTER & BUILDINGMATERIALSSHOW

FRIDAY, SATURDAY, SUNDAY, OCTOBER 21,22,23,

ANAHEIM CONVENTTON CENTER, ANAHEIM,

As a Western retailer you have opportunities not available to your counterparts East of the mountains. Sunset Magazine's Western Market Aimanac states: "Westerners...are less constrained by tradition and are therefore more interested in the present and f uture. They often are more willing to take a chance, more curious about new experiences, less inhibited and are usually good prospects for new productsl'

At the First Annual Western Home Center & Building Materials Show you will have the opportunity to meet face-to-face with manufacturers of the types of new products that will appeal to the innovative Western DIY consumer. The tremendous population explosion in the West, coupled with the very distinct regional tastes and styles, make it a lucrative "do-it-yourself" market for home centers and building materials retailers. The exhibitors in this new exposition are those firms with special products designed to meet the unique

Don't pass up this oppor-

1983

CALIFORNIA

tunity to see the broad range of products that will be displayed in the South and Southwest Halls of the Anaheim Convention Center.

In addition, you will have an opportunity to attend a series of seminars tailored to help you better serve your unique marketplace...a seminar program that comes to grips with the challenges you face in your retail operation designed and presented by industry business executives who understand your problems and opportunities. Maximizing your advertising budget utilizing promotional tools offered by vendors. improving your in-store merchandising-these topics and more await you in this in-depth seminar program. So don't delay. Fill out the FREE pre-registration form at left and plan to attend the Western Home Center & Building Materials show october 21-23,1983, in the Anaheim Convention Center, Anaheim, California.

IT'S YOUR SHOI/U DON'T MISS IT!

The Merchant Magazine

Publisher Emeritus A.D. Bell. Jr.

Editor-Publisher David Cutler

fusociate Editor

Juanita Lovret

Contributing Editon

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 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 offic.es. Advertising rates upon request.

ADVERTISING OFFICES

T'ROM WASHINGTON STATf, ' IDAHO,NORTHERN CALIFOR,NIA & OREGON: contact Drvid Cutler, 4500 Campus Dr.. Suite 480, NewPort Beach. Ca. 92660. Phone (7 I 4) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr,, Los Anseles. Ca. 90049. Phone (213) 4723ll3 or (714) 549-8393.

FROM THE MIDWEST: contact Wayne Westland, I109 Willow Lane, Mt. Prospect, Il. 60056. Call (3 l2l 43'7 -7 37 7

FROM THE NORTHEAST: contact Gayle Essary,35-73A l59th St., Flushing, N.Y. I1358. Call (212) 445-8063.

FROM ARKANSAS & OKLAHOMA: contact Timothy J. Nelson, Marketing Communications, Inc., 5ll5 S. Vandalia, suite E, Tulsa, Ok. 74135. Call ol8't 496-8'.7',t7.

SUBSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, plus new address and zip code.

Subscription Rates -

U.S. : $6-one year; $9-two years; $12-three years. Foreign: $14-one year; $20-two years. Single copies $1.50. Back copies $2.50 when available.

DAVID CUTLER editor-pu bl is her EDITOR[AI

Shut it off, turn it down, close it

ITURNING OFF unnecessary lights, lowering I a thermostat a few degrees and closing a door to save heat or air conditioning are acts that will save a few dollars, but only a few. What is important is that when these things are done by the boss it sends a message through the entire organization that watching costs is important. Unfortunately, too few top people take the few minutes to make the gesture.

While companies cannot save their way to prosperity through economy measures, they can use them to survive. The number of firms surviving today is living proof thatsavingpennies can be an important factor in continuing a corporate existence. Yet as times get better we wonder how many company leaders will continue to take the variety of measures available to hold down costs.

As the black ink reappears on the balance sheet it is only human nature to relax and put the penny pinching economy moves on hold. Yet, at this juncture no one knows for sure that the upsurge in business will continue. Who can be sure that the federal government won't take measures that will drive up the interest rates?

But whatever happens, make sure everyone in your organization realizes that economy of operation is not a sometime thing. Whether business is good, bad or indifferent, saving the few dollars on small things is important. Savings can be found throughout any organization. As the top executive, exercise your responsibility and communicate to all concerned by deeds as well as words your interest in saving every penny possible Every penny.

SeNing the lumber, building materials and home imprcvement ma*ets in 13 Weslern States-Since 1922

Our new industrial division fsatures hardwoods, whitewoods, moulding and millwork.

Arizona group's time of transition

IIHE 62nd annual convention of I the Arizona Lumber & Builders Supply Association marks the end of one chapter of the organization and the beginning of a new one with the retirement of long-time executive vice president Frank Davis. During his l8 year stint, the group has more than doubled in size and is widelv

Story at a Glance

Housing market analyzed by speakers Don Hossack elected presideni . exec. v.p. retares, new mgr. being sought. .. improved business conditions in state . . . next year: May 24-27, Registry Resort, Phoenix.

considered one of the top federated associations in the country.

A committee has been formed and is currently seeking Davis' replacement.

The convention was held May 5-8, at the remodelled Doubletree Inn in Tucson. Next year's gathering is tentativelyset for May 24-27, 1984, at the Registry Resort, Phoenix.

The upbeat mood at the gathering was marred by the sudden death Saturday night of Bud Pulliam, manager of Georgia-Pacific's distribution center in Phoenix. The victim of a heart attack, he failed to respond to efforts to revive him. /See page 62 in this issuefor his obituary.)

A new slate of officers was elected to carry on the excellent work of outgoing president James Stewart of Tucson. Moving up to president is Don Hossack, with John Wyss as lst v.p.; Jim Killen, 2nd v.p., and John Gaskin, treasurer.

Following a welcome by convention chairman Jack Sombrio. the business sessions began with atalk by Peter Herder, lst v.p. of the National Association of Home Builders.

Herder sees housing leading the U.S. to recovery, 1.65 million housing starts in 1983, manufactured housing from Japan as a real possibility, and a lower interest rate for mortgages with home prices stable for the next two years. He noted that Arizona was the third biggest housing market in the country currently, that Tucson had doubled its housing starts compared with last year, and that Arizona was number one nationally in starts per thousand population and number one in starts per builder.

Next speaker was Ronald P. Hogan, v.p. of Georgia-Pacific's distribution division, who noted their record sales in April and

CONGRESSMAN John Mc0ain and his wile, Cindy, backdropped by Don Hossack. (2) Paul Boyle, Duncan Hossack, Mary & Steve Hancock. (3) John Martin, Mike 0'Malley. (4)Tom Gilstrap, Gordon Beach, Dave Miller. (5) Fran Wells, Dean Drake, Gere Drake. (6) Patti & John Maple. (7) Dick & Julie Kereny. (8) John Turner, Maye Davis.

forecast continued improvement into 1984. Observing that remodeling, repair, renovation and additions now represent approximately half a million housing starts per year, he said that this market favors wood, because the public perceives wood as easier to work with than other materials.

Sid Voorhees, Eugene Planing Mill, Eugene, Or., delayed his speech to present Arizona's retiring Frank Davis with a lifetime membership in the Western Building Materials Association, a dealer group in which Voorhees is active. He noted that Davis had been a lumber dealer in

Oregon for 20years before taking the reins of the AL&BSA as managing officer.

In his inspirational talk, Voorhees stressed that a positive attitude was essential to achievement. He citedthe ill effects society has suffered from "averaging" people and removing their incentive to excel. The Oregon dealer described procrastination as the fear of failing, observing that "you should analyze your ideas by applying facts, faith and feelings."

The executive vice president of the National Lumber and Building

(Please turn to page 48)

NEW PRESI0ENT (1) Don Hossack and his Doris. (2) Pdst president Jim Stewart and his Judy. (3) Ron Hogan, Charles Stone. (4) Jan & Woody Clark. (5)Jeri & Steve Ganison. (6) John Gaskin, Larry Hamman. (7) Linda & Gordon Beach, Dave Miller. (8)Wilma & Ken Lott, Don Lue. (9) Fred McDonald, Bob Hobbs, Ken Gerhart. (10) DickJackson, Lynn Shurtliff. (11) Tony Padilla, Don Hossack, Bob Ramsey, Clint Skrla. (12) BillJordan, Sid Voorhees. (13) Dave Cech, Jack Fleck, Mike Westcott, Doug Willis. (14) Bud Howe, Jack Sombrio. (15) Nancy Ramsey, Marti Cutler. (16) Jefl Johnson, Bob & Karen Hobbs, Wayne Jones.

Turn on salespeople with training

EMPLOYEE training to be efEfective must be a continuous program, not just a couple of days of job indoctrination. Wise managers stress that each pair of feet is a potential purchaser and satisfied customer. They also motivate each salesperson to become the best in his department or store.

Training can take several forms. Frequent classroom sessions with employees meeting in groups to discuss problems and ways of handling them are helpful. These can be sparked by a speaker capable of outlining good selling techniques and motivating better selling.

Role playing is another successful teaching technique with one salesperson taking the part of the customer while another acts out the role of seller. The audience should be encouraged to take notes and contribute to a critique of the performance.

Seminars organized by buying groups, manufacturers and wholesalers are often available to both independent and chain store personnel. These traveling programs are usually well thought out and effective. Associations also provide employee training through their regular meetings or special educational programs.

Less formal, but equally effective, training can take place when managers make frequent selling floor appearances, observe the employees at work and offer praise as well as helpful, constructive criticism.

Essentially, an employee training program should stress developing a good attitude, being informed, setting specific goals and building confidence.

Salespeople should be prompted to consider how they can best serve people and meet each customer's needs. They should be reminded that they

are not only creating a profit for the company but also a profit for themselves since good salespeople are rewarded with promotions and raises. Friendliness cannot be over emphasized. Courtesy and a smile are absolute musts for every salesperson. Salespeople should be encouraged to think positively about who they are and what they do since the way they think about themselves can affect their performance.

A good salesperson is an informed person. Product brochures, talks with suppliers and talks with customers asking them about the performance of various products which they have used will supply the needed information. Customers and suppliers will appreciate and respond to the interest of the store employee and the employee will learn new, helpful information about the products which are sold.

A salesperson should have a clear idea of attainable goals which he plans to accomplish with each customer. He should be taught to approach every person who enters the store or department with the determination that he will find out everything necessary to know to sell them everything they need.

Salespeople should be aware that it is important to talk with customers and find out what project they are working on and what help they need.

As a store representative, they should be sure that customers know what

items they will need to complete the project and help them find the information and products they need as well as refer them to product brochures or how-to brochures that relate to their project.

Finally, managers should stress that confidence and good selling techniques result from product knowledge, being willing to find answers and practice in serving more and more customers. Cood salespeople don't just happen, they develop.

DG Shelter Products offers a capsule course in sales techniques entitled "Helpful Hints for Salespeople. " In addition to outlining suggestions such as you have read in this article, they give specific pointers on ways to increase sales of moulding and assist customers by providing them with helpful literature, suggesting add on sales and helping them to determine what and how much they need to buy for their project.

Story at a Glance

Simple Addition

Our buildings can help you build. When our customers expand they dependon us to providethem with additional space. They know we will solve their building problems with speed and efficiency. We have just completed another expansion for Seman Molding Co., Sacramento, Ca. This brings the total of pole buildings in use there to 5O,OOO sq.

ft. They like them for rough lumber storage as well as shop buildings. Our repeat business is an indication that we do a good job every time. Let us show vou how we can

quickly provide you with quality construction at a reasonable price. Put our years of experience to work for you. Whatever rhe job, big or small, \ /e can help you build.

Mike Esposito, mgr.

Heacl(luarters:

l28O Ljnil F-l

\\'e-st l-ambert Rci.

Flrcir, Cil. 92621

(2r3) 694-a361

(7141s2s-779o

[]rernch:

t,.(). llox 837

Williarms, Ca. 95987

(916) 473-s3{il

Independent scores on a triple play

UENDO Mill & Lumber Co., a IUlthree location consumer operation in Northern California, has evolved from a sawmill to a wholesale lumber yard to a retail operation in less than 40 years.

Joe Mayfield, son and nePhew of the two who founded the firm in 1945, built his first home center in

Ukiah in 1960, the second in Willits in 1975 and the third in Clearlake in 1979. All have the same layout, product configuration and retail business plans.

Each has 10,000 sq. ft. under cover with a full service lumber and building materials yard outside. The business mix for the trio is 6590 con-

sumer/3590 contractor. In addition to the retail stores, the company operates a pre-hung door shoP and a light wood remanufacturing operation. Annual sales are $6 million for the total operation.

The three stores are located about 20 miles apart with Ukiah in the middle of the dog-leg arrangement. Each

H0ME center chain owner Joe Mayfield (top left) serves the area where he grew up with Mendo Mill & Lumber Co. The buildings (top right) al his three locations are similar in size

with 10.000 so. ft. under cover and lots of parking. Merchandise (l0w_sr ph0t0s) is selected t0 meet the needs 0f the semi-rural community. Special sales with lots ol ap-

propriate signing are part of a good merchan' dising program.

Story at a Glance

Independent chaln geared to communlty needg oerves town and rural market... from sawmlll to home center.

Pacific and Harwood Products nearby.

The main industries of the area are timber, wine and recreation. To serve these markets, Mayfield maintains a diverse and deep inventory. His stores have all the products needed by the homeowner and d-i-yer as well as lumber and commodity building materials. Automotive parts and animal feeds cater to special interests in the area. Green nurseries as recent additions at all three stores are doing surprisingly well. Ready-mix concrete service is available.

to nearby small towns rather than expect people to drive to a central store. These independent chains are strong and attract a clientele which prefers more personalized service than is provided by larger national or regional chain operations.

serves a rural trading area of about 25,000 people. The stores are open seven days a week to meet the needs of townspeople, ranchers and forest and timber company employees as well as vacationers in summer. They are unique in having business customers as near neighbors. Masonite Corp. is across the road, LouisianaPacific next door and Georgia-

Management pays a lot of attention to inventory and price. They use a number of suppliers including Builder Marts of America with which they affiliated about a year ago. Mayfield has praise for this buying power as well as the access to seminars, training manuals and other services.

Mayfield, who is a past president of the Lumber Merchants Association of Northern California, is typical of the numerous building materials merchants who find that it pays them to take their merchandise

Credit for the dominant position of Mendo Mill in the area goes to customer service, according to Mayfield. "We offer knowledgeable employees who can help d-i-yers, " he says. "Our stores are well lit and clean, we deliver, we thank customers for their business and we strive to develop long-term relationships. "

Mayfield has an inside track in knowing what the residents of Mendocino and Lake Counties like and want. He was raised in the mill camp that grew up around his father's sawmill and attended its one room schoolhouse with the children of the workers at the mill.

Future plans for Mayfield include adding several more stores in areas where he senses a need plus updating and remodeling present locations to keep his level of service high and attractive.

Show-tell-sell philosophy brings in dollars

GIOME of the best salesmen in Clvour store never fill out a time card and never get a paycheck, although they may sell hundreds of dollars worth of merchandise each day.

Highly visible and easily understood, these sellers are product demonstration programs, clinics, brochures and point of purchase signing. Most of them are available through manufacturers for little or no cost.

For example, show-tell-sell is the philosophy behind the in-store product demonstration program being reinstituted in key major market areas by DeWalt, a Division of Black & Decker. Inc. Radial arm saw demonstrations, which proved ef fective in expanding business during the 1950s, are being updated for home centers and hardware stores.

Scheduled for continuous presentation during peak store traffic hours. each demonstration takes l0 to l5 minutes. In addition to covering the features of the stationary power tool line. the demonstrator shows consumers how the saw can perform four basic woodworking cuts as well as be converted into virtually any woodworking machine with available accessories.

In reviewing this program, Douglas M. Campbell,v.p./ marketing, says that when I I demonstrations in one locale result in 500 sales "you know that show and tell basics do sell stationary power tools."

Mannington Mills is another manufacturer which follows the approach of arming the retailer with tools that allow him to successfully serve the customer. Two years ago they introduced cartoon characters Dick and Dottie Doowell as symbols of the typical do-it-yourselfer, letting them act as company spokesmen in brochures and clinics as well as in tv, radio and newspaper co-op advertising.

The company has pioneered in

Story at a Glance

of sheet vinyl flooring. The audiovisual demonstration offers the consumer tips on measuring and room preparation in addition to step-bystep installation directions.

training sales personnel in the stepby-step installation of their products thus providing them with in-depth product knowledge and installation information which is in turn passed along to consumers in d-i-y clinics held in the stores.

This year they are expanding with the addition of a 3Vz minute LaBelle film strip demonstrating installation

A field study by J. Patrick Kelly, professor of retail management; Gary G. McKinnon, associate professor of business management, and E. Doyle Robison, director of Skaggs Institute of Retail Management, all at Brigham Young University, Provo, Ut., focused on how retailers should use signs, considering priceonly signs, descriptive benefit signs, signs for sale items and signs for items at regular prices. Results suggest that at a regular price, a benefit sign should be the only type of sign used, while at a sale price, both a price-only and a benefit sign will increase sales over a no-sign condition, with benefit signing being the most effective.

These results are in accord with earlier studies by both trade and academic sources which reported point of purchase in-store signing effective in increasing unit sales. The price and benefit information supplied to the shopper through signing is thought to influence product selection, especially in situations where there is an absence of product information from other communication sources or sales clerks.

Phifer Wire Products, Inc. utilizes this theory in providing a merchandise display which has an informative benefit headerboard in color as well as a holder for illustrated point-ofpurchase brochures. The company reports that this merchandising rack has helped them to get their share of sales of window screens which, according to the Do-It-Yourself Research Institute, were among the top 20 items purchased by do-ityourselfers at building supply stores during 1982.

Dealers should become aware of the point of purchase helps available and use them to their advantage.

Demonstrations sell manufacturer provides tools retail field spotlights best signing available to dealers.

'r"i"t study ...all

BENEFIT signing such as demonstrated in this display proved to be eftective in a recent retail studv. Take home literature available on the headei is an added benefit. r

It adds up to BIG Workers' Compensation dividends for W.l.C. membeFs.

How did your Workers' Comp Insurer perform tor you?

Participating w.l.c. members will receive their dividend on July 1, 1983. The dividend will be the amount each firm earned on its own loss ratio plus a BONUS DlVlDEND of 10.2o/o due to the loss ratio of the entire group. These dividends will range from 10.2o/o to those plrticipants. with a high loss ratio to 900/o to some with large premiums and a low loss ratio.

The average participant will receive a dividend of 48.go/o.

lf you are not in the W.l.C. Group Insurance program and your X-Mod is 105 or less, you should bel

Sloppy handling can kill sales

lFnnflESS handling is disasYtrous to many products. You can protect your investment in merchandise and keeP Your customers impressed with your comPanY's quality by training your employees in proper handling techniques.

Plywood and other structural wood panels, for example, are engineered products with excellent dimensional stability, bond durability and structural ProPerties, but these positive characteristics can be killed by sloppy handling. Employees should be trained in and expected to follow the basic guidelines illustrated in this article to insure the best performance and maximum durability for customers.

Use this information as a script for handling classes. Make copies of it and post prominently or include it in your training notebooks for ernployees. Check your storage area to make sure that it is in good condition for storage and equipped with materials necessary for proper handling.

HANDLING

Handle panels carefullY. Avoid dropping them on edge, which maY splinter or chip corners. Although such damage won't affect the struc-

tural capability of the panel, it can add to the customer's in-place repair costs. Be especially careful to protect the edges of tongue-and-groove floor and shiplapped siding Panels.

If you expect to move a stack of panels with a forklift, place it on a pallet or bunks when it is received to avoid damage from fork tines.

Panel stacks transPorted on open truckbeds should be covered with standard tarpaulins. Panels arriving in open rail car shipment should be protected with "lumber wraP" to avoid extended weather exposure.

STORAGE

If possible, panels should be stored in a warehouse or under a roof, especially if they won't be sold soon after being received. KeeP sanded and other appearance grades awaY from open doorwaYs, and weight down the top panel in a stack to avoid any possible warpage from humidity. If moisture absorption is expected, cut steel banding on panel bundles to prevent edge damage.

If panels must be stored outside, select the driest and highest ground available. Stack panels on a level platform supported with 4x4 stringers or other blocking. Never leave the

Pad corners with rags. Lay

platform in contact with the ground. Use at least three full-width supports along the 8 ft. Iength of the panel-one centered and the others 12 to 16 in. from each end. KeeP the area free of grass and debris that could wet or contaminate the panels. Cover the stack loosely with plastic sheets or tarps. Anchor the covering at the top of the stack, but keeP it open and away from the sides and bottom to assure good ventilation. Tight coverings prevent air circulation and, when exposed to sunlight, create a "greenhouse" effect which encourages mold formation.

Story at a Glance

Train employees in handling procedures enforce proper methods... bulld library of information.

PROBLEM PREVENTION

Most structural wood Panel Problems are the result of insufficient pro-. tection from moisture, incorrect panel specification, or improper application. The guidelines presented here can do much to Prevent such problems from ever occurring for your customers.

Handling information such as the foregoing was provided bY the American Plywood Association and is available from other Product associations as well as manufacturers. Build a library of handling literature and put it to use. It'll pay offin both customer relations and dollars.

two 2x4's on topof stack.

Stretch f ilm over stack

C0RRECT procedure is shown in this APA sketch illuitrating the third step in properly protecting a stack of struclural panels. and secure to tie'down stakes.

-fTd;'P;rthnd hffi*tiil ana,r* Beach

@ch are stafred r&h ifficient, kno d$$@te, "'highly bained and specialized people'*i,. leto ' 'lnieet all the needs of an expanding lumber supply business.

Cascade is a wholfy owned subsidiary of Forest City Trading Group in business since 1976. We re a financially sound, rapidly expanding technologically advanced computer oriented company with a definite competitive edge - we're the Cascade Team.

The federal gov. has ruled that Canada isn't subsidizing its lumber exports to the U.S.; while this is expected to end the matter, further appeals are technicallY possible

Roberts Consolidated, City of Industry, Ca., has purchased l|tilhold Glues, Santa Fe Springs, Ca., for an undisclosed price; Wilhold will operate as a whollyowned subsidiary North Pacific Plywood has transferred mfg. operations to its Cresham, Wa., mill from Tacoma . . Koller Forest Products is a new Canby, Or., wholesale firm specializing in cedar.

Sites for plants to be constructed to increase LouisiqnaPacific's Waferwood capacity to more than a billion sq. ft. by the end of '84 include Id., Co. and Ca. . L-P is considering selling its l2.6Vo of National Gypsum Co. stock . L-P's Rounds Distribu' tion Center, Cloverdale, Ca., has been closed. the re-man facilities continue, with sales being handled at Cloverdale, rather than Samoa, Ca., as before

Canevsri Timber Co., Fortuna, Ca., has filed a $40.5 million suit against Pacific Lumber Co., alleging breach of an oral harvesting contract and violation of anti-trust provisions . . Msnville Corp. has been given 30 more days to file a reorganization plan with the bankruptcycourt...

Anderson- Borrows Met ol Corp. has moved production facilities to Valencia, Ca., from Burbank, Ca. . . Ash Grove Cement Co. is acquiring Oregon Portland Cement Co. for about $42 million . Kaiser Cement Corp. has opened a modernized $150 million cement plant in Lucerne Valley, Ca. . .

California Wholesale is opening a yard office in the City of Industry, Ca., reporls Russ Swift, mgr. . C. Meek Lumber Co. is moving its Hq. office to Sacramento, Ca., from Redding and seeking acquisitions to expand Sterling Forest Products is a new wholesale co. formed in Seattle, Wa., by Terry Tate . .

Mqrtin Forest Industries has moved from Santa Rosa, Ca., to its new 3 acre distribution yard and offices in Healdsburg, Ca. After 19 years with MarquartWoAe Lumber Co., Orange, Ca., Sterling Wolfe, Jr. has left to form his own firm, Wolfe Lumber Co., in Newport Beach, Ca. . .

Californio Forest Products, Gilroy, Ca., is celebrating its 4th anniversary in business, according to pres. John Wilton Mountain Val[ey MouldingCo., Dorris, Ca., has been purchased by Consolidated Lumber Corp. of Clifton, N.J....

Sanford-Lu.ssrea Los Angeles, Ca., is adding an additional 2% acres near its Van Ness Ave. facility for a new mill and lumber sheds . Notianal Softwood Soles, Pomona, Ca., has added an 8,000 sq. ft. storage building to its existingyard...

Jones Wholessle Lumber Ca., Alameda St., Los Angeles, Ca., has acquired an adjacent acre of property for a planned expansion . DeBritz Lumber Co., Wilmington, Ca., is phasing out of business after 38 years

Buitders Supply, a div. of Col lins Pine Co., Portland, Or., has acquired Freeway Lumber Co., Oroville, Ca. . Builders Supply outlet in Gridley, Ca., has closed, the building will be remodeled into a retail store for d-i-y and contractors...

West Ilth Building Moterialsis the new name for the HighwaY 126 lumber yard in Veneta, Or., recently purchased by Jim LowerY and Lonne Morse . . . Homeowners DIY Centers, La Puente, Ca., is testing a discount Pricing program. .

Handy Andy, Tucson, Az., has been remodeled and remerchandised with the rest of the 5 store chain due for the same by July: total cost is nearly $400,000 . Harding's Building Center, Orofino, Id., has been purchased by Leon Swinehart and renamed BiRite Lumber Co.

Nationol Lumber & Supply, Inc., Santa Ana, Ca., plans to open 6 new So. Ca. stores within the next 14 months . . Timber Town Home Center, Honolulu, Hi., is open and predicting a $l million-per-month volume Bates Lumber Co., Albuquerque, N.M., suffered an as yet unestimated amount of damage in a fire caused by spontaneous combustion. .

Foxworth-Gslbroith has purchased the Silver City, N.M., retail yard of A.C. Houston Lumber Co. and is operating it as a FoxGal unit . . Olsen Paint and Lumber, Yale, Or., is celebrating its 15th anniversarY and recent expansion . . Hayward Lumber, Morro Bay, Ca., will raze its 23-year-old store and rePlace it with a new 9,600 sq. ft. metal building

Macon Supply Co., Billings, Mt., has been named a Steel-Ply Concrete Forming System dealer . . The Glass Tempering Association has adopted a new trademark to identify tempered safety glass in building products . .

Mountoin States Lumber snd Buildins Mqterial Dealers Association has moved to new offices at 5500 So. Syracuse Circle #105, Englewood, Co., with a new telephone, (303) 793-0859 . .

Housing starts in April (latest figs) slid back 8.490, (the second decline in a row) to a seasonally adjusted annual rate of I,490,000 . . . building permits for future construction reached the highest level since 1979 with aleapof 6.5V0 over March

"ln the first year we've had the Trlad, our inventory has been reduced over lEol,^,^',,^ ;^^,^^^^: tJ /o! vvu vu il tuluoJEU sales and our gross profit margin is up 3% That's unheard of in the lumber business. Quite frankly, t,.,^,,ti^'+ d yudr dvu I vvuulul I t have believed we could do it but we did. We did it with a Triad in one of the

wo'st years the lumber business has ever had.

"We have four point-of-sale stations and three office terminals. Triad had us uo and running with almost ail our outside inventory on the system in under five weeks. And everybody was suooortive. Triad bent over backwards to make sure everything was done right. Our people got all the training they needed to be oroductive immediatelv

"We've become much more accurate with the Triad lt's given us total control over inventory, pricing, customer credit, purchasrng and accounting. The system even produces all our price stickers. That alone has reduced a lot of tedious manhours. We have more time to spend with customers and more time to spend with our families.

"l used to think I was a pretty good manager. But since we installed theTriad l've found out how much better I can be. I can make faster decisions with more complete information about inventory prices, receivables, payables. Anything I need is right at my fingertips. That wasn't the case before we had aTriad. So now when people say to me'Hey Dalton, this is a tough businessl I look 'em right in the eye and say 'Sure it is, that's why I have a Triadl "

Dalton Defoe , owner Danville Home lmprovement Center, Danville, CA.

*SURE THI$ I$ATI|UGH BUSINE$$.

Your Sights QUALIT

7653 Telegraph Rd. Montebello, cA 90640 (213) 723-3301 o (714) 994-6240

1576 South 300 West Salt Lake City, UT 84115 (801 ) 484-761 6

930 Ashby Ave. Berkeley, CA 9471 0 (41 5) 843-4390

Main Office 21 50 0akdale Ave. San Francisco, CA 941 24 (415) 647-0782

GALENDAR

JUNE

Inland Empirc Hoo-HooJune 10-12, 30th annual Palm Springs weekend, Marriott Rancho Las Palmas, Rancho Mirage, Ca.

North American Wholesale Lumber AssociationJune 12-17, annual wood marketing seminar, Oregon State University, Corvallis. Or.

American Plywood AssociationJune 13-14, annual meeting, Thunderbird Motor Inn, Jantzen Beach, Portland, Or.

Black Bart Hoo-HooJune 17-19. Knocti Weekend, Knocti Harbor Inn, Kelseyville, Ca.

ARII{/W.O.O.D. Inc.June 24, "The Merry Widow," Country Dinner Playhouse, Denver, Co.

JULY

National Housewares Manufacturers Association-July 10-13, International Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, Il.

National Retail Hardware Association-July 17'21' 84th annual congress, Marriott Inn, New Orleans, La.

Los Angeles Hoo-Hoo ClubJnly 21 ,2nd annual grading seminar, South Bay Forest Products, Orange, Ca. 4:308:30 p.m.

AUGUST

National Woodwork Manufacturers AssociationAug. 7-10, mid-year meeting, Silverado Resort, Napa, Ca.

Wood Moulding & Millwork Producers - Aug. 17-19, summer meeting, The Broadmoor Hotel, Colorado Springs, Co.

SEPTEMBER

Western Wood Products AssociationSept. 10-13, annual meeting, Registry Resort, Scottsdale, Az.

California Redwood AssociationSept. 13, annual meeting, Eureka Inn. Eureka. Ca.

American Ladder InstituteSept. ll-14, fall meeting, Hotel del Coronado, Coronado, Ca.

Truss Plate InstituteSept. 14-17, building components manufacturers show, Disneyland Hotel, Anaheim, Ca.

Mountain States Lumber & Building Material Dealers AssocistionSept. 15-17, 90th annual convention, Sheraton Denver Tech Center, Denver, Co.

Red Cedar Shingle & Handsplit Shake BureauSept. 16, annual meeting, Sea-Tac Red Lion Motor Inn, Seattle, Wa.

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.

Millikan ls President Of IHPA

Jack W. Millikan, joint owner of Lane Stanton Vance Lumber Co., in City of Industry, Ca., is the new president of the International Hardwood Products Association (rHPA).

For the past 35 years, he has been actively involved in the hardwood lumber industry and during the past l2 years, his company has been active in imported lumber species, particularly Philippine mahogany and teak. More recently, Lane Stanton Vance became a representative of Fij i Forest Industries from whom theY distribute lumber and veneers from the Fiji Islands.

Millikan is president of Custom Mills, Inc., the largest custom milling operation in Los Angeles. He has served as president of the Pacific Coast Hardwood Lumber Dealers Association. and is a member of the National Hardwood Lumber Associ-

ation. He is a retired captain in the Intelligence Division of the U.S. Naval Reserve.

Lane Stanton Vance Lumber Co. is well known throughout Southern California and is operated by Millikan and by his associates, Vince Besinque and L.B. "Skip" Gregg. Besinque is chairman of the board of Lane Stanton Vance and a long-time supporter of IHPA activities. Gregg, president of Lane Stanton Vance, also is well known throughout the national hardwood industry.

TheInternational Hardwood Products Association, headquartered in Alexandria, Va., represents some 250 companies throughout the world. The principal activity of a majority of member companies is the export and import of tropical forest products.

High Stakes Credit

Paying for credit mistakes can be costly. For example, a business that operates on a 590 profit margin will have to take in $ 1,000 in sales to cover a $50 bad debt.

Thot's How lt Goes!

"I hope ,ou ore doing well here, Mister Gibbs, because we're losing your shirt qt the store."

The Merchant Magazine

PffiMLOMBERSALESARE

CASH IN ON THIS GROWING CATECORY OF PROFITABLE BUSINESS

Pressure treated wood is coming on strongl Lumber merchants who have initiated aggressive stocking and merchandising programs report outstanding sales of treated wood for decks, fences, retainina walls. etc.

DO.IT.YOURSELFERS. REMODELERS. LAND. SCAPERS A CONTRACTORS

These active markets know pressure treated wood can safely be used in direct ground contact. Materials such as posts, Iandscape timbers, deck supports, poles and substructures can mean new business for you. Pressure treating permanently locks preservative chemicals deep into the wood fibers. Levels of treatment are identified by the quality control marks of the American Wood heservers Bureau. Wood marked LP-2 is for use above ground and LP.22 is designated for wood in direct ground contact. To be sure, it is recommended that all wood intended for outdoor home .A cnouND use bear the LP-22 mark.\Z"?|-t#t

CONSUIV\ER PROMOTION HITS HIGH GEAR

WWPI's continuing aggressive promotion campaign in magazines, newspapers and direct mailings is telling and selling millions of western home-owners on treated wood and its benefits. t3 LongJasting durability

! Money-saving economy n Ready availability n Ease of Maintenance ! Beautiful appearance. Get ready for sales to go OP when you offer pressure treated wood.

Industry Told "Get With lt"

If companies that supply products to the housing industry are to succeed in the future, they must keep abreast of the changing demographic, sociological and technological patterns occurring in the country today and the implications of those changes.

So stated Gary H. London, vice president of The Goodkin Group, a real estate research firm, at the 2lst annual meeting of the Wood Moulding and Millwork Producers Association (WMMPA) held recently in San Diego.

As a result of movements at work in the nation today, London recommended four courses of action for suppliers to the housing industry:

(1) Increase product and marketing emphasis to the rehabilitation and remodeling market, based on such factors as the return movement to older homes and the tendency of families to remain in the same house longer.

(2) Emphasize high end products. "The taste for quality products will increase in both new and remodeled homes," he stated. "Relatively af-

fluent, small families will not want a large house with minimal amenities. Rather, they will want a small house with lots of amenities."

(3) Begin thinking about changing the design emphasis of some products. "With the advent of instant communications and electronic technology, the home of the future will be the office of the future," he said. "And, as people spend more time at home, they will want amenities to enliven the environment in which they will be spending a major portion of their day,"

(4) Emphasize a commitment to improving the distribution and marketing of products. The reason, according to London,is that consumers will be placing more emphasis on the ease and convenience with which they can procure products.

G-P Formaldehyde Standards

Georgia-Pacific Corp. has announced improvements in its standards for formaldehyde emissions for a number of its manufactured

wood products, and establishment of emissions standards for other products not previously covered by earlier standards. The new standards apply to products manufactured by the firm containing urea formaldehyde resin binders.

G-P has begun labeling these products or their shipping invoices with a statement warning of Possible human irritation which may result from exposure to formaldehyde emissions.

Involved products include prefinished plywood mobile home paneling, particleboard mobile home decking, medium density fiberboard, panelboard, hardwood plywood wall panel blanks, industrial particleboard, particleboard underlayment and prefinished wall paneling.

Voluntary establishment of the standards and warning labeling has been done as a service to customers and the consuming public, according to Stanley S. Dennison, executive v.p., building products for the company. "These new standards are part of our continuing efforts to ensure that the public receives the best products available," he said.

Tower lntroduces MRA Bill

Legislation introduced b1' Senator John Tower of Texas u'oLrld ntake saling for or bu,v''in-e a honte much earicr lor ta\ na\ing .Anrcricun..

The Nlortgage Retirement Account (MRA) Act ol 1983 (S. 105 l), a new retirement tar-defered vehicle, was introduced in the Senate on April 14. Fernand St. Germain has introduced companion legislation (HR 2567) in the House of Representatives.

An MRA would be open to anyone who qualified for an IRA account and the contribution levels would remain the same according to a review of the legislation prepared by the National Lumber and Building Material Dealers Association. They have been working with Sen. Tower to gain support for the bill. P.B. "Bud" Howe, NLBMDA pres , calls the concept " a modern innovation in housing finance that helps homebuyers, builders, lenders, realtors and material suppiiers without requiring Federal expenditures. "

For additional information on the bill see the Editorial on p. 6 and an arlicle on p.6) in the March issue ofThe Merchanted.

Step On Toes GentlY

Promoted to a new supervising position? Be careful not to initiate resentment from your crew by criticizing your predecessor for his faults and poor performance of the department. The crew may have worked hard to reach eoals that were not achieved.

Housing Market Coming to Life

A strOng housing reco\ e r) \\'aS projccted for the nert lE ntontirs br' panclists at the semi-arnnual economic 1'ctrecast conf'ercnce ot thc National Association of Hontc Buildcrs although rhe! sec a danger of the indusrrl talling back inro recession at'tcr l9U4 if thc projccrcd $200 billion l'ederal del'icit is nor reduced.

Timothl' Ho*ard, r.p. and chic't' economist, Fcdcral National I\lortgagc Association. prcdicted thar intcrcst rates on 30 1'ear, lixed ratc lllortgages u'oulcl iil,cra-ee l2r.,: ttt l2 r r 0,'o in 1983 and pc-rhaps a hall' point lou,er in'8'1. He foresecs housing starts ot' 1.-55 rnillion thi: 1'car and I .6 to I .7 nrillion in 198,1.

Lconard Santori, p.trtner, Griggs ancl Santo*, Inc., prcdictcd a real GNP grorith of about 4trlrr this vear s itlrtr po':ibilill ol' inle ru\t raie\ bottonring out at Il-lIr':oir Hc predicted housing starts clt' abour 1.6 million rising to 1.8 tcl 1.9 ntillion in 198;1.

KCttnctlr Kcrtrr. \.p.. c\'()n()illie: and rescarch dir ., National Association ot Rcaltors, leels thiit hornc bul ers have become incre asinulv

valrrc conscious. llc expccts many lir.t tirrrc htrrerr tL) lt)u\c irrto new lonnhotrscs, condoniiniunts and unrts that ha.'e been scale d do$n for atlordability rather than buv rcsale propcrtics. Thomas Harter, senior stal'f' r .p., \lortgage Bankcrs Association, disagreed *ith this philosopirr, prcdicting a ro,,ir.,ed mo\ c-Ltp housing ntarkct.

Housewares Top $20 Billion

Sales of Arnerica's houscw arcs nranutacturers in 1982 increased 59/o o\cr the prevloLls lear's record $l9 billion and exceedcd $20 billion f'or thc vcr)' first timc.

"Last year's 5ob artnual gro\\th," Ronald A. Fippingcr, rnanaging director o1 the National Houseuares \lanulacturers Association, said, "althoLrch Ihe lori est in scl'en years, since the ltrb reportcd l'or 1975 clr.'er 197.1, clcrnonstrates thc steadl and consistent gro'"vth of the nouse* ares indust ry during the longcst and deepest recession of thc past 50 ) ears. "

Housc*ares outperforrncd tno ol' llte rtatit,rr'. lcadirrg erolr1r1l1ia 1"-

dicators in 1982, including the Gross National Product, ri hich rose 4nlo last ycar, and the Personal lncome Inder, which \\'ent Llp 3010 ovcr 1981.

Sourcc for the industry's 1982 scorecard is the NHMA's l6rh annual markcting rescarch studl of houscwares manufacturers. Results of the studl rrere based on responses of' a 35 mo return b1 605 houreriarc: tnanulalturcr\ lrl 111 i11depth quesrionnaire mailed to 1,750 erhibitor. in rlre Januarv l98l NHMA International Housewares Exposition.

Electric house rr ares accounlecl lor 35 ro ot' the indusrrl''s sales in 1982, according to thc surr,ey; n,hile cook and bakeware accountcd l'or I lllb of industr,"- volume.

Thc most signif icant color trend in 1982 was rhc all-tinte high mention ol almond, nanred most popular lor kitchen appliances and acccssories b1'600'0 of rnanufacturers, and bi' 25 o'6 f'or serving and but t'et products ancr acccssones. Hor''oer, only 540/o cxpect it to be the top color choice rn 1983 in the fornrer categor), and onll 2l0b in the latrer. \\'hite reporrcdll is the best bct for I983 in most carcgories.

HOME GTNTER MERGHANT

BILL FISHMAN

Bill Fishman & Atfiliates

11650 lberia Place San Diego, Ca.92128

This column is the second of three dealing with waYs of reoching the do-i t -y ou rself c ust o me r-ed.

IIRODUCING clinics is a burden and F does incur expenses so why do these high volume and profitable retailers offer clinics? Because clinics bring feet into the stores. because clinics help sell material, tools, and plans and books, and because the mere promotion of the store offering clinics establishes it as a do-it-yourself headquarters-that one-stop center where the customer feels he will find a// the things he needs to do the job'

Some retailers feel that clinics are such an important part of their business they would never entertain the thought of doing without a continual program. Others, however, have told me that theY have failed in their attempt to successfully

draw traffic or produce meaningful clinics. The difference between these winners and losers is dedication and promotion.

What do I mean by dedication? Well you can't say "I'm going to run a clinic next Tuesday night, and put an ad in the paper Tuesday morning, draw no attendance, and then come to the conclusion that clinics don't work in this market. lt takes creative planning to maximize the potential of a clinic Program.

Here's the way the winners do it:

First, they determine the subject matter that would most interest the homeowners in their market. This information is pulled from the store people who are in daily face-to-face contact with the customers. It's also gathered by tracking the types of services offered in the remodeling ads in the local newspapers.

And most importantly, by asking the customers themselves.

What they next determine is how to best package this list of topics-when to present the clinics-where to put them on-who's going to conduct them-what material and props are required-how, where, and when to Promote them.

Some subjects have great appeal as a single session clinic. Installing insulation is a good example. Others, while also having appeal as a single project, are also just one element in a total major remodeling project. Families adding a room would be interested in a series of clinics that included demonstrations on ceilings, walls' floors, electrical, windows, doors, et cetera.

When home centers like Forest CitY promote a 12 or 13 week series of clinics for their customers, they sprinkle them with topics that will bring in the greatest number of people. The goal is to not have only the same people return each week, but to bring in the greatest number for each program.

The major home centers todaY have a combination training room andlor employee's lunch room off the selling floor that sets up as a classroom for clinic sessions. These rooms usually seat 50 to 100 people and have provisions for a chalkboard, easel, workbench and projectors and screens. The store chooses its

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 constantly adding to our selection oF western red cedar, pine, hemlock and white fir. Other specres and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

normally slowest evening hour weekday -such as Tuesday-and schedules the classes allowing customers enough time to have dinner before getting to the store-ending in time to allow for 15 minutes to a halfhour ofshopping before the store's normal closing time.

In our fast moving world of the 1980s we can't expect the businessman, factory worker, career woman or housewife to adjust his or her schedules without notice. To be assured of ample attendance at the sessions, the stores start promoting weeks in advance.

Good strategy begins five weeks before the first clinic with a full sheet sign at the store's entrance. The copy describes the clinics accurately. It's a waste ofboth the customer's time and the store's reputation to induce him to attend a clinic that is either too advanced or too basic for his interest.

Here are some activities that are used by some retailers to promote their clinics:

o Pre-registration forms at appropriate departments throughout the stores.

o Registration forms mailed to charge customers.

O News releases sent to the local media announcing the clinic sessions. A chat with the paper's "home" editor a week before the first class usually guarantees some linage.

o Beginning as early as five weeks before the start of the clinic session, the company's regular ads contain the complete listing of the proposed schedule.

a As the program gets underwaythe next week's topic is highlighted in the store's weekly ad.

a Some retailers have been successful in having the sessions co-sponsored with the local newspaper, radio station or television station. That media then uses their free space or time to promote the clinics.

O Bag stuffers and in-store P.A. announcements remind customers to register.

o I've also used a portion of the registration form as a self-mailing admission ticket to the session thev requested.

The Wieand Corporation... Coverin-g The Rotkies With The tineEt PressureTreatecl Lumber Availablel

Chances are, you knew us first as a custom architecturalwoodworl<ing firm. That's where we began 25 Years ago, ancl now we've expancled our facilities with the aclclition of a moclern Osmose wood treating plant.

We are producing high qualitY Osmose l(-33@ pressure treatecl lumber, plywood ancl timbers that carry the American Wood Preservers Bureau (AWPB) Quality Mark stamp. We are also proclucing Flame Proof@ LHCTM fire retardant treated lumber ancl plywoocl that carries an Underwriters Laboratories certification.

Before you place your next orcler for presssure treated lumber or fire retardant treated wood, give us a call.We're more than willing to worl< with you on prices, clelivery and service.

Manville Proposal Criticized

Manville Corp.'s bankruptcyreorganization plan drew sharp criticism when submitted to the federal bankruptcy court in New York City.

The plan included spinning off non-asbestos operations and making periodic contributions of unspecified sums to a trust fund for asbestos victims. The fund also would have access to Manville's liability insurance and certain of the company's asbestos related assets. The proposal seems to challenge the thousands of asbestos litigants to settle on a joint resolution of their claims or have a court hand down a final settlement.

Bankruptcy Judge Berton Lifland labeled the proposal little more than a stakeout position.

Put on aHappy Face

When you make a sales pitch, the potential customer doesn't know that your last 20 pitches have been heard by unsympathetic ears. Be confident-or at least pretend to be confident-on each and every sales call. The customer may buy your act.

LadylikePromotions

Women who are promoted should be told that the promotion was due to their ability. If a woman feels that she was promoted so her boss could comply with equal-employment laws, she will be less committed and perhaps unhappy in her new position.

850 Elkton Drive Colorado Springs, Colorado 80907

Westerners Strong at Show

Updated figures released following the Builder Marts of America Independent's Days gathering list 52 affiliated dealer companies with 192 locations in the Western States. These include 5l locations in California, 39 in Colorado, 28 in New Mexico, 2l in Arizona, 18 in Wyoming, 17 in Montana, 12 in Idaho and 6 in Utah. BMA also operates a forest products reload center in Oregon.

Among those attending the annual meeting in Atlanta, Ga., in February were representatives of T-Bird Home Centers, Alamogordo, N.M.; Hacienda Home Centers,Albuquerque, N.M.; Woodward Lumber, Las Cruces, N.M.; Economy Lumber & Hardware Co., Denver, Co.; Dale Rice & Son Lumber Co., Pueblo, Co.; Brookheart's, Inc., Colorado Springs, Co.; Volco, Inc., Jerome, Id.; O'Malley's Building Material Centers, Phoenix, Az.; Economy Builders Supply, Sandy, Ut.; Ganahl Lumber, Anaheim; Chandler Lumber, Van Nuys; San Bruno Lumber, San Francisco; Mendo Mill& Lumber, Ukiah; Rugg Lumber, Upland; Suverkrup Lumber, San Bernardino; Santa

Cruz Lumber, Santa Cruz; Nicholas Lumber & Hardware, Baldwin Park, and Mullin Lumber, Los Angeles, all in California.

The next BMA Independent's Days Exposition is scheduled from Feb. 28 to March l, 1984, at the Atlanta Hilton Hotel, Atlanta, Ga.

Woodworkers'New Look

The Woodworking Machinery Manufacturers of America (WMMA) has launched a new name, logo and theme for its llO-member association.

The new change to "Wood Machinery Manufacturers of America" was approved April 21, 1983 during the WMMA's Joint Industry Convention with the Woodworking Machinery Distributors Association (WMDA). It reflects expansion of the association's membership to include manufacturers of sawmill equipment.

WMMA's new logo, featuring a computer-like design for the initials "W.M.M.A.," is intended to highlight the rapid technological advances which will form the basis for

Page 31 News

growth in the 1980s, and 1990s, according to WMMA exec. v.p. Don White.

The new theme, "Profit Through American Technology," carries this message of technological advance to the industry's customers, White commented. It replaces the theme "New Dimensions" introduced in 1972.

"Our new name more accurately identifies the complete scope of our members: builders of equipment for furniture and cabinet plants, sawmills and general woodworking operations, as well as manufacturers of cutting tools for those machines," he explained.

Tree Project Branches Out

Trees Are for People (TAFP), a program that teaches urban schoolchildren about man's management of the nation's forest resource, has reached 28.000 students in Southern California through the sponsorship of the California Women in Timber, the Redwood Region Conservation Council, the American Forest Institute and the California Forest Protective Association.

l-J Ll U U CY, t Y, UU LnlLSQ, illiiltii:illitiii:iill:i:i$t:iliillliiii:;l:$ii:ii*ililii:il:iii:iiiillililii:liiii:ililii:i:

Bill MacBeath, MacBeath Hardwood, San Francisco, Ca., recently returned from a Puerto Vallarta, Mx., vacation.

Norbert Lado has joined The Terry Companies, Tarzana, Ca., asv.p., hnance, c.f.o. Kris Murphy' mgr., data Processing recently conducted an inhouse training program.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Orange, Ca., and his wife, Loraine, are back from a Hawaiian respite.

Lyle D. Partridge has been appointed mgr. of Anderson's Provo, Ut., Building Materials Center, according to James C. Beardall, pres. and c.e'o.

John Antle and David OstbY are new traders at Suntree Lumber Co., Lake Oswego, Or., according to Rich Blinkhorn.

Dave LeBeck. LeBeck Forest Products, Fulton, Ca., has opened a CutlerY World retail store in Santa Rosa Plaza, Santa Rosa, Ca.

John M. Richards, senior v.p., finance, Potlatch Corp., is now senior v.P., finance and administration, according to Richard B. Madden, chairman and c.e.o. L. Pendleton Siegel has been named v.p., finance.

Julian Cheatham, who joined GeorgiaPacific in 1935, is retiring from the board of directors after a distinguished care€r.

John Ransom, Ransom Lumber Sales, National City, Ca., has retired after 3l years in the biz; Ron Lauderbach, his former partner, is staying on as gen. mgr. Jerry Pugmire is new to the sales force.

Gene Ashe. Nelsen Wood Products, Stanwood, Wa., attended the National Kitchen/Bath trade show in Atlanta. Ga.

Dave Walther, Simmons Hardwood Lumber Co., Montebello, Ca., and Don Reel. Reel Lumber Co., Anaheim, Ca., are co-chairmen for the annual meeting of the Northwest Hardwood Association in San Diego, Ca.. in Oct.

Robert J. "Jim" Day is now v.p.-planning and control at Simpson Timber Co., Seattle, Wa., according to F.C. Moseley, pres.

Larry Erickson is a new sales rep at the Simpson Building Supply distribution center, Santa Clara, Ca.

Harlan Friesen is now v.p. of Friesen Lumber Co., St. Helens, Or., according to John Friesen, Pres.

George Schmidbauer, Schmidbauer Lumber Co., Inc., Eureka, Ca., is back from a vacation in Spain.

Donald W. Korte is now staff v.p. and gen. merchandising mgr., marketing div., Manville Building Materials, Denver, Co. Ronald A. Gast moves to national sales mgr., marketing div.

James Robinson, Canadian Forest Products, Ltd., Vancouver, B.C., has been elected pres. of the Pacific Lumber Inspection Bureau, succeeding lvan Brown of Tahsis Co. Ltd., Vancouver, B.C.; William Latimer, Willamette Industries, Inc., Lebanon, Or., was elected lst v.p.; John Conery, B.C. Forest Products Ltd., Vancouver, B.C., v,p., and George Thompson, sec. -mgr. /treas.

Rick Brooks is now in sales at Cooley Wholesale Lumber Co., Phoenix, Az. Daryl Bond, All-Coast Forest Products, Chino, Ca,, flew his own plane on a recent Arizona business trip.

Jay Gregg, inland div. mgr., Buckeye Pacific, Portland, Or., vacationed recently in Newport Beach, Ca.

Raymond P. Elder, v.p. and treas. of Southwest Forest Industries, Phoenix, Az., has been elected senior v. p.-finance.

Ed Fountain, Sr., pres. of Ed Fountain Lumber Co., Los Angeles, Ca., recently celebrated his 80th birthday with his three sons and their families which included his l0 grandchildren.

William S. Young has been named mgr. of advertising and sales promotion for the Manville Roofing Systems Div., Denver. Co.

Paul Stubbs is the new merchandising v.p. at Dixieline Lumber, in San Diego, Ca.

Don Wichman is succeeding Bob Craves in marketing and advertising at Builders Emporium, Irvine, Ca.

Tom Stanton is now heading western regional operations for Payless Cashways, Sacramento, Ca.

Tom Vertetis, v.p. and gen. merchandise mgr. at Channel Home Centers, has joined Handyman, San Diego, Ca., as senior v.p. and gen. merchandise mgr.

Hal Smith has moved uP to Pres. and c.e.o. at Homeowners, Gardena, Ca., with Louis Share, founder, becoming chairman of the board.

Evan Davies has become pres. of Alpine International, Portland, Or., with the resignation of Bruce Taylor.

Jack Gates, 3 G Lumber Co., has been re-elected pres. of the West Coast Lumber Inspection Bureau. HarveY Bones, Mountain Fir Lumber Co., Inc., v.p.; Keith Voget, Hi-Ridge Lumber Co., sec./treas., and Ray Todd, executive v.p., also were returned to office.

Bud Poe is the new national sales mgr. at Ostermann & Scheiwe USA. Tacoma. Wa.

Robert P. Faust, director, marketing services, has been named v.p,, marketing services, at U.S. Gypsum Co., Chicago, Il.; Harold E. Pendexter Jr. has been named v.p., personnel.

John Blatchford, formerly with Timber Realization Co., Calpella, Ca., has joined sales at Martin Forest Industries, Healdsburg, Ca,, covering national accounts, according to Gary Malfatti, v.p. Blatchford and his wife, Linda, are parents of a baby girl, Elisabeth Lauren, born April 8, 1983, weighing 8 lbs. 2 oz.

Dean Matthews, former mgr., advertising and promotion at Simpson Timber Co., has joined Relta Gray Associates, public relations, Seattle, Wa., as v.p.

James Mullens has resigned from Construction Suppliers, EI Dorado, Ca.

Bill Jacobson, Reid & Wright, Arcata, Ca., recently returned from a sales trip to Hawaii. Richard Reid filled in for him before taking a sales jaunt to Kansas. Chris Lynch made sales calls in Utah and Ken Laudenschlager vacationed in Spain for three weeks.

Ernest Prtton, resource mgr. for Georgia-Pacific's Coos BaY div. at Coquille, Or., has retired after 44 years in the industry. Blair Holman replaces him.

P.D. "Dick" Johnson is the new sales mgr. at the Sequoia Supply distribution center in Tacoma, Wa.

Mikio "Miki" Watanabe is now marketing director for Japanese sales at Manke Lumber Co., lnc., Tacoma, Wa.

Harv Erd and Stan Ford have been named co-directors of consumer education at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or, if easier, call ('714) 549-8393. There is, of course, no charge.

The Beautyof Red Cedarwith Built-in Fire Resistance.

Ifyou need to purchase treated cedar shakes and shing;les, we understand ifyou're confused. There are more products on ttre market now than ever before. all wtth one label or another. However, to be certain of quallty and an in-plant testing program that ls second to none * purchase wlth conlidence from J.H. Baxter and our distrtbutors.

Our class C and class B rooflng systems are treated with NCX@ chemlcals and carryan Underwriters Laboratories, Inc. label (U.S. ). UL is the premler agency for product testlng and standards development. Theirlabel is your guarantee of product performance.

This is the label to ask forlook for itDEMAND IT.

BRIEFING SESSI()N lor the first Western Home Center & Building Materials Show at the Anaheim, Ca., convention center, Oct. 2l-23, was attended by members of the 1 983 Western advisory aboard (left t0 right) Norman Fox, v.p., Handyman, San Diego, Ca.: John Bates, Westmark & Assoc., lrvine, Ca.; Michael Summers, marketing mgr., Simpson Building Supply Co., Seattle, Wa., sitting in for William Ruddick, gen. mgr.-doors, Simpson Timber Co., Seattle; Stuart Cli{ton, v.p./gen. mgr., Triad Systems Corp., Sunnyvale, Ca.; Roy Tindula, gen. mgr., Futura Home Products, ClearJield, Ut., Felix A. Sanchez, chairman of the board/ores., Hacienda Home Centers, Inc., Albuquerque, N.M.; James A.

Schweiger, national marketing mgr., D.G. Shelter Products div. of DiGiorgio Corp., Marion, Va.; William Fishman, seminar director, San Diego, Ca.; Eill Boston, v.p./gen. mgr., Ernst Home Centers div. of Pay 'n Save Corp., Seattle, Wa.; Frank Purcell, Jr., pres., Builders Supply of Palm Springs, Palm Springs, Ca.; Fred Pinnell, pres., Chandler Corp., Boise, ld.; Richard A. Falk, v.p./marketing, California Hardware Co., City of Industry, Ca.;A.E. Eggly, v.p./sales & marketing, Allegretti & Co., Chatsworth, Ca.; David Cutler, edilor/publisher, The Merchant Magazine, Newp0rt Beach, Ca.; Michael0'Malley, pres. & gen. mgr., Mallco Lumber & Building Materials, Phoenix, Az.

Delay Sought On Energy Regs

Implementation of the California Energy Standard, due to go into effect for single family detached homes on June 16, will be delayed if the bill under consideration by the state senate is successful. On June l. 1984 other residential buildings are to be included.

The proposed delay until Jan. l, 1984, would allow time for the Standard's non-energy impacts to be further evaluated with alternatives worked in by the California Energy Commission.

There is concern among builders that the new requirements are not economically feasible and would hinder residential construction in California thus affecting the Western lumber industry.

Cabinets Star on TV

Kitchen Kompact's new K-Wood cabinet line has become a "star " on the set for the Redbook Family Chef cooking show series. The program is seen weekly on cable television's CBN network by nearly 16 million vlewers.

Long Dimension Rough Dimension Other Douglas Fir ltems

and selected sales aids

High Speed Burn

A compact electric range, oven and broiler for use in apartment conversions, studio apartments and boats is new from Seaward Products, Inc.

The cooktop features a highspeed and low-speed burner. The large oven compartment includes a broiler and optional rotisserie. Designed to fit into a cutout only 16%" wid,e, the unit is finished inside and out in porcelain enamel. A stainless steel trim conceals the cutout. Standing 22'%u" high and l8%" deep, it operates on 120 volts ac, with a maximum operating load of 2.95 kw.

Get Your Motor Running

Kubota Tractor CorP. Engine Division has introduced six models of generators.

All are protected against overcurrent by push button circuit breakers and are able to provide ac Power and dc battery charging.

Two models are designed for consumer applications: the do-ityourself handyman, carPenter, mechanic and hobby farmer as well as the recreational and leisure use of portable power.

Added Security

Lock Assist, a security device bY Gayman Manufacturing, Inc., is a floor brace to prevent a door from being forced from the outside.

A yoke is placed under the door handle while the other end is braced on the floor about 16" from the base of the door.

The device can be used on doors that swing out, on overhead garage doors or in motels and hotels. Constructed of stainless steel with an extra hard aluminum cast foot, it weighs 3 lbs. and folds to 2l in.

For more tnformation on New Products write The Merchant Mogozine,4500 Campus Dr.. Suite 480. Newport Beach. Ca 92660.

You Saw lt First

The new model #7708 Uppercut 8" table saw from DeWalt. Division of Black & Decker, Inc., can crosscut finished stock up to 5" without pushing the material through the blade.

No blade cranking is required. Height adjustments and crosscut wide stock are set pushing the blade lever.

Standard features include selfaligning rip fence, see-through blade guard, miter gauge, an easy access paddle-type removable onloff switch, and an ample 15 3/8" x 26 3/4" steel worktable. A steel leg stand is optional.

Over the Rainbow Wilsonart has added five new colors to its Color Quest line of decorative laminates to reach a total of 77 colors. All come in three optional finishes, gloss, matte or etched grid pattern.

Please mention issue date and Page number so we can process your request {asterl Many thanksl

June, 1983

Bottoms Up

Brass Bottoms, a new concept in bath furnishings, is a highlypolished, reflective brass (or copper) tub liner encased in hardwood and accented with polished brass fixtures.

Available with whirlpool features in oval orround designs, the tubs have matching pullman sinks and accessones.

Portable Finish Repair

A portable kit for factory, store or home repair of damaged furniture finishes is available from Mohawk Finishing Products, Inc.

Known as Master Furniture Repair Kit #7 , it contains materials for working on wood, veneer, printed wood grain on vinyl laminates and molded plastic wood grain materials.

Stuck in the Ceiling

Stratosphere, a new reversible ceiling fan mounted flush to the ceiling, is especially good for homes with low ceilings.

A low profile of 8 in. means the fan may be installed on ceilings as low as 7 ft., 6 in. It has a three speed pull chain, and operates on less than 100 watts for energy efficiency.

The walnut blades are convertible to either stencil or plain with an antique brass finish. Optional light kits are available. The fan has a 15 year limited warranty and is U.L. listed at a suggested retail price of $169.99.

Finishing School For Wood

An in-store header guide with an assortment of do-it-yourself wood finishing products is now available from the Home Products Div. of Pierce & Stevens Chemical Corp.

Finished wood panels on the header assist the customer in selection of the proper product for finishing fine furniture, bar tops or floors.

Window Stripping

A new weather-stripping product for storm windows, Super Cushion Seal, is said to provide performance equivalent to that of solid membrane products at a cost savings of up to 4090. Manufactured by Kessler Products, it is said to make storm windows more impenetrable to wind and water than conventional pile weather stripping.

Hot to the Max

Radiant King Inc.'s new maximum output kerosene heater, Model RK-450, provides 20,000 BTU's with a 1.8 gal. rust-proof fuel tank.

It can heat 760 sq. ft. for as long as 12 hours with no smoke and odor

free burning. An electronic push button provides instant ignition.

A safety system extinguishes the heater if it is bumped and the fuel tank is double-sealed and airtight to prevent fuel leakage.

A Free Tee

Colorful T-shirts featuring Anaheim Manufacturing's SuPerplumber are being offered free to consumers when theY Purchase Sinkmaster garbage disposers this summer.

Garage Insulation

The garage door insulation kit from Con-Serv saves moneY and energy in attached garages.

Vinyl-faced R-5 fiberglass covers

the entire door without seams to block wind and moisture as it insulates. The kit, which allows free use of the door, even with an automatic opener, qualifies for an energy tax credit.

Everithing needed for insulating a one-car garage is included: an 8' x 9' sheet of insulation;23 ft. of side, top and bottom garage door weatherstripping; support tape; screws; washers; drill chuck and easy-to-follow instruction sheet.

FreshAirFiend

Dale & Associates, Inc. has a new 12 volt D.C. fan for use with its thruthe-wall and thru-the-floor kits.

Available in 5". 6" and 8" duct sizes with a shipping weight of I lb., it his a riuersini iwilch.

Burning News

An energy-efficient prefabricaled fireplace, Model BF 36, from Heatilator Inc., features a choice of chimney pipe systems plus heat circulating fans, outside air combustion kit and glass doors as oPtions.

manufacturers and wholesalers

34 years of integrity

The system includes firePlace, hearth extension, roof termination, grate and chimney piping. It can.be installed along a wall, in an exterior chase, projecting into a garage' across a corner or as a room divider.

The Shingle Life

Johns-Manville's Woodlands roofing shingle provides the look of wood shakes with U.L. Class A fire resistance and a U.L. wind resistance label.

Composed of a fiberglass base, it has ceramic coated granules embedded in the asphalt to protect against fire, weather and sun. In color blends, its three-dimensional overlay produces the appearance of wood shakes.

With a Seal-O-Matic shingle strip to protect against blowing off during high winds, the shingle is covered by a 25 year warranty.

Light UpYour Day

Caradco Corp. has added clad wood skylights to its window systems line in a wide range of sizes and both fixed and operable styles.

The stationary skylight is designed with two major parts: the receiving rim which doubles as a preflashed skylight and the skylight itself. This enables the unit to be installed from the inside.

Maximum safety and insulating value are provided by I " hermetically sealed insulating glass consisting of a3/ 16" clear tempered outside lite and a | / 4" clear laminated lite separated by a9/16" air space. Bronze insulating glass is an option.

Grease Go Getter

Driveway Cleaner and Degreaser, a heavy-bodied, phosphate free, liquid formulation from The Savogran Co., is said to remove oil and greasy dirt accumulations from both asphalt and concrete surfaces and can be used on driveways prior to topping or sealing. It can also degrease gasoline powered equipment, barbeque grills, machinery and other tools. Available in quart, gallon and 5 gallon containers.

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

The system is made up of highly trained market specialists with years of experience in the softwood lumber industry. The system works fast and with complete follow-through. The system has coast-to-coast facilities so we truly know the entire US. market.

The system has an in-depth knowledge of the Canadian market as well, since wdre one of their largest lumber importers. The system gives you straight, updated information on all softwood species.

The system has a first-rate approach to shipping. We'll ship your order the most cost and time-efficient way.

The system is making markets in all softwood species:

Canadian Spruce - Green Douglas Fir - White Fir - Western Red

Cedar - Redwood - Western Hemlock - Ponderosa Pine - Sugar

Pine - Waferboard - Timbers

You can quote us on everything we've said about the Furman System. Now. may we quote you?

Shingles In 3D

The newest roof shingle product from Owens-Corning Fiberglas Corp. has a rustic, 3-dimensional look resembling that of conventional laminated shingles. Made with one shingle instead of two shingles

laminated together, it reportedly is lighter-weight and easier to cut and handle.

The base mat is made of inorganic glass fibers to resist moisture, curling and buckling. The shingles measure 39 3/8" by l3 5/8" and come 72 to a square. They are available in five colors. two of which are autumn brown and weathered wood.

Owens-Corning is offering a 30 year limited warranty covering replacement cost and labor. The shingles also carry a U.S. Class A fire rating.

Power Play

The first pneumatic roofing nailer to drive standard roofing nails has been introduced by Bostitch Division of Textron Inc.

The Model Nl2 Nailer doubles the speed of new or re-roofing work by driving full-size, full-head galvanized roofing nails in coils of 120, allowing the operator to lay a full bundle of shingles in one loading.

It operates at air pressures of 65 to ll5 psi and features an adjustable gauge for shingle placement. It accommodates nails I % in. to l3/r in.

ConnectWithThis

Simpson Strong-Tie Co. has a new consumer promotion called Connect-A-Deck which markets timber connectors at the point of sale.

A sturdy, dealer-designed rack with wire baskets holds the various connectors needed to build wood decks, patio covers, and stairs. A full-color 18" x 24" header card shows a deck, patio cover and stair under construction with connectors highlighted. Product stock numbers coordinate on the header with individual product cards in front of each basket.

A free handout piece repeats the deck illustration from the header card, describes basic deck building, and encourages the use of connectors in building outdoor projects. It also features a convenient "checklist" that enables consumers to estimate the type and quantity of connectors needed in a particular project.

The display, without the header card, measures 50" tall by 25" wide by21" deep. It holds more than twelve connector items and can be used for a free-standing display or an end cap. Free handout literature comes 75 pieces to a package.

Corner Cabinets

Corner-Vista Bath Cabinets are now available with genuine oak frames in honey oak or dark oak finish. A center mirror can be cut to any desired size to fit into corners. The units are available in 30" size with two fixed shelves or 36" size with three fixed shelves.

We know lumber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a dog house, we have the experience and facilities to provide you with the unusual and uncommon in lumber,

moulding and millwork items, as well as the ordinary, in any quantity you need. If we don't have it, we can make it. Just ask. A In Redwood, Union Forest Products has MS and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T€pT and rail. A Also please inQuire on clear Douglas Fir and Hardwoods.

John Wilton

"Vhefe Dependable Service is More Than aPhfase"

Warm, Quiet Type

Instant heat, plus quiet ventilation for the bathroom, dressing area or powder room, is provided bY the Heat-A-Vent from NuTone. The fan-forced unit is UL listed, HVI tested and has automatic thermal protection. Anodized aluminum blower wheels resist rust and corrosion. The switch has separate on/off controls for heat and ventilation.

Ad by Computer

Window-Ads is a new computer program from ATC Software which automatically produces large type window ad displays. The program can be operated without training. Any size ad can be created on the IBM-Personal or other small business computers.

General Electric Wiring Device Department.

The two-tone chime in a square, black casing with brass-colored circular center insert is designed to appeal to homeowners who are searching for a special or replacement house chime. It has separate tones, single and quick-repeating which signal back- and front-door visitor arrivals with a special ring. It also includes lighted and unlighted buttons, transformers and other accessories.

A Place for Everything

The Tall Multi-Storage PantrY from Quaker Maid is said to be an excellent way to maximize available space in today's smaller floorPlan home designs.

Featuring swing-out shelves as well as lipped door shelves on adjustable recessed shelf standards, the interior shelves adjust for various combinations of storage.

Available in 18" and 36" widths, the cabinets come 24" deeP with a total height of 84".

Dry Out

A non-toxic, non-electric chemical dehumidifier formulated to absorb excessive moisture for areas up to 2500 cu. ft. was recently introduced by Petrokem CorP.

The dehumidifier, called Driout, is a l0 lb. chemical filter bag packed in a heavy duty plastic Pail with a wire fixture which provides support for the filter bag and allows it to be replaced.

The unit is set up bY Placing the wire fixture on the rim of the pail and hanging the filter bag on it. As it removes dampness by absorbing moisture from the air, the Pail, which holds up to 2/z gals. of water, fills. The combination works for 24 hours with the higher the humidity, the greater the amount of moisture removed from the air.

ATwo-Faced Fireplace

The Readybuilt Products Co. fireplace facing, which comes in precut quarry stone or brick in earthtone, sandtone, or redtone, reportedly can be installed quickly and easily without special tools.

The faces weigh between 200 lbs. and 300 lbs. and are said to require no structural under support other than normal floor joists. Available in a variety of sizes, each facing comes with a wood mantel.

Grab Onto This

Bathroom safetY Products from Tubular Specialties Mfg., Inc. include stainless steel grab bars designed to withstand a 300Ib. pull and an anti-slip coating of clear epoxy and silicone grit for traction in the tub or shower.

Both are available in a free standing two color bathroom safety products center floor disPlaY or with a ooint of purchase header with a planb-gram ior peg board mounting of products. Sets of the toggle fastening svstem are included.

This Will Floor you

The design influence of old-world craftsmanship is reflected in the latest collection of resilient flooring designs introduced by Mannington Mills.

There are 12 patterns in 39 colorings, with the JT88 Never-wax wear layer for easy care and a thick foam cushioning for comfort underfoot. Available in 6 and 12 ft. widths for seamless installations in most rooms, the flooring is recommended for residential use.

Hang Up for Tools

A new vinyl merchandising system for displaying its surface preparation hand tools is being offered by Hyde Manufacturing Co.

Adjustable to available display space, the system is said to be ideal for product cherry picking and tool department segmenting. It can merchandise any selection of more than 300 tools.

The system is constructed of white vinyl with colorful header strips and holes for pegboard or gondola mounting.

Carlson and Associates has been formed to serve as a Broker specializing in the sale of Lumber Yards and Home Centers, furnishing a unique "single source responsibility " to the industry.

Services offered will include financial counsel, legal and accounting recommendations , certified inventory count , and other valuable and important assistance that only experience can bring to a sometimes "once in a lifetime " transaction. Ordinary "residential" brokers are not able to provide such services.

Al Carlson has over 30years in the lumber business and 15 years as a developer of real estate.

In dealing solely with the lumber industry , he is able to provide experience discretio rr

and confidentiality in all transactions.

FUIL LINE of bathroom cabinets and accessories is now available from Broan. The Countryside collection includes three styles with matching light fixtures and decorator mirrors. The surface mounted models feature sculptured oak sides and an open glass vanity shelf.

l{u Directions

WHOLBSAIE DISTRIBUTION:

E Certified K/D redwood & western red cedar

! K/D Douglas fir clears

! Douglas fir timbers, long dimension &2 x 14

WE MANUEACTURE:

n Certified K/D redwood and western red cedar ! Patterns and surfaced

Edge glued stock tr Paneling

Mouldings

WE AISO OFFER: Custom milling and drying and loading

Anchors Away

Micro Plastics, Inc. has introduced a line of molded all nylon 2 piece Anchor Rivets which provide a resistant blind fastener for solid or hollow materials, including wood, concrete and plaster.

When the rivet is inserted in a predrilled hole and tapped with a hammer, the nylon drive pin seats and expands to hold securely in place. The nylon anchor body provides thermal, electrical, corrosion and vibration resistance.

Of f-Price Selling Increasing

"As developments in the off-price industry gather momentum, it is likely that few firms in consumer goods distribution will remain unaffected," according to Jon Leffler, the author of Off-Price Retoiling: An Update.

He explains that off-price retailing is likely to significantly affect not only the structure of retail competition, but supplier industries such as manufacturers as well. He explains, "As the phenomenon grows in PoPularity, the number of shoPPing centers

with the'off-price' theme has risen. " These centers, many of which represent recycled space, provide an appropriate environment for applying the off-price formula to various lines of merchandise.

Off-price retailing as a form of retailing is characterized by:

(1) Regular, every daY sale of medium to high qualitY Products at deep discount Prices.

(2) Opportunistic purchase of closeout, late season, overstocked or

The Merchant Magazine

slightly damaged merchandise at extremely favorable merchandise cost.

(3) Conventional gross margin and high inventory turnover.

"Off-price retailing is a prime example of adjusting to the difficult environment of the 1980s," explains Leffler. "It is a high value formula, with a unique set of operating and merchandising characteristics, which makes it a very effective market share predator."

The report lists some of the largest retail institutions in America as participating in off-price retailing, such as, Federated, K-Mart, LuckY Stores, and Dayton Hudson Corporation. "These retailers have the capital and the commitment to make off-price a major competitive force in the marketplace," claims the author.

The report also explains that it is difficult to describe the "typical" off-price store due to the many operations that exist within this market today. Nonetheless, the report shows how the market can be meaningfully segmented into four primary groups: Independent retailers and small chains; Manufacturerowned factory outlets; Clearance centers; Large chains.

Color Home Products Warm

Terra cotta clay, reddish brown, peach, neutral and blue-gray will be the main colors for home Products in 1984.

"Color Directions-1984" Prepared by the Color Marketing

have rxtre than 30 tradetr ready to serve youl nood$ with all sizes, grades and variotios of plywood, lumber,

Group, a cross industry association of professionals concerned with the marketing of color, sees warmer colors with red and yellow used for exteriors while interior paints will be in pastels with golden tones.

Soft, conservative colors will continue to be used for building products which remain in use for a lone time.

Home Show SRO

Nearly 1,750 exhibitors have been assigned space in the 79th National Housewares Manufacturers Association International Housewares Exposition's last July show before shifting to a new spring/fall schedule in April, 1984.

"Our final July show will be the most important summer show for the industry in the NHMA's 44 year history," Ronald A. Fippinger, managing director, said, "because of the nine month hiatus until our next show in April."

Show dates will be July 10-14 at McCormick Place plus McCormick Place West, Chicago, Il.

What's in a Name?

Four names are under consideration for the re-naming of the Northwest Hardwood Association.

Board members will make a selection this month. Proposed are Pacific Hardwood, Western Hardwood, Pacific Hardwood Lumber or Western Hardwood Lumber Association.

Second Time Around Copier

A used or rebuilt copier may be a better purchase than a new one, especially if the business has no special copying needs and uses 8% x l l " paper. The cost of a used or rebuilt copier is about 7590 less than a new one that has the latest features.

W0RDS 0F parting (1) lrom retiring association exec. v.o. Frank Davis. (2) Bill Herman' Steve Snaveiv, Frank Stewart. (3) Sue Spellman, Peqoy Snavely, Carol Armstrong. (4) Kim Cord-e-s. Sherrv & Bob lvie, Bob Cordes, Scott Sievert. (5) Sherry Gaylor, Doug McCullouqh. (6) Tom Gilstrap, Steve Garrison, Rich Fahlnei, Jack Donovan. (7) Tom Marrin, Wilma Lott, Rich Fahrner. (8)Ed Smilh, John Murohv, Pete Seivert. (9) Ray & Bernice t-opp. [tO) Lani & Scott Gates. (11) Brenda & Laiiv Greoorv. (12) Tim Spellman, Bob Book. (13)-Jim -Sullivan, Sherry Gaylor. (14) Sam Hauert. Ace Mason, Jim Barlow. (15) Don Fink, George Seivert.

ARIZONA TRANSITION

(Continued from page 34)

Material Dealers Association, John Martin, then reported on legislative activities in Washington. Noting the strong senate support for the proposed Mortgage Retirement Act, he revealed that neither Arizona senator (Goldwater and DeConcini) had Yet decided for or against. Martin said that dealers should fight to get MRA passed into law.

He said it was likely that deductibility of mortgage interest will remain and that imposition of imPort duties on Canadian lumber was unlikely.

First speaker SaturdaY morning was Congressman John McCain of Arizona's First District, who warned that unrestrained spending and taxing could cripple the recovery, wiping out the gains that have been made. A long term recoverY without inflation is the goal, he said.

He pointed out that Tucson was closer toEl Salvador than Washington and said that with aid the embattled countrY had a chance to be a free nation. The Congressman described El Salvador as "the key to the other Central American countries. "

Bud Howe, the current President of the National Lumber and Building Material Dealers Association and a Peoria, Il., lumberdealer, offered a number of suggestions to helP dealers survive in the 1980s. Investigate installed selling, make a market,survey of your customers, sell quality, watch profit margins, find vour niche in the market and take

With more than 5090 of American women active in the nation's workforce, the woman's place no longer is simply in the home, if it ever was. Moreover, women are playing an increasingly decisive role in determining the kind of home they want to be in and the kinds of materials to be used in it.

Women are taking a leading part in making major home-buying decisions. Their earnings often help buy the house. and this adds to their leverage in house-hunting. Women are exerting their decision-making powers not only as partners in homeseeking families; many single or divorced women are buying homes on their own, with full responsibility for making key choices ranging from financing to exterior construction.

"Home builders everywhere tell us that women no longer limit them-

There's Nothing Like A Dame

selves to cosmetic matters, like bathroom vanities or questions of taste in kitchen details, important as these are," according to John P. Gleason, Jr., President of the Brick Institute of America. "They're getting into heating systems, insulation, basic construction, and building materials. "

Women make up approximately 3090 of all do-it-yourselfers in the country. Many are just as active as men in hauling carts full of paneling, sheet rock and 2x4s down the aisles of building supply centers. Not only are more women shopping at home improvement centers these days, they are also doing a greater portion of home repairs.

According to an executive at a leading home improvement center, women are tackling bigger and more challenging home improvement jobs,

such as putting in patios, re-roofing homes and even installing new plumbing. The voices behind the home center hot lines report that a majority of their calls come from women who plan to do a home improvement project on their own.

Another kind of female shopper is represented by the woman who was having a $260,000 home custom built for her. She toured a retail store with her contractor, who acted as her consultant, and purchased most of the material needed by the builder. She also saved the builder's markup by buying herself.

Women are definitely a force to be counted in the home building and home improvement market today. Sharp retailers are realizing this and catering to the ferninine as well as masculine shopper.

BETTER times bring smiles to the faces of the officers and directors of lhe Arizona association.

ARIZONA TRANSITION

(Continued from page 49)

care of your customers, Howe counseled.

He said the 30 instructional manuals offered by "National" can be a great asset to dealers. The one on fork lifts, for example, enabled his drivers to preserve the equipment, use it more efficiently and with greater safety. It also gave them a heightened appreciation of the importance of their job.

The AL&BSA closing banquet honored its retiring executive v.p. Frank Davis. He stressed the importance of "having respect for people, being involved in your industry and your community." Paying tribute "to those who helped me, help my successor, keep the association strong," he said.

Wickes Chief Paid $1 Million

Nearly $l million in salary, bonus and benefits was received by Sanford C. Sigoloff for l0 months as chairman, chief executive officer and president of the bankrupt Wickes Cos. during fiscal 1983.

Wickes listed Sigoloff's salary as $564,648 plus a sign-on bonus of $400,000. In addition, he received reportable benefits valued at $25, I 56 and stock valued at $59,375. His salary is includeci in the 1983 fiscal deficit. currentlv set at $249 million.

THE NICEST PEOPLE

Many thanks for the get-well card sent while I was a patient at Desert Hospital. It was one of the first to arrive so you had to be doing a super reporting job somewhere along the line to have heard about the news that I was incaoacitated.

gd}. dsld

I would like to luse The Merchant Magazine to express my appreciation to all those wonderful people in our industry who sent me those reassuring notes, the get-well cards, the plants and who also made the telephone calls.

I have long felt that the people in the industry were among the nicest people you could find any place in any industry. The huge outpouring of all of these people in responding to the notice of my heart attack really substantiated to me that there is no nicer group than those we have within the industry.

It's going to be a few weeks before I am back behind the desk and on the telephone ona full time basis. The concern

that everyone has shown was just more positive re-enforcement that over 20 years ago I made the right decision when I was asked to become apart of the Lumber Association of Southern California and the industry as a whole.

Wayne Gardner, C.A.E. Executive Vice President Lumber Association of Southern

California

l9l5 Beverly Blvd., Suite 202 Los Angeles, Ca. 90057

We ore pleased to note Wayne is now back at it on a part-time basis and is making an excellent recovery-ed.

ALIVE AND WELL

I noticed in the News Briefs section of your April issue that we were referred to as "the now bankrupt Hyampom Lumber Company." While it is true that we have been operating under Chapter ll Bankruptcy, we are continuing to run our custom kiln drying and milling facility in Redding on a double-shift basis. We are currently processing in excess of two million board feet per month through our three double-track dry kilns and in excess of three million board feet per month through our two surfacing and sorting facilities. We have both a 6 x l5 inch fourside planer and a 25 inch double surfacer. Last month we shipped over 2 million board feet by rail and truck.

So, as you can se€, we are not what most people wouldrefer to as "bankrupt." As part of our Plan of Reorganization we have sold two unprofitable operations, the sawmill in Hyampom and a concrete block manufacturine plant here in Redding.

Since divesting ourselves of those two unprofitable operations, we have been able to pay in full one class of unsecured creditors and have begun making pay-

red oak, white oak, ash, birch. walnut and other species to suit your needs

ments to the last class of unsecured creditors with the intention of paying them in full.

We have every reason to believe that we will be successful in working our way out of Chapter I I and the improvement in the lumber market gives us reason to be optimistic that we will reach that goal sooner than expected.

We know you do not want to give false impressions, but it is our feeling that many people will be misled by the wording in the April issue.

Steve Beebe Manager Hyampom Lumber Co. P.O. Box 4754 Redding, Ca.9ffi9

Surplus Give-Away Pays Off

The problem of slow moving inventory can be solved by donations to schools and non-profit organizations for a tax deduction.

The National Association for the Exchange of Industrial Resources redistributes surplus supplies from manufacturers, wholesalers, distributors and business firms to member

institutions. Business donors are eligible for a tax deduction and the recipient gets the goods free except for shipping costs.

Operating out of a 120,000 sq. ft. Chicago, Il., warehouse, the organization distributed more than $10 million worth of surplus to schools

last year. More than 4,000 items were contributed, ranging from hardware, paint and floor cleaners to wiring, electrical supplies and other materials used by school maintenance departments, according to Norbert C. Smith, pres., who founded the organization in 1976.

Allvantages Aduertising system

Dealers Slow To Stock Electronic Home Entertainment

In the not-too-distant future. the typical color television and stereo sound system of today will seem as antiquated as yesteryear's Victrola and console radio. America's growing appetite for more sophisticated modes of home entertainment, satisfied now with video games, video discs and video cassette recorders, will soon crave stereo televisions, videotex link-ups and direct broadcast satellite television converters.

Relatively few home centers are responding to the consumer demand at the present. Our telephone poll of l0 chain and independent stores revealed only three that were into electronic home entertainment merchandise. Perhaps dealers feel it is too specialized or too expensive to stock, but on the other hand perhaps there is a growing market that could be captured with a little effort.

According to Predicasts, Inc., the Cleveland-based business information and market research firm. increases in leisure time and discretionary income, coupled with our natural fascination for electronic gadgetry, will result in a continually expanding market for new and different audio and video entertainment equipment well into the 1990s.

$lsOivi,."

In analyzing the present and future markets for radios, audio reproduction equipment, televisions, reproduced and intelligent video equipment and other electronic entertainment systems, they point to a number of factors which led to an almost l09o annual growth for the home entertainment industry between I 967 and 1981, including a steady increase in consumer affluence and spending, favorable demographic trends and declining equipment prices resulting from technological advances and increased competition. Sales of entertainment equipment rose from under $4 billion in 1967 to more than $13.5 billion in 1981. Predicasts expects the market to further expand to $17.5 billion by I 985, and to nearly $30 billion by the mid-1990s.

Television, an in-home novelty just 30 yeas ago, has long been, is now, and will continue to be the largest home entertainment market segment. Total sets in use will increase from about I 50 million in 198 I

(Please turn to page 56)

Alder finishes with the creme de la creme

l=INISHING techniques which F can make Western alder a look alike to walnut, mahogany, teak, cherry or fruitwood with a high quality furniture finish are being developed in a joint test program conducted by Northwest Hardwood, Inc., Portland, Or., and Lilly Industrial Finishes Laboratory, Hillsboro, Or.

Better grain definition and less absorption in burly and end-grain wood areas came with the testing technique which involves sanding Western alder with a fine grit sanding belt, using a 400 grit for walnut or mahogany and teak looks and a 280 grit for cherry and fruitwood tones.

The special fine sanding belt gives a burnished surface that apparently lays the end fibers down, according to Cliff Chulos, sales manager of Northwest Hardwoods. "The stain coat is more uniform and the blotchiness, often called birch end-grain bleed, is practically eliminated," he said.

Jerry McKnight, color technician at the Lilly Co., explained, "We use an NGR (non grain raising) stain as the first coat to provide depth of color and accent the grain throughout the panel. It aids in obtaining a uniform coloration throughout the entire production run. The second coat is a wiping stain that we allow to set for half a minute before wiping."

A thin sanding sealer is then applied, dried and lightly hand sanded with an equally fine oxide paper. A glazing stain which highlights the desired wood tone, usually a fruitwood or warm walnut, is applied. After setting briefly it is wiped and brushed with a glazing brush for a fine furniture texture.

Hand padding can be done, but the grain definition of the Western alder, which closely resembles cherry and walnut, often achieves the desired values without this step. A final coat or two coats of lacquer gives the performance needed for table or cabinet surfaces.

"When converting to the 280 or

Story at a Glance

Test program produces high f urniture f inish...line sanding essential concentrated stain needed results satisfy table & cabinet performance standards.

,t0O grit sanding, the stain should be more concentrated to achieve the final fruitwood or walnut tone. Also it was suggested that the glazing stain might be the same oil-type as the wiping stain. Its purpose is to give the desired final color and fill any pores that might not be filled in the initial application, thus assuring a high quality furniture finish," concluded McKnight.

Chulos added, "We apparently have achieved the ideal surface and finishing technique based on the super fine 280 or 400 grit sanding. This is most practical for Western alder with its uniform density and color. "

The hygroscopic nature of Western alder permits better penetration and more uniform color. according to Dick Behm, a wood industry consultant. "Unlike many other close grain woods, alder is very consistent in density and uniform in color. Being kiln dried and abrasive planed at the mill assures a uniform surface that accepts the very fine sanding that does not seal against the stain coats. Another bonus is the stability of the natural wood color that is resistant to change even when exposed to sunlight and ultra-violet rays. As long as stable earth stains are used, the problem of the final finish fading or darkening is practically eliminated."

HOME ENTERTAINMENT

(Continued from page 54) to nearly 220 million in 1995, an average of two per household. Color sets are expected to maintain about an 8690 share ofsales from now until the mid-1990s. Sales of large screen models, which comprised only 490 of market in 1981, are projected by Predicasts to reach l09o by 1995. Rather than experience any decline in popularity over the next decade, television equipment-will entrench even further into American family life for a number of reasons.

Specifically, many of the recent home entertainment innovations, such as video games, video recorders and personal computers involve the use of television units.

The advent and mass consumer acceptance of high fidelity stereophonic sound equipment resulted in an ll-plus 9o annual increase in sales of audio equipment from the late 1960s to the early 1980s. Sales of audio reproduction equipment, in particular, rose from $600 million in 1967 to nearly $4 billion in 198 l, due mainly to continual technological improvements and

product innovations. Cassette recorder and player sales have exhibited dramatic increases. mushrooming from $8 million in 1967 to $2.5 billion in 1981. Projections for cassette equipment call for increases to over $3 billion by I 985, and over $5.5 billion by the mid-1990s. Predicasts also sees significant gains for audio components, speakers, amplifiers, receivers and microphones. Sales of this equipment are projected to expand from about $650 million in l98l to over $l billion in 1985, and more than $3 billion by the mid-1990s.

WESTERI{ REGIOI{AL SALES

Nationally known Southwestern company specializing in quality building supply products is looking for a selfmotivated regional sales manager.

Must have a minimum of five years experience with a proven track record of achievement.

Position will be based in Los Angeles with extensive travel in eight Western states. Strong managerial, human relations and motivational skills required to manage eighteen exper- ienced salesmen within budget guidelines.

Send resume to P.O. Box 25188, Oklahoma City, Oklahoma 73125.

Cooler on Top "Attic and Roof Ventilation Products," a l2-p. brochure is available free from Air Vent Inc., 4801 N. Prospect Rd., Peoria Hts., Il.61614.

Start at the Top

A revised edition of "Good Application Makes a Good Roof Better" is free from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd., Rockville, Md. 20852.

Roofing Ratings

A 2-p. summary of U.L. fire classification ratings of roofing materials is free from the Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Opportunity Knocks

A 6-p. color brochure on fir and hemlock entry doors is free from the Fir & Hemlock Door Association, Dept. FH-6, Yeon Building, Portland, Or.972M.

Floor of the Future

A 6-p. color folder, "Hardwood Floors for Today and Tomorrow,' ' is free from the National Oak Flooring Manufacturers Association. 804 Sterick Building, Memphis, Tn. 38103.

Enter With Style

Twelve entry doors are described in a brochure available free from Simpson Timber Co., P.O. Box 566, Redmond, Wa. 98052.

Control Yourself

A32-p. brochure on business efficiency systems and products is available free from Caddylak Systems, Inc., 201 Montrose Rd., Westbury, N.Y. 11590.

Give Yourself Power

A catalog of professional power tools is free from Porter-Cable Corp., P.O. Box2;68, Jackson, Tn. 38301.

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!

Aflordable Houses

A ll2-p. book, "165 Affordable Home Plans," is available by sending $2.50 to Home Planners, Inc., Dept. 183, 23761 Research Dr., Farmington Hills, Mi.4802.

Solar Energy

A l6-p. booklet on solar energy is free from the National Woodwork Manufacturers Association. c/o Sumner Rider & Associates, Inc., 355 Lexington Ave., N.Y., N.Y. 10017.

Yellow Brick Road

A brochure on brick and tiles is available free from Hanley Brick Inc., Summerville, Pa. 15864.

Clean Sweep

An 8-p. free 4/c catalog describing home upkeep products is from The Savogran Co., P.O. Box 130, Norwood, Ma.0?.062.

lmplement Yourself

A new brochure describing implement holders and special display hooks for perfboard and slatwall is free from ArtPhyl Creations, 16250 N.W. 48th Ave., Miami, Fl. 33014.

Quartz Thermostats

A brochure describing quartz thermostats is free from Robertshaw Controls Co.. Consumer Products Marketing Group, 100 W. Victoria St., Long Beach, Ca. 90805.

Money Tree

A Il6-p. book on "Financing Forestry Investments: Attracting Private Capital to Timber and Timberland" is $5, postpaid, from NFPA Publications Office, 1619 Massachusetts Ave., N.W. Washington D.C. 2m36.

Life Extension

Electric gate operators are detailed in a l6-p. brochure available free from Richards-Wilcox Manufacturing Co., 174 Third St., Aurora, n. 60507.

Leaded Stained Glass

Hand-crafted stained glass with handcut or sand-etched center designs and frosted monograms is explained in a free brochure from Something Special, 1633 Yarnall Rd., Pottstown, Pa, 19464.

All About Eve

Three brochures on soffit and fascia products are available from Revere Brand Home Remodeling Products, 7120 Krick Rd., Cleveland, Oh. 4414f.

Thermoplasticity

A brochure on a thermoplastic window and door frame system is free from Artek Inds., 23890 Industrial Park Dr., Farmington Hills, Mi. 48024.

A Source of Moulding

A full color, 4-p. brochure on moulding is free from DG Shelter Products Moulding and Millwork Division, P.O. Box 610, Marion, Ya.24354.

Side With Vinyl

A full color, 4-p. brochure on vinyl siding is free from the Vinyl Siding Institute, 355 Lexington Ave., N.Y., N.Y. 10017.

The Silver Screen

"Screenings," a monthly newsletter of industry trends and sales tips, is free from Phifer Wire Products, Inc., P.O. Box 17fi), Tuscaloosa, Al. 35403.

GTASSIFIED ADVERTISEMENTS

LOUISIANA-PACIFIC has an excellent opportunity for the right manager. If you have a successful background in contractor sales management, would like to live in Ventura County, Ca., and be a part of the L-P team, write Box 482 c/o The Merchant Magaz ine.

SAN FERNANIX)

We are accepting applications for experienced lumber yard clerical and/or counter personnel. Write Box 484 c/o The Merchant Magazine.

NIIUDED: lumber trader to sell retail and industrial accounts. Must have customer follorling. Excellent compensation and benefits package to fit the right person. A first class opportunitl- for you. Contact Jerrl Ensr.r'orth, Ensuorth Forest Products, Roseville, Ca. (916) 786-5 | I I

BAY AREA. No. Ca., wholesale distributor has opening for aggressive, experienced, knowledgeable salesperson. Send resume to Box 474 c/o The Merchant Magazine.

LOS ANGELES, Ca., moulding manufacturer and wholesaler seeks experienced inside/ outside salesman with management potential. Will hire handicapped. Salary and commission. Medical insurance. Write Box 48O c/o The Merchant Magazine.

INDUSTRIAL LUMBER BUYER

San Fernando Valley, Ca., opening with well established wholesaler for buyer with good mill contacts. Able to supervise small mill and some selling required. Send resume to Box 378 c/o The Merchant zine or phone (213) 875-25 | l.

EXPERIENCED pallet salesman. Established territory with active accounts. Company paid expenses. Medical & dental. Ask for Bill Hunter, Hunter Woodworks, (213) 7'15-2544.

WHOLESALE TRADER WANTED. No need to relocate. We offer the best of working arrangements and excellent compensation. Contact Paul Sparso, Agwood Mill& Lumber, Ukiah, Ca. , (707) 468-5486.

MOVE UP

($25,m0 to $70,01X))

Career mill sales, wholesale trading, manufacturing and distribution opportunities with our clients in the building products industry throughout the West. Contact Hank Berry in California (707) 538-7886, Search Northwest, 5055 Upper Ridge Road, Santa Rosa, Ca. 95404 or Carl Jansen at (503) 222-U61. Search Northwest Forest Industries Croup, 620 S.W. 5th, Suite 625, Portland, Or.972M.

All Fees Employer Paid

When sending in a chonge ol address please include zip code on both old and net' addrdsses and either the old label or rhe inlbrmation from it. Thanks!

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names ofadvertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Megezine, 4500 Campus Dr., Suite 4t0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt Magrzine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY.

OUTSIDE salesman. Creative, dependable, self-motivated. 26 years sales experience in wholesale softwoods, hardwoods and related products. References and sales records available. Relocation no problem. Compensation negotiable. Prefer distribution yard sales. Write Box 483 c/o The Merchant Maeazine.

CUSTOM DRY IOLN AND PLANING

Eugene, Or. Approximately 3 acres close to airport. l98l appraisal $1,868,000. 2 office buildings, machine shop, lift trucks, rotal 45,000 square feet undercover storage with sprinkler system. New $650,000 wood waste system. Priced at $850,000. Contact Norman Perry, Tree Products Co., P.O. Box 280, Lake Oswego, Or. 97034.

CTASSIFIED ADVERTISING Order Blank

ASSIFIED ADVERTISTEIMENTS

LUMBER business located in Fresno, Ca.: milling, wholesale, & retail $300,000. Also available, land & building $360,000. Net income over $100,000 per ysrr. Will take cash or 2090 down + collateral. Owner will carry & will train. Write Box 481 c/o The Merchant Magazine.

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names ofadvertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magazine, 4500 Campus Dr,, Suite 480, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY,

RARE 1929 Ford AA flat bed stake truck. Totally restored to original specifications. Needs minor electrical work. Was featured in our ad in The Merchant, October, l98l. Factory colors, black fenders, forest green body. Contact Clint or Pete (71 4) 75 I -0800 ?l Mariner's Forest Products.

California Lumber lnspection Servic-e

Certified Agency

L. A. (7 r4) t46-)512

s.J. (408) 297-8o7r Portland (50)\ 659-48t2 I 190 Lincoln Ave., San Jose, Calif.

HYSTER SCl80 engine rebuilt by Hyster. Excellent condition. Call Wall Dry Kiln Co. (213) 6t54&2 or (213) 636-3488.

STACKABLE moulding racks, 36" W x 36" T x 120" L. Designed to be handled by fork' lifts. All steel frames, painted and numbered. Excellent condition. Robert (213) 749-4235.

TALLMAN reconditioned brush stainer with belt in-feed conveyer designed to apply a water or solvent based stain to rough lumber or surface sidings varying in width from 4 rc 12 inches. Reconditioned by manufacturer. Ready for use and priced to sell. Please write Box 485 c/o The Merchant Magazine.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 7 7 5-2544',(2 I 3)83 5-567 1.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Clisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

Galifornie Wholesale

A Division of Coastal Lumber Company pnesents

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in LongBcach. 3C Trucking (213) 422U26.

Appalechian, Northern, and Southern Hardwoods

Bd Oak Whitc Oak Aeh Poplar

"lUothing Bw Thc BcstD in Sycemorc Beaswood

Tupclo Ghcna

Heckbcrny Hickota

Gottonrrood Hard 8 Soft taplc

Aso lmported Hardwoods

Gum and C)ak veneers and Oak

Phrrwood cut-tGsize

Shipmerns by Direct Carload, Direct from our own Hardwood Mills

Truck & rrlLl. hom our Los Angeles Distribution Yard

Our office is located at: 999 N. Seplveda Btud., Suite 314 El Segundo, C8. 90245 o [213] 64G2548

Russ Swlft Ed Cordova

Donna Hammond

gaunlUtabaall Lunbp,r

Hem-Fir Hemlock

Douglas Fir

GREEN oT DRY o DIRECT MILL SHIPMENTS o LCL o GARGO o

RAIL o TRUCK & TRAILER r

PRESSURE TREATED LUMBER

LOS All O ELES A REA

TUTBER AIIO PLYWOOO

Af,Erican Hardwod (b

Bur ns [umb€r Co.

Calitornia Wholesale

Capital Lumber Co...

Coos Head Lumbor & Plvwood

Dool€y Forest Co., Inc.

Essley&Son, D.C.

Ferrari Dislribulino Co

Fountain Lumber Co., Ed

FremontForestftoducts

Galleher Hardwood Co

Gemini Forsst Products....

Georgia-PacificCorp. ....... (213) 968-5551

Heooner Hardwoods Hill Lumb€r Co.. Max

Hutl Lumb€r Co.

HunterWoodworks........ (213) 835-5671

hland Timber Co.

Lane Slanton Vance Lumbor Co.

Louisiana-Pacilic Cffp

L-P Dislribulion Center

MacBealh Hardwood

Maple 8ros., Inc. Mouldings

Marouart-WolleLumberCo.... osgoodlnc..RoberlS.. Pacific Madison Lumbet Co. . (2131 773-2292

ABCAT^/EUNEM/FONTUTA

Andersonia Forest Products diaiiiriteriiticnii

gritt Lumber Co.

Crown Redwood Co.

Humboldl R€dwood Co

Louisiana-Pacilic Coro

PVM Redwood Co.

R6id & Wriohl

SimDson 8!ildino SuDolv Co.

AUSUNX/GNASS YALLEY

All.Coasl Forest Products. Inc.

R&LWoodProducls

8At(EnSFtEt0

HrgginsLumberCo

Pacilic Wood Prescrvino of Bakorsli€ld, Corp. l... (805) 582-3950

cHrc0

Norlield Manulacturino.

ct0v€i0ALE Eowman Lumbsr Sales G&RLumberCo...... RolandoLumber{Kintonoiv.)...

c081{ll|0 CraneMills. ....... (916)824'5427

FonT 8n400

TREATED LUlIIBER-POtES-PIUI{GS-TIES

Gooroia-Pacilic

SUrtDr{G

Wmdwork Institule ol Caliiornia

l0t{cs BEAGH Aowood Mill& Lumber. tos 8Ar{0s

Stewarl Hardwood Lumber Co.

il00Esr0

Snider Lumber Producls....

Sward Truckino

REDOI}IG ASEA Jensen Lumber Co.

Kollor Lumber Sales LewisCo.. Inc., PalmerG.

Louisiana-Pacilic Corp. (hd Elutl) Paul Bunvan Lumb€rC0.

...

Ensworth Forest Prodilbtir. (800) 525-50,|5

Floor Servlce Suoolv.

Georoia-PacilicWarehouse

Hiooins Lumber Co.

Ko-D-oers Co.

LewisCo.. lnc.. PalmerG.

Louisiana-Pacilic CorD..

Mcoomick & Eaxter Creosotino Co.

McKuen MouldinoCo. :

Mellolnc......:

NikkslCoro..The

P & M Cedar Products.

Rocklin Foresl Products

Selzer Forest Producls

SiskivouForestProducts

Stoclton Wholesale

Union Foresl Products

Union Pacilic Raikoad

Llnion Planino Mill

WaldronForeitProducts

Western American Foresl Products

WeslernwoodTrealinoCo.

Weyerhaeuser Co. {800) 952-5616

s$tTA RosA AREA

J.H. Blevins Co., Inc..

Hiooins Lumber Co.

LeBeck Forsst Pr0ducls

Manin Forosl Induslries....

Ncth 8ay Forest ftoducls

NoyoTidberProducls,lrE. .. .

Nu:Forest Producb

StandardStructures. ...... (707\ 544-2982

Windsor Mill,Inc...

Woodland ProduclsCo., Inc.

UKAH/CAtPEu.A/Wil.UTS

Aowood Mill & Lumber

AllHeart LumberCo., Inc.

Carler Forost ftoducls

Coast Wood Prsseruino. Inc.

ForestProd. Transpodalion . (707) 462-3852

Little Lake lndustri€s

Penoiin l\4arketino

Redwood CoaslLimbsrCo.

Timber Realizalion Co.

WEEO

Siskiyou Foresl ftoducls wtu.lAl{s SanAnlonioPoloConst.Co.

Fremonl Forest Products Georoia-Pacitic Corp. Golding LumborSales.

L-P Distribution Center

ir.3l.,1i{$$.li*,i:il::1f.,:..':l$ PAG|F|C ]|ORT|{WEST STATES

waSHtltoToll

BUYE[TS'

TL ilATH FAt-tS

Lumber Producls .

tE0F0i0

Andersonia Foresl Products

FountainLumber Co., Ed

Lumber Producls

Snavely For8st Producls.. (8Cr0) 547-3039

Union Pacilic Railroad

Wendling-NathanCo..Inc.....

SREATER PONT|.^ID ASEA

J.H. Barter & Co.

8€l Ar Door/Aloine

Veneers, Inc. {800) 547-6755

Cascade Emoire Corp. {800) 547.8371

Cole&Associales. J0hn1....

oant & Russell, Inc. (800) 547-1943

thlaline Corp.

Friesen LumberCo. ....... (503) 397-1700

Fullmer Lumber Co.

Simoson Euildino Suoolv Co. . .

sPor ilE

Gsorgia-Pacilic Corp.

Lewis Co., Inc.. Palmer G.

Spokane Tribal Wood Products.

Union Pacitic Railroad.

Weyerhaeuser Co. (ln 0r.. rd.. Mt.).

r c0rA

Arnerican Plywood Associalron .

BelAirDoor/AlpineVeneers,lnc.

Burns Lumber Co.

Georgia-Pacilic Corp.

Lewis Co. , Inc., Palmer G. Alaska Dv.

Louisiana-Pacilic Corp.

McFarlandCascade (800) 426-8430

Union Pacrfic Railrmd.

VANC(lUVEB

Columbia Vista Corp.

Inlernational Forest Products, Inc.

WALU WAI.LA

Union Pacific Railroad

WEUITClIEE

LewisCo., Inc PalmerG.

YAKITA

LewisCo., Inc., PalmerG. oRECOll

AIBAl{Y

Willamenelndustries, Inc.

8EilD

Union Pacific Railroad.

COOS BAY

Conrad Wood Preseryrng Co.

Cms Head Lumber & Plywmd

c0RvAtLrs

Eonninglon Lumber Co

Erands. (800) 547-3401

Mary's River Lumb€r Co. (503) 752-0218

EUOEI{E/SPIIIIGFIEL|l

Bol Air Door/Alprne Veneers, Inc.

Eohemia, Inc.. (800) 547-6065

FremontForeslftoducts

Georoia-Pacilic Coro.

Hin & W00d Lumbir Co. (800) 547-@2i

Lewrs Co., lnc., Palmer G.

LumberProducls......

McFarlandCascade ....

McKenzieTradinoCo.. {800)547-6067

Rolando Lumber Co.

union Pacilic Railroad

Weyerhaeuser Co. (oulside0r.)...

H€PPilEN

Kinzu CorD.

(2061 426-2671

(509) 535-2947

(509) 534-2676

(509) 258-7737

(s09) 747-3165

(509) 922-4949

(800) 541-0597

(206) 565-6600

(206) s81-0423

(206) 58t-1414

(206) 383-4578

(206) 922-8333

(206) 383,2424

Furman Lumber. |rc.

Georgia-Pacilic Corp.

Hampton Lumber Sales Co.

LewisCo.. lnc.. Palmerc.

Louisiana-PacificCorp...... ..

Louisiana-Pacilic Corp. (Beaverlon)

Lumber Products

Mccormick & Eaxter Crssotino C0. Niedermeyer-MartinCo...

(206) 572-3033

Weyerhaeuser Co.

1.206) 272-2275 Pmducts......

RIDDLE

C&D Lumber Co.

Herbert Lumber Co

ROSEEURG

Hoover Universal

Keller Lumber Co.

sAtrt

Lumb€r Products

SEASIOE

Agwood Mill & Lumber.

AIICHORAGE

Atrow Lumber

Lewis Co., lnc., PalmerG.

SEWARO

PHOEI{IX ANEA Arizona Pacilic Wood Preservino Co. CapilalLumberCo. ...:....

Fremont Foresl Producls

Geor0ia-Pacilic Corp.

Goettl s M€lal Products MallcoLumber& Building Materials......

(800) 352-5530 out oJ

Foresl

South 8ay Foresl Products

SpecElty Forest Products . . SpelhanHardwoods

Virgrnia Hardwmd Co.

Western Ameacan Foresl Products

WeyerhaeuserCo. ... ....

Woodland Products Co

LAS VEGAS

Peterman Lumber, Inc..

NETO

Higgins Lumber Co.. J.E.

LewisCo..lnc..PalmerG.

union hcilic Raikoad

ATBUOUENOUE Capital Lumber Co.

Georgia-PacilicCorp.

XEYADA

tEw tExtco

Louisiana-PacificCorp...... (800) 545-6732

Leathsrback Industries

Shollenbarger Wood Treating Co.

Marv Compton, fgrmer owner of Pacifica Lumber Co., died March 27, 1983, in Salinas, Ca., at the age of 69.

He had purchased Sharp Park Lumber Co. in Pacifica, in 1951, later renaming it Pacifica and moving it to Vallemar. He sold the firm three years ago.

Mr. Compton is survived by his widow, Ramona, three sons and a daughter.

C.G. Pulliam, Jr., manager of the Georgia-Pacific Distribution Center in Phoenix, Az., died in Tucson, Az. on May 8, 1983, of a heart attack. He was 47 years old.

A graduate of Central State University, Oklahoma, he had been with Georgia-Pacific for l9 years, having transferred to Phoenix from the Lubbock Distribution Center 12 years

ago. Mr. Pulliam was a member of the International Order of Hoo-Hoo and the Arizona Lumber & Buiiders Supply Association.

He is survived by his widow, Gloria Jean. three children. two grandchildren and a sister.

Arthur Tilton Atkinson, Rounds Lumber, Cloverdale, Ca., died on May 7, 1983, in Healdsburg, Ca. He was 59.

He was a member of the Black Bart chapter of Hoo-Hoo lnternational.

Mr. Atkinson is survived by his widow, Jewell, three daughters,

three sons, l9 grandchildren, l2 great grandchildren, his mother, two sisters and four brothers.

Hugo O. Rath died April22,1983, in Fresno, Ca., at the age of 62.

A resident of Fresno for 35 years, he had been manager of American Forest Products Corp. (now Western American Forest Products) where he was employed for 4l years.

Mr. Rath is survived by his widow, Rose, a son, two daughters, a brother, a sister and three grandchildren.

Pine - Douglas Fir - Plywood - Redwood - Cedar

GRAPE STAKES

& D.F. LATH

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

Brcnd-S Studs

(Thcrt's becanrse their roots ctre'

All Brond-S studs t, hcrve their roots in the Northern Rocky Mountqin

region, where just-nght growing conditions produce superior quolity EngelmcrnnSpruce-Lodgepole Pine qnd Douglos Fir.

ES-LP studs produced by Brond-S qre cleqn ond good-looking,with smqil, tight knots;DF studs ore consistently tighf groined. AII Brond-S studs-Irom 60" to l2O"-qre milled from logs, not peeler cores.

Both ES-LP ond DF studs qre surfcce dry with precisiontrimmed ends crnd eqsed edges, Green DF studs qre olso ovoiloble.

i You cc:n orde: Brqnd-S sllrds

rn 2x4 onC 2x6 in crny length trom 60 to 120 'to f it your speci f icctrons We make deitverY eu"t1: servlng you by ictl. oi bY tru<-:l< direct to your 1ob-stte

Cqll our toll-free number todoy qnd leqrn crbout our competitive pricing for our quolity studs,

800 547-1401. ",'A,qarg5

In Oregon caIL757-7777

(And while we're on thephone, qsk qbout Brond-S plyvuood, too!)

in the rugged j Rocky Mountcrin region! )